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

Episode · 1 month ago

Everything You Need To Know About The Meraki Infrastructure

ABOUT THIS EPISODE

The Meraki infrastructure is well known for firewalls, access points and switches—that’s only the beginning. More and more innovations continue to hit the market, poised to meet customers where they’re at and deliver easy-to-use security solutions. 

Devaughn Bittle and Patrick Cash speak with Aimee King and Jon Paddock , both distribution account managers at Cisco. They discuss: 

- How Meraki supports cybersecurity

- Practical uses for Meraki environmental sensors

- Implementing the Meraki infrastructure 

To join the discussion, 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.

You're listening to be two B tech Talk with Ingram Micro, a place to learn about how to grow your business and stay ahead of the technological advances before they become mainstream. Welcome to our series, As the Gears Turned posted by two of Ingram Micro's SMB Alliance Council members, Devin Biddle and Patrick Cash. So, Patrick, what's going on another podcast? Oh? Man, I'll tell you what I'm looking forward to this one. Yeah, this will be good. Well. I look forward to most, but some I look forward to more so than others. And uh, this is gonna be one that's a little bit near and dear to my heart. And uh yeah, who we uh, who are we chatting with today? Today our episode, we're speaking with John Paddock, the MIERACI account manager for Ingram Micro and Amy King, the Cisco Distribution account manager for Ingram Micro. Guys, thanks so much for joining us and taking a few minutes to talk to us. Absolutely we appreciate it. Yeah. Absolute excited to be back and always excited to be talking MOROACKI with you folks. So let's let's dive right in. Awesome. Well, Moroaki is pretty well known for fire walls, access points, and switches, but you guys have been innovating in a lot of other areas as well that some of our listeners may not be familiar with. And so let's introduce some of the other solutions that you guys have in the market today that partners might not be aware of, and we'll dig into a few of these a little deeper as we go. Yeah, yeah, absolutely, so I'll kind of kick off on that as as as as kind of the MOROACKI focused uh person on the Ingram team here. Several years ago, Moroki brought to market to our r MB camera line UM and that that's been an absolutely huge success for us. We're on our third generation of it now, so we've had a lot of opportunities to really upgrade the technology on that, but we've gotten so much positive feedback from the Cisco side, from our customers UM and having cloud managed cameras in their environment, that we've really leaned into it in a huge way and expanded that beyond just cameras. So now we've got a full line of environmental sensors as well, from motion sensors to temperature, humidity, water leak, uh, you name it. So Moraki has gone from being the provider that that wants to be a single pane of glass to handle your network, to the provider that wants to be a single pane of glass that can help manage your entire facility. And to to kind of meet that challenge, we've actually segmented our Mouraki R and D team, so we've got a camera and sensors team that we're just kind of let and run wild continue to innovate and they're coming out with some amazing stuff. And then we've also split our sales and channels work as well so that we can have the type of focus and support for these two unique routes to market from Miraaki. So traditionally Moroqi enterprise networking geeks, we love to sell enterprise networking, but we've also got the IoT side now that is working increasingly with the Cisco IoT team to to integrate with the solutions like DNA spaces, and these type of luctions...

