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Cisco Q&A: Networking is evolving
The vendor’s UK channel lead shares insights into the current landscape and how partners can build additional services around its offerings
The world of networking has changed significantly over the past few years, with the focus now on providing infrastructure that is ready for artificial intelligence (AI). The speed of evolution has meant channel partners must keep on top of the market. It also has implications for vendors as they move to ensure they equip partners with the right technology and support skills development.
To gain an insight into the current state of the market, MicroScope caught up with Joachim Mason, managing director for partner sales at Cisco UK&I. As well as clarifying its current approach, he underlined the continued opportunities for its channel base to add value around its propositions and meet a wide range of customer needs, which will continue to drive growth in the networking space.
What does Cisco currently define as networking solutions?
Networking is no longer just about connecting people, devices and applications. Today, it brings together connectivity, security and observability in a way that helps IT teams simplify operations, respond faster to issues and support the wider needs of the business. As organisations become more distributed and increasingly reliant on digital services, the network has become a critical platform for maintaining performance, resilience and trust.
Who needs them?
Any organisation looking to compete in a digital-first economy needs a modern networking strategy. Whether the goal is building the infrastructure for AI initiatives, strengthening security, supporting hybrid work, or improving customer experiences, the network sits at the centre of it all. The challenge many organisations face isn’t a lack of technology; it’s managing growing complexity while keeping users productive and data secure.
How should the channel deliver them?
Customers are increasingly looking for outcomes rather than products. They want partners who can help them reduce risk, simplify operations and get more value from their technology investments. That’s creating a significant opportunity for the channel to combine networking, security and observability into services that solve real business problems. Partners that can demonstrate measurable outcomes will build stronger, longer-term relationships with their customers.
“Customers are increasingly looking for outcomes rather than products. They want partners who can help them reduce risk, simplify operations and get more value from their technology investments”
Joachim Mason, managing director for partner sales, Cisco UK&I
Can the channel introduce additional services easily?
Absolutely. The move towards software-defined and API [application programming interface]-driven architectures is opening up new opportunities for partners to deliver services around automation, analytics, security and operational optimisation. Customers are generating more data than ever before, but many still struggle to turn that information into action. Partners that can help customers automate routine tasks, improve operational efficiency and strengthen their security posture have a significant opportunity to expand their role and create recurring revenue streams.
What are the prospects for the technology this year and beyond?
AI-native networking is moving from aspiration to reality. Customers are already asking how they can reduce operational overhead, respond to issues faster and make better use of increasingly stretched IT resources. That’s where intelligent automation and self-healing capabilities will have the biggest impact. Over time, networks will become more proactive, helping IT teams identify problems earlier, automate routine tasks and maintain a consistent experience for users. The real opportunity isn’t simply to automate more; it’s to free IT teams to focus on innovation, growth and business outcomes.
