THE SIX PILLARS

Close and detailed planning and monitoring of the performance of a Cisco Partner’s participation in the various programmes (such as OIP & VIP) ensures maximisation of return from involvement.

The success of Cisco’s VIP (Value Incentive Programme) in providing large and recurring rebates to Partners is an example of how Channel Intellect can work with the Partner to ensure maximum returns.  Given that the ability of a partner to sell more of the product qualifying under the SKU issued for each period determines the actual size of the rebate, the monitoring, measuring and planning achieved by a Channel Intellect relationship ensures that all sales and technical assets are designing and selling solutions that, wherever possible and appropriate, ensure maximum VIP returns.  Channel Intellect works to identify how best to map success in these programmes into compensation plans and incentive schemes for Partner sales teams.

Channel Intellect offers guidance to Partners to allow them to more easily embrace the requirements of SIP (Solutions Incentive Programme), a process which is often resource-intensive and focused around larger solutions.

When bearing in mind that these programmes constitute almost everything available to a Cisco Partner in terms of securing funds from Cisco, the necessity of ensuring absolute focus to generate maximum return is put into sharp perspective.