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Cisco tells resellers to target pent-up user demand

Simon Quicke

Resellers at Cisco's Partner Velocity event in Paris have been told that the recovery is coming and been encouraged to target customers that had been deferring spending to try and get them to loosen the purse strings.

Just a matter of days after the vendor released first quarter results that indicated that the market is improving Edison Peres, senior vice president, worldwide channels go-to-market group at Cisco, said that the general economic trend was positive.

"The third quarter was the bottom, the fourth quarter the tipping point and the first quarter we have seen sequential growth," he said.

But he added the caveat that the recovery would vary depending on the geography and sector and resellers still had to work hard to "uncover pent-up demand".

"We will not see recovery all equal we will see it [emerge] market to market and around the world but we are seeing positive signals in Europe," he added "We are looking forward to continued growth over last year and quarter by quarter."

Peres said partners were under pressure to prove ROI and unlock customer spending but another consequence of the recession that many partners needed to end was the lengthening of payment times.

"There is pent-up demand, some of the large projects have become smaller and the customers are requiring ROI," he said describing the current landscape.

"Some partners have seen their suppliers change payment times from 30 days to 60 and even 90 and bringing that back is part of the recovery," he added.

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