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Cisco Partner Weekly Rewind – October 2, 2015


Each week, we’ll highlight the most important Cisco Partner Ecosystem 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

Lead Cloud Disruption and Adoption. We’re with You

We have another partner blogger debut this week as Christian Treille joined us to discuss the recently launched Cisco Business Cloud Advisor – a framework to help customers take actionable cloud adoption plans.

Now we’ve made it available for partners.

Given the advantage this tool can provide our partners, I’m not surprised the Director of Cloud and Managed Services, Partner Enablement, decided to make this his first topic as a partner blogger. Be sure to read his post to see how cisco partners and their customers can benefit.

CRN – 100 People You Don’t Know But Should

I always love CRN’s annual tribute to the “behind-the-scenes channel players worthy of  attention.” For the 2015 edition, Cisco had three of their very own featured! Join me in congratulating Bridget Bisnette, Sr. Director, Partner Marketing; Scott Herron, Sr. Director, Global Customer Success; and Peder Ulander, VP, Cloud and Managed Services Partner organization.

CRN sums up the recognition as follows: “The technology industry is filled with rock stars, high-profile executives who stand in the spotlight at partner conferences and technology events to present the world with the industry’s latest achievements. But delivering these breakthroughs to the world is hardly a one-man show and behind these executives stand the unsung heroes, the shining stars on vendors’ channel management teams.”

Again, we welcome you to take a moment to congratulate Bridget, Scott and Peder for being recognized for all of their hard work.

Wendy Bahr Sits Down with Channel World India

 Wendy BahrCisco’s SVP of the Global Partner Organization, Wendy Bahr, took a moment on her recent trip to India to chat with Yogesh Gupta of Channel World India.

As you can imagine, she’s been quite busy during the first 2.5 months in her new role. This interview is a great way to get you up to speed on what she’s been focused on, her channel and partner priorities, and lots more. I highly encourage you to check it out.

As always, let us know what you think of the blog. Feedback from partners, especially around partner programs, is vital for Cisco to keep producing programs that work for all of us.

Good Reads

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Cisco Announces Intent to Acquire MaintenanceNet

As more of the business models in IT shift to a recurring revenue model for products, software, solutions and services, the ability to easily implement, track, manage and renew contracts is critical to maximizing revenue potential. These transitions create opportunities and change for our customers, our partners, and for Cisco.

That is why I am pleased to announce Cisco’s intent to acquire MaintenanceNet, a privately held company providing a cloud-based software platform that uses data analytics and automation to manage and scale attach and renewals of recurring customer contracts.

Since 2009, Cisco and MaintenanceNet have worked together to offer Cisco distribution and reseller partners a simple and automated way to improve service renewals and identify uncovered product opportunities. How does this work? MaintenanceNet’s software identifies customers with service contracts that are coming up for renewal, overdue, or with products that are not yet covered. Their low-touch solution enables automated quoting, notifications, and, in some cases, ordering online. This helps Cisco partners capture high-volume and low-dollar sales opportunities that may risk being overlooked. This streamlined process enables services contract opportunities to be pursued quickly and efficiently.

MaintenanceNet will be joining Cisco’s Global Customer Success (GCS) organization, a group dedicated to improving customer engagement and delivering a coordinated, end to end experience to our partners and customers. This acquisition is a critical component of our strategy for GCS to simplify and digitize our business processes.

Just as MaintenanceNet’s business was built with and through partners, this acquisition demonstrates Cisco’s focus on serving the partner go-to-market strategy and its significant role in our customers’ success. While we have worked together for some time, I look forward to welcoming the MaintenanceNet team into the Cisco family as we continue to innovate and grow our business.

Cisco will pay $139 million in cash and retention based incentives to acquire MaintenanceNet. The acquisition is expected to be complete in the first quarter of Cisco’s fiscal year 2016.

