Networking giant continues its small-business drive with version of Select scheme targeting channel partners

Cisco has continued its push into the SME sector, with new VARs expected to join the networking giant’s SME Select partner programme.

The vendor has been gaining increased SME market share (CRN, 23 January), and launched new SME products last year (CRN, 29 September). Meanwhile its Linksys division has unveiled new SME-focused IP platform and voice products.

Cisco also launched Version 2 of its SME Select programme at its San Diego partner conference in March. The new version is aimed at channel partners that sell to organisations with between 20 and 249 employees.

The programme includes new incentives, marketing support and services, new training and a widened geographic spread of channel partners to provide better access to small businesses in Europe.

John Donovan, managing director of UK and Ireland channels and SME at Cisco, told CRN: “The SME market is the highest growth side of Cisco’s business in the UK and Ireland. Partners are seeing some good growth. About 10 per cent of our business is now SME, and Cisco has put a huge focus on that.”

Donovan added that the SME Select programme has been successful in building a partner community focused on smaller businesses.

“We are recruiting new VARs in areas including unified communications, security, broadband and wireless. All are key areas for SME customers,” he said.

John Pepper, managing director of Silver and SME Select Cisco reseller Minx Technology, said: “Cisco has released a new range of SME products tailored to smaller businesses. The Call Manager Express has done particularly well for us because it offers everything in a box.

“Cisco is looking at new SME VARs because it needs the market share.”