New Year’s Resolutions – Grow your Midmarket Practice with Partner Plus!
You might be wondering why I am writing about New Year’s resolutions almost 5 months early, but Cisco’s new fiscal year started on July 31st, so the time is right to reflect on what we want to achieve in FY17.
The start of Cisco’s new fiscal year means that much of my work from the last quarter comes to fruition as we invite those partners with a significant midmarket focus to enroll in Partner Plus, our core Go-to-Market strategy for this segment. This will be the third year of operating Partner Plus as a three-level program that takes partners on a journey from the Aspire (entry) level, through Prestige to Elite. Along the way we, together with our Distributors, we provide Partner Plus partners with enablement, marketing and rewards benefits targeted at supporting accelerated growth of their midmarket practice.
Partner Plus is not for everyone. Fundamentally the program aims to recognize and reward those partners who shift from being a reactive Cisco reseller to a position of proactively developing a profitable Cisco practice. We recognize that the midmarket segment is attractive in terms of its size – with a TAM around $65B estimated in 2017 – but also that partners have to work harder to make the numbers compared with an Enterprise or Public Sector focus.
The upside of working with partners who want to be successful in this segment is that they tend to be open to new thinking and approaches that will help them win more business on a consistent basis. My New Year’s resolution is to commit to seeking out and sharing ideas on how to develop approaches and processes that Partner Plus partners can harness to grow both their top and bottom lines.
Do you have any success stories about selling to the midmarket? I’d love to hear them. For information on Partner Plus and how you can use it to grow YOUR practice, click HERE.