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Cisco's Nirav Sheth On Driving Services With ConnectWise, Cultivating Born-In-The-Cloud Partners And Playing Nice With AWS

Matt Brown

How important is it for Cisco's sales teams to be on the same page with that strategy?

We want to make sure the motion we're driving with our partners is in lockstep with the motion we're driving with our sales teams. There are synergies when these two happen in lockstep. You'd be surprised, there were times when this wasn't the case. If you go back seven, eight, 10 years ago, we might be incentivizing and driving certain sets of messaging to our sales teams, and then we would align investments and rebates to other things to our partners. We've really done a lot of work to make it cohesive. Now the channel is leading a lot of this. Multi-cloud was really an initiative that was born from the channel group.

 
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