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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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Why is software such a big area of opportunity for the channel today?

Nichani: It's an opportunity for partners to not just drive a new sales engagement, but to position value-added services throughout a customer's journey to drive outcomes. And that ties closely to where we are going with CX [customer experience] and unlocking value through the life cycle and not just selling a product and walking away. So, we are also working closely with CX to enable that with our partners. Big picture is our customers are navigating transformation, and they need more flexibility. We are increasingly enabling that with software.

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