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Broadcast Recap: How Professional Services Can Increase Partners’ Profitability

April 20, 2011 at 1:54 pm PST

On Monday I hosted a live Channels Chat video broadcast with Bob Dimicco, Senior Director of Cisco Services. Bob is responsible for the Collaborative Professional Services program that was launched at Partner Summit.

During the broadcast, he offered an overview of how services are a key differentiator for Cisco partners, and he explained how services can drive partner profitability. Here’s a replay in case you missed it.

Cisco’s services strategy places the partner at the center, according to Bob, because partners are critical to Cisco’s go-to market strategy, whether a partner is selling professional services, managed services, or technical services.

In terms of sales, it used to be that products generated far more revenue for partners than services. Five years ago, 80% of partners’ business was product-based, and 20% was generated by services. Now, partners’ business is almost split evenly between product and services. Bob then told viewers that services help an end-customer see how technology can really generate business outcomes.

Want to learn more? In addition to the video replay above, we’ve got a text summary of the broadcast, along with time stamps to identify sections in which Bob addresses key topics, such as market opportunities around architectures, success stories, and how Cisco’s services are different from those competitors offer.

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