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Kehoe and Howard also acknowledged the ongoing question of Siemens Enterprise Communications' relationship to Enterasys, the data center-focused vendor that Siemens part-owns as part of a joint venture with the Gores Group. Enterasys has been busy building its own channel behind its revamped Advantage Partner Program. Two years ago, Siemens executives told CRN that Enterasys would eventually be folded into the Siemens brand, but last year, told CRN that the two channel organizations and go-to-market strategies would remain entirely separate.
Kehoe and Howard said there's probably an appropriate middle ground, and Siemens Enterprise Communications is exploring that. Several big changes that have happened internally are that Siemens and Enterasys now share back office functions like compensation and crediting, and also have a common set of distributors. It's not out of the realm of possibility, said executives, that partners with the means to sell integrated Siemens and Enterasys technology bundles will be rewarded for that competency.
"We're driving some cross-pollination," Kehoe said. "From a marketing perspective, there is a value proposition around the whole solution. We have looked at integrating the programs and there are some discussions going on, but philosophically they are very different. We've done the things that are easier to do and we are looking at the value of doing more of that."
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