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Cisco Partner Weekly Rewind – December 5, 2014

December 5, 2014 at 11:22 am PST

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:

Off the Top

The VersaStack Solution by Cisco and IBM launched this week. VersaStack combines Cisco’s UCS integrated infrastructure with IBM Storwize solutions. John Growdon blogged for us this week and neatly laid out the top five most important points for partners.

Be sure to check out John’s blog and let us know what you think!

Presidio: Putting Cisco Collaboration to work

Here is a great video from Presidio about how Cisco’s voice and video solutions helped them increase business efficiencies. Take a look and give us some feedback!

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Protecting Innovation

Today, Cisco is filing two lawsuits to stop ARISTA’s repeated and pervasive copying of key inventions in Cisco products. These suits cover key Cisco proprietary patented features and Cisco’s copyrighted materials.

Our action is based on the principle that to compete in technology, you need to innovate, not copy.

Please read Mark Chandler’s Blog  for additional information.

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VersaStack Solution: Five Things Channel Partners Need to Know

Today, Cisco and IBM announced that we’re joining forces to deliver a new integrated infrastructure solution targeting big data, cloud and mobility deployments.  The VersaStack Solution by Cisco and IBM will combine Cisco’s UCS Integrated Infrastructure—comprised of the Cisco Unified Computing System (UCS), ACI-Ready Cisco 9000 Nexus switches, Cisco MDS switches, and Cisco UCS Director—with IBM Storwize storage systems.  Sound interesting? Here are the top five things Cisco partners need to know about VersaStack:

  • Data Center Evolution: Cloud.  Big data.  Mobility.  The Internet of Everything.  All of these macro-trends are fundamentally challenging the current IT model. Today, operations—including people, management, software, and facilities—are responsible for the greatest costs in the data center. Nearly three out of four CIOs say that it’s difficult to stay on budget and on-time due to the complexity of deploying traditional IT infrastructure.  As a result, CIOs are looking to modernize their data centers to keep pace with dynamic business priorities.  VersaStack was designed to respond to these needs.
  • Red Hot Market:  CIOs are rapidly shifting away from traditional silos towards integrated infrastructure—in which the full stack of data center technologies is combined into pre-engineered, tested, and supported system designed to operate as a whole.  IDC forecasts[1] that the integrated systems market will grow at a compound annual growth rate of 33 percent over the next five years, reaching US$14 billion by 2017.

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Cisco Partner Weekly Rewind – November 26, 2014

November 26, 2014 at 8:25 am PST

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:

Off the Top

Since we have a short week in the United States due to the U.S. Thanksgiving holiday, I won’t take up too much of your time today, but you should definitely check out Karin Surber’s blog from this week. Karin always has great insights into the sales force and this week is no different.

Karin was here this week to talk about “thermalizing” and “dollarizing” in order to build your protective sales bubble. Want to know what that means? Well, in short it boils down to expanding your reach within a customer account once you’ve landed a preliminary deal, but for the details that make for a top notch read, be sure to read Karin’s blog and let us know what you think! Read More »

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Thermalizing and Dollarizing: Building Your Protective Sales Bubble

Landing the first deal is just the beginning of the customer journey. Many sales professionals make the mistake of closing and immediately moving on to the next opportunity.  But once you’ve got your foot in the door of a new account, why abandon your newly found customer credibility when it can be leveraged to uncover additional business there?

Expanding your reach within an account by asking to be introduced to managers of additional lines of business is an excellent way to cultivate new opportunities and build a protective barrier against the competition, in effect “thermalizing yourself.”  Thermalizing entails asking your new customer to sponsor your introduction to other lines of business, fostering relationships with those contacts and developing opportunities for additional sales. The more entrenched you are in the customer account, the more credibility you build and less likely the competition will get their foot in the door.

Thermalizing is much more effective than cold calling net new accounts. With new accounts, you are always starting at “Square One” from a credibility perspective. In contrast, referrals from existing customers have much higher close rates, shorter sales cycles and tend to be more profitable. You add significant value to a customer when you have successful experience working with them and understand the way they do business. Customers know there will be a learning curve if they work with another vendor. So you automatically have an advantage. Learning to perfect the art of Thermalizing is key to maximizing your effectiveness as a Sales Professional. Read More »

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