Cisco Expands Programs for Cloud Services Resellers and Midmarket Partners
Cisco Expands Programs for Cloud Services Resellers and Midmarket Partners by UCStrategies Staff
Cisco Systems, Inc. announces that it is expanding its Cloud Services Reseller Program by boosting sales incentives. The networking giant also says that in fiscal 2014, it will double its investment in resources for its midmarket channel partners.
Cloud Services Reseller Program
At the Cisco Partner Summit in Boston, Cisco has unveiled its plans to increase the sales incentives for both the company’s direct sales team and channel partners. The changes will be rolled out in August 2013.
Among the changes made to the cloud services reseller program is the compensation of direct sales teams for the sales of Cisco-powered cloud services by partners. With this incentive scheme, the deterrent for direct sales teams to guide partners toward suggesting premises-based solutions is removed.
Channel Partners’ Khali Henderson detailed another new aspect of Cisco’s Cloud Services Reseller program. He wrote, “Not only will cloud sales retire quotas for direct sales, but Cisco will pay more – 30 percent more – and double on Hosted Collaboration Services (HCS).”
In a corporate blog post, Bob Gault, vice president for Partners Sales at Cisco, described the company’s new cloud strategy as “to enable, versus compete with, our partners and customers – a major difference when you consider how other vendors restrict sales of cloud-enabled services to their direct sales teams. As a cloud enabler, Cisco helps customers build, deploy, and consume cloud services and at the same time, we stimulate demand for partners’ Cisco Powered cloud and managed services.”
In addition, the company will make its Cloud Services Resellers program a part of its Value Incentive Program, which offers rewards to partners that center their practices on Cisco’s borderless networks, collaboration, data center, as well as cloud and managed services. Cloud resellers will also be able to participate in the Cisco Rewards Program, a points-based incentive program.
When paired with qualified Cisco cloud providers, cloud services resellers will be allowed to brand their marketing as “Cisco-powered.” Also, cloud services partners can use the online portal Cloud Resource Center, which contains tools and a marketplace of around 350 Cisco-powered cloud providers.
Midmarket Channel Program
Beginning August 2013, Cisco will spend $15 million on incentives and programs aimed at the midmarket. Most of the money will be spent on Partner Plus, a program that helps Cisco partners expand their midmarket practices. Cisco first introduced the program in 2012, and at present, over 2,000 partners are enrolled in Partner Plus worldwide.
Aside from the investment, Cisco will improve its marketing efforts with the goal of generating $1-billion sales leads for its partners. To heighten brand awareness in the midmarket, a new web presence will be launched. The Cisco Sales Collaboration Platform is also now made available.
Cisco estimates that by 2016, the midmarket or businesses with employees numbering between 100 and 1,000 will grow into a $55-billion technology and services opportunity. (KOM) Link. Link. Link.