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Partner Voices: Be a Leading Player and Tell your customer story

The most powerful marketing content is an inspired success story. In my recent blog, I told you how our Master Specialized partners are solving customers’ key business problems.  I want to share another incredible story of how a Cisco partner, Core BTS, created a powerful solution for their customer.

A technology foundation for the future

The banking industry has a reputation for speaking conservatively. So, when a bank president describes working with a Cisco partner as “remarkable,” it speaks volumes about the partner and their capabilities.

Core BTS, a Master Specialized partner, was chosen by North Country Savings Bank to help transform the 100-year old bank’s services. They needed a video solution to connect their customers to their offsite service representatives. The bank wanted to improve collaboration and training across offices. And decrease travel time and cost.

The bank described the new wireless, voice, and video solution as the “technology foundation that will carry us into the future.”

Up your game with the Cisco Partner Ecosystem

As a Master specialized partner, customers will expect to have deep, far-ranging conversations with you. Become a part of the Cisco Partner Ecosystem and find the capabilities your customers need, all within the safety of Cisco-validated partnerships. Give your customers more value and solve even more complex problems. Read More »

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Mark Your Calendars and Meet Us in Milan to Network and Grow Your Business

We value our Partners and we’re always looking for ways to increase our collaboration and interaction with all of you. For our Solution Partners, we do this at Cisco Solution Partner Forum events, typically held the day before Cisco Live!™ begins.

This year, our event takes place on Monday, January 26, 2015, at Cisco Live Milan.  The Solution Partner Forum provides program members with networking opportunities, new program updates and useful resources. All of this is designed to help you accelerate your business growth and advance your partnership with Cisco.

Our one day agenda includes business sessions where we’ll start with a keynote presentation and then cover all the enhancements we’re making to the Solution Partner Program.  You’ll get a sneak peak at a new Solution Partner Program membership option designed to appeal to a broad set of potential program members. It offers easy requirements for entry, making the benefits of the Cisco Partner Ecosystem available to more businesses.

We’ll tell you ways you can take advantage of the Internet of Everything Innovation Centers.  Plus, our “Innovation Contest” will be revealed at the event. Read More »

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Cisco Partner Weekly Rewind – December 24, 2014

Partner-Weekly-Rewind-v2Each week, we’ll highlight the most important Cisco Partner Ecosystem news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:

As we wind down 2014 I am preparing to spend some down time with friends and family over the next several days. Since the holiday season is upon us, we will all be taking a break from the Partner Blog starting tomorrow. We will return on January 5.

In the meantime, as always, you can reach out to me directly with comments or questions. I hope each of you are looking forward to some rest and relaxation these next several days. I will see you again in 2015!

Off the Top

Pete Wareham was on hand this week to talk about the latest specializations available from Cisco. The Service Provider Technology Specializations really help partners capture new opportunities and Pete explained just how they do that for you.

Want the full update on these four new specializations? Check out Pete’s blog and let us know what you think.

Don’t Waste Time on Winless Opportunities

Karin Surber continued her excellent sales series with an entry this week on how not to suffer from “cannon fodder syndrome.” Want to know just what that means? Well Karin can explain what it means, why you don’t want it to happen to you and just how you can avoid it. Read Karin’s blog and give your feedback and stories. We welcome your input. Read More »

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Are you wasting your time on winless opportunities? How to avoid the Cannon Fodder Syndrome

During military battles, where one side of combatants is severely outnumbered by the other, it’s not uncommon to find a strategy called cannon fodder leveraged by the underdogs. Cannon fodder refers to poorly armed, poorly trained, and ill-equipped soldiers on the front lines who are sent in a charging attack designed to overwhelm defenders with numbers rather than superior strategy. It’s understood that the cannon fodder soldiers will most likely perish in an effort to exhaust the other side’s ammunition and manpower so that underdog’s soldiers at the rear have a chance to win the battle.

In the sales world, we see the cannon fodder scenario happening all the time.  A customer puts a project out to bid in an effort to evaluate different proposals and select the best choice. It’s not uncommon, however, that the customer already knows what solution they are going to select BEFORE the project is put out to bid and is only going through the bid process due to company policy.  This means that you could be spending enormous amounts of time and energy putting together proposals that have no chance of being considered. You are just cannon fodder to the customer – expendable resources that are just going through the motions to appease company management. Read More »

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Cisco’s New Service Provider Technology Specializations to Help Partners Capture New IoE-Driven Market Opportunities

The service provider environment is going through unprecedented change, requiring service providers to respond quickly to new market trends in order to stay competitive, monetize new services and drive optimization while continuing to deliver “carrier class” services ubiquitously.

Additionally, the increased emphasis on cloud computing is placing new demands on the network. For cloud services to be seamless, the underlying network must be intelligent, carrier-class and virtualized.

But as the saying goes, with change comes opportunity, and for partners the evolving service provider market opportunity is huge. Just how big are we talking? Take a look at the figures below.

InfoneticsResearchPic

Source: Infonetics Research

These numbers only address the pure technology opportunities; the Internet of Everything (IoE) is the other key ingredient to this story, an opportunity estimated at $19 trillion. Today, 70 percent of people and 99 percent of things are not connected. As new industries emerge around IoE, the solutions that will be introduced will need service providers to provide the connectivity and often times the value-added services. Read More »

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