That's an interesting article I'm going to have to forward to my co-workers.
Thanks.
I can say we have had the same problem with MCI and AT&T, but we have beaten
them to get wins, not on price, but on the rapport and confidence we
establish with a customer and the core competency of our engineers
saw this one come through the other day:
http://www.varbusiness.com/Sections/News/BreakingNews.asp?ArticleID=35063
"One Cisco distributor on hand in Florida summed up the problem this way:
"We buy Cisco gear at 42 points off [list] but routinely see it being dumped
by one carrier for 45 points o
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