Techaisle Blog

Rodney Clark, SVP of Partnerships and Small & Medium Business, Cisco, and Elisabeth De Dobbeleer, SVP of Cisco Partner Program, Cisco are on a mission. At the recently concluded Cisco Partner Summit 2024, Cisco unveiled its new partner program, the Cisco 360 Partner Program, which aims to redefine how partner value is recognized and rewarded. This program fosters shared success, enhances partner profitability, and simplifies the partner experience. Cisco is streamlining its partner structure by transitioning from four roles (Integrator, Provider, Advisor, and Developer) to two main tiers: Cisco Partner and Cisco Preferred Partner. This change is not due to a lack of recognition of partners' diverse roles or a disregard for the ecosystem. On the contrary, Cisco is enhancing its focus on the ecosystem, acknowledging that partners can fulfill multiple roles. This simplified structure allows partners to achieve the Preferred Partner status through a value index that recognizes metrics spanning various business models.

Cisco currently boasts a best-in-industry partner program, recognized for its strong market presence, trust, and reliability. However, the program's complexity and operational challenges are hindering its effectiveness. The multifaceted benefits, while encouraging partner adoption, can take time to manage and track. As Cisco looks to evolve its partner program, it focuses on simplifying the process and shifting towards outcome-based metrics. By focusing on profitability and operational efficiency, Cisco aims to ease the transition for partners and ensure a smooth evolution of the program.

IBM and Microsoft have an established and successful strategic partnership, marked by significant collaborations like ARO (Azure Red Hat OpenShift). In 2021, the general availability of Red Hat OpenShift on Azure evolved into Azure Managed OpenShift on Azure. In 2023, IBM achieved Partner of the Year recognition with over 13 accreditations across the Microsoft portfolio and seven in 2024.

ARO has been a cornerstone of this partnership, offering businesses a comprehensive hybrid cloud solution that seamlessly integrates Azure services with Red Hat OpenShift. This partnership has also driven IBM’s expansion on the Azure cloud marketplace, where IBM’s technology offerings have gained substantial traction.

In a significant initiative to enhance their long-standing relationship, IBM and Microsoft are expanding the partnership by bringing additional IBM solutions to businesses through the Azure Marketplace. This strategic move aims to provide businesses with a more streamlined and integrated experience, allowing them to access a broader range of IBM software and services directly within the Azure ecosystem.

Both IBM and Microsoft stand to benefit from this partnership, as Techaisle’s research indicates a growing momentum towards Azure Marketplace. 47% of businesses consider it to be secure, 45% find it well-understood, 44% utilize it due to its extensive footprint, and 41% perceive it as a mature platform. These positive perceptions highlight Azure Marketplace’s increasing appeal to businesses seeking reliable, comprehensive cloud solutions.

Expanding IBM's Offerings on Azure Marketplace: A Strategic Partnership

There are few absolute certainties in technology – but one subject that is beyond debate is that the cloud has permanently changed how technology is deployed and consumed within businesses, and AI is the latest disruptive technology. We know that AI is everywhere, but having arrived in a hurry, the changes made in response to its adoption will not leave abruptly.

Techaisle research shows that 72% of SMBs, 97% of midmarket firms, and 100% of enterprises believe technology is critical to business success. However, IT efficiency can be challenging to achieve. As the business pressures increase, the greater is the need for automation and orchestration. Business unit leaders seek inputs from IT to help achieve business goals. In straightforward terms, in 86% of firms, IT is expected to do more and is even seen as a source of innovation. In 79% of firms, IT is expected to deliver business outcomes faster. However, 80% of IT’s time is spent on support and maintenance; in 65% of organizations, IT is left with little time for innovation.

One of the key highlights of this expanded partnership is the introduction of Apptio Technology Business Management (TBM) software to the Azure Marketplace. Apptio, an IBM company, is recognized as a market leader in TBM and FinOps. It empowers organizations to make data-driven technology investment decisions and optimize costs across cloud and on-premise environments.

The roll-out of Apptio's product suite on Azure Marketplace will occur in phases, beginning with IBM Targetprocess on October 29^th, 2024. Targetprocess is an Enterprise Agile Planning (EAP) software that integrates with Azure DevOps, facilitating better budget planning and management across diverse technology environments. IBM also plans to bring its flagship IT financial management solution, IBM Apptio Costing and Planning, to the Azure Marketplace in the first quarter of 2025. These initiatives highlight a commitment from both IBM and Microsoft to provide businesses with a comprehensive suite of solutions to manage and optimize their technology investments within the Azure cloud platform.

Techaisle research shows that channel partners seek enablement and simplifications that support their growth objectives, enhance their competitive edge, and improve their operational efficiency. Lenovo has taken significant strides to streamline and strengthen its partner framework in the ever-evolving technology landscape. By consolidating eight disparate partner programs into a single global framework, Lenovo has simplified its operations and created a more efficient and effective system for its partners. This article delves into the key aspects of Lenovo's partner framework, highlighting its structure, benefits, and future initiatives.

A Unified Global Framework

Lenovo's partner framework has undergone a remarkable transformation. The company has reduced the number of incentive programs from over 2,000 to approximately 750, achieving a 63% reduction. This consolidation has made it easier for partners to navigate and benefit. The new global framework has significantly increased the number of active certifications from 6,800 to more than 42,000, covering various portfolios, including PC, infrastructure, and services.

