Amith Malik, Head - SMB, India and SAARC, Cisco Systems in an interview with Piyali Guha of DQ Channels, talks about the company's offering for SMB clients, the Easy Lease Program and plans for launch of new products for SMBs. Here are excerpts from the interview:

Q:What can your SMB partners expect from Cisco Select Certification Program?

A: The Select Certification Program (SCP) is part of our Cisco Channel Partner Program. This rewards our partners, who have a focused business practice selling into this market. We plan to add 600 new partners specifically certified to cater to SMB customers, especially in tier-2 and 3 markets shortly.

The program has been designed to focus on training and skill development, and offers certification to indicate partners' competence in selling and deploying these solutions. Partners registered under this program gain eligibility to earn opportunity incentive program (OIP) rewards and to sell Cisco Smart Care Services, in addition to being branded as a Cisco Select Certified Partner.

Q: What are your offerings for SMB clients?

A: Our integrated services router (ISR) is a typical example of an SMB class product-combining the benefits of voice, data and video, it does away with diverse sets of hardware and literally is a 'small office' out of a box.

We recently launched Smart Business Communications System (SBCS) that enable anytime anywhere access to information for SMBs. The system employs new hardware products, integrated unified communications (UC) applications and system-management tools designed to complement each other, and provide communication building blocks for small businesses.

Q: What is Cisco's easy lease program (ELP) all about?

A: It specializes in financing Cisco solutions by providing innovative, flexible financial programs to our customers and channel partners. To address the pricing issues faced by SMBs and help them invest in smart data and communications solutions, Cisco Capital is offering the ELP in India. Easy lease offers streamlined lease documentation, flexible payment options and fast turnaround.

Q: What is on Cisco's radar for this fiscal?

A: We have developed customized SMB products and solutions. We plan to launch 30 new products for SMBs over the next 12 months. We will also leverage our Webex acquisition to penetrate the SMB market further through its on-demand collaboration applications, and its network-based solution for delivering business-to-business collaboration.

The other priority is to improve market penetration by enhancing our logistics and support, and taking Cisco Capital to the SMBs. We are also automating internal processes so that our people can spend more time with our customers to help them understand how networking can transform their business.

Q: What are your SMB-focused strategies?

A: We have recently unveiled a multi-pronged strategic roadmap to tap the rapidly growing market for IT. This includes focusing on new customized SMB products/solutions and financing schemes like the ELP for SMBs.

Today, the emerging industry verticals like manufacturing, healthcare, retail and ITeS are showing increasing rates of technology adoption. Currently, these sectors are opening up to competitors, and the existing players need to emerge on par with their global counterparts on all fronts. Cisco will also focus on tapping SMBs in micro verticals like cooperative banks, stockbrokers and educational institutions that are showing increasing rates of technology adoption.