Cisco Live 2016: Cisco is taking partners on the digital transformation wave

Cisco Live 2016: Cisco is taking partners on the digital transformation wave

Cisco changes its sales tune to help jump into digital transformation

Cisco is helping partners to jump on the next wave of technology innovation that is arising in the form of digital transformation.

Cisco APJ vice president of enterprise segment and digital transformation, Ross Fowler, explained it was a serious transition that the industry is going through and as a result, Cisco is setting up digital transformation offices across Asia Pacific and Japan including Australia, New Zealand, Korea and India.

“We’ll be working with customers, partners and our own sales people to transform the conversations they’re having with customers from a pure technology discussion into a ‘technology in a business’ context,” he said.

Digital transformation focuses on three core areas: customer experience, work force experience, and operational efficiency (Digital Ceiling) – how do you use digital technologies to reduce cost and make it more agile.

Cisco has developed the pre-packaged solutions to help partners convert its technology into something that’s easier for them to sell, deploy and support, he said.

For example within customer experience, it includes remote expert, which uses collaboration technologies like Spark, Jive, Telepresence and WebEx – to bring their expertise to the customer when they need it.

Within workplace experience it’s about using collaboration and mobility technology to provide the best working experience through using WiFi collaboration and telepresence in a unified way, and making it easier for partners to process orders and quotes.

Within the operation efficiency space called Digital Ceiling, Cisco has partnered with Philips in providing LED lighting with built-in sensors that monitor movement, temperature and Wi-Fi capabilities.

Each LED lighting panel is connected to a Ethernet switch board and with the right analytics and applications, users can control the lighting and temperature based on room usage and adjusting it to suit.

Fowler highlighted it was targeting four key vertical markets including government, financial services, education and manufacturing.

“They’re uniform across the region and then each theatre may choose to also focus on other verticals – such as resources, mining and agriculture – but that may not be so relevant in a place like Singapore, so we’re not doing that there,” he explained.

“We’ve been training our sales force in it and we’re now in the process of training our partner community so they can do it too.”

Cisco also launched ACES, which is a different approach to its high-touch sales model and then bringing in the partner to do the systems integration work.

“In a world of digital transformation and disruption, that model isn’t going to cut it,” he said.

Under ACES, Cisco is bringing in consultants working with companies like Accenture, PwC, KPMG and Ernst and Young, to help consult with executives on digital transformation. Then it will bring in its own industry experts or solution providers.

“It’s a framework that allows Cisco and its partner eco system to deliver on the promise of digital transformation. It’s a massive change to how we work with partners,” he said.

Julia Talevski traveled to Cisco Live in Melbourne as a guest of Cisco.

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