Selecting the right vendor is a crucial first step in your network build out

There's an old adage: "Nobody gets fired for buying IBM". It refers to the glory days when IBM was the choice in personal computers and how by recommending them, one was fairly certain that they would not lose their job because they choose an unknown vendor with an unproven track record.

While times (and IBM) have changed, the concept still holds true: Generally speaking, we're better off selecting a product from a vendor who has a proven track record and satisfied client base.

And so is the case with network monitoring equipment. Most likely, you've been tasked with having to recommend a monitoring solution for your remote sites. Assuming for a moment that all things [remote telemetry units] are equal, here's what you should look for in a vendor:

Years in business / size of company
In the network alarm monitoring industry, there really are no 800-pound gorillas (a "Microsoft" if you will). Instead, you'll find several small to mid-sized companies offering a variety of solutions. Naturally, you're going to want to determine the stability of these companies. A good indicator is the age and size of the company, so go ahead and ask!

Testimonials / install base / referral lists
A natural question when selecting a vendor is "Who uses your product?" What you're probably hoping to hear are the names of companies you've heard of before (justifiably so). You should make the prospective vendor prove it… ask for testimonial letters and a list of references that you can call.

Experience developing custom solutions
Let's face it, no two networks are alike - alarm inputs, protocols, transport layers, operations support systems - the combination of such devices is unlimited. At some point during your network monitoring deployment, you will most likely need something customized for a "perfect fit" into your network. Make sure the company you select has the engineering resources and past experience to develop that perfect fit solution.

Money back guarantee
This sounds pretty obvious, but look for a company that is willing to back up their products in writing. We take these guarantees for granted on purchases made from the home stores, so why should it be different for your business critical equipment? You should be able to get your money back if the equipment does not perform as promised.

A complete solution
There are three basic layers to consider when developing your network alarm monitoring solution: 1) Alarm collection 2) Alarm transport and 3) Alarm presentation. Without all three in place, you network monitoring solution is incomplete. Does the vendor you're considering provide solutions for all three layers? If not, have they asked about the layers they don't provide to make sure their equipment is fully compatible?

Custom application drawings before a commitment to buy
At one point or another, we've all received a two-page fax quote for purchase we are considering. That might be fine for a reorder of copier toner, but what about a network build-out that could run into hundreds of thousands of dollars? Do you really want to select a company that takes very little time in preparing what they perceive you will need in your network? Make sure your prospective vendor is willing to create an application drawing that clearly communicates what you are trying to accomplish with your alarm monitoring.

Stability in an unstable environment
It's no secret that the telecommunications industry (and the economy as a whole) has been in a downward spiral since turn of the century. VC investments are slowing down, budgets are shrinking, and companies are merging or calling it quits altogether. So you might consider the history and stability of the company you are about to do business with by asking these questions:

• Are they VC funded? Companies that have different parties invested in their business face certain challenges a privately owned company does not. First of all, the very concept of a venture-backed company suggests that at some point, someone with an idea needed someone with money. If it doesn't work out, investors can write off the investment and move on to the next (with more caution). Do you want your vendor to be "written off"?
  
  
• Who runs the company? Is their a group of investors that determines the shape and direction of the company or is it a small group of partners who built the company from the ground up and have a very deep passion for the specific market niche that they are in?
  
  
• What are the design and manufacturing capabilities of the company? Are you dealing with a company the "conceives" a product and then out sources the work, or do they have a complete manufacturing and engineering facility on location? Can you visit those facilities? Are they aware of NEBS testing requirements and do they have pre-testing chambers on site?
  
  
• Do they overcome your objections by slashing prices? Everybody likes a great deal, but we also hate incompetence "at any price". If the first thing a prospective vendor does to overcome some of your objections is to slash prices, consider that an early warning sign. Think about it… if you were looking for a 4-wheel drive pickup truck that could tow a large boat (say a Ford F250), how much luck is the salesman going to have in selling you a Ranger at "a considerable discount". Unless you completely forgot why you went shopping for a truck, chances are you would think the salesman either had a hearing problem, or never paid attention to your true needs.