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Cisco’s New Americas Channel Chief On Driving Partner Predictability And Profitability

Cisco’s new Channel Chief of the Americas John Moses discusses his vision for partners in an interview with CRN at Cisco Live 2019.

Cisco’s new Americas Channel Chief John Moses has a bold vision for the coming year, with plans that include more predictability and profitability for partners along with a renewed focus on the customer lifecycle. Moses discussed the details with CRN at Cisco Live 2019. For the full interview, watch CRN’s video included in this article.

Tell us about your goals in this new role.

Moses: There’s a couple of foundational things that we think about with our partners. First is predictability and our partners are looking for that, second is to evolve together and meet our customer’s needs, and lastly, it’s really about profitability to make sure they are profitable every step of the way.

How are you driving partners to work more closely with your customers and others in the channel?

Moses: It’s a very tight alignment. Our success has and continued to be with our partners, so together we have to map out a plan. Customer lifecycle is one of the biggest things we have to capture. The other thing that comes to mind is managed services and the third piece is really around customers looking for more solutions, connecting that partner to partner. So, it’s our traditional partners within the ecosystem coming together in one united front to deliver value.

How does Cisco use DevNet to further unite the channel and drive innovation?

Moses: I saw a statistic the other day that said 70 percent of all applications will be built versus bought and we also realize it’s a tremendous profitability opportunity for our partners. Some have the capability in-house and others are now reaching out to the ecosystem to augment their skill-sets and their offers and solutions they can bring to their customers. We are seeing tremendous uptick. Our partner-to-partner engagement has gone up 722 percent year-over-year.

Moses is taking over from Rick Snyder, senior vice president of Americas partner sales who announced his retirement in March.

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