IT

Zeriva Pre-Owned IT Hardware

Fortune 500 IT Solutions without the Fortune 500 Budget

Cisco Buyers Guide

1. Can I buy used Cisco hardware?

Used Cisco hardware is available through a variety of channels.  High demand for these products is thanks in part to a tremendous product expansion and overall Cisco reputation.  This growth has resulted in a nearly $12 billion 5 secondary market for Cisco. The secondary market provides thousands of sellers of used equipment and connection with customers of all types.

2. Who, what, where, when and why of pre-owned Cisco equipment:

1. Who provides used Cisco equipment?
   1. Independent Cisco resellers (Secondary Market)
      Independent Cisco resellers typically offer a broad selection of Cisco products. They obtain used and new-surplus/surplus equipment from other sources. The breadth and depth of their inventories typically exceed current product availability through Cisco; and prices are usually very competitive and often well below new prices (potentially up to 90% off list pricing). A quality reseller maintains an extensive testing and refurbishment process (link to refurb process) that is backed by a warranty. Warranties may range from a product lifetime to only a span of 90 days. Alternatively, there are third party maintenance options that can provide both software and hardware support at discounts ranging from 30-50% less compared to SMARTnet.
   2. User-to-user Cisco resellers
      Companies (buyers) source used Cisco equipment directly from other users. These resellers are typically end users who sell products through auction sites like eBay.  Due to exponential growth and demand, there is a large volume of Cisco equipment for sale on these auction sites which provokes the old adage: buyer-beware. While price points can be enticing, there are risks due to unpredictable pricing, threat of sub-standard devices, no testing procedures, and lack of warranties and/or poor packaging. It is recommended that buyers research the product(s) and seller before making a transaction. It is wise not to rely solely on a seller’s rating, but it may provide legitimate feedback from the experiences of other buyers.

• Cisco Authorized Value Added Resellers (VARs).

VARs are authorized Cisco partners, and generally sell new hardware through Cisco’s distribution channels. They also have access to Cisco’s Certified Refurbished product line. This refurbished equipment is certified, and is “relicensed” by Cisco. SMARTnet maintenance is also available through the same authorized channels. There are two disadvantages that the VARs face when selling the Certified Refurbished product:  (1) availability is confined to distribution stock, and (2) the expected savings of a refurbished purchase may be nominal compared to what the potential buyer may find on the secondary market.

1. What is pre-owned hardware?

Pre-owned Cisco, or Pre-owned IT hardware for that matter, is hardware originally purchased by an end-user and resold to another party. The vast majority of this hardware is purchased new. There are a few industry standards to classify the condition of the hardware that is being sold. These standards can include:

• Used: This is hardware that has been pulled from a working environment. The best description is the hardware you are currently using.
• Refurbished: This is hardware that has been taken from a used stasis and tested, cleaned, completed and repainted. The end product you will find from a quality reseller.
• New Pull: Hardware that has never been used but is not in the original package.
• Factory Sealed or New in Box: New hardware that has never been opened. It’s in the same condition as if it shipped direct from Cisco.
• New Open Box: This describes hardware that is in its original packaging. The serial number of the machine must match the label on the box, it has all the accessories and it’s never been used. Often times a reseller will power on test the machine to insure that it is in proper working condition
• Certified Refurbished: This is the “re-man” brand from Cisco that we covered above.
• Gray Market: Ah, the ambiguous “gray market”. We’ll discuss this OEM FUD favorite a little bit later.

1. Where does it come from and is it safe to buy?

Pre-owned equipment typically comes from several sources:

• Lease Returns: Leasing of network equipment is big business. Because of this a large number of Cisco equipment hits the secondary market once its lease term matures. Most lease terms range from one to three years, the equipment is usually still current and in high demand with corporate IT departments. Reputable resellers partner with leasing companies and purchase it directly from them when it comes off lease.
• Internal IT Refreshes: When manufacturers declare equipment end-of-life, end-of-service, or retired, many customers upgrade or replace hardware – even if the existing devices have many years of useful service remaining. Secondary market providers acquire the equipment and refurbish it to like-new condition, passing the value on to customers looking for used equipment that performs like new but costs significantly less.
• OEM Trade-In Programs: The OEM often uses a trade in program to offer discounts on new hardware to customers. This hardware can be redistributed to the secondary market due to the OEM offering an inadequate ROI or the OEM reselling the hardware to the secondary market.
• Manufacturing Overruns/Stock Rotations: Products that have never been used and are still in their original packaging. Independent resellers purchase excess inventories of equipment in bulk from distributors, corporate users and government organizations.
• Bankruptcies/ Corporate Liquidations: Large quantities of Cisco products enter the secondary market at tremendous discounts as the result of mergers, acquisitions, bankruptcies and corporate liquidations.
• Canceled Orders: Equipment that was previously sold to a customer that couldn’t be returned.
• Customers Like You: Much used equipment reaches the secondary market from customers like you who upgrade to new equipment or de-install network gear that no longer meets their needs.

1. How long does it take for new Cisco technology to reach the secondary market?

A large percentage of hardware that reaches the secondary market is generated by end of lease terms. The typical lease cycle is 2-3 years, but it is not uncommon to see a new Cisco product available on the secondary market within a few months after initial launch. This potentially could provide a budget break to IT Departments who properly leverage the secondary market. The secondary market is stocked with current and recent generation hardware, but especially so during a slow economic climate due to mergers, acquisitions, bankruptcies, and liquidations.  Another reason equipment makes it to the secondary market is because of purchasing errors.

 Why buy pre-owned?

