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The Power of Insight: The Role of Data and Analytics in Customer Success

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.

Impact of Insight

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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Cisco Partner Weekly Rewind – November 6, 2015

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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.

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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

Good Reads

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Expanding Security Everywhere and Creating New Opportunities for Partners

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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Cisco Partner Weekly Rewind – October 30, 2015

Partner-Weekly-Rewind-v2

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:

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Cisco Moving Fast with Acquisitions

Earlier this year, John Chambers said Cisco’s new CEO, Chuck Robbins, “can and will move the company faster.”

It’s been a while since Cisco has acquired (or announced the intent to acquire) three companies in a single month (2012), much less three in one week.  But, living up to his predecessor’s prediction, that’s exactly what Robbins and Cisco did this week.

According to Cisco’s VP of Corporate Business Development, Rob Salvagno, in this CNBC interview, “Market transitions are happening at a much faster pace. What you see with regards to our acquisition activity this week is really reflective of that dynamic.”

Check out Rob’s extensive coverage of each acquisition on The Platform:

Cisco Announces Intent to Acquire ParStream

Acquisition of Lancope to Boost Cisco’s Cybersecurity Threat Defense Capabilities

Cisco Announces Intent to Acquire 1 Mainstream; Helping Customers Deliver Outstanding TV Experiences to Any Device

Good Reads

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Cisco Partner Weekly Rewind – October 23, 2015

Partner-Weekly-Rewind-v2

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

It’s All About Connections

Rick Snyder, Vice President, Americas Partner Organization, contributed his first blog post since taking on his new role.

Rick had quite a few takeaways from his recent trip to Orlando for the Best of Breed Conference, none more important than a partner CEO keynote. Check out his blog post to see why decision making is shifting from IT to line of business (LOB).

CRN’s Exclusive interview with Wendy Bahr

The new Cisco Channel Chief has had a busy first 90 days – a time period that includes traveling around the world talking to partners to ‘get a sense of what they want to see from the networking giant in the digital age.’

She also fields questions on when the recent Apple partnership will be implemented into the Cisco Channel Program, the Dell-EMC deal, and a number of partner updates around the corner. Check out the full interview by CRN’s Mark Haranas.

Karin Surber Says Using These Marketing Tips Can Mean Big Business

Karin Surber is back at it, this time she’s delivering best marketing practices for partners.

We all know social is at the forefront of today’s marketing universe. But Karin asks us not to forget about 3 other tactics that can grow your business and compliment social media.

  • Content marketing
  • Search engine optimization
  • Email marketing

See what else she has to say to partners about these important techniques.

Good Reads

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