To facilitate multinational deals, Cisco Systems Inc. is rolling out a Global Resale Agent model. The strategy, still in pilot mode, provides a framework for partner collaboration in serving multinational accounts. In short, it gives the deal originator the ability to select a partner in another region to deliver Cisco solutions on its behalf.

A Partner Exchange portal will facilitate connections and collaboration between partners. Cisco partner regularly collaborate, working with an average of eight other partners to win larger projects, according to a third-party study, which also found collaboration between Cisco partners is growing at 15 percent annually.