INDUSTRY NEWS
Cisco takes stage at big partner shindig
A NEW global services part- ner program designed to accel- erate Cisco channel partners’ sales revenue and profit has been unveiled at the networking giant’s annual Partner Summit, staged in San Diego, California (April 16th–19th).
The Cisco Services Partner Program will provide access to Cisco’s smart services portfolio and compensate partners for the value of services they offer to their customers. Significantly, services now
account for up to 50% of the average Cisco channel part- ners’ business, up from 20% five years ago. Cisco expects to accelerate this trend through the Cisco Services Partner Program and the ability to embed Cisco smart services capabilities into partner service offerings. The new program consoli- dates 47 programs into a single, globally
consistent services
business relationship. Closely aligned with the Cisco Channel Partner Program, the new ser- vices program rewards the qual- ity and value of the partner-to- customer relationship and pro- vides greater rewards for part- ners’ investment with Cisco. The compensation model is evolving to a discount plus pay-
Nick Earle
“We need to be clear, consistent and predictable in the way we approach our relationships with our channel partners.”
for-performance rebate program to deliver predictable rebates that strengthen partners’ bottom line, says the firm.
The new program is expect- ed to be available to all partners across all geographies within the next 12-18 months. Currently, more than 4,000 partners are participating across the United States, Canada, Israel and Asia Pacific. Nick Earle, Senior Vice
President, Worldwide Services Sales and Channel, Cisco, com- mented: “We need to be clear,
consistent and predictable in the way we approach our relation- ships with our channel partners. “We are delivering a global services program that will help partners build even more profit- able business models based on Cisco smart services.” Alastair Edwards, a Principal Analyst at Canalys, observed: “The relationship between infrastructure vendors and their business partners is changing. “Partners are looking for vendors that can help minimise the risk and cost of moving towards new business models. “Cisco’s Services approach is geared towards helping part- ners make these moves by giving access to resources and intellectual property that help them to differentiate and add significant value to customers, while maintaining profitability and rewarding performance.” Also
launched at Cisco’s
Partner Summit 2012 was a new global channel program target- ing mid-sized customers. Partners who participate in
this program, called Partner Plus,
will receive increased
preference, investment and sup- port in the form of incremental incentives, engineering support, marketing and demand genera- tion, sales enablement and cus- tomer intelligence. The Partner Plus program is part of the $75m investment that Cisco announced in 2011 for enablement, systems and sup- port capabilities. Andrew Sage, Vice President,
CHANNEL Telecom partners quickly got into the swing of an all expenses paid trip to watch the US Masters played at the Augusta National golf club in Georgia, USA. Guests on the incentive trip included John Bradbury, MD of Company Telecom which won Overall Partner of the Year in the Channel Telecom Awards. Clifford Norton, MD of Channel Telecom, said: “This was truly the trip of a lifetime for all golf and sports fans. We were treated to a fantastic spectacle at the Augusta National. The atmosphere and the quality of golf were terrific. We were then able to get onto the fairways on some superb courses around Greensboro.” Pictured: Clifford Norton (left) and John Bradbury.
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World Wide Partner Led for Cisco, commented: “For part- ners that are committed to col- laborating with mid-sized cus- tomers, Partner Plus will offer greater preference, investment and support. This will help both Cisco and its partners grow their business quicker in this growing market segment.”
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