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Cisco Partner Weekly Rewind – August 1, 2014

August 1, 2014 at 7:30 am PST

Partner-Weekly-Rewind-v2Each 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

Well we’re wrapping up Cisco’s fiscal year 2014 and it was a perfect time for Bruce Klein to stop by and take a look back at a few of the highlights. There is a nice video of several of our events with partners this past year as well.

Bruce pointed out a few of our bigger announcements, and he made sure to point out that none of the accomplishments from fiscal year 2014 were possible without the hard work and dedication of Cisco’s partner community.

Take a look at Bruce’s blog and congratulate yourselves for driving such a significant amount of business for Cisco. Be sure to let Bruce know what you think in the comments section!

Partner Blog        

Over the years, we have covered broader and broader news amongst the Cisco partner community. Rather than solely covering resellers, where the channels blog started, we have branched out to blog about distributors, ISVs and more. Since the Cisco Partner Ecosystem is growing and evolving, we think we should be more representative of the entire Cisco partner base. As such, we will soon be renaming the Cisco Channels Blog.

As of August 15, we will rename this blog the Cisco Partner Blog. All of our associated assets will change as well. Our twitter handle will no longer be @cisco_channels and will become @ciscopartners. You can find us on Facebook as Cisco Partners. Read More »

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A Look Back at Fiscal Year 14

The theme at this year’s Cisco Partner Summit 2014 was Amazing Together. We chose that theme because we understand just how important partners are to all our success here at Cisco. We really are amazing together and the proof of what we can accomplish, and where we can go together, is certainly there when you look back at this past fiscal year.

We have covered so much ground in the past 12 months, and I wanted to take a moment to thank our partners and take a look at a few of the highlights from FY14. In fact, before I go any further, let’s literally take a quick look back at this past fiscal year. Here are highlights from just a few of our events:

We weren’t just amazing together at Cisco Partner Summit 2014. It was throughout the entire year. While we’re talking about Partner Summit though, just look at what we covered in Las Vegas this year: Read More »

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Using Ongoing Marketing to Nurture Leads: Do You Know What it Takes to Get to “Yes”?

When I started in my sales career many years ago, I didn’t have the luxury of an established client base or a robust CRM package that reminded me who to call. I didn’t have a marketer funneling leads to me or setting up appointments on my behalf. No, each day I came into the office and started “pounding the phones”, making cold calls, and hoped to get a live person on the phone so I could talk to them about whatever I was selling. When I got a “no”, I wrote the opportunity off and went on to the next cold call. It didn’t take long to realize this was an exercise in futility because 80 percent of other sales people were calling these exact same people using the exact same tactic. So, I thought about the way I wanted to be treated and the kind of people I liked to buy from and changed the way I approached prospects.

Although I didn’t know the official concept at the time, I started formalizing a lead nurturing approach. I shifted my mindset so that every prospect that said ”No”, was looked at as a future “Yes”. I set up call reminders on my calendar and started calling these prospects consistently at mutually agreed upon intervals. Overtime, I established relationships with these prospects, and ultimately, I closed business with more than 60 percent of them! More importantly, more than 80 percent of these clients worked exclusively with me and stopped working with other vendors! All because I took the time to nurture the relationships, made a commitment to their success and put in the hard work to make it happen. Although the process was labor intensive, it got the job done. Had I only realized what I could have accomplished by implementing a similar process through marketing campaigns, my sales could have grown exponentially higher.

Fast forward to today’s electronically-connected, ultra-complex business climate and the ”relationship” element is even more rare and impactful than ever before. Although the sales person is still a critical component of the sales process, marketing campaigns have become a much more cost effective way of nurturing prospects and staying in touch with customers. Establishing a schedule of ongoing, targeted marketing activities is an impactful way to nurture leads and keep your company “top of mind” with your prospects. However, the concept of prospecting or lead nurturing through marketing is still not a focus for most companies or sales teams.  But the statistics speak for themselves on the impact that nurturing has on business. Here are some current statistics related to lead nurturing: Read More »

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Cisco Partner Weekly Rewind – July 25, 2014

July 25, 2014 at 7:30 am PST

Partner-Weekly-Rewind-v2Each 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

I posted a new Voice of the Partner Blog earlier this week. It focused on Cisco Solution Partner, Tegile, and their work with the Minnesota Wild of the NHL. I love working on the Voice of the Partner series, as it gives me the opportunity to see what partners are doing with customers in order to provide real life, effective business solutions.

See how Minnesota Wild achieved a cost reduction, reduced power usage, and increases data center agility with the help of Tegile. There is an included, full case study and we welcome your feedback.

Microsoft Worldwide Partner Conference

Gary Serda wrapped up his coverage of Microsoft’s Worldwide Partner Conference (WPC) by giving us one last recap on the Channels Blog. Be sure to check out Gary’s final blog on WPC.

The Future of Cloud

Learn what leading providers have to say about the Future of Cloud. In parts three and four of this ongoing series, OneNeck and Sungard share their perspectives on “Transparency in the High Performance Cloud” and “Building a Resilient Cloud for the Future.”

Good Reads

Keep An Eye Out

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Microsoft Worldwide Partner Conference 2014: Looking Back and Forward

July 23, 2014 at 7:30 am PST

Last week, more than 16,000 Microsoft partners convened in Washington, DC for Microsoft’s annual Worldwide Partner Conference (WPC). Team Cisco had a great week of conversations with partners on the opportunity created through the Cisco and Microsoft data center alliance.

Cisco announced a three year agreement with Microsoft in which we are aligning our incentive programs to reward the channel for solution selling in a partner-to-partner model. In his blog, Denny Trevett, Cisco VP, Global ISV and Technology Partners, detailed how this model is creating new opportunities for partners to reach new markets and drive profitable growth.

Cisco and Microsoft are also accelerating the development of joint solutions for private cloud, server migration, service provider, and SQL Server 2014. Cisco VP of UCS Marketing, Jim McHugh posted on how technologies such as UCS, Nexus, Hyper-V, and Windows Server 2012 R2, enable IT organizations to dramatically improve their effectiveness and drive business outcomes.

You heard from Cisco. Here’s what Microsoft had to say. Read More »

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