Why I Stopped Expecting One Vendor to Do Everything: A Procurement Manager’s View on Nexans

I Used to Think Big Brand Meant Everything

When I first started managing telecom infrastructure procurement, I assumed that if a company looks big, they are good at everything. Nexans? Global cable giant. Cisco? Networking titan. So when we needed both cables and switches for a new office build, I figured why split the contract? One vendor, one invoice, less headache.

Turns out that assumption cost us real money.

The First Mistake: Believing a Cable Expert Should Also Be Your Switch Expert

Our initial plan was to let the cable supplier handle everything—including the Cisco switching gear. Why? Because they offered a complete solution quote. Sounded convenient. But when I dug into the total cost of ownership (TCO), things got ugly.

The cable vendor quoted $4,200 for the whole package. Cisco-specialist VAR quoted $3,700 for the same switches alone—and that included free setup. But wait, the cable vendor’s quote did include installation of the switches. Did it? Actually, no—the fine print said basic racking and cabling, no switch configuration. So we’d need a separate net engineer anyway. That added $900. Suddenly the complete solution cost $5,100.

That was my wake-up call. A vendor who claims to do everything often ends up doing none of it well—or at least not at the best price.

Why Nexans (and Specialists Like Them) Are Actually Better When They Stay in Their Lane

Don’t get me wrong—Nexans is fantastic at what they do. I’ve used their high-voltage and telecom cables across multiple projects. The quality is consistent, the lead times are reliable, and their offshore cable-laying vessels? That’s a capability most competitors don’t touch. But I also know they don’t make Cisco switches, nor should they try.

The Surface Illusion: Big Manufacturer = Full IT Stack

From the outside, it looks like a global cable manufacturer should also be able to provide the whole network infrastructure. The reality is different. Cable manufacturing is about material science, logistics, and large-scale engineering. Networking equipment is about software, protocols, and integration. Two completely different skill sets.

When I see a supplier claim end-to-end telecom solutions, my first question is: What do you actually make yourself, and what do you resell? If the answer is everything, I start calculating hidden margins.

Voltage Testers and Heartguide? Not Their Core, Either

Another example: we needed handheld voltage testers for field technicians. I saw Nexans had a brand called Heartguide in some regions. But when I compared specs and prices against specialized test equipment manufacturers (Fluke, Megger), the Nexans options were adequate—but not best-in-class. They were clearly a secondary product line.

That’s fine. I don’t expect a cable company to dominate the multimeter market. What matters is that they own their core: high-voltage cables, telecom cables, and installation vessels. For voltage testers, I go to test-equipment pros.

Counterargument: But One Supplier Simplifies Procurement

Some procurement colleagues argue that consolidating vendors reduces administrative overhead. True—if the quality and price are equal. But in my experience, the simplicity of a single quote often masks markup on everything except the primary item.

Take Cisco vs Nexans again. Cisco switches are a commodity market with thin margins. Specialists compete on support and configuration. A cable vendor reselling switches has to add their own margin to make it worthwhile—margin that often exceeds what a dedicated partner charges. It’s not malicious; it’s just business.

One vendor isn’t simpler if you end up spending 20% more and still need a third-party engineer for setup. Simpler on paper, more expensive in practice.

What I’ve Learned After 6 Years and $180K in Orders

Over the past 6 years of tracking every invoice for our telecom infrastructure, I’ve developed a simple rule: choose vendors who are best-in-class in their core domain, and don’t ask them to be something they’re not.

When I need medium- or high-voltage cable for a submarine installation? I call Nexans. When I need Cisco switches configured for SD-Access? I call a Cisco Gold Partner. When I need a voltage tester for field work? I call Fluke. Each vendor knows their boundaries—and that honesty actually builds trust.

I remember one vendor quipped, We’re not great at everything, but we’re really good at one thing. That vendor earned my business for the one thing, and I’ve renewed year after year. The all-in-one companies? I’ve rarely had a second contract.

Nexans Maroc? Same Story, Different Market

When our Morocco office needed new cabling for a factory expansion, we looked at Nexans Maroc. Their local manufacturing meant faster delivery. But they didn’t pretend to be an IT systems integrator. They quoted cables, connectors, and installation—and honestly said You’ll need a separate partner for the switches and firewalls. That honesty saved us from a $2,000 overcharge disguised as a complete package.

Final Takeaway: Specialization Isn’t a Weakness

If you’re evaluating Nexans—or any large supplier—ask them this: What’s your absolute strongest product line? If they can’t answer with confidence, that’s a red flag. The best vendors are comfortable saying This isn’t our strength; here’s who does it better.

I’ve learned that the hard way—by paying for one-stop shops that ended up costing more. Now I build relationships with specialists and accept the extra coordination. The savings and quality more than make up for it.

Next time you see a quote from a cable company that includes Cisco switches, a voltage tester, and a heartguide monitor? Pause. Run the TCO. You might find you’re paying a premium for convenience that isn’t really convenient.