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Cisco’s Oliver Tuszik On Oversized SMB Opportunity: ‘Most Businesses In The World Are SMBs’

Gina Narcisi

‘Most of the businesses in the world, by the way, are SMB, not enterprise. It’s the biggest opportunity. Of course, it’s more complex because instead of dealing with thousands, you need to deal with millions of customers,’ the channel chief tells CRN.

Tuszik Tells All

Cisco Systems wants the channel and end customers to know that it is all-in on SMBs. But this is a departure for the historically enterprise tech giant, whose gear has been most often seen in the wiring closets or data centers of some of the largest companies and service providers.

While the company has had a small business practice, Cisco in April cranked up its small business segment by moving in under its Global Partner Organization and therefore, under the leadership of

Cisco Channel Chief Oliver Tuszik and company. This bold move paired the company’s small business responsibility with Cisco’s largest route to market.

And the shift has been palpable, with SMB becoming the company’s fastest-growing segment during its 2022 fiscal year. The channel has responded more than enthusiastically, Tuszik said, and Cisco attributes all of its growth in the space to partners who are already working with SMBs eager for digital solutions.

But, there’s more to be done. Tuszik sat down with CRN at the tech giant’s Partner Summit earlier this month to talk about the company’s SMB focus, what Cisco is doing to help partners reach more of these clients with the solutions they are looking for, and the massive role that managed services and everything as a service plays in the SMB market.

What follows are excerpts from the conversation.

 
Gina Narcisi

Gina Narcisi is a senior editor covering the networking and telecom markets for CRN.com. Prior to joining CRN, she covered the networking, unified communications and cloud space for TechTarget. She can be reached at gnarcisi@thechannelcompany.com.

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