During military battles, where one side of combatants is severely outnumbered by the other, it’s not uncommon to find a strategy called cannon fodder leveraged by the underdogs. Cannon fodder refers to poorly armed, poorly trained, and ill-equipped soldiers on the front lines who are sent in a charging attack designed to overwhelm defenders with numbers rather than superior strategy. It’s understood that the cannon fodder soldiers will most likely perish in an effort to exhaust the other side’s ammunition and manpower so that underdog’s soldiers at the rear have a chance to win the battle.
In the sales world, we see the cannon fodder scenario happening all the time. A customer puts a project out to bid in an effort to evaluate different proposals and select the best choice. It’s not uncommon, however, that the customer already knows what solution they are going to select BEFORE the project is put out to bid and is only going through the bid process due to company policy. This means that you could be spending enormous amounts of time and energy putting together proposals that have no chance of being considered. You are just cannon fodder to the customer – expendable resources that are just going through the motions to appease company management. Read More »
Tags: Cisco, karin surber, partner, sales strategy, sales thought leadership
The service provider environment is going through unprecedented change, requiring service providers to respond quickly to new market trends in order to stay competitive, monetize new services and drive optimization while continuing to deliver “carrier class” services ubiquitously.
Additionally, the increased emphasis on cloud computing is placing new demands on the network. For cloud services to be seamless, the underlying network must be intelligent, carrier-class and virtualized.
But as the saying goes, with change comes opportunity, and for partners the evolving service provider market opportunity is huge. Just how big are we talking? Take a look at the figures below.
Source: Infonetics Research
These numbers only address the pure technology opportunities; the Internet of Everything (IoE) is the other key ingredient to this story, an opportunity estimated at $19 trillion. Today, 70 percent of people and 99 percent of things are not connected. As new industries emerge around IoE, the solutions that will be introduced will need service providers to provide the connectivity and often times the value-added services. Read More »
Tags: asr 9000, carrier class, Cisco, cloud, CRS internet of things, epn, esp, InterCloud, IoT, iot specializations, IP NGN, mobility, NCS 2000, NFV, partner, routing, SDN, Service Provider, small cell, SP, sp specializations, SP WiFi, specializations
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
Sherri Liebo posted this week on the Cisco Partner Plus program. Following up on her post about midmarket last month, Sherri provided expanded information on Partner Plus and how partners can take advantage of its three tier system to grow and expand in midmarket.
If you’re interested in learning more about just how this fits into The Cisco Partner Ecosystem, be sure to check out Sherri’s blog, and let us know what you think! Read More »
Tags: Cisco, eplus, midmarket, partner, Partner Plus, partner voices, Sherri Liebo, The Cisco Partner Ecosystem, Weekly Rewind
Oftentimes when putting together the Cisco Partner Voices blogs, it’s easier to just back off and let the partner tell their own story. With this week’s entry from ePlus, I did just that, asking Mike Trojecki, senior director, Cisco National Practice and Emerging Technologies, ePlus to speak about lifecycle management in 2014. Here is what Mike had to say:
The year was 1985. Ronald Reagan was President of the United States, Wham! topped the charts with Careless Whisper, and Marty McFly and Doc Brown were rewriting history in one of the best movies of the 80’s. In this same era, the term “lifecycle management” made its debut by American Motor Corporation.
If you are like most organizations that I speak with, you are mired in spreadsheets and multitudes of network management tools—fighting fires so often that you can’t spend the time needed to align technology with your lines of business. The truth is that Wood, Hewlin and Lah were correct in Consumption Economics: The New Rules of Tech when they stated that there is a growing gap between what manufacturers, systems integrators and value added resellers are trying to sell you, and what can possibly be adopted and deployed. This leaves you in the unenviable position of deploying products without realizing all of the features that were supposed to provide ROI (you know, in Back to the Future speak, that would get your businesses’ flux capacitor up to 1.21 gigawatts and cruising along at 88 MPH). Read More »
Tags: Cisco, eplus, lifecycle management, partner, partner voices
As I mentioned in my last blog on The Cisco Partner Ecosystem in the midmarket, I wanted to take just a bit of your time in December to give you a little expanded information on the Cisco Partner Plus Program. As we near the holidays and we will all be taking some much needed time to relax with friends and family, know that you are a vital part of The Cisco Partner Ecosystem and this is another way that Cisco can really help you win in the midmarket space.
Just like I said last month, I cannot stress enough that it’s not just “big business” that powers the economic engine globally. The midmarket space has increasing IT demands and even more limited resources than their enterprise siblings. We offer a great deal of help to Cisco partners in the midmarket space, but the Partner Plus Program helps you:
- Prepare, build and expand
- Generate demand and increase sales
- Enjoy your success through rewards and incentives
We want you to be a successful part of The Cisco Partner Ecosystem and the Cisco Partner Plus Program helps ensure you get the support you need from us in order to succeed. Partner Plus offers increasing levels of benefits as you move from Partner Plus Aspire to Partner Plus Prestige and all the way up to Partner Plus Elite. Read More »
Tags: Cisco, midmarket, partner, Partner Plus, partner plus aspire, partner plus elite, partner plus prestige, The Cisco Partner Ecosystem