Monica is my new best friend!
by Eman
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Monica Cojocneanu
Bio:
Monica Cojocneanu leads Cisco’s Worldwide Certification Program and strategy that is widely recognized as leading the industry. More than 80 percent of Cisco products and services are sold through channel partners—systems integrators, value-added resellers, distributors, and others whose innovative solutions based on Cisco products and services extend the reach of Cisco’s sales and services organizations around the world. The Cisco certification program strategy is to increase profitable growth for partners and build partner capability to accelerate marketplace adoption of solutions based on Cisco advanced and emerging technologies. Monica is a 8 years Cisco veteran, previously worked in the Customer Advocacy where she was responsible for defining the first generation of Cisco Advanced Services. Before coming to Cisco, Monica spent 20 years with other high-tech organizations in different channel leadership roles. Monica holds a DBA (Doctor in Business Administration) from UOP, MBA form the same University, and a MA in Literature from Iasi University in Romania |
This past week I found myself in need of help from Cisco when I discovered that two CCIEs were being held hostage by their CCIE numbers. Yup, the CCIEs had their CCIE numbers associated with a company that would not release them even after letting the two CCIEs go. Basically the company had used them to pass an audit and then put the CCIEs on unpaid leave. Help came from Cisco by way of Monica. Monica is my new best friend!
Q: Monica I was very pleased to have met you. You seemed to be the right person at the right time for helping the two CCIEs we had discovered who were in need of our help. I really don’t know what you do for Cisco, can you tell the CCIE Flyer readers what your role is and how long you have been doing it?
A: Eman, I manage the Cisco Channel Partner Program, a value-based program centered on the partner’s ability to deliver business solutions built upon Cisco’s technologies. The program rewards partners for the value they bring to our customers. Our program reflects the Cisco’s go-to-market strategy. My team defines the program’s requirements, the benefits, and governs its execution. I have been working for Cisco for more than 8 years, and more than four years in the current role.
Q: There are rules around how CCIE numbers are associated with channel partners. What is the basic rule about associating the CCIE number and how long it takes to free it up after leaving a channel partner for another?
A: As you know, CCIE is the highest level of Cisco certification, an achievement that is very difficult to accomplish. It reflects an individual expertise in networking, and CCIEs are among the world’s most respected IT professionals. In order to ensure that our partners successfully deliver complex solutions based on our technologies we require that a Gold certified partner has a minimum of 4 CCIEs on staff, and a Silver certified partner has a minimum of 2 CCIEs on staff.
Q: What is the obligation for the Channel Partner in releasing a CCIE number if the CCIE is terminated?
A: All the Cisco Certification program rules are strictly enforced, and the CCIE requirement is no exception. If a partner looses a CCIE, they need to inform the Cisco program manager about their loss. We encourage partners to be proactive by offering them a 9 months Get-Well plan to replace the CCIE. Failure to report the loss is usually discovered by the Cisco Program Manager with 1 or 2 weeks in the regularly run reports. In the event the partner does not report the loss of a CCIE, the length of the Get-Well plan is reduced to 2 months only.
Q: What is Cisco’s stand on “Rent-a-Certs? You know those companies that pay for a number and don’t really hire the CCIE.
A: We have a clear policy to validate the employment records of all Cisco certified personnel filling roles in specializations and certifications at the time of the audit. Now, during this economic downturn we make it a point to validate the employment records even more rigorously to ensure the partners’ capability of delivering the right experience for our customers. Any partner found out of compliance may receive a Get-Well plan if qualified for one.
It is a valuable service when recruitment organizations put together IT organizations with the right level of IT certified individuals for employment Any association that does not involve employment, and whose business practices are based on unethical practices is not only risky, it is also demeaning to professionals. The risk of the Cisco certified individuals to be associated with such organizations is very high. Immediate decertification and a life ban from recertifying is implemented. Highly certified Cisco individuals can assess the risk –reward behavior. Loosing a prestigious individual certification does not only represent the loss of prestige, it also represents a failed potentially exceptional IT career.
Q: There are several levels of Channel Partner levels. What is the CCIE body count to make Silver or to make gold?
A: As I mentioned before, a minimum of 4 CCIEs are required for Gold certification, and a minimum 2 CCIEs are required for Silver certification. On average our partners have about three times the minimum number of CCIEs required for certification. Of course, there is no equal distribution of the CCIEs among our partners; some partners have about 10 times the minimum number required, while others are struggling to maintain the minimum.
Q: What does the Cisco audit look for?
A: The purpose of the audit is to validate that all the requirements for certification are met, that the partners’ business practices are built to drive a high customer satisfaction, and to share industry best business practices with the partners.
Q: When a channel partner looses a CCIE and they no longer have the required body count for a level how long does Cisco give them to replace the CCIE?
A: We offer partners get-well plans to allow them to stay in compliance with the program requirements. Partners are entitled to one get-well plan during a certification year, but in the event partner loose a CCIE, they are given a second get-well plan. So, if a partner looses a CCIE, for instance, the partner can have another get-well for CSAT, or a specialization out of compliance, or a process improvement.
Q: What is the most common violation you have to deal with in regards to CCIEs and associations?
A: Usually our partners are trying to stay in compliance. The most usual violation is to delay informing the Cisco certification program manager about the loss of a CCIE with the hope the CCIE will not remove their association with the partner from the certification website. If a CCIE delays removing their association with a partner they worked for, the more they run the risk of delaying being associated for certification purposes by another partner. Any CCIE can be hired by another partner, but his CCIE certification would not count towards the certification of the new partner for 12 months
Q: What advice would you like to give to CCIEs in regard to their number associations?
A: To associate the CCIE number immediately upon hiring at a partner and to remove the association as soon as the employment with that partner ends. Allowing a partner to use the number for certification purposes only without being engaged in a full time employment bases can result in the loss of the CCIE certification.
Q: How about for the Channels Partners in regard to the rules governing CCIEs?
A: When partners have potential CCIE candidates, it is advisable to check the CCIE number for certification eligibility with Cisco. The verification will confirm eligibility or the earliest date the CCIE could become eligible to fill a certification role.
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