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Cisco Reiterates its Commitment toward Partners
By
ChannelTimes Staff
Mumbai, Aug 21, 2008 1630 hrs IST
Considering the market scenario, wherein customers' needs are evolving, technologies are becoming more complex, partner diversity is increasing, new offers are being designed and business models are changing, Cisco has designed its channel partners' enablement programme.
In a multicity tele-presence, R. Dhamodaran, senior vice president for Channel Operations and Commercial Strategy (India and SAARC), Cisco recently delivered glimpse on the company's India channel specific plans.
According to Dhamodaran, the partner community, which includes systems integrators, distributors, value-added resellers and others, account for 100% of Cisco's revenue in this region. Through Cisco's vision of the 'Collaborative Channel', the company sees a unique platform for channel partners to grow and become integral to their end customers. Over the past few months, Cisco has launched a number of initiatives such as Managed Services Channel Program (MSCP) and Industry Solutions Partner Network (ISPN), and investments that underlines its commitment towards its partners.
He mentioned that the company has always endeavored to develop innovative programs - that recognize and reward efforts of esteemed members of the channel community. Cisco has set some aggressive goals for itself in India, and the company is poised for tremendous growth. Now, it is looking forward to expand its reach to a large number of cities.
Recently, Cisco, in collaboration with Illuminas Research, polled more than 1,300 customers and nearly 500 channel partners across 12 countries including India. On the basis of this survey, the company has launched the 'Cisco Partner Exchange'. Through this, partners will be able to increase revenues, extend their expertise, and deepen their relationships with customers.
The company is on a constant path of maintaining healthy relationship with its partners. It has brought various channel-oriented initiatives targeting toward the growth of its partners. One of its talent innovations, the 'Partner Talent Network' uses advanced social networking capabilities and interactive video.
Cisco's channel priorities for FY 09 includes - exploring incremental opportunities through new verticals and niche partnerships; enhancing partner loyalty and profitability, building service provider channel to capture market transition; Leveraging Big Bet Programs - Data Centre, UC, Security, Wireless and Commercial Segment; Continuing to build channel capacity and capability and building new partnerships for Infrastructure, Airports, Wi-max, BFSI etc.
As the company offers various levels of partnership based on skill sets specialization, namely Entry Level, Express, Advanced and Master, it will also maintain different partner incentive programmes, namely, Value Incentive Program (VIP) for specializing in Cisco Advanced Technologies and meeting revenue and customer satisfaction targets; Opportunity Incentive Programs (OIP) - reward for pre-sales investment of partners for identifying, developing and securing new business opportunities in Commercial Segment based around Cisco; Solutions Incentive Program (SIP) - rewards for partners investing in the development and sales of innovative new business solutions by integrating third-party applications and services and Trade-in Accelerator Program (TAP) for financial motivation for partners to migrate the installed base of Cisco and competitive networking equipment.
Contextually, the company presently has 853 Registered partners, 116 Select partners, 57 Premier partners, 2 Silver partners, 8 Gold partners, 12&2 MSP & Disti partners in India. All its partners are selected through third party assessment. For selection of new partners, the company will stress on sound business models, certified resources and dedicated sales team.
Related Links:
Cisco to Smarten and Strengthen its Channel Team
Security Spending Will Rise in 2008, Says Cisco
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