Lines Of Business
"I believe what really separates Cisco from the rest of our competitors is how we afford our partners the opportunity to differentiate themselves with the lines of business," Boyd said. Traditionally, vendors, including Cisco, would communicate with a company's CIO; that communication is gradually shifting to communicating with those in the lines of business. "We are trying to make sure every one of our partners has the opportunity to layer on their own value-add to be relevant to those lines of business," Boyd said. The new model also allows the potential for three to four partners coexisting in the same account, all addressing different lines of business needs according to each partner’s strength.