...are go so far beyond the networking room um and are able to to really save our customers so much time and money and energy in a lot of different ways that it's really become a huge growth area for us in the future. That it's it's a huge focus for us. You want to tell them a little bit about the Cisco IoT side of the house and man, how Miroki is working with them? Well, absolutely, I mean, if you look at IoT, I think the Cisco IoT side of the house is more of the really ruggedized industrial IoT but also relies on some of the sensors that Moroki has and the cameras as well, and then Maroaki side has more of the carpeted side. All that they do have cameras that work outside and integrate beautifully, but a lot around smart spaces and safe environments, a lot of really good use cases, and an amazing ecosystem of additional vendors that we tied into for very specific things like retail and education as well. Yeah. Absolutely, and playing off the AP system. I mean, one of the coolest APIs I've seen on that front is is we have one called Basking that works both with Cisco, d NA spaces and ROCKI I mean, and it works best when they're all in the ecosystem together. But these guys were great at now and over the past couple of years, allowing us to do things like contract tracing, understanding everyone who's in the environment and what any kind of conditions are if I if someone comes in with a COVID diagnosis, and what do we then do? How do we track where they were, who was around them to keep our workers safe? So really cool API technologies like that are just the tip of the iceberg. We've now got over two hundred and sixty in the API ecosystem on the Moeraki side alone, and even more on the Cisco d NA spaces side. So any kind of solution, whether it is contract tracing, whether it is building safety, whether it is is energy cost reduction or just workplace efficiency to better map out your environment. Uh, Cisco is a to deliver it with partnerships between DNA spaces and MIROACKI IoT. So let's jump down into the cybersecurity realm, so huge topic today. Cybersecurity is a you know, top of mind for everybody. How does Moeraki help then that battle of cybersecurity threats? Oh, we helped quite a bit. I mean we we've got our MX line of firewalls. My best selling point for every Cisco device is always going to be the Cisco Talas team. Quite frankly, this is a team of threat intelligence and data scientists. That is the largest threat intelligence team on Earth that we know of. I say I put that caveat on there because the n s A and the Chinese government don't produce statistics on what they do behind the scenes, but it is the largest threat intelligence team on Earth that we know of. Seventy eight percent of traffic on the Worldwide Web flows to a Cisco device at some point, so the type of data they have to work with on the type of threats out there is enormous. And so when you buy a MOERACKI security device, you automn aadically get...

...the backing with the advanced malware protection from the Cisco Talos team that is going to be taking insights from all over the world Wide Web and making sure that it is proactively protecting you against those type of threats out there. And that's never been more important. Um In the first twelve months after COVID hit, ransomware attacks were up over sixent on small and medium businesses, not just pipelines and movie studios, but small and medium businesses. Everyone's a target now, so great security has gone from a nice to have to an absolute need to have. And Mauraki can serve as the absolute backbone to that, and I'd be remiss if I didn't also say that Moeraki is part of a dynamic security solution that should also include Cisco Umbrella and Cisco Duo as well. That full suite brings to market the sassy solution that should be able to protect workers whether they're in the office, VP n NG, in from home one day, completely remote, or everywhere in between. That's gonna fully cover everyone in a completely cloud managed security solution. So Moroaki and Cisco, it's it's not just cybersecurity. And you know, we kind of touched on these a little bit in the open you mentioned I mean, you mentioned smart spaces and safe spaces and so let's talk about that just a little bit. Yeah. Absolutely, So you know, we're talking about how do we extend Like John was talking about, we now have on the market side these sensors, some that are environmental, whether that it's getting too hot, it's too cold. There was a case study for a Y M c A that had some in their server room and there was a power outage and they got a learned immediately that the temperature rose and so they were able to take care of it and save them a great deal of time and cost they could get out and take care of it. But those sensors are also tied into for this y m c A because it's you know, they're a little bit smaller cameras on all the playgrounds and then all the location that they can then extend out to the parents to be able to check on their kids if they're there, as well as just check safety anywhere in the facility where they're at. But it's all managed and tied in so that they can also get alerts when things are happening. Having those different sensors depending on what the what the issue is really gives a lot of flexibility, but gives even more information and proactive data. Right they'll giving those alerts when something's happening and can save a lot of time and energy. Safe environments is another area where extending some of the information that's internal to say a school, if there's a fire or an active shoot or something along those lines. Being able to know where people are located in the in the building um and even being able to extend some of the inside cameras to local law enforcement who are outside. They can give them a temporary access so they can have eyes inside to see where people are. So there's there's so many different...

