IT buyers

February 27, 2023


Co-selling: It’s a BIG Deal!

2 min read

Unlike partner reselling, co-selling is a multi-partner collaborative sales engagement between an IT vendor and its partner ecosystem to deliver a differentiated joint customer outcome.

March 24, 2017


Cloud Buyers and the Org Charts They Live In

3 min read

Cloud products have a very different kind of buyer than traditional hardware gear. Cisco, long a trusted supplier of the IT organization, is getting to know a new and increasingly influential group of people: Developers in line of business teams.