Porter packs his bags and heads to Cisco

Sun Microsystems' former marketing manager for the Middle East and North Africa, Graham Porter, has joined Cisco in a role that will see him work closely with some of the networking vendor's key public sector accounts across the Gulf.

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By  Administrator Published  February 1, 2007

Sun Microsystems' former marketing manager for the Middle East and North Africa, Graham Porter, has joined Cisco in a role that will see him work closely with some of the networking vendor's key public sector accounts across the Gulf.

Porter ended his three-year association with Sun earlier this month to take up the post of vertical sales manager for the public sector, which falls under Cisco's ‘Strategic Engagement Group.' That position has led him to renew acquaintances with former colleague and Sun Saudi boss Ahmed Farrag, who now heads up the public sector vertical division, where Porter will work with customers to identify their IT requirements and advise them on how technology can enhance their business.

"Like a lot of vendors, I think there's a feeling here that what customers are looking for is an ability to talk about solutions, and the wider implications of how IT is going to be used - not just to look at what traditionally has been a product sale to IT managers in this region," he said.

"The market has matured as the volumes have gone up and people are asking things like what can I actually do with technology and what does it do for governments, healthcare or education? It requires a different style of selling in terms of how you add value to the customer, how you support the business needs, and how you help them plan for the future," added Porter.

Porter says his role will also include looking at the ways in which Cisco can bring customers together to share their experiences of implementing different solutions.

"Cisco, like everybody, is trying to skill its channel to deliver more in the way of solutions to bring various vendors' products together," he added. "What we are trying to do is give some senior people ideas about where we think technology will take them and ultimately we hope they will allocate infrastructure budgets and Cisco will benefit from that."

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