In today’s rapidly evolving tech landscape, the mantra “adapt or be left behind” couldn’t be more relevant. A 2019 Forbes article quoted Marc Andreessen, co-founder and general partner of venture capital firm Andreessen Horowitz, who said in 2011, “Today, software is eating the world.” Forbes argued that eight years later, “it’s clear that services are eating software.” In June 2021, the TSIA (Technology & Services Industry Association) further elaborated on this notion, declaring that now, managed services eats everything. Leveraging this shift toward managed services, Cisco’s Webex Wholesale RTM (Route to Market) is a strategic channel solution designed to bring Webex to the SMB segment.
Shift to Managed Services
“The main market opportunity is large for partner managed services for Cisco and for their partners,” said Gavin Critchlow, Product Business Manager for Cisco Collaboration, TD SYNNEX, during a recent EDGE webinar. “Cisco is a hardware company that’s becoming a software company, that’s becoming cloud. But now managed services is eating software, so Cisco needs to give the partner community what they need to provide everything as a service so that they can put together a service that they can take to market.” The managed services opportunities aren’t limited to a specific Cisco domain; they encompass the entirety of Cisco’s portfolio. This presents a significant market opportunity. In fact, it’s estimated that by 2025, there will be a staggering $113 billion Total Addressable Market (TAM) opportunity for products bundled with managed services.
The industry is moving toward a service model, and customers want to consume IT with flexibility, ease, and security, driven by line of business buyers. Critchlow said, “As the IT landscapes become more complex, customers want a single point of contact whenever they have issues arise. Having someone that provides managed services for them is very important here.” As Critchlow indicated before, Cisco’s job is to make it easy for partners to consume their offerings and deliver them as services, which is what they’re doing with Webex Wholesale RTM.
Cisco Webex Wholesale RTM: Bringing Innovation to SMBs
Cisco’s Webex Wholesale RTM solution is designed to bring innovation to the SMB segment. As the demand for managed services continues to grow, Critchlow said that this offering allows partners to deliver Webex services seamlessly to their customers, ensuring that businesses of all sizes can benefit from Cisco’s advanced collaboration tools. Customers can choose from five packages—Common Area Calling, Enhanced Calling, Webex Calling, Webex Suite, and Webex Meetings—each catering to a variety of different needs.
One of the key advantages of the Webex Wholesale RTM is its ease of use and customization. Partners can easily place orders for Webex Wholesale and have the flexibility to decide who gets the licenses. This means that partners can designate licenses to specific users or add someone who controls user allocation. The process is streamlined and efficient, eliminating the need to input new deal IDs when additional licenses are required. All of this is managed seamlessly through the Webex Partner Hub. This administrative interface allows partners to configure offer attributes, manage deals, designate individuals, and streamline various aspects of their Webex services.
The journey to access Webex Wholesale is straightforward and designed to empower partners to quickly get started. Here are the five steps to get started on their Webex Wholesale RTM journey:
1. Register as a Cisco partner.
2. Enroll in Partner Program Enrollment (PPE).
3. Create and accept a wholesale order.
4. Activate the subscription.
5. Onboard to wholesale.
It should be noted that orders placed through Webex Wholesale can only be sold to a Cisco registered partner, ensuring that the solution is delivered through trusted channels.
As the Webex Wholesale program gains momentum, partners who are starting this journey are receiving robust support from Cisco. Critchlow noted that “there is a bit of handholding going on as this gets ramped up.” Partners can access extensive support and training resources to ensure a smooth transition to offering Webex services through the Webex Wholesale RTM.
Conclusion
As the tech landscape evolves, managed services are playing an increasingly crucial role. Cisco’s Webex Wholesale RTM is at the forefront of this transformation, enabling partners to deliver innovative collaboration solutions to SMBs. With a streamlined ordering process, robust support, and a range of features to enhance the end-user experience, Cisco is empowering partners to thrive in the age of managed services. As the demand for flexibility, ease of use, and outcome-driven IT solutions continues to rise, Cisco and its partners are well-positioned to meet the evolving needs of customers in the digital era.
For more information about Webex Wholesale RTM, partners can reach out to Critchlow at gavin.critchlow@tdsynnex.com. Partners who have questions about becoming MSPs can also reach out to Molarvie Rom, Product Business Manager for Cisco MSP, TD SYNNEX, at Molarvie.rom@tdsynnex.com.
In addition, Critchlow highlighted the upcoming Collaboration Partner FY24 New Year Sales Kick-Off, taking place virtually on Tuesday, September 26. “I think we’ll hear more about the Webex Wholesale offer, so make sure to register for that,” he said. Partners can register here.
