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Focused on Driving Partner Profitability

Your profitability is a top priority for us at Cisco. In fact, we are increasing our investments in our partner incentive and profitability programs in Fiscal Year 2012 to help you not only drive profitable growth, but also to evolve your businesses.

With your input, we frequently refine our incentive and profitability programs to help you stay at the forefront of the industry and enhance your relevancy to customers. FY12 is no exception. Here’s a list of what’s new.

• We are rolling out the Teaming Incentive Program (TIP) globally to offer Cisco partners an opportunity to realize higher margins in deals where they team with Cisco.

• We are streamlining the Opportunity Incentive Program (OIP) to make it easier and faster for partners to receive approval on deal registration, and therefore, boost adoption and opportunity for higher margins for partners.

• We are simplifying the Technology Migration Program (TMP) and expanding competitive trade-in product recognition for easier quoting purposes.

• We are adding incentives to the recently announced Cisco Cloud Partner Program to help partners monetize the rapidly growing cloud market opportunities.

• We are building new incentives, which will be announced later in FY12, to reward our partners for actively participating in the new Partner Led go-to-market model.

• We are refreshing our ground breaking profitability program – the Cisco Value Incentive Program (VIP) – to meet changing customer and market demands and ultimately to help partners successfully evolve their practices as the industry moves forward.
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Mighty FlexPod: Private Cloud Architectures and Superhero Support

A FlexPod has the power to leap tall buildings in a single bound, and it’s more powerful than a locomotive. No wait, that’s Superman. But FlexPods are going strong in the marketplace—and they are currently sold by 120 partners and counting.

The mighty FlexPod is also the subject of a recent whitepaper by IDC titled “Accelerating Converged Infrastructure with the FlexPod Datacenter Solution and the Support Alliance.” Cisco Partner IronBrick spoke to IDC for the white paper about its experience selling FlexPod and provided some insights on what their customers are looking for.

IronBrick customers are seeing “rapid data growth, have concerns around operational and resource limitations, have physical datacenter issues regarding space, power, and cooling, and have the desire to deploy IT solutions that enable nimble response to today’s dynamic and fast-moving application demand,” according to the whitepaper.

So guess what satisfies all of their customer needs? Read More »

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Live Broadcast for Partners: How to Thrive with Cisco Architectures

August 10, 2011 at 2:49 pm PST

You’ve likely heard talk about collaboration, data center/virtualization, and borderless networks architectures for some time now.  Maybe you’ve heard that architecture-based solutions offer massive opportunities for Cisco partners (and customers).

In FY11 alone borderless networks were a US$49 billion total addressable market opportunity, collaboration US$35 billion, and data center/virtualization US$42 billion.

Want to learn more about how to deliver architecture-based solutions and maximum ROI to your customers? Then join our live broadcast where you’ll learn about the architecture and business skills your teams need to optimize technology deployments.

Our guest Andres Sintes, Global Director of Cisco’s Worldwide Learning Partner Channel, will be joined by Cisco Learning Partners for a live discussion on Cisco architectures, programs, and tips on how to thrive in Cisco’s new architectural framework.

Here’s more info and how to participate…

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Pre-Sales Prospecting and Marketing: The New Partner Enablement Imperatives

This post is the third in a series we’re featuring from Beth Vanni, Vice President of Amazon Consulting. Amazon Consulting is a partnering services firm dedicated to helping companies elevate the impact of partnering. Beth has over 25 years of experience in technology sales and marketing, with a specialty focus on partnering strategies and supporting operational plans.

Vendors have long sought the attention, investment, and loyalty of channel partners for one primary reason — to expand market reach. The promise of new projects and new customers has been not the only driver in forging vendor/channel partnerships, but it has been a key one.

With the current economic climate, vendors have been forced to look at their partners’ skill sets and business model holistically, with the aim to have the right balance of technical skills, sales and prospecting skills, marketing acumen, and service delivery skills.  But what combination of these competencies makes a solution provider most adept at driving new business?

In Amazon Consulting’s Annual State of Partnering Study, the last two years’ worth of results from over 100 global IT vendors indicate that increasing partners’ sales skills is a big focus for vendors.  Specifically, vendors are looking to improve the overall channel’s skills in two areas — the ability to do effective pre-sales prospecting and the ability to sell business value to line-of-business decision makers.

Technical training and certification programs are now the staple of many vendors’ formal value-based channel programs – those that recognize partner contribution beyond just sales volume.  They are the basis for how most partners earn recognition, rewards and further support from their leading vendors.  And specialization programs focusing on multi-product solutions and industry skills have taken that idea to the next level.

But recently, many vendors with highly-evolved technical certification programs have realized that technical acumen alone does not necessarily translate to partner profitability. So what has changed?

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Help Customers Embrace Change with New Borderless Networks ROI Benefits Calculator

August 5, 2011 at 9:24 am PST

Your customers want all the benefits that borderless networks have to offer; things like working from home, VPN access anywhere, and secure network access via any device. But how do you best walk customers through the costs, benefits, IT staff requirements, ROI, and the dizzying array of considerations around a sizable IT upgrade?

With a series of questions, scenarios, and analysis, the new Borderless Networks ROI Benefits Calculator is a free tool that helps partners analyze customers’ IT costs and needs—whether it’s a future network deployment or a post-deployment ROI analysis.

By plugging data into the calculator, you receive a tangible list of benefits that a customer would see from upgrading their infrastructure (like reductions in help desk costs, increases in end user productivity, or energy savings).

Cisco tapped independent technology and market research company Forrester Research to create the calculator. Forrester gathered data from its research on Cisco Borderless Networks and the market in general, interviewed Cisco marketing and sales personnel, spoke with organizations offering solutions, and conducted a survey of 121 IT network execs.

How do I get access to the calculator?

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