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Partners, Distributors and Cisco fundamentally have the same goals: Generate more revenue, expand expertise and gain new customers.

Cisco Distributors grow when their partners grow; simple as that.

There are more than 170 Cisco distributors worldwide that do more than just pick, pack and ship. Each distributor offers an abundance of services and expertise – from technical support, to certification training, to marketing services. Many have solution demo centers, financing options and extensive training on Cisco products and services.

All of these services are designed to grow partner revenue and profit. That isn’t just talk. A distributor is only as healthy and as profitable as its partners. Distributors have a vested interest in the growth and success of their partner customers.

In fact, Julie Hens, VP of Worldwide Distribution Sales says, “Our worldwide distribution partners represent a strategic route to market for Cisco and we focus diligently on fostering a business model that creates positive forces on the distributor’s economics.  In turn, our distributors benefit our partners’ success and profitability by providing services and programs, and serving as a trusted business advisor.  It really is a win-win-win scenario.”

So what does this mean for you as a partner organization? How can you get engaged with Cisco distributors and quickly gain the training and expertise needed to sell Cisco data center, collaboration, networking and other solutions you may not have had access to in the past? What does it mean in terms of your growth prospects in both revenue and margin?

Using very prescriptive methods, Cisco distributors create programs for partners that are designed to accelerate sales and technical knowledge. These proven methodologies help expand and grow your Cisco business practice, which lead to new routes to revenue and profit. These programs offer partners access to resources to help take advantage of a rapidly changing environment in the marketplace and new opportunities that come with it.  Avnet Propel, Comstor EDGE, Ingram Fly Higher and Tech Data Momentum are examples of success in this area: Read More »

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Cisco Partner Weekly Rewind – March 15, 2013

Partner-Weekly-Rewind-v2

Welcome to the inaugural edition of Cisco Partner Weekly Rewind. Every Friday, we’ll highlight the most important Cisco partner news and stories of the week, as well as point you to significant Cisco-related content you may have missed along the way. Let’s have at it.

Off The Top
Edison Peres, senior vice president, worldwide channels, highlighted significant wins for Cisco at this week’s Channel Champions awards, presented by UBM Tech and CRN at XChange Solution Provider in Orlando. Cisco won an overall 16 awards – not too shabby! – and several overall category wins, including Unified Communications, for the 10th straight year, and midrange servers.

Photo Courtesy of CRN

As Edison notes, that server win, for technology crucial to Cisco’s Unified Computing System (UCS) strategy, is particularly significant.

“Just look at how much this community has grown: 3,000 partners actively selling UCS Solutions and more than 20,000 end customers,” Edison writes. “Partners are building software solutions using the UCS developer tools we’ve provided and major strategic allies like VCE, NetApp, and Hitachi are winning in the data center with our combined technology and solutions.”

Check out photos of all the Champs winners, including Cisco, here, and Cisco’s Wendy Bahr, Richard McLeod and Thomas Wells collecting the hardware (at right).

Speaking of UCS, there are now build-to-order and configure-to-order options for UCS available from distributors Ingram Micro and Tech Data in Canada – part of an ongoing push toward UCS enablement for Cisco distributors around the world. As ChannelBuzz.ca’s Robert Dutt notes, it’s an important move because it “could drop the leadtime for a UCS order from months to days.”

Read More »

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Why Cisco Partners Are Embracing Hosted Collaboration

March 14, 2013 at 9:56 am PST

True collaboration solutions offer communications and collaboration capabilities on any device, at any time, and from anywhere. That’s been the case for some time, and never more true than now as customers embrace hosted collaboration as a key consumption and delivery model.

Here at Cisco, we’re constantly refining our efforts to make hosted collaboration not only easy for customers to use, but also easy for partners to sell. And I’m happy to report that Cisco Hosted Collaboration Solution (HCS) is delivering for Cisco partners on our promise of “no compromise” cloud collaboration.

You’ve probably seen the recent industry reports, including researcher Gartner’s favorable assessment of how HCS adoption is accelerating. But Cisco’s momentum with hosted collaboration is showing up all over the place. With a robust global network of 40 HCS partners, we are leading a market shift toward cloud through which we could see several million HCS seats sold and delivered by the channel this year alone.

Read More »

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Things I’ve Learned About Women At Work (Inspired by Phil Dunphy)

Do you watch Modern Family?  I love that show and it just keeps getting better. The episode where parents Phil and Claire moved daughter Hailey into her college dorm was particularily hilarious and I’m still laughing over the “Phil’s-Osophy” book he created for Hailey on “things I’ve learned”  — hence, my strange title.

When Cisco asked me to participate on the Channels blog, I decided to risk the obvious and write about soft skills because it’s my observation they’re not widely appreciated – especially by women. What I mean by soft skills is personal brand: the image you portray and how others percieve you.  It’s the very foundation on which your career is built.  The timing couldn’t be better: we are in the throes of launching a very exciting project here at Westcon Group (more on that later) and today — you may note — is International Women’s Day.

Women want to develop professional and business skills, but often overlook what I call their soft skills foundation. For starters, there’s that nagging perception of the glass ceiling. Well, let’s ask this question: is it a glass ceiling that’s holding women back or is it something else?  You might consider the following when evaluating your own soft skills foundation.  Read More »

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