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He Said / You Said By @MJannery | @CloudExpo [#Cloud #SDN]

Some of the network gear vendors cast a wary look at network management vendors. Why?

Some of the network gear vendors cast a wary look at network management vendors, particularly those who do continual, automatic discovery of the network inventory and connectivity.  Why?

We know what’s actually out there, and what’s actually being used.

We had one customer in the insurance industry who was due to renew their maintenance agreement with a large, well-known network gear vendor. The typical scenario was to be handed a spreadsheet by the salesperson, listing the serial numbers of the network devices they had purchased, together with a summary of maintenance charges.

Prior to the meeting, the network manager ran an inventory report sing Entuity, and – not uncommonly – discovered that the list of devices under maintenance as tracked by the network hardware vendor did not match the list of devices currently running.  In fact, they were considerably off. 30,000 euros worth of maintenance or thereabouts. They were paying maintenance on devices they had retired two or three years ago. Needless to say, they aren’t any more.

Scarier still, some  of their core routers and switches were NOT on the list, and were not under maintenance! Imagine the conversation had they failed.

I’m reminded of an old woodworking adage:  “measure twice, cut once”. It is your responsibility to ensure that you are paying for what you get, and only for what you get.

More Stories By Michael Jannery

Michael Jannery is CEO of Entuity. He is responsible for setting the overall corporate strategy, vision, and direction for the company. He brings more than 30 years of experience to Entuity with 25 years in executive management.

Prior to Entuity, he was Vice President of Marketing for Proficiency, where he established the company as the thought, technology, and market leader in a new product lifecycle management (PLM) sub-market. Earlier, Michael held VP of Marketing positions at Gradient Technologies, where he established them as a market leader in the Internet security sector, and Cayenne Software, a leader in the software and database modeling market. He began his career in engineering.

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