...solutions where this really makes a lot of sense. Yeah, and I love that Amy pick those two, those two examples because both of them incorporate both the DNA stasis side and the Moeraki side as well. One of our biggest campaigns over the last year and the Moroaqi side, has been in the public sector space where we were talking to school districts. Unfortunately that the times we're living in, physical security for a lot of these campuses, particularly high schools just top of mind for everyone. They want to make sure that if there's an incident that the law enforcement can get in there immediately. So there was a massive federal grant that was available to any schools that we're looking to upgrade their physical security to give law enforcement better access in the event of a horrific incident. And the pre qualifier for being able to get that grant was being able to give the local police department a link to be able to jump into your camera system should a call come um and Moeraki was able to do that with every everyone who wanted to provide that type of security or engage in using that grant. So it's a huge play to make sure that these environments are safe for not only with the staff that's using them, but giving them access to you know, heaven forbid should they have to use law enforcement. So I want to dive into the Morocci IoT centers a little bit more. You brought this up. You mentioned these sensors can detect water leaks, temperature, motion, and lots of other things. Can you break this down for us, because I think this presents a new opportunity for a lot of different businesses in their selling. So we're used to selling computer servers, switches, network devices, you managed services. This fits really well in with that play. Can you break down why a business might want to implement theseel for us? Yeah? Absolutely, I mean I would say insurance first and foremost. I mean, if you've got a expensive set of switches, or you've got a data center anywhere that you've got really expensive gear that cannot afford a leak to happen on top of it, most people will wind up ensuring gear like this, being able to put a temperature and humidity sensor in there to make sure that they're not being damaged by the environment. Being able to put a water leak sensor in there. We also have a probe sensor and you could see the application there where you stick it at any any food that is being stored in the freezer, stored in refrigerized environment, and it allows you to make sure that your assets are not going to go to waste or get damaged in any way, shape or form. So I mean that that's the natural play. But to the channel community, I'll just re emphasize the Moeraki platform is incredible on customer satisfaction or currently at a percent renewal rate with our license as people who use Moroki love it. If you add a third party API to that, the renewal rate is north of and some of the best stats I have out there is that fifty nine percent of customers wind up purchasing first time customers to Moroqi wind up purchasing additional Moroki gear within twelve months. The twenty...

...four months average amount purchases three point three times the original purchase price of their Moeraki gear, which means that the more people interact with Moroaki, the more they go This is great, this is easy. I want to get more devices on this dashboard so I can free up more time. So in the context of of how this is going to help people, particularly on the IoT side, for lack of a better phrase, I think sometimes the sensors are like a Mouraki gateway drug. It's like, hey, you've got a data center, You've got switches in there, get some sensors in there. Let's protect that gear. That's a no brainer. They are not very expensive. But more importantly, let's get you interacting with the Moroaki dashboard so you can see what all of our four million other customer networks are seeing and adding to every day and turning that into a full fledged networking customer that you can provide better services to. And it definitely gives our partners that are our Moroaki partners that are already selling into customers. That gives them are stickiness ray like. It gives them our opportunity to get ingrained, especially in critic whole business functions of their customers um and really expand into other areas. Right and you're not having to add in a new management console or you know, it's all still coming already into Moroccy. Makes it a whole lot easier and that's you know, that's why people like Rockies. It's the easy button, right, Like, it's a whole lot easier and you can just continue to expand out what you're already working on with your customers. So a whole new opportunity for them as well, and especially some of the applications like retails a great one where it maybe not just the sensors, but it's there's applications that tie in through third party applications that utilize all the data that is coming in from the cameras. So whether it's trying to understand what displays in the in the environment retail environment are getting the most traffic where their customers are going into in a store, being able to provide updates on customers programs where they get you know, rewards rebates where it automatically sends information to their preferred customers when they come into the office, I mean the office the store, or even tying into digital media signage right and what's going to be on there. So there's so many different opportunities to really just expand and get ingrained with customers with this. And then the really smart one our partners right now are going out and building some of these Apple third party applications if they have a good niche and that intellectual property is yielding really good revenue for them as well. Yeah, I imagine this opens up a lot of opportunities for analytics data coming into the partners that as well. Absolutely, Oh yeah, that was gonna touch on that right away as well. One of you know, to a point, being able to I think retails just that perfect example, being able to monitor those people coming in. One of our our largest API partners is called every Angle, and they track not only people counting, which Rocky does out of the box, but they track the age of people walking in, whether their repeat visitors,...

