Cisco Systems, Inc. is a multinational technology company that provides networking hardware, software, telecommunications equipment, and other high-tech products and services. You can provide your customers with top-tier technology solutions as a Cisco reseller. However, becoming a Cisco reseller requires meeting several certified role requirements, specialization requirements, and hybrid IT requirements. This article will guide you through each of these steps in detail.
How to Become a Cisco Reseller?
To become a Cisco reseller, you need to have a company that has 12 unique certified full-time employees, where a minimum of four Cisco Certified Internetwork Experts (CCIEs). It would help if, in addition, you talked to a local representative because there are unique benefits and requirements based on your region.
Certified Role Requirements
To become a Cisco reseller, you must first meet specific certified role requirements. These include having a minimum of 12 unique certified full-time employees. In addition, this team must include at least four Cisco Certified Internetwork Experts (CCIEs), as they are skilled professionals who can handle the complexities and challenges of networking.
Additionally, you can count four employees with either the Selling Business Outcomes (SBO) or The Cisco Business Architecture Approach (DTBAA) certifications towards your total. These certified professionals are essential for understanding the business strategies of selling Cisco products.
Beyond the certified role requirements, you must also meet several specialization requirements. For Gold Certification, which is the highest partner certification level, you are required to possess four of the following specializations:
- Advanced Enterprise Networks Architecture Specialization (Mandatory)
- Advanced Security Architecture Specialization (Mandatory)
- Advanced Collaboration Architecture Specialization
- Advanced Data Center Architecture Specialization
- Advanced Service Provider Architecture Specialization
It’s important to note that Advanced Enterprise Networks and Security Architecture specializations are mandatory. You can choose the remaining two specializations from the other three options, depending on your business’s core competencies and your team’s expertise.
Role Sharing Rules
To ensure compliance with Cisco’s policies, you’ll need to review their document on role sharing thoroughly. This document outlines how roles can be divided among your team members, helping avoid conflicts and maintain organizational structure.
Hybrid IT Requirements
Becoming a Cisco reseller also means that you must be able to resell four Hybrid IT Services. These include:
- Cisco Cloud Service or Cisco Powered Cloud Service (required)
- Cisco Managed Service, Cisco Powered Managed Service, or Cisco Based Partner-Created Managed Service (required)
- Two other services, which can be either a Cisco Cloud Service, Cisco Managed Service, Cisco Powered Cloud Service, Cisco Powered Managed Service, or Cisco Based Partner-Created Service
Notably, a Cisco Based Partner-Created Managed Service refers to an offer where the service’s key features are provided by a Cisco device or a network-based service built on Cisco infrastructure, and the service includes monitoring and management of Cisco equipment owned or leased by the customer.
To sell hybrid services, you’ll need to secure provider contract(s) and ensure the following are in place:
- End customer Service Level Agreement (SLA)
- Marketing and technical description of the services
- Hybrid IT resale lifecycle management process
Lastly, you must meet specific support requirements to maintain your Cisco reseller status. Gold certification includes having a valid resale agreement or Cisco Indirect Channel Partner Agreement (ICPA), the ability to demonstrate a technology or solutions specialization during the audit, and providing customer service 24/7.
You’ll also need an established escalation process for customer issues, a call-back service within one hour, and pre-sales support. In addition, there’s a support lab equipment requirement for collaborative service partners, and post-sales support requirements are based on the Partner Support Agreement.
Becoming a Cisco reseller opens up numerous opportunities for your business, but it’s not a process that can be rushed. By meeting the necessary certified role requirements, specialization requirements, and hybrid IT requirements, you’ll be well on your way to reaping the benefits of this prestigious partnership. It’s essential to remember that these requirements are not just boxes to check off but essential components to ensure you can effectively provide high-quality Cisco products and services to your customers.
Please see our related reseller articles: