Case Summary
By using Internet learning, Cisco not only improved partner satisfaction with its reseller program, but also established a competitive advantage, which has differentiated Cisco and improved partner effectiveness. Employees in the reseller channel will often best represent products and services from manufacturers that offer the greatest level of support and reseller satisfaction in terms of knowledge and guidance on features and solutions. The importance of a healthy, successful channel is critical in the marketplace. Cisco is focused on maintaining a cohesive, effective, and profitable channel. Learning is an essential part of the relationship between Cisco and its partner organizations. |
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