The Channel logo

News

By | Paul Kunert 29th May 2013 14:55

Cisco pilot seeks to determine UK impact of US-made channel schemes

Born in the USA, grumbled about globally

Cisco is running a pilot with Gold-accredited channel partner Logicalis to ascertain the impact that sales programmes designed in the US have had on the operation in Britain.

Vendors invariably construct schemes for channel players in their homeland and then distribute them globally without making any adjustments for local differences.

With this in mind, Cisco insiders tell us that work is underway to try to better understand channel's "key drivers" including EBIT (operating profit), utilisation of staff such as engineers that are affected by frameworks.

"Cisco is trying to get a handle on the pressures [channel partners] face," said our source.

Likewise, Cisco wants channel partners to understand the areas driving its business and where it wants resellers and integrators to place their bets.

"Past programmes, mostly devised in the US, didn't meet the requirements that [channel partners] had locally or commercially," said a source at a channel business.

Cisco, like many of its peers in enterprise tech, is gradually shifting from hardware-maker to a services-led outfit.

Channel firms are also leaning harder on services to make a living, particularly managed services, and appear to be on a collision course with Cisco which needs to be sorted out, said one partner.

The pilot started in Q1 and runs until the end of July.

Both Cisco and Logicalis refused to comment. ®

alert Send corrections

Opinion

Privacy image

Frank Jennings

Two working parties, ministers galore... but data transfer law remains in limbo
EMC_Unity_bezel

Chris Evans

It does simplify the hardware setup, whatever it is
A microscopic view of the biometric shark skin. Pic: James Weaver

Chris Mellor

Do something and stop faffing about in the bush league

Kat Hall

International system in general needs greater transparency

Features

Nerd fail photo via Shutterstock
Shouting match
Single market vs. rest of the world
hacker
Mostly it's financial crime. Here's what all the cool kids' terms mean in English
Apple logo. Pic: Blake Patterson
Plenty of bumps in the 40-year road for Mac makers