The wheels are definitely turning on Cisco's intention to pursue a direct-to-partner model, with a plan expected to be finalised this month, according to Terry Walsh, Cisco Australia's managing director, speaking at the company's Networkers conference last week.
As reported exclusively in ARN, Cisco is considering bypassing its distributors and selling direct to Gold partners. The move is designed to align its channel strategy with that of its global operations and provide Gold partners with an increased ability to differentiate themselves from their competitors.
Walsh said the networking giant was "a week away" from completing the consultation and feedback process it is currently conducting with its channel partners, and would be in a position to present a plan of action in around 10 days.
He pointed out that the formulation of a plan does not mean changes would take effect immediately.
Walsh stressed that there would be "no less emphasis" on distribution as a result of the new strategy, and the process would continue to be handled as "transparently" to the market as possible.