DQ Channels - - Channel Pulse - ANUSHRI MON­DAL (anushrim@cy­berme­dia.co.in)

Head, Mar­ket­ing & Chan­nel Part­ner De­vel­op­ment, Cisco Cap­i­tal APAC

The days are gone when in­abil­ity to adopt newer tech­nolo­gies was blame on in­ad­e­quate fi­nan­cial sup­port. Cisco Cap­i­tal works with all Cisco part­ners, across the board. Cus­tomers can avail of fi­nanc­ing from Cisco Cap­i­tal by reach­ing out to any Cisco part­ner they are en­gaged with, across the coun­try. Cisco Cap­i­tal em­pow­ers chan­nel part­ners to use fi­nanc­ing as a strate­gic sales en­abler, pro­vides dif­fer­en­ti­ated fi­nanc­ing op­tions to cus­tomers, and drives growth and prof­itabil­ity for Cisco and its chan­nel part­ners.

Cisco Cap­i­tal works with key Cisco part­ners through busi­ness and mar­ket de­vel­op­ment ini­tia­tives and pro­grams to help ac­cel­er­ate the adop­tion of Cisco tech­nolo­gies across busi­nesses in the coun­try. As part of this, Cisco Cap­i­tal has ramped up its Chan­nel en­gage­ment pro­gram to in­clude over 20 top tier part­ners across the coun­try. The com­pany pro­vides na­tional cov­er­age through its team of Fi­nan­cial So­lu­tions Man­agers who pro­vide fi­nan­cial con­sult­ing and sup­port to all Cisco part­ners in their re­spec­tive re­gions. For in­stance, Cisco Cap­i­tal is en­gaged with Tele­com Ser­vice providers across North and West In­dia and with cus­tomers in the Tech­nol­ogy / IT ver­ti­cal across South and West In­dia. In ad­di­tion, Cisco Cap­i­tal also pro­vides fi­nanc­ing so­lu­tions for large gov­ern­ment in­fra­struc­ture projects as well as Small and medium busi­nesses across all parts of the coun­try.


Any chan­nel part­ner who is cer­ti­fied to re­sell Cisco equip­ment can reach out to Cisco Cap­i­tal to avail of fi­nanc­ing for their cus­tomers’ Cisco so­lu­tion pur­chase.


Cisco Cap­i­tal has started en­gag­ing with key Cisco part­ners across the coun­try through an on-go­ing sup­port and en­able­ment pro­gram. As part of this, Cisco Cap­i­tal will pro­vide part­ners with the tools and sup­port nec­es­sary to help them po­si­tion Cisco Cap­i­tal, with their cus­tomers. The pro­gram will also set fi­nanc­ing tar­gets and will re­ward part­ners through back-end re­bates and in­cen­tives for goal achieve­ment.

In ad­di­tion, Cisco Cap­i­tal regularly reaches out to cus­tomers through on – go­ing pro­grams and of­fers aimed at ac­cel­er­at­ing the adop­tion of spe­cific Cisco tech­nolo­gies. For in­stance, Cisco Cap­i­tal pro­vides low in­ter­est rate of­fers to help cus­tomers mi­grate their Cisco Cat­a­lyst 6500 switch to the new Cat­a­lyst 6800 switch or Cisco Nexus 9000 / Nexus 7000 switches. Cisco Cap­i­tal also pro­vides de­ferred pay­ment of­fers for Win­dows Server 2003 mi­gra­tion to the latest Win­dows plat­form run­ning on Cisco’s UCS server in­fra­struc­ture in ad­di­tion to low rate of­fers on Cisco Multi-year Ser­vices.

The com­pany en­gages with cus­tomers and key busi­ness in­flu­encers through on-go­ing mar­ket­ing and aware­ness pro­grams such as live in­dus­try events and online we­bi­nars. It also pro­vides on-go­ing train­ing and en­able­ment for Cisco part­ners and re­in­forces this through re­bates and in­cen­tive pro­grams.

