摘要
思科从一个直销模式的公司发展到现在的全球领先的互联网解决方案的供应
商，在全球的范围之内，主要就是通过构建渠道合作体系、发展渠道合作伙伴的
发展模式来完成相关发展战略的实现，在中国，思科自从 1995 年进入伊始，就一
直与渠道合作伙伴合作，为思科的相关客户提供各种服务。因而，长期以来，思
科都十分的重视渠道合作体系以及渠道合作伙伴的相关建设，渠道建设也一直是
思科发展战略中的重中之重，而渠道合作体系以及渠道合作伙伴也确实保障和促
进了思科的发展进程；云计算作为计算机技术变革大潮的发展方向，在实际运用
的网络体系中逐渐显现出其重要的作用和不可替代的影响，云计算集合了各种计
算资源，并提供相关服务，是相关网络发展的技术支撑，云计算在技术以及应用
上也比传统集中式的 IT 模型具有更好的性价比，所以，把云计算引入企业的发展
战略是现今企业发展规划的趋势。也是 IT 供应商必经的改革之路。

本文分为六个章节，从第一章节到第六章节分别为：绪论、相关参考文献回
顾、思科渠道和云合作伙伴现状分析、基于“云”合作伙伴的思科渠道建设、基
于“云”合作伙伴的思科渠道发展规划和研究结论与后续展望。本文研究了思科
现有渠道模式面临云计算的变革所带来的挑战，结合云计算所需渠道模式的特点，
规划云计算时代如何优化思科渠道建设，完善合作模式，提高思科云合作伙伴的
盈利水平以及相关客户的满意度，以期促进思科渠道建设长期发展规划的实现。

关键字：云计算，合作伙伴，优化建设，发展规划，思科
Abstract
Abstract ： Cisco from a direct sales model of the company to the current
development of the world's leading Internet solutions provider, in the global scope,
mainly through the construction of channels of cooperation system, development of
channel partners development mode to complete the relevant development strategy
implementation, in China, since 1995 to enter the beginning of Cisco, has been
cooperating with the channel Cisco partners, for the customer to provide various
services. Thus, long-term since, Cisco are very attached to the channels of cooperation
system and channel partner related construction, channel construction has also been a
Cisco development strategic Chongzhongzhi is heavy, and the channels of cooperation
system and channel partners to do safeguard and promote Cisco development process;
cloud computing as the development of computer technology revolution tide direction,
in the practical application of network system has shown its important and irreplaceable
effect, cloud computing has set all kinds of computing resources, and to provide related
services, is related to web development technology, cloud computing technology and
application than the traditional centralized IT model has a better price, therefore, cloud
computing is introduced into the development strategy of the enterprise is the enterprise
development trend. This paper is mainly through the Cisco related channels of
cooperation system and channel partners using cloud computing and related technology
to optimize the channel construction, perfect the mode of cooperation, improve the
relevant partners profit level and related customer satisfaction, in order to promote the
Cisco channels construction and long-term development planning implementation.
Key words ： Cloud Computing, Partners, Optimizing Construction, Development
Planning, Cisco