SCIENCE

Ciena has announced the expansion and enhancement of its BizConnect global partner program to accelerate opportunities for its channel partners with network operators, utilities, financial services firms and other vertical markets that require high performance networks. The BizConnect program enhancements include a richer partner ecosystem with the addition of new partner designations and the expansion of available tools to help improve partners’ market position, such as customized marketing programs, technology certifications, and product and industry knowledge resources.

Since its inception in 2006, Ciena’s BizConnect program has experienced consistent annual revenue growth, and is now serving more than 200 partners worldwide. In addition, the company’s acquisition of Nortel*’s Metro Ethernet Networks (MEN) business significantly increased the number of BizConnect partners and Ciena’s partner base in the Asia Pacific and Latin America regions. The principal goal of BizConnect is to empower partners to be more competitive and valuable to their end customers via unique resources, including openly published “Rules of Engagement,” online deal registration and comprehensive demand generation programs.

“Ciena has been the ideal partner in our information infrastructure business, combining the right products, marketing programs and support to help us capitalize on this growing market opportunity,” said Deirdre Wassell, director of solutions and technical marketing at EMC. “As a BizConnect Technology Alliance Partner, we are able to collaborate and combine our thought leadership and technologies into customer solutions that address the significant storage, virtualization and connectivity opportunities arising from the growth of cloud infrastructure, data centers and intelligent networks within the enterprise.”

Approximately one-third of Ciena’s partners are Managed Service Provider partners and two-thirds are Solution Provider partners. The addition of Technology Alliance and Strategic Alliance designations reflects Ciena’s increased focus on collaborating with hardware vendors, independent software vendors and service providers on joint solutions to address critical customer needs. Partner designations in Ciena’s BizConnect program now include:

• Solution Provider – VARs, system integrators, consultants and distributors
• Managed Service Provider – service providers, cable operators and system integrators
• Technology Alliance – hardware manufacturers, independent software vendors and system integrators
• Strategic Alliance – large global organizations, usually a combination of more than one of the above

Additionally, multiple levels of engagement are offered within each partner designation, including Gold, Platinum and Diamond, to ensure that partners are able to customize their BizConnect arrangement to best suit their organization and the needs of their customers.

“Years of strong organic growth combined with a significant acquired base of partners made this the ideal time to roll out an even more comprehensive set of benefits within our BizConnect program,” said Theresa Caragol, vice president, global alliances & partners at Ciena. “The enhancements to BizConnect differentiate Ciena in the channel by moving past the typical metrics of total number of partners to a more meaningful view of cultivating and supporting an active, engaged and committed community of partners that is dedicated to delivering market-leading converged optical and Ethernet solutions to their customers.”

Ciena’s BizConnect Program

With more than 200 partners across the globe, Ciena’s BizConnect program enables partners to tailor every aspect of their relationship with Ciena – including portfolio offerings, training, marketing, technical support and more – based on each member’s unique business strategy and revenue objectives. In addition to providing partners a wide portfolio of solutions and support, BizConnect offers members level accelerators and industry-leading marketing support including targeted lead-generation campaigns, market development funds, co-branded events and seminars, joint collateral development and innovative media vehicles, as well as strong pre-and-post sales support, to maximize market opportunities.