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Cisco Marketing Velocity 2014: Know Before You Go

May 1, 2014 at 7:16 am PST

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Cisco Marketing Velocity 2014 is next week in Chicago. For those of you that are unfamiliar, this is an annual live event where we meet with senior level certified partners in marketing functions to discuss the latest innovations and trends in marketing.

I imagine most of you that will be joining us are just about ready to make the trip, but with the jam-packed agenda set for next week, I’ve prepared a checklist to make sure you don’t miss out on any of the action.

Just a quick aside for those of you that won’t be joining us in Chicago next week, a full recap of the event will be available about one week after Velocity ends. That recap will wrap up our coverage of Marketing Velocity and provide you with all the resources, including replays, from the show.

Now before I dive into the details, Sherri Liebo, Vice President, Global Partner Marketing had a question for attendees to get everyone thinking about this year’s theme of Cisco Marketing Velocity. See what she had to say leading into this year’s event:

And now for the checklist! Take a look and let me know if you have any of your own tips to share. Read More »

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Fueling the Next Wave of Integrated Infrastructure Growth with EMC and VCE

Over the last few years we’ve witnessed a major industry shift toward integrated infrastructure as CIOs look to simplify IT and focus on delivering business outcomes.  The opportunity is huge, with the market expected to grow to more than $14B in 2016.  It’s also one of the hottest segments of the entire IT industry: Gartner estimates the integrated systems market will grow at a compound annual growth rate of 56.3 percent between 2012 and 2016, while IDC expects integrated infrastructure to make up nearly 14% of all IT infrastructure by 2016.

Slide1For channel partners, the creation of the category of integrated infrastructure has created enormous business opportunities. When our partners progress from selling servers to selling integrated infrastructure, the average size of the deal grows by two-and-a-half times.  When those partners lead the integrated infrastructure sale with a business-critical application such as SAP, the deal grows by up to seven times.  Even more encouraging:  the size of the services opportunity expands and the margins improve.

Slide2Together Cisco, EMC and VCE have played a pivotal role in creating this new category of integrated infrastructure.  Our joint strategy is built around delivering “three paths to the cloud, an unmatched menu of options for building cloud infrastructure.  These include:

  • Custom-designed infrastructure with best-of-breed products
  • Validated, easy-to-deploy reference architectures with Cisco Solutions for EMC VSPEX™
  • Pre-integrated converged infrastructure via VCE™ Vblock™ System

Today we’re taking another big step in the joint efforts of Cisco, EMC and VCE to accelerate growth with our partners. The Cloud Infrastructure Solutions Accelerator is designed to make it easier and more profitable for our top channel partners to sell Vblock Systems and VSPEX solutions. Read More »

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SalesConnect App Now Available

At this year’s Cisco Partner Summit, Chuck Robbins announced the upcoming availability of SalesConnect. SalesConnect was originally announced at Cisco Partner Summit 2013 in Boston and we promised then that we would have a functional version within 18 months.

SalesConnect screenshot2Well as Chuck suggested in Las Vegas, we are ready for the SalesConnect app to go live, and you can download it starting today. The app is a single point of access for you to quickly access the latest sales collateral, demonstrations, training and proposals on a mobile device. The content can be rated and recommended by your peers, and covers solutions that Cisco sells today, along with the latest launches.

All of that combines to help you build the most compelling message for your customers. If you saw the live demonstration at Cisco Partner Summit, you know just how handy SalesConnect can be. If you missed the announcement at Cisco Partner Summit, check out our short demo to get an overview. Read More »

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Cisco Partner Weekly Rewind – April 25, 2014

April 25, 2014 at 7:30 am PST

Each week, we’ll highlight the most important Cisco partner 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

Sherri Liebo wrapped up her revenue generation marketing series this week with her final post on CRM implementation. It’s a nice look at “closing the sales funnel from top to bottom” by tying your CRM implementation in with your other operational implementation.

Be sure to check out this final blog post and feel free to go back and revisit her other revenue generation marketing blogs in the series for some great insight from Sherri. As always, let us know what you think!

Bob Gault Talks Cloud

You’ve seen Bob Gault talking a lot about cloud on the Channels Blog lately. He always has a lot of good things to say and Channelnomics recently invited him to speak with them about how partners need to change their culture for the cloud.

You can see the highlights of Bob’s interview on the Channelnomics page and you can listen to the podcast interview in its entirety as well. Read More »

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CRM Implementation is Crucial for Revenue-Generation Marketing

April 23, 2014 at 7:30 am PST

In the last blog on revenue generation marketing, I took some time to discuss how our operational implementation was working at Cisco. As part of that, I shared the four main best practices we discovered during our revenue generation marketing journey. Of course, if you missed that post, please give it a read. To sum it up, however, I believe your operations team simply has to focus on:

  • Setting a goal
  • Keeping the goal simple
  • Setting key success indicators for individuals
  • Reporting

That is the high-level look at operational implementation that we saw here at Cisco. But in this final blog on our revenue generation marketing journey, I want to dig a little deeper and talk about implementing those best practices within your customer relationship management (CRM) software and combining that with marketing automation. Read More »

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