...with their gender, is where they're going throughout the store, as well as the customer sentiment. It's it's tracking their faces and seeing are they enjoying being in this store? Did they come in unhappy and leave happy? Did they have the opposite effect? These insights are huge and that you're no longer just selling surveillance cameras. You're you're selling a customer experience solution, a deeper understanding of someone's customers. And by the way, if you were just selling cameras, you know, as Amy mentioned, being able to offer more services to your customer to better entrench you into that account. To be that one stop I T and Facilities Management go to as a partner is hugely, hugely profitable for the partners that are able to engage in both. The total addressable markets for cameras in the United States is twelve billion dollars or thirty one point five percent larger, not twelveillion dollars total, but larger than the entire market for routing and switching. Uh So, if you're not selling cameras into your customer, I promise you they're buying them, and I promise you you're leaving a lot of services that you can provide them on the table and a lot of revenue in the margin for your company as well. My key takeaway there is I really need to start paying attention to my facial expressions at the mall. Don't don't don't put one of those in your office. Devin is definitely not. Yeah. So you guys both kind of mentioned a little bit about DNA spaces, and so as we're talking about sensors and we're talking about the analytics side and kind of putting these components together, let's talk about DNA spaces specifically for a few minutes. Yeah, yeah, absolutely so DNA spaces. I mean I can give it to you from the rocky perspective and then you know, Amy can expand upon some of the other things they're doing there. Um. If if you haven't had a chance, I highly recommend that you go on our website and have a look at what we've done with Penn Station. That's like our model DNA spaces office. Uh, the office that we use in Chicago at Cisco as DNA spaces as well. But it essentially allows you to to control daning near everything in your office environment from when and where the lights turn on to win and where the WiFi turns onto who has access to what area? I mean, you name it. DNA spaces is going to allow you to to manage it and control it on a single dashboard. Um. And that's what I love about it, because you know MAROAKEI we're always a single pane of glass and that's amazing For management. DNA spaces does for facilities management what Maroaki does for networking management. I mean it's it's it not only gives you complete control over all these things, but it does it in a in a insanely user friendly interface, a graphical user interface in which you're you're selecting the settings that you want from drop down menu instead of putting command line interface codeed. It makes it very easy to operate with a lean staff, makes it very easy to operate with a staff that doesn't have tons of tech cooler facilities know how. And the MAROAKEI IoT devices are just a...

...small piece of the type of data that gets brought in that that allows you to have actionable insights. And Amy, did did you want to touch on anything from the Cisco side? I was gonna say, it's it's the same Cisco et cool thing. And the other thing, just to kind of point out, is we are seeing you here. It used to be you either had a Cisco solution or a MOROCKI solution. We are seeing so much more overlap now and integration between the two platforms, which I know a lot of our partners have been asking for for a very long time, and we've been super excited that we're seeing that now and being able to manage Cisco devices on Rocky systems and vice versus. So just some kind of interesting that now we're talking about all of these things together and the two sides working very very closely together. And yeah, I mean the integration. I'll give an example, like on the Moroaki side, we've got the temperature and humanity sensors and we have a pieces out of the box, no extra integration out of the box with the temperature humidity centers that are going to give you graphical insights into how you can save energy in your environment. When you can look at how many people are in a room, and when it's really hot outside, and when it costs a lot to get it all the way down to sixty eight or whatever you want your opposite, Just just some insights that can be helpful. That's really cool. I mean, that's like what my my nest thermostat does at home. It's pretty neat. DNA spaces takes those insights, adds about three x the number of insights and gives you options to actually put them in place if they go. Hey, this is our recommended energy resume, and this is our our recommended policy for when you should heat the office up, when you should cool it down. What areas you should focus on with with things like lighting in HVAC. How does that sound? Does that sound good, Okay, go ahead and put those insights into action on the on the DNA spaces portal. So I mean it's you know, the moroccky. I think of the the biggest M contribution that we have to that, uh is the insights and then watching those insights be put into action on a DNA spaces platform is really cool on the on the rocky side. So I think it's the coolest integration that that we've done to date between Moroki and and Cisco. Very cool. So, Amy and John, I want to hear so with this question, I want to hear from both of you. One of the things we like to discuss is where are you seeing products successes? So are there specific market verticals that Mouraki seeing great growth in that partners might not be taking advantage of, and if so, what are those and and how do we take advantage of that? Amy, we can start with you. Yeah, I was gonna say, I think we've touched on it a couple of them already, and I would definitely say on some of the more specific because we can have, especially with some of the third party applications and API integrations, such specific solutions for certain markets like retail, Like education, not only in K through twelve, but in a lot of colleges are absolutely taking advantage...

