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Marketing Velocity – Hit the Gas or the Brakes?

Where is marketing going?  Just a few years ago it was “relatively easy” to reach audiences through traditional vehicles like TV, radio and display… remember those days?  It just took a healthy advertising budget and you were on your way to millions of units sold!  The Mad Men days are behind us, but that doesn’t mean they are gone.  In fact, quite the opposite, now as marketers we have to be even more creative, more cunning and way more in tune with the tastes of audiences.

Attention spans are limited to 140-characters… (Have I lost you already?) People want to be fed stories that intersect at the junction of the right content, at the right time, and all on the right vehicle.  To the marketer this sounds more the like corner of “isn’t going to happen,” and “is it 5pm yet?”  But it doesn’t have to be that way!  Don’t despair.  While we don’t have all the answers for partners, we want to help you get there!  After all, your success as marketers and reaching your customers ultimately helps us too!

Enter from stage left … a rejuvenated Marketing Velocity.

While many partners are aware of Marketing Velocity as an award winning event Cisco has offered throughout the year and most recently with Partner Summit 2015.  We have checked the rear view mirror and are punching the proverbial gas.  Marketing is changing at such an incredible rate of speed (pun intended), that Marketing Velocity has to match. But, not how you might think.  The goal of the Marketing Velocity program is to enlighten, educate and arm you to succeed in reaching your customers.  This is something that an annual event could not provide at such a high rate of speed.

Cisco Marketing eLearning

We have expanded the Marketing Velocity eLearning with new courses.  You are no longer required to take multiple courses to receive certification.  With Marketing eLearning courses, we simply want to provide you with great content to enhance the way you market today.  We have segmented eLearning into four buckets for ease:

Marketing Fundamentals – courses designed to help you market effectively, from the basics to more advanced skills

Marketing with Cisco – train yourself on how to implement Cisco technologies, Partner Marketing Central and other Cisco generated marketing capabilities

Revenue Marketing – access courses on this growing marketing endeavor to help you increase sales that you may have never thought of before

Digital Marketing – bring your skills up to speed with the latest in Social Media, Web and marketing automation techniques

As if that’s not enough!  Partners have expressed how much they enjoy the caliber of speakers offered during the Marketing Velocity event.  Now we have created a speaker series offered year round.  The Marketing Velocity On-the-Air webcast series enlists the advice of industry experts.  Get guidance from the industries’ best, like Jay Baer, the most retweeted man on the web amongst digital marketers, insight from a little search company called Google, and other webcasts on new marketing techniques to the power of analytics.

Still not enough good stuff?  This is the icing on the cake…


How about an always-on content hub that pulls marketing best practices from across the Web?  The Marketing Velocity Hub has been created to align Cisco marketing campaigns with best practices.  The Hub also gives you easy access to Marketing eLearning and the On-the-Air webcasts.  We think of this as an information board and welcome your feedback in the Marketing Velocity Community.  We want to hear from you, especially related to what you see as best practices – what we might be missing and what we might be doing right.

Now is your time, we just want to help you step on the gas!

Here is a quick list of links mentioned above:

We always love to hear feedback. Feel free to leave your thoughts in the comments below.

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Cisco Partner Weekly Rewind – October 2, 2015


Each week, we’ll highlight the most important Cisco Partner Ecosystem news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:

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Lead Cloud Disruption and Adoption. We’re with You

We have another partner blogger debut this week as Christian Treille joined us to discuss the recently launched Cisco Business Cloud Advisor – a framework to help customers take actionable cloud adoption plans.

Now we’ve made it available for partners.

Given the advantage this tool can provide our partners, I’m not surprised the Director of Cloud and Managed Services, Partner Enablement, decided to make this his first topic as a partner blogger. Be sure to read his post to see how cisco partners and their customers can benefit.

CRN – 100 People You Don’t Know But Should

I always love CRN’s annual tribute to the “behind-the-scenes channel players worthy of  attention.” For the 2015 edition, Cisco had three of their very own featured! Join me in congratulating Bridget Bisnette, Sr. Director, Partner Marketing; Scott Herron, Sr. Director, Global Customer Success; and Peder Ulander, VP, Cloud and Managed Services Partner organization.

CRN sums up the recognition as follows: “The technology industry is filled with rock stars, high-profile executives who stand in the spotlight at partner conferences and technology events to present the world with the industry’s latest achievements. But delivering these breakthroughs to the world is hardly a one-man show and behind these executives stand the unsung heroes, the shining stars on vendors’ channel management teams.”

