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Sales Reps and Sales Engineers: When to Talk to Whom

Guest Post by Contributing Author Ken Presti

As technologies become more complex, so do the means by which those technologies are sold. Expertise varies, and there is a point at which sales efforts are conducted in teams consisting of a sales rep who deals with the contractual element, and the sales engineer who handles the technical heavy-lifting.

Sales Reps are about the overall value proposition. They will hunt you down like a dog, identify your pain points, and come up with a basic idea of what you need, how much it costs, and how to finance it, if need be. In most cases, small businesses without complex technology needs will never see a sales engineer unless they pull-up next to one at a stoplight. But nonetheless, some small companies are big users of complicated applications. Therefore, the integration piece, the legacy software and devices involved, and your sheer value as a customer might generate a visit from an SE.

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Small Business Mobilizes Employees with Hosted Solution

My parents give me advice all the time, typically without me asking for it.  I genuinely appreciate their concern for my problems, but most of the time I feel like they don’t understand what I’m going through.  So, I reach out to a friend, because they are a peer, and they get where I’m coming from.  Same goes for technology purchase decisions—it’s great to get advice from IT experts, but sometimes the message hits home best when you hear it from another small business.  Thus, I present to you a customer story of why a small business went with a hosted voice over IP solution.

A Customer Story

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Investing In IP Phones

Brought to you by the Cisco Innovators Program.

How to control costs, now and later.

Businesses that use voice over IP (VoIP) service and IP phones gain many advantages. No wonder desktop IP phones are used by more than a third of small and medium-sized businesses surveyed in Europe and North America.

Prices of IP phones can differ by hundreds of dollars. If you have multiple phones to buy, smart shopping can bring your company exponential savings.

To make the best investment—for now and the years ahead—answer seven key questions:

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Helping Small Business Customers Succeed

Cisco offers a variety of resources to help you use technology to your advantage.

Technology can have a significant impact on the success of your business. It can make all the difference in how productive your employees are, how well your customers are served, and whether you’re connected to your partners and suppliers. But in the fast-paced world of technology, staying on top of new products and developments can be tough—especially when you already have so many other priorities. Whether it’s information, service, or support you need, you need a reliable source you can turn for help.

At Cisco, our goal is to help small businesses like yours succeed, providing a variety of resources to help you make the most of technology. One way we do that is with the blog you’re reading right now, where our subject matter experts offer their insight on products and technologies as well as advice on how to select and implement them. (In fact, it was a comment from a reader of this very blog that inspired this post.)

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Partners and their Subcontractors: Who’s Really Responsible?

Guest Post by Contributing Author Ken Presti

Question: Who’s really responsible when things go wrong on a project that involves contractors and sub-contractors? Is it the prime contractor, or the sub?

Answer: That’s for the judge to decide.

Save→ Close→ Exit→ Attach→ Send→ Crack open a cold one. My job here is done.

The truth is that I’m only half-joking. Because so much of the outcome depends on how the contract is written. If you have serious questions around this, you should talk to a lawyer. I’m not one, so I don’t dispense legal advice. I don’t even own a pair of tasseled loafers. But a few things that fall under the general category of conventional wisdom have surfaced over the years.

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