Jim,
Comments on your proposal for a bidding exercise.
First, before doing it, I would like to have others on the thread say that it actually would be useful to them. It is a lot of work, and I'm sure you have a life outside of this forum just as I do.
Second, are we doing it for 10 or 25 users? You mentioned both numbers. Either is fine with me. Why don't we do 15?
>Can we agree for the purposes of this exercise we need to bid the
>following:
>1.Network Operating System (NOS), which provides application, file and print services.
Agreed.
>2.Web Server and Publishing service including the ability to search
>web sites for specific files.
Please clarify what you mean "ability to search web sites" with an example.
>3.Email with integrated groupware and scheduling capability.
Agreed.
>4.Full featured enterprise relational SQL database.
No one buys a database just to have one. What application do they have that requires a "Full featured enterprise relational SQL database"? I would propose a full-featured client/server accounting package from a major vendor such as Great Plains or Macola, and the database required to support it, for 5 users.
>5.Proxy Server for faster access to intranet web services as well
>as secure Internet access.
If they are going to connect to the Internet with a dedicated line, they will need a separate router/firewall, that is able to do packet level, port level, and application level filtering both in- and out-bound. It should also do network address translation or function as an IPX/IP gateway; if it doesn't you may have to include the cost of acquiring enough registered IP addresses. If you need help finding NT-based products that meet these requirements just ask.
Let's assume the Internet connection will be an ISDN line supporting multi-link protocol. We needn't include the cost of the line or the ISP connection as these would be equal in either case. The cost of the router/firewall needs to be included.
>6.Web site management tools
Agreed, although I am a little unclear on exactly what capabilities this needs. Please give
>7.Web authoring tools.
Agreed. I presume you're talking about basic authoring tools such as FrontPage or Communicator Gold. If a small business needs more extensive capabilities, they usually contract with someone for site development.
>8.Front end Browser.
Agreed.
>9.Fax Server
Agreed. The Fax Server should integrate with the email/groupware program, so that an email can be sent to a list that includes both email and fax recipients. I'll forego the requirement about incoming faxes appearing in the recipient's email Inbox.
>10. Dial Up networking Support
Agreed. The support should include both direct remote node with full protocol support for IP and IPX, and a remote control gateway, so that an employee can run something like PC-Anywhere host on their PC, and access it by dialing in through the modem pool. How many modems does the dial-up service require? How about 2?
>11. Modem Sharing Service
Agreed. Since the "client" will have a full-time Internet connection, 2 modems should be sufficient.
>12. License for client access to the server functions as required
>by the vendor.
Agreed. And, to keep things simple, assume all clients are typical Wintel machines, no Macs or Unix (although you'd be surprised how often you actually run into those in small businesses).
In addition, we need the following:
13. Spec and quote a server (or multiple ones if required). The main server needs to be a real server, not just any PC. Any current server model from IBM, Compaq, or HP, that meets the minimum recommended requirements of the software vendors will do. SCSI for disk and tape is required. Things like ECC RAM and disk redundancy are not required. Disk space for user applications and data need not be included, these would be equal in either case.
14. Backup software that does automatic scheduling and supports tape rotation, is manageable from any node (including remote), and that preserves full file and directory attributes and file system security settings on a restore.
Besides the total cost to the customer, we also need to consider the profit to the reseller. I won't sell something unless I can make a reasonable profit on it, or at least recover my costs of making the sale. As such, I propose that everything be sold at the lesser of the manufacturer's suggested or estimated retail price or 25% over reseller's cost. Alternatively, we could just agree to accept whatever the lowest price from any Web-based vendor we find, although frankly there's no profit at those prices, and small reseller who tries to match mail-order or web-order prices will soon be out of business. If you need help finding the reseller's cost for items I'll be glad to help.
Are you overwhelmed yet? This is only a small part of the work that goes into actually making a small business sale. After you do all the work, you may or may not get the order. I don't actually go after this business, since the margins are so low (5-10%) and the customers are so cheap and hard to please. It takes less effort to sell network consulting services to larger companies, and the gross margins are in the area of 60%.
Jerry |
