B2B Tech Talk with Ingram Micro
B2B Tech Talk with Ingram Micro

Episode · 2 years ago

FLEX Your Muscles | Cisco Series

ABOUT THIS EPISODE

What would it take to level up your company? 

Think bigger than just new office chairs or a ping pong table. 

Think about an update that would not only make life easier for your team but for your customers too.  

In the latest episode of B2B Tech Talk, guest host Logan Lyles of Sweet Fish Media attends Ingram Micro’s ONE event to meet up with: 

Mike Brooks, Sales Business Development Manager - Collaboration at Cisco 

Nicole Dziedzic, Senior Vendor Business Manager (Cisco) at Ingram Micro 

Bryan Buckner, Business Development Manager - Distribution at Cisco 

The group discusses how new solutions from Cisco can help your business and your customers’ businesses level up. 

Resources mentioned:  

Follow us on Twitter @IngramTechSol #B2BTechTalk 

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. Or, tune in on our website.

This episode was recorded live at Ingram micro one, two thousand and nineteen in the CISCO podcast booth on November eighteen. You're listening to be tob tech talk with angram micro, the place to learn about new technology and technological advances before they become mainstream. This special edition one episode is sponsored by Cisco. Taking your business a level up. Let's get into it. Welcome back to be tob tech talk with Ingram micro. I'm your guest host today, Logan Lyles, with sweet fish medium. We're interviewing live today at the Ingram micro one event. Our guest today for this episode is Mike Brooks. Mike is the distribution business development manager of collaboration at Cisco. Mike, Welcome to the show. It's great to have you. Thanks, Logan. I'm scitied to be here. I am excited to talk to you. So we're going to be...

...talking about you know, customers really prefer options and love flexibility, at least I know do. I do. So can you tell us a little bit about why you think having a flexible plan that allows everything that you need is so crucial in this day and age? Absolutely right and it's a great question, a good segue right. So what just comes down to is it's all about simplicity, right. What partners are really looking for is a really easy button way to be able to solve a or sell a complete solution, right, and in this particular case, Cisco's collaboration flexed plan, which we're going to refer to later on, the in the and the cast here, really allows the partner to do that right. It gives them the venue to be able to sell a complete solution and solve for those business outcomes of partners are looking for in an easy fashion and it's easy to manage as well. Now, and this plan can really help create a simple transition to the cloud, which I know a lot of people are trying to make that transition right. So what are some of the common things that businesses don't have on the cloud...

...yet and why they should be thinking about those? It's a great question, right. So, as we start to move into the cloud itself, right, and a partners and Ingram Microrancisco it self for all on the same journey, right. We're on this transition to the cloud, right, and we're looking to make you know monthly reoccurring revenue and profitability here, right. So some of the things that partners are looking for, especially on the Cisco side, is we're looking to move our meetings to the cloud, calling to the cloud context and little cloud. Right, if you really think about it, the options are endless. Right, you can go into other architectures as well. Right, you can step into the security space, the TATA Center space, right, but we're here to focus on the collaboration. It's that meetings, calling in that context center space that we're looking to move this flex plane into. Yeah, so let's dig in a little bit more. Can you tell us about the Cisco Collaboration Flex Plan and some of the key advantages? They're oh, absolutely right. So the flex plan, like I said, I my end, is the easy button for everything collaboration. Right, if I'm a partner that's used to selling on premise collaboration, right, the management...

...of some things was actually pretty difficult to do. Right. What was I selling? Was I selling meetings? Was I selling calling? Was I selling contact center? And every single one of those portions with a different management portal as well. Right, under the flex plan, right, it allows us to sell that complete solution, meeting, calling, contact center, all under one subscription and manage it from a central portal. Right. So now what this obviously does in our end is create a better atmosphere for the item manager to deploy those sources, right, or those resources and actually add new users, take users away if the guy, if the end customer, decides to step down a little bit, add video into the mix, add additional phones into the mix. So the opportunities here from a flex plan or endless. But it's all about that ease of management and that monthly reoccurring revenue model and that opex versus Capex to conversation. Yeah, and it makes for those change is to be more seamless, right, across all three areas, whether that's...

...outing users, adding functionality, moving back functionality. Yeah, absolutely right. And you know, this is similar to everything that we're already kind of doing. Right, how many people have a Netflix subscription? How many people have a new Disney plus subscription? Right, right, all of these the first few days. Exactly. Right. What do you got? Like ten million subscribers and in first day? Right, amazing. Right, and that kind of allows us to do that. I'd like to think of the flex plan as like the Modern Day collaboration cable solution. Right, I can add HBO, it can add Cinemax, I can add showtime and I don't want to watch it anymore. Game of thrones is over, I take out HBO. The same thing in this model here. I start off with calling on prem or and I move to meetings into the cloud. Eventually I'll have that nice transition from on Prem calling to cloud based calling and he'd be able to do that inside that subscription without any interruption of service. It's a beautiful thing. Yeah, which which of those three main components do you see? Most people are moving to the cloud first, great question. Right. So right now the kind of focuses on meetings. Right. We're really starting to see a...

