A FINANCE PARTNER FOR TECH NEEDS Scott Griggs,
Head, Marketing & Channel Partner Development, Cisco Capital APAC
The days are gone when inability to adopt newer technologies was blame on inadequate financial support. Cisco Capital works with all Cisco partners, across the board. Customers can avail of financing from Cisco Capital by reaching out to any Cisco partner they are engaged with, across the country. Cisco Capital empowers channel partners to use financing as a strategic sales enabler, provides differentiated financing options to customers, and drives growth and profitability for Cisco and its channel partners.
Cisco Capital works with key Cisco partners through business and market development initiatives and programs to help accelerate the adoption of Cisco technologies across businesses in the country. As part of this, Cisco Capital has ramped up its Channel engagement program to include over 20 top tier partners across the country. The company provides national coverage through its team of Financial Solutions Managers who provide financial consulting and support to all Cisco partners in their respective regions. For instance, Cisco Capital is engaged with Telecom Service providers across North and West India and with customers in the Technology / IT vertical across South and West India. In addition, Cisco Capital also provides financing solutions for large government infrastructure projects as well as Small and medium businesses across all parts of the country.
WHO CAN BE A PARTNER?
Any channel partner who is certified to resell Cisco equipment can reach out to Cisco Capital to avail of financing for their customers’ Cisco solution purchase.
Cisco Capital has started engaging with key Cisco partners across the country through an on-going support and enablement program. As part of this, Cisco Capital will provide partners with the tools and support necessary to help them position Cisco Capital, with their customers. The program will also set financing targets and will reward partners through back-end rebates and incentives for goal achievement.
In addition, Cisco Capital regularly reaches out to customers through on – going programs and offers aimed at accelerating the adoption of specific Cisco technologies. For instance, Cisco Capital provides low interest rate offers to help customers migrate their Cisco Catalyst 6500 switch to the new Catalyst 6800 switch or Cisco Nexus 9000 / Nexus 7000 switches. Cisco Capital also provides deferred payment offers for Windows Server 2003 migration to the latest Windows platform running on Cisco’s UCS server infrastructure in addition to low rate offers on Cisco Multi-year Services.
The company engages with customers and key business influencers through on-going marketing and awareness programs such as live industry events and online webinars. It also provides on-going training and enablement for Cisco partners and reinforces this through rebates and incentive programs.
“In addition, Cisco Capital helps to train partners in engaging with key stakeholders within customer organizations and helps them adopt a holistic selling approach with a key focus on enabling the customers’ business outcomes,” says Scott Griggs, Head of Marketing & Channel Partner Development, Cisco Capital APAC. It has embarked on an on-going initiative to enroll more partners to join the Cisco ‘financing incentive program’.
CISCO CAPITAL VS COMPETITION
Cisco Capital brings a deeper understanding of Cisco’s products, services and customer business requirements than banks and other third-party financial institutions. As the captive finance organization of Cisco, Cisco Capital is uniquely positioned as a strategic finance partner offering an extensive range of financial products with expertise in Cisco solutions. Its mission is fundamentally different from third-party financial institutions in that it exists to enable sales and profitable growth for Cisco and its shareholders. Cisco Capital’s primary goal is to support business transformation for our customers and provide partners with growth opportunities and profitability/ margins. The company makes it easier for customers to acquire the technology they need, meet ongoing technology refresh requirements and reduce total customer cost of ownership.
“For partners, our focus is on profitably enabling the sale of Cisco’s solutions. In order to aid this, Cisco Capital regularly develops financing offers that target specific technologies or market segments for defined periods. With customized solu- tions for financing technology investments, businesses can spread the costs of new technology and services over time, maximize cash flow, and conserve capital budgets,” adds Griggs.
TOWARDS A NEW HORIZON
Cisco Capital has, over the past several years, worked very closely with Service Provider customers to help them acquire best of breed technology through highly cost effective financing solutions. As the Digital India initiative starts to take shape across the country, Cisco Capital will work closely with these Service Provider customers/partners to help them build business models that can tap into new business opportunities around this initiative.
Most organizations need to make sizeable investments to ensure that their IT infrastructure is prepared to take advantage of the opportunities presented by the Digital India initiative. Companies must acquire the newest technologies and infrastructure such as cloud and mobile computing to ensure that they are ready to participate in the ‘Internet of Things’ economy and capitalize on the opportunities it presents. Businesses can employ a variety of strategies to plan for such large-scale investments in technology, one of them being partnering with captive finance companies that are uniquely positioned to help enterprises prepare for the Internet of Things and, later, for the Internet of Everything. These entities can help cities to maximize their investments and enable them to transform every facet of their operations.