...of the fact that everybody on campus needs WiFi as well as security, the physical security piece, right, So it's it's one of those things where we've got the network security cover, but we also can extend that out to the physical security. So education has been huge retail again because of some of the very specific applications that have been built around the Rocky solution that leverages the cameras, the sensors, et cetera. And it's correlating that data right and provide making it actionable versus just you know, compiling a lot of data. It's those insights that John mentioned as well. And then public sector right where there is a lot of funding too that our partners can take advantage of, right like let's go find the we're always looking for where's the budget. There's a ton of funding available for very specific use cases that the MOROACI solutions address. So we're seeing a lot of really good movement in those areas as well. Yeah, I couldn't agree more and that let me I do want to sorry. Small business is a huge I know because this is focused on smallments. That is absolutely a huge area where we're seeing it, especially if there's small, small, you know, location areas where they don't have as many resources, or they maybe have a multiple locations. It just makes it a whole lot easier for companies that have very lean i T staffs or very limited i T resources. The Marocky solution is really really great fit perfect. Yeah, I'll essentially echo that amy public sector is huge. When it comes to public sector I I say, I always say follow the money. And there is a ton of funding right now. We talked about it earlier. Safer schools. We provide everything that that is needed for that. So that's that schools have access to that funding. And it's it's an absolutely, it's an unfortunately necessary thing that each school is going to have to have. So it's it's a great service to sell. It's it's fully funded by the government as a key priority, and it's a service that Morochi can provide better and just about anyone small business. Again, that's some of the talking lines I usually do on that is that you know the type of insights you get on your customers by putting Rocky Coyote in in your small retail soap shop on Main Street. You know, it was only available to like corporations like Walmart fifteen years ago because they had people staring at cameras all day to get the insights everyone has that. Now we we've democratized the access to that type of data so that you can get insane amount of insights on every customer and employee that walks into your environment, um and actually put those into action in a meaningful way. And then a third third piece is kind of agnostic to whether you are a public or private. I would be talking to customers you you know, that have high value property that they're looking to protect. Now, the natural play there is of course data centers or or or rack rooms and anywhere you've got gear that is the specific to I T but they they bigger than that.

I would encourage folks. I know on the public sector side, we had a the Marmott Library Network in Grand Juncts in Colorado. This was a natural mouraki play because it was a staff of six employees and they had thirty five locations that they were trying to manage. That's a lot being able to manage all of those remotely from a cloud managed dashboard natural play. But what wound up being one of the best selling points to them was the ability of the empty sensors to protect a lot of their artifacts. So this was a library that stored tons of priceless Old West artifacts from both the Cowboy era and the Native American artifacts and pieces of art. He just had a tons of that, uh, that is priceless art and history that cannot be lost, and it also can't be in a room that gets too humid, and it can't ever get wet, and all of these things um that they are constantly worried about. With six of eployees across flirty five locations, Miroaki wound up being an incredible play for that because they can now completely monitor that at all their locations. They can set alerts up to to notify someone local to to fix something if it's going wrong, or move something if it's in an area that that that is risky. Um. And actually charted out between the security of their of their high value assets or their priceless assets, I would say, and the amount of time that they spent shuttling their i T staff from location location to fix breaks that they were going to save over a million dollar in dedicated payroll over the next couple of years. So anyone that has a lean I T staff always a natural play. But also think about people that have just assets that they are really sensitive about that they're either really expensive or in some cases priceless, and that can be a fantastic play. I was going to say to that point, we've seen We've seen healthcare utilize this as well, where like certain medicines or blood has to be kept at a certain temperature, and so they need to be alerted if it goes above or below that threshold, so that you know, you don't ruin a hold absolutely refrigerator full of blood, right or whatever it is. So it's it's just whatever critical acts asset needs to be protected as well, protected in many senses. Because one of the one of the larger deals I actually also worked on as well is a is a series of AIDS clinics in in Alabama, and they had a pretty lean staff and they used Moroki cameras for security, and they were having what they called inventory issues with their pharmaceutical department, which is to say, you know, they got a lot of pretty heavy pain killers. When they deal with those type of illnesses and it was going missing. They were able to put a cameras in place that set up motion alerts that that let them know anytime someone who was not the pharmacist that was supposed to be in that area was going in that area at all hours of the night, and uh low and behold. Those issues abated pretty pretty quickly after they were able to put those in place. So any assets whatsoever you're trying to secure,...

