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Partners, Distributors and Cisco fundamentally have the same goals: Generate more revenue, expand expertise and gain new customers.

Cisco Distributors grow when their partners grow; simple as that.

There are more than 170 Cisco distributors worldwide that do more than just pick, pack and ship. Each distributor offers an abundance of services and expertise – from technical support, to certification training, to marketing services. Many have solution demo centers, financing options and extensive training on Cisco products and services.

All of these services are designed to grow partner revenue and profit. That isn’t just talk. A distributor is only as healthy and as profitable as its partners. Distributors have a vested interest in the growth and success of their partner customers.

In fact, Julie Hens, VP of Worldwide Distribution Sales says, “Our worldwide distribution partners represent a strategic route to market for Cisco and we focus diligently on fostering a business model that creates positive forces on the distributor’s economics.  In turn, our distributors benefit our partners’ success and profitability by providing services and programs, and serving as a trusted business advisor.  It really is a win-win-win scenario.”

So what does this mean for you as a partner organization? How can you get engaged with Cisco distributors and quickly gain the training and expertise needed to sell Cisco data center, collaboration, networking and other solutions you may not have had access to in the past? What does it mean in terms of your growth prospects in both revenue and margin?

Using very prescriptive methods, Cisco distributors create programs for partners that are designed to accelerate sales and technical knowledge. These proven methodologies help expand and grow your Cisco business practice, which lead to new routes to revenue and profit. These programs offer partners access to resources to help take advantage of a rapidly changing environment in the marketplace and new opportunities that come with it.  Avnet Propel, Comstor EDGE, Ingram Fly Higher and Tech Data Momentum are examples of success in this area: Read More »

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Simplify Sales with Remote Product Demonstrations

I spent the last eight months on the front lines of the virtual demo world for Cisco. Working from our headquarters in California, I met with people from all over the world to demonstrate our latest products — without a single plane trip. Using collaboration technology sales teams can avoid travel expenses, sell more, and increase productivity.

Most significant business purchases require some form of travel. Companies need to send sales experts out in to the world to demo their products. Or, depending on the products or the situation, customers often travel to the vendor’s site. Although travel involves expense and time, personal interaction is important to customer relationships. Travel can make the sales process more cumbersome and time consuming. But without travel, you limit the degree of direct engagement you might have before a customer makes a buying decision.

How Can Remote Demonstrations Add Value to the Sales Process?

Remote product demonstrations are providing companies with a less-expensive option to engage with customers. And the best part of it is that neither customers nor your technical experts have to travel as much. Just as video is changing the nature of meetings, it’s also a fitting solution Read More »

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XChange 2014 Wraps Up

August 20, 2014 at 9:20 am PST

As you saw in my blog from yesterday, I’ve been busy at XChange 2014 in San Antonio. As the event wrapped up yesterday, there was another full day of activity.

One of the best things about this event from my perspective is that it gives me the opportunity to meet Cisco partners and some of my Cisco colleagues face-to-face. In fact, I was able to have lunch yesterday with a number of Cisco partners and Cisco colleagues. Last night, Cisco won several Annual Report Card (ARC) awards at the event, including:

  • Overall Category: Enterprise Networking Infrastructure (Swept all awards in the category)
  • Overall Category: Unified Communications (Swept all awards in the category)
  • Sub-Category Win: Networking Hardware (SMB) [Partnership]

We take great pride in winning these awards, but all of us at Cisco realize that we don’t win awards like this without the efforts of our partners. I wanted to make sure some of our partners and a few of my colleagues had a chance to speak about these awards. Let’s see what they had to say.

Again, thank you partners for all of your hard work. It was great to meet a few more of you in San Antonio this year. Now back to our regularly scheduled event coverage.  Read More »

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The Evolution of Guest Networking

As I’ve described in my previous blogs and documents, the first capability deployed by Cisco IT for Identity Services Engine (ISE) is guest networking. Guest networking replaced an older existing solution, referred to internally as NextGen Guest Networking (NGGN). NGGN relied on about 12 servers globally and had a large access control list (ACL) to manage. Deploying guest networking on ISE is a logical first choice for three reasons:  Read More »

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NSS Labs Report on Cyber Resilience Highlights the Need for a New Approach to Security

A few years ago, a point-product security vendor proudly declared their technology was the silver bullet that stopped ALL security threats from penetrating the corporate network. Many of us in the industry raised our collective eyebrows in surprise at such a bold claim.

While the naive or inexperienced might have believed such an outrageous claim, we all knew there is no such thing as a silver bullet in security and that no matter how cutting edge or sophisticated your security is, attacks will get through and it is onlya matter of time before any organisation is compromised. Read More »

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