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Cisco Partner Weekly Rewind – November 26, 2014

November 26, 2014 at 8:25 am PST

Partner-Weekly-Rewind-v2Each 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

Since we have a short week in the United States due to the U.S. Thanksgiving holiday, I won’t take up too much of your time today, but you should definitely check out Karin Surber’s blog from this week. Karin always has great insights into the sales force and this week is no different.

Karin was here this week to talk about “thermalizing” and “dollarizing” in order to build your protective sales bubble. Want to know what that means? Well, in short it boils down to expanding your reach within a customer account once you’ve landed a preliminary deal, but for the details that make for a top notch read, be sure to read Karin’s blog and let us know what you think! Read More »

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A Safer Ride, with a Smarter Motorcycle Helmet

Connecting Dark Assets: An ongoing series on how the Internet of Everything is transforming the ways in which we live, work, play, and learn.

Racing down the wide, open highway on a beautifully crafted motorcycle is one of life’s most exhilarating rushes. At least I used to think so, before my wife talked me into taking up safer pastimes.

But Internet of Everything (IoE) technologies may be offering me a new lease on motorcycling. A new product called the Skully AR-1 is being billed as “The World’s Smartest Motorcycle Helmet.” And who am I to argue? Read More »

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The Internet of Everything: Catalyst for Change

I just returned from Moscow where I had the honor of speaking to more than 3,400 customers and partners attending Cisco Connect Russia and separately addressing 300 eager undergraduates at Kazan Federal University (KFU) in Tatarstan on what we call the Internet of Everything (IoE)

Our studies show that IoE can drive $19 trillion of economic benefit over the next decade, and more than $273 billion in Russia alone. The depth of engineering talent in Russia places them, as a country, with a very strong opportunity to capitalize on this value and quickly.

Chris Dedicoat with President Minnikhnaov & KFU President Gafurov

Chris Dedicoat with President Minnikhnaov & KFU President Gafurov

The Government of Tatarstan under President Rustam Minnikhnaov are true thought leaders in this respect. The President has the desire to make Kazan, the Capital of Tatarstan, the smartest city in Russia and one of the top five smartest cities in the world, and he is moving rapidly to do this. His goal is to create a city platform to enhance the interaction between Government and Citizens and throw open the opportunities to the talent in the city to develop solutions by citizens…for citizens.

Cisco has partnered with President Minnikhnaov, the Mayor of Kazan and Kazan Federal University in recently opening an Innovation Hub at the University to turn this goal into a reality. Read More »

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Thermalizing and Dollarizing: Building Your Protective Sales Bubble

Landing the first deal is just the beginning of the customer journey. Many sales professionals make the mistake of closing and immediately moving on to the next opportunity.  But once you’ve got your foot in the door of a new account, why abandon your newly found customer credibility when it can be leveraged to uncover additional business there?

Expanding your reach within an account by asking to be introduced to managers of additional lines of business is an excellent way to cultivate new opportunities and build a protective barrier against the competition, in effect “thermalizing yourself.”  Thermalizing entails asking your new customer to sponsor your introduction to other lines of business, fostering relationships with those contacts and developing opportunities for additional sales. The more entrenched you are in the customer account, the more credibility you build and less likely the competition will get their foot in the door.

Thermalizing is much more effective than cold calling net new accounts. With new accounts, you are always starting at “Square One” from a credibility perspective. In contrast, referrals from existing customers have much higher close rates, shorter sales cycles and tend to be more profitable. You add significant value to a customer when you have successful experience working with them and understand the way they do business. Customers know there will be a learning curve if they work with another vendor. So you automatically have an advantage. Learning to perfect the art of Thermalizing is key to maximizing your effectiveness as a Sales Professional. Read More »

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The Internet of Things Accelerates Innovation and Value Creation for Manufacturers

I wasn’t around during the Industrial Revolution, but I can’t help but think that today is an even more interesting time to be in manufacturing. I’m happy to be participating this week in the annual Rockwell Automation Fair, where it seems we can see the Internet of Things (IoT) evolving in real time.

Perhaps no other industry is being disrupted by technology more than manufacturing. As manufacturers digitize their businesses, operational complexity increases and competitive pressure builds—driving the need for faster innovation, quicker time to market, and more efficient processes. Those who can’t keep up are left behind. Read More »

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