Ciena unveils revamped, customized channel partner program

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Ciena says it has enhanced its channel partner program by moving away from a traditional, “one-size fits all” partner program to a collaborative and personalized approach designed to enable and reward all partner business models from a single platform.

The company says its new Ciena Partner Network (CPN) enables its partners to uniquely respond to technology disruptions and market transitions, capture new opportunities, and offer specialized services and solutions.

Companies are automating and/or virtualizing their IT environments to remain competitive, and channel partners’ business plans and training programs must continually adapt to intercept this opportunity. To facilitate this requirement, Ciena’s CPN will provide greater flexibility and customization to all partners inclusive of managed service providers, resellers, integrators, distributors, or service partners.

Built for emerging and future channel market conditions, the CPN program gives partners in-depth, customizable training, enablement resources and collaborative joint business planning – all specifically tailored to the partners’ business requirements. It enables partners to reduce time to market, drive incremental sales, expand technical expertise, and deliver measurable outcomes.

Solution enablement toolkits (SETs) provide a collection of sales, marketing and services development resources that enable partners to build specialized data center interconnect (DCI) and Ethernet offerings based on Ciena solutions. Resources include training, market insights, competitive intelligence, geo-targeting, sales playbooks and exclusive access to industry analysts.

Ciena says it will onboard more than 200 highly specialized, industry-leading partners into the Ciena Partner Network including Anycomm, CenturyLink, Comcast, Kapsch, LightRiver, Windstream and Zayo.

“Our new partner program complements our Adaptive Network approach to help Ciena clients and partners adapt to changing market conditions,” said Sandra Glaser Cheek, V of Global Partners and Alliances at Ciena. “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.”

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