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Cisco Partner Weekly Rewind – April 18, 2014

April 18, 2014 at 7:30 am PST

Each week, we’ll highlight the most important Cisco partner 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:

Off the Top

Bob Gault had a great blog this week on “When and How to Use Cloud.” He took a look at private versus public cloud and how to make the decision between the two, along with when it makes more sense to run a combination of the two.

Make sure you consider all options before talking to your customers. Be sure to check out Bob’s blog and let him know what you think of his conclusions.

Partner Voices

Not to toot my own horn, but I had a pretty interesting blog this week as well. I had the chance to talk to Manjula Talreja a few weeks back. We discussed how cloud providers succeed in multiple markets. She had some great insights and pointed me to a white paper Cisco wrote in conjunction with Dimension Data on business models for cloud providers.

There really is some great information about cloud provider success in the latest Partner Voices blog. Check it out and let me know what you think! Read More »

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When and How to Use Cloud

One thing is clear to me. Managing IT is similar to playing a game of Jenga, which challenges players to build a stack of blocks then remove those blocks without being the one to knock the whole stack over.  Whenever an IT manager wants to make a move or a change to any of the technology stacks in the IT infrastructure, it’s literally like pulling out a block without knocking the entire stack over.  For this reason, many companies are taking advantage of cloud computing to automate and simplify their IT management.

However, channel partners with nascent cloud or hybrid IT practices are often unclear about when to use a private cloud, a public cloud, or a combination of the two. For customers, the fundamental questions are when is it best to buy public cloud services? When it is prudent to build your own private cloud? Or does a hybrid cloud make more sense?

The key decision criteria for partners in helping customers to adopt a build (private cloud) vs. a buy (public cloud) approach includes looking at value add, cost, time to deployment, risk profile and experience.  After a thorough analysis of these criteria, then partners can engage customers around a conversation of business outcomes and key use cases. Here are some things to consider before having that conversation with your customer.  Read More »

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Partner Voices: Succeeding as a Cloud Provider in Multiple Markets

April 15, 2014 at 7:30 am PST

Just before Cisco Partner Summit 2014, I traded messages with Manjula Talreja, Cisco VP of Cisco Consulting Services (CCS) Global Cloud Practice . Manjula and her team work with Enterprise and Cloud Providers helping them tap into Cloud as the delivery model for the  Internet of Everything (IoE).

According to Manjula, cloud offers enormous growth potential and high-margin revenue opportunities for service providers (SPs) and others who wish to become cloud providers.  However, there are many new and significant challenges as well.  “Cloud buyers are not the same as the traditional voice and bandwidth service buyers that most SPs have worked with,” says Manjula. “With Cloud, SPs must realize they are in a new sphere, requiring them to think through their market-entry strategies, and develop new go-to-market channels, partners and internal capabilities.”

This is not always easy, but transformational change rarely is.  Fortunately, SPs looking to succeed in new markets with differentiated cloud offerings, and who require new sales capabilities to sell into these new markets, can take a cue from Cisco’s work with Dimension Data. Read More »

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Cisco Partner Weekly Rewind – April 11, 2014

April 11, 2014 at 9:52 am PST

Each week, we’ll highlight the most important Cisco partner 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:

And we’re back. After taking the last couple of weeks to attend and wrap up the coverage for Cisco Partner Summit we’re back in the normal swing of things with the Partner Weekly Rewind. Let’s get back to it…

Off the Top

Before we move away completely from Cisco Partner Summit 2014, I provided one last recap blog this week. Be sure to check out the final recap for this year’s event. It contains a couple of executive videos about what’s on partners’ minds and what the key takeaways were for this year’s Cisco Partner Summit. In addition, there is a highlight video at the end you don’t want to miss. It’s proof positive that we are indeed, Amazing Together.

Be sure to keep following our Partner Ambassadors from this year’s event and drop us a comment congratulating the winners of our social media contests!

Cisco Partner Summit will be in Montreal in 2015. I hope to see many of you there again, and if you can’t make the trip up to Canada, we will be providing full coverage through Virtual Partner Summit (VPS) and social media as always. Read More »

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Recognition for Sales People: The Motivation They Crave

Having worked in Sales for more than 18 years, I have learned that all sales professionals have a common need for recognition and motivation.   Only about 5-20 % of sales people are, “intrinsically motivated” meaning internally driven and not seekers of recognition, whereas 80 percent are “extrinsically motivated” and want ongoing encouragement, praise and recognition to keep up sales.

For many sales managers, most of whom are self-motivated and don’t seek out recognition, it can come as a complete shock that three quarters of their sales team may be extrinsically motivated . This awareness gap can cause serious morale and productivity issues if the recognition needs of the sales teams are not addressed adequately. American Psychologist published a study where researchers found that top performers experienced a positive to negative emotions ratio at a minimum 3:1 and as high as 11:1. In other words, for a person to “thrive” he/she needs to experience at least 3 positive interactions for every 1 negative. Negative feedback is a regular part of a salesperson’s daily life so you can imagine how important it becomes to give regular praise and recognition to sales teams to keep them feeling upbeat and motivated. Read More »

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