Cisco Systems today announced channel "specialisation" that focuses on the storage area networking (SAN) market.
The Storage Networking Specialisation (SNS) is the latest of 14 specialisations available to Cisco channel partners. It provides a "structured training roadmap" to ensure solution providers have the expertise to plan, design, implement and support Cisco-based SAN solutions.
The specialisation is based on the Cisco MDS 9000 family of SAN switches, and is designed to augment Cisco`s OSM (Original Storage Manufacturer) marketing strategy, in that it requires specialised partners to have a resale agreement with an OSM. Cisco`s OSMs are the primary distributors of the MDS 9000.
"The SAN market is going through a major transition, driven by customer demand for SAN fabric consolidation, improved business continuance and disaster recovery," said George Atrash, regional channel manager at Cisco South Africa. "This transformation requires qualified channel partners, representing a tremendous opportunity for the channel. SNS will help ... further accelerate customer adoption of Cisco SAN solutions."
Cisco says its move further tallies with a statement by IDC that outlines a need for SAN vendors to develop channels to meet demand "among end-user companies of all sizes".
Getting it
To obtain Storage Networking Specialisation, channel partners must be a Cisco-registered partner. For this, go to http://tools.cisco.com/WWChannels/IPA/welcome.do.
In addition, partners must create or fill the following positions: an account manager responsible for sales methodology and customer engagement, a system engineer responsible for SAN solution planning and design and a field engineer responsible for SAN implementation, operation and optimisation.
Partners who achieve specialisation earn 30 points toward certification under the Cisco Channel Partner Programme. More detailed information regarding the new specialisation is available here.
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