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Why Distributors Create Value for Cisco and our Partners

The success of distribution at Cisco is no longer a secret, thanks to Scott Brown’s recent interview with CRN. Of course, it was no secret to me--our distributors have been an important part of our channel strategy from the beginning. But I’m extremely proud of Scott and his team for driving the more recent growth and deepening our relationship with our distributors.

Those who know me, know I’m all about relationships. And I believe that the success and growth comes, not just from Cisco’s relationship with our distributors, but also from the relationship our distributors have developed with our channel partners. Together, we deliver greater value for our partners.

As customers begin to demand new consumption models, I believe distribution will play a significant role in helping partners evolve their business models more quickly to profitably deliver cloud and managed services solutions. Our commitment to a partner-centric sales and services go-to-market model doesn’t just apply to our traditional channel partners. As more solutions move to the cloud, we plan to work with our major distributors and leverage their capacity and their relationships in order to scale.

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