Cisco Breaks New Ground in Selecting Channel Partners for the SMB Market

Today at its worldwide Partner Summit, Cisco (Nasdaq:CSCO)announced the launch of enhancements to its SMB Select channel partnerprogram to further the momentum with small and medium businesses(SMBs) across Europe. Since launching SMB Select in July 2004, Ciscohas gained extensive feedback from the 1,500 channel partners thathave joined the market leading program, and is now implementing SMBSelect Version 2 including considerable developments with a view toproviding excellence in customer service and further building SMBchannel partner offerings.

SMB Select Version 2 is a unique program designed for channelpartners offering solutions to organisations between 20 - 249employees and includes: a comprehensive range of especially designedincentives, marketing support and services; new training tailored for,and in conjunction with the channel partners; a new incentive programto help channel partners invest in marketing activities to increasetheir customer base and revenue; and widened geographic spread ofchannel partners to provide better access and choice to smallbusinesses across Europe.

Following its launch in 2004 Cisco has experienced considerablemomentum for the program worldwide, and across Europe, the Middle Eastand Africa it has signed more than 1,500 channel partners primarily inmajor cities. With SMB Select Version 2, Cisco will focus on providingcustomers with access and choice of channel partners nationwidethrough using dedicated research and profiling to identify them. As aresult of this focused recruiting SMB customers will benefit fromincreased geographical and technology coverage across Europe.

As part of this programme, Cisco will also increase its number ofInside Channel Account Managers (ICAMs) across the region to furtherimprove the direct contact channel partners have with the company.ICAMs provide channel partners with pre-sales support and assistanceon tools and training. Through reducing the number of channel partnersthat each ICAM manages, Cisco looks to increase the quality ofinteraction, ensuring they continue to identify their needs anddevelop initiatives to address them. The enhanced program will alsoinclude incentives designed to help channel partners raise funds formarketing activity, focussed at developing their customer base andgenerating additional revenue.

"Cisco is very committed to the success of its partners and SMBcustomers. Based on close collaboration with our SMB Select channelpartners we have now made further enhancements to the program toassist them in selling total solutions into their current andprospective SMB customers, and attract new SMB Select partners forthose area's where we feel we need additional representation," saidAndreas Dohmen, Vice President, European Channels. "Our resellerchannel has been very eager to join the program and we continuallyreceive feedback that this SMB Select program helps them achieve theirbusiness goals."

In addition, Cisco has developed the Cisco Sales Associate (CSA)Community, designed to help channel partner representative's work moreclosely and effectively with SMBs. The CSA Community is tailored tohelp certified Cisco Sales Associates at the SMB Select channelpartner communicate their needs to Cisco and empower them to developtools and resources, including marketing collateral, business plansand training, specifically designed for the SMB market. This will beachieved through a series of hosted activities via Cisco includingquarterly training sessions and educational events, on-going accountmanagement, co-branding material and on-line sessions, providing CSAswith the latest information from Cisco.

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Cisco Systems (Nasdaq:CSCO) is the worldwide leader in networkingfor the Internet. Cisco news and information are available athttp://www.cisco.com. For ongoing news, please go tohttp://newsroom.cisco.com. Cisco equipment in Europe is supplied byCisco Systems International BV, a wholly owned subsidiary of CiscoSystems, Inc.

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