In today’s economy and given the inherent longevity and reliability of Cisco equipment, the question isn’t why buy pre-owned, but why not? When you purchase used Cisco equipment from a trusted and reliable used hardware reseller, you gain key benefits:

• Cost savings: Depending on the generation of the hardware, savings can range from 50-90% off the Cisco list price.
• Availability (parts and equipment): Maintaining your network no matter how new or antiquated is crucial to the entire enterprise. The availability of the secondary market is a major ally when a hardware or network component goes down; the impact on the entire enterprise is immediate and can adversely affect business and productivity. Some businesses still operate 5500 series chassis which were introduced in the Clinton administration! Resellers have a vast array of hardware and components available to them.
• Speed of delivery: Rapid access to replacements from a reliable used-equipment vendor that can ship overnight or provide service within a couple of hour’s gets you back up and running in no time.
• In House Spares: Often times having a spare on a storage shelf is a better cost alternative to a Cisco SMARTnet contract or even a 3^rd party maintenance contract.
• Quality: A reseller that provides rigorous testing detailed refurbishing and extended warranties can argue that they are providing a more quality product than that of a new unopened machine. These refurbished products have already been in the trenches and proven their dependability in a live network setting. One could make the argument that their technicians have more real world experience with the hardware than the theoretical practices of the OEM.
• More Options: Most used equipment resellers offer both current and previous-generation hardware as options for the same project
• Proven Reliability:
• Better Fit: Newer doesn’t always mean better. Sometimes, proven equipment is a better choice for your business and your application. What’s more when new releases come to market, you may not need the new features. Why pay for them if you don’t need them?
• Compatibility: Replacing an existing network component with the same model means there are no questions about compatibility – you already know it will work with the systems you have in place.
• Minimal depreciation exposure: Just as it makes sense to purchase a quality used car (and let someone else take the depreciation hit), purchasing quality used network gear can minimize your exposure to depreciation.
• Better warranty: While it may seem counterintuitive, you can often get a better warranty through a reputable independent reseller than you can through the OEM
• Improved customer experience: Likewise, you’ll often get better, faster and more personal customer service from a leading independent reseller than from the OEM

2. Is it safe to buy pre-owned equipment?

Given current economic conditions, demand for pre-owned equipment is rapidly growing as network administrators look to reduce overall IT costs. The secondary hardware market brings together thousands of different types of resellers and buying organizations. Buyers include small, midsize and large businesses, Internet Service Providers, telecommunications and utility companies, non-profits, local, State and US government organizations, military institutions, higher education, schools, and any organization whose network administrators are looking to reduce network costs.

Used equipment provides a viable alternative to new – if you buy from an established vendor with a proven track record. In many cases, resellers offer better after-sale support and more robust warranties than manufacturers or authorized resellers.

3. Used Equipment: Separating Myth from Reality.

Misperceptions about used network gear and the secondary market abound. Here are some of the myths about the secondary hardware market – and the reality.

The myth: before buying, many customers were told that used/pre-owned equipment is:

• Broken
• Obsolete
• Unreliable
• Abused equipment
• Sold by the previous owner because it didn’t work
• Stolen
• Counterfeit
• Gray market equipment
• Not intended for the US market
• Not eligible for SMARTnet® support
• Not maintainable
• Not covered by technical support/TAC support
• Without a warranty

The reality: most reputable resellers only sell used equipment that’s in good condition, refurbished to like-new condition, backed by a warranty and rigorously screened for authenticity.

In many cases, the leading independent resellers’ testing procedures for detecting counterfeit goods are more rigorous than OEMs, VARs or distributors. Most secondary marketers put products through extensive testing to ensure performance and authenticity. They also work with anti-counterfeiting organizations to keep counterfeit equipment out of the secondary market. They work diligently with Federal organizations like the FBI and ICE, a division of Homeland Security, to report stolen equipment. Zeriva uses an extensive testing platform that is 90% automated and computer controlled to ensure consistency.

As for warranties, most secondary market suppliers offer warranties that are either longer or more robust than those offered by manufacturers or authorized distributors/resellers. Some offer lifetime warranties which can include the repair or replacement of hardware within days instead of the typical weeks or months that OEMs offer. Zeriva offers a Lifetime Warranty that is called the Forever Warranty.  We will provide coverage for you for as long as you want to keep the equipment in service.

Finally, most reputable resellers offer extensive support performed by highly trained technicians who work with used equipment every day. Pre- and post-sale support encompasses maintenance, repair and even software support.

Again, the caveat – if you’re going to buy used equipment, make sure you work with a reseller with solid credentials, a proven track record and a long-standing reputation for reliability, financial stability and quality.

4. What is the difference between used Cisco equipment and gray market equipment? What is the gray market?

Gray market products are legitimate products that are sold outside the designated sales channel . It is not counterfeit equipment. OEM’s have tried to marry the terms Gray Market and the secondary market to cause confusion and doubt with end-users. That could not be further from the truth. Used equipment is simply hardware that has been repurposed.

5. Why is there a gray market?

Primarily, gray market equipment exists due to a lack of control by the OEM over their distribution channels.  There are a variety of ways that they reach the secondary market:

1. • Distribution overstocks – Manufacturers have too many products to sell within a short amount of time and can’t sell their entire inventory.
   • Canceled orders – The order is placed and then canceled and product enters the secondary market.
   • Geographical price differences – Hardware intended for one region may be sold in another region where the manufacturer may charge a higher price.
   • Canceled projects – The end user buys and pays for gear but doesn’t use it.
   • Bankruptcies – When companies declare bankruptcies and must liquidate, new or un-used equipment may enter the secondary market.
   • Sales promotions – Regions or distributors run promotions to move stock, often times sales reps will sell the equipment in the secondary market

6. I’m concerned about counterfeit products – How do I make sure the hardware I buy is authentic?

Counterfeiting is becoming a growing challenge as more OEMs move their manufacturing overseas.  All manufacturers are dealing with the challenge of counterfeiting, including luxury goods, clothing, small electronics, etc. While most resellers are legitimate, reputable and have strict anti-counterfeiting policies, others are not. AGMA estimates that counterfeit products account for some 10 percent of the overall IT hardware market. Fortunately, heightened awareness and better access to information are having an impact as organizations join together to ensure the integrity of the secondary market. Keep these tips in mind when shopping for used gear:

1. • Only buy from reputable resellers who are members in good standing with anti-counterfeiting and trade associations and have proven track records.
   • If it’s too good to be true it probably is. New equipment at exceptional discounts should raise a red flag. A discount of 50-90% is standard for pre-owned equipment but not for new equipment
   • Buyers should be extremely cautious about buying networking equipment on eBay as it is very difficult to determine its origin.

