Category: Cisco

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Cisco go Beyond Expectation with huge upgrade to partner incentive program at 2023 Partner Summit.

At Cisco’s 2023 Partner Summit this week, Cisco annouced a massive shakeup in their partner incentive programme. I my experience (and from the partners I work with), this makes Cisco’s incentive programme really stand out as top in class, in terms of where and how partners are rewarded.

In short, this new Partner Incentive is based-on three areas.

  • Rebates for one-time sales deals.
  • Incentives for recurring business.
  • Additional rebates for driving customer value services such as driving adoption and increasing subscription volumes (seats).

Inventives aligned to Cloud

Cisco said that they are transforming the partner program to align with its transition to more software and services-based offerings.

The new Cisco Partner Incentive programme is designed to reward partners for selling Cisco hardware, software and as-a-service solutions by aligning the rebates paid, based on total contract value, customer adoption and growth of the subscriptions they have bought. This will help ensure Cisco partners work more closely with their customers (as against one off deals) to ensure their customers buy it, use it and grow it, rather than just focusing on selling product.

This is a similar approach that longer standing cloud vendors such as Microsoft use to drive usage and adoption of their products and services.

The Cisco Partner Incentive is the biggest change we’ve made to partner incentives in more than a decade and is the capstone on the Cisco partner programme evolution started in 2020.

Marc Surplus |VP partner programs|Cisco

The new icentives will also better support their partners to acquiring new logos, for up selling additional cisco products and services and for cross selling into other accounts. Partner that offer and upsell “Cisco Powered Managed Services” will also receive increased rebates.

Skills Shortages driving Managed Service Demand

Cisco estimates that the managed services market for its products is worth $161 billion, and expects 46% of its sales to be sold as a managed service by 2027.

More and more organisations are turning to trusted Cisco Partners to look after support and maintaining their technology and help drive adoption of technologies to increase ROI and usage across their organisations.

New Specialisations to differentiate the top partners

To help partners differentiate in the market and demonstrate their expertise, Cisco is also introducing up to six new solution specialisations within the next nine months. These will cover areas such as cloud, security, collaboration, IoT, data center and enterprise networking.

Cisco is also enhancing its partner experience platform (known as PXP) with new features which include as a new sustainability estimator, that will enable partners to calculate and present their customers with environmental and cost benefits of modernising their IT hardware with the latest technology. This will made available only to environmental sustainability specialised partners.

Cisco is also introducing new Partner Advanced Support for Managed Service Providers (MSPs) along with guided access to API integrations that build on MSPs’ existing services and integrate into their operation and support services platforms such as Service Now.

New partner program starts H2 2024

The new Cisco Partner Incentive is expected to begin in the second half of 2024, and will replace the existing Value Incentive Program (VIP) and VIP Annuity.

Designed for everybody to wins

Cisco says the new incentive will provide more predictability and profitability for partners, as well as more value for customers. This is great news for partners like us (Cisilion) as it helps us drive more value for customers, while keeping prices for product and services low in an ever more competitive landscape.

Rewarding partners for growth and adoption of Cisco products helps ensure customer leverage maximum value and ROI of their investment, ensures partners continue to add value and that Cisco (hopefully) retain and grow their market share across their extensive product portfolio.

Rob Quickenden | CTO | Cisilion.
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Cisco to Aquire Splunk

Cisco has announced that it will acquire Splunk, a cybersecurity and observability platform platform for $28 billion.

Cisco say that acquisition is expected to help them create the next generation of AI-enabled security and observability solutions, moving organisations from threat detection and response to threat prediction and prevention.

This will help build on the extensive full stack observability platforms Cisco have already including Thousand Eyes and Cisco App Dymanics.

We’re excited to bring Cisco and Splunk together. Our combined capabilities will drive the next generation of AI-enabled security and observability…. From threat detection and response to threat prediction and prevention, we will help make organizations of all sizes more secure and resilient.”

Chuck Robbins | CEO | Cisco

This is the biggest acquisition in Cisco’s history and a massive push into software and artificial intelligence-powered data analysis. With three two complimentary services coming together it should help Cisco achieve it’s mission to “securely connect everything to make anything possible, and move from threat detection and response to threat prediction and prevention”.

Splunk President and CEO Gary Steele will join Cisco’s Executive Leadership Team reporting to Chuck Robbins.

What is Cisco’s Full Stack Observability offering?

Cisco’s Full-Stack Observability (FSO) solutions bring together performace and availability data from on-premises, cloud and SaaS applications allowing organisations to monitor traditional and modern applications, track performance of cloud-native applications, and correlate network metrics with application performance data and provide real-time insights and recommended actions for any performance related issues along with the potential. Impact to the business.

Cisco Full-Stack Observability is comprised of a single platform that brings together multiple solutions such including AppDynamics, ThousandEyes, and Cisco Secure Application. Splunk will soon be added to this!

