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Engaging A Partner-Centric Approach with Cisco Services

Making Cisco easier to do business with. That is one of the committments the company outlined this year as part of its refinements and evolution.  The results in doing so continues, we hope you see it and feel it. That promise shows up in many places across the company including our Services business.   Services  is one area of any business that is multifaceted, no doubt.  At Cisco it’s a  differentiated strategy that we bring to the market because of our  partner-centric approach. Services provides a huge opporutnity for our partners,we recognize that and it  now represents 40-50% of Cisco channel partners business, up from 20 percent just  five years ago.  

 Partners participate in the Services opportunity at every level, from the largest global customers to the local small business. Our partners are the extension our Services arm. And that’s not just “lip Service” –to back it up Cisco is taking the next step forward to further clarify our sales engagement model and drive consistency in the field to continue  momentum with absolute clarity.  We just published our Services Rules of Engagement to provide our partners with a definitive road map for how to engage with Cisco Services and maximize their Cisco Services investment. Specifically the document does the following:

Defines the partners role in the selling and delivery of Cisco services
Helps partners build a collaborative and predictable field sales and delivery model
Gives partners easy steps to driving accelerated customer adoption of smart services capabilities
Delivers a clear field escalation process should a mishap occur
Describe the sales compensation neutrality strategy

You be the judge as to how this really works, your outside voice and views are a great reality test. Let us know what you hear and how we are doing, we think we are off to a solid start, so let’s engage.

 To learn more, click here and check out a blog by Raja Sundaran VP WW Services Partner Organization on the Rules of Engagement that talks more about Cisco’s approach and “tasty” opportunity for our partners.

Hit the video below  from Keith Goodwin, SVP WW Partner Organization, and Bob Singleton, SVP WW Services Partner Organization on our  Services Go-to-Market model and ways partners will benefit.  

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Recognizing Stars of the IT Industry: And the Winners Are…

The movie industry has the Oscars, the music industry the Grammys, but what about the IT industry? How do we recognize the top performers, the stars, and those behind the scenes making the magic happen? One could argue that CRN’s Top 100 is about as close to a channel award shows as you can get, minus the red carpet designer gowns and tearful acceptance speeches.

This year’s CRN awards are out and we’re happy to report that several Cisco executives were recognized on the Top 100 list:

  • Rob Lloyd in the category of “Channel Advocates”
  • Edison Peres in the category of “Channel Sales Leaders”
  • Keith Goodwin in the category of “Channel Services Leaders”
  • Chuck Robbins in the category of “Channel Strategists”
  • John Chambers in the category of “Influential”

The awards were based on nominations from solution providers who rank executives based on a number of criteria: channel influence, effectiveness and visibility, as well as business and sales impact. CRN also factored in channel sales volume, channel investment and resources, channel advocacy and visibility, and performance in UBM Channel research projects with a panel of UBM Channel editors making the final ruling.

Thank you for voting for Cisco in these awards. We’re proud to see that a number of partners made it to the list as well and congratulate the winners.

Of course, what would an award be without an acceptance speech?

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Gartner Report: Cloud Adoption at Risk without Big Channel Investment

You can’t turn around without seeing new stats on the growth of cloud adoption. (One of our favorites stats states that by the year 2015, 50% of all CIOs expect to operate the majority of their applications and infrastructures via the cloud.)

While growth is imminent, many customers are still wary and concerned about risk. To both help partners better prepare for growth and help address customer concerns, we launched the Cloud Partner Program with three tracks: Cloud Builder, Cloud Provider, and Cloud Services Reseller.

On the heels of that news, Gartner released a report titled “Cloud Adoption at Risk without Big Channel Investment.” We’ve summarized a few of the key findings and recommendations for partners:

  • Through 2015, cloud service brokerage will represent the single largest revenue growth opportunity in cloud computing.
  • The channel has an opportunity to play a significant role in aggregation and brokerage services. The challenges facing enterprises building private cloud services or leveraging public clouds are significantly more complicated than just technology.
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Channel Partner Contracts: Things to Consider

I love a catchy title! No. Seriously. I really do.

But certain things in business are worth reading, even if you know they’re not very exciting, and you just spread a fresh coat of paint and were hoping to sit back and watch it dry. Channel partner contracts are especially likely to be so excitement-challenged, but don’t let that unfortunate tidbit lull you into a false sense of security. After all, whether we’re talking about battlefields or legal contracts, landmines are never intended to be all that noticeable.

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Does Your Data Belong in the Cloud?

You can’t pick up an IT trade publication these days without seeing an article about cloud computing. This is also becoming rapidly true among general business magazines and even the industry-specific ones. Yes, indeed. Cloud is all the rage. And when there’s this much buzz around something, it’s almost always difficult to separate the hype from the reality.

It’s also become one of those vague Information Technology terms in which the definition can be almost anything at all, depending on who’s talking and what they’re trying to sell. The following definition comes from Wikipedia, and I think it’s as good as any of the ones floating around out there.

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