LAN Systems puts resellers on road to Cisco partnership

LAN Systems puts resellers on road to Cisco partnership

LAN Systems has announced it will run a program to help resellers become accredited Cisco partners, and boost sales to boot.

The Networking distributor will rerun its successful "Road to Premier" program on a rolling basis, aiming to double the number of companies who receive subsidised training. Under the program, resellers that buy a set amount of Cisco equipment through LAN Systems over a six-month period will have the training cost of Cisco certification training paid for by the distributor.

This year however, resellers can join the program at the beginning of each month until the program ends, a change which is expected to double the participation figure of last year's program.

Resellers that reach their sales target, set for all companies during their six-month time frame will have half of their accreditation training paid for by LAN Systems. If they meet addition targets, LAN Systems will pay the full training cost.

The idea is the brainchild of LAN Systems' Cisco product manager, John Penn.

"The sales target figure is based on the cost of training out of money generated on margin," Penn explained. "So it is realistically achievable for smaller partners. The program is for resellers who are not already certified so they tend to be the smaller businesses anyway.

"The main criteria is that they are not already authorised Cisco partners; anyone from a Premier partner up is not eligible."To receive payment, resellers must pass Cisco's accreditation exams to become Premier Certified Partners within three months of meeting the sales target.

Penn said the program was designed to encourage growth within the channel.

"We are keen to help our partners grow and we believe the way to do that is by providing education and recognition," he said. "We prefer to put money into programs that allow our partners to grow and give a more permanent stake in the market. LAN Systems is a relatively large company now, but we began as a small distribution company and through the loyalty of our key partners we were able to grow. We want to push that back through the channel."

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