Cisco, KPMG venture stirs up bad vibes

Cisco Systems' recent investment in KPMG sparked scepticism in industry players.

They claim the alliance will result in bad tidings for existing customers and partners of both companies, delivering technologically biased services and edging out smaller partners.

Networking vendor Cisco and consulting firm KPMG announced they will invest more than $US1 billion to form KPMG Consulting, aimed at advising companies worldwide on how to take advantage of the internet. Cisco is taking a share of slightly less than 20 per cent in the venture, with KPMG taking the remainder. While the alliance will prove a "good move" for both Cisco and KPMG, it spells trouble for KPMG's customers, said Piyush Patel, president and CEO, Cabletron Systems, another networking vendor.

"I don't think it's good for KPMG customers, because they hire KPMG to give them a vendor-agnostic view of what's best for them, and to provide an unbiased opinion on the technology and applications to run and use," Patel said.

"Cisco's taking a major stake in KPMG is damaging for the customers because KPMG consultants will be biased," he added. KPMG also has a huge presence in the systems integration and consulting arena, which he said was "bad news for the smaller system integrators that carry Cisco's equipment".

This is a view with which one such integrator concurs.

According to Lew Starita, managing director of high-end integrator CDM, the deal will be detrimental to the services component of his business.

Starita added that it is ironic Cisco demands such high levels of channel training and commitment to sales. "They turn around and hit you over the head when you are least looking," he said.

But Cisco insists the alliance will not affect the company's relations with its current partners.

"This alliance will not change the status of our existing relationship with our other partners," said Bill Chang, Singapore country manager, Cisco. "And rather than operate as competitors, the partners, including KPMG, can also work together to form an ecosystem for our customers.

"It's just that they're addressing different ends of the markets. Right now we have small system integrators for our smaller customers, and bigger integrators to handle our high-end customers," Chang added.

Furthermore, the alliance will see KPMG focus on business processes "which presently, very few of our partners are involved in", he noted. The global consulting firm will still advise their customers on what it thinks are the best technologies to use, and whether Cisco fits into the customer's business model, Chang said.

"If you're a small system integrator, your target market will be different. And if you were a large financial company, you probably wouldn't want to go to a smaller system integrator," said Sandra Ng, associate director for communications research, IDC. "So they're addressing different markets, and [competition among Cisco's partners] is not really a big concern.

"I feel Cisco is using KPMG as another channel," Ng said, and noted that while the concerns highlighted are not unfounded, it depends on what the relationship between the two partners will be like. "It all boils down to the relationship of the two partners, which is just like any channel-vendor relationship," she explained.

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