Cisco will increase its investment in the A/NZ region to generate demand on behalf of its partners, according to Cisco A/NZ partner business group director, Sara Adams.
And the A/NZ region is a leading Cloud adopter and has huge implications for Cisco and its partner community, Cisco A/NZ managing director, Ken Boal, added.
Boal and Adams were speaking at the Cisco Global Partner Summit 2013, highlighting the company’s priorities in the coming years.
Boal claimed there is a huge volume and appetite in A/NZ to use technology to transform its customers’ businesses and the digital disruption is a C-level or boardroom decision now.
“We want to go an additional step with our partners in how we help solve customers’ business problems and not just provide basic IT solutions. It’s about stepping up and having a material impact on their business and the Cloud is one of those transitions that enables it,” he said.
Boal claimed it will change the way Cisco engages with its partners and customers by positioning its partners’ Cloud solutions alongside its offerings.
Within the mid-market space, Adams said Cisco A/NZ will be increasing its investment in the region to generate demand on behalf of its partners.
“We’re seeing more Cloud adopting in the mid-market because these businesses decide quicker and have the ability to quickly change from a capex to opex model. So we will be increasing marketing and demand generation direct to the customer,” she said.
Adams said the company will also continue to identify independent software vendors (ISVs) and start to work with its partners locally on selling its horizontal message and targeting that into particular verticals.
Moving forward, Boal claimed that the channel should be transitioning their discussions from if they do use technology to transform businesses to how technology supports their businesses.
“Probably 10 years ago, we were knocking on doors asking businesses to get excited about the role of technology but now the doors are wide open and causing the role of the IT leader to become less of a technical leader and have more of a business focus.”
Boal advised every investment to have a business case and for the channel not to underestimate some of the softer returns they get from their technology investments.
“Things like employee retention for example, is important because employees might be leaving an organisation due to a lack of modernised way of working and the right set of tools to improve their productivity.
“You can also tap into technology at a lower cost than before so instead of having to build your systems from scratch, you can do smaller projects to test before deciding on it,” he said.
Boal also mentioned that within the services space, compliance, security and data analytics are key areas that channel partners should look into.
“The opportunity for partners in this area is massive. Partners that can move into that will experience huge growth and add value to the link between the network and the higher order applications and business processes,” he added.