Routes to Market

Cisco channel executives have emphasized their goal of offering a variety of partner-led routes to market to serve customers’ varying procurement preferences. 

The company’s investment into the technology advisor channel is one such example. Furthermore, its stated goal of engaging with cloud marketplaces is another.

Henley said Cisco regards marketplace as a muscle ithe company is “strengthening.” 

Henley said she frames her goal around “meeting the partner where they are” in the midst of new routes to market.

“We have been and will continue to be partner-led. So even when we’re thinking about these new routes to market, we’re thinking about the partner first and how can we continue to go to market with our partners in that new space,” she said.