CAE strikes Gold with Cisco partner scheme
Reseller appointed as networking giant's first UK Gold partner since last October
CAE Technology Services has become the first VAR to be awarded Cisco Gold Partner status in nearly a year (CRN, 26 June).
CAE has been appointed as the 31st Cisco Gold Partner in the UK and becomes the most recent addition since Cisilion last October.
Justin Harling, director at CAE, said: “Reaching Cisco Gold status confirms we have the skills to promote the best levels of service to the mid-market. It is all about recognition. Cisco Gold partnership is something tangible to customers; they know what it means. There will be an effect on margins, but it’s about us being able to go out to market more.”
Harling added that CAE was appointed as a Cisco Silver Partner in March 2001, but after its 2004 management buy-out it was able to apply more focus on the mid-market and target Cisco Gold status.
“The jump to Gold was because of the number of engineers we now have and the increase in our Cisco revenue. This has all been done organically.”
Harling said CAE’s communications with Cisco have become easier after the reseller achieved Gold Status.
He added: “In the enterprise market we have found there is massive pressure on margins, but we have focused on the mid-market, where margins are considerably better.”
Stuart Muirhead, business development director at Cisco Gold Partner Phoenix IT, said VARs have to show high degrees of commitment to achieve Gold Partner status.
“There are now fewer Cisco Gold Partners because of mergers and acquisitions,” he said. “For a medium-sized firm such as CAE it is important to have such accreditations.”
Muirhead added that some Cisco partners are aiming to become Gold Partners, then specialise in other areas such as storage or voice.