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Partners Urged to Swap out Old Cisco Technology

- June 4, 2009 - 3 Comments

imageKeith Goodwin, Senior Vice President of Worldwide Channels, presenting at the opening Partner Summit keynote.A big opportunity for Cisco channel partners touted at the Partner Summit this week is that many customers have a significant amount of obsolete technology. In fact, Cisco estimates as much as USD$20 billion in Cisco routing and switching equipment worldwide is more than five years old and $9 billion of that will reach its end-of-life date in the company’s 2010 financial year, which begins in August. Across Europe, where partners have taken part in a pioneering swap-out program called the Installed Base Lifecycle Management (IBLM) practice, the channel has already generated incremental bookings of $200 million and a pipeline of more than $1 billion. “It’s not about churning the installed base,” says Cisco Vice President Europe, Worldwide Channels, Thierry Drilhon, “it’s about making sure the network will be fully ready for our customers to implement the technologies to be more agile, more productive and more efficient.”

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  1. While the first thing is that we should trully convinced the customers the life eddging status of their utility with our fad ones.

  2. Dorado Software provides Cisco partners with a tool(RedCell Engineering Pro) that allows them to do network assessments that will span beyond just the Cisco gear. That way they can show customers other obsolete equipment that is in the network and candidates for replacement. Cisco will compensate the partner for doing the assessment in both spiff dollars and increased discount.

  3. A very effective method is the Cisco Discovery tool. We as a Cisco Premier Partner use it quite a lot to show our customer which s/w and h/w versions require upgrades.