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27 Mar 2006
Cisco has moved to reassure its channel, after changes to its partner programme were cautiously received last week.
Two weeks ago CRN exclusively revealed that Cisco was planning to change its partner programme to focus on ‘advanced technologies’ (CRN, 13 March). At the networking giant’s recent partner summit in San Diego, Cisco introduced new specialisations and training requirements to its programme (CRN, 20 March). Some VARs felt unsure about the effect these changes would have on them.
However, John Donovan, managing director of channels at Cisco UK and Ireland, said: “All of our partners will benefit from the changes. It will offer a choice to fit in with VARs’ business models.
We have always charged for training, and we reward partners that invest. We are not trying to give an advantage, or a disadvantage, to any reseller. We are committed to our partners being profitable.”
Donovan added that the alterations to the partner programme were made to address the changing market landscape.
John Pepper, managing director of VAR Minx Technology, said: “The programme changes have made the Cisco Partner status more exclusive. I see it as excellent news. The new specialisations are much more aligned with customer needs. This is an exciting time for all Cisco partners.”
Julian Smith, managing director of reseller Polestar, said: “I have not had a word from my internal [Cisco] account manager, and I would like to find out what it [Cisco] is really trying to do.
“Cisco is pushing the lower-end kit to us, but we are more interested in going for accreditations, such as the Silver status.”
trevor_treharne@vnu.co.uk
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