Cisco Partner Leaders Eye Cloud Marketplace, Co-Sale Opportunities
… revenue-shift from one to the other, or candidly, it could be growth,” Holden said. “I’m in the latter camp, to be very frank.”
Nevertheless, Cisco is making this shift based on what customers want. A Bessemer Venture Partners study forecasts 88% growth in the cloud marketplace space over the next three years.
“Two years ago, we started to turn everything away from Cisco and the partner — and started only with the customer. At the end, we all paid by our customer,” Tuszik said. “How they want to buy, how they want to consume and what type of decisions they’re making were the leading things that started the entire route-to-market approach.”
The Partner Shift
However, many of Cisco’s resale partners are already working with the hyperscalers and have products on cloud marketplaces. For example, Gallo said ePlus recently signaled its enthusiasm.
“Customers can still work with our partners, and [partners’] services are listed on some of these marketplaces, which I think is creating a great profitability opportunity,” Gallo said.
Agrawal agreed that many of Cisco’s largest partners have evolved to a place where the co-sale and cloud marketplace initiatives fit them very well.
“They are increasingly gravitating toward being a cloud provider, which means that they are assembling these best-of-breed solutions to offer cloud solutions to their end customers,” Agrawal said.
Chris Cagnazzi, Presidio‘s senior vice president and general manager of cloud and managed services, offered a comment in support of the initiative.
“Cisco is collaborating with the cloud providers and consulting Presidio on the best approaches for procurement of their SaaS and software offerings through marketplaces to meet our customers where they want to buy,” Cagnazzi said.
More Data
Cisco’s business in the hyperscaler’s cloud marketplaces grew 65% year-over-year.
In addition, Cisco is seeing serious managed services growth. Meraki managed services grew 48% in fiscal year 2022, and its managed services for enterprise networking and switching grew 16%. Overall, Cisco reported an expected 39% increase in managed services over the next two years.
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Cisco has offered its Duo and Umbrella solutions in the AWS Marketplace since last Spring: https://aws.amazon.com/marketplace/search/results?searchTerms=cisco+umbrella https://aws.amazon.com/marketplace/search/results?searchTerms=cisco+duo