Cisco VP Discusses New Small and Mid-size Business Partner Program

July 19, 2004

According to White House statistics*, small businesses create the majority of new jobs in the U.S. and account for more than half of the output of the nation's economy. Small and mid-sized businesses (SMBs) are also a vital market for Cisco Systems and are served primarily through Cisco channel partners. In an ongoing effort to boost support for channel partners and grow its leadership position in this burgeoning market, Cisco has rolled out an exciting new program that recognizes and rewards Cisco channel partners with focused SMB practices. News@Cisco recently spoke with Edison Peres, vice president Advanced and Core Technologies, WW Channels for Cisco Systems, to discuss the launch of the SMB Select Partner program and outline what it means for Cisco channel partners and their customers.

What is Cisco announcing?

Edison Peres: Cisco is establishing a new channel partner program to further increase both Cisco's and our channel partner's market share in the SMB space. This new SMB Select Partner program will allow Cisco to more easily identify, reward and enable channel partners who have focused their business practices in selling to small and mid-sized businesses. The program offers SMB Select Partners with tailored solutions, programs, training and tools to help drive their success and more effectively address the needs of the SMB market.

Why is Cisco stepping up its efforts to cater to the SMB market?

Edison Peres: SMB customers want the business benefits that network technology can give them, but often lack the expertise and resources to successfully implement networking solutions. To these customers, solution providers and value-added resellers are often relied upon as trusted business advisors. They understand their customers' needs and challenges and can successfully position, sell and implement Cisco networking solutions. Cisco wants to develop and promote partners who understand the SMB market and maximize this growing opportunity.

What is the SMB Select Partner designation?

Edison Peres: This new SMB Select Partner designation recognizes and rewards Cisco channel partners who have a focused business practice selling into the SMB market. The designation allows customers the ability to identify SMB-focused partners.

What resources will Cisco provide to SMB Select Partners?

Edison Peres: Cisco has designed a comprehensive program that provides a tailored set of resources and financial incentives. Specifically, Cisco will provide sales and technical resources, training, demand generation, recognition and rewards. SMB Select Partners will also have access to a Cisco Channel Account Manager to assist them in areas such as pre-sales queries, programs, promotions and tool support. As a member of the SMB Select Program, partners will appear on the Cisco Partner Locator and be recognized as key business practice partners in the SMB market.

Is this program being rolled out globally?

Edison Peres: Yes, but requirements for participation and the definition of SMB will vary based on the channel partner's geographic location.

What are the requirements to apply for an SMB Select Partner designation?

Edison Peres: To qualify for the SMB Select Partner designation, prospective partners must meet specific program criteria in the areas of training, sales volume and sales mix. The global minimum requires SMB Select Partners to be a Registered or Certified Cisco Partner and have at least one employee who has passed the Cisco Sales Associate or Cisco Sales Expert exam. In addition, to qualify in the United States, each channel partner must demonstrate $100,000 annually in Cisco revenue in hardware, software or services sales. Fifty percent of total Cisco sales must be in the SMB market, and the partner must provide 100 percent of its end-user point-of-sale data to Cisco.

How will this program benefit Cisco SMB customers?

Edison Peres: SMB customers are seeking trusted advisors. The SMB Select Partner designation enables customers to quickly find Cisco partners with the specific SMB focus they are looking for to meet their specific requirements.

* http://www.whitehouse.gov/news/releases/2004/01/20040109-5.html