|Exam Name||:||SMBAM - SMB Specialization for Account Managers|
|Questions and Answers||:||60 Q & A|
|Updated On||:||February 22, 2019|
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nowadays, Cisco introduces a newly-defined Small and Midsize business (SMB) Specialization, an superior and combined version of the current Small enterprise and Small enterprise foundation Specializations. This evolution captures a few market and expertise traits important to your client’s wants, and positions latest and future Cisco SMB really good companions to be triumphant within the midmarket area.
The SMB Specialization curriculum has been revised to replicate the architectural go-to-market method employed through Cisco’s advanced-level specializations. This new curriculum positions our SMB partners to promote across all technologies. The foremost focus for the enablement tracks are without borders Networks, Collaboration, and statistics middle, as well as up-to-date capabilities practising. And for the primary time, Cisco introduces enablement concentrated on Cloud , SMB-degree Cisco TelePresence® items and formal virtualization and information middle switching.
What else is changing with the new SMB Specialization?
with no trouble of use in mind, Cisco has reduced the variety of working towards lessons from about 15 lessons to four. the new courses proceed to be purchasable at no cost on the partner education Connection. international gaining knowledge of companions and distributors will also adopt the practising to produce instructor-led boot camps that our companions may be in a position to leverage
The application tests have additionally been updated. Please seek advice from the SMB Specialization website to be trained more about the program exam requirements.
What about existing merits?
All SMB really expert companions continue to be eligible to follow for the opt for Certification, participate within the Cisco® possibility Incentive software (OIP), and get hold of Cisco value Incentive program (VIP) express advantages. Cisco will proceed to modify the eligible product SKU list for VIP express as new product households are delivered into the software.
I motivate you to visit the SMB Specialization web page to gain knowledge of extra in regards to the new SMB Specialization. You’ll find an FAQ, At-a-look, and a presentation to assist you get you as much as pace on the new SMB Specialization.
What do you believe about these adjustments to the SMB Specialization? Please share your comments with me below.
This week Cisco introduced a brand new specialization -- the Cisco Small and Midsize business (SMB) Specialization -- for channel companions attracted to selling strategically throughout all technologies to the SMB market.
issues similar to without borderlines networks, collaboration, facts middle, updated capabilities practicing, cloud ideas, telepresence, virtualization and records core switching might be covered within the new trainings.
in line with the seller, the SMB Specialization combines two Cisco specializations -- the former Small business (SB) and the Small enterprise foundation (SBF) -- and takes the curriculum up a notch to replicate its superior-stage specializations.
partners maintaining the current SB and SBF Cisco specializations will need to take further courses by means of March three, 2014 to hold specialization reputation and, therefore, the select Certification. Cisco's select Certification presents advantages reminiscent of Cisco branding, focus within the Cisco companion Locator, and entry to Cisco Channel Incentive classes.
for brand spanking new SMB Specialization candidates, Cisco has vastly decreased the variety of training courses from 15 to four, all of which are available on the dealer's accomplice training Connection (PEC) website.
the brand new specialization comes with a couple of accomplice advantages, such as the Cisco price Incentive application (VIP); the accomplice Helpline and distribution earnings guide; business planning and demand era revenue equipment, such as collateral and net content material; and eligibility to promote Cisco wise Care provider.
SMB Specialization holders will be eligible to practice for the Cisco opt for Certification.New channel govt at Brocade
Brocade Communications techniques Inc. continues to shuffle its good executives. invoice Lipsin is the new vice president (VP) of worldwide channels and international programs integrator revenue at Brocade, based on an announcement that went out this week.
Lipsin can be chargeable for working with the company's channel corporation, providing course and management of all revenue and company development operations.
in line with Brocade, a desirable priority for the new VP can be to enable partners and international techniques integrators to tackle well timed industry tendencies, such as records center virtualization, cloud computing and utility-defined networking.
Regan McGrath -- who turned into appointed VP of world channels earnings and advertising in may additionally 2012 and is a 13-year veteran at Brocade -- is now VP of earnings for the Americas.
