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Ciena EMEA Partner Summit - co-creating the business models of the future

29 Sep 2016 / Lorraine Twigg, Head of Partners EMEA, Ciena

This year, the Ciena EMEA Partner Summit was bigger and better than ever. As well as looking at how Ciena and our partners are achieving great business outcomes today, we also considered how we can work with partners to co-create the business models of the future.

More than 40 partners attended the Ciena EMEA Partner Summit in the beautiful city of Barcelona. Thanks to everyone who came and made the event such a resounding success!

Achieving great business outcomes with Ciena

The summit was a chance to reflect, share ideas, best practices and ways of collaborating n a changing, on-demand world.  In particular, thanks to our partner speakers, who shared their experiences of working with Ciena to deliver some incredibly innovative services for our customers; from end-to-end WAN encryption and DWDM, to highly scalable national and international carrier Ethernet services. 

Tom Engels, Sales Consultant for Connectivity at Telindus talked about Ciena-powered DWDM and WAN encryption solutions and how Telindus is able to provide unrivalled cost efficiency and security for its customers.

Ekrem Koeylueer, Vice President of Wholesale at UPC Global (a Liberty Global Company), presented on partnering with Ciena to deliver standardised, harmonised Carrier Ethernet services globally – a strategy that is delivering a significant revenue uplift for the company.

We also heard from Vodafone’s Head of International Product Management, Alex Connors, who spoke about the company’s local and global Carrier Ethernet services, and how Ciena’s sales enablement support is helping Vodafone to drive sales and revenue.

Finally, attendees heard Orange’s (positive) experiences of delivering virtualised network services utilising Ciena Blue Planet – the future has arrived!

Through all these diverse technologies and projects, there was one common theme: achieving great business outcomes in partnership with Ciena.

Co-creating the business models of the future

As well as showcasing the current opportunities for Ciena partners, we also wanted to use the Summit to talk about what’s coming next. The challenge is, how can we co-create the business models of the future; especially as the network and virtualised services come together, and services need to be launched and turned up in a matter of days, or even minutes?

The rise of virtualised infrastructure and services, network function virtualisation (NFV) and software defined networking (SDN) are making a substantial impact on businesses. These technologies are also forcing a renewed focus on delivering exceptional user experiences through business model innovations.  By connecting our partners with each other, Ciena is committed to fostering open collaboration and, as customers will increasingly want to select virtualised infrastructure and apps from multiple vendors, with no complex integration hassles, becoming the ‘DIFM’ (Do-It-For-Me) providers end-customers require.

Open collaboration is the key

To meet these shifting customer demands, we are proposing an evolution from today’s one-to-one partnering models, to a one-to-many approach. Based on open collaboration, this allows multiple Ciena partners, including service providers, systems integrators and others, to work together seamlessly for the benefit of our end-customers, creating a wealth of new business opportunities along the way.

We are proposing an evolution from today’s one-to-one partnering models, to a one-to-many approach. Based on open collaboration, this allows multiple Ciena partners, including service providers, systems integrators and others, to work together seamlessly for the benefit of our end-customers.

Feedback from partners at the Summit showed that our messages around open collaboration and multi-partner initiatives really resonated with people. One partner that was particularly receptive was Vodafone UK.

Vodafone’s Alex Connors, says: "I definitely walked away from the event with a different perspective on how we can build the business models of the future with Ciena and other partners. I’m planning to hook up with a couple of those partners in the coming weeks to discuss some specific ideas on how we can work together to build and deliver new, virtualised services for our customers.”

I definitely walked away from the event with a different perspective on how we can build the business models of the future with Ciena and other partners. I’m planning to hook up with a couple of those partners in the coming weeks to discuss some specific ideas on how we can work together to build and deliver new, virtualised services for our customers.
- Alex Connors, Vodafone

This is music to our ears and we hope that many other Ciena partners will be thinking the same way after the Summit.

During the summit Ciena also recognised the great outcomes delivered through our partners, notably:

  1. Cloud Connectivity Partner of the Year – EU Networks
  2. Solution Provider of the Year – Kapsch
  3. Multi-regional Partner of the Year – LGI
  4. MSP Partner of the Year – Vodafone
  5. Breakthrough Deal of the Year - BTC
  6. Innovation Partner of the Year – Telindus
  7. Fastest Growing Partner of the Year – Openreach

If you have any questions about current opportunities for partnering with Ciena, or about how open collaboration could help your organisation to achieve the best business outcomes in the future, please contact me at ltwigg@ciena.com

This post originally appeared on the Ciena Network Insights blog.

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