fivelayers.net

In my partner meetings, I frequently encounter challenges in effectively conveying the value creation imperatives of Cisco Success Tracks to our partners. Considering the digital nature of Cisco Success Tracks platform, it would be advantageous to depict the value proposition through an interaction model involving various entities and systems.

From a generic sense, digital platforms are built for value creation where producers and consumers come together to exchange value. Cisco Success Tracks or CX Cloud is one such platform where Cisco partners being producers create value over the top of the platform for their customer base. Partner value creation happens across two distinct areas.

Firstly, partner develops specialised services called ATX (Ask The Experts) and Accelerators and published them to their customer’s CX Cloud that aligns with specific architecture and use cases. The customer then access the CX Cloud and express interest for partner services.

Secondly, partner leverage the telemetry and insights data from their customers infrastructure via APIs (Application Programming Interface) and builds digital interface for their customers. This is akin to crafting the partner’s own digital CX (Customer Experience) for their customers.

While the Success Track platform lends itself to partners to execute value creation activities, it is also equally important to develop value based Accelerators for customers. These Accelerators not only needs to align to use cases but importantly to the technical and business outcomes that the customer is looking to achieve. Business outcomes depends on the customer buying centers that could be IT, LOB or the Applications group within the customer organization. The bottom line is more targeted the Accelerators are the better the chances of customer consumption.

Speaking of the customer telemetry and insights data available through APIs for partners, there are variety of use cases that the partner can consider executing on for their customers. With this, the partner can establish a digital footprint or augment their existing one with their customers.

Finally, by executing value creation activities on Success Track platform, Cisco and partner community directly benefits from the Network Effects. As more users (customers) starts to access the CX Cloud and consume these specialized services, the value of the partner services grows and benefits the ecosystem overall.