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CRN Exclusive: Cisco's Global Distribution Sales Leader Is 'Transforming' Distribution Channel And Partnerships Around IoT, Cloud

Julie Hens is seeking to evolve the Cisco distribution channel to accelerate partners' growth in key areas like the Internet of Things.

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The Cisco Transformation

Cisco's global distribution organization is ripe for transformation, says Julie Hens, vice president of global distribution sales for the San Jose, Calif.-based networking giant. Hens is leading the charge of evolving Cisco's fast-growing distribution organization, which is bringing in more than $15 billion in revenue annually.

"I want to really put some energy into transforming our distribution channel and looking for more ways that we can help Cisco accelerate our growth in some key areas," said Hens, a 15-year Cisco veteran, in an interview with CRN.

With a current focus on distributors' selling security and software through channel partners, Cisco's future distribution trajectory targets the cloud and the Internet of Things (IoT). Hens also said Cisco's partnerships with its large distributors -- such as Irvine, Calif.-based Ingram Micro; Phoenix-based Avnet; Clearwater, Fla.-based Tech Data; Tarrytown, N.Y.-based Comstor; and Harrisburg, Pa.-based D&H Distributing -- are ready to evolve.

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