7. How do I know if a piece of used Cisco hardware is counterfeit?

While visual inspection isn’t always an option – and it’s important to work with a credible source – look for these indicators that a product may be counterfeit:

• Screws: Shiny with imprecise lines and a sandcast appearance.
• Welding: Inconsistent, messy.
• Serial Number Sticker: Sloppy letter spacing, serif typeface (instead of sans-serif), bar codes are not flush with the sticker edge.
• RJ45 Connectors: Flush instead of finely extruded connectors with two (rather than multiple) metal attachments.
• Board Points: The points on the main board are copper rather than silver.
• Packaging: Inconsistent type, no seal identifying weight, low-resolution printing.

1. Holograms: Missing holograms may be an indicator on newer cards. Especially if the card includes copper solder points, no embedded numbers or a red LED holder

How much can I expect to save by purchasing used equipment?

Typical savings are:

• 50-90% off OEM list price for refurbished equipment
• 40-60% off OEM list price for new/factory-sealed/unused/new surplus equipment

Pricing in the secondary market is ruled by the principles of supply and demand. There are situations where pricing for a particular product could see a short term spike. In 2009, after Cisco had drastically scaled back production schedules, the ASA5500 firewall routers saw a large increase in price due to the high demand and limited supply. The shortage lasted around 3-4 months.

10. What types of organizations purchase used Cisco equipment?

Used IT hardware has been a booming business since the late 1960s.  Today, the secondary Cisco market is estimated at $12 billion ⁵ worldwide, serving organizations across the spectrum:

Fortune 500 companies

• Small and mid-size businesses (SMBs)
• Government organizations
• Telecom and utilities
• Universities
• K-12 school systems
• Non-profits

11. Isn’t new equipment better than used?

Depending on the type of equipment you need for your network, the newest hardware may not suit your current infrastructure. In some cases, pre-owned equipment may actually be better suited to your needs by standardizing your current networking environment and reducing your costs.

Benefits of purchasing used equipment from a reputable reseller include:

• Quality control programs, maintenance programs and warranties mitigate risk.
• Warranties are often longer and more comprehensive.
• Proven compatibility with existing parts/components.
• Used hardware has a superior functionality-to-price ratio.
• Used hardware is proven and tested.
• Reputable resellers offer established technical skills.

12. Why does my Cisco representative discourage me from buying used equipment?

Simply Put: Greed. There is the short term fear of losing commission and revenue but more importantly the long term fear of losing repeat business to a secondary supplier. Any sales rep worth his salt, regardless of industry, will disparage sales from another competitor. The fear of losing future business to a pre-owned hardware supplier is a legitimate one. Especially when your sales strategy has been centered on the concept of regular refreshes. Is it not funny that the features he/she was selling you on eighteen months prior are now no longer relevant? They discourage you because ultimately, they fear you will see the value in implementing a secondary market buying strategy to replace or supplement new hardware purchases.

13. When is the best time to buy?

There’s never been a better time to buy used/refurbished equipment. According to a 2006 study, the used hardware market for all IT products was over $300 Billion 5 Worldwide. Inventory is at an all-time high because of the current economic environment. If you’re looking to reduce core networking costs and divert capital to other aspects of your IT infrastructure or business, used networking equipment is an effective strategy.

14. What qualities should I look for in a reseller?
    Reputable resellers share certain characteristics and credentials. Look for:
    

• A good reputation and proven track record. Companies that have been in business for a significant period of time
• A defined quality process for both the testing and refurbishing of hardware.
• A detailed warranty that guarantees their products.
• A defined anti-counterfeit position and process for identifying it.
• Required accreditations and certifications.
• Membership in good standing with trade associations.
• References and customer list.

15. What do the experts think of the secondary market?

Many OEMs actively create obstacles for buyers of used equipment due to the rapid rise in demand and the emergence of thousands of resellers.  Here are some expert assessments of the secondary market:

“Providers of secondary network equipment answer a market need for quality products at reduced costs. Network managers increasingly understand the viability of having an alternate procurement channel. The secondary equipment market is also providing a strong challenge to OEM maintenance and support in terms of quality and cost.”
Eric Goodness, research vice president, Gartner Inc. ¹

“Put the secondary-market gear in operation when you have a problem,” says David Willis, chief of research at Gartner…”Same-day service costs about 20 percent more than next-day, so this strategy could cut your maintenance costs…”
Gartner, April 2, 2007    ²

“Who’s buying used gear? Better to ask who isn’t. The customers of secondhand equipment range from small businesses operating on tight margins to Fortune 500 companies and global telcos.”                                                                                     InformationWeek, July 7, 2007   ³

 “It’s a big deal for Cisco since probably 20 percent of their overall revenue comes from SMARTnet, and support and maintenance.” Resales are “totally legitimate, totally legal. Cisco hates it but there’s nothing they can do about it.”
Mark Tauscheck, senior research analyst, Info-Tech itbusiness.ca, May 29, 2007  ⁴

16. What is the difference between certified pre-owned, Cisco authorized refurbished, clean serial number, new in box, new open box, refurbished and used equipment?

According to the UNEDA [link here] Code of Ethics:

–Certified Pre-Owned:  Sold directly by Cisco or a Cisco-authorized VAR.

-Cisco Authorized Refurbished:  Equipment restored to Cisco CARP standards.

-Clean Serial Number:  The serial numbers does not appear under a Cisco SMARTnet contract.

-New in Box (NIB):  Product is in same condition as if it came directly from Cisco.

