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20 Things Channel Partners Should Do To Succeed In 2020

We asked the honorees of the Channel Chiefs 2020 list to offer their advice on what solution providers should focus on to succeed this year. Here’s what they had to say.

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Cisco Systems

Marc Surplus

VP, Partner Strategy, Programs

In today's changing customer and technology landscapes, we see a greater need for partners to define their own unique customer value. When partners add their differentiation on top of Cisco's technology innovation, they can deliver better business outcomes and grow their profitability. We also see a need to increase the focus on ensuring customers see value from their investments through the entire lifecycle. This includes offering partner lifecycle services to drive technology activation, adoption, expansion and renewals. This focus not only leads to high-margin professional services, but greater customer loyalty and renewal rates.

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