Cisco, Cable and Wireless Tap Channel To Push Convergence Solutions

Cable and Wireless Cisco Systems

Cisco and Cable and Wireless are developing an incentive program for partners of both companies, including a commission structure, training and marketing support, said David Lowe, director of IP convergence at Cable and Wireless.

Internal Cisco and Cable and Wireless sales staff will also receive incentives to include channel partners in convergence sales, he said.

"We are just now putting the process and programs in place in the U.S., and we are very much engaged at the street level with partners," said Lowe. He declined to name specific partners. "Cisco has a tremendous channel and what they are doing is opening their indirect sales model to us and incenting their partners to sell our services."

Cable and Wireless expects to begin rolling out a single IP platform that supports data, voice and video communications in June. Services will include IP-VPN, IP-LAN, IP-PBX and others such as LAN and WAN infrastructure buildouts.

Cable and Wireless also plans to offer and manage application services over the IP platform such as IP telephony, videoconferencing and industry-specific applications, Lowe said.

The network will be built using Cisco MPLS (multi-protocol label switching) technology, routers and applications such as Cisco's IP telephony AVVID offering.

"Many carriers are offering MPLS or [quality-of-service WAN services," said Lowe. "What we are doing that is different is we are extending not just into the WAN space, but into the LAN space as well. We will be able to offer a complete end-to-end connection from desktops across LANs and WANs and back it all up with a carrier-grade [service level agreement."