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Cisco defines key areas of investment

Cisco defines key areas of investment

Networking giant will be investing in more training and demand generation for partners

Networking giant, Cisco, has revealed it will be investing in more training and creating market opportunities for partners.

Cisco executive vice-president worldwide partner organisation, Rob Lloyd, outlined some of his execution priorities, centred on investing in people and partnerships that include training, demand generation, and creating vertical market programs.

“You've heard of the richness of the capabilities that we have, but we've been silent in describing those opportunities to our customers,” Lloyd said. “We need to invest more in your training and the enablement of your business, so you can capture these market opportunities and we need to make it much easier for you to access expertise.

Lloyd highlighted the values in its architectural approach and key vertical markets that have been transforming, which are creating opportunities for partners such as healthcare, public sector, financial services, retail and manufacturing. He also touched on emerging market opportunities.

“We're going to do a lot more in taking what we've learnt about the vertical application of our technology to you and generate scalable vertical programs,” he said. “There's more improvements that we can make, but I think we're starting to create substantial differentiation in the way we have our relationships and partnerships.”

Lloyd also reflected on some of the key announcements Cisco has made over the past few days, stating it was a big change – moving from selling products to services to architectures.

“Let's not be naïve about how much of a major change we need to make to our sales process, our engineering capabilities and our go to market models. The same is reflected in your business,” he said. “This is a multi-year transformation, and I believe we share a vision as to where we would like to end up.”

To help differentiate the architecture value proposition, Lloyd revealed it was going to double the VIP on core technologies, this includes the catalyst 3560X, 3750X and 4500 series switches and the ISR G2 1900, 2900 and 3900 series.

Starting in the next few weeks, Lloyd also revealed it will pay partners $2000 for each assessment they conduct under its worldwide IBLN program, which is an assessment program that helps determine reasons for a customer to move towards an architectural solution.

“We need to be much better on helping you sell that architectural technology,” he said.


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Tags NetworkingciscoIBLN program3560X4500 series switchescore technology3750X

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