The worldwide cloud services market will likely surpass US$109 billion in 2012. What’s more, the cloud services market is a high-growth sector within the overall IT marketplace, a recent Gartner report says. No shock there!
So what are you doing to take advantage of this shift? Cisco is here to help you create demand for your services and market them, too.
Last year, Cisco introduced the Cloud Partner Program. Today, the program has 133 approved Cloud Builders and 46 approved Cloud Providers. Collectively, the 46 Cloud Providers are offering more than 50 Cisco Powered Cloud Services to the market.
Today we’re taking the next step along that path and introducing a Master Cloud Builder Specialization that rewards channel partners who have proven capabilities to build and deploy cloud-ready integrated infrastructures using Cisco solutions and our partner cloud offerings across storage, virtualization, cloud management, and virtual desktop.
Essentially, Cisco is elevating the Cloud Builder role from a designation to a full-blown Master Cloud specialization. (After September 19, 2012, Cisco will no longer accept new enrollments or applications for the Cloud Builder or Cloud Infrastructure designations.)
The new Master Cloud Specialization comes with differentiated branding and incremental financial incentives, too. With this new specialization partners can create competitive differentiation and facilitate a new generation of IT and cloud services. We talked to Susheel Chitre who is the Director of Cloud and OEM Business Development at Cisco, and he told us some more ways that Cisco is helping partners help themselves and customers.
“We help partners differentiate services and offer support to help you build and sell unique solutions to customers so they can select the right cloud model and solution for their networks,” he said.
We’re not only helping you differentiate and build new services, we’re giving you new tools to help you market your solutions directly from Cisco’s web site. How’s that? Keep reading. Read More »
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.
Today, I’d like to thank an old friend and welcome back a familiar face.
Jim Sherriff, the leader of the Americas Partner Organization and previously the US and Canada Partner Organization for the past two years, has accepted a new role working with Rob Lloyd on the Worldwide Sales Operations team.
Among other responsibilities, Jim will lead our global efforts to bring greater capabilities and efficiency to our sales process by assuming sales leadership for ACT (Accelerated Cisco Transformation). ACT is Cisco’s multi-year program to fuel growth by enhancing our operating model, ensuring world-class execution, efficiency, and ease of doing business. Jim will report directly to Rob Lloyd.
The Americas Partner Organization has made great strides in driving partner profitability under Jim’s direction through three key areas of focus: enabling partners to capture new markets faster, increasing customer segment impact, and driving improved operational efficiency.
Jim and his team initiated and led the “the 1% solution,” a series of initiatives to improve operational efficiency with early successes including the Audit Certification team that helps partners reduce the cost of re-certification, and introduction of The SELL (Sales Enablement Learning Lifecycle), a valuable resource for our partners to help them on-board and develop their sales professionals.
I’d like to thank him for his exceptional leadership and many contributions. He will be a great advocate for The Americas sales organization in his new role.
With Jim’s move to Worldwide Operations, I’m pleased to announce Wendy Bahr as our new SVP, Americas Partner Organization.
An explosion of new technologies is creating new winners and losers in nearly every industry. You only have to look at the changing fortunes of Apple and Hewlett-Packard in the personal computer/tablet arena over the last decade to see how innovation can propel one company into superstar status, while another becomes irrelevant in the same market space.
Technology Strategy: Develop a technology strategy based on internal and external scans of rapidly emerging capabilities. These should include an assessment of each technology’s ability to disrupt, its stage of incubation, differentiating factors, competitive alternatives, and identification of platform choices. Developing a business and technology architecture for how the technology fits into your company’s platform portfolio is a critical step in this analysis.
Ecosystem Management: Arrange and manage ecosystem partners by assessing the need for technologies to perform certain functions that extend beyond your own internal capabilities, such as the ability to connect to a broader environment. You will need to understand existing and future profit pools to validate partner choices. For example, providing “smart services,” such as analytics, can extend a product’s useful life and be the source of long-term profitability, for both you and the ecosystem partners that deliver them.
Market Interactions: Prepare and execute detailed plans for managing market interactions, from initial introduction through full-scale market management. This includes an ongoing analysis of customer reactions, portfolio management, media communications, and potential competitors.
Today, Keith Goodwin, SVP of Cisco’s Worldwide Partner Organization, is announcing his retirement after 13 years with Cisco and 38 years in the IT industry. Keith has been a strong leader, colleague, and friend to so many partners during his time at Cisco.
Starting on August 1, SVP Bruce Klein will become the new leader of Cisco’s Worldwide Partner Organization.
Read more details as EVP Rob Lloyd blogs about Keith’s career, Bruce’s leadership style, and our commitment to our partner-centric strategy. Read More »