-New Open Box (NOB):    The box has been opened and the product is nearly the same as a new in box product.  Sellers should indicate if the inner static bag has been opened to test.  All accessories and packaging are in the package (like if purchased new).

-Refurbished:  Equipment has been restored to good cosmetic and working condition.

-Used:  Equipment has been removed from a working environment and resold (e.g. directly to a user site).  The product is operational; however, it comes with no guarantees in terms of cosmetic condition.

17. What is the difference between a maintenance contract and a warranty?

The difference between a maintenance contract and a warranty are:

A warranty describes the conditions under, and period during, which the producer or vendor will repair, replace, or otherwise compensate for, the defective item without cost to the buyer or user. Often it also delineates the rights and obligations of both parties in case of a claim or dispute.

A maintenance contract on the other hand goes the extra mile.   The primary difference between a maintenance contract and a warranty is the Service Level Agreement (SLA).  A maintenance contract is a predefined commitment to perform a service event within a certain time period.  In the networking environment there are two primary SLAs that are offered, 8×5 Next Business Day (NBD) and 24 Hour by 7 Day by 4 Hour response after problem determination. Maintenance contracts offer varying levels of advanced hardware replacement options from 8×5 NBD to a 4-hour onsite spares.  The options are all available 24×7, where our warranty is limited to 8×5.  If there is a component in the networking environment that goes down, and it is critical to the environment it will require rapid hardware replacement no matter what time of the day or what day of the week, that’s what a maintenance contract offers.

A Warranty is going to ensure that the equipment that you buy from us is always backed, and after verifying that the hardware has failed a replacement will be sent, but if the hardware is critical to the operation of the network environment, a maintenance contract can ensure that you have expert assistance immediately.

18. Are service and support options available if I purchase pre-owned products?

A variety of services and support are available on pre-owned products.  Historically, OEMs deliberately made it difficult to purchase pre-owned equipment by not honoring software upgrades for products bought without maintenance contracts.

To counter this deterrent, many secondary market sellers oblige with comparable, and sometimes discounted services.  Options may include asset management, installation/de-installation, maintenance contracts, network monitoring, on-site consulting, pay-as-you-go support and return material authorization (RMA) programs, technical support and warranty programs.

• Asset Recovery
• Installation
• Technical Support
• Maintenance contracts: Pre-paid, hourly time blocks with a variety of SLAs including phone and email support, next day hardware replacements and conceivable variants such as:
  • 8 x 5 x next business day
  • 24 x 7 x 4
  • Spares Program
  • Custom support
• Rentals
• Configuration Support

19. Do independent resellers offer return policies?

If a purchase is contingent on a company’s return policy, it is best to research the reputation of the seller, determine whether the seller has an established return policy and if so, familiarize yourself with the stated policy.  In many cases, reliable resellers usually offer a return policy that covers hardware failures or malfunctions upon receipt.  It is wise to determine whether the provider has established processes for detecting and troubleshooting faulty products, offers flexible shipping options and, if necessary, the form of reimbursement (e.g.  Refund as original payment).

20. What warranty options are available for used equipment?

Depending on the vendor the warranty can range from 30 days to Lifetime*. 

*Lifetime – the actual terms of a lifetime warranty by provider. Typical definitions include:

• One year advanced replacement
• Five-year non-advanced replacement warranty
• Warranty extends until the product is deemed EOL/EOS by Cisco
• True lifetime warranty

21. Do Cisco secondary market resellers offer installation services?

Some secondary market resellers do offer installation (and de-installation) services.  Typically, top tier resellers offer installation.

22. What forms of payment do secondary market resellers accept?

Most resellers accept several different payment options.

• Automated Clearing House (ACH)
• Pre-Payment via: Company Checks, Cashier’s Checks or Wire Transfers
• Credit cards (American Express, Discover, MasterCard, VISA)
• Credit terms for qualified buyers.
• PayPal secure payments.

¹ Sue Hetzel, United Network Equipment Dealer Association Announces Results of First Annual Survey Revealing Aggressive Growth in the Market for Pre-Owned Networking Gear, BusinessWire, July 11, 2007

² Phil Hochmuth, Cisco takes on ‘grey market’ equipment sales, Network World, April 26^th 2007.

³ Andrew Conry Murray, Used Tech Gear: Notes From The Underground, Information Week,  July 7^th, 2007.

⁴ Jeff Jedras, Cisco still trying to defend its aftermarket turf, itbusiness,ca, May 29^th, 2007

⁵  Trends in Secondary Computer Hardware 2006 to 2009, AME Research BV, 2006.

For more ideas on saving time and money in your IT department, visit Zeriva’s IT tips.

6 Ways Great IT leaders Get Over Their Mistakes

Employee working with headset in office callcenter

It’s Tuesday afternoon. Since yesterday, your suspicion has grown into a certainty. You’re dealing with a major mess. People are complaining about a serious problem in IT. They can’t get work done. Your staff tells you they know about the situation, but they don’t have any way to fix it. Another suspicion is rapidly growing in your mind: you screwed up. You have to fix some bad decisions. You’re thinking that everyone is going to blame you, and your career is in ruins.

Don’t despair. If you handle the crisis properly, you can not only avoid damage but end up in better shape than ever. There’s no such thing as a manager who never messes up, but managers who deal well with their mistakes are a valuable asset. Follow this six-step plan, and you’ll earn a net gain in trust.

1. Own Your Mistakes Completely

When things are going wrong, your natural impulse is to think of ways it was someone else’s fault. No doubt other people could have done things better, but shifting the blame won’t fix the problem. Even if your mistake was only half the problem, don’t half admit it. Just admit it.

To avoid the blame-shifting impulse, imagine yourself as a higher-level manager with psychic powers, who knows everything that happened and is completely fair. Think of how that manager would assess the situation. Would someone in that situation say you contributed to the problem? Then admit it. Don’t hedge and evade.

