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Hello I am Richard McLeod, Sr. Director of Worldwide Collaboration Channels at Cisco.
I’m excited to talk to you today about the new Cisco TelePresence Video Advanced Technology
Partner Program!
Since the TANDBERG acquisition close on April 19th, our teams have been working together
to develop a best-in-breed channel program built on the foundation of the existing TANDBERG
enVision Partner Program and the existing Cisco TelePresence ATP Program.
Our goal was to enable our qualified partners to sell and support the expanded portfolio
of video solutions to a broader base of target customers.
We are thrilled to announce the new program today, which will be available for partners
on January 31, 2011.
The program is designed to enable partners to take advantage of the tremendous market
opportunities ahead – not only in the telepresence space, but also in the overall Collaboration
market which represents a $38B opportunity for us all.
Cisco’s TelePresence and Collaboration portfolio is unparalleled in the industry, and you are
well positioned to reap the benefits from this amazing market momentum.
When we started to develop the program in April, we were committed to delivering a program
that followed four guiding principles –
1. Leverage partners’ existing program investments as much as possible – as we transition into
the new program, we wanted to make sure what you have done to date, carries over.
2. Develop a program that rewards partners on the value vs. volume – we believe if
you make the investments and provide the value, the volume will follow.
3. Maintain our selective approach to granting partners access to the telepresence product
portfolio – this will help preserve product margins for everyone.
4. And lastly, partner profit opportunity – we wanted develop a partner incentive
package that would provide all partners the opportunity to earn at the levels you are
currently experiencing today with additional incentives and opportunities to help you extend
beyond that.
Now, just over six months later, I am happy to say we are ready to announce our next generation
TelePresence program.
Our new TelePresence Video ATP Program includes four levels of specialization: Express, Advanced,
Advanced Plus and Master.
• Express partners have deep video endpoint knowledge and typically differentiate based
on their breadth of unique AV integration skills
• Advanced partners have deep and broad video knowledge with more capabilities around
video infrastructure and managed video conferencing services.
• Advanced Plus partners are typically Cisco TelePresence Advanced Partners who in addition
to having deep video knowledge, expertise with Cisco’s Communication Manager offering
and a solid understanding of the CTS product suite.
• And finally, Master partners possess deep and broad video knowledge and also have an
infrastructure solutions and architecture focus. In many cases, they will offer applications
and intercompany integrations.
We designed the program to ensure that there is a progression across levels – so that
as your business strategy evolves you can advance into the level that aligns closest
with your company’s skill set.
Each level has related training, service and demonstration equipment requirements that
you will have to complete in order to gain access to the associated Cisco partner incentives
like VIP, OIP and SIP.
In the coming weeks, you will receive more information on the new program from your Partner
Account Managers.
The program will be officially available starting on January 31, 2011.
I would personally like to thank you all for the open feedback you have provided during
the program development process.
I would also like to thank you all for your dedication and support through this transition.
I’m excited about the opportunities that lie ahead for us to work together to maximize
this market opportunity, leverage our market position and product portfolio strength, and
accelerate growth worldwide.
Thank you and good selling!