Markets and customers are changing and for Cisco to stay ahead of the curve, it needs to put a spotlight on the mid-market (businesses with 100-1000 employees) space, according to Cisco worldwide partner organisation senior vice-president, Bruce Klein.
He was speaking at the Cisco Global Partner Summit 2013.
Klein said within commercial, the mid-market presents huge opportunities and the company will double its investment in mid-market opportunities to tap into that space.
“Last year, we invested $US75 million into the market. In FY’14, we will be investing $US150 million into this market. And we have a strategy of how we are going to do this,” he said.
Klein claimed Cisco will execute this strategy by aiming to deliver on services and technology.
“There is a $US25 billion opportunity for technology and $US30 billion in services. There is a huge opportunity to grow our market share in it.”
Klein also highlighted that Cisco will be taking a three-pronged approach in this space through demand generation, solutions made for the mid-market portfolio, as well as increased commitment to partner led.
“We’re committing to drive, this year, $US1 billion of qualified leads with you, and for you. We are also launching an aggressive new external presence targeting mid-size customers to increase brand awareness and provide on-demand generation for partners.”
Cisco worldwide partner led vice-president, Andrew Sage, claimed there are a lot of rewards a mid-sized customer can reap if they lead in to some of the big market trends.
He spoke at another session of the Cisco Global Partner Summit 2013, where he detailed the changes to come.
Sage claimed the company will be delivering support through:
- Its partner led initiative that rewards channel partners to lead the sale with mid-size customers.
- The launch of a new Cisco Meraki Managed Services Dashobard, that enables service providers to manage end-customer networks and features specific tools, analytics and monitoring capabilities.
- The launch of a virtualized foundation smart solution that is an end-to-end solution leveraging LAN, server, security and virtualisation infrastructure.
Cisco also announced the availability of the new Cisco catalyst 2k switches, which Sage claimed is a “perfect fit” for mid-market customers dealing with challenges associated with BYOD and security.
“Mid-sized companies do more acquisitions and mergers than larger companies so they’ve got to continually bring in new solutions and get them up on the IT systems. They’ve got to do more with less and remain compliant – and this is where the channel comes in to provide services,” he added.