Cisco enhances channel partner programme

Networking colossus Cisco has unveiled a series of changes to its channel partner programme as it attempts to maximise reseller growth, profitability and differentiation.

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By  Stuart Wilson Published  March 19, 2006

Networking colossus Cisco has unveiled a series of changes to its channel partner programme as it attempts to maximise reseller growth, profitability and differentiation. Cisco claims that the changes align the programme with changing customer requirements and market growth opportunities. “As intelligence migrates into the network, the network is rapidly becoming the platform for all communications. This market transition is expanding the total addressable market for Cisco and its partners,” said Keith Goodwin, senior VP for worldwide channels at Cisco. “To capture this dynamic market opportunity, Cisco and our partners must lead, evolve, and grow together.” The enhanced programme will assist and reward partners who develop the technology breadth to deploy broad, integrated network solutions and the technology depth to deploy advanced security services, unified communications applications and other highly specialised solutions. The programme will also incorporate the Cisco lifecycle services approach to help partners successfully deploy, operate and optimise Cisco solutions, which can influence profitability and strengthen customer relationships. Partners will have until March 2008 to complete the transition to the enhanced programme requirements. “Cisco’s evolving partner programme gives partners the opportunity to profit from their investment in both breadth of technology offering and depth of expertise, while recognising the changing demands of customers,” said Alastair Edwards, senior analyst at UK research house Canalys. “But this is also a wake-up call to partners: those who fail to evolve their own business models will find themselves falling further behind those who can differentiate around advanced technologies and integrated solutions,” Edwards continued. During the next year, Cisco will launch three new channel partner programmes that will assist and rewards channel partners who deliver global resale, outsourcing and managed network service offerings to customers. “The Cisco team has been working closely with partners for the past 18 months to map out the evolution of our value-based programme,” said Edison Peres, VP for technology sales and programmes at Cisco worldwide channels. “We strongly believe that the direction we are taking will create opportunities for growth, differentiation and profitability for our partners.”

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