Cisco resellers warn to deal protection plan


Cisco resellers warn to deal protection plan

Alex Scroxton
Cisco partners have reacted positively to the vendor's announcement of a new deal protection scheme, dubbed Channel Bookings Neutrality.
The scheme was unveiled at Cisco's annual partner conference in Boston at the start of June and will be formally launched during 2010. It is designed to protect Cisco partners who have fallen victim to deals being shifted off to other partners by the vendor's own account managers at quarter end.

Further details of the scheme are sketchy at present but expected to emerge in due course.
"That means a Cisco account manager will now get booking credit at the same time whether it comes from a partner buying through distribution or a direct partner," said Cisco worldwide channel boss Keith Goodwin.
Partners have frequently complained that second tier Silver partners and smaller SMB resellers were often disadvantaged by this practice, with one complaining that Cisco sales teams often got paid more quickly on deals taken direct to Gold partners rather than through distribution.
Justin Griffiths, vice president of marketing and partner management at Silver partner Insight Enterprises, said: "Cisco is a terrific partner and anything that promotes equity in terms of how the salespeople work with partners is an incredibly positive move."
He continued: "[It] will certainly dispel any thoughts of favouritism due to the status of a reseller, whether direct or indirect in their purchasing."
Brighter Connections managing director Darren Stringer thought the programme could be a welcome boon for Select partners such as himself.
"If Cisco gives some form of protection or preference to the people who unearth the original opportunity then in the long-term it's a good thing, so on paper it sounds encouraging," he said.
"The execution will be the critical factor in how well received this is," he added.

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