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CISCO GLOBAL PARTNER SUMMIT'13: The future is written in APJC, says Valle

The Asia-Pacific, Japan and Greater China (APJC) region is leading in the technology adoption space and emerging markets in the region are just as important to Cisco as the developed markets, according to its Asia-Pacific, Japan and Greater China president, Jaime Valles.

He was speaking at the Cisco Global Partner Summit 2013.

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Valles said that the decision to split the Asia-Pacific, Japan and Greater China region into three developed (A/NZ, Sri Lanka, as well as Japan and Korea) and three emerging markets (India, China and ASEAN) was to skew and tailor the company strategies for each subdivision.

"When we say think local and build local, we get all the global practices but we localise them. The products, culture, and languages are all different so we have to leverage best practices."

Valles highlighted that the developing countries within the APJC region need to step up and be more competitive to be in par with their developed country counterparts.

Valles suggested that the channel should adopt four key design principles in going to market. They include:

  • Making market strategies theatre specific
  • Localising services
  • Moving to partner led as compared to customer led
  • Increasing focus on partner enablement

He also claimed that there is an increased focus on building up cities, instead of just looking as countries as a whole.

"For many years, we spoke about country transformations. But now, it is about enabling those cities to success in the Cloud," he said.

Valles added that within the data, devices, people and processes chain, the processes area is a lucrative avenue to look into as there is a growing need for partners to be relevant to their customers.

"Now we're talking about ISVs, influencers and service providers that are different to the traditional telco providers."

According to Valles, engaging with the APJC governments and deepening its reach into verticals such as financial, healthcare, education, oil and gas, as well as manufacturing is also on the priority list for the company.

"Today, technology is so important to governments to be competitive so the strategic relations with them are vital. We will continue investing to support them," he added.


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