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Cisco’s New Small Business Portfolio—Fortifying the Future

The number of mobile-connected devices has broken the 1 billion mark. That’s not too surprising, given that as we grow more reliant on our devices and mobility, we also become more reliant on the Internet to get things done, take care of customers, and expand our businesses. In fact, we see a future that is defined by what we call the Internet of Everything (IoE), bringing together people, processes, data, and things to make networked connections more relevant and valuable than ever before. Yet Cisco estimates that about 99.4 percent of what could be connected by the Internet is currently unconnected. That’s pretty staggering. Imagine how even a fraction of that could affect your business—by connecting employees when they’re mobile and connecting customers and partners to keep business processes and sales in progress.

Cisco’s latest offerings are designed to capitalize on connectivity, helping to fuel small business success and pave the way for future growth.

Lief Keopsel recently discussed how the growing mobile population calls for a new approach. Cisco’s expanding small business portfolio helps customers find the right technology to meet their evolving needs—such as increasing overall productivity, bolstering responsiveness, and beating the competition. But we haven’t stopped there. We’ve recently added additional routers and wireless access points.

Ultimately, we’re developing a portfolio that helps small businesses perform to their maximum potential through offerings that span security, connectivity, and collaboration.

Security Is a Competitive Advantage
Through all this, whether you’re increasing productivity or enabling collaboration, you really have to keep security at the forefront. It’s what gives you the edge. If you missed the recent blog post featuring David Lawrence from Smart Technology Enablers talking about the Cisco ISA500 Series, please listen in. David describes how the Cisco ISA500 Series helps customers safeguard against outside threats while allowing employees to securely access information remotely.

Connectivity Is Key to Productivity
Check out how our newly launched products deliver greater capabilities with built-in intelligence to provide more options for getting things done and creating a more customer-centric business model, regardless of location.

Collaboration Improves Business Effectiveness
Bringing together people is a key part of our value proposition. We’re helping small businesses respond to customers more quickly and cultivate stronger customer engagement and loyalty. All while lowering the cost of doing business.

We understand that making the right technology decision is critical. And to that point, we’re proud of the recognition we’ve received from Miercom. Linda Beaton’s post on February 8 highlights  a recent study by Miercom. This report favorably compared the Cisco SF500, SG500, and SG500X switches with similar products offered by HP, D-Link, and Netgear.

To learn more about the Cisco Small Business products referenced here, please visit our website. Or to learn more about our Cisco Services, click here. If you’re a Cisco partner, check out our Partner Launch page to help seize new market opportunities and add value to your customers.

How are these changes affecting you? And, how can we help to strengthen our partnership?

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Cisco Partner MCPc Shares ‘Five Key Pillars’ for Creating the Anyplace Workspace

Are customers breaking down your door for mobile solutions? If not, they will be—and soon.

Here’s why. Three out of five workers say they don’t need to be in the office to be productive. And they aren’t taking “no” for an answer. The result: employees are working at home, in cafes, on trains—you name it, they’re out there with their tablets, smartphones, and other mobile devices.

Just ask Cisco Gold Partner MCPc. They’re meeting the needs of today’s increasingly mobile workforce. And they’re making their clients happy in the process—even if many of their clients’ employees haven’t been seen at the office in days.

But, seriously, what’s behind the company’s success? MCPc calls it the MCPc anyplace workspace™. It’s their own ‘playlist’ of partners, technology, and expertise—all perfectly orchestrated to enable secure, mobile collaboration.

Recently, I caught up with Darin Haines, MCPc’s CTO, to talk with him about his company’s strategy, which is working by the way to the tune of 43 and 57 percent growth, respectively, in products and services in FY12.   Read More »

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Cisco at the 2012 Olympic Games: Partnering to Build a Better Tomorrow

The previous two weeks of Olympic competition held the world’s attention like never before. We were able to stream events from our phones, get info in real time, and follow our favorite athletes on Twitter.

And isn’t nice to know that our partners share something in common with the Olympic champions. Like the athletes, our partners dream big, give it their all, and work hard to hone their skills—both as technology providers and trusted business advisers. Read More »

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