5 Surprising Statistics About Cisco's Channel Strategy

2. Focus On Line-Of-Business Executives Is Sharply Increasing

Seventy percent of potential customers who visit Cisco's Executive Briefing Center in San Jose, Calif., are line-of-business executives. The 70 percent in 2016 is up from 30 percent two years ago, when the majority of visitors were from customers' IT organizations.

By selling to line-of-business leaders, partners become more profitable, as senior level executives are swayed more by the business value of a solution than the price, according to UBS.