...whether it's security from theft or security from changes in temperature, or security from damage, these these sensors are an absolute no brainers to help your customer. Well, and we've kind of breezed over a few times just by mentioning the MOROAKEI dashboard. But let's talk about management for just a moment, because, and as you just alluded to in in the one instance, you know thirty five locations and six people, how easy and effective is it really to manage the Moeraki infrastructure and all of these devices very I mean, if I needed to do it in reward very, I would say that you know to that first and foremost. The type of sales we do on the Moroaki side is is absolutely centered around getting the product in front of people. We don't do any kind of spend or question based Manipulative selling cycles are our sales cycles called c try by. Our whole point on the sales side is to get the product and of a customer see it with a demo, show them how easy it is. Try get a trial out to them, get them interacting with the product is tested in their environment, and that usually leads to a purchase. That is the product speaking for itself. So I cannot I cannot speak enough for how that management platform has helped so many people and put so many man hours back into their day. And as it relates to IoT you, we've actually we've got the cameras on the dashboard and they're great and it's very easy to manage them if you're a network manager. But one of the things that we learned, I think in the first couple of years of having the cameras out there, that that quite often the folks that are consuming the cameras and monitoring the cameras are not in the network room, their facilities management, or their security management. And number one, you don't want them to accidentally reconfigure a switch. But but number two, that dashboard that all of our network managers, No one love is not necessarily the most intuitive for someone who's just consuming a security product. So we've actually released a Moroaky Vision Portal, which is just cameras and sensors. It is security focused. It's modeled after many of the other highly successful camera viewing softwares out there, and it's made to be just the absolutely easiest to to retrieve any any type of footage that you would need to um and to look at any cameras that you want. Now we've got to step further with that Vision portal. You can watch it on either of them. But we've noticed that this is great and people love that, but more and more people are asking to consume these security products mobilely. They wanted on tablets that they can walk around with. They wanted on their phone so that they can set it and forget it. But if an alert comes, I want to see that video right now. And so we've actually doubled down on that Marocchi Vision Portal and make GAG near all of those feature sets available on the application experience and focused on the application consumption as the primary form of consumption for the for the video footage, because that's just us...

