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A Cloud Partner Program Like No Other In The Channel

- June 4, 2013 - 0 Comments

It’s been more than two years since we introduced the Cisco Cloud Partner Program and began putting partners at the center of Cisco’s cloud strategy. Now, we’re going wider and deeper with all of the ways Cisco helps you, our partners, win in the cloud era.

In the last two years, the cloud market has exploded and analyst projections are for continued growth in the future.  Using Gartner research, we also understand that by 2015, half of all CIOs expect to operate the majority of their applications and infrastructure via the cloud, and that by 2016, global spending on public cloud services will grow to more than $200 billion.

There’s no question that the advent of cloud has changed the customer sales cycle. IT decision making power is increasingly moving into individual lines of business, whose managers are buying computing as an operating expense from cloud service providers or services resellers.  Therefore, Cisco’s cloud strategy is to enable, versus compete with, our partners and customers – a major difference when you consider how other vendors restrict sales of cloud-enabled services to their direct sales teams.   As a cloud enabler, Cisco helps customers build, deploy, and consume cloud services and at the same time, we stimulate demand for partners’ Cisco Powered cloud and managed services.

We can help you evolve your day-to-day go-to-market approach for cloud, or we can provide you an ecosystem of strategic partnership opportunities to help you along the way. That’s why we designed the program the way we did: we want to enable partners to capture cloud computing opportunities with Cisco as Cloud Builders, Cloud Providers and Cloud Services Resellers. We say again now what we said back in 2011: there is opportunity for every Cisco partner to participate in cloud, and we want to be sure we’re putting the right programs in place to help all partners evolve their models in a way that makes the most sense to their businesses.

Our partner community has embraced the cloud opportunity by helping stand up clouds for themselves and/or their customers, and this is demonstrated by the nearly 1,700 cloud and data center partners with specializations on cloud relevant technologies including data center architectures, fabric and unified computing technologies.  But we also know that partners have been clamoring for more details, incentives and enhancements to help them become Cloud Services Resellers.

This week at Cisco Partner Summit in Boston, we’re very excited to announce several updates to Cisco’s Cloud Services Reseller model that provide a variety of new benefits to help you be successful.

What Cloud Services Reseller Is All About

We recognize that many Cisco partners are able to build data centers and service their customers using cloud infrastructure of their own. But we also know that many of our reseller partners don’t have the scale and the capital needed to make that kind of investment. The Cloud Services Reseller leg of the program therefore allows them to participate without having to make that choice. And it not only helps those partners capture greenfield opportunity with their customers, but also extends the reach of Cisco Cloud Providers by creating more routes to market through qualified reseller partners.

Cisco registered partners that have a valid contract with a Cisco Cloud Services Provider and an individual on staff to manage the relationship with that Provider, will meet the requirements of being a Cisco Cloud Services Reseller. The Cloud Services Reseller benefits, available starting August 2013 on a global basis, are designed to accelerate Cloud Resellers’ business and entice new product resellers to join the program:

  • Existing Cisco partners that become Cloud Services Resellers will receive a Value Incentive Program (VIP) rebate on sales of Cisco Powered Cloud Services.
  • Cisco’s own sales force will be compensated to sell a Cisco Powered Cloud Service sold through a Cloud Services Reseller.
  • Cisco Cloud Services Resellers have access to the Cisco-Powered branding and logo as part of their marketing campaigns when they are partnered with qualified Cisco Cloud Providers, providing a strong technology platform brand for marketing their services.
  • Cisco partners will have access to an enhanced Cisco Rewards Program that includes a catalog consisting of individual rewards and Cisco go-to-market assets that individuals within our Cloud Resellers partners, who have earned Reward points from cloud services sales, can redeem points for a variety of rewards, including Cisco Learning Credits.
  • A Cloud GTM Resource Center which provides an online self-service portal for Cisco partners, including Cloud Resellers, to gain access to all of Cisco partners’ go-to-market tools and assets. Included in those assets is a new virtual Cloud Connections capability which allows Cloud Resellers to see and understand Cloud Providers’ services in market today, compare various resale options, and to develop a short list of Cloud Providers to talk to.

In addition, Cisco is announcing the new Cisco Cloud Business Transformation Playbook, which delivers a comprehensive set of best practices to help enable partners transition to making cloud a part of their business model.

The Business Transformation Playbook, which provides guidance on key business functions including business-model building, marketing, sales, operations and services, is complemented with the Business Transformation Workshop – a consultative, in-person or webinar-based workshop to support development of an action plan for partners shifting toward cloud.  Also available is our Partner Business Transformation Video-on-Demand (VoD) series, which is designed to augment the playbook and workshop content using seven training modules.

To capture the cloud opportunity, Cisco and our partners must evolve together. Today’s announcements reinforce Cisco’s commitment to put partners at the center of its cloud strategy and empower partners to monetize the cloud opportunity as Cloud Services Resellers.  And we’re enabling our partners to become Cloud Resellers through the Cloud Business Transformation Playbook and resources.

We asked CompuNet, one of our Gold level partners and Cloud Services Resellers, to share a little about how this will assist business development for cloud solutions. Check out an interview between Gregg Pruett, SVP of CompuNet, and Chad Berndtson with our Global Partner Marketing team, in the video below.

Leave a comment below and let us know what cloud opportunities are top of mind. And head to our resource site to learn more about Cisco’s Cloud and Managed Services Partner Program.




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