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Cisco’s 8 New Year’s Resolution for Partners

Happy 2012, partners! Inspired by Channel Maven’s lively list of resolutions, I began to pontificate on Cisco’s new year’s resolutions for partners this year.

1. First and foremost: profitability.

C’mon, who doesn’t want more profits in 2012? Services now represent 40-50% of Cisco channel partners business, up from 20% five years ago. Our recently created Services Rules of Engagement offers partners a definitive roadmap on how to engage with Cisco Services and maximize your Cisco services investment.

Plus profitability programs like Cisco’s Value Incentive Program (VIP) ensure that you’re rewarded for focusing your practice on Cisco’s architectures. Stay tuned for new signup periods.

Check out the full list of incentives on Partner Central.

2. Helping partners help customers become one with the cloud.

To help ensure partners have a successful Year of the Cloud, Cisco’s Cloud Partner program (with three tracks) will help you prepare for growth in cloud adoption. Combine that with CloudVerse to help you build public, private, and hybrid clouds for customers and you’ve got a winning combo. You can’t lose with the intelligence of the network, the power of the data center, and the flexibility of cloud applications.

3. Work less! Programs and services to make your job easier. Read More »

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Happy Holidays: The Best of 2011 in One Blog Post

As 2011 comes to a close and 2012 begins, we continue our commitment to partners: to your profitability, to building the best partner programs, and ensuring that Cisco remains at the forefront of technical innovation.

What happened this year? Glad you asked! Watch this one-minute video recap of 2011.

Keep reading for event highlights, news links, replays of broadcasts, and notable quotes from this year. Plus, share your holiday traditions with us!
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Top Headlines: Contest Winners, Clouds, Charities, and Cisco Partner Profitability in 2012

As 2011 comes to a close, what do you think 2012 will bring? We predict it will be the Year of the Cloud!

In this last episode of Partner Update for 2011, Andrew attempts to communicate with the entire CloudVerse, until he learns what it actually is (a set of cloud capabilities that helps our partners build public, private, and hybrid clouds for customers).

What else made the news over the past couple of weeks? We crowned two partners winners of the 25 Words contest for their witty entries, look closely at how Cisco partners are helping to build a fast and secure network to help customer Doss Aviation power fighter jets, learn best practices around Smart Care Services and building better customer relationships, find out how OnPlus can help partners diagnose and fix network issues from virtually anywhere on any device, a services cheat sheet to help build relationships and increase profits, and more.

Tune in and watch our latest newscast covering the top Cisco partner headlines, as always, in under 5 minutes.

Keep reading for links to the top headlines, time stamps so you can find each news item within the video, and more details on each of the stories we covered.

Read More »

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What’s for Dinner? Cisco Serves $49 Billion Services Opportunity to Partners

If someone invited you to a dinner party, but then only allowed you to eat the bread at the table verses the entire meal, chances are, you’d leave feeling pretty hungry.

Applying that analogy–let’s look at how a vendors services model impacts the overall partner-vendor relationship. We all know that services are “meat and potatoes” for solution providers. As a matter of fact, services now represent 40-50% of Cisco channel partners business, up from 20 percent five years ago.

But the reality is that traditional services models don’t allow channel partners to fully participate in the services opportunity. HP is a case in point. HP has a traditional services model, with an army of approximately 200,000 services employees and a “hard deck” where they sell direct to 1,800-2,000 of their largest customers.

Cisco, on the other hand, has approximately 11,000 Services employees and allows partners to participate in the Services opportunity at every level, from the largest global customers to the local small business. Our partners are the extension our Services arm.

Through programs such as Collaborative Professional Services (CPS) and Steps-to-Success, Cisco also has a range of initiatives designed to transfer knowledge gained by Cisco Services to accelerate partner success.

To go back to our original analogy, Cisco allows partners to enjoy the entire meal…and the $49 billion services TAM around Cisco technologies and architectures in FY12 definitely offers some enticing menu options!

To take advantage of this tremendous opportunity, Cisco Services aims to work with partners to deliver new services experiences to customers through its unique sales engagement model, smart services portfolio and partner-centric programs. Now, Cisco is taking the next step forward to further clarify our sales engagement model and drive consistency in the field.

Read More »

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Managed Services: OnPlus for Small Business Reseller Partners

Imagine being alerted of a customer’s network issue at your son’s baseball game. Now imagine being able to fix that issue between innings, before the customer even becomes aware of it.

That’s the power of OnPlus, a new managed service Cisco is announcing today to help VARs easily and affordably provide network assessment, management, and advisory services to their small business customers. This new service provides VARs with a cost-effective, scalable business model for those beginning to establish their managed services practice.

So what does this really mean for our channel partners?

If you ask Liberty Technology President and Cisco certified partner Ben Johnson, he’d say that, “Liberty Technology focuses on making technology easy for both consumers and businesses. With Cisco OnPlus, you’re able to get a more complete, 360 degree picture of your customer’s network. We’ve used OnPlus in a number of scenarios, from doing network surveys to quickly troubleshooting and identifying problems with customer’s networks, which has greatly saved us time and of course money.”

What else can you gain from using Cisco OnPlus service? Read on for all of the advantages. Read More »

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