Overstating the Good: F5 CEO Going a Little Too Far
While sharing your quarterly results and a look forward is fair play in today’s competitive IT vendor environment, grossly overstating things doesn’t benefit the vendor (and its customers) in the long run.See this recent blog from The VAR Guy, who attended F5’s partner summit in New Orleans recently.Couple points worth noting:”œLess than 10 years ago, the relevant players in the data center were server vendors,” said McAdam (F5 CEO). But the data center market has shifted toward F5 Networks and its network application expertise, he insisted.Hmmm. That means that resellers (and IT buyers) should focus more on F5 (or any other vendors’) load balancers more so than servers and server virtualization?And then there is the issue of honest vendor claims (even if New Orleans can lead to late nights and rough mornings): “At the product level,” McAdam said,”we beat Cisco 99 percent of the time.” Hmmm (again). If F5 wins 99% of the time, and even half the opportunities were competitive (the real % is higher) of the 2500+ ACE customers, then F5 must have 250,000+ units shipped in the last two years since ACE was launched. Hard #’s to back up.So a note to the wise: enjoy the glory of a good quarter and share with your field counterparts, but it helps to stay between the lines, even if that’s in the French Quarter down in New Orleans.