How will people react to your admission? You might be pleasantly surprised. Admitting openly to mistakes is so rare that they won’t know what to do with the pile of anger they were ready to unleash. They’ll be relieved that you aren’t looking for a scapegoat. They’ll think that you might be prepared to approach the problem constructively.

Which, of course, you are.

2. Guide Others Using Your Own Failures

“Oh, no! Not another learning experience!” Failure is a learning tool, but people hate to learn from their failures. Admitting a mistake lets employees and colleagues learn from your failures. They may have followed your advice too well. They may have misunderstood it. You may all have had the same blind spot.

Talk with the other people about what went wrong and why. Now that you’ve admitted your error, you don’t have to dwell on it. Deal objectively with what went wrong, and suggest or ask for ways to avoid repeating the mistake. Maybe communication was poor. A different process might have avoided the mess.

The discussion should give everyone involved a better understanding of the problem. If a similar situation arises again, they’ll know how to handle it so it doesn’t become a major problem.

3. Learn From Your Mistakes

Naturally, your mistakes are a learning tool for you, too. “Learn from mistakes” is easy to say, but how do you do it? Once again, stepping back and looking at the issue objectively is a huge help. Put it in terms of three key questions:

• What was I trying to do?
• What action did I take to make it happen?
• How did the results not match my expectations?

The problem could have come in at any of these steps. Maybe what you were attempting didn’t make sense. Maybe you chose the wrong way to do it. Or maybe things went off course and you didn’t catch the problem.

Think of a decision as simple as getting to a place and the ways it can go wrong. The trip might be a bad idea. You might take the wrong road. You might need to detour because of construction and get hopelessly lost. Identifying the mistake gets you most of the way toward identifying the fix.

4. Tell Them How You Plan to Fix the Problem

If you’ve reached this point, you’ve made great progress. You’ve admitted the mistake and not been killed for it. You’ve identified what went wrong and talked with key people about how to avoid it in the future. Now it’s time to get down to specific actions to fix it.

Don’t be afraid to ask, “How can we get out of this mess?” We usually make mistakes in areas where we aren’t strongest, and someone else may have a better insight into the solution. At the same time, fixing your mistake is your responsibility. Whatever input you get, you have to decide on the actions that will straighten things out.

There are two aspects to this. First, there are short-term actions to minimize the impact of the error, so that business can get back on course. Then there are more permanent corrections. The latter may include some painful choices. Think carefully about them before making a proposal. Be ready to accept alternatives that could work better.

5. Set an Example

Now you’re in really good shape. You’ve identified the problem, admitted your responsibility, and taken concrete steps to fix it. Now follow through with everything that needs doing.

You might feel frustrated that others hid behind your acceptance of responsibility. But if you handled the situation well, you’ve improved the chances that others will admit and deal with their mistakes in the future.

They’ll see that it wasn’t the end of the world when you admitted you messed up. They’ll know you don’t think you’re infallible. This will make them feel safer about acknowledging their mistakes. Dealing well with the situation helps to build a culture of trust, where people can admit they’ve made an error and deal with it openly.

6. Disclose it Quickly

This isn’t really a separate step, but it’s part of everything we’ve talked about so far. The faster you deal with a problem you created, the less damage it will do. Don’t be recklessly hasty, but avoid procrastination. This is especially important in recognizing the existence of a problem and admitting your error played a role. Get past that part, and then you can head off consequences that will make the situation worse.

Find More Ways IT Leaders Get Over Their Mistakes

In martial arts, the first thing you learn is how to fall and not get hurt. Management isn’t that different. Follow all these steps when you make a mistake, and you’ll be back on your feet quickly. You’ll earn respect and be seen as an even stronger leader than before.

For more ideas on saving time and money in your IT department, visit Zeriva’s IT tips.

If you’re an IT department employee and you’re having a hard time getting your manager to listen to what you have to say, it’s important to understand the dynamics of your department and your boss’s mindset.

The Nature of IT Departments

IT departments are an integral part of every business. Without them, many companies wouldn’t be able to function properly; yet, in most cases, they make up only a fraction of a company’s overall workforce. It’s typical for a company with several thousand employees to employ only a handful of people to ensure that their technology is sound.

With so much at stake and so few hands on deck, an IT department can be a stressful place to work. IT managers have it the hardest. Indeed, if anything goes wrong, the blame will ultimately fall back on them.

Getting Through to Your Boss

If you feel that you’re having a hard time getting through to your boss, you’ll have to work to earn his trust. The following ten tips will help you build your relationship with your manager and gain his respect:

1. Make Sure You’re Communicating Properly

George Bernard Shaw once said: “The single biggest problem in communication is the illusion that it has taken place”. The first step to building a rapport with others is to communicate properly. One of the main components of successful communication is making sure that both sides understand each other and walk away knowing what’s on the other person’s mind. If you have a conversation with your manager, and either party isn’t sure what the other was trying to say, then, in the words of Shaw, the conversation never happened.

2. Develop a Relationship

Try to get as personal as you can with your boss without being annoying. When you ask someone how they’re doing, it will humanize them, and they will start to appreciate you as a person.

3. Know Your Manager’s Goals

Always be on top of what your manager is working on and understand what he’s trying to accomplish. Compliment him when you like a project that he’s working on or when he implements a new policy. If you provide positive feedback about something that’s going on at the department, it will make him feel like you’re a member of the team.

4. Be Careful With Negative Feedback

While it’s okay to disagree when you think something is wrong, tread lightly before you say something that may sound critical. You don’t want him to get the impression that you’re a disagreeable person in general; furthermore, if he proceeds without listening to your advice, be sure to work with a positive attitude, so he can see that you’re a team player who was only looking out for him.

5. Be Upfront When Something Bad Happens

If you’ve made a mistake that he should know about, bring it to his attention in a polite, apologetic, and straightforward manner. Don’t explain that you were trying to be innovative and had you succeeded you would have been a hero, because that’s totally irrelevant. Take ownership of the problem by apologizing, and try to move on.

