Comstor: Cisco-Specialized
Comstor's The Pro Shop services organization also holds the IP Telephony Revised, VPN Security and Wireless LAN specializations from Cisco and outsources those capabilities to solution providers, said Joe Heinzen, vice president of engineering and professional services at Chantilly-based Comstor.
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Heinzer: Comstor's IP Telephony Services is earned as a company.
Unlike the other specializations earned by individuals, the IP Telephony Services specialization is earned as a company, Heinzen said. A team of 13 people must collectively pass dozens of tests in engineering, project management and other areas, he said.
The company invested about 1,700 hours and $100,000 in training costs, Heinzen said.
"You need people mapped to each need, and you need a large number of people with specific skills and thousands of hours of practical experience. This is not something a young engineer can take and pass through. You need substantial credentials to obtain the specialization," Heinzen said. "That's just on the training side; then there are rigorous testing requirements and a minimum investment of lab equipment of $32,000," Heinzen said. "This certification is not meant for the faint of heart."
Solution providers must hold the IP Telephony Revised specialization in order to use Comstor's resources, Cisco said.
Until recently, that was not the case, solution providers said.
"We had to make commitments to Cisco that we'll have the [IP Telephony Revised cert completed. They've indicated it's time to get moving. It's going to take at least four to six months," said Victor Kokoram, a consultant at Maureen Data Systems, a New York-based solution provider.
"In the end, [Cisco has to do what the customer wants. No matter what policies Cisco has, if the customer says do this, Cisco either has to do it or give up that business," Kokoram said. "In today's economy, it's not the time to start turning away customers."
UNDER THE MICROSCOPE BR>
- COMPANY: Comstor (division of Westcon Group)
- MAIN PRODUCT LINES: Networking products, Internet access, security equipment and professional services
- WHAT IT DID: First ditrsibutor to obtain Cisco Systems' IP Telephony Services specialization
- HOW IT DID IT: Team of 13 passed dozens of tests in engineering and project management. The total cost was more than $100,000.