LOW: April 2010: TIP Sputters
Cisco's Teaming Incentive Program (TIP) was announced at the 2010 Partner Summit as Cisco's first new major channel incentive program in more than six years. The idea was a new offering that would reward partners for their work early in a sales cycle. But TIP was problematic right from the start, with partners complaining that it was too challenging to align resources with Cisco's field sales team in a way that would help them recognize TIP rewards.
Jim Sherriff (left), Cisco's SVP, U.S. and Canada partners, told CRN in January 2012 that Cisco was finally training its field reps on how to play nice with partners seeking TIP points, and solution providers at Cisco Partner Summit in April said they were finally seeing a smoother TIP process. But, that's a solid two years after TIP was first announced -- and a lot of time spent ironing out wrinkles.