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| Disti First Newsletter – August 2017 |
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What You Need to Know
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As a team, we have always made it a priority to find new and innovative ways to drive growth through our 2T partners. To kick off the new FY, we have designed a digital marketing demand gen program that delivers a win/win for Cisco, the Distributors and our valued Partners. Welcome to the next generation marketing enablement program: Cisco Radius.
Radius is fueled by better data, delivered with relevant content and, importantly, powered by Distribution. FY18 Program goals: create $700M in SQL and deliver $100M in bookings.
Radius allows partners to nurture opportunities with low, medium or high touch tactics, utilizing best of breed third party vendors and industry best practices. Featured content has been developed to align with our top technology priorities and designed specifically for 2T DAP partner requirements.
The data brings together multiple intelligence sources to better locate, pursue and close opportunities – with detailed metrics along the way. We will continue to evolve and refine the program to ensure Radius marketing enablement drives results in FY18 and beyond.
Below are the FY17 By the Numbers detail and the latest program highlights:
• Disti Demand Gen Engine
• Services
• Gov Ed Accelerate
Thank you for all your support and good selling!
Andrew Sage
Vice President, Americas Distribution
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By the Numbers:
Recruit Enable Grow
for FY17
New Partners recruited
and registered |
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5,475 Americas
2,699 US,
2,288 LATAM,
488 Canada
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Partner Certification Upgrades:
1,084 Americas,
491 US,
550 LATAM,
43 Canada |
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New Partner Specializations:
1,391 Americas,
733 US,
577 LATAM,
81 Canada |
(Registered, Select, Premier
& Gold) Y/Y growth |
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12%, 17%, 1%, 14% Americas |
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8%, 17%, 3%, 14% US |
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8%, 10%, -4%, 3% Canada |
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31%, 21%, -14%, -20% LATAM |
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8% Overall Americas |
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| Disti Demand Gen Engine (DDGE) |
During FY17 the Distribution Demand Gen Engine (DDGE) produced 8,490 sales-qualified leads (SQL) and pipeline of $329M.
The breakout is below:
FY17 full year
MQL created 9,053 leads
SQL created 8,490 leads
Pipeline $329M
Q4 FY17
MQL created 1,302 leads
SQL created 1,260 leads
Pipeline $52.8M
DDGE is officially retired and has been replaced by Cisco Radius, a new and improved digital marketing, demand generation program that will deliver leads to our 2T DAP partners in FY18. See article above for more details on the Cisco Radius program.
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| Services |
Distribution Services & Software: Cisco’s Leading Growth Engine
Senior leadership have emphasized simplicity, clarity, and speed across Cisco as critical success factors. Services integration is a critical success factor for Americas Distribution. We are proactively developing programs designed for each distributor’s specialty and partner base. Our plan is to accelerate growth – in product, software and services – through innovative, unified marketing and sales programs. In future quarters we will provide the most relevant metrics in a comprehensive Hardware/Software/Services dashboard.
Key metrics for FY17 include $1.02B POS from America’s 2T Services; of that, $301M from Q4 alone.
America’s K.P.I.s are 58% Attach Rate (+2.8%) and 50% Renewal Rate (+3.1%)
FY17 key activities include:
- Successful Partner Segmentation Strategy across distribution services
- High Touch Programs
- Practice Development
- Product Alignment
- SNTC Technical Enablement
- SWEEPS (4 x $80M)
- DSV Services Support
- CCW-R Testing & Launch
FY18 areas of focus include:
- DSV Bookings migration
- SWSS 2.0
- Tiered Services
- Premium Upsell
- 50 x 20 Execution
- CCW-R Adoption
- Automation w/LCA
- Streamline SW Renewals
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| Gov Ed Accelerate |
Q4 Results:
- US SLED 2T Partners grew 11% YoY ($275.7M)
- GovEd Accelerate Partners grew 5% YoY ($91M)
- GovEd Accelerate Digital leads increased Q4 funnel by $30M (454 Leads)
Q4 Highlights:
- Distribution touched over 250 SLED partners with events, POVs and trainings.
- SLED finalized the FY18 Go To Market transition:
- Strategic Sales Motion – Sales Led - formerly Transformational & Tier 1
- Premier Sales Motion – Partner Teamed - formerly Tier 2 & Tier 3
- Territory Sales Motion – Partner Led - formerly Tier 4 & Tier 4b
- Distribution and PSPO continue to work to launch a SLED Advisory Council with representation from Disti, PSPO and focus Partners in each operation to ensure constant SLED communication and interlock.
- GovEd Accelerate completed the first full quarter using the new Digital Leads model increasing visibility and accountability throughout the lead process.
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