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

Episode · 2 years ago

Eight Cisco Partner Profitability Programs | Cisco Series

ABOUT THIS EPISODE

Did you know Ingram Micro team members and customers have numerous opportunities to increase profitability with the help of Cisco? 

The dynamic partnership between Cisco and Ingram Micro has generated multiple partner profitability programs. 

In the latest episode of B2B Tech Talk, guest host Logan Lyles of Sweet Fish Media meets up with Cisco’s manager of partner operations for Ingram Micro, Michelle McCrea. 

Michelle fills us in on many of the incredible options Cisco offers partners and end users. 

Follow us on Twitter @IngramTechSol #B2BTechTalk 

Sponsored by Cisco. 

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. You can also listen on our website.

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, was sweet fish media. We're recording on site here in Denver, Colorado, at the Ingram micro one event and we're going to be talking about Cisco partner profitability programs and to help me in this discussion, we've got with me today for this episode Michelle mccrae, the Cisco Manager Partner Operations for covering Ingram micro. Michelle, how's it going today? Great, High Logan, thanks for having me. Are you enjoying the event so far? I am enjoying the event. It's great. Ingram micro...

...always puts on a great partner community event and this is no exception, and I really love what you've done with your booth here. I wish the folks could see the lava lamps and the lights. It's fantastic. Yeah, we've got it decked out in s theme. You know, one of the themes of the event is bringing the technology up and into the future. So a lot of SNSSTALGIA around us that I'm personally loving, some throws back to childhood and all that sort of stuff. So, Michelle, let's kick it off, and you know, I know, that Cisco offers a lot to its partners. Can you start there with what being a CISCO PARTNER REALLY MEANS? Absolutely so. Great question, Logan, and I'll tell you that our partner channel and our partner communities really the heartbeat of our business. Our partner sales channel is really the envy of the industry. We're so grateful to them in the partnership that is truly built on a foundation of mutual trust and investment. Partners generate, Logan, believe it or not, eighty percent of our bookings, and you'll see, Cisco only continue to invest in enablement and profitability offerings around that for our partner community. They really, again, are the heartbeat...

...of our business. They continue to perform and transform. They performed by doing what's made them profitable and therefore loyal to Cisco, lucky for us, very loyal Cisco, by selling our world class products, software and solutions all focused on business outcomes. I'm sure you've heard that over the multiple podcast that you've been focusing on, and in the successful business outcomes of their customers. So also by transforming. Right, we're in a different time where we really have to understand what the customer needs and meet their expectations around life cycle and then their success overall. So for today, I look forward to highlighting a few of the gold standard programs that CISCO has created to drive growth and profitability for our partner community as they continue to perform and transform with us. Yeah, so you said some keywords there, Michelle. I heard in one of the breakout sessions yesterday focused on selling and proposal presentation, talking about business outcomes versus technical outcomes. You all so talked about profitability. I know there's been a lot of discussion around that and partners that are most successful are really focused on...

...increasing their profits. Can we tell us about the incentive program and why you think that incentives are so important to topline growth, but also profitability as well? Absolutely so. You know, and I'll start by saying that our specializations and certifications are absolutely critical. As partners evolved with us at Cisco, it's important that they understand the path that they want to go to not only access the profitability programs that are available, which I'll touch on today, but really get more savvy around the solution which ultimately leads them to providing besant, better in business outcomes for their customers. So we have certifications and specialization tracks and what I would say to the folks that are listening to this is make sure that you talk with your Ingram microw team focused on Cisco and what is the best track for me in involving my business and where I need to go, because those two track specializations and certifications unleash a whole host of profitability programs, which I'm going to touch on right now. So to answer your question, we have a flagship program that I'll start with called VIP, value incentive programs...

...in Logan. We Love acronyms. I don't know if you've heard your share of acronyms state, but we've absolutely not just today but throughout the whole come absolutely so the value incentive program or VIP, it offers monetary backend rewards to partners who focus their practice on technologies that are part of Cisco's architecture. So collaboration, Data Center, EAN security, big opportunity for everybody right now, cloud services and software and annuity, which is a main focus. So we have this back in rebate program that really allows partners. The more that they book, the more that they sell to their customers, the more rebates that they earn. And we've taken a lot of feedback from the partners to simplify the program and recently we've made it to where it's a onetime enrollment, where before you had to enroll every period. So it's a onetime enrollment and then their auto and road enrolled. Moving forward, we've simplified the tracks to to there's an architecture track and there's an annuity and software track. For the annuity and software track, and I'm going to go back to the certifications in the specializations and how this unleashes the profitability for the annuity software track, all you...

