How Cisco measures partner ‘value’, subjective in theory but customer-driven in practice
Amid a sizeable channel overhaul, Oliver Tuszik documents how Cisco is clearing the murky waters when measuring partners on customer value
Oliver Tuszik (Cisco)
Credit: Cisco
Often evangelised at channel conferences and endlessly referenced in partner communications, the importance of delivering ‘value’ at a customer level is not lost on an ecosystem continually required to evolve and transform.
But while the statement checks out in theory - a straightforward linkage between value and success on paper - the practice has always plagued vendors intent on walking the channel tightrope. One thing to demand value-based selling, another entirely to enforce or incentivise.