Cisco incentive for advanced technologies

Incentive programme offers resellers pricing flexibility

Networking giant Cisco is gunning for more market share across all business segments by enticing resellers with extra rebates under a new reseller incentive programme.

Under the Opportunity Incentive Programme (OIP) qualified Cisco resellers will be offered a discount of between three and eight per cent, or the equivalent rebate, on an entire deal, providing the new business and customer details are registered with and verified by Cisco. Another condition is that resellers must sell $5,000 worth of kit and close the deal in 90 days.

The idea behind the programme is to reward channel partners for the pre-sales investment associated with securing sales opportunities in targeted market segments. The sales cycle includes, identifying, developing and securing a new customer. The longer the sales cycle, the higher the cost of sales, resulting in a significant impact on channel partner profitability, especially if the opportunity is not converted to a sale. 

 

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Cisco is targeting customers in what it calls the ‘commercial’ sector, comprising companies of between 20 and 1,500 employees.
Industry sources have broadly welcomed the programme as evidence of Cisco’s efforts to maximise reseller margins for its equipment, which have not always been that strong. Alastair Edwards, a senior analyst at research firm Canalys, says the success of the scheme in the long run depends on Cisco being able to validate the customer and ensure that the orders are genuine. But he says that Cisco has put a lot of work into it and is a good programme with attractive margins for resellers who opt to take part. ‘The whole point is to take Cisco into areas that are new. Resellers can make quite a bit of money out of it, particularly long standing gold resellers because they have the resources and the scale to make it work.’

Peter Carroll, managing director of Cisco gold partner PlanNet 21, says that although the programme has only been running in Ireland for two months, ‘we’re finding it quite useful’. He agrees that the value of the programme is in being able to promote advanced
technologies like VoIP and to get a foot in the door of customers and industry sectors that his company has not traditionally worked with before, such as manufacturing and hospitality.

As far as the registration process is concerned, Carroll said that this did not make much difference to the company because as a gold partner, it sources products direct from Cisco online. ‘We might be telling them about a new customer before we might normally tell them, but that’s about it.’ He added that OIP offers PlanNet 21 more flexibility when competing with other products even if Cisco is more expensive. It also offers an extra advantage in terms of sales of core switching products to new customers, as it provides a solid base from which to sell more lucrative advanced technologies to the customer later on, said Carroll.

Derek Collins of BT Global Solutions, a Cisco gold partner, said that the programme would encourage his firm to hunt for new business. ‘This program will protect Esat BT when we invest in pre-sales development and help us gain market share in the growing commercial market. It should reward us to bring in and identify new business.’

