Q&A: 8 Things Every Cisco Cloud Partner Should Know


What's your advice for partners grappling with the annuity revenue model that comes with cloud?

To me, it's as simple as there needs to be a rules of engagement document that is circulating around within the company that is formally approved at all levels, cross functionally, and then down into the sales organization that more and less says, 'we don’t want to proactively take run-rate business and turn it into ratable revenue.' Unless somebody has a gun to your head, or the customer is really demanding that that happen, there is no reason to take run-rate business and turn it into ratable revenue. There [should be] a rules of engagement document that says an existing customer needs to look like this from a profile perspective: there is a competitive landscape issue, they are demanding they move from capex to opex, or there are specific applications their current architecture won’t support unless they move to cloud.

 

 



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