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Cisco’s Oliver Tuszik: ‘What A Surprise. Partners Are Driving Recurring Subscriptions’

“Cisco already shifted into software and the partners share in this space? It grew. We are now at a higher partner share than before … That proves what we’re always saying: in this future, the partners are becoming even more important,” Cisco Channel Chief Oliver Tuszik tells CRN.

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Partners Leading The Software Charge

Cisco has been on a mission to pivot from a networking hardware leader to a software giant, driven by services, subscriptions, and flexible consumption models. The company is doing just that – subscriptions are on track to make up half of Cisco’s revenue by its 2025 fiscal year and 31 percent of Cisco’s revenues are coming from software, according to the company.

But Oliver Tuszik, senior vice president of Cisco’s Global Partner Organization, said that the company would have never been successful with its transition had it not been for its loyal base of partners, who are bringing in nearly 90 percent of the company’s overall bookings. And he’s not the only executive that feels that way. Gerri Elliott, Cisco’s executive vice president, chief customer and partner officer called partners “Cisco’s not-so-secret weapons” last week during Cisco’s 2021 Investor Day. In fact, the company’s large channel ecosystem has increased Cisco’s reach and impact across the world fivefold, Elliott said.

Tuszik caught up with CRN following Investor Day last week — the company’s first one in four years — to talk about how partners are driving Cisco’s financial goals through subscriptions and everything as a service, and how they are helping the company on its transformation journey.

Here’s what Tuszik has to say.

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