Each week, we’ll highlight the most important Cisco Partner Ecosystem news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:
Off the Top
Curious about what Cisco has to offer partners in the midmarket space these days? Well Sherri Liebo was here this week to lay out many of the ways Cisco Ecosystem Partners can take advantage of what we have to offer in midmarket.
Sherri spent some time covering the Midsize Business Solutions page, the Cisco Partner Plus Program, and Cisco Midmarket in general.
Check out Sherri’s blog and let me know if there is more about midmarket you’d like to hear from Sherri. I’ll be sure to pass it along!
Internet of Things
Steve Benvenuto’s blog about the new Internet of Things (IoT) Specializations drew a great deal of attention last week. I hope you had a chance to read Steve’s blog. I hope you also have a moment to look over some of the articles in the channels press pertaining to the IoT Specializations:
Tags: Cisco, Cisco Partner Ecosystem, Internet of Everything, internet of things, IoE, IoT, iot specializations, midmarket, midsize business solutions, partner, Partner Plus, specializations, Steve Benvenuto, Weekly Rewind
When you hear the name Cisco, what comes to mind? A pretty safe bet is that you think “enterprise networking leader.” Of course, we want you to always think of us in those terms, because it’s true. However, I wanted to be sure our partners that operate in the midmarket space are recognized, because you are vital to the Cisco Partner Ecosystem.
It’s not just “big business” that powers the economic engine globally, and that is especially true here in North America. The midmarket space has increasing IT demands and even more limited resources than their enterprise siblings. Business is business, and those midsize companies are looking to grow their customer base, hire the best employees and simultaneously reduce their IT costs. Integrating solutions that provide those outcomes to the midmarket is where Cisco partners have enormous opportunities.
We aim to back you up on those opportunities and make sure you have everything you need at your disposal for success in this space. In fact, we have a wealth of information for our partners in the midmarket space in our Midsize Business Solutions area for partners. Read More »
Tags: Cisco, midmarket, midsize business solutions, partner, Partner Plus, Sherri Liebo
If you’ve had sustained success as a sales person, you can probably look back at your career and pinpoint one or two defining moments that moved you to the next level of credibility with your customers. These moments are different for everyone. Maybe it was winning a huge deal against stiff competition. Or it could have been the hard lesson of losing a major deal because of a lack of focus on the details. For me, that defining moment came when I was willing to say, “No” and walk away from a deal when it wasn’t right for my customer or my company.
You might ask, “How could saying “No” and walking away be a defining moment for a sales person?” After all, isn’t the point to win the deal? Actually, I did win the business. I had the confidence to tell the customer that what they were asking for was unreasonable, would result in a poor quality solution that wouldn’t meet their needs and refused to work with them on the project. The customer went with another vendor and the results were disastrous. Within 45 days, the customer had returned, hat in hand, asking for help in salvaging the project. We took the customer in a different direction, got the project back on track and finished in a way that allowed the customer to save face with his management. That customer never questioned me again when I had to deliver hard news. I’d earned the credibility necessary to secure their future business, and the impact on my confidence as a sales person was monumental.
For most sales professionals, their career defining moment also revolves around earned credibility with customers and peers. What exactly is credibility? Credibility is believability or trustworthiness. Credibility is the ability to inspire or earn the trust, belief or confidence of others towards you based on a combination of certain factors or qualities that you exhibit. Credibility is the direct result of displaying these qualities consistently. Most importantly, credibility is earned, meaning it doesn’t come freely. It’s not a thing you can give; it is a thing you get. It is the impression others have about you and all that you do or represent based on multi-faceted elements. Read More »
Tags: Cisco, karin surber, partner, Partner Plus, sales
Every Friday, we’ll highlight the most important Cisco partner news and stories of the week, as well as point you to important Cisco-related content you may have missed along the way. Let’s have it.
Off The Top
Andrew Sage, Cisco vice president, Worldwide Partner-Led, has good news for top-performing participants in Partner Plus: you’ll not only be recognized as part of Cisco’s new Winners Circle sales initiative, but you’ll also get to attend a special event at a luxury resort with some of Cisco’s key executives. You heard it right: prime networking, a gorgeous location, and an earnest reward for the hard work that goes into building and executing on Partner Led solutions.
It’s all part of the ongoing expansion of Partner Plus, including, as Andrew mentioned, new Partner Led Sales Excellence Training.
“You leverage the same content the Cisco sales team uses, meaning that partners and the field are on the same page when it comes to the fundamentals of business planning for an account or territory,” Andrew explains. “In turn, you can better manage sales. It’s truly a collaborative learning process that we have seen transform partners from salespeople into more strategic advisors that get at what customers really want and need.”
Read More »
Tags: andrew sage, Cisco, Cisco Fit4Talent, IoE, Partner Plus, Public Cloud, Ubiquysis, Weekly Rewind