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Engaging A Partner-Centric Approach with Cisco Services

Making Cisco easier to do business with. That is one of the committments the company outlined this year as part of its refinements and evolution.  The results in doing so continues, we hope you see it and feel it. That promise shows up in many places across the company including our Services business.   Services  is one area of any business that is multifaceted, no doubt.  At Cisco it’s a  differentiated strategy that we bring to the market because of our  partner-centric approach. Services provides a huge opporutnity for our partners,we recognize that and it  now represents 40-50% of Cisco channel partners business, up from 20 percent just  five years ago.  

 Partners participate in the Services opportunity at every level, from the largest global customers to the local small business. Our partners are the extension our Services arm. And that’s not just “lip Service” --to back it up Cisco is taking the next step forward to further clarify our sales engagement model and drive consistency in the field to continue  momentum with absolute clarity.  We just published our Services Rules of Engagement to provide our partners with a definitive road map for how to engage with Cisco Services and maximize their Cisco Services investment. Specifically the document does the following:

Defines the partners role in the selling and delivery of Cisco services
Helps partners build a collaborative and predictable field sales and delivery model
Gives partners easy steps to driving accelerated customer adoption of smart services capabilities
Delivers a clear field escalation process should a mishap occur
Describe the sales compensation neutrality strategy

You be the judge as to how this really works, your outside voice and views are a great reality test. Let us know what you hear and how we are doing, we think we are off to a solid start, so let’s engage.

 To learn more, click here and check out a blog by Raja Sundaran VP WW Services Partner Organization on the Rules of Engagement that talks more about Cisco’s approach and “tasty” opportunity for our partners.

Hit the video below  from Keith Goodwin, SVP WW Partner Organization, and Bob Singleton, SVP WW Services Partner Organization on our  Services Go-to-Market model and ways partners will benefit.  

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Part 4 – Finally – @ Garter Data Center Conference, London

December 4, 2011 at 3:11 pm PST

Time to close on this topic for me with a brief update from one of Cisco’s strategic partners, VMware, and one of our European customers, Colt.  You can find parts 1, 2 and 3 of my conference update in my previous blogs.

Colt are a European service provider, one of the growing number adopting Cisco Unified Computing (see Cisco UCS gaining serious steam).  A few of my colleagues in Cisco Data Center Services recently helped one of the Colt teams adopt the Cisco Unified Computing System for their cloud roll-out.  The Colt Data Center Services team were at the conference last week -- this part of Colt offer wholesale data center space and I talked to them about their Modular Data Center offering.

With VMware -- who need no introduction -- I asked what was top of mind for them.

You can see and hear from both companies in this short video.

httpv://www.youtube.com/watch?v=C1zJdGPSV7c

Oh -- and finally, for a laugh -- being one of two Scots in the Cisco Data Center Services team, I really should point you to the latest VoD on why you should Choose the Right Network:

httpv://www.youtube.com/watch?v=PHLiiwdbKwM

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Part 3 – Cisco IT on Cisco Intelligent Automation – @ Gartner Data Center Conference, London

November 30, 2011 at 2:39 am PST

London's Big Ben at Night

Following on from my introductions to what is happening at this data center conference see part 1 and part 2), in this article I’ll talk more about something I’ve not really blogged about in my previous blogs (which is surprising given my NMS background) - data center management and Cisco Intelligent Automation.   I managed to catch up with a senior manager in the Cisco IT team, Rich Gore, who game me some terrific insight into their deployment of Cisco Intelligent automation.   And I’ll also relate some experience of my own on why, when it comes to the products you produce, you should always (as the US folks tend to say) “eat your own dog food”!

httpv://www.youtube.com/watch?v=jIXgiSs6kLM

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Part 2 – London Gartner Data Center Conference, from an ancient Scottish castle to Big Ben

November 28, 2011 at 11:25 am PST

Big Ben in central London

Yesterday (see part 1) I started my discussion on the Gartner Data Center Conference with a picture of a castle close to my house; today I will start with what I saw as I emerged from the London Underground stop near to the conference hotel -- the iconic Big Ben and the UK Houses of Parliament.

In this blog, I will discuss some of the key data center questions and feedback that I heard from some of our customers at the conference  today.  I’ve also included a short video clip which shows some of the cooler technologies and solutions on show at the conference today, not just Cisco, but some of the other exhibitors too.

So what are some of the focus areas among the technology suppliers at the show?

For Cisco, with the new Cisco Unified Management  for Data Center and Cloud, Cisco Intelligent Automation for Data Center and Cloud is the focus of our main demo today, which we are showing alongside the Cisco UCS Manager.

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From an Ancient Scottish Castle to the Gartner Data Center Conference in London

November 27, 2011 at 3:47 pm PST

OK, so what has an ancient Scottish castle got to do with the Gartner Data Center Conference in London?  This doesn’t sound like what I usually blog about!

Bothwell Castle, Scotland

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