Bull`s Eye Awards: Global Channel Executive of the Year

  • By

    Lawrence Walsh

    | Posted 2009-12-22



Keith Goodwin
Senior Vice President of Worldwide Channels
Cisco Systems

On nearly everyone’s list of companies to watch is Cisco Systems, which is undergoing a mammoth metamorphosis from its core networking infrastructure roots to one of the most dynamic enablers of technology in the world. An integral part of Cisco’s legacy and future is its channel of more than 60,000 partners worldwide, and heading that massive community is Keith Goodwin.

Goodwin, who assumed his post nearly four years ago, has advanced Cisco’s channel-centric philosophy by fostering an environment of collaboration and cooperation between partners, creating new enablement programs, and delivering the support solution providers need to thrive even in the most challenging of environments. And in the past year the initiatives launched by Goodwin and his team have been significant.

Under the "Navigate to Accelerate" initiative, Cisco provided numerous incentives to partners to help them through the recession, including the extension of payment terms from 60 to 90 days, healthy rebates up to 15 percent on the sale of core infrastructure hardware, and extension of credit and financing to help partners seal deals with cash-strapped customers. Cisco overhauled and extended its Value Incentive Program (VIP), its premier profitability program, by offering more programs for Gold Partners. And Cisco created a managed services program, in which MSPs would receive price protection for Cisco equipment – they pay the same price for gear they standardize on as they add new capacity.

Goodwin is personally chairing the Small Business Council, which is playing an instrumental role in developing products, strategies and initiatives to help Cisco and its partners penetrate customers with less than 100 employees. More than 9,000 Cisco partners have been recruited to participate in the Select Certified program for small business sales. A significant part of this initiative is the full integration of the Cisco and Linksys partner programs.

And, under Goodwin’s guiding hand, Cisco has become a leader in facilitating peer-to-peer partner collaboration and communications. Through the pairing of partners and establishing deeper connections between Cisco and individual partners, Cisco’s partner program is leveraging the combined capacity of its channel ecosystem to better address customers' needs and penetrate new markets.

Cisco is a force in the channel and the IT marketplace, but it’s Goodwin’s leadership that ensures Cisco remains a progressive and valued partner to its solution providers. Goodwin keeps Cisco’s partner program and community at the leading edge of technology, market trends and opportunities. For all he does for the Cisco and general channel community, Channel Insider is honored to recognize Keith Goodwin with the Contender Bull’s Eye Award for Global Channel Executive of the Year.

Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.

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