Cisco woos channel VIPs
Partners offered chance to sell firm?s integrated services routers under incentive scheme
Cisco is enticing resellers with incentives to sell its new range of secure integrated services routers.
The networking giant has launched 11 routers aimed at companies that want to converge services onto IP networks. It will provide incentives through its Value Incentive Programme (VIP). This is the first time resellers have been able to sell core routing products under VIP.
"This product will give the channel a great opportunity to move new technology to customers," said John Donovan, UK and Ireland channel director at Cisco. "This is the first access router platform on the market to offer secure integration of voice, video and data."
The move was welcomed by Larry Velez, programme manager at Meta Group. But he added that the networking giant will face stiff competition.
"In the last few months three major players have entered the market," he said. "Juniper has an advantage in that carriers across the world use its routers. 3Com has said it will be the price competitor. This is going to be all about channels to market."
The new routers will ship with VPN hardware encryption and acceleration, release version 2.0 of Security Device Manager, Cisco's management software, and its software-based VPN firewall. Cisco Call Manager Express for up to 240 users also provides call processing for IP phones.
"Security and voice are good services-led opportunities for the channel," said Kevin Vine, director of networking services at Ingram Micro UK. "There's also an installed base for the technology."
Pricing starts at $1,395 for the 1800 Series, $1,995 for the 2800 and $9,500 for the 3800. The 1800 and 2800 Series are available to partners now, while the top-of-the-range 3800 Series is scheduled for an October release.