Cisco further strengthens Channel Partner Program

Published April 16th, 2006 - 06:42 GMT

Cisco Systems announced today that it is evolving its award-winning Channel Partner Program to align with changing customer requirements and market growth opportunities in the region. The enhanced Cisco Channel Partner Program will assist and reward partners who develop the technology breadth to deploy broad, integrated network solutions and the technology depth to deploy advanced security services, Unified Communications applications and other highly specialized solutions.

“Industry changes are driving the change to the partner program. We've been moving more capabilities that used to be in the application or middleware into the IP network,” said Tarek Ghoul, Regional Channel Manager at Cisco Systems Gulf and Pakistan. “The market has bought into the idea of the network becoming the platform, with new capabilities and applications migrating from the application or middleware layer to the IP network. That means more opportunity for partners, increasingly the opportunity is as much on the services side as it is the equipment side.”

The program will also incorporate the Cisco Lifecycle Services approach to help partners successfully deploy, operate and optimize Cisco solutions, which can influence profitability and strengthen customer relationships. To help ensure a smooth migration, Cisco partners will have until March 2008 to complete the transition to the enhanced program requirements.

Cisco will continue to reward partners for investing in certifications and specializations, accelerating the growth of advanced technologies (the Value Incentive Program), developing new sales opportunities (the Opportunity Incentive Program), selling Cisco networking equipment as a part of a solution to business problems (the Solution Incentive Program), and migrating an installed base through a trade-in rebate (the Trade-In Accelerator Program).

In his keynote address at the Cisco Partner Summit 2006, Mark De Simone, Cisco Systems' Vice President for Middle East & Africa unveiled plans to roll out the information technology industry’s first offer-based channel program strategy. Over the next year, Cisco will launch three new channel partner programs that will assist and reward channel partners who deliver global resale, outsourcing and managed network service offerings to customers. These new programs will complement the existing Cisco Channel Partner Program, which primarily supports local resale offerings, and will map to the distinct offerings that Cisco partners are delivering to the market.

“Cisco is one of the few companies that invest in partner development much like product R&D. Time and again the ‘channel labs’ deliver for Cisco,” said De Simone. “The offer-based program is another progressive channels development from Cisco. It distinguishes Cisco as a program innovator that treats partners as individual companies while providing them additional reasons to view Cisco as something more than a network equipment company.”

" Cisco's evolving partner program gives partners the opportunity to profit from their investment both in terms of breadth of technology offering and depth of expertise, while recognizing the changing and growing demands of customers," said Dani Diab, General Manager - Abu Dhabi , Emirates Computers at the Partner Summit. "But this is also a wake-up call to partners, who fail to evolve their own business models as they will find themselves falling further behind those who can differentiate around advanced technologies and integrated solutions." Emirates Computers, is the winner of the Silver Partner Award at the Partner Summit
Cisco Systems, Inc., (NASDAQ: CSCO), is the worldwide leader in networking for the Internet. Information about Cisco can be found at For ongoing news, please go to

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