In his new function, McGrath might be working with each the direct-contact earnings team and Brocade companions.
prior to his appointment at Brocade, Lipsin became the global VP of channels and alliances at Arbor Networks.Avnet signals agreement with Nimble Storage
Avnet expertise options this week signed a distribution agreement with Nimble Storage to sell its portfolio of hybrid storage arrays.
Nimble, a issuer of flash-optimized hybrid storage systems, will present its converged infrastructure product known as SmartStack -- which include a pre-validated reference architecture that leverages Nimble Storage CS-sequence storage arrays and most beneficial-of-breed associate programs from corporations together with VMware, Cisco, Citrix, Microsoft and CommVault -- for distribution via Avnet.
The distribution contract also gives companions with a dedicated Nimble group; training and demand generation courses; quote and configuration assist; and configuration features and testing validation for SmartStack systems, in accordance with Avnet.Tech information companions with MessageOps
Tech information Corp.'s TDCloud business unit will now offer MessageOps' 365 Command, a hosted cloud management platform for managing Microsoft office 365 subscriptions.
365 Command helps service suppliers manipulate purchasers' Microsoft workplace 365 bills via simplifying administration initiatives and troubleshooting, in response to the dealer.
For starters, the carrier replaces the command-line interface of home windows Powershell with an HTML 5 web interface. It additionally gives reviews in unique charts, graphs and analytics, and presents an not obligatory 365 Command active listing add-in to function further administrative tasks via lively listing.
The carrier is available via TDCloud's solutions save.Novus companions with IntelePeer for SIP trunks
Novus LLC, a distributor of IP and telecommunication features, will now resell Microsoft Lync CoreCloud SIP trunking functions from IntelePeer Inc.
IntelePeer, a cloud communications business, lately announced its CoreCloud SIP trunking functions were qualified for interoperability with the Microsoft Lync 2013 unified communications (UC) platform. The capabilities have been already certified for interoperability with Microsoft Lync 2010, no matter if these deployments have been on-premises or via an utility host.
in keeping with IntelePeer, CoreCloud SIP trunks help all Lync elements and deployment alternatives and might aid lots of Lync UC clients.
Novus is asking to extend its base of Microsoft partners selling Lync applied sciences.
Cisco Specialization degree Distinguishes Channel companions With maximum stage of protection abilities, Lifecycle capabilities and Success in earnings
ROSEMONT, IL--(Marketwired - January 06, 2015) - LaSalle options announced these days that it has achieved the Cisco®master security Specialization. This specialization acknowledges LaSalle solutions as having fulfilled the working towards necessities and application prerequisites to promote, install and assist particularly sophisticated Cisco network safety solutions.
"we're honored to have earned Cisco's master protection Specialization. It demonstrates our capabilities as a leader in offering solutions designed to aid our clients empower proactive protection across their infrastructure and protect against state-of-the-art particularly-sophisticated security threats," talked about Steven Robb, president of options at LaSalle solutions. "This attention areas LaSalle with most effective 30 different US-based mostly Cisco Gold partners that cling each master Unified Communications and master protection Specializations. we're proud of the dedication and teamwork it took to reach this milestone."
"The Cisco master security Specialization is designed to admire resale channel partners who have taken the steps to be in a position to bring a self-defending community along with integrated, collaborative and adaptive safety options and entire existence-cycle services," noted Edison Peres, senior vp of international channels at Cisco. " LaSalle solutions' Cisco grasp safety Specialization is a good achievement."
The Cisco master security Specialization is designed to recognize an elite community of resale channel partners who have invested in the most in-depth technology potential and have confirmed success in offering capabilities for Cisco's price-delivered safety solutions.
To achieve the grasp protection Specialization, companions need to first reap the Cisco advanced security Specialization. companions ought to then meet a sequence of stringent necessities in three categories: technology capabilities, revenue potential and Cisco Lifecycle services. Channel partners must meet a couple of Cisco and business-commonplace technical certification necessities; deliver customer references that document prescribed design and deployment capabilities; and provide facts that they have the infrastructure to help a full menu of Lifecycle functions choices and capabilities.
