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Cisco Partner Weekly Rewind – August 8, 2014

August 8, 2014 at 8:25 am PST

Partner-Weekly-Rewind-v2Each 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 continued her series on marketing superheroes this week with a look at Super Voice: The power to reach millions at the same time.

This week’s entry is near and dear to us here in Cisco partner social media, since it is all about delivering timely, relevant and compelling content across multiple channels using websites, social media and digital publications turns each customer contact into part of an ongoing conversation. Well that’s right up our alley here on the partner blog!

Be sure to check out the latest from Sherri and let us know what you think, and what you’d like to hear from her in the future.

John Chambers Featured in CRN

We saw a top story on CRN post this week, about, among other things, John Chamber’s long run as Cisco CEO, Cisco’s focus on software defined networking (SDN), the focus on selling business outcomes, software in general and cloud.

The story Chambers Preps Cisco For Toughest Transition Yet is featured alongside two other supplemental pieces, 30 Tough Questions For Cisco’s John Chambers and another article, Cisco Puts Software On The Front Burner.

These three articles contain a wealth of information for Cisco customers and partners. I highly recommend giving them a read. Read More »

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Super Voice: The power to reach millions at the same time

August 6, 2014 at 9:58 am PST

You’ve already seen what I had to say about Wonder Vision and The Alchemist. Up next is Super Voice! As I continue my series on marketing superpowers, you’ll continue to see updates from each of the superheroes below, and I’ll make sure you have links to each blog post for your convenience. Here is what we’ve covered so far, and what is yet to come:

  • Wonder Vision – The power to see what no one yet can see
  • Alchemist – The power to blend art with science in a way no one can ignore
  • Super Voice – The power to reach millions at the same time
  • Data Man – The power to turn piles of data into competitive insights and deliver real marketing value
  • Mega Mentor – The power to get the most from others

Let’s have a look at Super Voice!

Cutting through the clutter to tell a relevant story is no easy feat for anyone. That’s why we need to develop a Super Voice. Read More »

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Cisco Partner Weekly Rewind – August 1, 2014

August 1, 2014 at 7:30 am PST

Partner-Weekly-Rewind-v2Each 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

Well we’re wrapping up Cisco’s fiscal year 2014 and it was a perfect time for Bruce Klein to stop by and take a look back at a few of the highlights. There is a nice video of several of our events with partners this past year as well.

Bruce pointed out a few of our bigger announcements, and he made sure to point out that none of the accomplishments from fiscal year 2014 were possible without the hard work and dedication of Cisco’s partner community.

Take a look at Bruce’s blog and congratulate yourselves for driving such a significant amount of business for Cisco. Be sure to let Bruce know what you think in the comments section!

Partner Blog        

Over the years, we have covered broader and broader news amongst the Cisco partner community. Rather than solely covering resellers, where the channels blog started, we have branched out to blog about distributors, ISVs and more. Since the Cisco Partner Ecosystem is growing and evolving, we think we should be more representative of the entire Cisco partner base. As such, we will soon be renaming the Cisco Channels Blog.

As of August 15, we will rename this blog the Cisco Partner Blog. All of our associated assets will change as well. Our twitter handle will no longer be @cisco_channels and will become @ciscopartners. You can find us on Facebook as Cisco Partners. Read More »

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A Look Back at Fiscal Year 14

The theme at this year’s Cisco Partner Summit 2014 was Amazing Together. We chose that theme because we understand just how important partners are to all our success here at Cisco. We really are amazing together and the proof of what we can accomplish, and where we can go together, is certainly there when you look back at this past fiscal year.

We have covered so much ground in the past 12 months, and I wanted to take a moment to thank our partners and take a look at a few of the highlights from FY14. In fact, before I go any further, let’s literally take a quick look back at this past fiscal year. Here are highlights from just a few of our events:

We weren’t just amazing together at Cisco Partner Summit 2014. It was throughout the entire year. While we’re talking about Partner Summit though, just look at what we covered in Las Vegas this year: Read More »

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Using Ongoing Marketing to Nurture Leads: Do You Know What it Takes to Get to “Yes”?

When I started in my sales career many years ago, I didn’t have the luxury of an established client base or a robust CRM package that reminded me who to call. I didn’t have a marketer funneling leads to me or setting up appointments on my behalf. No, each day I came into the office and started “pounding the phones”, making cold calls, and hoped to get a live person on the phone so I could talk to them about whatever I was selling. When I got a “no”, I wrote the opportunity off and went on to the next cold call. It didn’t take long to realize this was an exercise in futility because 80 percent of other sales people were calling these exact same people using the exact same tactic. So, I thought about the way I wanted to be treated and the kind of people I liked to buy from and changed the way I approached prospects.

Although I didn’t know the official concept at the time, I started formalizing a lead nurturing approach. I shifted my mindset so that every prospect that said ”No”, was looked at as a future “Yes”. I set up call reminders on my calendar and started calling these prospects consistently at mutually agreed upon intervals. Overtime, I established relationships with these prospects, and ultimately, I closed business with more than 60 percent of them! More importantly, more than 80 percent of these clients worked exclusively with me and stopped working with other vendors! All because I took the time to nurture the relationships, made a commitment to their success and put in the hard work to make it happen. Although the process was labor intensive, it got the job done. Had I only realized what I could have accomplished by implementing a similar process through marketing campaigns, my sales could have grown exponentially higher.

Fast forward to today’s electronically-connected, ultra-complex business climate and the ”relationship” element is even more rare and impactful than ever before. Although the sales person is still a critical component of the sales process, marketing campaigns have become a much more cost effective way of nurturing prospects and staying in touch with customers. Establishing a schedule of ongoing, targeted marketing activities is an impactful way to nurture leads and keep your company “top of mind” with your prospects. However, the concept of prospecting or lead nurturing through marketing is still not a focus for most companies or sales teams.  But the statistics speak for themselves on the impact that nurturing has on business. Here are some current statistics related to lead nurturing: Read More »

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