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Cisco Partner Weekly Rewind – November 13, 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

Well, we’re continuing to move fast around here at Cisco as this week we announced another big alliance with Ericsson. The news garnered quite a lot of buzz in the social media channels, including this from Cisco CEO Chuck Robbins:

The Cisco CEO also discussed the strategy and benefit this partnership will bring to you and your customers in his blog earlier this week. Be sure to check out his blog and also watch this conversation he has with Hans Vestberg, Ericsson’s CEO:

In the Channel News: Cisco + Ericsson

  • CRN says this pact is a potential IoT game-changer for partners
  • Fortune on what Cisco gains by partnering with Ericsson
  • Channelnomics writes that Ericsson is depending on Cisco partnership revenue boost

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

MaintanenceNet recently joined the Cisco family, and one of their leaders, now a part of Cisco, made his Cisco Partner Blog debut this week.

Scott Herron, Cisco Chief Enablement Officer shares insight on data science and the role it can play in driving customer success. Don’t miss it or the upcoming webinar:

customer success talk_dec15

How Much More Could You Be Making On Services?

Raul Pedraja stopped by the blog this week to talk about smart services and the opportunity partners can capture with them.

Raul provides partners a step-by-step method for capitalizing on what IDC says will be over a $1 trillion market in less than 5 years. You’ll definitely want to see the advice he gives.

It’s Easier Than Ever to Grow Your Business

As you know,  Cisco wants to help our partners expand their customer base and drive customer success. And over the last year we’ve grown our Cisco Solution Partner Program to include new toolsets and resources.

Arjun Lahiri, Director of Global Partner Programs here at Cisco, writes about 2 new solution categories partners can now leverage: Platform Ready and Co-Resident.

Learn more about these new categories and how to start using them to expand your customer base in his blog from earlier this week.

Good Reads

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It’s Easier Than Ever to Grow Your Business

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.

Platform Ready

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

Co-Resident

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.

What’s Next?

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How Much More Could You Be Making On Services?

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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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

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

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.

Partners_Security_TW

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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