In an announcement earlier today, we introducedCisco ASA with FirePOWER Services, the industry’s first threat-focused next-generation firewall. We also are announcing the continued evolution of Cisco’s Security Channel Partner Program to substantially increase a Cisco partner’s Security business.
With Security Ignite, security specialized partners get additional upfront discounts (up to 6 percent) on new next-generation security business registered through the Opportunity Incentive Program (OIP) or Teaming Incentive Program (TIP). Deal registration encourages and protects a partner’s investments in developing new next-generation security opportunities. Security Ignite works in concert with the Technology Migration Program (TMP) and the Value Incentive Program (VIP). This powerful combination reinforces the focus on partners developing new security solution opportunities. Security Ignite is available in all theatres, with a few exceptions. Read More »
By now it’s no secret that Cisco was recently recognized by IDC as number one in several Unified Computing System (UCS) categories. This immense achievement could never have been realized without help from the many dedicated Cisco partners who are using the UCS technology to solve real-world business problems for customers. Since we already feature partners in our Partner Voices series, it only stands to reason that a case combining solution partner StorMagic and Cisco UCS was fitting for this latest blog post.
Housing lenders need to feel secure in their decision to approve customer mortgage requests. In order to do this, many originators, servicers and government entities rely on risk management services provider Digital Risk LLC. From credit risk to operational risk and fraud, Digital Risk provides a comprehensive platform to service the entire mortgage lifecycle or points along the way, depending on the customer’s need.
As a growing company, Digital Risk needed to keep an eye on its budget while providing high availability and robust performance of database servers. In order to do this, the company wanted to virtualize database, reporting, and data warehousing servers with VMware vSphere and needed servers that could handle the load of a virtualized SQL Server environment, as well as shared storage. In order to achieve this, Digital Risk turned to Cisco UCS and StorMagic. Read More »
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
The key takeaway in this week’s Cisco Partner blog is the power shift in the tech buying centers to lines of business decision makers for greater business outcomes.
Raja Sundaram (@rajasundaram) details the changing IT consumption economics and how it’s impacting the business of technology. As such customers are looking for more from their partners. They’re looking for partners to help them to share the risk and reward, and even guarantee a specific business outcome. Cisco’s portfolio and partner programs are evolving to address the shift – all of which make for increased partner opportunity and profitability.
As tech buying power shifts away from IT departments to line of business decision makers, five key trends are reshaping how customers want to consume technology.
Customers increasingly want to consume technology, but not build it
They want solutions that address their business problems
They have no interest in complex IT solutions and won’t pay for what they see as complexity
They want to pay as they use the technology and not take on large, up-front expenses
Last – and the big take-away for Cisco partners – they want outcomes, not just technology
In the past, customers bought technology based on a traditional CapEx spending model, where the partner’s role was to sell, install, fix, and refresh the technology. But now customers want something new from their partners – they want partners to help them try, manage, drive adoption of technology, and guarantee a specific business outcome with the implication that there is shared risk and reward. The challenge for partners today is to figure out how to take on new roles as they move from a product focus to an outcomes-based approach. Read More »
Many Cisco Partners are well aware that Line of Business and Operations technology budgets are growing much faster than IT budgets. Many have expressed a strong interest in selling solutions to these new buying centers. So how can Partners capitalize on this trend, grow revenues faster, and become more strategic within their customer base all at the same time?
Figure 1: Michael Lin from Promedia Technology Services, Inc. shares his perspective on selling to Lines of Business