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Cisco Partner Weekly Rewind – September 12, 2014

September 12, 2014 at 7:49 am PST

Each week, we’ll highlight the most important Cisco partner news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:

Off the Top

The key takeaway in this week’s Cisco Partner blog is the power shift in the tech buying centers to lines of business decision makers for greater business outcomes.

Raja Sundaram (@rajasundaram) details the changing IT consumption economics and how it’s impacting the business of technology. As such customers are looking for more from their partners. They’re looking for partners to help them to share the risk and reward, and even guarantee a specific business outcome. Cisco’s portfolio and partner programs are evolving to address the shift – all of which make for increased partner opportunity and profitability.

Additionally, Marlowe Fenne (@mfenne) highlights a new “intelligence” tool for partners called Solution Central that unlocks new sales opportunities by narrowing in on the business priorities of your customer. Each of these business priorities is linked to a specific Cisco Enterprise Networks solution, and it includes relevant solution capabilities, case studies, overviews, and links to key assets that will help you create new opportunities. Bookmark this page – you won’t regret it.

Partner Solution Central page Read More »

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Focus on Business Priorities to Unlock New Sales Opportunities

Many Cisco Partners are well aware that Line of Business and Operations technology budgets are growing much faster than IT budgets. Many have expressed a strong interest in selling solutions to these new buying centers. So how can Partners capitalize on this trend, grow revenues faster, and become more strategic within their customer base all at the same time?

Figure 1: Michael Lin from Promedia Technology Services, Inc. shares his perspective on selling to Lines of Business 

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Three Steps for IT to Deliver Better Business Results

The situation that many IT people find themselves in today is dripping with irony. They’ve deployed so many innovations over the years to address so many business challenges, that now most of their time is dedicated to simply keeping their systems running. Without incremental resources during these lean budget times, their new innovation cycles decline in direct proportion to their past innovations.

Given the current budget realities, how can IT break out of this innovation trap?

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A Major IT Shift – Delivering Business Outcomes

During geek-fests like CiscoLive, it’s easy to become hypnotized by all the amazing technology. So many smart people are innovating in so many amazing ways. When the party’s over, though, we all need to get back to business. Not just CIO’s and CTO’s -- everyone in IT needs to focus on business outcomes -- now more than ever. Here’s why.

IT is under increasing pressure to innovate and help deliver business results, as evidenced by several new data points in our industry. Understanding these trends and next steps can help IT, business, and operations teams all work better together to deliver more value from technology.

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