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CISCO GLOBAL PARTNER SUMMIT 2012: Cisco collapses multiple services programs

CISCO GLOBAL PARTNER SUMMIT 2012: Cisco collapses multiple services programs

All 47 programs merge with roll out Cisco Services Partner program

Cisco has revised 47 of its global services programs to scale and consolidate them into a single new entity – the Cisco Services Partner program.

The company revealed the new program at its Cisco Global Partner Summit 2012, held at the San Diego Convention Centre.

The Cisco Services Partner Program will provide access to Cisco's smart services portfolio and compensate partners for the value of services they offer customers.

Cisco senior vice-president of worldwide sales and channels, Nick Earle, said the company made the move to merge all the programs under an umbrella program as the value of services to partners has risen significantly.

“Five years ago, services were 20 per cent of Cisco and 20 per cent of partners’ businesses. Today, services is still about 20 per cent to Cisco but, its up to 50 per cent of our partners’ businesses,” he said.

The program was also designed to differentiate its offerings from that of its competitors such as HP, Juniper and Avaya.

“It addresses four key areas: profitability, differentiation, growth and simplification. With the downsize of programs, there will be no more complexity and no more inconsistency,” Earle said.

It enables partners with ‘Smart’ services, a software which helps accelerate a partner's profitability and growth by packaging, automating and scaling Cisco's intellectual capital.

He said that the program aims to fast track Cisco channel partners' sales revenue and profit, as he claimed services is one of the biggest drivers of their profitability.

“Our competitive strategy is not just about enabling our partners to offer box versus box,” he added.

The program offerings enable partners with:

  • Access to Cisco's ‘Smart’-enabled service portfolio, including both Cisco branded and collaborative services.

  • A new collaborative smart service, Partner Support Service (for qualified partners only). However, the service is limited in availability and will be aligned with the global rollout.

  • Access to Cisco’s intellectual capital to provide extensive installed base and contract management, utilise APIs and tools for workflow integration, as well as deliver support for large, complex customer networks.

“There are two ways partners can be in the program – to be a Cisco branded services reseller or by collaborative services,” Earle said.

All partners have to do to join the program is to view the renewed terms and conditions online and click ‘accept’.

The Cisco Services Partner program will be closely aligned with the Cisco Channel Partner program, a new services incentive that rewards the quality of a partner-customer relationship and provides greater rewards for their investment with Cisco.

Earle said that the compensation model is evolving to a discount plus pay-for-performance rebate program, which provides rebates of up to 24 per cent in cash every quarter.

He also mentioned that it will be made available globally in the next 12 to 18 months.

The company conducted a pilot rollout with 2500 partners last year, which has now grown to accommodate more than 4000 partners in the US, Canada, Israel and Asia-Pacific.

Hafizah Osman flew to San Diego courtesy of Cisco


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