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Compugen is planning to make significant investments in Cisco's new business transformation certifications for its sales and engineering teams to help drive the recurring revenue business model transition, said Compugen's Zarek.
"Cisco has hit the nail on the head," he said. "There are new lines of business decision makers. Historically, you could have gotten away with technology certifications. Those days are over. Business outcomes is what it is all about. Cisco is way ahead of other vendors in this business in seeing what is going on and preparing us as partners to be successful in the future."
Zarek said he sees a dramatic difference between Cisco's partner-centric model and the channel philosophy of his other vendor partners. "All the other guys talk about their product portfolio and why their products are good," he said. "But they don't talk enough about walking a mile in the partner's shoes and understanding our priorities. They don't do what Cisco does. Cisco has really internalized partner profitability and growth and the future business model."
Paul Whalley, vice president of Whalley Computer Associates, Inc., Southwick, Mass., said his Cisco business was up 68 percent last year after his company made significant Cisco investments, hiring six additional Cisco engineers and starting a unified communications practice. "Cisco is providing big opportunities with their willingness to partner and make us a central part of their SMB [small to medium-sized business]/midmarket strategy," he said.
Gladwyn Georgesz, the head of the networking business for Millennium Information Technologies Ltd., an $80-million Colombo, Sri Lanka-based Cisco partner, said he is seeing robust sales growth with the Cisco offerings.
"We are seeing good growth in the banking and telecom," he said. "We also see a lot of potential growth in the hospitality sector and manufacturing too."
Georgesz said Cisco has seen market transitions well ahead of competitors and led partners to those new emerging markets. "Cisco has continued to be a partner that sees the market trends, grasps them and aligns themselves to those market trends very fast," he said. "That is helping us. When we go to our customers, we are already in line with what they are expecting."