HIGH: Aug. 2005: Change Is Good
In his first major interview following his appointment as channel chief in Aug. 2005, Goodwin told CRN editors that his goals were to continue the channel momentum Cisco had built in recent years and to make partners more profitable. He also laid out the idea that Cisco's major incentive programs -- VIP, OIP and SIP -- had become too complicated and that regional and partner-specific planning could stand to be more efficient.
"Sometimes the processes themselves associated with the programs just aren't very efficient for the partners," Goodwin said. "They're too Cisco-centric, and they need to be more partner-centric."