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Thursday, March 16, 2006

Cisco Wants a Decision

At the Cisco Partner Summit this week, Cisco plans to announce its new format for its resellers. The company wants their channel partners to make a choice between two business models: "carrying a broad range of technology expertise or taking a deeper dive into given technology specializations."

They also expect to present plans for four "offer-based" programs that will be available. Two of the programs, the Local Resale program and the Global Resale program, will launch immediately while the other two will launch sometime next year.

John Chambers, president and CEO of Cisco, had this to say about the new programs and the choices channel partners are expected to make: "In selecting a future path between a broad focus or a deep technology specialization, solution providers will have to do some soul-searching. This is where I think each partner has to say what they want to do and be realistic on what is their sustainable differentiation and what is not, and how much resources they’re willing to put in play to achieve that goal. But I think the takeaway here is that the real risk is in not moving."

Learn more about Cisco's plans in the article, Cisco Systems To Channel Partners: Make Your Choice (link above).

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