20/12/04

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'+351 000 000 000', helpText: 'Inclua o código de país PT +351 antes do número de telefone', }, { countryCode: 'HR', placeholder: '+385 00 000 0000', helpText: 'Uključite HR pozivni broj države +385 prije telefonskog broja', }, { countryCode: 'SI', placeholder: '+386 00 000 000', helpText: 'Vključite SI kodo države +386 pred telefonsko številko', }, { countryCode: 'IS', placeholder: '+354 000 0000', helpText: 'Láttu IS landsnúmer +354 fylgja á undan símanúmerinu', }, { countryCode: 'LU', placeholder: '+352 000 000 000', helpText: 'Incluez le code pays LU +352 avant le numéro de téléphone', }, { countryCode: 'MC', placeholder: '+377 00 00 00 00', helpText: 'Incluez le code pays MC +377 avant le numéro de téléphone', }, { countryCode: 'AD', placeholder: '+376 000 000', helpText: 'Incloeu el codi de país AD +376 abans del número de telèfon', }, { countryCode: 'JE', placeholder: '+44 0000 000000', helpText: 'Include the JE country code +44 before the phone number', }, { countryCode: 'IM', 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}, { countryCode: 'SE', placeholder: '+46 00 000 00 00', helpText: 'Inkludera SE landskod +46 före telefonnumret', }, { countryCode: 'DK', placeholder: '+45 00 00 00 00', helpText: 'Inkluder DK landekode +45 før telefonnummeret', }, { countryCode: 'FI', placeholder: '+358 00 000 0000', helpText: 'Sisällytä FI-maakoodi +358 ennen puhelinnumeroa', }, { countryCode: 'EE', placeholder: '+372 0000 0000', helpText: 'Lisage EE riigikood +372 telefoninumbri ette', }, { countryCode: 'PL', placeholder: '+48 000 000 000', helpText: 'Podaj numer kierunkowy PL +48 przed numerem telefonu', }, { countryCode: 'SK', placeholder: '+421 000 000 000', helpText: 'Pred telefónne číslo uveďte kód krajiny SK +421', }, { countryCode: 'LV', placeholder: '+371 0000 0000', helpText: 'Iekļaujiet LV valsts kodu +371 pirms tālruņa numura', }, { countryCode: 'LT', placeholder: '+370 0000 0000', helpText: 'Įtraukite LT šalies kodą +370 prieš telefono numerį', }, { countryCode: 'GR', placeholder: '+30 000 000 0000', helpText: 'Συμπεριλάβετε τον κωδικό χώρας GR +30 πριν από τον αριθμό τηλεφώνου', }, { countryCode: 'PT', placeholder: '+351 000 000 000', helpText: 'Inclua o código de país PT +351 antes do número de telefone', }, { countryCode: 'HR', placeholder: '+385 00 000 0000', helpText: 'Uključite HR pozivni broj države +385 prije telefonskog broja', }, { countryCode: 'SI', placeholder: '+386 00 000 000', helpText: 'Vključite SI kodo države +386 pred telefonsko številko', }, { countryCode: 'IS', placeholder: '+354 000 0000', helpText: 'Láttu IS landsnúmer +354 fylgja á undan símanúmerinu', }, { countryCode: 'LU', placeholder: '+352 000 000 000', helpText: 'Incluez le code pays LU +352 avant le numéro de téléphone', }, { countryCode: 'MC', placeholder: '+377 00 00 00 00', helpText: 'Incluez le code pays MC +377 avant le numéro de téléphone', }, { countryCode: 'AD', placeholder: '+376 000 000', helpText: 'Incloeu el codi de país AD +376 abans del número de telèfon', }, { countryCode: 'JE', placeholder: '+44 0000 000000', helpText: 'Include the JE country code +44 before the phone number', }, { countryCode: 'IM', placeholder: '+44 0000 000000', helpText: 'Include the IM country code +44 before the phone number', }, { countryCode: 'GG', placeholder: '+44 0000 000000', helpText: 'Include the GG country code +44 before the phone number', }, { countryCode: 'AL', placeholder: '+355 00 000 0000', helpText: 'Përfshini kodin e vendit AL +355 para numrit të telefonit', }, { countryCode: 'SM', placeholder: '+378 0000 000000', helpText: 'Includere il prefisso internazionale SM +378 prima del numero di telefono', }, { countryCode: 'FO', placeholder: '+298 000000', helpText: 'Inkluder FO landekode +298 før telefonnummeret', }, { countryCode: 'MT', placeholder: '+356 0000 0000', helpText: 'Include the MT country code +356 before the phone number', }, { countryCode: 'LI', placeholder: '+423 000 0000', helpText: 'Fügen Sie vor der Telefonnummer die LI-Ländervorwahl +423 ein', }, { countryCode: 'GI', placeholder: '+350 000 00000', helpText: 'Include the GI country code +350 before the phone number', }, { countryCode: 'MD', placeholder: '+373 00 000 000', helpText: 'Includeți codul de țară MD +373 înaintea numărului de telefon', }, { countryCode: 'HU', placeholder: '+36 00 000 0000', helpText: 'A telefonszám előtt adja meg a HU országkódot +36', }, { countryCode: 'NZ', placeholder: '+64 00 000 0000', helpText: 'Include the NZ country code +64 before the phone number', }, { countryCode: 'ME', placeholder: '+382 00 000 000', helpText: 'Uključite ME pozivni broj države +382 prije telefonskog broja', }, ]; if (!countryCode || typeof countryCode !== 'string') { return mockPlaceholders[0].helpText; } const selectedHelpText = mockPlaceholders.find(function(item) { return item && item.countryCode === countryCode; }); return selectedHelpText ? selectedHelpText.helpText : mockPlaceholders[0].helpText; } function setDefaultHelpText(countryCode) { const helpTextSpan = 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: false; var shouldAppendCountryCode = smsNotRequiredRemoveCountryCodeEnabled ? isRequired : true; var phoneInput = document.querySelector('#mce-' + fieldName); if (phoneInput && defaultProgram.countryCallingCode && shouldAppendCountryCode) { phoneInput.value = defaultProgram.countryCallingCode; } displayFlag?.addEventListener('click', function(e) { dropdown.focus(); }); dropdown?.addEventListener('change', function() { const selectedCountry = this.value; if (!selectedCountry || typeof selectedCountry !== 'string') { return; } const flagSpan = displayFlag?.querySelector('#flag-emoji-' + fieldName); if (flagSpan) { flagSpan.textContent = getCountryUnicodeFlag(selectedCountry); flagSpan.setAttribute('aria-label', sanitizeHtml(selectedCountry) + ' flag'); } const selectedProgram = window.MC?.smsPhoneData?.programs.find(function(program) { return program && program.countryCode === selectedCountry; }); var smsNotRequiredRemoveCountryCodeEnabled = true; var smsField = Object.values({"EMAIL":{"name":"EMAIL","label":"Email Address","helper_text":"","type":"email","required":true,"audience_field_name":"Email Address","merge_id":0,"help_text_enabled":false,"enabled":true,"order":0,"field_type":"merge"},"FNAME":{"name":"FNAME","label":"First Name","helper_text":"","type":"text","required":false,"audience_field_name":"First Name","enabled":false,"order":null,"field_type":"merge","merge_id":1},"MMERGE2":{"name":"MMERGE2","label":"Second Name","helper_text":"","type":"text","required":false,"audience_field_name":"Second Name","enabled":false,"order":null,"field_type":"merge","merge_id":2},"MMERGE3":{"name":"MMERGE3","label":"Company Name","helper_text":"","type":"text","required":false,"audience_field_name":"Company Name","enabled":false,"order":null,"field_type":"merge","merge_id":3},"MMERGE4":{"name":"MMERGE4","label":"Job Title","helper_text":"","type":"text","required":false,"audience_field_name":"Job 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fieldName); updateCountryCodeInstruction(selectedCountry, fieldName); }); } document.addEventListener('DOMContentLoaded', function() { const smsPhoneFields = document.querySelectorAll('[id^="country-select-"]'); smsPhoneFields.forEach(function(dropdown) { const fieldName = dropdown?.id.replace('country-select-', ''); initializeSmsPhoneDropdown(fieldName); }); });

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