If someone invited you to a dinner party, but then only allowed you to eat the bread at the table verses the entire meal, chances are, you’d leave feeling pretty hungry.
Applying that analogy--let’s look at how a vendors services model impacts the overall partner-vendor relationship. We all know that services are “meat and potatoes” for solution providers. As a matter of fact, services now represent 40-50% of Cisco channel partners business, up from 20 percent five years ago.
But the reality is that traditional services models don’t allow channel partners to fully participate in the services opportunity. HP is a case in point. HP has a traditional services model, with an army of approximately 200,000 services employees and a “hard deck” where they sell direct to 1,800-2,000 of their largest customers.
Cisco, on the other hand, has approximately 11,000 Services employees and allows partners to participate in the Services opportunity at every level, from the largest global customers to the local small business. Our partners are the extension our Services arm.
Through programs such as Collaborative Professional Services (CPS) and Steps-to-Success, Cisco also has a range of initiatives designed to transfer knowledge gained by Cisco Services to accelerate partner success.
To go back to our original analogy, Cisco allows partners to enjoy the entire meal…and the $49 billion services TAM around Cisco technologies and architectures in FY12 definitely offers some enticing menu options!
To take advantage of this tremendous opportunity, Cisco Services aims to work with partners to deliver new services experiences to customers through its unique sales engagement model, smart services portfolio and partner-centric programs. Now, Cisco is taking the next step forward to further clarify our sales engagement model and drive consistency in the field.
Imagine being alerted of a customer’s network issue at your son’s baseball game. Now imagine being able to fix that issue between innings, before the customer even becomes aware of it.
That’s the power of OnPlus, a new managed service Cisco is announcing today to help VARs easily and affordably provide network assessment, management, and advisory services to their small business customers. This new service provides VARs with a cost-effective, scalable business model for those beginning to establish their managed services practice.
So what does this really mean for our channel partners?
If you ask Liberty Technology President and Cisco certified partner Ben Johnson, he’d say that, “Liberty Technology focuses on making technology easy for both consumers and businesses. With Cisco OnPlus, you’re able to get a more complete, 360 degree picture of your customer’s network. We’ve used OnPlus in a number of scenarios, from doing network surveys to quickly troubleshooting and identifying problems with customer’s networks, which has greatly saved us time and of course money.”
What else can you gain from using Cisco OnPlus service? Read on for all of the advantages. Read More »
Cisco Senior Manager of Collaboration Worldwide Channels, Gary Wolfson, shares the partner reception and momentum Cisco is seeing for Cisco Hosted Collaboration Solution (HCS) and the customer demand driving it. Gary also shares opportunities and different Cisco programs for partners now and in future, and how customers can find a suitable partner.
Before and after our Cisco Hosted Collaboration (HCS) announcement, we Read More »
Once in awhile, an idea comes along that changes everything.
Well, this isn’t one of those ideas. But after 25 episodes of Partner Update, perseverance has to count for something.
The goal of Partner Update was simple: create a short, five-minute newscast that would get partners up to speed on the latest Cisco headlines. While our first go at it was nearly unwatchable, the newscast has grown and evolved and now features a varied medley of news, partner interviews, highlights, and updates.
Of course, Partner Update isn’t just for our partners, it’s about our partners. During our 25 episode stint, we’ve highlighted dozens of extraordinary Cisco partner achievements, from new data centers, to social media campaigns, to cool gadgets and products. We’ve even featured your tweets, videos, and Facebook posts.
Here’s a short trip down Partner Update memory lane featuring partner interviews, bloopers, highlights, and behind-the-scenes footage.
Did you miss an episode or want to suggest something for us to cover? Read More »
Cisco’s Collaboration Summit starts today in beautiful Miami, Florida. On tap is a lively event with demos, partner booths, news announcements, solutions, and sessions that promise to change the way you connect and collaborate.
Whether you’re joining the event live or virtually, here’s a handy checklist to make sure you don’t miss anything this week.
Be sure to watch the keynote so you can hear Cisco’s Collaboration vision and see new announcements that enable people-centric collaboration. Register now for the event on Nov 16, 9-10:30 am EST! (A replay will be available for those who miss it.)
Cius is a big part of Cisco’s Collaboration solutions. At the event, ambassasors will be walking around to give demos. If you can’t be there live, watch this video to get the latest on Cius and how it’s helping to increase collaboration: