Cisco Capital tweaks financing thresholds


Cisco Capital tweaks financing thresholds

Simon Quicke

Cisco Capital has tweaked the balance of reseller deals it will finance that include third party products to allow its partners to sell a wider solution.

Previously the vendor had operated with a 70/30 split with a the bulk of a sale being Cisco kit in order for it to get financed but it has moved to a 60/40 model to make it easier for resellers selling a mixed solution.

Stuart Hall, business development manager, European markets at Cisco Capital, said that even the revised level was not a "definitive cut off" and it would look at deals below that threshold.

"But for a simple rule of thumb for deals to go through without hitting the sides it's a good guide," he said.

He added that there were special conditions for UCS deals that were being financed and if resellers were selling kit from EMC and Hitachi, which are Cisco partners in this area, then there would be a great deal more flexibility.

"Sometimes we haven't been able to add things because of the split but providing that little bit more flexibility will help," said one distributor.

He added that it would continue to train resellers around finance and the zero financing offer had proven to open doors for the channel with 82% of partners rating it as the top sales support offered by the vendor.

"it is no longer a case of thinking about financing. Because of the economic crisis everyone gets why use financing and the question is now how do they use it," he said.

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