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Congratulations: Raja Sundaram Named a 2015 CRN Channel Chief

In Bruce’s blog to kick off the week, he mentioned that Raja Sundaram was one of the CRN Channel Chiefs for 2015. Raja is no stranger to the Cisco Partner Blog, having posted here on numerous occasions, with many more postings to come. As such, most of you know him well, but let’s take a closer look.

Raja Sundaram
Raja Sundaram has been with Cisco for 20 years. In that time he has handled numerous senior management roles that have all helped move him toward his role with the Worldwide Services Partner Organization.

His team develops and executes strategies that enable Cisco and its partners to deliver business outcomes for customers while profitably growing and transforming their business in the world of hybrid IT and Internet of Everything (IoE) software and solutions. Raja is responsible for Partner Go-to-Market Strategies, Programs, and Partner Development. Read More »

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Goldcorp Raises the Bar and Builds the ‘Mine of the Future’

Co-Authored by Patrick Gilbert, AeroScout Industrial 

The connection of people, process, data and things has propelled innovation across a variety of industries. Now, the Internet of Everything has gone underground, streamlining operations, maximizing production and enhancing safety practices for one of the world’s largest gold producers. In the Baie-James region of Northern Quebec, Goldcorp has incorporated Cisco’s Connected Mining solution, enabling them to create the ‘Mine of the Future’ at its Éléonore location. Read More »

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Congratulations: Edison Peres Named a 2015 CRN Channel Chief

In Bruce’s blog to kick off the week, he mentioned that Edison Peres was one of the CRN Channel Chiefs for 2015. Edison is no stranger to the Cisco Partner Blog, having posted here on numerous occasions, with many more postings to come. As such, most of you know him well, but let’s take a closer look.

Edison Peres
In his role as Senior VP of the Cloud and Managed Services Partner Organization, Edison Peres leads the recruitment and enablement of an extensive worldwide cloud and managed services partner ecosystem, and is responsible for developing the go-to-market strategies, programs and field relationships to drive the adoption of Cisco’s cloud value proposition.

During his 13 years at Cisco, Edison has pioneered many of Cisco’s innovative sales and channel strategies. He helped design and evolve Cisco’s industry leading partner program with unique incentive programs such as the Value Incentive Program (VIP) and Opportunity Incentive Program (OIP). Read More »

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Our Ecosystem Begins Here @Ciscocloud

As Cisco prepares for Cisco Live Melbourne #clmel, I wanted to take this opportunity to highlight our @Ciscocloud Intercloud partnership with Telstra

The following Q&A session between executives of our partnered companies identifies the unique challenges of our current business environment and the rapidly changing needs of our customers. Interviewed by Stuart Robbins, the participants in our inaugural blog are Ken Owens, Cloud Services CTO from Cisco, and Tim Otten, GM Cloud Strategy and Platforms from Telstra.

Q: Cisco’s strategy is to create solutions built upon intelligent networks that solve our customers’ challenges. As a key technology partner, Telstra’s diverse customers present unique opportunities for a new generation of solutions for those customers – can you tell us about how our combined capabilities will help those customers be successful?

A:
[Otton, Tim J] Networks are increasingly important to the delivery of services as we shift to “the Cloud,” and the concurrent profusion of data, workforce mobility, distributed application environments, and the hybrid infrastructures supporting those applications. Both Cisco and Telstra are committed to delivering highly secure, high-performance intelligent network capabilities.

These networks must be thoroughly responsive to an ever-changing set of user and application requirements – adaptive, flexible, and resilient. Both companies have a rich tradition of global insight gained from a relentless focus on customer requirements.

[Owens, Ken] Telstra is one of the industry’s most advanced solution providers, with a noteworthy history of successful technology transformations in telecommunications. From the earliest days of IT outsourcing, and managed hosting, and now as we shift to the Cloud, Telstra has provided true leadership to the industry during these transformations.

Like Cisco, they view their customers’ strategic objectives as Priority 1 and will do whatever is necessary to make their customers successful. For more than 25 years, Cisco and Telstra have guided the market through each new technological shift, with exceptional people leading the way.

Q: One aspect of the changing enterprise landscape is the “blurred” boundaries between large enterprises in business ecosystems. While the basic principles remain important (resilient architectures, reliable networks, responsive applications), what are some of the emerging challenges in this “ecosystem first” world?

