Cisco Partners Urged to Look Ahead with 'Windshield View' Approach
Cisco partners can turn renewal and lifecycle data into longer-term customer strategies by adopting a 'windshield view' approach, says Jay Pierce of SmarTrak.ai. This involves looking ahead at what customers may need over the next three to five years instead of simply reviewing what they bought last time.
Pierce points out that this means considering hardware, software, services, Cisco buying programs, and the customer's broader business plans as part of the renewal conversation. He also emphasizes the importance of data protection, Cisco program knowledge, and context in turning information into useful partner intelligence.
The opportunity for Cisco partners is to move beyond a transaction-based renewal process and use lifecycle information to build a more complete account strategy. This can help them plan for what comes next and expand the customer conversation.