Feeds

Cisco hunts for small.biz

Dealers wanted

  • alert
  • submit to reddit

Cisco is fighting the perception that it only sells kit for large enterprises and telcos with a new set of products aimed at smaller businesses and a channel programme to make it easier for resellers to sell to smaller companies.

The Small and Medium-sized Business(SMB) is defined as between 20 and 249 employees. The programme, called SMB Select will reward resellers who focus on this market. SMB Class is a set of marketing materials aimed at smaller businesses.

Edzard Overbeek, vice president commercial, channels and consumer at Cisco EMEA, said: "Cisco will introduce new SMB-focused products over the next 12 months. We will combine these with a standardised and simplified user interface on all SMB-related products, giving our customers a consistent and integrated experience."

The networking giant has spent a year researching the European market and is using what it has learnt to rejig its channel programme. SMB Select Partner it will recognise resellers who focus on the SMB market.

Keith Humphreys, managing consultant at EuroLAN Research, estimates the EMEA "networking commercial market" is worth $3.7bn. He explained that SMB Select program is looking for "proximity resellers - dealers who are geographically constrained by factors such as the Yellow Pages region, or the area in which they can effectively service using their limited vehicle fleet." Dealers, working with Cisco sales teams will have specific areas to prospect for sales.

Cisco is also creating a new regional sales role - the Territory Market Manager - who will be "responsible for creating customer intimacy at a regional level by managing non-named account opportunities within a defined local territory" - if that doesn't get small business on side nothing will...

There is more on the Cisco website here. ®

Related stories

Cisco wins jumbo VoIP contract
Cisco gobbles up Parc Technologies
Cisco manual goes online for free
Happy Birthday to Cisco

Whitepapers

Forging a new future with identity relationship management
Learn about ForgeRock's next generation IRM platform and how it is designed to empower CEOS's and enterprises to engage with consumers.
Win a year’s supply of chocolate
There is no techie angle to this competition so we're not going to pretend there is, but everyone loves chocolate so who cares.
Why cloud backup?
Combining the latest advancements in disk-based backup with secure, integrated, cloud technologies offer organizations fast and assured recovery of their critical enterprise data.
High Performance for All
While HPC is not new, it has traditionally been seen as a specialist area – is it now geared up to meet more mainstream requirements?
Saudi Petroleum chooses Tegile storage solution
A storage solution that addresses company growth and performance for business-critical applications of caseware archive and search along with other key operational systems.