TD Azlan, Europe’s leading distributor of enterprise networking, server, storage and enterprise software solutions, has welcomed Cisco’s plans to introduce Channels Booking Neutrality (CBN) for all its partners.
With immediate effect, Cisco Account Managers will receive credit for bookings made by tier two partners through distribution, as well as those received from partners that Cisco manages directly. Previously only tier-one bookings on sales orders in excess of $100,000 net counted towards Cisco Account Managers’ targets. The change means that there is no longer an incentive for Cisco Account Managers to favour business development efforts being made by tier-one partners. This levels the playing field for Cisco partners that work through TD Azlan and other Cisco accredited distributors.
Commenting on the development, David Harvey, Director of Cisco Business at TD Azlan, states: “This is a bold move that clearly demonstrates Cisco’s absolute commitment to all its channel partners. It is excellent news for us and for all the Cisco partners we work with throughout Europe. It gives real encouragement to resellers who are working hard to develop new business opportunities and will enable Cisco Account Managers to support those resellers that demonstrate real innovation and drive to accelerate their business.”
TD Azlan, he notes, is ready to do business with reseller partners and to make use of its integrated order management system to ensure that all order bookings are registered with Cisco immediately. This will enable all bookings to contribute to the Cisco Account Managers’ targets and subsequently encourage them to provide more business development support to successful tier-two partners.
Being able to register bookings straight away is important as this will give Cisco Account Managers instant visibility of tier-two partner successes. Previously, only the revenues generated by tier-two partners were counted towards targets and these numbers would not be available to Cisco Account Managers until several days after the order was placed. This meant that they would often not be registered in time to contribute to target figures.
