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Cisco Partner Summit 2019 Preview: Oliver Tuszik Wants Partners To ‘Own Their Edge’

“Just to be very clear, our products are not self-selling, not sell-installing, and not self-value creating. … Without a partner who creates something unique on top, the value won't come out,” Cisco Channel leader Oliver Tuszik told CRN in an exclusive interview.

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What is the main theme of this year's Partner Summit?

The important thing that we want to show to partners is that we have technology you can sell now, but also, that we are leading when it comes to new stuff, like AI, machine learning, and managed services. From my side, I want to start with what we were talking about last year -- the perform and transform theme. We will revisit it, show what we did on the perform side and how we helped partners with different tool improvements, made [enterprise agreements] easier, and so on. We're also going to be telling [partners] on what we are planning to do.

For me, I'm calling it Own YourEdge. When you look at the Cisco point of view and the partner view, they fit perfectly together here. The Cisco point of view, we are talking about getting into new markets, selling solutions and use cases, but we realize this is a much more complex sale and deliver process than before. And we aren't just talking about selling it, we are talking about the full lifecycle more and more. It's about thinking how to create the highest value with a product or solution offering for the end customer and how can you ensure that once they are into new refresh cycle, that they are betting on cisco again, that they renew and expand.

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