When it comes to partner programs, one size does not fit all! We all know that the needs of IT partners and OT partners are unique, and an off-the-rack partner program will not provide the best fit. What if you could have distinct IoT programs tailor-made to capture the customer opportunities driven by IT or operations technology (OT)?
Cisco IoT Design-In is a new program that builds on the IoT authorization program launched earlier this year, which supports the growing demand from Cisco’s IT partners to build capabilities and provide IoT solutions to IT buyers. With partner feedback and guidance, your response has been overwhelming. Today, more than 150 partners are IoT Authorized – there is no question that this is a great fit for the needs of our IT partners.
We are taking the next step with Design-In to capture IoT opportunities beyond IT. Operation Technology (OT) Partners, System Integrators, Machine Builders and IT partners with OT practices need a program that enables their GTM strategy targeting the operations or LOB buyer. These partners further enable new business models and revenue streams, and this is where Cisco IoT plays an important part by providing the secure connectivity and data management for their solutions.
In this Network World article, Gartner names IoT as one of the important factors impacting infrastructure and operations. The issue, they point out, is that most IoT implementations are not driven by IT, and they typically involve different protocols and vendors that don’t usually deal with an IT organization. This is where we can help.
A complete lifecycle program, Design-In has the right resources to enable partners to more quickly and accurately develop, market, and sell the value of the integration of Cisco’s IoT products into their offerings. The program provides a standardized process and tools for three distinct phases:
- DISCOVER: Design-In Reference Guides provide a catalog of use cases based on actual deployments with tools to help you create a design and a solution that can be standardized across your business.
- DEVELOP: DevNet Learning Labs offer hands-on training with ready-to-go sandboxes for testing Cisco IoT products with third party applications.
- DELIVER: Step-by-step guidance to become a Cisco partner with rights to resell, technical and sales enablement support, plus access to Cisco marketing resources and brand logos.
Now partners can capture more IT and OT opportunity while improving profitability, increasing reliability, and reducing risk as they deliver IoT solutions to their customers.
With two programs designed to fit partners’ unique needs — the Cisco IoT Authorization for IT partners and Cisco IoT Design-In for an OT GTM strategy — Cisco is creating the perfect fit to help our partners capitalize on a billion-dollar opportunity.
And to learn more about IoT Partners at Cisco check out the Partner Success Guide in SalesConnect.
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