6. Always Be Well Prepared, and Understand That Time Is a Rare Commodity

If you need to present something to your manager or members of your team, make sure you are very familiar with the subject matter. Be concise, and focus on the main points that you’re trying to convey. Try to avoid going off on a tangent, unless someone asks you a question that takes you off-topic. People value their time, and they appreciate a person who is clear and direct with their words. Work on your oral and written communications until you feel you can communicate them clearly in a minimal amount of time or words.

7. Be a Game-Changer

Network with your manager and colleagues to find out what they’re working on and where they’re having difficulties. Try to bring positive, helpful ideas to the table that will help them deal with issues they’re having. Make sure not to be condescending; people don’t like pompousness, and if they feel that you think you’re better than them or that you’re undermining them, it will only work against you.

8. Honor the Chain of Command

If you’re having an issue with your manager, deal with him directly. Going to his higher-ups could permanently damage any relationship you may have had with him. If for any reason you feel you have no choice but to speak to his boss, don’t do it behind his back. Let him know, in a very polite way, that you’re going over his head, and explain your reason for doing so. In many cases, approaching your manager in such a manner will compel him to be more attentive to what you’re trying to get across to him.

9. If the Meeting Is Important, Arrive Early

Coming late to a meeting is a show of disrespect to the other attendees. At best, people will think that you’re irresponsible. Most likely, they’ll feel that you don’t take the issues at hand seriously, and you will lose their respect. If you come on time and look organized, you’ll blend in as another member of the team.

10. Try to Take a Seat Next to the Team Leader

A good leader will give everyone in the room an equal amount of attention, but many people are more mindful to the people sitting in their immediate vicinity. If you can figure out how to get to sit next to the people in charge, they will notice you more and will take more heed of your input than other people’s suggestions.

Stick With It Until You Succeed

It’s not easy to build a relationship, and it’s hard to get people to respect you. Forging a bond takes a lot of time, effort, and patience. If you work diligently to improve how you conduct yourself in public and how you interact with others, people will see that you’re a good person and that you bring value to your company and peers.

Zeriva can help you bring more great ideas to the table by providing technical resources and money-saving ideas to your IT Department.  We have helped a lot of IT leaders just like you.  Contact and tell us about your next IT project so we can help you as well.

Zeriva welcomes the opportunity to work with your organization to map out a customized plan to properly dispose of your IT assets. Our team of responsive, certified engineers is accustomed to disposing of IT assets for Fortune 500 companies and offer a comprehensive array of IT solutions for growing companies. Helping you enjoy a high ROI on your assets while complying with industry regulations is our top priority, and we offer an impressive track record of success in the remarketing arena. We look forward to the opportunity to serve as your trusted ITAD partner!

Emotional Intelligence (EI or EQ for Emotional Quotient) is defined as the ability possessed by an individual to be cognizant, in control of, and expressive of their own emotions, as well as the emotions of others. In the workplace, high emotional intelligence plays an important role in regard to both personal and professional success. Further, it is a key trait of a competent and efficient team member and leader.

Countless studies have explored the benefits of high emotional intelligence in the workplace, particularly in the growing realm of technology professions, such as IT. IT (Information Technology) professionals possess distinctive personality traits that make them effective at what they do, and at the moment, high EQ isn’t topping the list. Fortunately, that’s beginning to change. CEO’s, managers, and other leaders are putting more effort into hiring and embedding in existing employees the importance and benefits of incorporating emotional intelligence into their daily interactions at work.

For company leaders looking to improve the emotional intelligence of your IT department, here are 5 proven steps for enhancing their EQ.

5 Steps to Improving EI 

Self-Awareness

Self-awareness is emotional intelligence. It manifests itself in many ways. Specifically, when speaking about the workplace, it entails taking into account that an organization is an accumulation of many individuals with many different personalities, cultures, and lived experiences. Whether you are the head of your department or simply a member of the team, understanding how to interact with your coworkers efficiently, means understanding them on an emotional level.

Self-awareness in regards to EQ entails:

• Understanding how you come off to people (verbally and nonverbally) can play an important role in how the recipient of your attention conducts themselves from that point forward. Taking their feeling into account before you speak will work in your favor to not only establish a stronger working relationship but increase productivity.
• Being emotionally observant of each member of your department works to deescalate situations and build a more unified team. Specifically, being emotionally observant involves a high level of empathy and understanding, as an individual may be dealing with something outside of the office that may require a much more sensitive approach in regards to communication.
• Understanding your own abilities and limitations work to create a higher level of productivity within your department. We all want to be superheroes and take on the world alone, but every now and again, even superheroes need a bit of help. Delegating tasks or asking for help isn’t a sign of weakness, it’s a sign of self-awareness.
• False confidence can be costly, and by costly, I mean it can pose a significantly higher risk of wasting valuable company time, energy, and money. Accurately assessing your own confidence and capabilities requires self-awareness and a subdued ego, which can be tough, but the benefits for the organization could be monumental.

Self-Regulation

The ability to control one’s emotions and impulses is a big indicator of one’s level of emotional intelligence.

Self-regulation in regards to EQ entails:

• Being conscious that in moments of high stress, frustration, and anger, lashing out or making a permanent decision on temporary feelings isn’t in yours, or the company’s best interest. During moments like this, it is important to step away from the situation to gather your thoughts, so you can assess the problem and make a decision that best serves your interest.
• Being a person with integrity is a fundamental quality that assists in establishing strong bonds. Integrity encompasses trustworthiness and honesty, which are traits that make it easier to progress past a mistake.
• Being accountable for your performance, good or bad, shows a level a maturity that promotes openness and higher self-awareness in the workplace.
• Change in the workplace, whether it be in regards to technology or staff is inevitable. Having the ability to adapt to change is required if you hope to succeed.
• Seeking and taking the advice of others on innovative ways to boost the efficiency of a particular process, can help make your life easier by saving you time and energy.
• Thinking before you react to a situation is the most advised form of self-regulation. Sometimes we tend to say things without fully processing what’s being said, which often leads to misunderstandings.
• For most people, criticism is often hard to hear and frequently ignored, as it goes against the way in which we view ourselves (abilities and performance). Realizing that the constructive criticism you are receiving from your team or higher ups in your department, is meant as a means to help you improve, can be the difference between helping you elevate to your highest potential or remaining stagnate.

