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Cisco pumps in $US75m to accelerate channel strategy

Cisco pumps in $US75m to accelerate channel strategy

Evolves partner led network

Cisco is investing $US75 million globally to accelerate its partner led network model.

Of this, $US15 million will be pumped into the Asia-Pacific, Japan and Greater China region, according to Cisco Asia-Pacific, Japan and Greater China managing director of the partner business group, Stanimira Koleva.

The investment is part of Cisco's refocus of its FY 2012 core priorities to include a go-to-market strategy of being partner led and customer led.

Koleva was speaking at the Cisco Asia-Pacific, Japan and Greater China Partner Led Network 2011 event in Singapore.

The partner led model is a scalable model that encourages Cisco channel partners to present customer engagement in the SMB market.

Cisco announced that it will introduce new channel programs, pre-sales support, marketing, incentives and rewards to aid its partners in developing sales.

Cisco vice-president of worldwide partner led, Andrew Sage, said, “it is an integral part of 'Next Cisco' and focuses on opportunities to grow business for our channel partners.”

The Cisco partner led model will be adjusted to meet the specific needs of businesses and to address different segments.

It will be split into two tracks: partner led named and partner led velocity.

The first focuses on partners serving customers with a high demand for services and integration, with a collaborative selling approach for mid-market sales.

The latter focuses on meeting the specific needs of the partners in serving SMB customers by depending on Cisco for the products, support and profitability.

Koleva said its top five partner led focus' were:

  1. Rewarding partner investment in mid market with targeted benefits
  2. Driving distinct sales programs for SMB, according to the partner type
  3. Creating a partner-led marketing engine
  4. Increasing sales and resales coverage through virtual resources
  5. Launching new systems that support scale and simplicity

More information on the roll-out of the new initiatives specific to Australia will be provided in the coming days.


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