Cisco Blogs


Cisco Blog > Channels

Operational Implementation is Crucial for Revenue-Generation Marketing

March 6, 2014 at 7:27 am PST

In my most recent blog on revenue-generation marketing, we talked about the alignment of sales and marketing. It is a crucial link for a number of reasons, not the least of which is ensuring that sales and marketing are working toward the same ultimate goal.

In that particular instance, I spoke about:

  1. The responsibility of marketing to provide qualified leads to sales
  2. The need for service level agreements (SLA) dictating process for how those leads are handled
  3. Including a timeline for SLAs that illustrate how those leads will be pushed through the process

As we continue the revenue-generation marketing journey here at Cisco, operational implementation was the next step. Today, I want to share with you some of the best practices we’ve discovered during that implementation. Read More »

Tags: , , , , , ,

Cisco Partners Provide Multiple Awards at XChange Solution Provider

Yesterday in Los Angeles, CA I attended XChange Solution Provider, where Cisco was honored with multiple Channel Champions awards. This conference brings together 225 solution provider decision makers from across the United States and Canada and provides a great chance to network. The 24th annual Channel Champions Awards were part of this event, and it was great to see Cisco perform so well once again.

Cisco Channel Champions Awards 2014

Channel Company CEO Bob Faletra; Cisco Senior VP Worldwide Channels, Edison Peres; Cisco VP, Global Partner Marketing Sherri Liebo; Cisco Senior Manager, Executive Communications Carol McCutcheon; Cisco Senior Director, Channel Business Development, John Growdon; and Channel Company Editor, Steve Burke.

Cisco picked up awards for:

Converged Infrastructure – overall winner and swept the category

Enterprise Networking Infrastructure – overall winner and swept the category

Network Security Appliances – technical satisfaction sub-category

Networking Hardware – overall winner with wins in the technical and support sub-categories

Unified Communications – overall winner and swept category

Video Conferencing – overall winner and swept category

This year saw us strengthen our position in Enterprise Networking Infrastructure where we swept the category, after being the overall winner with two sub-category wins last year. We made the same move in video conferencing this year as well. Also of note, this is the 14th year in a row that we’ve received  the overall award for unified communications (UC).

This is no small feat, and I am so proud of Cisco’s strong presence in these Channel Champions awards. We obviously take a lot of pride in winning these awards. Ultimately though, we don’t win these awards at Cisco without our partners’ commitment and hard work.

As always, your efforts and feedback are the reasons we continually evolve our programs and tools. We always strive to give you the best return on your investment in Cisco and I hope these types of awards give you what you need to close deals with Cisco technology. Again, thank you partners! We were awarded these honors, but we earned them together with you. Let me know your thoughts on these latest awards in the comments below.

I look forward to hearing from you at this year’s Partner Summit, which is right around the corner. For those of you not in attendance this year, remember that you can access Virtual Partner Summit (VPS). In fact, I’ll be holding a global executive chat on March 27 as we close out this year’s event. Register for VPS now so you can add my session to your calendar. Bring your questions to that session so we can interact, even if you’re not in Las Vegas at Partner Summit this year.

Tags: , , , , , ,

Calling all tweeters! Cisco Partner Summit 2014 Contests Are Just For You!

March 4, 2014 at 9:13 am PST

Cisco Partner Summit 2014

The countdown to Cisco Partner Summit 2014 is on! We are less than 3 weeks away from our biggest partner event of the year. While you can expect an action packed week filled with exciting announcements, networking opportunities with peers, and insightful sessions with Cisco executives and guest speakers, you may not know that you also have a chance at winning some prizes throughout the week!

Whether you’re attending in person in Las Vegas or at home through Virtual Partner Summit (VPS), you’ll have a chance to win prizes by participating in our contests. For those of you that attended the last couple of years, you’re already familiar with our popular Favorite Quote contest. We also have a new contest for our Twitter pros.  Read More »

Tags: , , , , ,

XChange Solution Provider Launches with Fresh Perspectives in L.A.

March 3, 2014 at 5:53 pm PST

Ahh travel. As I arrived last night for XChange Solution Provider, I was lamenting the fact that I had just traveled 2,428 miles from Charlotte, NC to Los Angeles, CA and my bag didn’t make it with me. Woe is me, right? Little did I know that my bag would arrive at my hotel in time for me to be ready for breakfast, and the opportunity to listen to Adam Steltzner, lead engineer, Mars Science Laboratory, NASA .

Opening General Session

Opening general session for XChange Solution Provider.

Well guess what, he led a team of engineers that landed the Mars Curiosity rover within a predicted space about the size of the conference room I’m now sitting in, after it had traveled millions of miles. Pretty amazing stuff, and considering all the things that could, and did, go wrong while planning and executing that maneuver, I feel bad complaining that my bag arrived at my hotel about 15 hours after I did.

Now it might have been more of a tragedy for my conference mates at XChange Solution Provider had my toiletries not arrived in time for me to brush my teeth… Through human planning and execution though, the Mars Curiosity lander made a 350 million mile journey and I got my toothbrush in time to be clean and fresh for the start of today’s events. Read More »

Tags: , , ,

Just Switch It: Migrate Customer Switches, Wireless Access Points

Today the switching and wireless markets are worth US $19.2 billion and $4.2 billion, respectively, representing the largest migration business opportunity in the networking industry. The Cisco Catalyst switching portfolio has been refreshed across every platform, creating a once-in-a-lifetime sales opportunity.

Migrating your customers to new products – and including support services for each product – helps you protect your install base, create recurring revenue streams, and provides you the opportunity to generate incremental business by focusing on your customers’ business outcomes. All supported by the new functionalities our portfolio of products and technologies can enable.

You can help your customers successfully move to the next generation of technologies with the Just Switch It initiative which provides resources to help you:

  • Start new customer conversations
  • Promote migration and upsell to the newest Cisco switches and wireless solutions
  • Talk to your customers about the value of support services versus warranty
  • Address competitive threats with solutions, services, and financing

We’ve put together a marketing package that includes everything you need to encourage companies to evolve their network. There are price promotions to help you persuade buyers and a set of materials you can use to reach more customers: 

Read More »

Tags: , , , ,