“In ad­di­tion, Cisco Cap­i­tal helps to train part­ners in en­gag­ing with key stake­hold­ers within cus­tomer or­ga­ni­za­tions and helps them adopt a holis­tic selling ap­proach with a key fo­cus on en­abling the cus­tomers’ busi­ness out­comes,” says Scott Griggs, Head of Mar­ket­ing & Chan­nel Part­ner De­vel­op­ment, Cisco Cap­i­tal APAC. It has em­barked on an on-go­ing ini­tia­tive to en­roll more part­ners to join the Cisco ‘fi­nanc­ing in­cen­tive pro­gram’.


Cisco Cap­i­tal brings a deeper un­der­stand­ing of Cisco’s prod­ucts, ser­vices and cus­tomer busi­ness re­quire­ments than banks and other third-party fi­nan­cial in­sti­tu­tions. As the cap­tive fi­nance or­ga­ni­za­tion of Cisco, Cisco Cap­i­tal is uniquely po­si­tioned as a strate­gic fi­nance part­ner of­fer­ing an ex­ten­sive range of fi­nan­cial prod­ucts with ex­per­tise in Cisco so­lu­tions. Its mis­sion is fun­da­men­tally dif­fer­ent from third-party fi­nan­cial in­sti­tu­tions in that it ex­ists to en­able sales and prof­itable growth for Cisco and its share­hold­ers. Cisco Cap­i­tal’s pri­mary goal is to sup­port busi­ness trans­for­ma­tion for our cus­tomers and pro­vide part­ners with growth op­por­tu­ni­ties and prof­itabil­ity/ mar­gins. The com­pany makes it eas­ier for cus­tomers to ac­quire the tech­nol­ogy they need, meet on­go­ing tech­nol­ogy re­fresh re­quire­ments and re­duce to­tal cus­tomer cost of own­er­ship.

“For part­ners, our fo­cus is on prof­itably en­abling the sale of Cisco’s so­lu­tions. In or­der to aid this, Cisco Cap­i­tal regularly de­vel­ops fi­nanc­ing of­fers that tar­get spe­cific tech­nolo­gies or mar­ket seg­ments for de­fined pe­ri­ods. With cus­tom­ized solu- tions for fi­nanc­ing tech­nol­ogy in­vest­ments, busi­nesses can spread the costs of new tech­nol­ogy and ser­vices over time, max­i­mize cash flow, and con­serve cap­i­tal bud­gets,” adds Griggs.


Cisco Cap­i­tal has, over the past sev­eral years, worked very closely with Ser­vice Provider cus­tomers to help them ac­quire best of breed tech­nol­ogy through highly cost ef­fec­tive fi­nanc­ing so­lu­tions. As the Dig­i­tal In­dia ini­tia­tive starts to take shape across the coun­try, Cisco Cap­i­tal will work closely with these Ser­vice Provider cus­tomers/part­ners to help them build busi­ness mod­els that can tap into new busi­ness op­por­tu­ni­ties around this ini­tia­tive.

Most or­ga­ni­za­tions need to make size­able in­vest­ments to en­sure that their IT in­fra­struc­ture is pre­pared to take ad­van­tage of the op­por­tu­ni­ties pre­sented by the Dig­i­tal In­dia ini­tia­tive. Com­pa­nies must ac­quire the new­est tech­nolo­gies and in­fra­struc­ture such as cloud and mo­bile com­put­ing to en­sure that they are ready to par­tic­i­pate in the ‘In­ter­net of Things’ econ­omy and cap­i­tal­ize on the op­por­tu­ni­ties it presents. Busi­nesses can em­ploy a va­ri­ety of strate­gies to plan for such large-scale in­vest­ments in tech­nol­ogy, one of them be­ing part­ner­ing with cap­tive fi­nance com­pa­nies that are uniquely po­si­tioned to help en­ter­prises pre­pare for the In­ter­net of Things and, later, for the In­ter­net of Ev­ery­thing. These en­ti­ties can help cities to max­i­mize their in­vest­ments and en­able them to trans­form ev­ery facet of their oper­a­tions.

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