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How Cisco is executing a four-pronged approach to trans-Tasman partner growth

How Cisco is executing a four-pronged approach to trans-Tasman partner growth
Tech giant heightens focus on the core areas of SD-WAN, software, managed services and customer success delivered via the local channel.
Luke Power (Cisco)
Credit: Cisco
Cisco is moving into the execution phase of a multi-year channel evolution amid plans to position partners for accelerated growth aligned to four strategic pillars across Australia and New Zealand (A/NZ).
Built by the ecosystem and spearheaded by COVID-19, the technology giant is heightening focus on the core areas of SD-WAN, software, managed services and customer success. The aim? To strengthen alignment between customer and channel to drive partner revenue and profitability growth. ....

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Cisco hammers home tier differentiation in new partner program

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Cisco hammers home tier differentiation in new partner program
More specialisations needed to obtain gold and premier tiers for integrators.
Oliver Tuszik (Cisco)
Credit: Cisco
Eight months after unveiling a revamped, consolidated partner program, Cisco has revealed further details of what its new line-up means for partners.
Having consolidated a dozen separate programs into four key partner roles, Integrator, Provider, Developer and Advisor, the networking vendor has now opened up about the new program’s recognition and rewards schemes. ....

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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 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. ....

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