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How Much More Could You Be Making On Services?

Partners often ask me, “How much can I make on services?”

It’s a great question. The answer is almost always, “More than you’re making right now!”

Let’s start with the sheer size of the services market. According to IDC, this will be over a $1 trillion market in less than five years.

Partner service bookings are growing—that’s the great news. Rebates are growing even faster. But most partners are still only getting 20-50% of the rebates they could be earning. We’re working harder than ever to make it easy to earn your share of the services market.

How much opportunity can you realize with smart services? Axcess, a Cisco partner, says, “We’re seeing growth of more than 40% smart services in a market that’s more or less static.”

Read the full case study

A multitude of stackable incentives

When you take advantage of incentives on top of your base services rebate, the money adds up fast. Right now, there are several additional incentives available to registered partners:

Innovative services that strengthen your relationship with customers

Selling smart services is really being more proactive about network health. Instead of reacting to problems, smart services collect information that can help prevent network issues from happening in the first place. They identify products that are not covered by service contracts, which can have major consequences if the device fails.

You can also provide customers with reports that can help prioritize network optimization and planning. This can lead to more strategic, forward-looking discussions about a customer’s business and technology needs—which means new product sales and enhanced services offers.

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Using Cisco Services Training To Accelerate Partner Sales

Years ago, it was enough for partners to supply, install, and maintain a customer’s network assets. But in the era of service delivery-based solutions, customers are increasingly asking partners not only to supply their network infrastructure but also to manage it –and do so in a way that’s both consistent and efficient.

With that customer conversation shifting toward services and management, how do you best respond to these customer requirements and what solutions are out there to help you?

Fortunately, as a Cisco partner, you already have access to a tool that contains all of the information you need. When you log into Cisco’s Services Accelerate Program, you’ll find services sales training and incentive programs available to help you grow your Cisco Services business and earn rewards to accelerate your success!


How do I get started?  Read More »

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Remote Management Services: Rethinking the Way You Manage and Operate IT

Just a few short years ago, if your car broke down, you would automatically take it to your local mechanic who would identify the issue and fix it. Fast forward to 2013 – today we live in an era where our cars tell US when there is a potential issue or it needs a service and, more often than not, they just don’t break down at all. We’ve gone from a reactive, break-fix model to a proactive and, sometimes, even a pre-emptive approach, or warranty as they call it. It’s the technology – specifically the software embedded in our cars and the software that supports and maintains it from the manufacturer – that has fundamentally changed this industry.

There is a similar shift happening in IT. Customer care-abouts are evolving from simply, “make my technology work” to “make my business better.” Drivers such as cloud and mobility are causing us to pause and rethink our traditional approaches and consider new ways to both consume and manage IT.  As more and more business and IT activities move into the cloud, the services needed to keep everything running seamlessly become ever more critical.

Services can help companies maintain IT health and, by providing expertise and support, can support this transition to cloud as customer and partners explore new opportunities.  Services – in the form of automation, analytics and software – play a crucial role in both extracting more value out of existing infrastructure and driving innovation in new areas. How?

I recently spoke about Cisco’s Smart Services, which use intelligent automation to collect network data, then analyze that data using Cisco’ s deep knowledge  base to provide actionable insight to customer and partners. These software-enabled services automate network operations, reduce risk and lower costs – top priorities for any organization, regardless of size.


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Top-Notch Network Assessments: The Simple, Affordable, and Fast Way to Build Your Business

Virtual assessments made easy

When we renovated our kitchen, one of our top priorities was upgrading to gas appliances. The first step was to have the gas company determine if our current gas line could handle the extra load of a restaurant-grade range.

The same pre-implementation assessment is highly recommended, if not required, before adding a bandwidth-intensive product to a network.  Let’s use Cisco TelePresence as an example. 

You bring a customer to a live TelePresence session. They are wowed. They immediately see the benefits of a face-to-face meeting, and they are sold on how the TelePresence investment can pay for itself in a short period of time with the elimination of travel expenses alone.

They are ready! But is their network?

As your customer’s partner and trusted advisor, it’s your job to find out. An assessment of their network helps you mitigate risk by determining quickly what upgrades are required to ensure a successful implementation. It also helps you customize the solution by adding features and functionality that can help your customer—customization that might not have been identified without an analysis.

On the flip side, an assessment takes time. It costs money. It requires people, travel, and expertise. These things add up and can quickly eat into your profits.

Presidio Networks, however, found a way to accelerate the process. Read More »

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A telecommunications company and a University walk into a bar…..

What do a telecommunications company and a University have in common? Well, at first glance, not a heck of a lot — unless you consider their network requirements.   After talking to a telecommunications company and a University I found out they both wanted:

  • To know the exact status of all networking devices…within minutes.
  • A simplified service contract structure for said devices
  • To better predict, and budget for, support and upgrades of devices
  • Reduced network risk, simplified operations, and increased employee productivity.

Are these objectives your company is trying to achieve, too? Let’s explore how Alestra, a Mexican service provider, and  George Mason University, a U.S. institution of higher education,  have achieved these results, and more, with Cisco Smart Net Total Care.

Never heard of Cisco Smart Net Total Care? I included a brief description at the end of this blog.

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