https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
  • Events
    • Back
    • 2023 Call for Speakers
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Telephony/UC/Collaboration


Software Box

Cisco: Partners ‘In Step’ with Transition to Software Centricity

  • Written by Edward Gately
  • February 7, 2018
Cisco's director of global software development says partners are the most important part of its transition.

… a dedicated software practice lead, so they look at software … as a dedicated practice that sits horizontally in their business.

And many of them are appointing senior executives to that position because it’s that strategic. We see partners investing in expertise around software licensing so that they can help customers purchase the right license arrangement that meets their consumption needs. We see partners investing in customer-success functions, and customer success is all about driving adoption and utilization, and the partners that are really doing this well are actually beginning to make customer success a key part of the DNA of their business. So when they go in and they sell a deal, they’re actually engaging with the customer long before the deal’s ever landed to build out an adoption plan for the customer, so that after that deal has landed, the customer-success team moves in and engages in regular work with the account to help them drive and get value from their investment. And then the last area that we see partners investing in is software development, and many of our products have now opened up with APIs that enable our partners to build on these platforms to create custom applications to integrate into business process[es]. All of these different areas that partners are investing in open up new service-rich opportunities for them to drive new profitable growth.

CP: Sounds like Cisco’s transition is helping partners make changes they need to make in their business model.

GW: That’s absolutely correct. And for the partners to continue to be most relevant to their accounts, they’re recognizing the need to make this transition. So we’re very much in step and doing this together. And one of the things that I’ll point out about our strategy that really resonates with partners is this strategy that we call platform economics, which is what we refer to as a virtuous cycle where if you’re delivering ongoing, recurring value afforded to customers through the software suites that they buy, then that opens up the opportunity for partners to derive recurring revenue. And those two things go hand in hand: delivering recurring value, and with software we can innovate fast and deliver incremental capabilities ongoing through those software suites, and that opens up the opportunity for partners and Cisco to enjoy healthy growth of recurring revenue over time in the life cycle of the customer.

CP: Does the BroadSoft acquisition play a key role in Cisco’s transition? If so, how?

GW: We’ve made a number of acquisitions as we’ve been on this journey to software-centric, and BroadSoft I would categorize as another one of those, bringing [their] cloud telephony and call-control platform that now we’ll combine with the … meetings experience run by WebEx, and then our team collaboration and video underpinned by Cisco Spark. So when you put all of that together, all of those really open up the doors for exciting, new partner and Cisco opportunities to drive more recurring value and recurring revenue.

CP: How big of a role is cloud going to play in Cisco’s future? How about IoT and other emerging technologies?

GW: Cloud is a really important part of our strategy, and one of the things that we’ve identified and we’re really working to leverage our portfolio is to embrace what we would categorize as a multicloud world. That multicloud world says the customers don’t have one cloud, but in fact in many cases they’re consuming from multiple clouds, whether there [are] SaaS subscription services, application workloads that might be running in a public cloud, applications or workloads that might be running in their private cloud, or …

  • Page 1
  • Page 2
  • Page 3
Tags: Agents Business Models Cloud EMEA IoT Telephony/UC/Collaboration

Most Recent


  • Global partners
    Trellix Unveils New Xtend Global Partner Program for XDR
    Xtend is both an expansion and enhancement of what's already been in place for partners.
  • Unveil
    SafeGuard Cyber Unveils New Partner Program for MSSPs
    The partner program is designed to drive profitability and predictability.
  • Cash, U.S. currency
    Skybox Security Hires New CEO, Nabs $50 Million in New Financing
    The new CEO said his appointment marks a new chapter for Skybox Security.
  • Growth
    NPD Group: B2B Technology Reseller Sales Grew 10% in 2022
    However, consumer technology sales in the retail channel declined 8% last year.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Welcome Mat
    Ex-Telarus Exec Scott Forbush Leaves Upstack for PPT Solutions After 5 Months
  • Woman with questions
    Should We Just Call Master Agents Distributors?
  • Benefit, Plus Sign
    TBI, Avant Add New Cloud, Security Suppliers to Lineups
  • CIO
    ScanSource Hires New CIO to Lead Global IT Strategy

Upcoming Events

View all

Channel Partners Conference & Expo

May 1, 2023 - May 4, 2023

Channel Partners Europe

June 13, 2023 - June 14, 2023

Channel Futures Leadership Summit

October 30, 2023 - November 2, 2023

Galleries

View all

New, Changing Channel Programs: Aryaka, IBM, Google Cloud, RPA Provider

February 8, 2023

Trellix Unveils New Xtend Global Partner Program for XDR

February 8, 2023

Abundant IoT, Advisors Tackle the eIoT Opportunity

February 6, 2023

Industry Perspectives

View all

The Software Patching Problem – Solved

February 3, 2023

How to Break Through the Growth Ceiling

February 1, 2023

5 Things to Look for in a UC Partner

January 31, 2023

Webinars

View all

Next-Generation MSP Platform: The Building Blocks for Your Business

February 15, 2023

The SMB Opportunity: How to Sell and Service the SMB Market, Capture Customers and Expand Your Business

February 23, 2023

How To Boost Your Business With White-Label UCaaS

February 28, 2023

White Papers

View all

6 UCaaS Reseller Challenges and How Real World Businesses Solved Them

February 1, 2023

Frost Radar: North American UCaaS Market, 2022

February 1, 2023

The Complete Guide to White-Label UCaaS for Reseller Success

February 1, 2023

Channel Futures TV

View all

Coffee with Craig and James Episode 117: Cato Networks, Video Killed the Podcast Stars

Retired Astronaut Capt. Scott Kelly Previews His CP Expo Keynote

December 21, 2022

Fusion Connect Eyes Future with Intrado UC, Managed Network Customers

September 23, 2022

RingCentral Focused on Hybrid Work, Microsoft Teams, Other Integrations

September 23, 2022

Twitter

ChannelFutures

.@SafeGuard_Cyber rolls out new partner program for #MSSPs. dlvr.it/Sj7nP3 https://t.co/WAM8yY3li5

February 8, 2023
ChannelFutures

To share a strong brand story about your place in the channel, first you need to find your unique and differentiate… twitter.com/i/web/status/1…

February 8, 2023
ChannelFutures

.@Trellix launches new Xtend Global Channel Partner Program. #XDR dlvr.it/Sj7blb https://t.co/rEqajhFB7k

February 8, 2023
ChannelFutures

In the face of growing economic uncertainty, Channel Futures is taking an in-depth look at salaries & satisfaction… twitter.com/i/web/status/1…

February 8, 2023
ChannelFutures

At @DTEN_Global, the new partner program empowers global partners to increase expertise about the company's hardwar… twitter.com/i/web/status/1…

February 8, 2023
ChannelFutures

[email protected] Security names new CEO, closes $50 million in new funding. #SaaS dlvr.it/Sj79zD https://t.co/fwUmGYGboO

February 8, 2023
ChannelFutures

.@npdgroup forecasts B2B budgets will be lower in 2023, resulting in a 2% revenue decline year over year.… twitter.com/i/web/status/1…

February 8, 2023
ChannelFutures

#Microsoft embeds #ChatGPT into @bing promising to upend search. @msPartner dlvr.it/Sj59Xy https://t.co/1w4Fp0j9fP

February 8, 2023

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2023 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X