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By | Paul Kunert 21st July 2011 16:13

Cisco confirms new world channel structure

Impact of job cuts on partners revealed by channel chief

Cisco has confirmed the new worldwide channel structure as it works towards laying off thousands of staff, and the changes appear to favour its indirect business with resellers.

The networking goliath's global channel boss Keith Goodwin confirmed in a blog post this afternoon that it will consolidate the seven regional partner teams or theatres into three - EMEA, APJC including Asia Pacific, Japan and Greater China and Americas.

"Rather than seven global theatres with seven leaders, we have simplified and created three geographic regions, each with one new partner leader," said Goodwin, senior veep for worldwide channels.

Milo Schacher - who led the Middle East and Africa - will assume control for the partner organisation in EMEA as Europe boss Thierry Drilhon prepares to leave the role and possibly the business.

Stanimira Koleva will head up the newly created APJC and Jim Sherriff will lead the Americas business.

The Partner Led organisation - where Cisco's direct sales force works with resellers in selling to customers - is also set for a shake-up. The unit is to be headed by Andrew Sage, who most recently was in charge of small business sales.

"The Partner Led global sales model will increase Cisco's reliance on partners to address the needs of customers across all market segments where Cisco will not have a high-touch sales presence," said Goodwin.

Cisco will next month fire some 4,400 staff globally - 2,100 have already agreed to take early retirement - as part of plans to cut $1bn in costs and simplify the management structure to make decisions more quickly.

In the final change, Cisco has moved partner marketing under the remit of veep Amanda Jobbins, reporting to Blair Christie, chief marketing officer and promised to make "additional marketing investments" in resellers.

"We've heard from partners that marketing is integral to your success and we want to ensure you that you have the programmes, tools and education you need to market to customers ... this structure will allow us to simplify how you work with us," said Goodwin.

Edison Peres will remain veep for worldwide channels and Wendy Bahr will remain as lead for the global and transformational partner organisation. Resellers accounts for some 80 per cent of Cisco global revenues.

"The bottom line is that Cisco's unwavering commitment to our partners remains unchanged. In fact, we are doubling down on our partners by creating a partner-led model, streamlining our leadership team and investing in partner marketing," said Goodwin.

Last week, The Register revealed that Cisco had appointed Richard Roberts to become the next channel boss for the UK and Ireland. ®

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