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Why Cisco and Why Now.
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During a recent speech to a large audience of Avnet partners, I discussed the concept of “Why Cisco, Why Avnet, Why Now and Why Value Added Resellers (VARs) should care.” I further explained that the current technology inflection point taking place in the data center was creating amazing business opportunities for the informed and savvy reseller. Below is a synopsis of my presentation.
Why Cisco.
Consider Cisco’s reputation as a networking heavyweight--offering world-class products and innovation. If you walk into any data center or business, chances are you’ll find Cisco solutions. With Cisco’s development in high-value data center technology, including the B- and C-series servers and the Nexus product family, the company was able to grow its data center distribution sales over 500% from 2009 to 2010, and worldwide distribution of new products, Nexus and UCS combined, grew nearly 600% in 2010! These tremendous growth numbers are a testament to Cisco’s CEO, John Chambers, whose vision and leadership has driven the successful implementation of a smartly-calculated new technology strategy.
Why Avnet.
While Cisco is relatively new to reaching the data center via the channel, Avnet is not. By enabling its legion data center reseller partners, Avnet plays a critical role in delivering world-class solutions to the end user community.
Cisco makes best-in-class data center technology, and their vision may be revolutionary, but they don’t design data centers. They need Avnet and its channel partners to bring the data center to life. To enable partners’ business, Avnet helps to translate Cisco’s vision to the channel by:
• developing channel friendly programs
• advocating on behalf of VARs’ needs
• equipping VAR partners with the knowledge, training and education to succeed
• ensuring effective product delivery and developing compelling, value-add solutions.
The channel presents a unique buying cycle. With supplier, partner and customer quarter- and year-end closes, there are six to eight key months when VARs can compete. With its channel reputation and expertise, along with its robust solutions and services offerings, Avnet is well-positioned to help VARs when their buyers are ready to buy. If VARs are not prepared for these critical buying windows, big sales can be missed.
Why Now.
Many vertical market industries, including the music and publishing industries, are reaching inflection points. The “old way” of doing business no longer applies. The same holds true for the data center. Companies like Cisco and VMware have a very different vision of what constitutes a server. And the stakes are high: $43 billion in worldwide server sales. With Cisco redefining how voice, data and video move within corporations and around the globe, we need to remind ourselves to stay focused and that it is all about the pipes! In Cisco’s vision of the world, the server doesn’t matter, so it’s time to look at the data center from a different angle.
Why VARs Should Care.
As powerful companies, like Cisco, approach the data center from different perspectives, maybe it is time that VARs did too. Avnet offers compelling opportunities and benefits for its channel partners:
• Entry into new account bases with Cisco technology, such as the B- and C-series servers and Nexus product family
• Ability to deliver Cisco’s virtualization strategy and capabilities
• Data center architecture support encompassing the entire suite of Cisco data center solutions
• Professional services that augment resellers’ capabilities and help grow services business
- This includes customized configuration and integration at Avnet’s state-of-the-art integration center in Chandler, Arizona
• Build-to-order solutions and methodologies that engage and enable partners in high-growth markets, while also helping them execute their business strategies across the board.
One final reason for VARs to consider Cisco: if they don’t take advantage of this data center evolution today, their competitors will tomorrow.
Change is the only constant. Each reseller partner brings their own unique perspective to the channel, to the industry, and to their customer relationships. When enough savvy professionals come around to a new point of view, a new way of thinking, and align their efforts with one another, an inflection point takes place. Those who define the new business order will thrive. If resellers prefer visionary products, disciplined execution and a viable business model for the future, they will find that and more with Cisco and Avnet.
If you are ready to embrace the inflection point currently transforming the data center, or at least would like to learn more about it, contact the Cisco sales team: Austin Markiewicz, account development manager, East at 813-629-1611 or Will Brown, account development manager, West at 210-723-9455.
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Communication Level Red
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