1.  You ordered "original" Cisco, but received "OEM", imitated, or fake products?
 You ordered "brand new" Cisco, but received S/N-changed, refurbished, new-used-mixed, IOS-upgraded or
hardware-changed products?
Are you tired of all these tricks?
--- If yes, please contact ICI.
ICI is working in international Cisco grey market, doing clean business.
Starting our Cisco-selling business since 2007 in international market, mostly covering the
developing countries where there is not sufficient Cisco coverage and support, we found that a lot
of loyal Cisco users are deeply hurt by 2 sides: Cisco and Cisco partners.
On Cisco side, these customers cannot get good support or even a polite customer call. There are
several reasons from Cisco about this issue,
1. Every Cisco sales person (called Account Manager) bears 3~8 million USD annual quota, and
has to commit weekly to Cisco sales team, with 95%+ accuracy. This drives them not really to
care about the customer's usage of Cisco products, because end users usually cannot commit a
95% accurate time of signing the contract and booking the products from Cisco.
The ONLY people who can help Cisco AMs commit to Cisco sales managers are the big Cisco
partners, especially the Cisco official distributors and Gold/Silver SI partners who are authorized
to book directly from Cisco, because they know the EXACT TIME that they would log the PO to
Cisco's ordering system.
Therefore, personally and logically, Cisco AM are forced NOT to care about the end user, but
only care about the Cisco partners' commitment to them for sales credit, based on which they
could commit to Cisco sales managers.
What, you buy 50K USD Cisco products annually, but still not even one Cisco guy come and
visit you? Bingo, now you know the reason. You are not really important to a Cisco AM!
Of course, for developed countries and regions like US, Japan, Europe, Singapore, etc., where
Cisco has good coverage, this issue is not as severe as in developing countries. However, as we
observed, such issue is deteriorating in last couple years, virtually everywhere, due to current
economic environment situations.
2. As per our observation, most regular-Cisco-end users, or the network owners already built a
countable network equipment engineering team. This means couple things,

2. a. They know most Cisco technical details, as Cisco has very good documentation openly, and
they do not really need much of "solution-building" from Cisco sales team. What they really need
is piloting and solution-verification service. They want a quick and solid (better official) answer
--- is my idea correct? However, Cisco field system engineers' (SE) are working under sales team,
and generally they are indifferent of this need, because it's not much of their job.
b. They know most tricks of Cisco products, and they really care the Cisco products quality,
because they use them everyday, and really regard the network as their crucial business
infrastructure. However, Cisco account teams were not built to suit the needs of these customers'
needs directly.
On Cisco partner’s side, usually these companies and people could be regarded as the extension of
Cisco sales team. Succeeding Cisco sales team's characteristics, nowadays there are 2 main issues
of these teams,
a. The liquidity of engineering team is too high, which caused the lack of accumulation
knowledge and experience to Cisco products. Many Cisco partner engineers do not systematically
understand Cisco's product lines and the evolution of the product lines, even for the basic router
and switch sectors.
b. The attention to quality and consistency of procurement and logistics of Cisco products are
loosened. Since 2006, the OEM/fake/imitated/SN-changed/mixed/refurbished/hardware-changed
Cisco products flooded from China to everywhere in the world, even for the developed countries
like US, UK, Germany, Japan, via shell companies in free ports like Hong Kong, Dubai,
Singapore, etc. The good news is that most Cisco users are aware of such problems, or even
suffered already, and they wished to seriously get rid of such tricks.
------ Therefore, how do we really bridge the gap between Cisco's service quality and most Cisco
users' actual need? How do we simplify this product sales cycle, and help you really save Capex
and Opex?
1. We removed our on-the-road sales team, because we did not see much value of their
existence to the customer.
2. We simplified our service cycle into 3 sections: contact, deal and support.
a. Contact: in the contact phase, you could get most necessary information about the
products we sell, our company philosophy, rough price range of the products, the contact
information, and other basic information about us.
b. Deal: in the deal phase, one of our professional technical-consultant will help you
through any detailed discussion about your actual need, including project planning, scaling,
choosing the right products, budget making and optimizing, etc. if you are satisfied with our work
and price, and wish to conclude a deal with us, one of our commerce specialists will help you with
all final prices and terms, generate and sign the formal contractual documents.
c. Support: immediately after the deal is started, it will be logged in our support system,

3. and be taken care of automatically.
------ The key differentiator of our company is the lowest total cost of ownership (TCO) for
network owners.
i. Guaranteeing the quality helped lower the risk and expenses of repairs and
maintenance.
ii. Offering lower product prices helped lower the investment in the fast-depreciating
equipments.
iii. Providing comprehensive post-sales services helped lower the risk of daily network
operations.
iv. Removing our on-the-road sales team helps lower ICI operational cost and our selling
price.
v. Avoid joining the tender of the largest organizations helps ICI focus on servicing most
network owners in a systematic and consistent manner.
www.icimart.com
Cisco & Huawei
Global Distributor