Cisco VP outlines new channel sales strategies for partners

Cisco Systems senior vice president and channel chief Edison Peres recently outlined key strategies to influence channel partners to move away from mere product sales and volumes and toward architectures, value, services and cloud computing.

The move is a reflection of Cisco's channel blueprint for working with partners in a market shifting more toward services and solutions.

Channel sales constitute 80 percent of Cisco's revenue and, consequently, impart the need to evolve along with a changing market landscape.

"As Cisco moves to transitional and adjacent markets, partners will play a more important role than ever before," said Peres in an interview with ITChannelPlanet. "We want to collaborate even more with our partners."

"Partners that focus on architectures as a practice have a competitive advantage," he added.

A survey of Cisco channel partners conducted last year found that only 30 percent of partners maintained a vertically-directed business, but a similar study conducted this year saw the number jump to 80 percent – reflecting the San Francisco-based tech giant's move toward aligning architectures and solutions with vertical industries.