Can you site specific examples of successful partnerships between service providers and channel partners?
Bob Bruce: Yes. Cisco is a prime example of how successful a partner relationship can be. When we entered the networking business, we were told we couldn’t succeed selling our networking equipment through the channel. But we did succeed, because we let the channel focus on what they do best, and we focus on networking – what we do best. Right now, AT&T and Tech Data have partnered to offer a bundled T1 service. Through this program, our solution providers can contact Tech Data to order Cisco products and value-priced T1 connectivity from AT&T. Tech Data works directly with them to iron out any issues, so solution providers don’t have to administer a relationship with the carrier. We are going to see more of these partner offerings because they deliver a total, end-to-end customer solution. N@C: Why is this kind of channel program so important? Bob Bruce: Again, I see this type of program bringing tremendous benefits to the customer. Typically in the industry, we’ve been dealing with a