...need to be as SELEUC certified partner and it unleashes an opens up all kinds of profitability percentages that partners can get on the back end for every software and annuity that they sell on based on our architecture. So really really simple program it's only a thousand dollar threshold to actually get into the program and start earning those rebates. And then the other side of that is the architecture. So far, a more advanced partner, when you are specialized in in advanced architecture, will unleash an open up more profitability rebates for you. So the more you invest with us, the more that we invest with you and obviously the more cross cell the more profitability that it lends to your business on the back end to reinvest in Your Business and obviously reinvest in your customers. Simplicity and profitability and those to go hand it absolutely so beyond that, let's talk a little bit about, you know, what you see some of the most successful partners do to really increase their profits. What are some of the things, the commonalities that you see their in Michelle? Yep, Yep. So the so I talked about VIP, and that's on the the software in the and...

...the architecture tracks. But the other piece that successful partners are focused on is also services. So we have a program called Cisco Service Profitability Program, also known as ACRONYMS CSPP. So this program is again a rebate program on the back end that allows partners to earn based on their attached and the renewal rate, so the success around that. So that is another program as they're looking at investing and taking advantage of VIP, they also, at the same time, should be leveraging CSPP. And then, you know, in addition to that, life cycle I mentioned, Logan is a very critical focus for us right now. So we do have life cycle incentives in these programs. That really motivates partners to get their customers to not only purchase but to adopt and enhance and renew the the solution that they're purchasing. So look for those rebates to our partners that are listening out there around life cycle and continued growth, around those type of incentives from a Cisco standpoint, because that's where everybody's business is going. Send thems on incentives and acronyms. On acronyms, absolutely, absolutely so. Can you tell also a few other ways that Cisco is really,...

...you know, rewarding loyalty and providing value at the same time? Absolutely so. You know, bear with me here. Logan. There's a few more programs that I'm going to go through and and more acronyms, but I'll tell you, and this goes back to your last question. There's a lot of different programs out there that are most successful partners are leveraging, and I would say take your time as a partner, do your due diligence, to work with the REP sitting remcro to understand all of the programs that you have access to, because they not only drive front end rebates and and profitability, but they also drive the back and I highlighted some of the back end programs. Some of the front end programs that really lend to the successful partner is o Ip, Opportunity Incentive program and it's and it's simplistic form. It's a deal registration program so as a partner finds a deal, they register the deal. There's the only partner, if it's approved, to secure that additional discount allowing them to go in and really compete in that competitive landscape. The next one is tip teeming incentive programs. So this is where, if you're working with a local Cisco Account Manager, they can bring you into an opportunity that...

...you weren't aware of based on the skills that you have, the enablement that you have and really the connection with the end customer, they can bring you in with an opportunity, again giving you a front end rebate. The next is MIP, migration incentive program and that is allowing partners to get deeper discounts when they're working with an uncustomer that wants to trade in competitive gear. We always love that. Or, if there's CISCO, to Cisco Gear, again more front end rebates. And then there's fast track, which is really our staple program within Ingram micrown distribution, allowing the partners to get front and discounts on high volume skeows that we're selling a lot. They no need to get the deal registration. Just go right in and you can buy it right off the shelves that you're in distributating mcro. So those program Rams are really the staple of what we have to offer. Our customers are our partners and it's critical that they leverage all of them. And then here's the bonus Logan. I know you're waiting for this. All of these programs are most of these programs, I should say, are stackable, so you don't have to use just o Ip alone. You can use fasttrack and O ip together. So...

