Stock版 - Cisco offers big discounts |
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发帖数: 4465 | 1 Today, RBC Capital Markets Managing Director - Mark Sue stated:
"In its core market of switching (30% of revenues but ~50% of profits),
Cisco may be aggressively pricing deals."
So exactly how aggressive has Cisco recently been in the pricing of its
Nexus 7000 switches?
Well, on June 2, 2011 Cisco won the bid on Purdue University's Hansen RFP
250 Nodes Project with a unique twist highlighted in its RFP response as
shown below (page 3 at the bottom):
"Trade In
"Due to the relationship between Purdue and the Cisco account team, we know
of several out of commission and very old WS-C2950G-48-E1's and WS-C4507R's
that have no value in the market place. However, these unused devices do
have value to Cisco in relation to the Hansen Cluster. Therefore you will
see a trade in discount in our response. This is mainly to provide a focus
on the Purdue deal and not allow the general public to obtain a similar
pricing structure. There is no cost to Purdue for shipping or handling of
this product."
So how much of a trade in discount (it's my understanding that Cisco may
bill trade in discounts as a sales and marketing expense) did Cisco provide
Purdue University for several of Purdue's out of commission and very old
Cisco switches that have no value in the market place?
On page 4 of its winning bid, Cisco listed the quantity of each Nexus 7000
Switch Part Number sold to Purdue University and according to Cisco's own
Nexus 7000 switch price list (page 31 dated July 11, 2011) the total USD
list price of Cisco's Nexus 7000 switch sale to Purdue:
$1,094,793
The total amount of Cisco's Nexus 7000 switch bid that won Purdue University
's June 2, 2011 RFP which includes the primary compute system network,
warranty and licensing, shipping and installation:
$254,600
That works out to a -76.7% price discount (i.e. -$840,193)
In my personal opinion, this is a major game changer because Cisco's
customers now have a powerful new tool for negotiating with Cisco on
upcoming Nexus 7000 switch deals.
Finally, I've asked Cisco for an "official response" as to whether it is
artificially inflating switch gross margins by using huge trade in discounts
that are then later billed as a sales and marketing expense (Cisco's sales
and marketing expense during the most recent 9 months increased +$878
million up +13.6% on a +$2.8 billion total net sales increase up +9.6%, page
4, over last year). |
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