Cisco’s Oliver Tuszik: Huge AI Infrastructure and Security Opportunities for Sales Partners
Cisco Chief Sales Officer Oliver Tuszik shares insights on how partners can capitalize on the booming AI landscape, especially focusing on infrastructure upgrades and security demands. The message is clear: technology needs are growing, and so are opportunities for those who act fast.
Partners Must Help Businesses Build AI Strategies
AI adoption is at a critical point. Tuszik points out that having an AI strategy with clear use cases and ROI is essential for modern CIOs. Many customers rush to invest in AI capabilities before fully understanding how to apply them, which opens a big window for partners to guide and support these efforts.
However, partners face their own challenges. Few have two decades of AI experience or established blueprints. The AI talent pool is limited and often drawn to specialized startups or large tech firms. This means partners need to focus on learning, training, and educating their teams to fill the gap.
Different partners will approach the AI space differently. Smaller, specialized partners and large consulting firms often focus on AI use-case advising. Meanwhile, many others can concentrate on building scalable, secure AI infrastructure—a critical need since much existing infrastructure is outdated or insecure.
Security Is a Major Concern—and Opportunity
Customers want to empower their teams with AI but also demand strict security. AI models can introduce vulnerabilities and risk data leaks. This creates a strong demand for partners skilled in AI defense and comprehensive infrastructure security. Partners who can address these concerns offer huge value.
The Growing AI Data Center Market
AI workloads demand new data center approaches. Before AI, companies were already bringing cloud workloads back on-premises due to costs and latency needs. Now, AI adds complexity: separating training and inference workloads, deciding what stays local versus cloud, and protecting valuable data.
Tuszik emphasizes that AI data centers on-premises will grow alongside cloud. Customers need low latency for AI applications—slow chatbots or delayed responses hurt user experience. This balance creates a substantial opportunity for partners who can help design and deploy hybrid AI data centers.
Where Should Partners Start?
Partners should begin by focusing on their strengths. Whether it’s data center design, security expertise, or vertical-specific knowledge, building an AI story around what makes you unique is key. Adding AI capabilities to existing strengths helps partners provide clear value.
Collaboration is crucial. Tuszik points to Cisco’s partnerships with Nvidia, AMD, Intel, NetApp, Nutanix, and others to reduce complexity for customers. The AI Pod solution, for example, packages AI infrastructure in a scalable, ready-to-use format—simplifying adoption for customers and partners alike.
Partner Focus Remains Central to Cisco’s Strategy
In his role as EVP of global sales, Tuszik confirms Cisco’s ongoing commitment to its partners. While some changes are accelerating, Cisco continues to prioritize partner value and collaboration. Partners who adapt quickly and add real value will benefit most.
Final Message for Sales Partners in 2025
Despite uncertainty in the global environment, the demand for technology, security, infrastructure, and automation grows stronger. Every customer Tuszik met at Cisco Live 2025 plans to keep investing in infrastructure and security upgrades.
For sales professionals, the takeaway is straightforward:
- AI adoption drives demand for new infrastructure and security solutions.
- Partners who act fast and focus on clear value will win.
- Collaboration across technology vendors simplifies customer adoption.
- The market for AI-related infrastructure is expanding faster than GDP—there’s room to grow.
If you want to strengthen your AI skills and better support customers, explore practical training options at Complete AI Training.
Your membership also unlocks:
