Ciena has revamped its channel program in order to better support partner capabilities with automated and virtualized IT environments. The Ciena Partner Network (CPN) program provides customizable training, enablement resources and collaborative joint business planning with an eye towards reduced time to market, higher incremental sales, expanded technical expertise, and the delivery of measurable outcomes.
In addition to vendor-specific training and certification, solution enablement toolkits provide a collection of sales, marketing, and services development resources designed to help partners build specialized Data Center Interconnect and Ethernet offerings based on Ciena solutions. Resources include training, market insights, competitive intelligence, geo-targeting, sales playbooks and exclusive access to industry analysts.
“By moving away from the traditional program structure to a more collaborative, personalized and empowering approach, our CPN program delivers unprecedented flexibility and customization that harnesses the unique value of each partner,” said Sandra Glaser Cheek, vice president of global partners and alliances at Ciena.
The Hanover Maryland-based networking, services, and software vendor expects to onboard more than 200 partners into the Ciena Partner Network, including Anycomm, CenturyLink, Comcast, Kapsch, LightRiver, Windstream and Zayo.
The Ciena strategy is to provide partners with a combination of online and offline research, sales tools, and training that specifically address key sales challenges – specifically around how a given solution will benefit the customer’s business.