Cisco has added a small business sales manager role to its channel support team.
Sara Zhanal, who has been with the vendor for eight years and recently returned from maternity leave, has been appointed to the position and will oversee the rollout of targeted SMB partner initiatives.
"We will be looking at the US and Europe to see which programs are applicable before tweaking them to suit our local situation," she said.
The first of these would be the recent creation of end-user focused territory market managers (TMMs) to assist dealers with SMB sales engagements, Zhanal said.
Already used overseas for about a year, the TMMs would help partners manage customer relationships through activities like co-hosted seminars and major sales presentations.
Territory managers were currently being trialled in NSW and Victoria. If and when these appointments were able to demonstrate revenue growth, Zhanal said further TMMs would be added in other states.
She hinted that the vendor's global SMB Select program, which would provide discounts on hardware for active partners, was also likely to launch in the near future.
"In the past, bigger partners gained discounts under the channel program which may have disadvantaged some of our smaller partners," she said. "Under this program we will fix that by offering smaller partners pricing assistance."