The Cisco Resale Channel program offers a framework for companions to construct the earnings, technical and Cisco Lifecycle capabilities expertise required to carry Cisco options to conclusion consumers. in the course of the program's specializations and certifications, Cisco recognizes a companion's expertise in deploying options according to Cisco advanced technologies and capabilities. the usage of a third-birthday celebration audit process, the software validates a partner's know-how skills, company practices, client satisfaction, presales and post revenue help capabilities, and other critical elements that customers consider when making a choice on a relied on associate.
About LaSalle SolutionsFounded in 1980, LaSalle solutions is a number one provider of lifestyles-cycle administration services for technology and capital property. These functions consist of acquisition and financing, IT asset administration, preservation contracts management, remarketing and disposition. LaSalle solutions' methods, fantastic customer carrier and robust, market-leading cloud-primarily based toolset, LAMP, permit customers to more economically and effectively control and plan to meet their desires.
LaSalle solutions is an independently operated company and a subsidiary of MB monetary financial institution, a publicly traded Chicago-based mostly bank preserving enterprise. MB financial is traded on the NASDAQ as "MBFI".
For greater suggestions on LaSalle options, please visit www.elasalle.com and www.YouTube.com/LaSalleSolutions.
Cisco and the Cisco logo are logos or registered emblems of Cisco and/or its affiliates in the U.S. and different international locations. LaSalle solutions and LAMP are registered trademarks of LaSalle options in the u.s..
picture purchasable: http://www.marketwire.com/library/MwGo/2015/1/5/11G029606/photographs/dec14_Gold_Collab_Security_87pxh_72_RGB_wide-347923603749.jpg
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Global technology giant HP has today announced the launch of its channel partner specialisation for resellers focused on selling networking products to small- and medium size businesses (SMBs) in the EMEA region.
The new EMEA SMB Networking program gives channel partners the benefits of better financial incentive programs, focused account management, sales and marketing tools, and eligibility to participate in lead-generation activities. It also gives them preferred access to HP’s EMEA Network Design Centre (ENDC), which provides partners a service to custom-design networks for their end-user clients.
“In a still-recovering economy, small to mid-size businesses continue to look for ways to reduce IT costs, simplify their infrastructure and prepare for growth,” said Theirry Dumont, MEMA Channel Sales and Marketing Manager, HP Networking. “With the help of this new specialisation, HP enables our channel partners to offer SMBs the expanded HP Networking portfolio, while also offering them financial incentives, and access to tailored network design options. ”
For qualifying partners, HP Networking offers:• Access to a networking account manager to help grow their business• Free technical support• Free training• Solution information and marketing materials to generate demand• Sales tools and lead generation (varies by country)• Financial incentives• Access to the SMB reference case program
“A collaborative and trusting relationship with an IT vendor is very important, particularly in the networking industry,” said Marcus Mroczkowski, CEO indasys connectivity GmbH, in Stuttgart, Germany. “Working with our HP Partner Account Manager, and in the framework of this SMB networking specialisation, we believe we have the resources and support to achieve a much better perception as a networking specialist amongst both new and existing customers.”
Channel partner recruitment for the new SMB specialisation is now underway across EMEA.Comments
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In-DepthThe New SMB Curriculum
Seeing big opportunities in small to midsize businesses (SMBs), major IT vendors have retooled their SMB channel programs and offerings to get that business. Here's a primer on emerging opportunities for partners to get a piece of the action.
Here's what's changed: After years of striving to win over SMBs and the partners who serve them, techdom's leading lights are finally beginning to make real headway. Following is a brief rundown of what several such companies have been up to in the SMB space recently, along with a peek at their plans for the future.
CiscoFor big-time hardware and software vendors, taking on the SMB market ultimately boils down to two things: rolling out SMB-friendly products and signing up SMB-oriented partners to sell them. San Jose, Calif.-based Cisco has been active on both fronts in recent months.
