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Has Ingram fumbled Cisco's pass?

Has Ingram fumbled Cisco's pass?

Industry sources are speculating that Ingram Micro is dramatically under-performing with networking brand Cisco.

One distribution insider believes Ingram has dropped a significant amount of Cisco business recently.

Meanwhile, Cisco’s other New Zealand distributor, Express Data, says it is currently experiencing extremely good growth with the brand.

In particular, says ED national sales manager Paul Plester, sales into tier-two resellers have increased.

“We’re just focusing on what we do best. I’m very happy with the performance and growth of Cisco and the company has some good initiatives coming,” he says.

Plester notes Ingram is offering some very low-margin pricing which he says could be perceived as desperation.

However, Jennifer Rutherford, Cisco channel manager, says Ingram continues to be a strong partner and provides the broadest coverage for the company’s products.

“Market share between the two distributors changes from time to time for various reason — relationships, particular stock holdings — even a specific deal can swing the numbers at any time,” she says.

And, Rutherford says, Ingram is about to announce its new Cisco business development manger, a role that has been vacant for over a month.


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