Cisco is plans to enable its channel partners to sell WebEx conferencing services through an agent program, reports CMP Channel. Up until now, WebEx has been sold by a direct salesforce.
Partners would be compensated for selling Web conferencing, audio conferencing and video conferencing services that could be sold in one-year or multi-year increments, according to the story.
CMP Channel quotes Keith Goodwin, Cisco senior vice president of worldwide channels as saying:
“The intent of the agency model is to capture one year’s worth of revenue and to compensate the partner on a fee basis based on one year of the service. The size of the service and the number of services [customers] actually sign up for determines the size of the revenue stream, which determines the size of the fee,” Goodwin said. “You’re fundamentally paying an agency fee to that partner for making that initial sale, and you’re giving him credit for that first year of the revenue stream.”
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