Cisco Blogs


Cisco Blog > Channels

Cisco Partner Weekly Rewind – July 11, 2014

July 11, 2014 at 7:30 am PST

Partner-Weekly-Rewind-v2Each week, we’ll highlight the most important Cisco partner news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:

Off the Top

We had several guests on the Channels Blog this week, including Sherri Liebo. Sherri was back with the next post in her blog series on the Superheroes of Marketing.

This week focused on The Alchemist. Being able to blend the art of relevant storytelling with the science of planning, precise delivery and measurement makes The Alchemist capable of dramatically improving revenue generation marketing by giving you a closed loop that drives sales qualified leads and also measures how those leads perform. The Alchemist then takes those metrics and makes the next marketing mix even more effective.

Be sure to check out Sherri’s blog for and in-depth look at The Alchemist, and give her some feedback in the comments section, or via twitter (@sherriliebo). Read More »

Tags: , , , , , , , ,

How Do Partners Make Money in this New Cloud World

As the world has moved to a cloud-based IT model, the rules of the game have changed. This has led to a different way of thinking for CIOs and IT managers.  Let’s face it, an IT manager doesn’t wake up and say, “I have to buy some virtualization today,” or “I have to buy a Disaster Recovery as a Service offering.”  Rather there is a comprehensive adoption lifecycle that IT managers must go through as they determine what services they need and how to migrate these services to cloud.  Within certain phases of the lifecycle, partners have sizable revenue opportunities, especially before and after the service selection phase.

Phase One: Business Model Evaluation

It starts with business drivers. Prospective cloud customers must determine what business model changes are required, the lines of business requirements that need to be considered, and what organizational changes may be necessary.  Evaluating these business and financial aspects are key to consider in their cloud migration plan.  Partners must help the customer determine what is most important in making their journey to cloud and how to build a practice around that initial phase of the cloud adoption lifecycle.  Partners’ consulting services should focus on a cloud business case justification that helps their customer understand the project plan and investment, with a 3-5 year plan and the ROI/business benefits of moving to cloud.

After going through a business case evaluation of cloud, customers must also consider their infrastructure requirements.  The infrastructure assessment should answer questions such as: how will cloud impact fixed facilities?  What will it do to mobile users?  What is the knowledge level of the business stakeholders on the applications that move across the organization?  What applications need to be enabled on the network?

In order to recognize the total cost of ownership (TCO) benefits of cloud, customers must rationalize and understand the type of workloads that need to move to public, private , or hybrid clouds, and what the network needs to look like to support those applications.  This is a ripe area for partners to generate revenues through formal cloud infrastructure assessments.   Read More »

Tags: , , ,

Cisco Partner Weekly Rewind – April 25, 2014

April 25, 2014 at 7:30 am PST

Each week, we’ll highlight the most important Cisco partner news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:

Off the Top

Sherri Liebo wrapped up her revenue generation marketing series this week with her final post on CRM implementation. It’s a nice look at “closing the sales funnel from top to bottom” by tying your CRM implementation in with your other operational implementation.

Be sure to check out this final blog post and feel free to go back and revisit her other revenue generation marketing blogs in the series for some great insight from Sherri. As always, let us know what you think!

Bob Gault Talks Cloud

You’ve seen Bob Gault talking a lot about cloud on the Channels Blog lately. He always has a lot of good things to say and Channelnomics recently invited him to speak with them about how partners need to change their culture for the cloud.

You can see the highlights of Bob’s interview on the Channelnomics page and you can listen to the podcast interview in its entirety as well. Read More »

Tags: , , , , ,

Cisco Partner Weekly Rewind – April 18, 2014

April 18, 2014 at 7:30 am PST

Each week, we’ll highlight the most important Cisco partner news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:

Off the Top

Bob Gault had a great blog this week on “When and How to Use Cloud.” He took a look at private versus public cloud and how to make the decision between the two, along with when it makes more sense to run a combination of the two.

Make sure you consider all options before talking to your customers. Be sure to check out Bob’s blog and let him know what you think of his conclusions.

Partner Voices

Not to toot my own horn, but I had a pretty interesting blog this week as well. I had the chance to talk to Manjula Talreja a few weeks back. We discussed how cloud providers succeed in multiple markets. She had some great insights and pointed me to a white paper Cisco wrote in conjunction with Dimension Data on business models for cloud providers.

There really is some great information about cloud provider success in the latest Partner Voices blog. Check it out and let me know what you think! Read More »

Tags: , , , ,

When and How to Use Cloud

One thing is clear to me. Managing IT is similar to playing a game of Jenga, which challenges players to build a stack of blocks then remove those blocks without being the one to knock the whole stack over.  Whenever an IT manager wants to make a move or a change to any of the technology stacks in the IT infrastructure, it’s literally like pulling out a block without knocking the entire stack over.  For this reason, many companies are taking advantage of cloud computing to automate and simplify their IT management.

However, channel partners with nascent cloud or hybrid IT practices are often unclear about when to use a private cloud, a public cloud, or a combination of the two. For customers, the fundamental questions are when is it best to buy public cloud services? When it is prudent to build your own private cloud? Or does a hybrid cloud make more sense?

The key decision criteria for partners in helping customers to adopt a build (private cloud) vs. a buy (public cloud) approach includes looking at value add, cost, time to deployment, risk profile and experience.  After a thorough analysis of these criteria, then partners can engage customers around a conversation of business outcomes and key use cases. Here are some things to consider before having that conversation with your customer.  Read More »

Tags: , , ,