Last week in Dallas I had the opportunity to attend “XChange 2012” an event that brings together a number of industry experts and solutions providers for a dialog around the changes happening in the industry and a great opportunity to network.
Each year at this event UBM Channel presents the ARC Awards, short for Annual Report Card, which gives partners the opportunity to rate their vendors in a number of categories.
I’m proud to say that Cisco took home 16 ARC Awards capped off by five overall awards including Enterprise Networking Infrastructure, Network Security Appliance and SMB Networking Hardware. We won the overall in Unified Communications for the ninth consecutive year and finally, took home the top prize for Midrange Servers, beating IBM and HP in our first year competing in this category.
Not only is this the first time in Cisco’s history we’ve won all of the categories we entered, Cisco is the only vendor to have won this many categories at the event. These awards are thanks to you, our partners, and I had a chance to talk to some of the partners who attended the event. Here’s what they had to say.
The success of distribution at Cisco is no longer a secret, thanks to Scott Brown’s recent interview with CRN. Of course, it was no secret to me--our distributors have been an important part of our channel strategy from the beginning. But I’m extremely proud of Scott and his team for driving the more recent growth and deepening our relationship with our distributors.
Those who know me, know I’m all about relationships. And I believe that the success and growth comes, not just from Cisco’s relationship with our distributors, but also from the relationship our distributors have developed with our channel partners. Together, we deliver greater value for our partners.
As customers begin to demand new consumption models, I believe distribution will play a significant role in helping partners evolve their business models more quickly to profitably deliver cloud and managed services solutions. Our commitment to a partner-centric sales and services go-to-market model doesn’t just apply to our traditional channel partners. As more solutions move to the cloud, we plan to work with our major distributors and leverage their capacity and their relationships in order to scale.
The movie industry has the Oscars, the music industry the Grammys, but what about the IT industry? How do we recognize the top performers, the stars, and those behind the scenes making the magic happen? One could argue that CRN’s Top 100 is about as close to a channel award shows as you can get, minus the red carpet designer gowns and tearful acceptance speeches.
This year’s CRN awards are out and we’re happy to report that several Cisco executives were recognized on the Top 100 list:
Rob Lloyd in the category of “Channel Advocates”
Edison Peres in the category of “Channel Sales Leaders”
Keith Goodwin in the category of “Channel Services Leaders”
Chuck Robbins in the category of “Channel Strategists”
John Chambers in the category of “Influential”
The awards were based on nominations from solution providers who rank executives based on a number of criteria: channel influence, effectiveness and visibility, as well as business and sales impact. CRN also factored in channel sales volume, channel investment and resources, channel advocacy and visibility, and performance in UBM Channel research projects with a panel of UBM Channel editors making the final ruling.
Thank you for voting for Cisco in these awards. We’re proud to see that a number of partners made it to the list as well and congratulate the winners.
Of course, what would an award be without an acceptance speech?
No, we’re not stalking you--well, maybe a little--but in an effort to share what our partners are doing, we scoured the Web to find your blogs, the videos you’re posting, your new initiatives, charities you support, awards, and your contests. This is part of a regular series we’ll be posting recapping what you’re doing. (Be sure to let us know if we missed anything.)
So here’s a list of some interesting Cisco partner happenings from the past couple of weeks.
Cloud Solutions Video Demonstrate Value to Customers
We all know customers are asking for cloud solutions. Logicalis has posted a video about its cloud solutions using Cisco technology that walks through its offering, which is scalable and leverages virtualization to provide elasticity and scalability.
It’s no secret that we’re looking to simplify things at Cisco, streamline, provide stronger marketing support for partners, and increase partners’ profitability.
Now, new in-depth coverage from CRN gives more detail around the changes based on discussions with Rob Lloyd, EVP of Cisco’s WW Operations.
Here’s a quick recap and links to the coverage:
Cisco Gets Back To Business
Years from now, Cisco Systems’ landmark restructuring could be viewed as a highly profitable sales game changer that effectively squelched the rising competitive threat from from aggressive competitors like Hewlett-Packard, Juniper Networks, and Brocade.