Cisco to help VARs go Global

Vendor unveils cross-border partner collaboration scheme at conference

Cisco used its partner summit to unveil its Global Partner Network concept

Cisco is aiming to help partners win more business with multinational customers with the launch of a worldwide channel collaboration scheme.

The Global Partner Network was unveiled at the networking giant's partner summit, held in San Francisco this week. The scheme has been designed to help partners take advantage of their end user customers' plans to expand into new markets.

Keith Goodwin, senior vice president of Cisco's worldwide partner organisation, said: "Customers are investing to drive growth outside of their home country. (In many cases) they have a relationship built up and want to continue to work with the partner they know."

The Global Partner Network will allow VARs to act as a ‘host’ partner for projects in geographical areas where it may have little or no presence. Host partners will have overall responsibility for the customer relationship and the entire project.

Hosts will now have the opportunity to team up with ‘agent’ partners in one of three ways. First, the host can work through one of Cisco’s global distribution partners with presence in the area in question. Second, it can work through one of its own foreign subsidiaries, should it have one. Finally, it can work through alongside another VAR with appropriate expertise and certifications.

Cisco’s senior director of worldwide channel strategy Surinder Brar said: “We want to make it easier for customers to work with their preferred global partner.”

Mark Hilz, chief operating officer of US partner INX, welcomed the scheme.

"We have had issues where we cannot implement the solution properly, and the customer does not have the IT capability, locally," he said. "(Our customers) depend on INX."

Tom Kelly, UK managing director of Gold partner Logicalis, said: “Cisco is not just putting in a programme where partners can engage (with each other), they are recognising it internally. This programme is innovative, which is what I am looking for Cisco to be.”