Distributor Comstor has launched a new programme tailoring Cisco's own branded services to fit individual reseller needs.
The new Service Development Programme will give the distributor's resellers support with selling and developing Cisco's SMARTnet services.
"We are taking the Cisco offering and putting some additional things around it and helping resellers do the same," said Paul Cunningham, marketing director at Comstor.
SMARTnet products offer resellers a Cisco-branded support services package to sell on to customers if they are unable to provide the support themselves.
Nick Watson, head of unified channels at Cisco in the UK, said resellers would sell SMARTnet like any other product and receive a margin back from Cisco.
"We are trying to get more resellers to sell services with products because it increases the value and margin in deals, and customer satisfaction increases," he added.
Bill Hunter, managing director at Cisco Premier reseller partner ABS, said: "We have carried out a joint initiative with Comstor and have seen extra sales as a result."
According to Hunter, the best margins are available on network services and the combination of Comstor and Cisco's SMARTnet means resellers can offer services to customers of all sizes in all locations.
"We provide our own support to customers but if they are in remote areas that we cannot serve we need a trusted support partner, so we buy SMARTnet from Comstor," he said.
Watson said Cisco supported any initiatives taken by distributors to add value to Cisco's products. He said that SMARTnet, combined with Comstor's Service Development Programme, would open up services margin to new resellers.
"Many resellers see services as a profitable business but if they do not want to invest heavily this is a good way to do it," he added.
The news follows accusations from analyst Gartner that Cisco's maintenance packages are overpriced following a hike of five to 10 per cent on the price of older router products.
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