From Volume to Value: Managing the Value-Add Reseller Channel at Cisco Systems Case Solution

This article provides an in depth look into a management model based on the value of Cisco Systems to manage the value chain (RGB) channel. In March 2001, Cisco launched a passage from a channel model based on volume management, which led to the value of a partner, based on the value that tied rewards Channel Value added activities specific channel model. The key components of this new model are: identifying opportunities for value-added channel architecture of channel programs to allow connection of value added financial rewards channel channel value added activities, including a “restraint” and have an important discipline to handle the pressures of game rewards based on volume certification requirements and dilution. This shows that the VAR can serve an important sales channel for selling complex solutions to satisfied customers profitably in the context of channel management value. They can also explore the possibilities of application in addition to attraction marketing, even a strong brand like Cisco. However, companies must demonstrate important discipline to avoid mixing of rewards based on the volume of a framework based on the value.
by
Kirthi Kalyanam,
Surinder Brar
Source: California Management Review
27 pages.
Release Date: November 1, 2009. Prod #: CMR442-PDF-ENG
Volume value: The value-added management channel dispatcher Cisco Systems Case Solution

From Volume to Value: Managing the Value-Add Reseller Channel at Cisco Systems Case Solution
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