On the product side, Cisco has added network storage, video surveillance and IP telephony systems to its Linksys line of wireless routers and switches for SMBs. On the channel side, the company has been aggressively promoting the SMB specialization that it added to its partner program in April 2007. Qualifying partners gain access to a deal-registration system and a variety of rebates tied to sales volume. To date, some 7,000 organizations worldwide have enrolled in the new specialization, including 1,500 in the United States.
The Linksys brand is the tip of Cisco's spear for making headway with SMBs.
Among them is Global IT Solutions LLC, an integrator, managed services provider and Registered Member of the Microsoft Partner Program (MSPP). Once convinced that Cisco had little to offer SMB partners, the Tempe, Ariz.-based company has been a satisfied member of Cisco's partner program since January. "I've definitely seen a huge change from them.," says CEO David Rice, citing the dedicated partner management resources Cisco has been adding recently as a prime example.
Though Cisco hopes to recruit another roughly 500 U.S. SMB specialists in the months ahead, deepening its new partners' sales and technical skills is now a higher priority for the company. "Last year was a real recruitment year," says Andrew Sage, Cisco's vice president of worldwide small business sales. "This coming year is going to be focused more on enablement."
OracleLike Cisco, Oracle has emphasized SMB product and channel development during the past year. For starters, the Redwood Shores, Calif.-based giant has been working with its partners to create industry- and geography-specific versions of its SMB-targeted Oracle Accelerate application bundles. There are now 158 such offerings available, and Oracle plans to spend the coming months ensuring that they align properly with SMB demand. "When we first launched, the intent was to build critical mass," says Mark Johnson, vice president of Oracle Accelerate applications marketing. "What we're focused on this year is making sure we've got the right partners in the right geographies with the right coverage."
Oracle has also been busily driving participation in its Value-Added Distributor (VAD) Remarketer program, which lets resellers acquire selected Oracle products from major distributors without first joining the company's partner program. "That allows partners to get started with Oracle with no barriers to entry, no fees, [and] no complex agreements," notes Kevin O'Brien, a director in Oracle's worldwide alliances and channels organization. Introduced in June 2007, the VAD Remarketer program attracted more than 500 members in its first year. Johnson views that effort as just one dimension of a larger, intensified commitment to partnering. "We've made a big push-and will continue to make a push-for selling through the channel," he says.
Such sentiments have made a believer of at least one former Oracle skeptic. "I find Microsoft to be very partner-friendly. That's not always been the case with Oracle," observes Michael Corey, CEO of Dedham, Mass.-based Ntirety Inc., a database administration services provider, MSPP Registered Member and longtime Oracle integrator. Historically, he explains, Oracle has largely ignored all but its largest partners. Lately, however, the company's partner co-marketing programs and other outreach efforts appear to reflect a genuine change of heart. "Honestly, for the first time they're really trying to focus on the SMB space in a kinder and gentler way," Corey says.
HPHewlett-Packard Co. continues to court SMB partners with all the vigor you'd expect from a company that views the SMB market as a $70 billion opportunity. In the past year, HP has assigned sales-support representatives to hundreds of additional SMB solution providers and resellers as well as providing enhanced phone support to SMB partners without dedicated reps. It's also introduced SMB Expressway, a new partner portal offering one-stop access to product information, sales and marketing tools, training materials and more.
Still, as far as Rice, the Global IT Solutions CEO, is concerned, partnering with HP is anything but easy. "We couldn't even get past the first hurdle," he sighs. He says that simply enrolling in HP's partner program was such a laborious process that he ultimately gave up in frustration.
LAS VEGAS -- At last year's Citrix Summit, the vendor inched toward closer partner ties by promising to reduce the number of high-touch enterprise accounts that Citrix held close to the chest from 900 to 500. As of today, all accounts in the high-touch segment are open to partners as a joint selling opportunity, essentially marking the end of the high-touch account segment at Citrix.
