The channel is now viewed as a leading organization within most technology corporations. In addition, the channel industry has emerged from a fulfillment and enablement engine to one that leads customers to their next phase of productivity and growth — acting as a trusted advisor to IT and business professionals alike. Despite its elevated profile, the ingredients of a successful channel go-to-market strategy remain a mystery. According to Keith Goodwin, senior vice president of Worldwide Channels, there are three key elements of Cisco’s industry-leading channel philosophy: partner profitability, listening to partners and leading market transitions.
Most governments around the world realize small businesses are the engines of innovation. It’s why so many of their stimulus packages have been designed to help small businesses weather the downturn and evolve, create new ideas and generate new business opportunities-and eventually help lead us out of this tough economic time. History also shows us that small businesses innovate at a higher rate and recover from periods of economic downturn faster than their larger counterparts. According to the U.S. Census Bureau after the last two recessions in 1990 and 2001, the fastest job growth rate came from small businesses.To coincide with our small business technology launch today, we asked Ian Pennell, senior vice president of the small business technology group at Cisco, to elaborate on the resilience of small businesses and to offer perspectives on the technology choices they can make to help them prepare for the eventual upturn.
There isn’t a technology customer in the world right now not focused on ROI but small businesses care more than most about getting a quick, tangible benefit to their business from a technology investment. Cisco small and medium business partners are who many small businesses are turning to for advice right now to help them make the right technology decisions to weather the currrent economic downturn and strengthen their business to prepare for the recovery.In the video blog below, Andrew Sage, vice president of Cisco’s small business channel partner program, discusses how yesterday’s launch of a slew of new small business products from Cisco can lend partners a hand in helping small businesses save money, increase sales opportunities and overcome challenges related to data security and regulatory compliance.As today’s economic environment is no different for our partners than it is for their customers, Sage also offers some advice to partners on how best to position themselves for success now and when the upturn comes.
Today, Cisco announced it has acquired Richards-Zeta Building Intelligence. Richards-Zeta’s middleware enables businesses to simplify the integration of building and IT systems over a common IP network. In this first video, Rob Salvagno, Senior Director, Corporate Development, discusses the acquisition and how the technology complements Cisco’s strategy. In the second video, Rob does a white-board session on how this technology helps manage building systems. Read More »
In Barcelona earlier today, John Chambers, Cisco Chairman and Chief Executive told Networkers 2009:”We are at the beginning of the second phase of the Internet.” This message was delivered to the event’s largest ever audience.”œIf you look at the transitions today, [we have] moved from a device-dependent world to a network-centric world,” he said. This, he added, would allow IT to facilitate processes such as collaboration, which Chambers predicted on its own would deliver productivity gains of up to 10 percent over the coming decade. Cisco is determined not to miss out on the opportunities arising from this current economic transition, and”we are going to be extremely aggressive during this downturn,” said Chambers;”aggressive in forming partnerships and aggressive on the acquisition side.” (And minutes later, Chris Dedicoat, Cisco President of European Markets, went on to announce the purchase of middleware provider Richards-Zeta as part of Cisco’s expansion into green technology.) Read More »