Cisco Certified Refurbished Equipment
Cisco and Partner Sales Internal Quick Reference Guide
While Cisco always recommends positioning and selling new Cisco equipment to your customers, there are
some strategic situations in which quality refurbished products are the best option to meet your customer’s
needs. Read more about how you can add Cisco Certified Refurbished Equipment to your sales tool kit and sell
with confidence.
Cisco Certified Refurbished Equipment
Other Used Equipment (Unauthorized channels)
Key Program Highlights
Cisco can not guarantee the quality, authenticity or
legitimate ownership of product of products sourced
outside authorized channels.
● Products: Over 2800 current and end of sale products from
all product areas
● Pricing: 25 to 70 percent less than equivalent new product
● Products: Vary
● Quality: Remanufactured, tested, upgraded to Cisco factory
● Pricing: May be lower than Cisco but carry hidden fees,
specifications using Cisco certified parts and processes
● Warranty: Same full Cisco warranty as new products
including valid IOS software license
● Support: Same support options as new product
● Financing: Available through Cisco Capital
● Green: Environmentally friendly
● Sales Credit: Products eligible for sales credit
such as software license and inspection fee
● Quality: varies by seller. Not all products are refurbished;
some are sold as-is. External refurb vendors have no
access to engineering change orders or ability to comply.
● Warranty: Varies. Provided by resellers. Usually hardware
only, no warranty or support for software
● Support: Products must be inspected and have valid
software license to be eligible for support from Cisco.
Ideal Opportunities
●
Customers you know are buying used Cisco elsewhere—Many customers don’t know about Cisco Certified
Refurbished Equipment
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Customers with frozen or limited IT budgets who are considering lower priced alternatives to Cisco
●
Customers buying older/end-of-sale products to maintain legacy networks
●
Customers with OPEX budgets for spares and maintenance, and other non production purchases such as test labs, short term
products, or disaster recovery assets
●
Customers who need Cisco product now but new products are back-ordered
●
Customers whose budgets are leaving them short of the complete solution they need—Blending new and refurbished equipment
into one solution provides more technology for the same budget
How to Order
Fact vs. Fiction—Refurbished Equipment Myths
Check Inventory and Quantities on Website
FICTION: My account doesn’t buy used equipment
FACT: Most customers have purchased used equipment at
some point, though they may not have purchased from you.
• 60% of IT managers surveyed have bought used equipment
• Large customers may allow localized purchases for spares,
maintenance or emergency needs
●
Go to www.cisco.com/go/remarketing
●
Click on View Inventory and log in using Cisco.com userid
and password
– Click on Product Inventory tab
– Click “Download inventory” button to download entire
inventory spreadsheet
Search by part number: Single or multiple parts can be typed
in or a spreadsheet uploaded.
●
To verify what accessories are included, view product detail.
●
Quantity shown is available for immediate shipment; contact
remarketing team for work-in-process inventory availability
and dates
●
To order:
– Direct customers and resellers order through the tool
●
All sales final; no returns or credits
Once you have verified quantities are available, refurbished
equipment can be quoted along with new using the CCW tool.
– Two tier partners order through distribution
●
Our Remanufacturing Process
Cisco employs the industry's most comprehensive and
proprietary remanufacturing processes to ensure that its
products are returned to a like-new condition.
●
Inspection: Thorough physical and visual inspection.
●
Testing: Comprehensive diagnostic, functional and network
system tests are performed. All units must meet Cisco
factory specifications.
Repair: Units that fail any inspection and testing are repaired
in compliance with Cisco engineering and quality standards.
●
●
Restore default configuration
Upgrades: Performance, quality, health and safety
Engineering Change Orders applied.
●
Software: Products include a valid IOS software license.
●
Cleaning: Each unit is thoroughly cleaned and detailed and
cosmetically reconditioned.
Packaging: Units are wrapped, placed in a new protective
shipping box and sealed in preparation for delivery.
●
●
FICTION: Refurbished products are less reliable than new
FACT: Cisco’s comprehensive remanufacturing process ensures
genuine, high quality products which are backed by the same
full Cisco warranty, valid license, and Cisco support options as
new product.
FICTION: Selling refurbished equipment competes with
new sales
FACT: Customers generally want new equipment if they can
have it, but there are times when buying new products is not an
option. Positioning Cisco Certified Refurbished Equipment helps
you retain these sales and capture additional incremental sales
that may be going elsewhere.
• Maintaining legacy networks requires older products no
longer available from Cisco
• Emergency situations or when new product is on back-order
• Reduced or frozen IT budgets mean customer simply can’t
afford new Cisco right now
• Customers have difficulty justifying expense for projects that
do not immediately produce revenue, such as spares and
maintenance, test labs, disaster recovery assets or shortterm projects.
FICTION: It's better to discount new product than to sell refurbished
FACT: Actually, you can reach the customer price point with a
lower discount when selling refurbished products rather than
deep discounting new product. 37 percent off refurbished list is
roughly equal to 55 percent off new. In a highly competitive
situation, positioning refurbished at a lower price point maintains
future discount levels while still winning the sale today.
FICTION: Sales reps are not compensated on refurbished
equipment sales
FACT: Not true. Sales of Cisco Certified Refurbished Equipment
are eligible for sales compensation. Additionally, you win by
gaining incremental business, maintaining customer footprint and
providing one source for new and used products.
Information and Resources
APAC and Japan:
Name Responsibility Email Telephone
Ash Mathradas General Manager, Asia Pacific and Japan amathrad@cisco.com +65 6317 7183
Mike Wilkinson Regional Account Manager: Australia, New Zealand, Singapore miwilkin@cisco.com +61 2 8446 5322
DY Kim Regional Account Manager: Korea, Japan dykim@cisco.com +81 3 6434 6746
Leo Ho Regional Account Manager: Hong Kong, Thailand, Indonesia, Vietnam, Malaysia, Taiwan, Philippines leoho@cisco.com +852 2934 4672
Customer Service: care-asia-cs@external.cisco.com
Reseller and Customer website: www.cisco.com/go/remarketing
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