The platform is open and extensible, API-driven, focused on OpenTelemetry, and anchored on Metrics, Events, Logs, and Traces (MELT).

You can find more information about Cisco Full-Stack Observability solutions on the Cisco website

You can read the announcement from Cisco below.

https://newsroom.cisco.com/c/r/newsroom/en/us/a/y2023/m09/cisco-to-acquire-splunk-to-help-make-organizations-more-secure-and-resilient-in-an-ai-powered-world.html

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Cisco XDR uses Cohesity to help protect your org from ransomware

Cisco has added ransomware detection and recovery support to its recently unveiled Extended Detection and Response (XDR) system.

Ransomware is a type of malicious software that encrypts the end user’s device and data and demands a ransom for its decryption. Ransomware attacks can cause considerable damage to businesses and organisations, disrupting their operations and compromising their data. To combat this threat, Cisco has now introduced a new solution that integrates with their new Extended Detection and Response (XDR) solution with Cohesity’s DataProtect and DataHawk offerings.

Cisco’s XDR system is a cloud-based platform that combines multiple security products and telemetry sources to detect, analyse, and respond to threats across the network and endpoints. As Cisco announced the General Availability of their XDR platform, they also announce that they have added ransomware detection and recovery support to their XDR system, enabling Security Operations Center (SOC) teams to automatically protect and restore business-critical data in the event of a ransomware attack.

This feature is made possible by integrating Cisco’s XDR system with Cohesity’s DataProtect and DataHawk offerings, which are well established and trusted, infrastructure and enterprise data backup and recovery solutions. These provide configurable recovery points and mass recovery for systems assigned to a protection plan and can preserve potentially infected virtual machines for forensic investigation and protect enterprise workloads from future attacks. 

Cisco said that the exponential growth of ransomware and cyber extortion has made a platform approach crucial to effectively counter adversaries. It also noted that during the second quarter of 2023, the Cisco Talos Incident Response team responded to the highest number of ransomware engagements in more than a year.

The integration of Cisco’s XDR system and Cohesity’s solutions is designed to help Security Operations Centre (SOC) teams and IT to automatically detect, snapshot, and restore business-critical data at the very first signs of a ransomware outbreak; often before it has had a chance to move laterally through the network to reach the high–value assets.

In the announcement, Cisco and Cohesity said that they already have a long-standing partnership, with over 460 joint customers. Cisco have said that the Cohesity Cloud Services package will also be able to be sold by their Cisco channel partners like Cisilion later in 2023. The Cohesity Cloud Services include data security and management as well as threat defense, data isolation and backup/recovery. Cisco have also said that the software can be deployed and hosted on both Microsoft Azure and Amazon Web Services (AWS) via their marketplaces.

This brings more features to Cisco’s XDR service (a competitive landscape where they compete against the likes of Microsoft, Sentinel One and Palo Alto) and brings together a myriad first-party Cisco, and third-party security products to control network access, analyse incidents, remediate threats, and automate response all from a single cloud-based interface. The offering gathers six telemetry sources that SOC operators say are critical for an XDR solution: endpoint, network, firewall, email, identity, and DNS, Cisco stated in the announcement.

Part of Cisco’s growing Security Portfolio

The Cisco Security portfolio is a comprehensive set of solutions that work together to provide seamless interoperability with your security infrastructure, including third-party technologies. Their growing portfolio covers various aspects of security, such as network security, user and endpoint protection, cloud edge, advanced malware protection, email security, web security and workload security. The Cisco XDR system is part of this portfolio and integrates with other Cisco products and services to detect, analyse, and respond to threats across the network and endpoints.

Cisco XDR system can leverage the threat intelligence from Cisco Talos – the cloud-based platform known as Cisco SecureX, as well as the backup and recovery solutions from Cohesity to provide a powerful and proactive defense against ransomware and other advanced threats. Cisco XDR system also supports third-party integrations with other security vendors, including Microsoft, Splunk and many others.

Cisco have, and continue to invest heavily in their end-to-end security portfolio and their XDR solution (as of December 2022) is on the cusp of moving into the Leaders Quadrant in the Gartner Magic Quadrant for Endpoint Protection.

Cisco's XDR play competes against other industry leading XDR vendors including Sentinel One Microsoft Defender, Crowdstrike Falcon, Palo Alto Cortex XDR and Trend Micro Vision One.  

Cisco are on the verge of become a leader in the Gartner Magic Quadrant for Endpoint Protection.

Conclusion

Ransomware is a serious threat that requires a comprehensive and proactive solution. Cisco’s XDR system, integrated with Cohesity’s DataProtect and DataHawk offerings, provides a powerful way to detect, prevent, and recover from ransomware attacks.

For organisations with a fragmented security portfolio and those heavily invested in Cisco infrastructure, Cisco’s XDR can be an excellent choice for organisations that need to increase visibility and simplify the detection and remediation time with the integration of XDR with the rest of their Cisco Security portfolio – enhancing the visibility, automation, and effectiveness of security operations.

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