The head of the worldwide chain of Cisco CDN spoke before the first of two summits partners on a number of issues, including diversity in the channel and to look at the next Summit of Cisco partners.
Bahr, who replaced Bruce Klein in August 2015, admitted that she spends a lot of time thinking about what the Organization of Cisco partners and could become the target of every 60,000 channel partners, the more it is responsible.
Bahr comes to Cisco Partner Summit 2016 - Part One - at a unique moment in the computer industry companies and work channel for the transition to a digital future that includes cloud ,, large mobile data, Internet and Social Affairs absolute.
This question and answer feature will be presented in two parts. The first part has only one answer, but Bahr describes three strategic principles Cisco partner for the retail organization. The second part of this Q & A will be the next day.
CDN Now: Have you thought about what kind of organization the channel you want Cisco to be?
Wendy Bahr: Absolutely and spend most of my waking hours on the evolution of the partner organization. Partners are a huge competitive advantage for the company. Our new CEO Chuck Robbins and I spent seven consecutive years the partner organization in Canada and the US Its exciting to have the roll bar, while the possibility of scanning is before us. Cisco and its partners help customers to become digital with cities and countries. We need to change the partner organization to keep this opportunity. Frankly new consumption patterns exert enormous pressure on how we had to stay aligned with these new opportunities and the team gave a lot of thought as to it and have developed three requirements or guidelines for organization.
They are:
- Our core must evolve to respond to the possibility of scanning in a changing world; simplicity is more important;
- Increased strong lineup and take it to the next level with partners; Y
- As the change and develop innovation and technology we sell, we have to share the value with partners in a new and different way.
Bahr explained each new imperative.
1. The integration of products, services and software will enter a comprehensive program strategy. For a long time, sales of Cisco products and to market were two separate movements. Cisco does not want that. Instead, we intend to integrate the products and the sales team services in a single stream in conjunction with partners. We started this journey to make it easier and simpler construction program that reduces verification and certification of ongoing programs by making it less of a burden for those who have demonstrated their effectiveness.2. Alignment in Asia, Taipei, Tokyo and Bangalore and the Americas. I spent the first two weeks (as channel manager) in Europe and saw what resonated with me. I talked to Chris Dedicoat (executive vice president of global sales of Cisco) to develop a strategy for better alignment with Cisco and partners on key initiatives specifically with key ecosystem partners so that we can bring good results and decisions. One of the key decisions was to move Partner Summit in early summer. It makes little sense to me to have indirect team get the same information so that we can be aligned with the end of the calendar year in sales. This allows them to define their strategy and compensation models in place that are coupled with Cisco. There are also regional priorities for alignment with the economy and industries. I do not want to paint with a brush world.
3. How can we change the exchange value with partners? We have spent decades instead a resale model, but now seeing a lot of opportunity cost of resources in the software. With the extensions of our software capabilities that we share the value with the partner. We are seeing a significant increase in terms of collaboration with other ecosystem partners in the horizontal and vertical solutions. We want to improve that customer. And we will consider new incentives and see some partners enter it and stick to reselling or be a consultant. For those who provide value-added services is perhaps not a VIP meeting verification, but rather a proof of concept of the solution or a Cisco engineer; Perhaps more marketing capabilities. I'm not suggesting we're not VIP. This is a big change and we have to try this email and our commitment to the Advisory Board for comment. But I would pass quickly. The partners need time to adapt. It is a balance. We do this so calculated and prudent.
