Market Overview

Ciena Launches Groundbreaking Ciena Partner Network


Company moves away from traditional channel partner programs by
embracing customization, personalization, and strategic business
planning to empower partners globally

To accelerate customers' transition to more adaptive networks, Ciena
(NYSE:CIEN) has enhanced its award-winning channel partner program to
better align with the rapidly changing IT landscape. With the new Ciena
Partner Network (CPN), Ciena is moving away from traditional, "one-size
fits all" partner programs to a new collaborative and personalized
approach, which is designed to enable and reward all partner business
models from a single platform. The CPN program enables Ciena partners to
uniquely respond to technology disruptions and market transitions,
capture new opportunities, and offer specialized services and solutions.

Key Facts:

  • Companies are automating and/or virtualizing their IT environments to
    remain competitive, and channel partners' business plans and training
    programs must continually adapt to intercept this opportunity. To
    facilitate this requirement, Ciena's CPN, the newly unified partner
    ecosystem and program, will provide greater flexibility and
    customization to all partners inclusive of managed service providers,
    resellers, integrators, distributors, or service partners.
  • Built for emerging and future channel market conditions, the CPN
    program gives partners in-depth, customizable training, enablement
    resources and collaborative joint business planning – all specifically
    tailored to the partners' business requirements. It enables partners
    to reduce time to market, drive incremental sales, expand technical
    expertise, and deliver measurable outcomes.
  • In addition, Partner Academy, Ciena's pioneering training and
    certification program, guides partners on personalized learner
    journeys to expand their expertise by offering the same in-depth,
    comprehensive sales and technical training as Ciena staff.
  • Solution Enablement Toolkits (SETs) provide a collection of sales,
    marketing and services development resources that enable partners to
    build specialized Data Center Interconnect (DCI) and Ethernet
    offerings based on Ciena solutions. Resources include: training,
    market insights, competitive intelligence, geo-targeting, sales
    playbooks and exclusive access to industry analysts.

Ciena will onboard more than 200 highly specialized, industry-leading
partners into the Ciena Partner Network including Anycomm, CenturyLink,
Comcast, Kapsch, LightRiver, Windstream and Zayo.

Executive Comments:

  • "Our new partner program complements our Adaptive Network approach to
    help Ciena clients and partners adapt to changing market conditions.
    By moving away from the traditional program structure to a more
    collaborative, personalized and empowering approach, our CPN program
    delivers unprecedented flexibility and customization that harnesses
    the unique value of each partner."
       -   Sandra
    Glaser Cheek, Vice President, Global Partners and Alliances at Ciena
  • "The networking solutions market is increasingly competitive today,
    and salespeople need to lead with insight that shows how a given
    solution will benefit their customers' business. With its new best
    practice partner program, Ciena is providing its partners with the
    ability to do just that. It offers partners a combination of online
    and offline research, sales tools, and training that specifically
    address partners' key selling challenges."
       -   Bruce
    Page, Vice President, GlobalData

Partner Comments:

  • "After previewing the Ciena Partner Network program, I was very
    pleased to see that Ciena is taking a more flexible and customized
    approach to support how my business is changing and how it will
    continue to evolve in the coming years. We welcome this shift away
    from traditional partner programs and look forward to seeing immediate
    and mutually profitable results in partnership with Ciena."
       -   Jung
    Il Kim, Senior Vice President of Sales, Anycomm
  • "We understand the power of data and its ability to help us look at
    our technology solutions so we can deliver the right mix of
    automation, intelligence and scale within the network to help our
    customers achieve their business goals. Through the changes made to
    the Ciena partner program, we now have greater flexibility to use data
    and insights to implement adaptive networking solutions for our
       -   Garrett Gee,
    Vice President, Indirect, Strategic Partnerships and Alliances,
  • "Over the past several years, our partnering relationship with Ciena
    has helped drive demand and create new content for Comcast Business.
    We look forward to a continued strategic relationship and exploring
    the new aspects of the Ciena Partner Network Program."
       -   Anita
    Dorf, Vice President, Enterprise Marketing, Comcast Business
  • "Colt's partnership with Ciena has been instrumental to our success.
    Ciena's people are extremely dedicated and they have now provided a
    personalized global program and joint value proposition backed by a
    strategic business approach to drive activities that help generate
    sales pipeline and bookings across all Colt segments. Starting with
    in-depth training on a global scale all the way through sales and
    event execution, the Ciena Partner Network program will continue to
    help accelerate our growth. These program elements are key to our
    strategic alliance and Ciena is setting an example of how a partner
    ecosystem should work."
       -   Bo
    Duim, Global Director Business Development & Partner Ecosystem, Colt
    Technology Services
  • "Kapsch is thrilled to be a member of the Ciena Partner Network. We
    believe in Ciena's Adaptive Network vision, as our customers
    increasingly require networks that grow smarter, more agile, and more
    responsive. As we continue to build out complex Ciena-based network
    solutions and services and extend into more markets, the
    forward-thinking CPN program strengthens our ability and uniquely
    allows us to accelerate our value to clients."
       -   Ralf
    Arweiler, Managing Director Kapsch BusinessCom GmbH
  • "Not only is CPN a winner for Ciena, it is for us and our customers,
    as well. Ciena realized that to deliver upon the promise of Adaptive
    Networks, they needed an innovative program that was built
    specifically for the task, and one that was geared to the future.
    Cookie cutter programs built around a VAR model work in some
    environments, but to deliver full value to our markets it takes more
    than that. Combining cutting edge technology with a multifaceted
    partner like us with sector expertise in designing, deploying and
    integrating programmable infrastructure, and in software control,
    automation and integration, is what's needed. By collaboratively
    planning segment support, we will better leverage each of our
    strengths to the market's benefit."
       -   Mike
    Jonas, President of Global Customer Operations for LightRiver
  • "Ciena has always been a collaborative partner and industry leader.
    The CPN program takes this up a level because it recognizes our own
    company's unique business model. Partnering with Ciena allows us to
    deliver an industry leading innovative and trusted solution portfolio
    to our customers, while the additional enablement tools will allow us
    to address joint business planning – identifying new markets and
    solution/service sets and marketing new high impact and differentiated
       -   John
    Nishimoto, Vice President of Products and Marketing, Windstream

About Ciena

Ciena (NYSE:CIEN) is a networking systems, services, and software
company. We provide solutions that help our clients create more adaptive
networks in response to the constantly changing demands of their users.
By delivering best-in-class networking technology through high-touch
consultative relationships, we build the world's most sophisticated
networks with automation and scale. For updates on Ciena, follow us on
Twitter @Ciena,
the Ciena
Insights blog
, or visit

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whether as a result of new information, future events or otherwise.

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