...lot of the meetings move into the cloud. Not Everybody's ready to move their calling into the cloud, right, and I don't blame it's kind of hard to let go of that. It's been around for so many years, right, and you've got an IT staff that's been managing it. They're really great at it, right. And what do they do when you move it to the cloud? Right? I don't need three guys anymore, I need one. Right. So eventually, like I said, it's all meetings, but eventually it'll be meeting and calling and then we start to add the context center in a place as well and then some of the video, but everything right now has been strictly based around meetings. Yeah, absolutely, that makes a lot of sense. Anything else? You mentioned some really great dynamics for people to be thinking about, you know, in the changes that these transitions to the cloud, kind of the ripple effects. Anything else you want to add? Their Mike? It's an interesting question, right, because there's a lot of things that partners have to take any consideration when moving into a subscription based model. Yeah, right, and monthly reoccurring revenue model, and it's not so much just the end customer that's making that decision, but it's also the...

...partner, right, so the partners helping the end customer make the decision. Are they ready to make that transition to the cloud right now? How many users are they going to have in a meeting? Is Meetings in the cloud what you're truly looking for? How many minutes per month are going to look for, you know, and then the calling portion of things is really, you know, the next phase of the opportunity, and then contact centers the next phase. Right. This phased approach is something new to our partners right before. We would sell everything all up front. The partner would pay for it and they deploy it, hopefully adopted the way that they needed to. And this particular mottle here, the partner actually owns the subscription and the adoption of it a little bit more and actually builds our own customers on a monthly basis, our annual basis or a prepaid basis. So the options are limited as here. It's just a matter of making sure that the partner understands the end customers business and the business outcome solution that they're looking to get to. Yeah, absolutely, it brings to mind. There's some change management that has to happen on all fronts here. Absolutely I love what you're talking about here,...

Mike. If people listening to this want to learn more or connect with you on this topic, what's the best way for them to reach out? Oh, absolutely, right. So Cisco's got a great page called the sales connect page, right, and you'll have that information on the recording here as well, but you could also go out to CISCOCOM GO COLLABORATION FLEX plan out on that site. In general, is everything you would want to know about the flex plan. There's battle cards, there's cheat sheets, competitive situations that you get into, use case scenarios, everything you could ask for, right, and then, of course, obviously Ingram micro being here. Every single one of the Ingram Ingram employees is ready to go. And then they also have their transformation center as well, which you can go in there and learn more about the flex plan as well. I love it. Thanks so much for all those resources, Mike. So one last question we love to ask our guests. What are some of the big things that you see coming in technology over the next year or so? That's a loaded question, right. Interesting. Right. So from my standpoint, and I'll look at this personally,...

...not so much as a Cisco side, right. So from personally side of the House, I'm really excited to see what's going to happen with the cognitive portion of things. Right. So what is the new oil, so to say? Right, it's data. Right, there's boatloads of data that's sitting out here and we not quite sure what to do with it. All right, so it's really finding out what's going to happen with that data. For example, we have a really good bit of information called insights, and it's inside our flex plan. Off or under the Webex meeting portion, whereas how many times we've gone into a meeting like first safe example, this one, if it was on a Webex? I don't know much about you, Logan Right, but I want to find out a little bit more about you once we join the meeting. There's a little icon card that POPs up on the left side of your name and I can click on that and I can find out more about you, like your employee, how long you've been there. I can find out some of your interest from your linkedin page and different things about you, right. And if you want to share facebook information, as long as you'R it team manager allowed us to do that, we'd be...

...able to see that information as well. Right, kind of big brotherish but cool at the same time. So I'm really excited about those cognitive collaboration and then, personally, on the back and I'm really excited to see what's going to happen on the R side of things. You know, the augmented reality for webex meetings, the ability for us to actually throw in a d diagram and spin it around. It's a kind of brings me back to the movie minority report. Remember, where they would take the screen, died, pull it right, but around. Yeah, and then Iot, of course. Right. IOT is coming into play here as well. So opportunities are endless, but those are the main three that I'm looking forward yeah. Absolutely. I love that you named all of those. There's things that we see, you know, impacting business, impacting our personal lives and a lot of different ways. So I really appreciate you taking time and shareing some knowledge with us today. My No, thank you. was really excited to be here and just awesome things for a time. Yeah, absolutely. You've been listening to beb tech talk with Ingram micro. This special edition one episode is sponsored by...

Cisco. B Tob Tech Talk is a joint production by sweet fish media and Ingram micro. Ingram micro production handled by Laura Burton and Christine Fan. To not miss an episode, subscribe today in your favorite podcast player.

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