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Cisco Execs Outline New Partner Incentives

On Tuesday, a lineup of Cisco executives celebrated their partner accomplishments over the past year and unveiled some new incentives designed to enable resellers to realize new profitability opportunities.

The presentations took place at Cisco's Partner Summit 2005, held in Vancouver, British Columbia, a location that presented its own unique set of hurdles. The Vancouver Convention and Exhibition Center is situated both on the water and next to a rail yard, and its main presentation hall is a cement-floored echo chamber. So the presenters were forced to deal with rafts of not-so-white noise, including buzzing sea planes, arriving and departing trains and even the rattling of bottles as the food service staff set up for lunch one curtained-off room over.

They made do. Cisco senior vice president of worldwide channels Paul Mountford lauded the attendees for their performance during the past year, noting that its VIP partners had increased 73 percent year-over-year, allowing the company to issue 140 percent more monetary rewards than it did in 2003.

He said there's more room to grow for partners, noting that there currently is about $40 billion worth of networking and security units that are, or soon will be, ready for upgrades or replacement. "You partners own a lot of that base," Mountford says.

He says next week the company will launch a Trade-In Accelerator Promotion that will enable partners to get a rebate worth 15 percent of a device's trade-in value when they upgrade a customer. The company also is enhancing its credit programs, earmarking $250 million for "credit-worthy partners who are growing rapidly in emerging markets," Mountford says. Another $500 million will be set aside for new 30-to-90-day inventory financing programs.

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