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7 Things To Know About Ciena's New 'Personalized' Partner Program

‘We have created a way that every partner can extensively have their own personalized partner program through our joint business planning process,’ Ciena channel leader Sandra Glaser Cheek says about the new Ciena Partner Network.

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Ciena Partner Network: 'Empowering' The Channel

Ciena is revamping its channel strategy with the launch of a new partner program Thursday that is tailored to meet each individual solution provider's business strategy—from customizable training to dedicated marketing development resources. The goal is to create a highly profitable personalized program that enables partners to respond to technology disruptions and offer specialized solutions, according to Sandra Glaser Cheek, vice president of Ciena's lGlobal partners and alliances.

"These old programs in the industry that we've had with rebates, incentives, etc. aren't necessarily as relevant to partners anymore. Enablement is becoming more and more important to partners than compensation," said Glaser Cheek, who is a 20-year channel veteran and winner of CRN's 2016 Channel Madness Tournament of Chiefs. "That doesn't mean that compensation isn't important, but when you have new, disruptive technology—like IoT, for example—that creates an opportunity for partners to develop new solutions and services that are high margin."

CRN breaks down the seven key things channel partners needs to know about the new Ciena Partner Network.

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