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Ingram Micro Software Desk supports Cisco partners’ business transitions

September 26, 2017

As more networking infrastructure moves to the cloud, channel partners are seeing declines in hardware sales and making similar business transitions that Cisco’s making. While the move makes sense on paper, executing it in real life isn’t always as easy. Unlike the good old days where you could close a $500,000 deal and get paid all at once, in today’s subscription economy customers prefer to pay for projects monthly. “Plus, software and services subscriptions are much more dynamic and pricing can fluctuate each month depending on changes in customer staffing or different add-ons or complementary services they may add or discontinue,” says Kristin Travis, senior manager, vendor business, Cisco business unit at Ingram Micro. “These and other challenges that come with transitioning to a recurring-revenue software and annuity business model were driving forces in Ingram Micro’s launch of Software Desk last November. Software Desk is Cisco specific and comprises a dedicated, cross-architectural team to support operational and transactional activities for new Cisco annuity and software product lines. We’re here to help our Cisco partners shorten their sales cycles, win more Cisco business and close deals faster.”

Cisco annuity and software-supported lines include the following categories and product lines:

Collaboration

  • Cisco Spark
  • Cisco Spark Board and Cisco Spark Room subscriptions
  • Cisco WebEx
  • Cisco BE4K subscriptions

 

Security

  • Cisco Umbrella
  • Cisco Cloudlock
  • Cisco Cloud Email Security
  • Cisco Cloud Web Security

 

Data center

  • Cisco CloudCenter
  • Cisco Metacloud/Metapod
  • Cisco Tetration

 

Enterprise networks

  • Cisco Connected Mobile Experiences (CMX)
  • Cisco Industrial Network Director (IND)

 

Janice Young, sr. channel account specialist, Cisco software and annuities, Ingram Micro, says there are lots of ways Software Desk can help Cisco partners. “Our team manages 500+ Cisco subscriptions per month, and we’re all very familiar with how these processes work and best practices,” she says. “We support partners with everything from quoting, ordering and billing to managing, renewing and upselling. In some instances, partners just need a little extra help understanding a few details on their bill. At other times, however, a partner may be feeling overwhelmed with the exponential increase in monthly billing activities and need our guidance in expanding their back-end processes to accommodate these changes. We offer training and support to help them make the transition, plus we can help them position their forecasting and manage the communication with their customers.”

Ingram Micro Cisco partners looking for help with Cisco software and annuity related matters can reach the Software Desk team via email at: ciscosoftware@ingrammicro.com or by calling (800) 456-8000, ext. 76747.