CISCO Support, page-25

VX, D

Don't dispute your logic behind your current sentiment (except I am certain of the unique value proposition CVT has) but I do believe there is another credible take on what you are describing.

Finding the right channels to represent your offerings is ALWAYS a trial-and error thing. There is no magic formula, you run with your gut and best intuition and best-available market analysis. Then, having made that commitment you try your best to drive those channel partners.

Some of the Telcos have definitely been a disappointment (some more than others). But lesson learned and resources redeployed towards the more direct business with the various aspects of the UK Govt sector. And I don't think anyone would try to dispute that for little CVT to control its own destiny with CISCO is an ask beyond any SME management team. But the KaaS appointment does give legitimate expectation to see that year of CISCO stagnation turning into bankable stuff early next year.
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So my points are that the cards - whether dealt to them or self-served have been reasonably played and some very substantial rewards, which will be delivered because of agility and nimbleness, are imminent.

As for the uniqueness argument, before you can sustain your argument there, please tell me what is wrong/incomplete/inaccurate about slide 15 - Safe Share: Key Security Features Attractive to the Government Sector? I do expect the likes of IDC and Gartner to recognise the competitive advantages we hold (some of which are highlighted on this slide) sooner rather than later.

So do we have a tanking share? Absolutely.
But do we have good grounds to hold? Again, absolutely.

To each his own.

DYOR