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If Time is Money, Then it’s Time to Rethink BYOD

Ken Trombetta Cisco blog - 10 31 13When Benjamin Franklin coined the famous phrase, “time is money,” I am sure the advances of mobile technology were not on his mind. However, the adage is more relevant now than ever before as organizations evaluate their mobility and Bring Your Own Device (BYOD) strategies.

BYOD is Here to Stay

Earlier this year we announced the results of the Cisco IBSG BYOD Financial Impact study. The global research revealed interesting statistics about the financial impact of BYOD including:

  • Mobile users are willing to invest in BYOD. Mobile employees who BYOD (“BYOD-ers”) spend on average $965 on their devices, and use 1.7 personal devices for work. They spend an additional $734 per year on voice and data plans for their BYOD devices.
  • BYOD is delivering productivity gains around the world. Even with a broad mix of BYOD implementation levels, the typical company is, on average, saving money and its employees are more productive.
  • Comprehensive BYOD pays for itself in hard cost savings. Apart from productivity gains, the major cost savings are in three areas: hardware, support and telecommunications costs. Read More »

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Imagine a World With True Any to Any Collaboration

True any to any collaboration means you can collaborate via rich media in real time no matter where you are and who you want to collaborate with.  You can use the device you want and collaborate the way you want with voice, video, messaging, or content sharing – imagine never again hearing the phrase “I will take care of that when I get back into the office.”

Cisco is striving to make this vision a reality and has made significant progress.  For example, Cisco recently announced capabilities for:

  • Mobile and teleworkers:  Making voice, video, messaging and content available outside the corporate network to mobile Jabber users and teleworkers without needing a VPN.   Best of all, our customers can realize these benefits with no additional costs.*
  • Intercompany and consumer collaboration:  Enabling real-time voice, video, and data-sharing capabilities for businesses to collaborate with consumers and business partners using Jabber Guest.  Customers or partners simply click a URL, website link, or mobile application to start the interaction. Organizations can build these capabilities into their website or mobile application with the included SDKs.

These capabilities are made possible by the Cisco Collaboration Edge Architecture and an important component of this architecture, the newly released Cisco Expressway – they enable bridging of collaboration islands to enable any to any collaboration.

The diagram below shows the use cases that the architecture delivers. Read More »

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An Architectural Approach to Mobility

When it comes to mobility, everyone is learning fast in order to keep up. With what seems like daily advances in mobile technology and rapid consumer adoption, it is not getting any easier for organizations to break the cycle of reactive IT decision making. For many of our customers, enterprise mobility happened to them and the initial supporting architecture was built at light speed to respond to the demands of the business. While this approach was necessary to stop the deluge, it didn’t put all of the pieces in place to enable organizations to adapt the continuous change and emerging new realities of mobility. For instance:

  • Users now connect to the network with three or more mobile/WLAN devices such as laptops, tablets and smartphones, resulting in complex wireless infrastructures and network bottlenecks.
  • Inconsistent management tools and policies across the wired and wireless segments of the network increase the burden for network managers and drive up management costs and complexity.
  • Employees demand access from devices not only within the corporation, but also beyond the firewall.
  • Risk management dictates that corporate data must remain protected.

The need to balance productivity with security and coordinate business justification with the various line of business (LOB) owners has never been greater. IT leaders who want to break out of the reactive cycle of just keeping up must take a step back to evaluate what’s coming next. What changes are on the horizon? How will it impact my network? How can my network help me adapt to the changing needs of my employees?

Read More »

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Revenue-Generation Marketing: The Proof is in the Pipeline

“However beautiful the strategy, you should occasionally look at the results.” – Winston Churchill

In a recent blog, I scratched the surface of revenue-generation marketing and how we’re transforming marketing from a cost center to a revenue generating center within Cisco. This week, I want to dig a little deeper.

Marketing that contributes measurable ROI to the bottom line… that sounds great, right? But how do you get there? The core of revenue-generation marketing and what makes it work is the partnership between sales and marketing. And, the first step of revenue-generation marketing is alignment of the revenue-generation marketing plan with the overall business plan for the company. Without that, the whole revenue-generation marketing process, from executing to managing the funnel with account teams and having regular funnel management business reviews, won’t work. You have to execute against the priorities of the business overall.

As marketing organizations transition into a revenue generators, an almost natural shift happens. Marketing begins speaking the language of the business and sales. We talk about planning, forecast, pipeline, bookings and revenue. Marketing hasn’t historically done that, so there’s another evolution occurring in the industry.

From a sales and marketing revenue alignment perspective, you obviously want to align on priorities with sales. But at the end of the day, what makes the marketing plan a revenue-generation marketing plan is the fact that a revenue contribution target is set, either focused on pipeline or bookings and revenue. That target is usually set or communicated as a percentage of sales. According to Sirius Decisions, the industry standard for business to business (B2B), high-tech marketing contribution-to-revenue baselines is that >$5 billion companies source less than 10 percent of sales pipeline, with high of 20 percent and a low of 2 percent of sales pipeline. The industry standard provides a baseline of where you want to be. At that point, you need to realistically evaluate where you are – your run rate and marketing’s current contribution to revenue.

Beyond run rate, there are only three levers for driving this plan: volume, visibility, and conversion rate. What volume of leads are you driving; how much of that is visibly available and reportable in your sales force or customer relationship management systems; and how much of that is being accepted and converted by the sales team into the pipeline or revenue?

Now we’re humming along. We’re aligned. We’re speaking the language. We’ve set our contribution revenue target based on industry standards. The “Rocky” theme song splits the air, and we’re on top of the world. Well, not quite yet. Now that we’ve taken a look at our plan from a top-down perspective, it’s time to reverse engineer the demand waterfall to determine if the revenue contribution target is realistic. By calculating the amount you need in sales all the way back to how many leads you’re going to have to source to reach that number, the bottom-up piece meets the top-down piece, and you can adjust your revenue contribution goal based on if you have the budget and resources to meet that number.

As you know, that number at Cisco is $1 billion worth of qualified leads in midmarket for partners this fiscal year. We’re here to help you position your business for success, and I’d love to hear your perspectives in the comments section or via twitter @sherriliebo.

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UCS E-Series: The Survivability Guide | Inside the Branch

Free Cisco learningIt goes without saying (but I’ll say it anyway): reliability is important, as well as ensuring that you have a backup plan to continue that reliability. Just yesterday as I was embarking on my 50-mile commute into the office, I discovered that one of my car tires was completely flat. A spare tire, a standard feature in most cars here in the States, came to the rescue. Knowing how to change the tire myself, now that’s a different story…

In all seriousness, reliability and high availability are especially critical when it comes to keeping your business – including your branch locations – up and running. After all, downtime has disastrous consequences on your day-to-day operations, productivity, customer experience, and revenue. Imagine you’re in a retail environment and the WAN goes down, even for 10 minutes: the Point of Sale (POS) system is kaput, thus transactions are halted, customers are upset, and you’ve just lost thousands of dollars or more in revenue!

So what happens if your server, WAN, or worse, total system, fails? Read More »

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