Quantifying Wi-Fi Equipment Total Cost of Ownership

Separating Fact From Fiction

This Research Brief describes the increased use of Total Cost of Ownership (TCO) studies for Wi-Fi LAN equipment and explains the major drivers pushing vendors to contract for these studies, including the role TCO studies play in closing sales. The brief explains the key components of such studies. It examines some of the major tricks vendors use to tilt the TCO playing field and insure that they win in such studies.

Executive Summary

Section 1.
The Wi-Fi Equipment TCO
1.1. Definition
1.2. Drivers for the Wi-Fi Equipment TCO
1.2.1. Getting the Last Signature
1.2.2. Avoiding Price Wars
1.2.3. Choosing the Most Advantageous Playing Field
1.2.4. Countering Competitors’ TCO Studies
1.2.5. Calling Attention to Value-Add Features
1.2.6. Generating Positive Publicity
1.3. Questions to Ask When Planning a Wi-Fi Equipment TCO
1.4. Taking a Closer Look at a Wi-Fi TCO

Section 2.
The Propaganda Wolf in a Legitimate TCO Sheep’s Clothing
2.1. The Danger of Turning a Legitimate TCO Document into a Propaganda Tool
2.2. Key Ways That Vendors Distort Their TCO Documents



Tables
  • Table 1. Sample Wi-Fi Equipment TCO Calculations (IEEE 802.11g)