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Cisco Partner Summit 2018: 5 Keys To Becoming A Cisco 'Partner Of The Future'

Nirav Sheth, vice president of partner solutions architecture and engineering, says Cisco is striking a balance between bringing products to market that provide immediate opportunities for partners while developing a ‘road map for the future.’

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Strong Fundamentals

Cisco Systems' continuing evolution from networking hardware kingpin to a strategy that relies more heavily on software sold on a subscription basis and recurring revenue has clearly taken hold in the market.

And while that strategy represents a fundamental change for the San Jose, Calif., company, it has managed the transition so that partners still account for the vast majority of sales, up to about 90 percent, Nirav Sheth, Cisco vice president of partner solutions architecture and engineering, said at the company's Partner Summit event in Las Vegas Monday.

Sheth said Cisco is striking a balance between bringing products to market that provide immediate opportunities for partners while developing a "road map for the future." Customers are looking for services that can be consumed on-premises as well as off-premises, and want to be able to sell software on top of Cisco's stalwart ISR routing portfolio to create opportunities with existing customers, he said.

Sheth presented five key factors for partners as they evolve into what he called the "partner of the future." These partners are embracing software and software development, pivoting to a managed services model, and seizing on the opportunity to manage the entire life cycle of customers' environments.

Here are Sheth’s five keys to becoming a Cisco "partner of the future."

 
 
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