INTERVIEW Andres Sintes - Cisco
“To stay competitive, Cisco and our partners must adjust our technology portfolios to accommodate flexible
consumption models, new sales motions and customer engagement throughout the lifecycle.”
Andres Sintes, Global Senior Director for Worldwide Partner Organisation, Cisco
Cisco Fires the Starting Pistol
Cisco has released more details on its Digital Navigator, a digital transformation methodology where, says
Andres Sintes, their Global Senior Director for Worldwide Partner Organisation, all Cisco partners can assess their
digital business readiness and build a patch forward
Following the Cisco Partner
Summit in Las Vegas last
November, which featured
the theme of Perform
and Transform, the vendor is
kicking o 2019 with a focus on
enabling their channel partners to
transform their own organisations
and accelerate performance.
Andres Sintes, Cisco’s Global
Senior Director for Worldwide
Partner Organisation, says that we
all know, the way customers buy,
use and consume technology is
rapidly changing.
“To stay competitive, Cisco
and our partners must adjust
our technology portfolios
to accommodate exible
consumption models, new
sales motions and customer
engagement throughout the
lifecycle.
At our Partner Summit 2018,
partners heard the big theme of
Perform and Transform, where
we highlighted the need for all
of us to work on maintaining
growth and protability today,
while also investing in new
capabilities and go-to-market
approaches for the future.”
WHY PERFORM AND TRANSFORM?
“Because customers are
demanding solutions that deliver
business outcomes, rather than
technologies. And because you
can access new total addressable
markets by reaching beyond
traditional IT buyers and
engaging other decision makers.
By becoming a partner of the
future, you are able to digitally
transform your organisation so
you can enable new business
models – for you and your
customers – so we can all continue
to win and grow.
And whatever the solution
is, software represents the last
Andres Sintes, Global Senior Director for Cisco
mile where the business value is
experienced.”
HOW CAN CISCO NAVIGATOR HELP
PARTNERS TRANSFORM?
Selling and delivering the value
of solutions that provide business
outcomes and enable digital
transformation – now that’s a big
lift for channel partners and if
they are not sure where to start
then they need look no further
than Cisco Digital Navigator,
a digital transformation
methodology where all Cisco
partners can assess their digital
business readiness and gain a
clear, personalised path forward,
including recommended rolebased
trainings and resources,
and ecosystem partners to help to
address needed capabilities.
Digital Navigator can
quickly take you from ‘where
do I begin?’ or ‘how do I
accelerate?’ to building your own
personalised digital solutions
go-to-market plan. It can also
help you nd the right path
when it comes to adding new
software and lifecycle service
capabilities to your practice to
ultimately deliver the best value
and customer experience.
Here are a few of the new
capabilities Cisco Digital
Navigator can help partners with:
• Business-Outcome Oriented
Selling
• New Buying Centres
• Consulting
• Software Development and
Integration
• Lifecycle and Managed
Services
• Operational capabilities
• Multi-Partner Joint GTM
alignment
AND WHAT ARE THE EARLY RESULT
INDICATORS?
Several partners participated
in the Digital Navigator pilot
program and the results have
been outstanding, including
one partner who expanded a $1
million deal with a customer to
over $20 million after the pilot.
is is consistent with what
we’re seeing from Cisco’s most
protable resellers who have built
successful solution practices.
ey’re growing 20 percent faster
year-over-year, seeing 50% higher
margins, and getting 3x more
revenue from line-of-business
buyers.
Partners who have already
participated in the Digital
Navigator pilot program are
growing 20 percent faster yearover
year, seeing 50% higher
margins, and getting 3x more
revenue from line-of-business
buyers.
48 | Comms Business Magazine | February 2019 www.commsbusiness.co.uk
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