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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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The Ciena Partner Network: How Partners Make Money

The Hanover, Md.-based networking specialist launched the new Ciena Partner Network to move away from the traditional one-size-fits-all partner program of the past to a new system that rewards all types of partner business models. Instead of needing to hit specific revenue thresholds or gain various certifications to achieve incentives and financial benefits, Ciena creates a customized joint business plan with each partner that contains business and financial goals the solution provider wants to achieve. Partners achieve incentives and benefits by hitting the milestones in their business plans.

"We have created a way that every partner can extensively have their own personalized partner program through our joint business planning process," said Glaser Cheek. Ciena will sit down with a partner to strategize its business and financial growth goals are over the next few years.

"The way that we're going to manage this is quarterly business reviews are going to be required, and hitting the milestones of your business plan is where you'll get your incentives and benefits—rather than saying, 'You all look alike at a Gold or Elite level. Here are all the things you need to do.' Each partner now has their own personalized program with their own goals to hit. Their rewards and incentives will be aligned to that plan," said Glaser Cheek.

 
 
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