Cisco aims to help its technology provider partners and resellers expand their customer base and resources through new solution designation benefits.
During the past year, we have focused on delivering expanded toolsets and resources to our Solution Partner Program members, empowering them to connect with resellers, reduce costs and integrate with additional Cisco technologies. Today, I’m excited to share with you how we are continuing to help you grow your business.
We have introduced two new solution categories: Platform Ready and Co-Resident. These new categories will allow you to differentiate your solutions, reach new customers and make your solutions easily identifiable with specific, searchable solution designations in the Cisco Marketplace Technology Solutions Catalog.
Sound good so far? I hope you’re as excited as I am about these new solution categories. Let me take a moment to tell you a bit more about them and some of the benefits for you, your customers and resellers.
With 43,000 customers, our Unified Computing System (UCS) is a great market to tap into. Our Platform Ready designation tells people your solutions work with UCS, so it’s a great way to start reaching those customers.
It’s easy to meet the Platform Ready criteria, so you can go to market, fast. And your solutions will stand out in our Technology Solutions Catalog, where our customers and resellers can easily search for them.
Learn more about the Platform Ready Requirements
Our Co-Resident designation lets people know your solutions are authorized to co-reside on our Business Edition 6000 and 7000 communication platforms. That’s a market of 30,000 servers, 3 million users, and $4.3 billion of potential value. Just waiting to be tapped.
It’s easier than ever to achieve Co-Resident status, so you can start getting your share in no time. And if you get your solution in our Technology Solutions Catalog (add hyperlink), even more customers and resellers are bound to notice it.
Learn more about the Co-Resident Requirements
With solutions that are Platform Ready or Co-Resident, you and your solutions will stand out from the crowd.
So, what’s in it for resellers? Solutions with these new designations provide resellers with confidence that these solutions meet a specified Cisco standard. Resellers gain an opportunity to sell a broader portfolio of tested solution offers without having to build it themselves and get more upsell, cross-sell and services opportunities.
Customers will have the confidence these solutions will work in their Cisco environment and meet Cisco’s interoperability or co-resident standards thereby reducing cost and risk for them. But most importantly, they’re available – and will work for you – right away.
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Tags: arjun lahiri, Cisco Solution Partner Program, Cisco SPP, Cisco UCS, marketplace, solution partners
Partners often ask me, “How much can I make on services?”
It’s a great question. The answer is almost always, “More than you’re making right now!”
Let’s start with the sheer size of the services market. According to IDC, this will be over a $1 trillion market in less than five years.
Partner service bookings are growing—that’s the great news. Rebates are growing even faster. But most partners are still only getting 20-50% of the rebates they could be earning. We’re working harder than ever to make it easy to earn your share of the services market.
How much opportunity can you realize with smart services? Axcess, a Cisco partner, says, “We’re seeing growth of more than 40% smart services in a market that’s more or less static.”
Read the full case study
A multitude of stackable incentives
When you take advantage of incentives on top of your base services rebate, the money adds up fast. Right now, there are several additional incentives available to registered partners:
Innovative services that strengthen your relationship with customers
Selling smart services is really being more proactive about network health. Instead of reacting to problems, smart services collect information that can help prevent network issues from happening in the first place. They identify products that are not covered by service contracts, which can have major consequences if the device fails.
You can also provide customers with reports that can help prioritize network optimization and planning. This can lead to more strategic, forward-looking discussions about a customer’s business and technology needs—which means new product sales and enhanced services offers.
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Tags: Axcess, Cisco Partners, Cisco Services, Raja Pedraja, smart services
Building a successful recurring revenue business is a common challenge facing Cisco partners. From service contract renewals to upsell and cross-sell opportunities, we know that post-sales initiatives often take a back seat, causing you to miss out on valuable and repeatable revenue gains. Even worse, by not staying on top of your customers’ post-sales needs, you risk losing their trust and their business.
So how can you turn things around? The answer might surprise you. It isn’t a more experienced sales team, or even more feet on the street. In fact, we’ve found that the key to a successful recurring revenue business is data science – information and analytics that deliver clear insight into the post-sale opportunities that exist across your installed base.
