New Cisco Americas Channel Chief: ‘This Is Not Your Mother’s Go-To-Market Partnership’
Cisco’s new APO Channel Chief Rhonda Henley talks about the tech giant’s focus on co-selling with partners and the opportunities she plans to help partners of all kinds go after around XaaS, managed services and security.
What’s the biggest areas in which these partners struggle, and how will you help?
I think there are multiple areas. What I think what we do very well is help partners understand their profitability, and our team’s understanding [of] theirs. Partners are not simply in the business of reselling for the sake of reselling. They’re trying to drive a profitable business with Cisco. I think Cisco is very good at working with partners around their profitability. I think we’re very good at pushing — the partners are pushing us, and we are pushing them to drive innovation and think literally outside of the box — and how do we build joint offers together to drive differentiation in the marketplace? I think the work we’re currently doing now around managed services in partnership with our global organization; that’s an example of how we are driving that innovation.
We have a cadence with the [global partner organization], so we are constantly sharing with Global the initiatives that we are driving [and] we are leveraging what they are developing at a global level and sort of tweaking as needed to make it fit to our markets across the Americas. There’s a natural synergy that, by the way, was there before I got here, but I think it becomes stronger because I’m coming from the Global Partner Organization.