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Rick Snyder: Cisco Is Opening Account Planning Data To Channel

Meghan Ottolini and Jennifer Follett
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At the 2016 Cisco Partner Summit in San Diego, Cisco Americas channel chief Rick Snyder discussed the new Cisco Ready for Partners Account planning tool, which the networking giant will soon make available to Cisco partners.

Snyder described the tool as a database of "all the different assets that are out there in the installed base for our partners."

He said partner account managers gather in what Cisco calls "transform workshops" to put together a business plan to go after the install base for service providers. The group also focuses on new avenues through which partners could sell software, services and digital upgrades.

"Our partner account managers are really leading this upgrade," Snyder said.

The new tool fits in with the trend of resellers seeking recurring revenue through providing services like installation and upgrades, a trend that has been in part driven by consumer demand.

"Customers are demanding that they want to consume technology differently," he said. "So that's one driver. And then of course, software is an area where we're driving [recurring revenue] as well."

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