Tell us about Cisco's recent channel expansion plan. What is the Select
Certification Program?
We have a strong channel network with over 1,000 resellers in 100 cities;
the network gives Cisco a nationwide footprint for networking products and
solutions. We plan to add 600 new partners specifically certified to cater to
SMB customers, especially in tier-2 and tier-3 markets, shortly.
The Select Certification Program is part of our award-winning Cisco Channel
Partner Program. This new certification will differentiate, recognize, and
reward Cisco channel partners that have a focused business practice selling into
this market.
What is the objective behind Cisco's thrust on the SMB segment?
SMB is the fastest growing segment for Cisco in India and worldwide. According
to a recent Nasscom report, by 2008 nearly 50-60 percent of the total IT spend
in India is expected to come from the flourishing SMB segment. India will be
among the fastest growing markets in the SMB space with the IT spend set to grow
over 20 percent in 2008 to $9.6billion.
 |
Amit Malik
VP-East, Bangladesh, Bhutan, and Nepal, Cisco Systems |
Cisco is primarily known as a high-end product brand and is associated
with higher cost. How do you plan to break that image?
Cisco's SMB market strategy worldwide involves helping customers create a
sustainable and competitive advantage, improve their operational efficiencies,
increase their employees' productivity, and boost their revenues and
profitability. The strategy combines all crucial elements of Cisco solutions and
services, including intelligent services, growth technologies, strategic partner
assistance, and world-class service and support.
What kind of customized solutions do you have to offer to your SMB
clients?
Cisco has designed SMB Class solutions considering the requirements of SMBs
and has been educating the SMB customer with its benefits. Cisco's Integrated
Services Router (ISR) is a typical example of an SMB class product combining the
benefits of voice, data, and video.
Piyali Guha
piyalig@cybermedia.co.in