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The Two Market Forces That Killed Solution Selling Forever (Part 1)

This post is the first in a series we’ll be featuring from David McNicholas, Director of Strategic Business Development at Comstor US. Comstor is a recognized global leader in Cisco product distribution and an established provider of networking and advanced technology solutions. David is a recognized keynote speaker in the field of the financial impact of technology, executive strategic selling and the creator of ERS (Executive Relevance Selling) – a Cisco endorsed program (more on that below). David has trained and consulted data center, contact center, customer service operations professionals and specialists, as well as Fortune 1,000 Executives all over the world on this methodology and discipline.

The world has forever changed and how technology must be sold has, too.  Solution selling is dead because the major foundational assumption of solution selling is that a budget exists. Now the VAR must create the budget. The two market forces that killed solution selling are the same forces that require budget to be created by the VAR.

So, what are the two market forces that killed solution selling?  Read More »

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Show Us Your New Cisco Partner Logo and Win

June 25, 2012 at 10:08 am PST

Over the years, Cisco’s partner logos have gone through a number of iterations…

Some of you may remember the old-school Cisco logo with the white bridge on a teal background.

Who could forget the updated Cisco logo with a white backdrop?

 

 

 

But the latest partner logo update brings a modern, streamlined look and feel and is in line with the Cisco brand. These new partner logos help partners more effectively represent, leverage, and extend the Cisco brand to their customers.

Cisco is also actively promoting these logos to end customers to raise awareness of and differentiation for partners and your unique capabilities. Customers will quickly identify these logos with a partner’s given expertise, helping them find the right partner to help them build the right solution. Start using your new partner logo to promote your expertise today.

But back to the contest and how you can win. Simply share your updated or new marketing assets featuring your new Cisco partner logo, and be entered into a drawing to win US$2000 in Joint Marketing Funds. Five winners will be selected in August 2012.  All you need to do is show us your partner logo.

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Partner Update Newscast Delivers a Fresh Batch of Top Cisco Stories

September 8, 2011 at 12:43 pm PST

Summer’s coming to a close and Cisco partners have been doing much more than just hanging by the pool. They’ve been busy working on some very cool projects!

In this episode of Partner Update, we find out why Cisco partner Force 3 has been spending time with competitive eating champion Joey Chestnut and learn about a new blog series from Logicalis called Hype or Ripe.

But there’s a lot more in this action-packed newscast, so watch this week’s Partner Update to get a math lesson from Cisco Channels Chief Edison Peres, find out how architecture-based solutions can maximize ROI for customers and help ensure partner profitability, learn how Westcon Group is removing obstacles to global distribution, get the latest details from Forrester Consulting on ways that customers can benefit from Borderless Networks solutions, out with HP and in with Xerox print solutions, our VMworld update, and much more that you don’t want to miss.

Watch it all right here:

Keep reading for a list of links and a written transcript of our newscast. Read More »

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Fast Track 2 Update Delivers Faster Pricing, Inventory Info for Partners

You may have read about Fast Track 2 when I first blogged about ways this new program will help simplify sales transactions, reduce pricing on key product families, and accelerate Cisco partner rewards and incentives.

As of today, there is now a Fast Track 2 Pricing Catalog that includes the AIRxx Product Family, in addition to product SKUs from switches, routers, and wireless families. This new addition will help partners view the Cisco Suggested Reseller Price, inventory availability by distributor, help you close deals faster and drive incremental demand for Cisco solutions.

The Pricing Catalog will be live for Registered and Certified Partners in the United States, Canada, Mexico, and European markets starting today. Download the Pricing Catalog on Partner Central.

Other key details and resources for Fast Track 2 include: Read More »

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Join a Live Video Broadcast on Partner Profitability

November 19, 2010 at 2:44 pm PST

As a Cisco partner, being profitable is most certainly your number-one priority.

And the new Vice President of Cisco’s Worldwide Commercial Segment Dave O’Callaghan gets it. Dave previously served as Vice President of Worldwide Distribution driving Cisco’s distribution strategy. In his new role, he’ll be responsible for sales, strategy and programs for the mid-size and small markets. (And driving partners’ profits!)

Want to know more about what he’s going to do for you? Then tune into our live video broadcast.

How to participate…

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