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Weeding Through Partner Sales Pitches

By Ken Presti, Contributing Columnist

There has always been brisk competition among channel partners pursuing sales opportunities. But during difficult economies, that competition definitely gets amped-up a notch. The promises can be abundant, and in most cases, the partners are fully capable of delivering on those promises.  But like anything else in life, let the buyer beware.

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Partner Velocity: Unleash Your Inner (Marketing) Superhero

December 10, 2010 at 1:20 am PST

We’ve wrapped up an action-packed week at Partner Velocity in Barcelona, Spain where Cisco partners learned, not only to change their way of thinking about marketing, but also to use social media in innovative ways.

I had a chance to interview speaker and creative director of Thinque Anders Sorman-Nilsson about ideas and how to “thinque funky.”

Anders says that in a highly digital world, high touch (and appealing to our customers’ hearts and emotions) is key. He also talked about thought leaders, those who have unleashed their own inner super heroes, who blaze a trail in new thinking.

What else did partners learn at the event? Here are just a few memorable quotes from speakers.

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Join a Live Video Broadcast on Partner Profitability

November 19, 2010 at 2:44 pm PST

As a Cisco partner, being profitable is most certainly your number-one priority.

And the new Vice President of Cisco’s Worldwide Commercial Segment Dave O’Callaghan gets it. Dave previously served as Vice President of Worldwide Distribution driving Cisco’s distribution strategy. In his new role, he’ll be responsible for sales, strategy and programs for the mid-size and small markets. (And driving partners’ profits!)

Want to know more about what he’s going to do for you? Then tune into our live video broadcast.

How to participate…

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Live Broadcast: Cisco’s New Global and Transformational Partnerships Strategy

Want to find out what’s in store for Cisco’s transformational partnerships?

We’ll be hosting a live video chat on our Ustream channel with Wendy Bahr on November 5, 2010 at 10:30 a.m. PST. During the broadcast, we’ll get the latest news and info about Cisco’s global and transformational partnering strategy.

So what will Wendy talk about during the chat? Read More »

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Partner Questions Answered: Managed Services, Cloud, and White Label

October 11, 2010 at 12:20 pm PST

You have questions, we have answers. We gathered up questions we’ve been hearing from partners around the topic of managed services, cloud, and white label and sat down with one of the foremost experts on the topic: Todd Roth, Director of the Managed Services Channel Program at Cisco. In this Q&A, he addresses partner concerns around new consumption models, partner-to-partner collaboration, and highlights some new developments in the managed services realm.

And with new cloud service designations within the Managed Services Channel Program (MSCP) that were just announced, this is a good time to explain those as well.


Channels blog: Hi, Todd. Thanks for joining us. What does “cloud service designation within MSCP” mean?

Todd Roth: It’s the beginning of a new class of service designations that enables partners to align and brand their cloud-based offerings with Cisco. Offerings that are built on a Cisco-validated architecture.


CB: What are the designations and who can take advantage?

TR: There are two designations:

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