A few months back at Partner Summit, I shared with you, our Partners, the significant opportunities available to us associated with four market transitions, all enabled by the borderless network. To capture the multi-billion dollar opportunities in front of us, we must work together to broaden our focus on architectures, verticals/solutions, emerging countries and new consumption models, such as XaaS.
In January, the Cisco Worldwide Partner Organization (WWPO) embarked on a journey to develop a three-to-five year strategic plan — designing the future direction for all of Cisco’s partnerships. Three key areas of focus have emerged from this planning initiative:
- Innovate and invest in our industry-leading channel model
- Build new global transformational partnerships
- Drive SMB and Small Business growth with innovative partner-led models
Today, I would like to announce WWPO leadership changes which support these key strategies. The changes to my organization include:
The creation of an organization dedicated to our world-class network of resale Partners and Distributors. This new organization will be led by Edison Peres, SVP, Worldwide Channels. As our new “Channel Chief,” Edison will lead the next evolution of our industry-leading channel partnerships.
In this new role, Edison will lead all aspects of our worldwide Channel management–including Segment and Architecture Go-to-Market (GTM), Distribution, Channel Programs, Marketing, Business Management & Operations (BMO), and Learning Partners.
I can’t emphasize enough how important it is for us to continue to invest in and innovate with our current Partners, and there’s no more qualified leader than Edison to take our Channel relationships to the next level.
The second change recognizes our need to invest in creating new transformational partner relationships and business models which are absolutely critical to enable a broader focus on architectures, verticals/solutions, and emerging countries. I am happy to announce Wendy Bahr will lead a new organization as SVP, Global and Transformational Partnerships.
In this new role, Wendy will be focused on increasing global, cross-functional alignment and communications around our GTM strategy with this very strategic and diverse group of Partners. Reporting to Wendy will be the Strategic Partner Organization, the Technology Alliances team, and our global partner relationships.
Wendy brings a wealth of knowledge and experience to this new role, having successfully led the Partner organization for US and Canada, our largest theater. Prior to joining our organization, Wendy successfully led large, complex and strategic relationships while in the Cisco Service Provider sales organization.
Finally, in FY11, we will focus on accelerating growth in the SMB market (1-1,000) through a dedicated Worldwide Commercial Sales team within the Worldwide Partner Organization. We are happy to announce Dave O’Callaghan will lead this effort as Vice President, Worldwide Commercial Sales.
In this new role, Dave will build a focused, worldwide team and will lead a cross functional team responsible for channels and sales coverage, field engineering, demand generation, partner programs, and enablement, as well as collaborative relationship management. Ultimately, Dave will be responsible for accelerating the growth of Cisco’s global SMB/Commercial business.
This new role returns Dave to his sales roots, where he was Area Vice President for the U.S. Commercial West and Enterprise Northwest. In addition, as Vice President of Worldwide Distribution over the past four-plus years, Dave successfully grew our distribution business by working cross-functionally to launch several successful distribution programs such as Lean Forward, which created a new global supply chain behind our distributors.
The SMB market is a tremendous growth opportunity for Cisco. We are confident that together with our partners we can accelerate growth thanks to the creation of a focused Worldwide Commercial Sales team.
WW PARTNER ORGANIZATIONAL CHART
We are actively searching for Wendy’s replacement as the leader of the US and Canada Partner Organization and Dave’s replacement as leader of Worldwide Distribution.
I am truly excited about the potential this new leadership team offers both Cisco and our Partners as we accelerate growth in FY11 and beyond.