Cisco Helps Open the Door for BellSouth at Harris Corporation

The essence of any working relationship is communication and trust. With those elements in place, everybody wins. These factors have been brought to bear between Cisco and BellSouth to bring both companies rewarding business from Harris Corporation.

Harris Corporation (www.harris.com) is an international communications equipment company that provides product, system, and service solutions for commercial and government customers. With headquarters in Melbourne, Florida, Harris has more than 10,000 employees. The company's five operating divisions serve markets for microwave, broadcast, network support, secure tactical radio, and government communications systems.

As a technology leader, Harris Corporation is continually upgrading its IT infrastructure. That means a steady supply of internetworking gear and a great piece of business for Cisco and BellSouth, its channel partner in central Florida.

The sales teams converged last fall when Harris put out a bid for a variety of new networking equipment. "Cisco's Scott Carlson stepped up to plate to recommend BellSouth," says Sheila Pyle, an account manger with BellSouth in Orlando. "He described BellSouth as a good channel partner. And he didn't stop there. He also offered to extend some very attractive discounts if the customer worked through BellSouth."

Soon after Carlson's endorsement, BellSouth received its first RFP. "Since then, we have sold Harris every bit of Cisco product that they have purchased," continues Pyle. "So far, that amounts to approximately $300,000 worth of Cisco routers, switches, and Aironet wireless LAN equipment. And it looks like there is more business forthcoming. There is an ongoing demand for equipment."

Pyle and her colleagues are currently negotiating with Harris Corporation on new equipment for the wide area network that connects the company's three campuses. She also is working to renew the Cisco SMARTnet™ service contract, which is nearing expiration. "Behind the scenes, Scott told the customer that since they were buying the product from BellSouth, they should also buy their SMARTnet™ from BellSouth because there is a nice synergy when you have both from the same company," says Pyle. "That contract represents another $57,000, which could become a multi-year agreement."

Cisco's grasp of wireless technology, Internet telephony and other emerging markets has helped BellSouth continue to extend its market reach. "Thanks to Cisco's assistance, we are able to compete in new arenas where historically the customer has not looked to BellSouth before," says Pyle.

Cisco continues to recommend BellSouth to sell its products. Pyle believes the reason for this continued confidence can be summarized simply: "We keep the customer happy," she explains. "Cisco loves a channel partner that can handle the minutiae of ordering, delivery and billing. If you can't do those things well, Cisco will find someone who can do it better."

Pyle extols the working relationship that she and Carlson have developed. "He knows that when I give him my word, he can trust me," she says. "He also knows that I will do everything I can to make sure that Cisco wins the business. It is a mutually beneficial relationship. Cisco helped open the door and continues to help us win more business."

Editors: Lorraine Maurice
Product Marketing Manager
Data Services
lorraine.maurice@bellsouth.com
(404) 829-7227

Ellen M. Chandra
Service Acceleration
Marketing Program Manager
echandra@cisco.com
(408) 525-6302

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