Lenovo 360 Solutions Hub

One of the standout features of Lenovo's partner framework is the Lenovo 360 Solutions Hub. This platform offers 50 cross-portfolio solutions with associated marketing materials and guided selling tutorials. According to Techaisle’s research, 51% of partners consider marketing and sales tools essential for driving growth. The Lenovo 360 Solutions Hub is designed to enable partners to deliver end-to-end solution capabilities, making it a crucial tool for partners to stay updated with Lenovo's vast portfolio.

Xerox, synonymous with photocopying, has embarked on a bold transformation to remain relevant in the digital age. From its humble beginnings as a copier manufacturer to its status as a diversified technology services company, Xerox's journey is a testament to its resilience and adaptability. Groundbreaking innovations punctuate Xerox's history. The introduction of the plain paper copier in the 1950s revolutionized document reproduction, and the company's subsequent development of the graphical user interface (GUI) and computer mouse laid the foundation for modern computing. The laser printer, another Xerox invention, further cemented its position as a technology pioneer. However, the rise of digital technology and the decline of traditional printing posed significant challenges to the company.  Xerox began a strategic shift towards IT Services with the 2010 acquisition of Affiliated Computer Services (ACS), rebranded as “Conduent” and spun off as a separate business services division in 2016.  The COVID-19 pandemic accelerated the shift towards remote work and digital document management.  While Xerox saw a decline in traditional office printing, it also identified new opportunities in emerging segments, demonstrating its agility and forward-thinking approach, which should give us all optimism about its future. 

It was my great pleasure to speak with John G. Bruno, Xerox's President and Chief Operating Officer. The conversation covered a broad array of subjects, focusing on Xerox's strategy for Reinvention. 

The traditional office environment has undergone a seismic shift with the rise of remote and hybrid work models. Once synonymous with physical document management, Xerox is adapting to this new reality by strategically balancing the preservation of its core print business with a bold venture into Digital Services and IT Services. While print remains a critical component of Xerox's operations, the company recognizes the growing demand for digital tools. It is investing heavily in technologies that can extract value from documents in a digital format. 

Xerox's foray into digital services is driven by the understanding that information is increasingly digitized. The company is developing services to capture, process, and analyze content from various sources, including physical documents. By doing so, Xerox aims to position itself as a trusted partner for businesses seeking to optimize their document workflows and extract valuable insights from their data. 

Furthermore, Xerox is expanding its service offerings to include IT services, particularly for small and medium-sized businesses. By providing a comprehensive suite of IT services, including managed security and cloud solutions, Xerox is addressing the growing technology needs of this market segment. This strategic move diversifies the company's revenue streams and strengthens client relationships. In essence, Xerox is evolving from a hardware-centric company to a technology-driven organization that empowers businesses to navigate the digital landscape. 

The company's Reinvention strategy is threefold. This three-pronged approach demonstrates Xerox's commitment to preserving its core print business, simplifying its operations to improve the client and employee experience, and capitalizing on the opportunities presented by the digital revolution. 

1. Strengthening the Core Print Business:

Xerox aims to maintain its leadership in the print industry by focusing on efficiency and productivity, reducing costs, and capturing growing segments like home office printing and production print. Despite the rise of digital platforms, print remains a significant market, and Xerox is determined to solidify its position as a leader in this space. As remote work and hybrid work models become the norm, the demand for home printers is expected to rise. Xerox is positioning itself to capitalize on this trend by offering high-quality, user-friendly printers to address the evolving needs of hybrid workers.   On the other end of the spectrum, Xerox also focuses on production print. This segment caters to businesses with high-volume printing needs, such as publishing houses, advertising agencies, and direct mail companies. Xerox aims to increase its market share in this lucrative sector by investing in advanced printing technologies and workflow solutions. 

2. Driving Efficiency and Growth through Global Business Services:

A key component of the Xerox Reinvention is the formation of a new Global Business Services organization. By centralizing internal processes and leveraging shared capabilities, Xerox aims to simplify operations, reduce costs, and improve the overall client and employee experience. This, in turn, frees up resources for investment in growth areas, such as emerging technologies and digital services. As Xerox continues to evolve, the Global Business Services organization will play a pivotal role in ensuring the company's long-term success. 

3. Expanding into Digital Services and IT Services:

Recognizing the digital transformation, Xerox is investing heavily in digital services, including intelligent document processing, content management, and data capture. The company also sees significant potential in IT services, particularly for small and medium-sized businesses. Recognizing the inevitable shift towards digitalization, Xerox is increasingly investing in digital services. At the heart of this strategy is intelligent document processing, which involves extracting valuable information from physical and digital documents. This technology is crucial for businesses looking to automate workflows, improve efficiency, and gain insights from their data. In addition to document processing, Xerox is focusing on customer engagement services, whereby Xerox helps companies utilize proprietary content to more effectively target and communicate with their customers, even designing and implementing omnichannel marketing campaigns. Xerox entered the IT services market to expand its digital footprint, particularly targeting small and medium-sized businesses (SMBs). By offering a range of IT services, including managed security, cloud solutions, and technical support, Xerox aims to become a one-stop shop for SMBs' technology needs.