How Cisco is executing a four-pronged approach to trans-Tasman partner growth
Tech giant heightens focus on the core areas of SD-WAN, software, managed services and customer success delivered via the local channel.
Luke Power (Cisco) Credit: Cisco
Cisco is moving into the execution phase of a multi-year channel evolution amid plans to position partners for accelerated growth aligned to four strategic pillars across Australia and New Zealand (A/NZ).
Built by the ecosystem and spearheaded by COVID-19, the technology giant is heightening focus on the core areas of SD-WAN, software, managed services and customer success. The aim? To strengthen alignment between customer and channel to drive partner revenue and profitability growth.
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Cisco hammers home tier differentiation in new partner program
More specialisations needed to obtain gold and premier tiers for integrators.
Oliver Tuszik (Cisco) Credit: Cisco
Eight months after unveiling a revamped, consolidated partner program, Cisco has revealed further details of what its new line-up means for partners.
Having consolidated a dozen separate programs into four key partner roles, Integrator, Provider, Developer and Advisor, the networking vendor has now opened up about the new program’s recognition and rewards schemes.
How Cisco measures partner ‘value’, subjective in theory but customer-driven in practice
Amid a sizeable channel overhaul, Oliver Tuszik documents how Cisco is clearing the murky waters when measuring partners on customer value
Oliver Tuszik (Cisco) Credit: Cisco
Often evangelised at channel conferences and endlessly referenced in partner communications, the importance of delivering ‘value’ at a customer level is not lost on an ecosystem continually required to evolve and transform.
But while the statement checks out in theory - a straightforward linkage between value and success on paper - the practice has always plagued vendors intent on walking the channel tightrope. One thing to demand value-based selling, another entirely to enforce or incentivise.