...allowing the partner again to lend to more profitability and securing more business. I love that. I would I forget what I was trying to buy online the other day, but I was trying to stack some coupons. It was like, oh no, these coupons don't play nicely together. I'm glad to hear that the programs you guys are working with don't fall in line with that. For Partners, right, we love stack of all, absolutely, we love stackable. And then the two last ones that I'd like to share you know, just around again. What the successful partners are doing is we want them to use the gear, we want them to use the technology and understand how it impacts the business. So we have a non for resale program where they can buy some product up to eighty percent off Logan, they can buy kick the tires with a solution, see how they like and then that obviously allows them to sell it a little bit better. And then we have something called try and buy where they can actually purchase product for their customer. The part the customer can use it up to ninety days. There's no billing or anything during that time and if they want to keep it, we bill them. If not, they ship it back. So Real, simplicit simplicity around the...

...solutions that we have or the programs that we have, allowing the customers get a little bit more comfortable with what we have to offer. Yeah, I mean those last two. I can speak to the power of that, being in tech sales my self for about ten years, having your hands on things, getting your people familiar with it, comfortable with talking about it, seeing how it fits with some of your other common configurations and the things that you're selling most often before you just hit the streets with it. Right, absolutely, absolutely so. Making it easier. There I can see as how that is a ton of value for partners. Michelle, this has been a great conversation on profitability programs for partners. I can't let you go without asking our common question that we love to ask guests, and that is where they see technology going in the next year. So, whether that's related specifically to Cisco and the programs that you're using for partners or just in general, I'd love to hear your thoughts on kind of what's coming next in technology and your opinion. Yeah, and I don't think my conversation or my answer is going to...

...be any different from what you've been hearing. It's really all about the transformation in this shift around software and annuity. You know, we're seeing life cycle as definitely a need of our customers as well as a huge opportunity for our partners to build that profitability stream based on that life cycle practice. So that is where you're going to see more of our focus around our programs, around profitability, really lending to that and really helping support our partners as they make the transition to offer those life cycle services. So I see that. And then X as a service, huge opportunity and really the digital customer experience. So more than ever, our customers want to make sure that they're consuming, that they're working and that they're uncustomers are working from more of a digital platform. Ingram micro has something called partner go, which is a digital platform that CISCO is a huge part of and really allows the customers to quote in order in minutes versus days and hours. So we're moving towards that. Are Ingram micros moving towards that and really leading the distribution industry in that our customers are asking for it and are ultimately our partners are going to need to transition to...

...that as well. Yeah, we went a little bit deeper on partner go in another episode here we were recorded here on side and you know it. The thing that you mentioned, that customer experience, you know, giving partners that Amazon like feel that that quick service that that partners and their customers are used to in our day to day lives, right tracking our pizza delivery on our phone, knowing Amazon's going to be here in two days or one day in a lot of cases. Now, so and so without my Alexa Ryan, last of that. Absolutely. Thankfully, we don't have an echo in the booth, so we haven't turned the lights on or off as we called out Alexa's name. Absolutely, Michelle, this has been great. Thank you so much for spending time and sitting down with me. You mentioned a lot of acronyms, you know, oyp, Tipoor, MIP okay, I got three of them, at least impressive fantasies. People weren't taking notes fast and furiously. Yes, what's the best follow up resource if people want to reach out to you or they want to go further on some of these programs and do that due diligence? That you were absolutely so. As I mentioned,...

Ingram Micros the leading distributor for Cisco. They have close to a hundred and fifty resources just dedicated to to Cisco and supporting partners in working with us. So I would say reach out to your Ingram micro resources and they can lead you into that team and of course you can always go to CISCOCOM for anything that you need on any of the programs that I talked about today. There's a few other programs that partners have to look forward to. So if they go to CISCOCOM you can see some of the ones that are coming out in January well as well around profitability. I love it, Michelle Te all, rank you for taking tank slogan. This is great. Thanks for having me. Absolutely all right, folks. That wraps it up for another episode of BB Tech Talk. You can join the discussion on twitter if you follow us at Ingram Tech Soul and use the Hashtag be tob tech talk. Thank you, as always, for tuning in to be to be tech talk with Ingram micro. If this is your first time listening and you're not yet subscribed, please make sure you do so to not miss upcoming episodes. You can find beb tech talk with Ingram micro in apple podcasts or wherever you do your listening.

You've been listening to be tob tech talk with Ingram micro. This special edition one episode is sponsored by Cisco. Be 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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