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Cisco Partner Summit Preview: ‘What A Channel-First Model Looks Like For Software’

Ahead of Cisco's Partner Summit, CRN speaks with Nirav Sheth (pictured left) and Vinay Nichani to talk software sales, the role of partners in Cisco's software and services pivot, and how the company is helping partners sell the entire life cycle.

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Pulling Back The Curtain

Cisco Systems believes it's the perfect company to show the industry what a channel-focused selling model around software and services looks like. It’s also eager to share with partners at Cisco Partner Summit 2019 the progress it is making on its mission to become a software-first company.

The San Jose, Calif.-based tech giant has seen success working with partners to create the next-generation stack that will earn them even higher margins and more recurring revenue.

Ahead of Cisco's Partner Summit, CRN spoke with Vinay Nichani, vice president of worldwide software sales, and Nirav Sheth, vice president of worldwide sales and systems engineering for Cisco's Global Partner Organization, to talk software sales, the all-important role of partners in Cisco's software and services pivot, and how the company is helping partners sell the entire life cycle.

Here are excerpts from the conversation and what partners can expect to hear at Cisco Partner Summit 2019.

 
 
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