The Hindu Business Line : Cisco drafts new plans for small, medium business

Apart from the introduction of the Cisco Smart Business Communication System, the strategy includes a select certification for its partners (entities that sell and deploy Cisco products and solutions), the first certification from Cisco in 10 years.

Cisco is also introducing a new market segment specialisation for its partners, called the `SMB Specialisation'.

The Cisco Smart Business Communications System is a system of voice, data, video, and wireless networking products that extends Cisco Unified Communications to small organisations.

Unified Communications comprises voice, data and video offerings and can include mobility as well, going ahead.

On the partnership front, Cisco's channel partners consist of more than 35,000 independent value-added resellers, systems integrators and other companies who design, install and manage communications networks.

Currently Cisco has 3,000 certified partners with Premium, Silver and Gold certifications.

The new select certification, with a specialisation in SMB, will be pitched below Premium and offers a new entry point for certification for Cisco Partners.

Raising the bar

"Cisco's success is built on listening to customers and partners to capitalise on market transitions," said Mr John Chambers, Chairman & CEO, Cisco. "As we continue to raise the bar in terms of our investments in and offerings to SMBs, we believe we are uniquely positioned to deliver the total communications experience they require."

Over the next three to five years, Cisco plans to increase the number of its partners with verified capabilities to 10,000 to tap the $10 billion SMB opportunity, said Mr Peter Alexander, Vice-President of Worldwide Commercial Marketing.

This is important to Cisco, which certifies partners not on the basis of the volumes of business they do, but rather on the basis of their capability, he said.

In 2004, Cisco launched a programme in Germany, its first real SME focussed channel venture. A survey of 2,500 partners worldwide showed that they intended to invest in a higher level of capability (certification).

The select programme requires a two day e-learning course. Cisco is also introducing a partner development funding programme for the purpose. Yet another programme called EasyLease will help partners to fund their customers, and this will be extended to all the company's geographies by the end of financial year 2007. However, no details were supplied on how much Cisco would exactly set aside for this kind of financing.

Partner locator

Cisco will introduce a Google-based partner locator to help locate partners willing to apply for the new select certification. Customers and partners can connect with other customers and partners using simple keywords and maps.

Cisco's entry-level product (Unified Communicator 500series) for the SMB segment can service the 8-10 user segment and offer ethernet voice capability, broadcasting communications, intercom, messaging platforms and video capability without downsizing of capability.

As business grows, customers can add mobility too to their capabilities. This would be suitable for small businesses who do not have much IT staff. It will streamline their operations and free them up to other things.

To manage the large number of partners, as well as its partner development fund, that Cisco plans to have soon, it would build scaleable systems and automate an `online wallet'. The company will also have channel account managers to manage its relationship with these partners.

More Stories on : Hardware | Outlook | SSI

Article E-Mail :: Comment :: Syndication :: Printer Friendly Page

Stories in this Section
Forex reserves pushing $200-billion mark

CPI(M) wants ceiling on SEZs to be reviewed

IOC pins hopes on strong rupee

India-Iran gas pipeline pact by June: Deora

Ranbaxy acquiring 14.9% stake in Jupiter Bio

`Clearance for clinical trials quicker in India'

Maharashtra sugar mills slash export price

Legal row not to impact IPO, says Fortis

Cisco drafts new plans for small, medium business

Easier norms for stand-alone health insurance companies

Now, foreign cos looking at India for complex jobs

India Inc moves on affirmative action

Rlys mulls financing options for high-speed passenger corridor

Exporters say no to new valuation rules