Cisco partner summit focuses on beating downturn

Cisco has used its global partner conference in Boston to extend its reseller financing scheme and unveil a ‘Master’ accreditation for managed services.

The networking giant also revealed that it has beefed up its Value Incentive Programme (VIP) to recognise partner investment in architectural capabilities around collaboration, virtualisation and borderless network.

Unsurprisingly, all the major announcements focused on helping partners to navigate the economic downturn.

First, Cisco said it is extending channel financing terms to 90 days for partners currently participating in the scheme. Cisco has provided credit support to drive an extra $2bn (£1.21bn) in sales since October 2008 and it intends to expand the programme to include more partners, particularly in Europe and Asia-Pacific.

Next up, Cisco announced it is simplifying and expanding its Managed Services Channel Programme (MSCP) to help partners tap into a market that is expanding at 19 per cent annually.

Cisco has lowered the barrier of entry into MSCP to allow more partners to participate and is encouraging partners to collaborate using white labelling. The programme has also been simplified with partners now earning a single discount across all Cisco products they manage based on the level they attain.

In addition, Cisco is introducing a new top level to MSCP where partners will be branded as ‘Masters’. Cisco currently has Master accreditations around security and unified communications.

Finally, Cisco has revamped VIP, the partner profitability programme it launched in 2003.

VIP has until now rewarded partners for building up their advanced technology practices in unified communications, security, wireless and datacentre. However, partners will now be rewarded for selling a host of other technologies if they fit into one of three ‘architectural plays’ – namely collaboration, virtualisation and borderless network. This includes Cisco’s staple router and switching gear, as well as emerging technologies such as telepresence.

Edison Peres, Cisco’s senior vice president, Go-to-Market Group, Worldwide Channels, said: “To prepare channel partners to 'accelerate' during the economic upturn, we have made important announcements to invest in our channel partners' long-term viability and growth. Evolving our VIP and unveiling our next generation MSCP will help channel partners capture market transitions and increase profitability.”