Inside Cisco's Stand-Out Approach To Partner-Friendly Services Programs

While Cisco (NSDQ:CSCO)'s ongoing corporate restructuring has put many of its investment priorities on the back burner, one area to which the networking titan is devoting serious time and resources is in the growth of its services organization, particularly the professional services programs it offers through channel partners.
To hear its services team team tell it, the reason for doing so is clear-cut. Cisco wants to put some distance between Cisco's services programs -- already some of the most highly regarded among tier-one channel vendors -- and those of competing vendors like Hewlett Packard and IBM whom Cisco says don't offer nearly the rewards or potential for partner profitability that Cisco does.
Services now account for more than 50 percent of Cisco partner revenues -- a substantial jump from roughly 10 percent as recently as four years ago. That kind of growth means Cisco services has to be a global channel priority, Nick Earle, senior vice president of worldwide services sales and channels, said. He added that Cisco's strategy around "smart services" is the most partner-friendly in the industry.
Earle was promoted to the role as part of a number of Cisco executive changes this summer, and he serves as the field chief for all of Cisco's global services organizations, with the various Cisco services sales leaders in each of Cisco's sales geographies now reporting to him. Cisco Chief Operating Officer Gary Moore, Earle's manager, retains P&L responsibility for the services business, which is about a $10 billion contributor to Cisco's more than $43 billion revenue pie.
Earle's charter is to make clearer how Cisco expects services field engagements to take place, to offer partners more access to Cisco intellectual capital as they build their professional services organizations, and to leverage development and also acquisitions Cisco's made to automate the delivery of services using software.
The last point is huge, said Earle, who said that buy Cisco has reached a point now where 93 percent of all the services support calls it receives can be handled using software. And that isn't merely automated call center responses, he said, it's the potential to diagnose network problems -- such as a needed upgrade to a later version of Cisco's IOS software -- remotely.
"The moment you have this capability with software, the first benefit is your margins go up, but the second benefit is you can take those software capabilities to your partners," Earle said. "Everything that we have in smart services we make available through partners. They're accessing our capital and they wrap their own unique value around that, whether that's multivendor support, or Microsoft (NSDQ:MSFT) capabilities."
More services also enable more product sales. wholesale Cisco claims that partners who sell Cisco's Smart Care service -- a network maintenance and monitoring package for SMBs -- end up selling more hardware than partners who don't.
"If a customer's network is more stable and everything's working, they'll buy advanced capabilities and put them on top, such as video," he said. "Partners that are smart services-enabled are selling more hardware. That's a fact."

Wholesale Cisco Network Equipment

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Why Choose Cisco? Why Choose Cisco Network Equipment?

Cisco, famous for supplying all kinds of network equipment and flexible networking solution for small to large business, definitely, is the premier network gear provider worldwide. Owning large numbers of fans,wholesale Cisco is always proud of providing the platform for campus, branch, data center, and wide-area networks that are highly available while integrating security at all levels of the network, helping to ensure the optimized delivery of application and communications, and providing inherent manageability. How to achieve it? Why Cisco? Let’s figure out what makes Cisco become NO.1 in the networking solution and device.

Several reasons help Cisco to be the computer networking giant

Reliability

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Enterprise Class Features

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Cost

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Nowadays, business requires a network platform that enables technology innovation and business-critical services across the entire network.Cisco has ability to provide an end-to-end network platform tied together by a common infrastructure and a common operating system, and manageable as a single, cohesive entity. Why choose Cisco? That’s it.