Cisco has reshuffled staff in a bid to place a stronger emphasis on partner relationships.
Cisco director of commercial business, Sara Adams, had recently been promoted to the new position. She was formerly the vendor’s SMB and mid-size enterprise manager.
The restructure sees the vendor combine its SMB and mid-size market focus into one commercial space, which Cisco defines as customers with less than 1000 seats. In the previous model, internal staff focused on supporting customers, but that has now shifted to partners.
“We’ve changed our perspective. We’ve got partners that cover that [SMB and mid-size enterprise] market, but needed to determine what roles Cisco needs in our business to support the partners covering the market,” Adams said. “We reassessed all the roles in the commercial business and have aligned them to a partner instead of a customer focus. It doesn't matter who the customer is, we're going to support the partner.”
No staff had been made redundant as part of the process, but three new positions had been created.
Anna Mallon has become the partner development manager.
Adams said Mallon would be responsible for identifying gaps within its partner enablement process.
“One of the things we’re looking into is how we build out the enablement map for our partners, but we’re still working on what those maps are and we’re figuring out how to develop more resources,” Adams said. “Overtime we'll evolve the model as we get more and more targeted with our partners.”
Jason Brouwers has taken up the commercial northern regional manager position. Phil Phillips has become the southern regional commercial manager.
Staff will be tasked with helping partners with customer opportunities and leveraging Cisco resources.
“Partners will have a lot more resources available to them,” she said.
Cisco has also shifted its distribution team to sit within its commercial space. Adams explained the move would help to leverage the sales engine that its distributors provide.