Channel Collaboration Preso - Cisconewsroom.cisco.com/dlls/2008/ekits/Channel_Collaboration_Preso.pdf · Cisco Confidential 26 Collaboration Enablement Best Practices Discussion Forums

© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1

Channel Collaboration

Andrew Sage- Vice President, WW Channels Marketing – Cisco

Paul Cronin – CEO, 1NService / SVP – Atrion Networking


Opportunities

Differentiation

Diversification

Connect

Collaborate

Innovation

Productivity

IT Complexity

Network Platform

Business Relevance

Conspiring Dynamics…

Partner Dynamics Enabling TechnologyIndustry Evolution



Building Channel Capacity

80%of Cisco Revenue Flows

Through the Channel

$15–20B


Partner to Customer

Cisco to Partner

Building the Collaborative Channel

Collaborative Elements

Partner to PartnerPartner

to Partner


Latest Research Shows Collaboration IncreasingSurvey of 473 Cisco Partners Worldwide

31%of Channel Revenue Via

Partnering Over Last 2 Years(15% Growth Rate)

62%of Partners See Trend

Continuing Over Next 5 years

Cisco Partners Work

with 8 Other Partners

Regularly on Average

In progress

Source: Illuminas, Jan. 2008


Collaboration Impact: Bigger Wins, More Revenue

Growth

75%Secure New Clients

74%Grow Revenue

78%Win Larger Projects

“Partners who collaborate with other channel providers have grown deeper customer relationships and delivered more value to customers.”


Why Partners Collaborate?

40%Extend Geographic

Reach

68%Access to Industry

Experience

90%Access to Technical

Skills and Certifications

What do you look for in a partner?


Collaboration Impact:Greater Expertise

Differentiation

56%See Improved

Levels Of Service

78%See Greater

Technical Differentiation

66%See Greater

Industry Differentiation

57%See Greater

Business Differentiation


Partners

Collaboration Impact:Valuable But Difficult

Customers

Understanding of Customers’ IT Needs

AccountabilityPost-Implementation Service and Support

Customers Demand These Collaborative Skills, but Partners Find Them Difficult

54% 56% 48%

79% 77% 79%


Learn to Use New Collaboration Resources

8374

63

3425 22 20 18 15 15

85 81 83

2636

30

1726

1322

0

20

40

60

80

100 Extranets

Shared electronic calendars

Custom client web-based

portals

Collaboration/ Document management tools

Web conferencing tools

Project management SW

Instant messaging systems

Email

Telephone/Conference calls

Drive Adoption of New Modes to Increase Productivity and Reach

Customers and Partners Are Using Traditional Modes of Communication

Face to face meetings


Peer to Peer Collaboration


1NService Value Proposition

� Community

� Strategic Network

� Collaboration

� Scope

� Commerce


Cisco’s Role

57%Vendor Networks

Partner Participation

39%Distributor Networks

34%Peer Networks

Channel wants vendor to facilitate partner relationships


Introducing Partner Exchange…Trusted Collaboration Network

Enable Partners to “Find and be Found”

Audience

8500+ Cisco Partners

Group/Practice Leaders

Cisco Field Employees

Customer Engagements

Expanding Markets

Strategic Partnerships


� SearchOn Demand

Search Agent

� ConnectEmail, Chat, Call

� Join “My Network”

� Group or Practice Leaders

� Group Profile:Business Focus

Expertise

“What I Need”

� Best Practices

� Discussion Forums

� Online Events

Governance: Code of Conduct and “Partner Connections”

CollaborationEnablement

Be Found Find and Connect

Partner ExchangeA Trusted Collaboration Network for 8,500 Partners


Partner Space Navigation


Be Found: Creating A “Group Profile”

Geographic Focus Segment and Industry Focus

Business Focus


Expertise

Cisco SkillsSpecializations

ATPs

Managed Services

Applications Expertise

IT Expertise – 6 TechnologiesUnified Communications

Mobility

Security

Routing & Switching

Datacenter



What I am Looking for

…and What I am Not Looking for


“What I Need”


Find and Connect: Search Steps


Find and Connect: Search Criteria

Financial Services

Industry Focus

Government

Healthcare

Hospitality


Find and Connect: Search Criteria

Financial Services

Industry Focus

Government

Healthcare

Hospitality Advanced UC

Telepresence ATP

Advanced Datacenter

Advanced Security

Advanced Wireless


Find and Connect: Partner “Group” Found


M. Smith

Grow Faster

H. Chien

GPD, Inc.

J. Vorheis

ALLDATA

J. Westfall

O.S.I.

J. Vee

CSI

Find and Connect: Partnering “References”

Ramesh Bhat

Differentiate Now


Find and Connect: Initial Communication

Communicate

� Email

� Chat

� Call

NameRamesh Bhat

CompanyDifferentiate Now


Collaboration Enablement

BestPractices

Discussion Forums

Events


Time Is Right for Partner Collaboration

The Collaborative Channel

Not Easy or Natural, but Worth It


Documents

Channel Collaboration Preso - Cisconewsroom.cisco.com/dlls/2008/ekits/Channel_Collaboration_Preso.pdf · Cisco Confidential 26 Collaboration Enablement Best Practices Discussion Forums