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Monetizing the Shift to Cloud and Hybrid IT with Services

Picture this scene, which took place last month at Cisco’s Partner Summit in Las Vegas. I had been talking for a few minutes in the lobby of the Venetian with a long-time Cisco partner when he suddenly asked, “Raja, how are you guys at Cisco going to help us use services to capitalize on cloud and hybrid IT?” I answered: “Plenty…and rapidly expanding.”

First the back story, then the details.

By now, we all know that new technology consumption patterns have shifted the business model that customers are demanding. Much of this has to do with the increased influence that line of business decision makers now have on IT buying decisions. Consider this. In just two years, 35 percent of IT spend will reside in the business — outside the control of IT – according to a recent study.1 A whopping 90 percent of IT spend will be controlled by the business in 2020. As the saying goes, “We’re not in Kansas anymore, Toto.”

Then there’s the lightning-quick shift to a variety of new cloud models.  In just two years, cloud spending will account for the majority of new IT spending, according to Gartner.2 That same research also predicts that by the end of 2017, nearly half of large enterprises will have hybrid cloud deployments. Read More »

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Cisco Partner Summit 2014: The Grand Finale

April 7, 2014 at 9:30 am PST

I’ve been home from Las Vegas for a little more than week now, and the excitement from Cisco Partner Summit 2014 has yet to wear off. I hope you were able to either attend the event in Las Vegas or participate via Virtual Partner Summit (VPS). It’s hard to believe we wrapped up last Thursday evening. Of course our coverage has continued this week, but we’re wrapping that up today as well.

Before we close out our coverage of Cisco Partner Summit 2014, let’s jump all the way back to the beginning, so to speak. While speaking to several of our executives at Cisco Partner Summit, I asked them to give me a rundown of what’s on partners’ minds coming into Cisco Partner Summit 2014. You had the opportunity to see the responses from John Chambers, Chairman and CEO; Rob Lloyd, President, Development and Sales; Bruce Klein,  Senior Vice President, Worldwide Partner Organization; and Edison Peres, Senior Vice President, Worldwide Channels last week in Las Vegas.

As you see in the video, a wide range of partners have a lot of the same thoughts. Just look at what Edzard Overbeek, Senior Vice President of Cisco Services, said he heard from partners, “There are two or three things standing out. First of all cloud, and I hope we’ve answered that with the Intercloud announcement, and how critical the network of clouds is for our partner community. The second piece is the transition from product; technology selling into outcomes based selling.” 

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The First Open Source Project to Win the Interop Grand Prize…

… is none other than…  (drum roll, please!) … our one year old baby, OpenDaylight! My heartfelt congratulations go to the OpenDaylight committers and contributors, the open source collaborators who have poured their heart and soul into this wonderful project. This is indeed a remarkable event, considering the skepticism surrounding its start just about one year ago, in fact at Equinox. The Interop and OpenDaylight announcement captures the meaning of this accomplishment very well and on behalf of the OpenDaylight partners, I would like to thank the developers and users, to wish them continued success and strong adoption. Know that as long as core open source principles are alive and well our project will do well. Thank you, Interop panelists and conference attendees, and most of all, thank you Cisco colleagues, customers, and partners for building and embracing the base of what promises to be a star project. I am so proud of you!

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Cisco Partner Summit 2014: Edison Peres Takeaways for Partners

April 3, 2014 at 7:30 am PST

As we continue to wrap up our coverage of Cisco Partner Summit 2014 be sure to go back and read the day one, day two and day three recaps of last week’s event, just in case you missed any of the big news from Cisco Partner Summit.

I was able to sit down last week with Edison Peres, Senior Vice President, Worldwide Channels to talk about what partners have been telling him heading into Cisco Partner Summit, and he spent some time detailing what partners really need to know about the evolution of the Next Generation Channel Partner Program.

Be sure to check in on the Channels Blog tomorrow as we finish up our coverage of Cisco Partner Summit 2014, and let us know what’s on your mind in the comments section below!

 

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Small Cells Are Big For Business

Closing the big deal.  Calming an irate customer.  Clarifying instructions given in an email.  Voice has long been the killer app for business.  As the world goes mobile, smartphones are becoming a key way for business people to stay connected, not just when they are out of the office, but an important means of voice communication in the office.  Like consumers, many business users are cutting the cord and using their mobile device, instead of their desk phone, to make and receive voice calls.  A recent Cisco study of mobile users reveals that 50 percent of knowledge workers use their mobile phone at least one-quarter of the time to make calls in the office, instead of reaching for a desk phone.  And, 35 percent of knowledge workers equally choose between a mobile and desk device when placing a call.  We expect this mobile displacement of the traditional desk phone to grow as employees increasingly bring their own mobile devices to work and use them for conducting business.

Mobile cellular networks were built to cover large outdoor and semi-outdoor areas.  They were never built to penetrate the steel, glass and concrete of modern buildings.  While there may be some coverage near the windows, the signal strength rapidly degrades as you head towards the center of the building.  This is only going to get worse as new building materials, such as blast resistant glass, make it even harder for signals from the macrocell network to adequately cover the place of work.  Our research found that one-third of all business users receive only 1 to 3 bars of signal strength at their place of work.  And, 10 percent of business people obtain very poor quality mobile service (1 to 2 bars).

The shift to mobile in the workplace should be Read More »

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