Self-Motivation

Aristotle stated, “we are what we repeatedly do. Excellence, then, is not an act, but a habit”. Being aware of the area’s in which you need improvement and striving to do just that, improve, will help you reach your goals (professional and personal).

Self-motivation in regard to EQ entails:

• Putting yourself in position to take advantage of an opportunity when it presents itself means ensuring that you are equipped with the skill set needed to thrive when your chance arises.
• Being optimistic is an important component to thriving as it can help you focus on your goals while remaining consistent even when faced with obstacles.
• Keeping your commitments aligns with consistency, which helps you remain on track to achieving what you set out to accomplish. Keeping your commitments is a reminder to yourself and others that you care about what you are doing, you value the time of the people you are working with, and you are reliable.

Social Environment Awareness

A high level of awareness of the world around you, and an ability to interact with people in a manner appropriate to the variables at play (i.e., interest and concerns), shows the people you are engaging with and your observers that you are in touch with your environment.

Social environment awareness in regards to EQ entails:

• Being socially conscious of your environment means that you have a heightened awareness of the wants, needs, and emotions of those around you (co-workers, and customers).
• Developing this skill allows you to assess from afar or up close the talents of those around you, enabling you to help your team members fine-tune or expand their skills to become more successful in the workplace.
• Understanding the different skillsets and personalities of those around you can enable you to create a more diverse team of competent individuals that can attack projects from different angles, further increasing your probability of success.
• Being aware of your social environment allows you to observe how the office functions regarding politics and relationships. Once you’ve adequately assessed the ins and outs of the workplace you can utilize the information to your advantage to help your ascension within your department.
• Being aware of a high performing co-worker, and acknowledging their achievements shows them that their hard work isn’t going unnoticed and encourages them to continue to strive to be the best they can be.
• Offering feedback and constructive criticism to those you feel need it, serves to better the person you are interacting with and the workplace as a whole.
• When you make a mistake and you can see or you are aware that it has negatively affected someone, simply saying sorry can help remedy the situation and prevent a larger problem from building and erupting in the future.

Learning to Develop Your Social Skills

Learning tactics such as persuasion to help not only advance your career but the success of your team is important to the evolution of your department.

Social skills in regards to EQ entails:

• Becoming a clearer communicator is one of the most essential social skills a person can possess. Being able to get your message across clearly and concisely creates efficiency and less friction within a conversion, enabling those you are conversing with to better follow your instructions.
• Becoming a leader that inspires your team, will encourage them to work at a level that exceeds your expectations.
• Incorporating change adds value to not just yourself, but your team will help boost the level of success within your department.
• Developing the skill of mediation will help you efficiently deescalate disputes and develop company resolutions that work for all parties involved.
• Developing strong bonds with your team is important because it opens lines of communication that wouldn’t be possible in traditional leader/employer relationships.
• Understanding the overall mission of your company will help you create a game plan that assists your department in doing what it can to achieve company objectives.
• Being considerate of others emotions, and not employing tactics to manipulate them with your own emotions is a good way to build healthier relationships within the team. It’s also important to not let others manipulate you with their emotions, as it is a sign that they lack respect for you and your role within the department.

Selecting a trusted ITAD partner is one of the most important decisions you will make as an IT Director. As outlined above, it is critical to carefully evaluate prospective partners to ensure that they have the experience, resources, and efficiency required to properly dispose of your IT assets. Additionally, the ITAD partner you choose should be sharply focused on helping you improve your ROI on your IT assets while generating disposal solutions that are environmentally-friendly.

Learn More About What to Look for in an ITAD Partner when Disposing of Surplus IT Equipment

Zeriva welcomes the opportunity to work with your organization to map out a customized plan to properly dispose of your IT assets. Our team of responsive, certified engineers is accustomed to disposing of IT assets for Fortune 500 companies and offer a comprehensive array of IT solutions for growing companies. Helping you enjoy a high ROI on your assets while complying with industry regulations is our top priority, and we offer an impressive track record of success in the remarketing arena. We look forward to the opportunity to serve as your trusted ITAD partner!

How to Reset a Cisco 3750G-24PS-S Switch to the Factory Default Settings

Step by Step instructions

1. Make sure you have Tera Term or Hyper Term open on the computer you will use to console into the switch with.
2. Insert the console cable into the console port on the back of the switch
3. Hold down the mode button on the front, left bottom of the switch (and continue to hold through step 5)
4. While continuing to hold the mode button, insert the power cable in the rear of the switch
5. Continue to hold the mode button until the system LED light stops blinking and no LED’s are lit. At this time, release the mode button
6. You will see on the screen that the system has booted and is ready for commands
7. Type flash_init and press enter
8. Type dir flash: and press enter
9. Files on the switch, including IOS (line 2 in this example), will be listed. The IOS will have the model number of the switch as part of the name.  Be sure not to remove this file.  It will delete the operating system
10. Type delete flash: , then highlight the name of the file you wish to remove, right click and the file name will be copied next to the colon you typed
11. Press enter.  You will be asked if you want to delete the file.  Press Y for yes and then enter
12. Continue the previous steps for all files except the IOS
13. When you have successfully deleted the unwanted files, type boot and press enter
14. The system will reboot and will now be set back to the factory default setting without any previous saved configurations on the switch

Zeriva welcomes the opportunity to work with your organization to map out a customized plan to properly dispose of your IT assets. Our team of responsive, certified engineers is accustomed to disposing of IT assets for Fortune 500 companies and offer a comprehensive array of IT solutions for growing companies. Helping you enjoy a high ROI on your assets while complying with industry regulations is our top priority, and we offer an impressive track record of success in the remarketing arena. We look forward to the opportunity to serve as your trusted ITAD partner!

