15 Sept 06

Cisco introduces industry's first Master Specialization to address emerging Indian customer demand for sophisticated security capabilities

Master Security Specialization Distinguishes Cisco Channel Partners for Highest Level of Proven Security Expertise

Bangalore, September 15, 2006 - Building on its commitment to enable its channel partners to align with changing security market dynamics and customer needs, Cisco today unveiled the Master Security Specialization in India. Master Specialization is a new brand that represents the highest level of partner specialization and depth of expertise. Cisco channel partners can achieve the Master Security Specialization for proven and sophisticated security expertise in the areas of technology solution integration and lifecycle services. It offers further differentiation, growth opportunities and economic incentives, including higher Value Incentive Program rebates as a reward for building sophisticated security capabilities and for being committed to customer success.

The Indian network security market experienced a healthy growth in 2005 to reach $116 million, up 70 percent compared to 2004 (Source: Frost & Sullivan). With the increasing integration of technology into business processes, companies increasingly see network security as a critical part of their core business, offering an opportunity to Cisco's channel partners.

"Network security continues to be a business-critical technology and a top-ranked concern of business leaders. As more customers require increasingly sophisticated security solutions, effective architectural design and implementation is paramount for success," said Pramodh Menon, VP-Channels, Cisco, India & SAARC. "Cisco's go-to-market strategy in India is through its channel partners. We have evolved our channel program so customers can identify the type of channel partner to best meet their needs. Adding a third tier to our specialization offering allows us to address the full spectrum of customer requirements and creates channel partner opportunities for growth and differentiation, two critical elements of partner profitability."

The Master Specialization was created to support the enhanced Channel Partner Program launched at the Cisco Partner Summit earlier this year. The award-winning Cisco Channel Partner Program continues to be value-based, with Cisco Certifications at the gold, silver and premier levels representing integrated technology skills breadth and Cisco Specializations representing technology skills depth. Cisco offers three specialization levels, allowing its channel partners to develop different business models while addressing the wide range of customer needs. At each specialization level (Express, Advanced and Master), a partner must demonstrate greater sales, technical and service capabilities.

Master Specialization Prerequisite
As a prerequisite to becoming a Master Security Specialized Partner, channel partners must first meet the Advanced Security Specialization requirements. The Advanced Security Specialization provides channel partners with the training and knowledge to successfully prepare, plan, design, implement, operate and optimize Cisco security solutions. To achieve the Advanced Security Technology Specialization, channel partners must fill the following job roles: an account manager, a pre-sales engineer, and a post-sales engineer.

Additional Master Requirements
In addition to the Advanced Security Specialization requirements, Cisco Master Security Specialized Partners must pass a stringent Cisco audit in the following three areas:

  • Technology Capabilities: Five customer references demonstrating a proven capability to integrate multiple sophisticated technology solutions in a single environment, including intrusion prevention, secure communications, security management, secure applications and network admission control; Cisco and industry-standard technical certification requirements, including those for Cisco Certified Internetwork Engineer in security, Project Management Certification (PMI or Prince 2), and one of the following ISACA or SANS certifications: CISM, GCIH or GSNA.
  • Services Capabilities: Services assessment across the Cisco Lifecycle Services phases (prepare, plan, design, implement, operate and optimize) with emphasis on vulnerability assessment, remote monitoring capability, and post-implementation support.
  • Selling Capabilities: Selling skills, sales personnel investments and a training program, along with demonstration capabilities for multiple sophisticated solutions in combination.

The Master Security Specialization is available immediately to qualified Cisco channel partners; more information can be found at:

Cisco has a presence in India in over 100 cities through 1,500 resellers, eight system integrators and two distributors.

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Mr. Varghese M. Thomas
Cisco India Pvt. Ltd
Tel: +91 80 41593226

Ayesha Karumbaya / Balakrishnan
Text 100 India
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