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Partner Voices: Succeeding as a Cloud Provider in Multiple Markets

April 15, 2014
at 7:30 am PST

Just before Cisco Partner Summit 2014, I traded messages with Manjula Talreja, Cisco VP of Cisco Consulting Services (CCS) Global Cloud Practice . Manjula and her team work with Enterprise and Cloud Providers helping them tap into Cloud as the delivery model for the  Internet of Everything (IoE).

According to Manjula, cloud offers enormous growth potential and high-margin revenue opportunities for service providers (SPs) and others who wish to become cloud providers.  However, there are many new and significant challenges as well.  “Cloud buyers are not the same as the traditional voice and bandwidth service buyers that most SPs have worked with,” says Manjula. “With Cloud, SPs must realize they are in a new sphere, requiring them to think through their market-entry strategies, and develop new go-to-market channels, partners and internal capabilities.”

This is not always easy, but transformational change rarely is.  Fortunately, SPs looking to succeed in new markets with differentiated cloud offerings, and who require new sales capabilities to sell into these new markets, can take a cue from Cisco’s work with Dimension Data.

Dimension Data is Cisco’s largest global channel partner and the leading systems integrator worldwide for the delivery of networked and outsourced IT projects. Cisco and Dimension Data have worked together for more than two decades, with a partnership extending right to the top of both companies. For their cloud and managed services offerings, Dimension Data offers Cisco Powered solutions to help customers accelerate growth and lower costs.

Dimension Data’s OneCloud Partner Program is an innovative business model that combines pre-engineered cloud infrastructures with the sales and marketing expertise of both Dimension Data and Cisco.  Dimension Data was looking to rapidly expand its OneCloud business in India, Indonesia and Hong Kong by launching managed cloud platforms that would allow local service providers to quickly and effectively create new offerings beyond their core telco services. To do this, Cisco worked with Dimension Data to:

  • tailor cloud offers to local market demand
  • win early adopters and build a pipeline of prospects
  • build critical sales capabilities
  • develop the right ISV and channel partnerships to provide scale.

Part of how Dimension Data achieved this is through the Cisco Powered program.  To guarantee delivery of superior service, end-to-end security and support, Cisco Powered services are built on validated architectures and must be both certified and undergo a third-party audit.  The result for Dimension Data is a services portfolio based on the industry standard for cloud and managed services that provides fast time-to-market, assured performance, and continuous innovation.

“Cloud is about driving demand and translating this into new revenue streams,” says Husein Tambawala, senior manager, CCS Cloud Practice and the team lead for this successful Cisco – Dimension Data cloud partnership. “We took a high-touch approach in working with Dimension Data to help them create early market credibility and wins with a replicable go-to-market model.”

The results? Strong wins in these initial markets, and the creation of an easily replicated go-to-market model that fuels continued success for Dimension Data as it rolls out more than 150 Managed Cloud Platforms over the next two years.

So whether Cloud Providers offer public, private or hybrid cloud services, business models such as Dimension Data’s OneCloud Partner Program offer compelling evidence that the horizon looks anything but cloudy with the revenue opportunities of this transformative market.

For more information on the Cisco and Dimension Data OneCloud partnership, read the Innovative Business Model for Cloud Providers white paper,  or contact the Cisco CCS Global Cloud Practice.  Let us know what you think by joining in the conversation in our comments section.

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