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Cisco considers new incentives

Cisco considers new incentives

CISCO New Zealand is still evaluating whether it will take on a new partner reward programme the vendor will trial in Australia later this year.

The Solution Incentive Programme (SIP) rewards Cisco’s vertically aligned partners by encouraging the bundling of applications and services with the vendor’s technology to create offerings targeted at specific industries and business functions.

Partners who qualify can earn additional rebates for closing registered solution-based deals.

Cisco New Zealand channel manager Jennifer Rutherford says the SIP aims to steer partners from product procurement to buil-ding solutions.

The programme is one of three Cisco has to offer.

The first, the Value Incentive Programme, was implemented about 18 months ago and aims to award partners for selling Cisco’s advanced technology offerings, such as IP telephony and security, as opposed to its core router and switch technology.

The third is the Opportunity Incentive Programme, which rewards partners for bringing new opportunities to the market, even if they are not the ones who secure the deal.

“We are working out how these programmes will work in New Zealand,” says Rutherford.

If Cisco decides to take on the programmes in New Zealand, they will be rolled out after the start of the new company’s financial year on August 1.

Rutherford says there are a few local partners who have application solutions in the IP telephony and security sectors, but she is not aware of any specific vertical market applications.

Cisco Australia will begin piloting the SIP in August, but has not yet determined incentives for partners. It has said it would most likely provide a back-end rebate rather than the discounted pricing currently available to premium partners.

Meanwhile Cisco retrenched up to 40 staff in Australia last week as it closed its broadband development group in Sydney.

The staff had been working in the broadband, edge and mid-range router (BEMR) unit, which has been disbanded.

Sidebar

ATL selected Cisco’s premier ANZ partner

ATL Systems has been named Cisco’s Premier Partner of the Year for Australia and New Zealand last week.

According to Cisco NZ channel manager Jennifer Rutherford, ATL was selected based on growth last year and the percentage of business it has done in Cisco Advanced Solutions, especially in IP telephony. “It is great to have a Kiwi company in there,” she says.

ATL managing director Mike Milne is delighted with the result, but slightly disappointed he could not make the trip to Cisco’s global partner summit in Vancouver last Monday to pick up the award.

Cisco New Zealand was due to hand the trophy to ATL yesterday.


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