Cisco's O'Callaghan: New Disty C-Series Certification Helps Resellers

Dave O'Callaghan, Cisco Systems Inc.'s current head of worldwide distribution and, as of August 1, its new vice president, worldwide commercial sales, said that the Unified Compute Authorization Configurator (UCAC) status the vendor recently granted to distributors Ingram Micro Inc., Avnet Inc. and Magirus allows channel partners selling C-series servers to "focus completely on the customer."

The UCAC certification enables distributors to configure the vendor's C-series servers, adding processors, memory, storage and other items for system build-ups.

O'Callaghan said, in a video blog post, that the UCAC certification benefits channel partners selling into the virtualization market because it offers them shorter product lead times and the opportunity to concentrate on meeting the customer's requirements.

"Resellers get the chance to optimize their practices and be very profitable by leveraging our high value distributors in a real logical path towards capitalizing on the virtualization market," he said.

"With the distributors having the UCAC capability, configuring to order, the reseller can take [their resources] and focus completely on the customers--customer demand generation, customer sales calls, customer closing and installation," O'Callaghan said.

Cisco's recent restructuring of its worldwide channels organization landed O'Callaghan the job of stepping up Cisco's global SMB business. He's charged with building a global SMB team, responsible for channels and sales coverage, field engineering, demand generation, partner programs, enablement and collaborative relationship management.



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