Shulou(Shulou.com)06/02 Report--

Preface: with the rapid development of cloud computing, big data, Internet of things and artificial intelligence, digital transformation has become a general trend, which will completely change human life, production and business methods, and then drive a new round of rapid economic growth. When large enterprises or group enterprises move towards full-wisdom enterprises, the standard of success will undoubtedly depend on the success or failure of digital transformation. The goal of digital transformation is how to effectively use innovative technologies to help customers change business models, improve profits and meet customer needs, which is a challenge for Cisco and partners.

How to find the most suitable solution for customers from thousands of industry solutions? It is based on this market demand that Cisco collates information such as partners' innovative technologies, innovative platforms, and customer digital transformation needs, hoping to bring together the best solutions to meet customer business needs, which is a starting point for Cisco to build a Solution CoE (Center of Excellence) Center of Excellence in Industry Solutions. " The goal of CoE is to focus on the most advanced industry application needs, combine partners' industry excellent solutions with Cisco advanced technology, present best business practices to industry users, and create new business opportunities for all partners. " Lin Feng, senior vice president of Cisco Greater China and general manager of partners and eco-alliances, said when introducing the CoE Center of Excellence in Industry Solutions.

Lin Feng, Senior Vice President, partner and General Manager of Ecological Alliance Division of Cisco Greater China

Decrypt CoE Center of Excellence in Industry Solutions

Landing CoE Excellence Industry Solutions Center strategy, Cisco starts from four aspects: first, collate the existing solutions, look for thousands of solutions that are consistent with China's national conditions and customer needs, and work closely with system integrators and solution vendors; second, what is the solution that fully understands the immediate pressure or needs of customers? Third, through the above process to improve solution differentiation; fourth, to establish an industry model effect.

Careful observation shows that CoE plan is an end-to-end value integration process, from industry selection, scheme development, sales empowerment to market promotion, implementation and promotion, and clue management, thus forming a standardized, simplified, replicable and measurable whole assembly line. It integrates Cisco and ISV products, technologies, and applications to form solutions that address business needs for industry customers and help customers create new business models. Lin Feng also pointed out that through this process, we can more accurately understand where our customers are, how our resources can be invested more effectively, and finally implement them together across departments, which is the essence of the whole CoE.

Adhere to customer needs first and build sustainable solutions

Under the digital wave, a variety of joint solutions, alliances, and ecological establishment are common. In the Cisco CoE Center of Excellence Industry Solutions system, partners and customers are part of the ecology, so many solutions are led by customer needs.

Maybe other vendors have also developed joint solutions with partners and customers, so what are the advantages of the Cisco CoE Center of Excellence in Industry Solutions?

Lin Feng stressed that the focus of the CoE Center of Excellence in Industry Solutions is on end-to-end processes. The difference is that CoE is a process that favors the "transformation" of the product after the product, with continuous iterative updating of the solution. Many joint solutions often slow down after being sold to a few customers, because making a product is not only development, but also maintenance after development, for example, in the past, it was only a traditional system, but now we need a cloud system, how to increase the data system or add AI, we should constantly innovate and improve. At the CoE Center of Excellence in Industry Solutions, Cisco focuses on process management and how to manage and coordinate the resources of every enterprise, including partners, Cisco, and even customers more effectively.

Challenges and gains side by side CoE opens up a new way to build solutions

Talking about the challenges and gains faced by CoE in the process of landing, Lin Feng said bluntly that the first challenge is to change the thinking of existing partners. He said that Cisco is very great. Since it entered China in 1994, many Cisco employees have been working here for more than a decade or two, but the successful methods of the past do not represent the future. How to guide people to achieve clear and consistent goals and join hands in innovation? this is the first challenge.

For harvest, "at first, we just wanted to straighten out the solution process, but we didn't expect to get such a big response, through frequent exchanges with partners to help them solve customer needs and increase sales opportunities. The first harvest is the increase in adhesion with partners. Second, CoE has become a transformation tool. Many partners want to transform, and after we use the CoE platform, while the partners themselves transform, Cisco also helps them transform, so it becomes a set of transformation tools. " Lin Feng said.

CoE has covered more than ten industries, including education, retail, manufacturing, real estate and so on. Lin Feng stressed that CoE, as an end-to-end process for building joint solutions in a new way, has been about nine months since its launch, and has received a great response in the industry, and now CoE has become a process covering all solutions within Cisco Greater China. Lin Feng said that starting from November, Cisco will promote CoE to the Asia-Pacific region into a set of ideas for promotion across the Asia-Pacific region, and hopes to expand it to the world in the future. Cisco's channel system in China is also very innovative in many areas.

Write at the end

With the digital transformation of the tuyere, more and more manufacturers build ecology, which also forms the current situation of competition between ecosystem and ecosystem. As a leader in new technologies, Cisco is also constantly exploring new ways to serve customers. In the face of this demand, the CoE Outstanding Industry solution Center has emerged, which is led by customer needs, integrates Cisco solutions, partner solutions, and customer needs, and through process control, to achieve simultaneous upgrading of solutions and customer needs, to achieve value delivery, and to open up a new way to build solutions.

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