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 »
Tags: Cisco, consumption IT, partner, raja sundaram
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
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Tags: Cisco, marlowe fenne, partner, solution central
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
This week we announced the largest portfolio expansion for Cisco UCS since the launch of the product five years ago. Partners will now be on a whole new level of delivering business outcomes for their customers.
John Growdon talked about how partners win big with the new technology solutions that transform how customers deliver IT. These solutions also cut across all market segments with positive and sustained impact to customer businesses and they innovate and grow business too. With the commitment of our partners, Cisco has grown to #1 in the US and #2 worldwide in x86 blade server market. Our hats are off to you!
Additionally, Cisco and Red Hat announced a significant expansion to its partnership, bringing our cloud and integrated infrastructures together with Red Hat’s market leadership and domain expertise of open source and OpenStack – essentially building on-ramps to the Intercloud. This blog from Denny Trevett (@dtrevett) details how Cisco Channel Partners will benefit with opportunities to grow their data center practices. Integrated solutions from Cisco and Red Hat enable partners to drive profitable growth and increase customer value with solutions that drive business outcomes. Cisco and Red Hat will offer enterprise and solution provider customers the most robust and open portfolio of integrated solutions for data center modernization, open hybrid cloud and big data. Read More »
Tags: channel partner program, Cisco, InterCloud, Internet of Everything, partners, red hat, social media, UCS, Weekly Rewind
CIOs are embracing cloud to deliver I.T. applications and services to employees, partners and customers more flexibly and at lower cost. As cloud moves from experimentation into the mainstream, OpenStack and other open source technologies have emerged as a catalyst for cloud innovation.
That’s why Cisco today announced a significant expansion of our partnership with Red Hat. Together, we bring complementary strengths to the relationship: Cisco is the industry leader in cloud infrastructure and integrated infrastructure, while Red Hat brings market leadership and deep domain expertise of open source and OpenStack.
Building on our collaboration around Cisco UCS, Cisco and Red Hat will accelerate collaborative engineering and product development around three key technologies: OpenStack, Application Centric Infrastructure (ACI) and Intercloud. You’ll see us bring together our flagship products, from Cisco UCS, Cisco ACI, and Cisco Intercloud Fabric, to Red Hat Enterprise Linux (RHEL) OpenStack Platform and OpenShift by Red Hat. We’ll deliver integrated solutions for enterprise and service provider customers. Read More »
Tags: Cisco, denny trevett, partner, red hat, UCS
Cisco has done it again – with the latest Cisco Unified Computing System (UCS) launch, Cisco continues to build upon a successful platform while opening new market and business growth opportunities for our partners, and providing a means to address a larger portion of customers’ computing needs. Today, Cisco announced the largest portfolio expansion for Cisco UCS since the launch of the product five years ago. The new platforms will propel partners to a new level in driving customers’ business outcomes.
This is not just another product launch though. The new lineup allows our partners to provide technology solutions that transform how customers deliver IT – across all market segments and with positive and sustained impact to their business. Here’s what’s new on the product side:
- UCS Mini provides the full power of Cisco Unified Computing in a smaller, all-in-one solution that is simple, easy to manage, yet expandable.
- UCS M-Series Modular Servers for Online Content Providers and Cloud Service Providers and for distributed applications in Industrial High Performance Computing (HPC) and Enterprise Grid.
- Cisco UCS C3160 Rack Server is a modular, capacity-optimized solution ideal for distributed data analytics, unstructured data repositories and media streaming and transcoding.
- Cisco M4 Generation UCS Rack and Blade Servers are armed with the latest processing power providing increased performance, efficiency and computing density.
With these introductions, Cisco continues to lead the industry with a unified, application-centric approach to computing, but you’re probably already asking, “What does that mean for me?” Well, we are always looking to expand the market for our partners and these additions to the UCS portfolio provide some pretty nice angles to you when you step into the room with customers. Read More »
Tags: Cisco, john growdon, partner, UCS, unified computing system