The VAR Guy

Many of Cisco Systems‘ channel partners are digesting key Worldwide Partner Organization changes that Cisco announced today. Overall, The VAR Guy is hearing a consistent theme from those partners: On the one hand, partners are pleased to see some key channel leaders — like Keith Goodwin, Edison Peres and Wendy Bahr — still in place. But those same partners are calling on Cisco to keep investing in the Value Incentive Program (VIP). Here’s why.

Amid layoffs at Cisco Systems Inc., the networking giant today confirmed multiple Worldwide Partner Organization changes. The moves are meant to streamline the organization and speed decision making, according to a blog post. Key leaders such as Keith Goodwin, Edison Peres and Wendy Bahr remain in place. And several familiar names — such as small business veteran Andrew Sage — are moving into new posts. Plus, Cisco has named a channel marketing leader to succeed Luanne Tierney, who left to join Juniper earlier this year. Here’s the update.

The VAR Guy remains pulled in multiple directions. On the one hand, he’s packing for a vacation. On the other, he’s busy helping the Nine Lives Media Inc. team to build something “new.” And on the third hand (many hands lighten the load, of course…) The VAR Guy needs to keep bloggin’ away. With all that in mind here are six channel partner blog entries The VAR Guy didn’t have time to write for the week ending November 19, 2010.

Question: How do you ensure channel partners embrace your cloud computing, managed services and SMB initiatives? Answer: Make sure you bang the drum for your partner program, using a predictable, repetitive beat. That’s the strategy at Cisco Systems Inc., which has been organizing multiple briefings with the media. Here’s the update.

Like a classic Hollywood movie trailer, Cisco Senior VP Keith Goodwin knows how to engage and tease his target audience. To wit, Goodwin is describing four strategic pillars that will potentially drive Cisco’s ongoing partner success. Goodwin didn’t share any “breaking” news during a recent conversation with The VAR Guy. But it was clear that he was setting the stage for several potential partner program moves — including a more definitive effort in the SMB and commercial markets. Here’s the update.

Cisco Systems, as The VAR Guy suspected, appears set to announce Jim Sherriff (pictured) as its new U.S. and Canada channel lead sometime today. Translation: Sherriff essentially becomes Cisco’s North American Channel Chief, succeeding Wendy Bahr, who has shifted into a newly designed role. So who is Sherriff? Here are some perspectives — plus an ironic twist involving Hewlett-Packard.

Cisco Systems Global Channel Chief Keith Goodwin (pictured) set off some fireworks ahead of the July 4th weekend. In a blog post today, Goodwin announced Worldwide Partner Organization (WWPO) leadership changes that strive to “accelerate growth in FY11 and beyond.” Three well-known names now have new roles within Cisco. Here they are.

Some words echo across the IT channel. A case in point: Back in June, Cisco Systems Senior VP Chuck Robbins allegedly uttered three infamous words that declared war on Hewlett-Packard. Fast forward to the present, and Cisco Senior VP Wendy Bahr (pictured) is striving to soften Robbins’ words with new perspectives. It’s an interesting case study in channel competition, and blogger-driven gossip. Here’s the scoop from The VAR Guy.

Hmmm. The VAR Guy senses something is up at Cisco Systems Inc. A trusted source says recently promoted Senior VP Chuck Robbins has traded in his Atlanta ZIP code for a residence much closer to Cisco’s San Jose headquarters. But that’s not all. It sounds like Cisco is making multiple key moves within its channel ranks. Here’s the apparent scoop, from The VAR Guy.

When Cisco Systems launched its Unified Communications strategy, the networking company worked overtime to educate partners about the market opportunities ahead. But Cisco’s Data Center 3.0 strategy will depend far more heavily on guidance from established partners, notes Wendy Bahr, VP of Channels for US and Canada.

Time and distance prevented The VAR Guy from attending the 2008 Cisco Partner Summit in Hawaii. But The VAR Guy won’t have any excuses for skipping the 2009 Cisco Partner Summit, which will be held June 1-4 in Boston, our resident blogger has learned.

Cisco Systems is practicing what it preaches. For the past year, the networking giant has helped partners to recruit, retain and empower employees. Find your best talent, the networking giant said, and promote it. Cisco followed that very advice when the company named its new North American channel chief, Wendy Bahr (pictured).

Cisco expects to announce a new North American Channel Chief by February. Will the position go to a Cisco insider — or is it time to raid Microsoft’s channel team to fill the post? Here’s some speculation from The VAR Guy and reaction from Cisco Senior VP Chuck Robbins — who was promoted from the channel chief post to focus on commercial business.

Everything you need to know–and a few things you’d rather not know–about Cisco’s annual partner conference, held this week at the Venetian Hotel Casino Resort in Las Vegas. Let’s start the countdown…

The VAR Guy and other journalists continue to hype the showdown between Cisco and Microsoft, particularly in the small business sector. But is a showdown really coming? And what are the potential outcomes?