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Thursday, February 29, 2024

The age of the companion: A brand new period of enterprise, a brand new period of partnering


Final November I launched the Age of the Associate at Cisco’s annual Associate Summit in Las Vegas. The premise of the Age of the Associate is that a long time of accelerating expertise advances and innovation, shifts in shopping for behaviors and buying choices, and the evolution to digital-first enterprise fashions are culminating in ranges of IT complexity that organizations are unable to handle on their very own. The answer: companions – actual companions – generally sudden companions, working collectively to ship a selected end result with the proper expertise for a buyer. In a brand new paper launched immediately, I shared a extra in-depth perspective in regards to the Age of the Associate, and what it means for patrons, companions, and Cisco. You may learn it right here. 

Over the past six months, I’ve met with lots of of Cisco Companions all over the world and mentioned the Age of the Associate.  Our companions are confirming they’re seeing and experiencing the identical shifts that I lay out within the paper – and having these actual conversations with their prospects every single day. Reviews, research, and predictions by trade consultants – high trade analyst companies and consultants – are additionally validating our speculation. And we’ve additionally seen corporations that didn’t deal with companions prior to now beginning to speak in regards to the age of the companion – which is nice as a result of partnering with these you could not have prior to now in service to prospects is a core precept of the Age of the Associate.

At Cisco, we’ve been evolving and constructing out our packages and choices to allow and assist Cisco Companions within the Age of the Associate. However our journey with companions began almost 30 years in the past. Our technique relies on a partner-driven go-to-market mannequin. In actual fact, about 90% of our income comes via companions. Through the years, we’ve continued to adapt and evolve and remodel, and we’ve at all times completed so along with our companions.

I’m enthusiastic about this new period and the chance forward of us.

 

 


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