CISCO PARTNER SUMMIT 2012: Cisco reveals new global channel program

CISCO PARTNER SUMMIT 2012: Cisco reveals new global channel program

Partner Plus program targeted at partners in accelerating growth with mid-sized customers

Cisco has delivered a new global partner program, Partner Plus, that aims to accelerate the growth of its partners with mid-sized customers.

The program launch follows the success of its $US75 million partner-led global strategy, in rewarding channel partners that lead the sale with small and mid-sized customers.

The strategy was introduced in November 2011.

Cisco vice-president of the worldwide partner-led, Andrew Sage, updated its partners on the program specifics at the annual Cisco Partner Summit 2012 held in San Diego.

Sage mentioned that supporting small businesses is still in its scope but the company will be developing a deeper focus on the SMB space this year.

“We’re convinced that the right place to focus that investment is on our partners and through this program, Cisco will provide three things – preference, support and investment,” he said.

Partners participating in the program are entitled to receive increased preference, investment and support in the form of business accelerators such as incremental incentives, engineering support, marketing and demand generation, sales enablement and customer intelligence.

It also offers incremental incentives, virtual engineering support, marketing resources, premium sales enablement and customer intelligence to partners who obligate to a highly collaborative selling approach with Cisco.

The program will be rolled out differently in the various geographies, depending on the amount of focus it has on the channel. The company is in the midst of working out the variations.

It also announced a new pre-sales engineering service, Partner Help Plus, available only to partners within the partner plus program.

Partner Help Plus offers 24-hour, five-days-a-week availability of Cisco engineers.

Along with that, a new partner plus incentive program was introduced that rewards partners with cash, demand generation and enablement activities.

Partners that intend to join the program need to be a certified in its gold, silver, premier and select segments. They also need to attain a revenue bar that varies from country to country.

Cisco will roll out the program on May 1 in the US and Canada. Other regions including A/NZ, will receive the migration in the second wave – expected to be available in August this year.

“When we look at the opportunities in this space, IDC estimates that in three years, it is going to be worth more than $US60 billion,” Sage added.

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