Global Home Page - Driving Digitisation with Cisco...The Most Profitable Partners Are… Selling to...
Transcript of Global Home Page - Driving Digitisation with Cisco...The Most Profitable Partners Are… Selling to...
Driving Digitisation with CiscoKen Trombetta, VP – Cisco Global Partner Organization
Partner Profitability
Digitisation Driving Change & Program Transformation
Winning in the Subscription Economy
Agenda
Partner Profitability
Most Profitable Cisco Architectures
#2
Security
#1
Data CentreHighest Profit, Service-related
and Add-on Revenues
The Most Profitable Partners Are…
Selling to Line of Business (LoB)
Typical Partner Most Profitable
16% 50%
10% 34%
21% 72%
Increasing Recurring Revenue
Selling Solutions and Expanding
Professional Consulting Services
Digitisation Driving Change & Program
Transformation
Transforming Our Partner Program
Align
Evolve Our
Value
Exchange
Simplify
Align
• Innovation for Growth
• No Retest Rule
• Recognise Ongoing
Learning
Evolve Our Value Exchange
• New Roles - Software
• XaaS – Recurring Revenue
• Services to Deliver
Outcomes
Simplify
• Incentive Consolidation
• VIP 2.0
• Product Families
• Performance
Winning in the Subscription Economy
- Chuck Robbins
“We’ve seen the market shifting towards a subscription economy, where the value of a customer is realized over time instead of just up front and customers demand tangible proof of outcomes.”
On-Time
Renewals
Renew
Up-Sell
Cross-Sell
Expand
Value
Realisation
Adopt
Recurring
Revenue
Formula For Success
=
Example: Potential Return on Adopt/Expand/Renew Through Lifecycle Services
Services engagement to create
awareness and adoption of WebEx
WebEx adoption improves nearly 80%;
additional sale of 120k WebEx licenses
WebEx adoption improves
nearly 70% after only 5 monthsInitial sale of 30k
WebEx licenses
Month 1 Month 13Month 12Month 11Month 10Month 9Month 8Month 7Month 6Month 5Month 4Month 3Month 2
25,000
20,000
15,000
10,000
5,000
0
Employee Usage
Enablement Lifecycle Workshops
Goal: Enable partners to optimize
the rewards in our role-based
Partner Program
Interactive, executive-level, 1-day
workshop to develop or evolve Partner
Lifecycle Services practice
Interactive, practitioner-level, 1-day
workshop focused on partner execution
of Lifecycle Services
Offer-level workshops that focus on the
lifecycle opportunities specific to an offer
Customer
Business
Outcomes
What’s in it for me?
• Recurring revenues for licenses and support
• Professional and consulting services revenue
• Customer ‘stickiness’ and loyalty
• Additional business and acceleration benefits
• Brand recognition and differentiation
Expand your relationships, and your revenues, by
helping customers make the absolute most of their
investments.
Lifecycle Advisor Practice
Customer
Business
Outcomes
Adopt Expand Renew
Your Rewards Will Increase the More You Invest and the Better You Perform
Lifecycle Advisor: Rewards
Customer Success,
Adoption and
Execution
Earn Incentive
on Renewal
Success!
Earn Incentive on
Expand/Cross
and Upsell
1. Attend Lifecycle Practice Workshops ([email protected])
2. Become a Lifecycle Advisor
3. Start Earning Through Adopt, Expand, Renew, Land!
Next Steps
Land/AttachAdopt Expand Renew
Thank you
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