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A Groundbreaking Study in Service Provider Cloud Managed Business Solutions

Last week at Mobile World Congress was incredibly busy and there were many compelling announcements. In case you missed it one that we’re especially excited about was about how Light Reading commissioned the European Advanced Networking Test Center (EANTC) as an independent party to validate Cisco’s Cloud Managed Business Solutions.

This study is truly groundbreaking as it’s the first effort of its kind to evaluate Read More »

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Cisco Partner Weekly Rewind – March 13, 2015

Partner-Weekly-Rewind-v2Each 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

Sherri Liebo provided an update on how Cisco has marketed the Cisco Partner Ecosystem since its launch last March at Cisco Partner Summit. It’s a great look at how far the we’ve come with the Cisco Partner Ecosystem and how Cisco will continue to work to grow it.

There will be more to come in April during Cisco Partner Summit 2015 and at Cisco Marketing Velocity 2015, but be sure to read Sherri’s blog and let us know what you think about the strides Cisco made since last year.

Cloud Innovation

The power of the Cisco Partner Ecosystem is on full display in Edison Peres’ blog this week on how and ecosystem makes cloud innovation possible. Tying back to this week’s announcement of new Intercloud partners, Edison’s blog post shows just how the Cisco Partner Ecosystem powers the cloud. Check it out and let us know what you think! Read More »

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IoE Can Help Banks Can Restore Trust and Close the Value Gap with Customers

“Let the buyer beware” is a sentiment that dates back well before consumer protection and truth-in-advertising laws. Yet, the issue of trust continues to permeate all areas of society today. A few weeks ago, I wrote about the “trust cliff” that affects the amount of information consumers are willing to share with retailers in order to have more relevant interactions.

Now, a new Cisco study on retail banking in 12 countries reveals a different kind of trust problem: consumers are getting less value than they expect from their banks, and this “value gap” is impacting customer trust.

The global financial crisis of 2007-2008 greatly damaged consumer trust in financial institutions, and brand equity has fallen along with it. In 2009, one year after the financial crisis, the world’s top 500 brands saw the value of their brands drop by 32 percent. For many banks, their brand value has yet to recover from pre-crisis levels.

But the roots of distrust go deeper than that. Our study shows that there is a fundamental disconnect between banks and their customers, and many customers no longer look to their banks to help them meet their financial goals. In fact:

  • 43 percent of customers say their bank doesn’t understand their needs
  • One in four would choose another provider for their next account or service
  • Only 40 percent of respondents worldwide turn to a financial professional for advice, and of these, 28 percent believe the advice is ineffective

IoE Trust and Value Gap graphic

Meanwhile, a growing cadre of disruptive “non-bank” innovators is exploiting this value gap between banks and their customers. They range from technology companies such as Apple and Google, to retailers such as Amazon.com and Tesco, to mobile and digital-only banking services, payment companies, and automated investment services. A surprising 80 percent of consumers surveyed said they would trust a non-bank for their banking services. In eight out of the 12 countries surveyed, more consumers would actually trust a non-bank than their own bank.

Read More »

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Cisco Partner Ecosystem Marketing Update

Remember back in November, when I talked about the Cisco Partner Ecosystem in the Midmarket? Between that blog and a closer look at the Cisco Partner Plus Program a month later, I took a bit of your time to discuss how the Cisco Partner Ecosystem had grown to include so many partners and opportunities in the Midmarket. It was just one example of how the Cisco Partner Ecosystem has grown since it was introduced at Cisco Partner Summit 2014 in Las Vegas.

As we draw ever closer to both Cisco Partner Summit and Cisco Marketing Velocity this year, I wanted to touch base with you briefly to take one more look at how we have marketed and grown since Partner Summit 2014.

