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Cisco soups up midmarket collaboration channel

Alex Scroxton

Cisco has unveiled a number of channel initiatives to support the launch of its new midmarket collaboration solution, Cisco Business Edition 6000.

The C-Series server-based solution delivers enterprise-class voice, messaging, IM, presence and telepresence to midmarket customers, which Cisco traditionally defines as those with between 100 and 1,000 seats.

However it has now added new 25 seat capabilities, which Cisco senior manager of worldwide channel collaboration sales, Marc Inderhees, said would expand the addressable market for the channel.

Speaking to MicroScope, Inderhees said that even very small businesses were looking for collaboration solutions to address their challenges, but “have a limited ability to take on those tools themselves”.

On the channel side, Cisco also plans to simplify the ordering process and offer new pre-configured options, and has introduced a new Express Collaboration Specialisation with less stringent reseller requirements, including a 50% cut in training costs to around $150 (£95) a head.

According to Inderhees, the total investment a partner needs to make to obtain the Express specialisation could be as low as $1,000, depending on where the reseller already sits within Cisco’s partner programme.

Back-end rebates of up to 15%, demand generation and a pricing and financing promotion will also be added to the mix, said Cisco.


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