Interview
growth, serving the needs of enterprises increasingly migrating to cloud and SaaS and managing new realities around hybrid work. To meet this demand, we’ve rapidly grown TousandEyes’ channel team across EMEAR. End-to-end visibility is a critical component for partners to
accelerate and support customers’ digital transformation projects as well as to relieve customer IT teams from costly war rooms, and quickly identify and resolve issues that are impacting end users’ digital experiences. Delivered as a SaaS solution, TousandEyes’ channel focus supports Cisco’s commitment to deliver - via the partner ecosystem - world-class soſtware and services that accelerate growth opportunities and drive profitability for partners.
How has the company pivoted to a partner-led strategy in response to market demand for end-to-end visibility into growing SaaS and cloud environments? Cloud-based apps and services have become the de facto method of how services are delivered and consumed, and our customers depend on cloud, SaaS, and Internet networks that sit outside of their control to deliver exceptional customer digital experience, which is now critical to business continuity. When websites or applications are slow or are inaccessible, employees can’t work, consumers lose patience, and revenue and reputation are at stake. TousandEyes creates a single source of truth view of all the
disparate internal and external components and delivery paths that can impact end-user experience, making it easy for businesses to immediately pinpoint where a service-impacting issue lies so they can get it fixed, fast, before it impacts productivity, reputation or revenue. In today’s new enterprise reality, our customers are architecting
their networks to accommodate an era in which their workers, customers and applications can be anywhere, and their relationships are defined by the quality of digital experiences they deliver. We see these businesses adopting digital transformation projects and technologies at warp speed to remain competitive and adapt to factors such as hybrid work, the move to the cloud and the rapid adoption of SaaS apps, all of which have resulted in a huge need for end-to-end visibility. By going all-in on channel, we’re able to make these capabilities
available to all Cisco partners and empower them to win a significant share of this new market opportunity.
How does this enable companies to see and solve issues that are impacting customer and employee digital experiences? Our value proposition is really unique in that we provide end- to-end visibility where previously there was none: into the blind spots of the cloud and Internet on which all businesses now rely, from on-premise through to the Internet, cloud, SaaS, and for home users. We have tens of thousands of vantage points across the globe, generating billions of ongoing measurements, which monitor - and more importantly visualise - the entire delivery path every digital experience takes. Just like a traffic map, we see where congestions are happening or come to a full stop. Tese insights allow our customers, and partners, to see cloud and Internet networks like they own them so that they can
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troubleshoot issues faster, hold third-party providers accountable, and make sure they are providing a seamless experience. In turn, they can fix issues fast before they impact productivity, reputation or revenue.
Can you tell us more about any developments and challenges you are currently dealing with in regards to connectivity and digitisation? A key development of today’s hybrid world is the rise of collaboration and productivity apps, which hold a critical role for remote workers in today’s hybrid work environment. In fact, we saw that between May 2020 and August 2021, collaboration apps became the #1 most monitored application type by IT teams. Tat’s why in November of last year we launched Internet
Insights: Application Outages, which gives IT teams instant insight into SaaS apps on a global scale. Powered by TousandEyes’ collective intelligence, our customers can quickly correlate any user-specific issues to broader application issues to proactively alert their workforce that an app is unavailable - oſten before the SaaS provider acknowledges the issue publicly.
Please can you tell us more about the series of new value-add opportunities including professional services engagements and managed services development that have been integral to TousandEyes in Cisco’s own partner ecosystem? No matter if it’s consumer apps or employee productivity tools, digital experiences today run across cloud and Internet networks that sit beyond enterprises’ control and create massive blind spots whenever issues occur. Delivering end-to-end visibility into these environments is a real differentiator and revenue opportunity for our partners.
How will this shiſt look in terms of new partner services and offerings? Our partners are moving at an incredibly rapid speed to help customers grab hold of the growth opportunities made possible by today’s digital transformation projects. We’ve built the onboarding tools partners need to quickly deploy end-to-end visibility and drive immediate customer value based on some of the most common blindspots businesses run into when they start relying on SaaS apps and other cloud-first services.
What are the future plans with the new all-in channel model? We’ve been committed to our partners from the beginning, but our shared vision to solve our customers’ most pressing challenges has only grown stronger during the realities of the pandemic. In today’s environment, the ability to deliver always-on digital experiences is the core differentiator that sets successful businesses apart. Committing fully to the Cisco partner ecosystem means that we can scale much faster, and win together. Ultimately, we’re really focused on building the partner
community in EMEA, having recently held our first global partner event with an EMEA segment as well as running EMEA partner webinars. So building an EMEA TousandEyes community as part of Cisco and encouraging people to join and learn is a huge focus, and we’re pleased to be doing more and more to foster that.
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