During the broadcast, he offered an overview of how services are a key differentiator for Cisco partners, and he explained how services can drive partner profitability. Here’s a replay in case you missed it.
Cisco’s services strategy places the partner at the center, according to Bob, because partners are critical to Cisco’s go-to market strategy, whether a partner is selling professional services, managed services, or technical services.
In terms of sales, it used to be that products generated far more revenue for partners than services. Five years ago, 80% of partners’ business was product-based, and 20% was generated by services. Now, partners’ business is almost split evenly between product and services. Bob then told viewers that services help an end-customer see how technology can really generate business outcomes.
Want to learn more? In addition to the video replay above, we’ve got a text summary of the broadcast, along with time stamps to identify sections in which Bob addresses key topics, such as market opportunities around architectures, success stories, and how Cisco’s services are different from those competitors offer.
With all the interest and decisions around the products and new capabilities involved in your next IT upgrade, it’s easy to have key questions about the service plans slip through the cracks. Don’t worry. I’ve got your back. Here are a few suggestions:
Who delivers the services?
In this wild, woolly world of contracting and subcontracting, you can’t necessarily assume that the company that closes the service contract will actually be the one that fulfills that contract. This is especially true if you have facilities in multiple locations. So if subcontractors are involved, you’ll want to know who those subcontractors are, what specializations, certifications, or other qualifications they have in place, and what their customer satisfaction scores look like.
Which organization is the point of contact for engaging the services?
If more than one provider is involved, does one organization serve as the entry point for access to services, or do you have to pinball around until you find the subcontractor who maps to the specific need?
Need help building your professional services practice so you can increase profitability, accelerate your evolution to architectures, and differentiate? Then you won’t want to miss our upcoming live video broadcast for partners.
On Monday, April 18 at 10:30 a.m. PST, we’ll be hosting a live, free, interactive video chat on our Ustream channel with Bob Dimicco, Director of Cisco Services. During the live broadcast, we’ll be taking a closer look at the recent announcement made at Partner Summit 2011 and what it means for partners.
We will also cover the following topics:
Why Services are THE key differentiator and profitability engine for Cisco partners.
How partners can take advantage of the new set of services called Collaborative Professional Services
Why Cisco has one of the most partner-centric services strategies in the IT industry.
How Cisco will drive the next wave of service innovation through Cisco’s Smart Services.
And, most importantly, we’ll be answering YOUR Services questions live on the air during the broadcast.
Your participation is integral to the success of this broadcast! Here’s how you can participate: Read More »
This post is the second 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.
Reaping tangible business efficiency benefits from technology has long been the quest for end-users, and as such, has been their primary demand from their solution providers. But what kind of channel organizations are providing the greatest value around business or industry solutions today? And are they getting the right kind of support and incentives from IT vendors to be effective and remain relevant?
Amazon Consulting research has shown that end-users have a distinct hierarchy of needs of their solution providers. On the top of that list is the solution provider’s ability to deliver on time and on budget, have a comprehensive product and services offering, then proactively anticipate the customers’ unique needs. In our most recent research entitled “Influencing the Influencers,” Amazon Consulting identified the current breed of partners offering these tailored business solutions.
Here’s more on the characteristics of this breed of partners:Read More »
We heard from SVP Keith Goodwin at Partner Summit that while we are helping partners move to the cloud, we are also still focusing on our core technologies, namely routing and switching. And it’s no secret that the switching market is evolving.
Have you been wondering what the real story is behind switching market share? What industry trends are shaping the next wave of networking innovation? And what is Cisco’s switching strategy?
All of these were top-of-mind questions addressed in a recent investor relations webcast—led by John McCool, SVP and GM, Data Center, Switching and Services—to discuss Cisco’s Ethernet switching business and the competitive landscape.