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Selling to Business Decision Makers vs. Selling to IT

In this clip, Rick McConnell, Vice President of Market Development in Cisco’s Voice Technology Group, reviews the transition from selling to IT to business decision makers; in relation to changes in customer needs and expectations. Cisco’s recent collaboration portfolio announcement outlines UC, video and WebEx Connect capabilities that enable businesses to adapt to the changing market landscape.

Cisco Collaboration Portfolio Enables Integrated Service Model Solutions

In this clip, Rick McConnell, Vice President of Market Development in Cisco’s Voice Technology Group, discusses the integrated service model, comprised of premise and service-based capabilities, that the Cisco collaboration portfolio provides for customers.

Cisco UC 7.0 Investment Priorities

Rick McConnell, Vice President of Market Development in Cisco’s Voice Technology Group, discusses investment priorities surrounding the Cisco Unified Communications Release 7.0.

The Collaboration Effect: The Second Wave of the Internet

Post by Alan S. Cohen, Vice President, Enterprise & Mid-Market Solutions“œA human being is part of the whole called by us universe, a part limited in time and space.” — Albert Einstein, 1954Last week we experienced one of the most tumultuous rides in the world financial markets in quite some time. The interconnectedness of the world equity markets -already roiling from the year-plus credit crunch -demonstrates, viscerally, how deeply ingrained the first wave of the Internet, the wave that connected every computer to every other computer, is in the software of economics and finance. Information, much of it unfiltered but transmitted at awesome speed, created tremendous gyrations that caused companies long considered rock-solid institutions to teeter, and, in some cases, to fall. All of this occurred on a wave of Ethernet and fiber strung together from every financial capital to the next, worldwide. Countless investors swept the emotional gamut as hundreds of billions of dollars of equity were wiped out and then regained in days, even hours.The uplifting (though certainly not final) conclusion to last week’s financial turmoil was a human network effect: the collaboration between various elected and appointed government agencies alongside private industry to hammer out a rapid but powerful solution to the credit crisis. It took people with skills, knowledge and the desire to work together. The proposal Secretary Paulson and Federal Reserve Chairman Ben Bernanke presented is a manifestation of what we believe will be the second wave of the Internet: collaboration.Collaboration posits such a powerful business concept because it puts people and context back into decision-making. While the first wave of the Internet allowed connectivity and trading algorithms to move trillions of dollars daily on a global basis, it fell short on solutions where insight and awareness were required. Today we see collaboration as a transcendent strategy for business, crossing boundaries of location, time, language, and corporate or government structures. Powerful, multi-modal, cross-company collaboration solutions that unleash innovation and productivity are the heart of what we call the”collaboration effect.” It is a profoundly simple concept: put people back into the center of communications and decision-making, even if they are not members of the same work-team or company, or don’t even work on the same continent.As business becomes increasingly digital, work is more of an activity than a physical place; thus the physical workplace must become a virtual”workspace.” Successful workspaces must not only support replication of business processes and communications, but actually allow them to morph or go away. Read More »

Cisco Collaboration Portfolio Introduction To The Channels

Richard McLeod, senior director, go-to-market group, worldwide channels at Cisco, discusses the significance of the Cisco collaboration portfolio to the channels.