global home page - driving digitisation with cisco...the most profitable partners are… selling to...
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Driving Digitisation with CiscoKen Trombetta, VP – Cisco Global Partner Organization
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Partner Profitability
Digitisation Driving Change & Program Transformation
Winning in the Subscription Economy
Agenda
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Partner Profitability
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Most Profitable Cisco Architectures
#2
Security
#1
Data CentreHighest Profit, Service-related
and Add-on Revenues
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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
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Digitisation Driving Change & Program
Transformation
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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
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Winning in the Subscription Economy
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- 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.”
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On-Time
Renewals
Renew
Up-Sell
Cross-Sell
Expand
Value
Realisation
Adopt
Recurring
Revenue
Formula For Success
=
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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
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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
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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
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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
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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
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Thank you
1
7
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