Rather than work with all clients directly, the major tech companies run partnership programs for smaller resellers and service providers. A partner account is sometimes the best or only way to download administration tools, firmware images, documentation, etc. or talk to actually competent engineering support. It also confers a license to use the company's trademark in your branding and establishes some amount of trust for clients. Microsoft and Cisco are both really into this.

The key qualification for partnership is N staff members with whatever certificate. So it doesn't necessarily mean you'll be hired, but it may be important to the company that you have it.