Intuitive networking move will make our partners' skills more important, claims Cisco UK channel boss

Angela Whitty also reveals Cisco is to extend its partner coverage model later this year and responds to concerns that rise of AWS is trashing reseller margins

Cisco's recent "intent-based" network launch will make the skills of its 4,000 UK partners more relevant than ever, according to Angela Whitty, managing director, Partner, UK and Ireland, at Cisco.

In an interview with CRN, Whitty (pictured) also revealed that Cisco will build out its coverage model in the UK later this year to tackle perceptions that the networking giant keeps smaller partners at arm's length. She also responded to concerns that the rise of AWS is putting pressure on margins in the Cisco channel.

Cisco claims its new intent-based networking solutions represent the "culmination of Cisco's vision to create an intuitive system that anticipates actions, stops security threats in their tracks, and continues to evolve and learn".

The launch broke down into three key areas: the launch of DNA Centre, a centralised dashboard for managing a network; a new series of IoT-ready Cisco Catalyst switches; and improved security capabilities.

Whitty denied that the launch was just a repackaging of previous announcements, describing it as a "complete change" for Cisco and its partners.

"If you think about how the network has evolved, it's now all around a network that can learn and adapt, moving from manual to much more automated processes," she said. "But that doesn't mean a move away from skills. The skills of our partner base become more and more important, and if you look at the commercials around the new products that have been launched - the Catalyst 9000 switches - they are moving to more of a subscription model. That's where we see all of our partners are looking to move, anyway."

Whitty acknowledged the perception that Cisco is often seen as remote and arrogant by smaller resellers, and said building out its coverage model will be a priority over the next six months.

"We are still in the planning phase at the moment, but we are looking at some simple things to implement next [fiscal] year to make sure that we touch - whether that be through virtual resources or some field-based resources - as many partners as possible," she said. "We've done some of it but I think we still have a long way to go."

Whitty also tackled concerns that the rise of AWS is eroding margins in the Cisco channel. Partnering, rather than competing, with the likes of AWS will ensure lucrative hybrid cloud opportunities for partners, she argued.

"I understand the fear, but I don't believe it's something that will be realised; I think the role the partners play in the whole hybrid model will stop that from happening," she said.

To read the full interview, see the next issue of CRN, out on 17 July.