Speaking at the "Americas Breakout" session here today at Citrix Summit 2016, Fernando Campo, vice president, Americas sales and services at Citrix, got a round of applause from Citrix partner attendees, as he outlined areas of focus in 2016 for Citrix -- one of which was market sectors, and the other was the four pillars of partner focus.
As heard both in the morning keynote session and the afternoon "Americas Breakout" session, Citrix drove home its goal to grow market share in the midmarket space in 2016, while providing partners with the enablement, incentives and products to do just that. In fact, several top Citrix executives, including interim CEO Robert Calderoni and Carlos Sartorius, senior vice president of worldwide sales and services, acknowledged during the keynote session the hurdles and disappointments Citrix faced in the first half of 2015, followed by a greatly improved second half of the year.
And for 2016, the name of the game for Citrix is focus. "We're putting our focus back on what has made Citrix great: the secure delivery of applications and data," Calderoni said.
In the midmarket, the white-space opportunity is big, according to the vendor. In North America, there are 9,000 companies that belong to the midmarket, with 12 million seats available across Citrix's top-five targeted verticals -- healthcare, education, government, financial services and heavy industry.
Citrix's plan to grow with its partners in 2016 -- Citrix has about 1,600 partners in North America -- was defined by four pillars of focus: field collaboration, strong investments in partner enablement, robust demand generation and specialization programs.
Campo drilled down into the four pillars.Field collaboration
Calling it the centerpiece for partnering for success, Campo said that the focus on field collaboration means more engagement -- not just with the partner account managers (PAMs) and channel development managers, but also with the company's sales reps for more predictable engagement with partner teams. He also talked about more joint marketing activities, getting Citrix PAMs more aligned with partners.
Rafael Garzon, managing director for the Americas channel, emphasized the importance of joint selling. He also noted that Citrix is changing the way it compensates its sales organization to show that it's serious about driving closer alignment between the channel and its internal sales team.Enablement
Citrix's goal is to help partners build service offerings and find new service areas for their business, as well as enable a partner's team. The company will make big investments in this area. So, for example, the company is taking its hands-on workshops to the next level -- hands-on workshops 2.0 -- with a bull's-eye on the midmarket. The company will offer midmarket use cases and specific service offerings; a lab-focused approach, so partners develop skills they can use; and more access and communication with both Citrix sales and product engineers.
Citrix also introduced Simple Content, or bite-size content, in the form of tech talks, webinars and white papers on specific topics, for example, designed to answer partner questions and supplement training.Marketing and demand generation
Citrix will launch channel-focused campaigns on the midmarket small and medium-sized business (SMB) sectors around verticals and services with a use-case message.
This year, Citrix will launch the SolveIT with Citrix campaign -- the biggest campaign the company has launched to date, according to Campo. There will be 12 use cases that focus on the SMB and midmarket sectors, and will offer comprehensive collateral.Specializations
While Citrix recognizes that partners make a significant investment and commitment when pursuing specializations, Campo noted that the rewards are great and encouraged more partners to pursue specializations. Calling specializations a unique path to success, the vendor launched Citrix Specializations at last year's Citrix Summit. And today, a small number of partners have attained specializations.
Citrix is our bread and butter, and we help support a successful IT infrastructure that supports Citrix as well. Justin Valdessenior account executive, Convergence Technology Consulting
These partners reap higher Citrix Advisor Rewards, profitability and growth, according to Campo, who noted that partners with specializations grew 15% faster than those without specializations.
Justin Valdes, senior account executive with Convergence Technology Consulting in Columbia, Md., Citrix's 2015 Public Sector Partner of the Year and Platinum partner, was happy to hear that Citrix will focus on its core strengths, as well as make more investments in its partner program, which he considers one of the best.
"Citrix is our bread and butter, and we help support a successful IT infrastructure that supports Citrix as well. Citrix is the easiest vendor to work -- sales reps, demand generation. We have a great account manager now; she's available and resourceful, so it's good to see Citrix continue to work on the things they've always done so well, and for them to deepen their success with partners is something we really appreciate," Valdes said.
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