Did you know that 93 percent of B2B buyers use search to begin the buying process (Source: Marketo). What’s more is that most buying cycles are 70 to 80 percent complete before companies are even willing to engage with sales people (Source: SiriusDecisions).
With statistics like that, wouldn’t you want to ensure your online assets provide the most compelling information about your products and services? After all, the goal is to get prospective customers to the finish line, preferably with you.
Enventis, a Cisco Gold and Unified Communications Master Specialized Partner, did just that.
They know prospective customers have a lot of options when it comes to selecting a data center for their network, server, and storage needs. Enventis also knows those prospective customers would have to travel great distances to visit their facilities located in Edina, Minnesota. So they created a virtual tour to help save on travel time and money, while providing an accurate view of what their data center looks like.
Want to see their tour? Watch the video below.
I chatted with Enventis Senior Marketing Specialist Elke Zimmermann about the making of the Enventis Data Center Virtual Tour video, the results that came out of it, and tips for creating your own virtual tour. Read More »
Tags: Cisco, data center, enventis, gold, master partner, unified communications, video, virtual tour
Today, Keith Goodwin, SVP of Cisco’s Worldwide Partner Organization, is announcing his retirement after 13 years with Cisco and 38 years in the IT industry. Keith has been a strong leader, colleague, and friend to so many partners during his time at Cisco.
Starting on August 1, SVP Bruce Klein will become the new leader of Cisco’s Worldwide Partner Organization.
Read more details as EVP Rob Lloyd blogs about Keith’s career, Bruce’s leadership style, and our commitment to our partner-centric strategy. Read More »
Tags: Bruce Klein, Cisco, keith goodwin, organization, partners, worldwide, WWPO
Analysts bring years of experience and broad industry knowledge to their clients. They also perform valuable market research and trusted competitive analyses. But tapping into these resources can be tough, because of their busy calendars.
That’s about to change! Cisco is introducing the Virtual Analyst Perspective (VAP), a pilot program that gives partners a seat at the table with well-regarded industry analysts.
It begins on June 27, as Cisco hosts two, one-hour VAP webinars. It’s completely free—partners just need to register to participate. (Editor’s note: The event is finished, but you can click here to listen to the entire Virtual Analyst Perspective replay.)
VAP’s first guest is Zeus Kerravala, founder and principal analyst with ZK Research, a division of Kerravala Consulting. He’ll share directly with partners his expert insight on how trends can affect your business portfolio—and how to transform your business for the future. Read More »
Tags: channel partners, IT trends, partner practice builder, VAP, virtual analyst perspective, webinar, zeus kerravala, zk research
As Chief Strategist of the Worldwide Partner Organization, I often speak with partners about their value-add, differentiation, and profitability. Here are some thoughts on how the traditional partner differentiation model needs to evolve in the cloud market place.
Partner profitability has always been driven by the unique value that partners add to surround the offerings from their suppliers. This can be in the form of integration with other third-party products, their own pre- and post-sales services, or even custom service level agreements. The more unique this differentiation, the higher is the partner margin on the transaction; and the more relevant their proposed solution is for the customer, the higher is their probability of winning the order. It is not surprising to see two Cisco partners – one making 12% gross margin and the other making over 25% on similar transactions due to their differing value propositions. Both business models are valid as long as the partner is managing the overhead against the subject margin they are receiving.
Over the past decade, channel partners have typically created unique value propositions around the Customer Premise Equipment (CPE) they have been reselling to end customers. This proposition may include having the lowest price, providing fast delivery, conducting pre-delivery testing or configuration, on-site installation or integration, and many others. These CPE related on-premise value propositions are still relevant in the cloud builder role, but are often not applicable to a cloud services reselling role.
It is clear that the market is moving rapidly to cloud adoption based on new consumption models. According to UBM (United Business Media), 37% of all IT spend will be off-premise in 2013 and there will also be an 11% decline in CPE sales next year. Channel partners need to create new value propositions to differentiate themselves when they resell new cloud services instead of CPE to their customers. In some ways, this requires a return to basics: Read More »
Tags: Cisco, cloud, differentiation, partner, services
Enjoy finding a needle in a haystack? Didn’t think so. That’s why Cisco has introduced the Cisco Developer Network (CDN) Marketplace.
This brand new platform is your go-to “storefront” to quickly find the value-added solutions needed to help solve your customers’ most pressing business challenges. By tapping into the marketplace’s Solutions Catalog, partners have access to more than 700 developers selling 1,100+ products and solutions—each of which dovetails to existing Cisco offerings.
The CDN Marketplace enables collaboration among customers, partners, and developers—all with a focus on accelerating the sales process and helping you increase revenue.
In addition to the Solutions Catalog, the CDN Marketplace includes Cisco AppHQ, which offers Cisco and third-party Cius apps in support of your customers’ mobility initiatives. Read More »
Tags: cdn, channel partners, cisco apphq, Cisco Developer Network, Cius, resellers, solutions catalog