...meeting our customers where they're truly at So aside from having it all on one pane of glass, to configure it, to put it together, to make sure it's connected, that's music to an I T manager's years. But if if once it's set up and it's and it's connected and it's ready to go, the I T manager takes a step back and hands it off to the security personnel. Do know that we've got a platform for them too that's just built around consumption and ease abuse. So it's great and and and getting better with each passing month here. And I would recommend to anybody that's interested or just wants to learn more about it to reach out to the Ingram team. They do those demos day in and day out of the dashboard and it's like John said, it's one of those ones. You see it, you can understand. Yep, Okay, I get it. This This is really easy. So definitely, if anybody's interested, reach out to the Ingram team. Yeah. And the Ingram team actually has the unique ability to to do often with the Rocky team cannot, which is pair it with a lot of Cisco technology so they can put together a full DNA smart spaces demo that we've been talking about. I can show you the cameras all day, Ingram can build you an environment that incorporates both of them together, um and let you click around with it on your own. So this is really working with the best distributor in the business. If you want to see how it all comes together. Yeah, it's good to know. I always like to see and try before I buy, so that that resonates pretty well. John, and Amy. I've got my infamous wrap up questions. So we're getting close to the end. One of these days you're going to forget, but I want to hear from both of you. So, uh yeah, Right, where do you see technology going in the next year. This could be with anything. It doesn't have to be specific to to Cisco products from ROCKI products, but if it is, that's fine, your bosses will probably be very happy about that. So anyway, John, let's kick it off with you on that question. Yeah. So last time we we asked that question was about a year ago, and I was saying security, security, security, and and I think if you's been passively watching the news, I was right about that prediction, because that's top of mind for everyone. I'll say this, About a month ago, A Gartner to released a report that said that by of I T processes will be cloud managed and that includes cloud managed networking, cloud manage cameras that but it also includes a WS or azure is. As people are moving a lot of their business critical applications to the cloud, I would say that that's where the industry is clearly going. Meet the customers where they're at, have that conversation with them, have that conversation of how you can put together a hybrid campus, how you can start moving some of your essential services and your business critical motions to the cloud. Because if you're not having that conversation, someone else is going to be having that conversation with them. Um and if that's if that's the kind of conversation you're you're looking for it, it should be. There's no better partner out there than Cisco Moeraki for for a cloud managed approach. Yeah. I would echo the security right that everything needs to be secured, especially now that is moving to the cloud more. But what we're seeing there's probably two things I would highlight, and that is managed services. I probably don't have very many conversations right now that don't...

...include managed services in some way, shape or form. And then security should be part of all those conversations as well. Security should be part of every conversation, does not matter what we're talking about, like security, security, security, And then a lot of it's about user experience. We're get We're seeing a lot more about you know, all these analytics that people are asking for is all about the user experience, whether it's the application or if it's you know, there's a lot about hybrid work, being able to have the same user experience whether you're at home or the office or somewhere in between. There's a huge focus on just making sure that that experience is the best, and then how to entice people to come into the office, or maybe entice them not to be in the office, whatever that might be. Right, Like, what is it that they're trying to do and spend We're seeing a lot of companies spending a lot of time on retaining employees and attracting employees. And you know, there was so much shift to movement over the last couple of years of how do we make that experience good for our employees so that they want to stick around and and stay with the company, So those would be what I'm what we're seeing awesome. Well, Amy john On behalf of Devon and myself, thank you guys for taking some time this afternoon to chat with us. Where can folks learn either a little bit more about you individually or about Cisco or Moroakey. Yeah absolutely, I mean here's what I say if you if you're looking to jump start your Moronachy practice, We're always happy to talk reach out to Amy or or myself. We can be found on the Cisco side. I'm j Paddock at Cisco. But what I'll say, engaged with the Ingram micro Cisco team. Uh. Michelle Edmonds runs the team over there, and she's she's just got a really incredible team put together that can they can help you if you just new to networking and wanting to get started to complete networking expert and you just need a full fledged team to support you, they've got it all. I've got Kevin Willso we're running the Moeraki team as well. Either one of them is a great first contact to engage with to say, this is where we'd like to be, what do we gotta do to get there so that we can start offering our customer. These solutions echo that the Ingram team is amazing. They can help with pre sales, helping jump on calls, doing demos, educating, enabling not only from a technology perspective, but also a Cisco partnership perspective, right how to get the right certifications or partner levels. They're absolutely amazing on helping our partners do that, and then as well just you know, the additional education when it comes to either new solutions or new products or new technologies. They're fantastic. All right, Thank you guys, and thanks to our listeners for tuning into another episode of B two B tech Talks as the Gears Turn Edition. You can access this episode of many others directly from the Axvantage website or whatever your favorite podcast platform is. You've been listening to As the Gears Turn, a...

...series brought to you by B two B tech Talk with Ingram Micro. This episode was sponsored by Ingram Micro's SMB alliance. B two B tech Talk is a joint production between sweet Fish Media and Ingram Micro.

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