Cisco Discusses New Global Specialization for Channel Partners

February 12, 2004

News@Cisco recently had the opportunity to sit down with Surinder Brar, senior director of Worldwide Channels Strategy and Programs discusses the launch of a new channels specialization which recognizes channel partners that are capable of addressing global customer delivery needs.

What is Cisco Systems® announcing?

Surinder Brar: Cisco is announcing a new specialization that recognizes channel partners who are capable of handling global deployments. Many of our global accounts worked with us to develop the requirements for this specialization since they need to work with partners who can provide consistent commercial and logistical services to them on a worldwide basis.

What are the requirements necessary to qualify for the Global Commerce Specialization?

Surinder Brar: In order to be considered for the Global Commerce Specialization, the Cisco channel partner must have a valid Global Systems Integrator contract, Cisco Gold or Silver Certification in at least one country in each of the five Cisco sales theatres, and have a legal presence in at least 20 countries. Additionally, we audit the partner's capability to offer global and centralized services in areas of global order management, invoicing, delivery logistics, and uniform customer agreements. Partners receive a specialization badge after this audit.

Why is Cisco announcing this new specialization?

Surinder Brar: Meeting the needs of our global customers is the primary goal of this specialization. We developed this specialization in response to input from our Global Customer Advisory Board. The specialization is also consistent with our value engagement model since these partners provide unique value to meet the needs of our global accounts.

What are the benefits of the specialization for channel partners?

Surinder Brar: First, partners who achieve this specialization earn 20 points toward Cisco Channel Partner certification in each country where they maintain Cisco Premier, Silver, or Gold Certified Partner status. Secondly, it provides recognition to these partners so that they can enhance their credibility with global customers and differentiate themselves based on their unique expertise.

How does this differ from other specializations?

Surinder Brar: The Global Commerce Specialization is unique in that it is based on a partner's business capabilities, while our other specializations focus on technical expertise related to Cisco products. In addition, partners need to pass specific exams before receiving the technology specializations, but in this case, we audit the partner's business processes before awarding them the Global Commerce badge. You can find more details about all the Cisco specializations at: http://www.cisco.com/en/US/partners/pr11/pr66/partners_pgm_category_page.html

Have any Cisco partners achieved this specialization?

Surinder Brar: Yes, four partners have been awarded the Global Commerce Specialization to date: Dimension Data, Equant, IBM, and NCR.