A:

[Otton, Tim J] The business landscape has changed. Cloud, Mobility, Social Media, advanced analytics, and open platforms are also changing the landscape for service creation and innovation. Increasingly, service creation will emerge both within and beyond (intra- and inter-organizational) boundaries to better serve a growing number of mobile users and a project-oriented workforce.

In order to support connectivity as well as enable full integration with many external partners and providers, businesses are now required to ‘open’ their IT environment. Increasingly, organizations are choosing to expose their own systems and proprietary data to third-parties, creating “greater value” by encouraging innovative use of a company’s intellectual assets. Software applications are distributed, both geographically and architecturally. All of these factors alter the connectivity/security paradigms of traditional enterprise IT.

[Owens, Ken] Tim is right on, and the exciting element of this model is that it’s driven by the customer! This is not a consumer fad or one-time remodel, this is the pace and speed by which business must adopting to the requirements of their customers and the rapidly changing marketplace. A successful business today requires a flexible set of services and capabilities to quickly adapt to this changing landscape. Together, Cisco and Telstra have a proven track record of enabling innovation to address the changing needs of the businesses we support.

Q: Providing exceptional products and services to Enterprise IT is familiar territory to both Cisco and Telstra, and this common ground is one reason why the Cisco-Telstra partnership makes great sense. As we move beyond IT, we’re also being asked to directly address the needs of business departments (marketing, product management, customer support). How do we adapt to meet those needs?

A:

[Otton, Tim J] We need to develop a deeper understanding of the different “lines of business” within the Enterprise. We need to better understand what drives their business and the market environments in which they operate. In other words, we need to become an enabler of business solutions rather than simply selling more technology. Our focus needs to be increasingly on the business outcomes we can deliver to our customers.
We need equip our sales teams to communicate those solutions, to be able to engage customers in conversations that start with business issues and proceed from there to provision enabling technologies rather than starting (and often finishing with) technology alone.
At the same time, we need to better support IT departments so that these services can be integrated into the overall Enterprise network architecture- – -ensuring that these distributed services are secure, and optimized to perform reliably. Telstra and Cisco need to be seen as enabling partners, and not just suppliers.

[Owens, Ken] The needs of the business can be vast, complicated, and rapidly evolving to meet the needs of a changing marketplace. Cisco and Telstra are leaders in business transformation. The key to success in this ever-changing environment is to provide leadership with speed, agility, innovative leadership to assist each customer’s ability to adapt to the changes. Of course, Tim’s right, we also need to help IT executives quickly transition not only their technology, but also their processes and practices.

Q: The recipe seems simple enough = one part: exceptional technology with the associated expertise, and one part: an evolved partnership methodology (i.e., Partnership 2.0) that will serve as the foundation for what our companies can accomplish together.

One last question. Imagine what success looks like for the joint Cisco-Telstra effort in two years: what are the core behaviors/values that we’ll be most proud to have embraced, when we glance back? In other words, what are the central organizational principles that will serve to anchor this new style of ecosystem development?

A:

[Otton, Tim J] My vision for the partnership is that we have developed an advanced understanding of the requirements of stakeholders – whether it be IT, LOB, or end-users – within the customers we served and are singularly focused on the business outcomes that we can jointly deliver for our customers.

[Owens, Ken] The demands of Enterprise 2.0 require an infrastructure that is both elastic and reliable, flexible yet secure. Organizations, too, will require those very characteristics. To accomplish this,“Governance 2.0” and “Partnership 2.0” become framework components of that new ecosystem in service of our customer’s transformed world. As Tim stated, the business outcomes and continuously delivering business value are the key principles.

Thank you Tim for you time to discuss the joint journey we are embarking on.

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Congratulations: Bruce Klein Named a 2015 CRN Channel Chief

It’s obviously no shock, since we’ve been talking about it all week, but Bruce Klein was one of the CRN Channel Chiefs we’re celebrating this week too. Bruce kicked off the week with his blog, but we are giving a few short blogs on each executive this week in order for you to get to know each of them a little better, so here’s a bit on Bruce.

Bruce Klein
Most of you that read the Cisco Partner blog already know Bruce Klein well, since he posts here often. Most of this won’t come as a surprise to you, but for the rest of us…

Bruce Klein is Senior Vice President of Cisco’s Worldwide Partner Organization, which is responsible for supporting Cisco’s global business with more than 60,000 partners, representing the company’s primary route to market. Read More »

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