If you’ve met Edison Peres, SVP, worldwide channels or heard him address the audience at Cisco Partner Summit before, you know he’s all about partner evolution — specifically, how Cisco can help partners grapple with a unique period of technology and business model changes in the IT industry, and transform their businesses to meet those changes.
During his General Session discussion on Day 1 of last week’s Partner Summit, Edison urged partners to focus on three priorities: making hybrid IT a foundation of your value proposition, leading with solutions and professional services, and transitioning your sales teams to address new buying centers. Business transformation, Edison said, in one of the most repeated (and re-tweeted) quotes of the week, “is kind of like remodeling an airplane while it’s flying and there are people on it. We know it’s not easy. But if you focus on these three areas today, you will be well on your way to a successful tomorrow.”
Let’s hear a bit more from Edison on how Cisco wants partners to think about these changes:
At Cisco, we want to work with our partners to help them get the most value from the Internet of Everything (IoE). If you missed the announcement in December and need a refresher, IoE brings together people, process, data, and things to make networked connections more relevant and valuable than ever before—turning information into actions that create new capabilities, richer experiences, and unprecedented economic opportunity for businesses, individuals, and countries.
From this analysis, we also discovered that there are five main factors that fuel IoE Value at Stake: 1) asset utilization (reduced costs) of $2.5 trillion; 2) employee productivity (greater labor efficiencies) of $2.5 trillion; 3) supply chain and logistics (eliminating waste) of $2.7 trillion; 4) customer experience (addition of more customers) of $3.7 trillion; and 5) innovation (reducing time to market) of $3.0 trillion.
What can partners do now to learn more about this tremendous opportunity? Read More »
By Leszek Izdebski, Cisco Internet Business Solutions Group (IBSG)
The past few years have brought sweeping transformation to television—a trend that will only accelerate in the coming decade. Following up on a 2011 study on the future of television, Cisco’s Internet Business Solutions Group (IBSG) recently examined the ways disruptive technology and user behavior trends are impacting TV advertising. We identified four major trends that will transform advertising and the viewer experience.
1. Channels Will Go Away
While we do not believe that all future distribution will be through on-demand unicast technologies, consumers will not think about “channels” as the means of accessing programming. Adoption of video on demand, Intelligent Programming Guides and personal video recorders (PVRs) is shifting viewing from linear broadcasts on a TV screen to a multiscreen, multi-device, multi-modal, on-my-schedule, user-controlled experience. Brands and networks will no longer be able to ensure that ads placed in specific episodes will have sufficient audience reach. This behavioral shift will force advertisers to focus on new forms of addressable advertising: Read More »
Listening to our partners is one of the most important aspects of my role at Cisco. The feedback we get from our partners helps to shape our strategy and our programs.
Every year we bring together a select group of partners as part of a series of Cisco Partner Executive Exchange (CPEE) events around the world. In the last 2 months, we’ve met with Latin America partners, APJC partners, and US and Canada partners. Last week we met with our Americas service provider partners, and next month we’ll meet with our partners in EMEAR.
During these events, partners gave us feedback on our go-to-market strategies; our programs, tools and incentives; and how to optimize our sales teaming with them. While each region is unique and partners have their own unique challenges, as we talk to partners around the world, it’s clear there are some common themes. Read More »
This post is the first in a series we’ll be featuring from David McNicholas, Director of Strategic Business Development at Comstor US. Comstor is a recognized global leader in Cisco product distribution and an established provider of networking and advanced technology solutions. David is a recognized keynote speaker in the field of the financial impact of technology, executive strategic selling and the creator of ERS (Executive Relevance Selling) – a Cisco endorsed program (more on that below). David has trained and consulted data center, contact center, customer service operations professionals and specialists, as well as Fortune 1,000 Executives all over the world on this methodology and discipline.
The world has forever changed and how technology must be sold has, too. Solution selling is dead because the major foundational assumption of solution selling is that a budget exists. Now the VAR must create the budget. The two market forces that killed solution selling are the same forces that require budget to be created by the VAR.
So, what are the two market forces that killed solution selling? Read More »