As we shared with you at Partner Summit, there’s a huge opportunity for growth and profit for our partners in the midmarket. Together with you, we have vast opportunities to develop our business in that segment–in fact, Cisco’s research indicates there are 1.4M midsize companies, with a total addressable market (TAM) of $25B for technology and $30B TAM for services by 2016.

JDonovanOur goal is to build and maintain the world’s best partner ecosystem to drive our success in the mid-market, which is critical to accelerating our mutual profitable growth. To help fuel that growth, I’m pleased to announce that in FY14, the Partner Led and Global Virtual Sales teams will come together as one organization, under the leadership of John Donovan. John is an 18-year Cisco veteran with experience in leading businesses in Enterprise, Commercial and Channels.  John will focus his team on continuing to innovate our global virtual approach, while scaling and accelerating our Partner Led model in FY14.

The new Global Mid-market Acceleration team under John will focus on accelerating our profitable growth in the midmarket, across Commercial, Service Provider, and Public Sector. The integration of the Global Virtual Sales and Engineering teams will further sharpen our go-to-market approach, and will simplify our engagement with all our stakeholders.

Cisco’s midmarket growth strategy has three pillars: partners, portfolio and marketing.  To help our channel partners lead sales and win in the midmarket, we are doubling our investment in Partner Led resources, incentives and programs in FY14. We will also increase our midmarket marketing efforts to deliver $1B in sales qualified customer leads to channel partners by 2014.

We are truly committed to helping you achieve success in the midmarket in the coming year, and we are very much looking forward to working with you to capitalize on the opportunity. Please join me in congratulating John and wishing him all the best!


Bruce Klein

Senior Vice President

Worldwide Partner Organization