Again, we welcome you to take a moment to congratulate Bridget, Scott and Peder for being recognized for all of their hard work.

Wendy Bahr Sits Down with Channel World India

 Wendy BahrCisco’s SVP of the Global Partner Organization, Wendy Bahr, took a moment on her recent trip to India to chat with Yogesh Gupta of Channel World India.

As you can imagine, she’s been quite busy during the first 2.5 months in her new role. This interview is a great way to get you up to speed on what she’s been focused on, her channel and partner priorities, and lots more. I highly encourage you to check it out.

As always, let us know what you think of the blog. Feedback from partners, especially around partner programs, is vital for Cisco to keep producing programs that work for all of us.

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Lead Cloud Disruption and Adoption. We’re With You.

We all know the right cloud solutions help organizations improve agility, accelerate time to market, and deliver cost savings.  But for customers, it’s not always easy to know where to start.  Between public, private, and hybrid cloud solutions, they need to know which choice is best for their business and what to do first.  They need a cloud strategy.

According to a new Cisco-sponsored IDC report (“Don’t Get Left Behind: The Business Benefits of Achieving Greater Cloud Adoption”), only 1% of organizations have fully-optimized cloud strategies in place.  Only 1%.

Help Customers Build Better Cloud Strategies

Here’s where customers need your expertise. And we want to help you develop this expertise.

Based on in-depth IDC market research and insights from over 3,400 organizations across 17 countries, we developed the Cisco Business Cloud Advisor — a framework to help customers translate in-depth research into actionable cloud adoption plans.

Now we’re making it available to you, our partners, to make your customer conversations easier.

Consider the benefits of showing customers how much they will gain and how much more competitive and productive they will be with a cloud strategy.  Collaborating with IDC, we analyzed cloud adoption levels by geography, industry, and company size.  Using the Cisco Business Cloud Advisor, you can provide cost and time-to-market improvement estimates based on an organization’s cloud adoption.

Once your customers understand the business benefits of cloud adoption, you can offer concrete recommendations, and strategy that includes real solutions and services — from your portfolio and ours — to help them meet their business needs.

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Cisco Partner Weekly Rewind – September 25, 2015


Each week, we’ll highlight the most important Cisco Partner Ecosystem news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:

Off the Top

Invest in Yourself to Get the Greatest Returns

Karin Surber is one of our most prolific bloggers and she’s back at it again this week. Wednesday, she identified two focus areas where sales professionals can invest in themselves with ongoing training.

She states how training is necessary to maintain your competitive edge. I imagine it’s hard for our partners to argue with that, considering the speed at which our industry and business changes.

Be sure to read her whole post and see if you can’t gain a competitive edge selling Cisco!

Cisco’s Robbins: “Tremendous” IT Consolidation Coming

I always enjoy reading The VAR GuyEarlier this week he covered how current CEO, Chuck Robbins, is picking up right where his predecessor left off.

John Chambers talked about IT consolidation in 2014, and that was the topic of conversation for Robbins in this piece. Check out the whole article to see what else he has to say.

As always, let us know what you think of the blog. Feedback from partners, especially around partner programs, is vital for Cisco to keep producing programs that work for all of us.

Good Reads

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Invest In Yourself to Get the Greatest Returns

The gift of education is the gift that keeps on giving. Getting your higher education degree is a critical element of success for most professionals these days. But education shouldn’t stop with your college experience.

Ongoing training is also necessary to maintain your competitive edge. This is especially true for sales professionals who act as consultants to their customers. Keeping up with industry changes, new methodologies and customer concerns are an absolute necessity. More importantly, ongoing training results in more money! A training analysis showed that training geared for sales and marketing professionals resulted in 24% higher profit margins and an increase in sales of up to 6.5% (, 2013).

So there are two primary focus areas for training when it comes to sales professionals. First, learn the basics. There are fundamental processes that every salesperson should master to enjoy consistent success. The earlier you learn these fundamentals in your career, the better off you will be. But even the best salespeople will get away from the basics the longer they stay in business. It’s not at all uncommon to see sales professionals succeed in their first year of business only to watch them fall into a slump during their second or later years because they get away from the basics.

Taking refresher courses on the fundamentals will keep you sharp. Some of the basics include territory planning, cold calling techniques and negotiation/closing skills just to name a few. Do you know how to mine your install base customers? Only focusing on net new leads? The probability of selling to an existing customer is 60 – 70%. The probability of selling to a new prospect is 5-20%  (, 2013).

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