Cisco Partner Ecosystem Launch

When Bruce Klein introduced the Cisco Partner Ecosystem at Cisco Partner Summit 2014, he touted its designed intention of attracting more independent software vendors (ISVs), which it has absolutely done. Bruce also pointed out that the Cisco Solution Partner Program was a core piece of the Cisco Partner Ecosystem that would give solution partners more visibility, enable channel partners to deliver business outcomes, and connect solution partners with channel partners. Read More »

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A Retail Revolution: The Digital Generation Is Changing the Way We Work, Live, Play, Learn, and Shop

Retailers once had a pretty clear idea of who shopped where and how they did it. After all, there were not that many options available for shoppers. Consumers would see an ad or peruse a catalog, and then visit the physical store with the hope that their preferred item was in stock.

These days, retailers understand there is an entirely new kind of shopper. Indeed, since the advent of e-commerce, retail complexity has increased exponentially, and today’s digital consumer navigates a wide range of channels and potential shopping journeys.

As a recent Cisco survey of retail trends discovered, e-commerce has added about 40 possible shopping options for a typical shopper. With the rise of the Internet of Everything (IoE) — the explosion in networked connections of people process, data, and things — potential shopping journeys will expand to 800 and beyond. Some of the new options coming into play could include mobile devices equipped for live Web engagements, checkout optimization, mobile payments, wearables, augmented reality, and drone delivery.

The variety of journeys available to shoppers is growing exponentially.

IoE_Retail_Journey_3-2 copy
Source: Cisco Consulting Services, 2015

This sweeping digital transformation has dramatically altered the shopping behaviors of consumers, who now demand experiences that are contextual and hyper-relevant (enabling consumers to receive what they want, when and how they want it), whether in-store or out. As a result, retailers are reinventing their business models and rethinking much of what they once knew, including traditional customer segmentation.

Leslie_Hand
Video: IoE in Retail: Hyper-Relevance through Consumer Context

Increasingly, we are entering a period that has been referred to as “post-demographic consumerism” in which consumption patterns are no longer defined by traditional demographic segments such as age, gender, location, income, family status, and the like. This presents a significant challenge to retailers already grappling with growing complexity in their operations.

For example, Cisco’s research reveals that Gen Y is far from monolithic. On one hand, Gen Y continues to accelerate the shift to online channels (faster than any other group): although 34 percent make more than half of all purchases online as they seek convenience and greater access to information, 54 percent would shop only in stores for the next month if they had to make a choice. Moreover, just as the physical store remains important to Gen Y, many seniors are shopping online or with mobile devices.

In short, consumer segments are increasingly fragmented and ephemeral. The sheer number of potential shopping journeys is growing exponentially, and the change is occurring faster than ever before. For an individual shopper, however, the journeys are also dynamic. Consumers are constantly shifting to other journeys as new innovations emerge —
and faster than retailers can respond. Compounding this, the velocity of innovation is increasing as IoE dissolves traditional barriers (for example, through the low cost of app creation, the Kickstarter-style funding model, and so forth).

Since every retailer is unique, and there is enormous variation across categories, each retailer must define its own target segments, and then be prepared for the rapid evolution of new “microsegments.” Cisco is working with retailers to define target segments and prepare for the evolution of new ones.

To enable the customer outcomes that will determine the winners of the IoE era, most retailers understand that they need to know their customers as never before and, critically, possess the requisite business agility to adapt. Fortunately, IoE and consumer analytics technology provide the platform to truly understand, engage and respond to their customer.

Analytics is a key competitive frontier in the IoE era, enabling retailers to provide consumer experiences, offers, and interactions that are contextual, relevant, and timely. Moreover, analytics empowers the retailer to respond dynamically to constantly changing customer behavior.

To succeed in this area, retailers need a technology strategy that captures data at the “edge” of the network — from mobile devices, sensors, video cameras, and the like — and analyzes it locally, in real time, to respond to fast-moving opportunities. By leveraging analytics and other key elements of IoE such as video and mobility, retailers can drive greater efficiency in each customer journey, offer real-time savings, and create a more relevant customer engagement.

As shopper segmentation blurs, analytics is critical to understanding the new digital customer. Old or young, rich or poor, all customers have value and want to interact with retailers in new, hyper-relevant ways. IoE-driven solutions are the way to do it.

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