Greg Ferro

Upcoming Events

Where the Cloud Touches Down: Simplifying Data Center Infrastructure Management

Thursday, July 25, 2013
10:00 AM PT/1:00 PM ET

In most data centers, DCIM rests on a shaky foundation of manual record keeping and scattered documentation. OpManager replaces data center documentation with a single repository for data, QRCodes for asset tracking, accurate 3D mapping of asset locations, and a configuration management database (CMDB). In this webcast, sponsored by ManageEngine, you will see how a real-world datacenter mapping stored in racktables gets imported into OpManager, which then provides a 3D visualization of where assets actually are. You'll also see how the QR Code generator helps you make the link between real assets and the monitoring world, and how the layered CMDB provides a single point of view for all your configuration data.

Register Now!

A Network Computing Webinar:
SDN First Steps

Thursday, August 8, 2013
11:00 AM PT / 2:00 PM ET

This webinar will help attendees understand the overall concept of SDN and its benefits, describe the different conceptual approaches to SDN, and examine the various technologies, both proprietary and open source, that are emerging. It will also help users decide whether SDN makes sense in their environment, and outline the first steps IT can take for testing SDN technologies.

Register Now!

More Events »

Subscribe to Newsletter

  • Keep up with all of the latest news and analysis on the fast-moving IT industry with Network Computing newsletters.
Sign Up

See more from this blogger

The Dodgy World Of Vendors' Customer Case Studies

This week I've had a couple of vendors that are heavily promoting their customer case studies. In the last 10 years, I've been on all three sides of the customer case study game, and it's worth pointing out the harsh realities. In my view, customer case studies are a deeply flawed metric for product evaluation because the process around them is highly distorted, if not plain dodgy.

The three sides are the vendor, the reseller and the customer--each of which has its own reasons for case studies. Vendor motivations are rather obvious, but what is in the deal for customers and resellers?

Many companies are keen to get publicity of any kind. And it's common for vendors to offer a case study during the bid process as a benefit for those companies for selecting them over a competitor product. But when a customer is getting a benefit from publicity, you need to carefully consider its honesty. This especially applies to universities and retail businesses.

Customers that have endorsed a product often receive services or goods as thanks or consideration. This might include a test unit, free maintenance or free training. All these things help a customer to go public about its choice and increase its happiness level. You can be absolutely certain that the customer is receiving preferential treatment at many levels. The risk to the vendor that the customer would retract its endorsement is small, and that risk can be managed by providing close support and internal escalation. Of course, this hammer for solving vendor problems is another motivating factor for a smart customer.

Remember that some people will track down the people in the case study to ask questions and check the referral. Nothing is more damaging that a negative comment or observation from an endorsed customer in a case study.

It's also worth noting that vendor and reseller sales people get considerable recognition inside their organization and often use them as part of their career plan. Resellers like to boost their recognition by pretending they have unique value or special customers so that the vendor will bring them more leads.

What does the reader get? They get confirmation that the product works and that a least a few companies have deployed it, but you have to take that with a grain of salt when making a buying decision.

Related Reading

More Insights

Network Computing encourages readers to engage in spirited, healthy debate, including taking us to task. However, Network Computing moderates all comments posted to our site, and reserves the right to modify or remove any content that it determines to be derogatory, offensive, inflammatory, vulgar, irrelevant/off-topic, racist or obvious marketing/SPAM. Network Computing further reserves the right to disable the profile of any commenter participating in said activities.

Disqus Tips To upload an avatar photo, first complete your Disqus profile. | Please read our commenting policy.
Vendor Comparisons
Network Computing’s Vendor Comparisons provide extensive details on products and services, including downloadable feature matrices. Our categories include:

Next Gen Network Reports

Research and Reports

Network Computing: April 2013

TechWeb Careers