Engaging A Partner-Centric Approach with Cisco Services
Making Cisco easier to do business with. That is one of the committments the company outlined this year as part of its refinements and evolution. The results in doing so continues, we hope you see it and feel it. That promise shows up in many places across the company including our Services business. Services is one area of any business that is multifaceted, no doubt. At Cisco it’s a differentiated strategy that we bring to the market because of our partner-centric approach. Services provides a huge opporutnity for our partners,we recognize that and it now represents 40-50% of Cisco channel partners business, up from 20 percent just five years ago.
Partners participate in the Services opportunity at every level, from the largest global customers to the local small business. Our partners are the extension our Services arm. And that’s not just “lip Service” –to back it up Cisco is taking the next step forward to further clarify our sales engagement model and drive consistency in the field to continue momentum with absolute clarity. We just published our Services Rules of Engagement to provide our partners with a definitive road map for how to engage with Cisco Services and maximize their Cisco Services investment. Specifically the document does the following:
Defines the partners role in the selling and delivery of Cisco services
Helps partners build a collaborative and predictable field sales and delivery model
Gives partners easy steps to driving accelerated customer adoption of smart services capabilities
Delivers a clear field escalation process should a mishap occur
Describe the sales compensation neutrality strategy
You be the judge as to how this really works, your outside voice and views are a great reality test. Let us know what you hear and how we are doing, we think we are off to a solid start, so let’s engage.
To learn more, click here and check out a blog by Raja Sundaran VP WW Services Partner Organization on the Rules of Engagement that talks more about Cisco’s approach and “tasty” opportunity for our partners.
Hit the video below from Keith Goodwin, SVP WW Partner Organization, and Bob Singleton, SVP WW Services Partner Organization on our Services Go-to-Market model and ways partners will benefit.