Cisco Continues to Develop Channel Expertise in New World Technologies - Company Business and Marketing

Edge: Work-Group Computing Report, Feb 28, 2000

Cisco Systems, Inc. (Nasdaq:CSCO) Thursday unveiled its Video Specialization Program as part of its continuing effort to provide channels with the skills to successfully sell, design and implement New World solutions.

The Video Specialization Program is the latest addition to the Cisco Channel Specialization Program, encompassing key technology areas and focusing on accelerating the acceptance of New World technologies.

The Video Specialization Program supplies channel partners with the framework to develop video expertise, accelerating the implementation of Cisco video communications solutions, including the Cisco IP/VC video conferencing and Cisco IP/TV streaming media product families.

These leading video solutions are key pieces of Cisco AVVID (Architecture for Video, Voice and Integrated Data), a standards based, open-systems, end-to-end architecture and product set that is leading the migration to a single data, voice and video infrastructure.

"Our Channel Specialization program is designed to enable Cisco channel partners to take advantage of innovative opportunities," said Tom Mitchell, vice president Worldwide Channels at Cisco Systems. "In the data, voice and video marketplace our channel partners are searching for a competitive advantage. The Channel Specialization Program provides them with the expertise and helps them develop the skills to differentiate."

The transition to a converged data, voice and video network infrastructure presents resellers with tremendous opportunities. Customers want to leverage the improved cycle time, reduced cost and more effective customer support offered by the converged network infrastructure.

Thus, they seek a single source of purchase for converged network solutions, resulting in customer dependency on the reseller to plan, design, deploy and support their data, voice and video network infrastructure.

"The Cisco Video Specialization Program complements our commitment to providing superior customer support services," said Kurt Johnson, vice president, strategic marketing and business development at ACC, Inc. "We plan to take advantage of first-class Cisco training and support to give us a competitive edge in this explosive market."

The Video Specialization is an audit-based program, including personnel, lab and support requirements, that prepares channel partners to develop infrastructures and successfully plan, design and deploy Cisco video solutions. Once specialized, channel partners may access an exclusive specialization Web-site featuring technology-specific new product information, knowledge transfer tools, marketing resources and demand-generation sales tools.

"The Video Specialization Program confirms the Cisco commitment to preparing its channel partners for the rapidly growing New World marketplace," said Leo Flotron, vice president videoconferencing at View Tech, Inc. "The program provides us with the structure, knowledge and the professional training we need to continue providing leading-edge support services to the rapidly growing New World marketplace."

By collaborating with Cisco, channel partners can focus on their core strengths while participating in new broader markets. To emphasize and increase collaboration, specialized channel partners are featured on the Cisco partner locator so that partners and the Cisco "high touch" sales force can collaborate with specialists to deliver superior New World technology solutions.

The Video Specialization Program is now available worldwide. Additional information is available at http://www.cisco.com/go/specialization.> Cisco Systems Inc. (Nasdaq:CSCO) is a worldwide leader in networking for the Internet. News and information are available at http://www.cisco.com.