2015 Channel Chiefs Details


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One of our "50 Most Influential Channel Chiefs"

Fun Facts:
Favorite movie and why: My favorite movie is The Godfather. It has a great story, great actors and great production. It's a classic that stands the test of time (like a great channel program).
Uses Facebook
Uses LinkedIn
Has An Advanced Degree
Has An MBA
Once Worked In A Restaurant
Once Worked At A Solution Provider
Plays Golf

Edison Peres

Cisco Systems

Senior Vice President, Cloud and Managed Services Partner Organization

Bio and Background: Edison Peres is Senior Vice President, Cloud and Managed Services Partner Organization at Cisco. In this role, he leads the recruitment and enablement of an extensive worldwide cloud and managed services partner ecosystem, and is responsible for developing the go-to-market strategies, programs and field relationships to drive the adoption of Cisco's cloud value proposition. In his previous role, as SVP of Worldwide Channels, he was known as Cisco's -Channel Chief- where he led the design, enablement and management of Cisco's industry leading channel model that delivers more than 80 percent of Cisco's revenue. For more than a decade, Peres and his team focused on creating and driving channel sales, marketing strategies, programs, and engagement models to accelerate Cisco's growth and enable partners to transform and grow their businesses, adopt new technologies, and improve their profitability. In his current role, Peres continues his focus on helping Cisco partners evolve, and enabling them to transform to deliver a hybrid IT experience for our customers and successfully build a hybrid IT business model. During his time at Cisco, Peres has pioneered many of Cisco's innovative sales and channel strategies. He helped design and has evolved Cisco's industry leading partner program with unique incentive programs such as the Value Incentive Program (VIP) and Opportunity Incentive Program (OIP). These value-based programs have resulted in increased sales, improved partner profitability and customer satisfaction through the channel.

Number of years with the company: 13

Number of years involved with indirect sales: 32

Reports to: Nick Earle, Senior Vice President, Cloud and Managed Services

Does that individual report to the CEO/president: Nick Earle reports into Edzard Overbeek, SVP Cisco Services. Edzard reports into Gary Moore, President and Chief Operating Offic

Number of employees in channel organization: N/A

Top products sold through the channel: 1) Enterprise Switching - Access 2) Servers 3) Enterprise Access Routing 4) Enterprise Wireless 5) Enterprise Switching - Core 6) Nexus 7000 7) UC Endpoints 8) Nexus 2/3/4/5/6K 9) Optics - Ent. Networking 10) Services

Partner organization's top accomplishments over the past year: One of our primary objectives has always been to help enable our partners to evolve to capture market transitions. In 2014 we introduced a number of programs and initiatives designed to accomplish this goal, including: At Cisco Partner Summit 2014, we introduced the requirement for Hybrid IT in our certification program to better enable partners to differentiate and invest in their Cisco practice. In May, we formed the Cloud and Managed Services Organization to support Cisco's partner-centric cloud strategy. I took the role of leading the Organization, helping our channel partners transform to deliver a hybrid IT experience for customers and successfully build a hybrid IT business model through the Cisco Partner Ecosystem. Since that time, the Organization has created strong momentum. We have agreements with more than 30 partners in 50 countries, representing 250 data centers that are onboard with our Intercloud strategy and ready to play a role in this exciting opportunity.

How partner community has grown over the past year: Cisco has grown the Cisco Partner Ecosystem by helping new and existing partners capture unprecedented opportunities related to market transitions, in particular IoE. There is tremendous interest from new partner types, like ISVs and software developers. Over 102,000 members have joined the Cisco DevNet community, and ISV recruitment has fueled strong growth as ISVs join with our channel partners to deliver solutions. Cisco's Solution Partner Program is attracting a vast array of new solution partners creating solutions that are leveraged by Cisco's world-class channel. Today there are 800 solution partners in the program and more than 1,700 Cisco-compatible solutions available.

How do you expect your channel sales as a percentage of your company's overall sales to change: Stay the Same

How do you expect the number of channel partners you work with to change: Stay the Same

Top channel goals for 2015: Migrate partners to cloud solutions
Improve partner sales skills
Improve partner profitability

Single most innovative partner initiative in 2014: We introduced our Intercloud strategy at Cisco Partner Summit 2014. We believe the Intercloud is a unique and innovative approach to cloud. While other cloud vendors choose to build out their own data centers at a high capex cost, our partner-centric approach provides broader scale, security and data sovereignty. Our partners now have multiple opportunities to monetize the cloud as cloud builders, cloud provider and cloud resellers.

Key channel/partner investments made over the past year: 1) Cisco is investing $1B in Intercloud which will drive partner opportunity and profitability 2) Introduced the Next Generation Cisco Channel Partner Program designed to enable and reward partners for adopting new consumption models and reaching new buying centers, with an emphasis on solutions, hybrid IT and architectures. 3) Investing in Cisco Managed Services Program and creating Cloud Aggregator Program. These investments are designed to help our partners transform and succeed, as more customers move to managed services, cloud and hybrid IT environments.

Plans for attracting the next generation of solution providers: Cisco is expanding the Cisco Partner Ecosystem by attracting new and diverse partners. We are delivering enablement and training programs, and introducing new partner certifications and specializations. This year, Cisco introduced three new IoT Specializations specifically designed to help partners capitalize on IoT opportunities. Cisco's Solution Partner Program, a key component of the Cisco Partner Ecosystem, is attracting a vast array of new solution partners creating solutions that are leveraged by Cisco's channel. In addition, Cisco's Intercloud strategy is attracting and enabling partners that want to deliver cloud and hybrid IT services to meet the demands of their customers.

Advice to someone getting into the channel today: The next generation of solution providers will look to focus on their customer's need for -as-a service' consumption models and the shifting of IT budgets to line of business buyers that puts more focus on solutions and business outcomes. Professional Services will drive profitability. Solution providers will need to rationalize cloud for their customers.

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