What you need to consider when starting a new data center practice
What do you need to consider when starting a new data centre practice? We all know that it isn't easy to become a trusted IT advisor.
Often, there are weeks, months, years of highs and lows, long hours and deadline deals that go into a Partner and their client forging a strong relationship. In the middle of that dynamic cycle is the presence of the technology, solutions, and services that work at the speed of business to bring the channel value to life.
In the technology industry it can be a challenge keeping up with the constant change of providers. Data Center technology, and more specifically, server infrastructure, the changes come a mile a minute. Whether you have championed the technology of one manufacturer for your entire existence, or are looking at selling data center for the first time, carefully considering our points below will guide you to establishing (and developing) a new Cisco UCS practice.
“Can” You Sell vs. “May” You Sell
You are a successful Partner, with sales and engineering contacts that close deals. Yes, you can sell. However, server vendors require some certification to sell at least a portion of their portfolio. Cisco UCS blade servers are part of the restricted list, not to mention the pricing programs like New Account Breakaway that cannot be leveraged until certification is completed. Luckily, the Cisco Data Center team at Ingram Micro makes the requirements easy to understand, with enablement events and programs to help you sell Cisco UCS!
Fill the Gaps
Yes, you want to sell Cisco Data Center. Your sales team and engineers who are interfacing with clients are getting pushed to spec UCS all the time. Since they have been talking about a different manufacturer for so long, or are navigating that conversation for the first time, they are unsure of the nuances of the technology and quoting systems. Business Development Managers, Sales Specialists and Pre Sales at Ingram Micro are standing by to talk as high level or granular as needed, to get your team on the front lines comfortable talking about the business outcome of implementing a Cisco solution.
Cisco Field Support
When your sales leads interact with field sales from vendors, good things happen. Cisco has a wide reaching network of field resources that are interested in your enablement, connecting you with end users, and being an advocate for your growth.
Demand Generation - End User Leads? - Yes Please
Whether there is opportunity to position Cisco Data Center products to your existing clients, or it’s purely a net-new play, how do we get the conversation going? Since we have already worked together on certification, sales trainings, technical support, and field engagement with Cisco, we just need to get you in front of clients. Cisco and Ingram Micro both have lead generation programs depending on a Partner’s technology background, objectives, and vertical focus. Let’s get working with marketing on making this growth opportunity a success!
Please reach out to our Partner & Architecture Programs Lead Kristy Willer on 07826 876120 or kristy.willer@ingrammicro.com to see how she can help you and your business.