Data science is already playing a role at Cisco in predicting how customers will behave and ultimately buy. As part of this effort, we are working to use data and analytics to help grow our partners’ post-sales businesses by driving consistent engagement throughout all phases of the customer lifecycle – from the moment a product or service is purchased, to the point when it is adopted or implemented, to the time the customer is ready to renew or refresh that purchase.
Data science can also serve as a powerful force in building customer success. And that’s why the Cisco Global Customer Success (GCS) organization was formed earlier this year. The GCS team is looking at new ways to put data to work to empower our partners to enable customers to realize the full value of their Cisco investments.
What’s in it for you?
The easiest way to describe what data science can do for Cisco partners is this: it gives you the information you need to sell smarter, more effectively, and more profitably at every stage in the customer journey. With data science behind you, you can reach out to the right customers, at the right time, and with the right offers to quickly close more sales.
How can you get started putting your data to work for your business? We’d like to help, and we’ve lined up a partner-focused webinar on this topic on Dec. 15. Registration is now available online, and you won’t want to miss it as you gear up for a fresh start in the new year.
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Tags: analytics, Channel Blog, Cisco Impact, Cisco Partners, data, Data Science, Scott Herron
Each 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
Extending Security Everywhere
Security Everywhere was originally launched in June during CiscoLive in San Diego. As Cisco continues its commitment to provide the most comprehensive security portfolio in the industry, this week Security Everywhere expanded further into the cloud, network and endpoints.
Al Jacobellis, Director of Security Solutions Strategy, explains how this most recent launch creates new opportunities for partners and highlights a few key solutions.
Also be sure to visit the Extending Security Everywhere Launch Site for partners to see how you can start taking advantage today.
In the News: Extending Security Everywhere
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Tags: #CiscoWR, #SecurityEverywhere, al jacobellis, crn, security, Weekly Rewind
As you remember, we launched Security Everywhere last June during Cisco Live, San Diego. Since that time we have received tremendous response from our mutual customers and you, our partners.
To further decrease the risk of security threats, on November 3rd, we announced additional investments and enhancements to our Security Everywhere portfolio and strategy.
We have expanded our security solutions to reach further into the cloud, network and endpoints. In addition, we launched a new threat awareness service for businesses of all sizes. The new solutions provide value to our mutual customers as well as, provide you with additional revenue opportunities that will increase your profitability.
Here are a few of the solutions I’d like to highlight.
Cisco Cloud Access Security (CAS) provides visibility and data security for cloud-based applications. The exciting news for you is that with CAS you can assist your customers address the sprawl of Shadow IT. It is reported that 90 percent of organizations are not “fully aware” of devices accessing their network. There are 5-10 times MORE cloud services being used in enterprises than are known by IT.
New additions to CAS offering allow organizations to address this complexity as well as increase visibility and control over data in cloud applications. Four new applications – Audit, Detect, Protect and Investigate – are designed to assess and act on non-sanctioned cloud applications, aimed at preventing cloud data loss.
Partnering with Elastica, CAS delivers increased visibility into “hidden” applications, those that employees might bring onto the network; detection of malicious behavior; and the ability to set security policies that tailor application usage and user behavior to align with corporate policies. To protect cloud-based applications, such as Dropbox and Salesforce.com, CAS prevents the uploading of sensitive information and inappropriate sharing of data in the applications, to limit data exposure breaches.
New Identity Services Engine (ISE) enhancements extend visibility and control for network and endpoints with new hyper-location access controls. Cisco ISE 2.0 extends security further into the network with new capabilities that help you see and control what’s on your network like never before and accelerate threat mitigation. Now you can deploy ISE services such as Profiling, Posture, Guest, and BYOD with 802.1x Network Access Devices (NADs) manufactured by Cisco Ecosystem partners.
You also have a simplified AAA device management and administration capabilities with the new work center for TACACS+ protocol support. Lastly, ISE 2.0 enhances the user experience for ISE administrators by leveraging workflow-focused work centers for centralized management and administration.
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Tags: #SecurityEverywhere, al jacobellis, AMP, CAS, Cisco Partners, Cisco Security, Extending Security Everywhere, ISE