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Ciena and the NREN community

The obvious first perspective pertains to a buyer–seller commercial relationship. NRENs as customers pose some interesting challenges to vendors. Your networks typically demand the very latest in emerging technologies in order to fulfill advanced network requirements by your users. At the same time the latest release and cutting edge technologies are at the start of their market ramp and are sold at a premium price, a price established prior to competitive pressures and natural volume cost reductions. Government and research agency funding mechanisms vary from country to country, however, generally speaking, NRENs are neither in a position of surplus cash nor liberal expenditure control. Therefore, you set challenging feature requirements and aggressive cost thresholds in your RFP’s. It is remarkably hard for vendors to respond to requests for the very latest in emerging product technologies, for a low heavily discounted price. Simply put…that does not compute.

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