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How Cisco Partner Lifecycle Services Are Reaching ‘Critical Mass’ Ahead Of GA Launch: Exclusive

Cisco’s Denzil Samuels talked about the passionate response partners have had for Cisco Partner Lifecycle Services (PLS) and the work the tech giant has done to ready the portfolio for the masses ahead of its GA launch at Cisco Live in June.

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Is PLS connected to managed services and everything-as-a-service buying behaviors?

Absolutely. As a matter of fact, this was a discussion we’ve been having for the last few months. I believe this -- the future is as a service. And if the future is as a service, that means our value-added resellers have to become service providers. Well, they may not be in business, if they don’t make that transition, they have to. I mean, I sit down with a customer, and I say: “Hey, what are the three most important things we could help you with through our partners?” And they said: “Make it predictable. A monthly predictable spend or consumption spend. Allow me to know exactly how I want to buy it on a subscription and/or consumption basis. Enable me to provision something, because I’ve got changes in my world as changes, new employees, M&A activities, or whatever else, I need to be able to provision services across my organization seamlessly, effortlessly.”

There [is a] war on talent that’s going on in the world right now. I, as the customer, can’t afford to hire people, train them and retain them. I want to use a partner because I don’t want to be in that business. I’ve got my business; I want you to do that for me. So, if you look at everything that must be predictable and make spending seamless, what [is the customer] saying? They’re saying: “I want you to be my service provider.” This is the world we have to move into.

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