10 Channel Advocates: John Chambers, Cisco Systems
“Not too many people of his stature take the time,” said Chris Tjotjos, president and CEO of Logos Communications, Westlake, Ohio. “He is by far the biggest advocate of the channel among any of our vendors.”
Advocate Accolade:
Approved increase in partner rebate level for IP communications products to 20 percent from 10 percent
Cisco partners are impressed with Chambers’ grasp of details and his willingness to intervene on their behalf.
One example: When traditional solution providers voiced concern over the competitive behavior of larger Cisco service provider partners about two years ago, Chambers got involved. And today, Cisco’s senior vice president of worldwide channels, Paul Mountford, is considered part of Chambers’ inner circle, something that was not always true of channel chiefs in the past.
“John has opened up the ranks and really made the channel the primary vehicle by which he will grow Cisco,” said Meridian IT Solutions’ Freres.
Statistically speaking, the San Jose, Calif., vendor estimates that approximately 94 percent of its commercial and enterprise revenue went through channel partners in the first nine months of 2004. And channel partners lately have begun receiving technology rollout information a lot earlier in the cycle, Freres said. That makes it easier for him to plan his own business priorities.
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More than one solution provider is impressed by Chambers’ ability to quickly respond in detail to their questions, pointing to personalized answers they’ve received via e-mail or in face-to-face meetings. And, they’re equally impressed by the questions he asks.