It’s All about Engaging Differently

Everywhere I turned this week at Cisco Live in Las Vegas, customers were talking about digital transformation. As technology transforms the world, they’re looking for ways to increase their competitive advantage—and success. That might include automating their operating model or introducing new processes. It might mean reaching customers differently. Or perhaps better employee engagement to increase productivity. Whatever their most pressing challenges, we see that it’s no longer just IT looking for new technology solutions. It’s the line-of-business buyers who are watching their competitors and realizing that technology can help them differentiate.


Expanding the Partner Ecosystem

At Cisco, we can provide the industry’s broadest foundation of connectivity, security, automation, and analytics from the data center and cloud to every user and device. But we can’t solve customers’ problems alone. And neither can you! Digital solutions are increasingly complex and specialized. Our customers need solutions based on deep expertise, as well as broad capabilities that address unique objectives or help them do things that no one else is doing. Only an expanded ecosystem of partners who can work together can deliver the full range of value that our customers want and might discover they need.


That’s why we’re continuing to expand our partner ecosystem to include not just traditional channel and Value-Added Resellers (VARs), but also a growing number of system integrators – independent software and hardware vendors that provide smart devices. This addition brings even more breadth and solutions to the ecosystem, meeting the some of the unique challenges that level of digital transformation presents. Many of these partners already have relationships with your customers’ line-of-business buyers, and they’ve established trust with them. Now we can help you leverage that trust.


Empowering Digital Transformation

Cisco can help you develop your own digital niche in digital transformation. As a partner, you have the opportunity to engage in deals earlier and access new buyers. You can increase your relevance to customers. Sell more—and—larger deals. And bring more value to the table for your existing and new customers.


Let’s start by understanding customers’ needs—looking at the problems they’re trying to solve from the outside in. We can help you meet partners in our expanded ecosystem to bring together the right solution elements. For example, we built the Solution Showcase, giving you information about how to connect with our Partner Connection series, encouraging you to meet Cisco ISVs and learn about their Cisco Compatible and SIP-Approved solutions.


Finally, we’ve developed a framework known as Accelerating Cisco Ecosystem Sales, or ACES. It’s a collection of best practices, tools, and training that make it easier for you to engage, go to market, and succeed in new ecosystem opportunities – to reap more revenue!


Time to Transform

In this new digitization world, success—ours and yours—will depend on the people, expertise, and solutions of this expanded ecosystem. We’re excited. Together we can do so much more. Learn more at cisco.com/go/digital. Give me your feedback?


Denny Trevett

Vice President

Partner Model, Customer Experience