思科倾斜支持行业增值经销商
作者： CN
责任编辑： 阚智
来源： 《电脑商情报》
时间： 2006-10-19 22:43
European resellers with focused vertical business practices look set to gain higher rewards from Cisco in the near future following the launch of the networking giant`s Vertical Select Programme. The scheme, which is designed to accelerate Cisco partners` vertical revenues, was launched in the US and Canada this week and should hit European shores within the next few months, according to company sources.
To join, resellers must meet specific requirements such as having a dedicated vertical practice with customer references. They must also be nominated by their channel account manager. In return partners will gain access to marketing and demand-generation programmes, industry consultants, and sales training, resources and tools.
"Today`s customer wants to work with a channel partner who understands their market and business needs, making it critical that we develop a channel partner community with vertical expertise," explains Chuck Robbins, one of Cisco`s US channel bosses. "The new Cisco Vertical Select Programme is one way we can identify, reward and help enable channel partners who have a focused vertical business practice."
A European spokesperson said he couldn`t guarantee when the programme would be rolled to Europe, adding: "We`re assessing it at the moment but it fits in very well with the European marketplace. Cisco`s European organisation is very heavily focused on verticals anyway but this programme would formalise things." The spokesperson also hinted that the programme would probably be targeted at slightly smaller partners.
In the US, Vertical Select will initially be aimed at the financial services, education, healthcare and government markets, and partners who took part in the trial have been quick to sing its praises. Speaking of a contract win with Delta National Bank, one US reseller said: "The Cisco Vertical Select Programme played a big role in allowing us to both have the opportunity to speak with DNB about their banking needs and providing us with the tools and resources we needed to deliver the most appropriate solution."
www.cisco.com
To join, resellers must meet specific requirements such as having a dedicated vertical practice with customer references. They must also be nominated by their channel account manager. In return partners will gain access to marketing and demand-generation programmes, industry consultants, and sales training, resources and tools.
"Today`s customer wants to work with a channel partner who understands their market and business needs, making it critical that we develop a channel partner community with vertical expertise," explains Chuck Robbins, one of Cisco`s US channel bosses. "The new Cisco Vertical Select Programme is one way we can identify, reward and help enable channel partners who have a focused vertical business practice."
A European spokesperson said he couldn`t guarantee when the programme would be rolled to Europe, adding: "We`re assessing it at the moment but it fits in very well with the European marketplace. Cisco`s European organisation is very heavily focused on verticals anyway but this programme would formalise things." The spokesperson also hinted that the programme would probably be targeted at slightly smaller partners.
In the US, Vertical Select will initially be aimed at the financial services, education, healthcare and government markets, and partners who took part in the trial have been quick to sing its praises. Speaking of a contract win with Delta National Bank, one US reseller said: "The Cisco Vertical Select Programme played a big role in allowing us to both have the opportunity to speak with DNB about their banking needs and providing us with the tools and resources we needed to deliver the most appropriate solution."
www.cisco.com
