How Cisco measures partner 'value', subjective in theory but customer-driven in practice
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 an...
Source: arnnet.com.au