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The tech giant wants SMB customers, with the help of channel partners, to be in it for the long haul with Cisco. That means more focused marketing support, managed services, and a focus on business outcomes, according to the company’s SMB leaders.
“We’re investing tens of millions of dollars in marketing, and also tens of millions of dollars incrementally in partner programs [and] profitability to go after the space this year,” Andrew Sage, vice president of global distribution and SMB sales, tells CRN.
As CrowdStrike looks to bring its trailblazing security platform to SMBs—with the help of an army of MSP partners—CEO George Kurtz says the company has put ‘legacy’ technologies and top rivals such as Microsoft in its crosshairs.
“We are really that one-stop-shop for end customers, so we really want to make sure that we deliver the entire SMB networking infrastructure portfolio to them, rather than just an access point, just a switch, or just management,” HPE Aruba VP of Global SMB Amol Mitra tells CRN.
“The attach is there. People aren’t coming to us and saying: ‘I want to buy security from Lumen, but they are already embedded in … [Lumen] has done a good job of wrapping services around traditionally network-driven branding, said one Lumen partner who has seen an 80 percent uptick in its Lumen strategic networking services portfolio this year alone.