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20 Apr 2009
Cisco is opening up financing options and increasing rebates for VARs, and has unveiled a global distribution deal with Westcon to help drive resellers’ global business.
The Cisco Capital PartnerPlus Programme, launched today, allows resellers to offer Cisco Capital financing to end users. It covers projects worth between £50,000 and £500,000, with a stipulation that at least half the contract’s hardware component and half the overall contract including software and services must be Cisco.
VARs also receive rebates of two per cent of the deal’s net worth. Cisco UK and Ireland channel director Bernadette Wightman said: “Partners sometimes prefer to take more margin for themselves on the back end.”
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The programme runs until 30 September, but Wightman indicated it could well be extended. She also stressed this was the latest in a series of financial packages and claimed the backing of Cisco Capital could help resellers win more hardware deals.
Five-year fair market value (FMV) leasing is available, at the end of which customers can extend the lease, return the equipment or buy it at its FMV at that time. Cisco claims financing is attractive even for solvent end users because it safeguards cash, improves RoI and protects from technology obsolescence.
“This programme makes it easier to sell financing and offers partners a differentiator,” Wightman added.
Cisco has also signed a standardised global distribution contract with Westcon. Westcon chief executive Dean Douglas said: “There is growth in emerging markets, but it can be complex creating relationships with various distributors. VARs in the UK can now transact business more efficiently in those markets.”
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