Let’s face it: Providing quantifiable value and cost savings while convincing customers of their return on investment, can often make or break a deal. However, the advent of architecture-based solutions and the increasing need for consultative services are helping drive partners’ success and growth. But in the negotiation phase, how can partners think creatively to help provide analysis and assessments to customers?
As you look for new revenue opportunities, what helps propel you ahead of the pack and helps differentiate you from the competition?
Cisco Gold partner Presidio completed an RFP for Tyler Independent School District in Texas and was competing for the business with another solutions provider. What helped to win Tyler’s trust was the ROI analysis they shared with the district’s superintendent.
Tyler Independent School District has 18,000 students, but only had a 4:1 student to desktop ratio. Additionally, thousands of the district’s PCs were seven, eight, or nine years old – completely incapable of running Windows 7 or new applications. IT was struggling to keep up with management and maintenance issues, as well as security challenges. Additionally, the district wanted to enable a BYOPC (bring your own PC) policy but lacked the equipment, tools, and bandwidth to do so.
So how did Presidio solve the district’s IT problems and save the schools money, too? Read More »
Tags: Cisco, IT, partner, presidio networks, school, UCS, virtualization
Happy 2012, partners! Inspired by Channel Maven’s lively list of resolutions, I began to pontificate on Cisco’s new year’s resolutions for partners this year.
1. First and foremost: profitability.
C’mon, who doesn’t want more profits in 2012? Services now represent 40-50% of Cisco channel partners business, up from 20% five years ago. Our recently created Services Rules of Engagement offers partners a definitive roadmap on how to engage with Cisco Services and maximize your Cisco services investment.
Plus profitability programs like Cisco’s Value Incentive Program (VIP) ensure that you’re rewarded for focusing your practice on Cisco’s architectures. Stay tuned for new signup periods.
Check out the full list of incentives on Partner Central.
2. Helping partners help customers become one with the cloud.
To help ensure partners have a successful Year of the Cloud, Cisco’s Cloud Partner program (with three tracks) will help you prepare for growth in cloud adoption. Combine that with CloudVerse to help you build public, private, and hybrid clouds for customers and you’ve got a winning combo. You can’t lose with the intelligence of the network, the power of the data center, and the flexibility of cloud applications.
3. Work less! Programs and services to make your job easier. Read More »
Tags: architectures, Borderless Networks, cloud, hiring, IT, keith goodwin, marketing, partner, partner velocity, program, smb, social media, talent, VIP
It seems like you can’t open an IT magazine these days without being bombarded by cloud, cloud, cloud. Going to tradeshows you see traditional vendors that have taken their existing solution packages and rebranded them as cloud. For Cisco partners and customers this can be confusing; especially since cloud comes in so many types/flavors: IaaS, SaaS, PaaS, and however people are positioning themselves. When I think of cloud I think it fundamentally boils down to an industrialization/simplification of IT. You focus and clearly define what you as a solution provider are providing, and by doing so, drive out the cost. Look at MS office for email etc. has literally thousands of options or ways to use it, but has a high cost/user/month. Gmail limits those options and by offering it free to everyone, it costs Google an ever decreasing fraction of a dollar/month. The economics are compelling. Customers like economics in their favor and partners get excited when customers want to make a transition.
On Dec 6th Cisco announced CloudVerse – an integrated set of capabilities combining Unified Data Center with Cloud Intelligent Network to deliver Cloud Applications and Services. The beauty of this position is that we aren’t telling our partners, “Thanks, we’ll take it from here!” We’re looking to them to offer this integrated Cisco vision to their customers.
“We’re putting our partners in the position to offer CloudVerse as a portfolio and new cloud capabilities.” As Ralph Nimmergood, VP of WW Channels at Cisco, stated in a CRN article published last week.
Partners are key to our cloud strategy and we’re excited to be on this journey with them.
Click here to read the entire CRN article.
Tags: Cisco, Cisco CloudVerse, cloud, cloud services, IT, partners, services, Unified Data Center
I was at Gartner Summit in Las Vegas last week after missing the prior year. One thing that struck me this year was the increased dialogue around changes IT organizations need to make in their people and processes in order to prepare for both the convergence of IT infrastructure and the move to cloud. Now I know that analysts have talked about the area of IT operations management for some time but what was different was that customers were talking about it too.
At Cisco Services, we’ve had an increasing number of customers asking us to help them better align their people and process to take full advantage of Cisco’s innovative data center technologies. This growing interest in change was on full display at Gartner Summit, as both analysts and customers were discussing what change would mean to them.
So what are some of the things you should consider to get your IT organization best prepared for change? First, you need a leader committed to changing the way your IT runs. The CIO at Seattle Children’s Hospital, Drex DeFord, says he started by re-setting his organizational purpose, identifying patients as their customers, not employees. He then focused his strategy on removing complexity from his IT organization, not just on the technology side but in his people and processes as well, to allow IT better flexibility to understand and deliver against their customers’ expectations.
Read More »
Tags: Cisco Services, cloud, collaboration, Gartner Data Center, intelligent automation, IT, IT Operations, Nexus 1000v, organizational change, unified computing system, Unified Data Center
Higher education IT leaders from around the world will be converging in Philadelphia on October 18 -- 21, for EDUCAUSE 2011. One look at the conference program
is all that it takes to
conclude that “EDUCAUSE 2011 is the best thinking in higher education IT.”
With such a robust program this year, deciding which sessions to attend is harder than ever. Make sure to take in these sessions that showcase the use of video and collaboration technologies to transform teaching and learning and expand education opportunities:
Read More »
Tags: #EDU11, edtech, education, educause, higher education, ICT, IT, learning