There’s a lot of collaboration technology out there and deciding which technology to invest in can be daunting. How often have you heard of a company making a major investment in technology for it to become “shelfware” and never see deployment? How often have you heard of a company that’s deployed a technology, yet nobody in the company is willing to use it? How often have you heard of a company that has several products from different vendors that do exactly the same thing?
It doesn’t take much to realize that each of these situations has a negative impact and the cause of each situation stem from different reasons, but usually with the best intentions. Shelfware occurs because of undeployed licenses in ELA’s or quantity purchases for better per seat pricing. Unfortunately, the business doesn’t grow and the company is obligated to pay for unused licenses. Other times, a company deploys a product with great features that is too complex or doesn’t integrate well with workflows and remains unused. Lastly, individual departments may make purchase decisions based on their needs without consulting IT or other departments resulting in redundant solutions that compete internally with each other.
In considering collaboration strategy, it is key to consider Read More »
Earlier this week, we kicked off special customer guest blog series with Andrew vonNagy, author of the blog Revolution Wi-Fi, and active on Twitter @revolutionwifi. Join us today as Andrew explores the next two major retail trends changing the Wi-Fi industry, and catch up with the first part if you missed it.
Trend 2: Empowering Sales Associates Given the increasingly connected and smart shopper, consumers now have more product information than in-store sales associates in many cases. Yet sales staff are key to providing a great consumer experience in-store. Retailers need to empower sales associates with the depth of product information that consumers have, and to provide additional tools that facilitate existing and new services offered by the retailer.
Historically, only a fraction of retail sales associates have been provided with mobile devices, and those devices have enabled only a limited set of capabilities such as stocking, inventory management and product availability. One reason for this is the high cost of ruggedized mobile devices for use in retail. A typical high-speed scanner PDA can cost well over $1,200 each. In order to provide every sales associate with more information to help consumers, retailers are adopting lower-cost, feature-rich, smartmobile devices that provide more robust capabilities than specialized scanners. Mobile platforms built by Apple, Android, and third-party manufacturers are enabling this shift, along with a retail IT focus on enabling business processes in a more flexible, consistent, and re-usable fashion.
We know that Cisco partners are often on the go, catching up on work at the airport or getting a few things done at a café. But what happens when you’re looking for specific non-technical information about Cisco programs or promotions, and you need help getting your question answered?
Find out how Cisco Partner Advisor helped these partners get the answers they needed, and how to leverage this resource yourself.
How can Partner Advisor help you? Read on for specifics on what you need to know about Partner Advisor. Read More »
This post is the third in a series we’re featuring from Beth Vanni, Vice President of Amazon Consulting. Amazon Consulting is a partnering services firm dedicated to helping companies elevate the impact of partnering. Beth has over 25 years of experience in technology sales and marketing, with a specialty focus on partnering strategies and supporting operational plans.
Vendors have long sought the attention, investment, and loyalty of channel partners for one primary reason — to expand market reach. The promise of new projects and new customers has been not the only driver in forging vendor/channel partnerships, but it has been a key one.
With the current economic climate, vendors have been forced to look at their partners’ skill sets and business model holistically, with the aim to have the right balance of technical skills, sales and prospecting skills, marketing acumen, and service delivery skills. But what combination of these competencies makes a solution provider most adept at driving new business?
In Amazon Consulting’s Annual State of Partnering Study, the last two years’ worth of results from over 100 global IT vendors indicate that increasing partners’ sales skills is a big focus for vendors. Specifically, vendors are looking to improve the overall channel’s skills in two areas — the ability to do effective pre-sales prospecting and the ability to sell business value to line-of-business decision makers.
Technical training and certification programs are now the staple of many vendors’ formal value-based channel programs – those that recognize partner contribution beyond just sales volume. They are the basis for how most partners earn recognition, rewards and further support from their leading vendors. And specialization programs focusing on multi-product solutions and industry skills have taken that idea to the next level.
But recently, many vendors with highly-evolved technical certification programs have realized that technical acumen alone does not necessarily translate to partner profitability. So what has changed?
Nothing beats a customer raving about the value Cisco technology brings their organization, but the one thing that comes close is when great talent recognizes what Cisco is doing to transform the industry and wants to be part of making it happen.
Today I can share some news that reaffirms how compelling our strategy and product portfolio is.
I’m thrilled to announce that Cisco is making not just one or two, but SIX executive appointments to its service provider sales organization. Read More »