“Cisco’s top end channels in India register business revenues of 40% in product & 60% in services.”
Daisy Chittilapilly’s Channel Mantras for 2017
Stay close to the customer in the fast changing buying behaviour.
Strike stack & services conversations with IT leaders.
Extend new touch points with customers’ C-Suite beyond CIO.
Rethink traditional business model to address the new markets.
Reskill company’s workforce transformation for the digital era.
Initially, there was discomfort among some partners we are building a completely new partner ecosystem for a particular market. But the conversations around smart cities and early manufacturing automation mean both channels can co-exist. Operational Technology (OT) partners which we have purposely built to create access to that market provide relevance but they still bank on IT partners to deliver. OT are not interested in competing with IT partners and vice-versa.
SILVER LININGS FOR CHANNELS
Ticket size and use cases in hyper-converged are fairly limited. Use cases are limited which makes it simple for smaller partners to execute and implement HCI. It is affordable because of the average deal size which channels can service o the client side. Traction through disty is an ongoing process as they have a high degree of inclination to move channels towards HCI. Cisco has invested equally in both tier 1 and tier 2 with hyper-convergence as its main focus.