Title:  Working With Zeriva Leads to Cash Bonus for 2,000 Bartow County Employees

Robert F. Kennedy once proclaimed, “The purpose of life is to contribute in some way to make things better”. Bartow County School System employees work tirelessly every day to help prepare students to “contribute to their community”. However, if you have ever worked in the field of education, you know that developing and supporting high-quality classroom instruction is not always easy. School systems often have limited financial resources, yet face mounting pressure to exceed seemingly impossible goals. Professors of Education Allen Odden and Lawrence Picus note that schools and teachers are often caught in a “double squeeze” due to limited resources and “growing expectations for improved student performance”.

Sometimes the path to a budget surplus could be right in front of you. In the case of Bartow County School System, the surprise key to a budget surplus was 6,000 used Apple MacBooks. Below is a look at how Zeriva helped Bartow County School System reward its hardworking employees with an unexpected supplemental cash bonus.

A Look at the Three Key Parties Involved

Budget surpluses are a rarity – especially in the field of education. They tend to materialize when great minds come together to make the most of every single asset available – even those assets that may seem to hold little value to the average person. Here is a look at the three key parties involved in this success story:

1) The Employer: Bartow County School System

Bartow County School System’s vision is “to graduate all children career and college ready, prepared to contribute to their community”. With a total student population of 13,449, Bartow County schools are known for their 87% average graduation rate and their high percentage of honors graduates. However, like many public school systems, their leadership team is constantly striving to come up with innovative ways to generate revenue to achieve their goals.

2) The Employees: All Individuals Employed by Bartow County School System

“The Bartow County School System engages all children in relevant learning experiences and empowers each to succeed in the 21st century through the collaborative investment of faculty, staff, parents, and the community.”

– Bartow County School System Mission Statement

The faculty and staff comprise the school system’s nerve center. Their team of employees includes teachers, counselors, aides, food service personnel, maintenance staff, coaches, computer technicians, and bus drivers. Indeed, this diverse team of workers is employed to work toward the common goal of empowering students to succeed in the 21st century.

3) The Team: Every Department and Individual Involved in the Project

Budget surpluses do not unfold on their own. They require a proactive approach, resourcefulness, and collaborative efforts. In this case, nearly 2,000 employees were able to enjoy an unexpected $750 bonus thanks to a team effort between the Bartow County School System and Zeriva. Thanks to the efforts and forward-thinking collaboration between Bartow school officials and Zeriva, this ITAD project made a positive impact on families across Bartow County.

How a Simple Three-Step Strategy Can Positively Impact Thousands of People

Making a bonus possible for every person employed by the Bartow County School District was simpler than you might think. It is important to note that school officials held the keys to success for this project. Here is a look at the three simple steps that helped nearly 2,000 people employed by Bartow County Schools enjoy a $750 bonus:

Step One: Prepare a List of Your Assets

The path to capitalizing on your unused computers and IT equipment begins with an organized audit of your IT assets. In this case, Bartow County Schools’ leadership team compiled a comprehensive list of all of the outdated Apple MacBooks that were no longer in use by students. The list included the manufacturer and serial number associated with each MacBook. The list was submitted to Zeriva for review.

Step Two: Zeriva Provides an Action Proposal Based on the List

After you submit your list of assets, Zeriva will carefully review it alongside your key objectives. Knowing your objectives is important to ensuring that Zeriva develops a proposal that best meets your needs and goals. Accordingly, Zeriva proposed a cash offer for the 6,000 outdated MacBooks.

Step Three: Finalize a Decision

The last of the three simple steps is to carefully review Zeriva’s proposal with key stakeholders and finalize your decision. In this case, the Bartow County School leadership team reviewed the benefits of Zeriva’s proposal and decided to sell their out-of-service MacBooks to Zeriva. Here are some factors that frequently motivate clients such as the Bartow County School System to work with Zeriva to make the most of their surplus IT equipment:

• A welcome influx of cash: Receiving cash for outdated IT assets enables Zeriva clients to offer employee bonuses, buy new hardware, and fund new revenue generating initiatives
• The prospect of giving back: Many people are delighted to learn that their surplus IT equipment could benefit people in underserved areas
• A fast no hassle transaction: The three-step process outlined above can be undertaken swiftly and easily – sometimes in a matter of hours
• Secure disposal of IT equipment: Selling old IT equipment to Zeriva ensures that your project is managed by an ISO and R2 Certified organization

A Rewarding Outcome for All Parties Involved

Working with Zeriva ITAD services is rewarding for all parties involved because everyone gains a benefit from old PCs or laptops. Clients who sell their surplus IT equipment to Zeriva typically receive a cash payment that can create a well-needed budget surplus for organizations. Employees who work for those organizations also benefit from the satisfaction of helping all of their stakeholders achieve their goals and sometimes receive raises and bonuses from the budget surplus. And Zeriva often repurposes the unwanted equipment and sells it to organizations in parts of the world where it can be put to good use.

If you have outdated PCs, laptops, or other IT equipment, we invite you to contact us at Zeriva to discover how we can convert your surplus IT equipment into well needed cash. We look forward to helping your organization prosper!

Zeriva welcomes the opportunity to work with your organization to map out a customized plan to properly dispose of your IT assets. Our team of responsive, certified engineers is accustomed to disposing of IT assets for Fortune 500 companies and offer a comprehensive array of IT solutions for growing companies. Helping you enjoy a high ROI on your assets while complying with industry regulations is our top priority, and we offer an impressive track record of success in the remarketing arena. We look forward to the opportunity to serve as your trusted ITAD partner!