12 Big Cisco Partner Trends: VARs Embracing MSP, Agent Models

Long-time Cisco resellers are embracing both the MSP model and the commission-based agent model.

Those are two of the insights Channel Futures learned last week in conversations with leading Cisco channel partner leaders. They shared numbers on how they see their partner base growing and adapting.

Cisco’s Andrew Sage

For example, Andrew Sage, vice president of global distribution sales, spoke about Cisco’s growth in the SMB segment, where partners are playing a crucial role. He also shared Cisco’s recent initiatives to reward partners and their customers for sustainable practices.

Michelle Ragusa-McBain, provider elevate leader for the global partner organization, spoke to the rapid growth Cisco is seeing with MSPs.

Cisco’s Michelle McBain

Kristyn Hogan, vice president of global collaboration partner sales, shared data on how embracing the agent partner model has driven business for Cisco. Cisco announced a partnership with Intelisys last summer to sell Webex, and in March announced a similar agreement with Telarus. Hogan said Cisco initially rolled out the commission-based model in order to appeal to a new set of partners and a new set of down-market customers. However, she said existing Cisco partners and larger customers have also embraced the offering.

Cisco’s Kristyn Hogan

These leaders spoke to Channel Futures at last week’s Channel Partners Conference & Expo. Scroll through the images above to see 12 key partner trends from Cisco channel leaders.

Channel Futures senior news editor Allison Francis contributed to this story.