Cisco streamlines how multinationals work with Cisco resellers, but what do resellers think?

Cisco has streamlined how multinational customers deal with its resellers. The irony is that the new

method has made it easier for customers to do business but appears to be somewhat complicated for resellers.

Before, many multinational customers had to deal with separate resellers in each of the geographies the customer had business in. Now, there is a ‘host’ partner that selects another Cisco partner as an agent in each of the customer’s business operations, explains Cisco. The agent can act on the host partner’s behalf for the resale of Cisco technologies to new multinational customers, according to Cisco.

This from the Cisco press release:

This model provides local partners with “global rights” to select another partner in a different geography to deliver Cisco technology solutions on its behalf. After the host and agent partner engage in and complete a business transaction, the local partner buys the Cisco solution and invoices the customer locally.

Sounds great for the customer. Let’s see how the partners cope with this new way of collaboration.

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