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The Science of Persuasion for Greater Collaboration

In my last blog,  A Perfect Collaboration According To The “Esquire Guy”,  I talked about the importance of who we collaborate with and how we collaborate with them.  Collaboration is leveraging sources of expertise to help in a decision making process. In some cases, you’re going to be in need of expertise that will come from a knowledge base or identified people.  In other cases, you’re going to be defined as the expert and your opinion will be counted on during the collaborative process.  Either way, you’re going to need to persuade the people you’re collaborating with.

If you’re heading up or part of a collaborative effort and you require expertise, you’ll need to persuade those experts to give up some of their time and put forth effort to support you in your endeavors.

On the other hand, if you’ve been identified as somebody with expertise there’s a good chance others in the collaborative group will have differing opinions and you’ll need to persuade them toward the validity of your advice.

In this short video “Secrets From the Science of Persuasion” by Robert Cialdini and Steve Martin, six universal principles or shortcuts are discussed.  Let’s take a look at these six principles and Read More »

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Next Generation Wealth Management: Mobile Technology Enhances the Customer Experience

The wealth management industry is under transformation. In an effort to win back trust, attract new customers and retain existing ones, firms are investing in new collaborative technologies that support their business model transformation from transactions to interactions focused on client centricity. IBSG Figure 4 GraphVarious McKinsey research and studies have shown that those who adopt more client-centric tools and processes can increase revenues up to 20 percent and profitability up to 2.5 times. Cisco’s own research has shown that wealth management firms that adopt client centric tools such as video can reduce client attrition, especially for the critical under-55 segment. Part of this transformation involves investing in video capabilities that enable firms and their experts to touch more customers, more often and in a more intimate manner than voice and email do today.

Getting the right expert to the right customer, at the right time is crucial in being able to offer superior customer service and improve cross-sell and up-sell rates. Another critical, competitive differentiator is embedding video capabilities into the mobile channels and applications customers already use. Read More »

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Cisco Partner Weekly Rewind – May 17, 2013

Partner-Weekly-Rewind-v2Every Friday, we’ll highlight the most important Cisco partner news and stories of the week, as well as point you to important Cisco-related content you may have missed along the way. Let’s have it.

Off The Top

It’s hard to believe that we’re only a little over two weeks away from Cisco Partner Summit. For anyone that has attended Cisco Partner Summit in the past, you know that you’re in store for a week jam-packed with information, networking, and fun.

So how do partners stay on top of all the information and activities that come out of Cisco Partner Summit? Well, we’ve got a blog post to help you get the most out of your Cisco Partner Summit Experience. You’ll find a list of top social media destinations and information on who to follow, where to find resources, and more.

Read More »

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WebRTC: This will change Visual Collaboration

When you start pulling back the covers and realize how much is going on behind the scenes…It is both amazing and scary. Its a connected world. No doubt about that. Whether you are connecting through apps or a browser..or you don’t know, don’t care…there is a lot happening on our behalf.

I first struggled to understand exactly what problem we were solving here. At the risk of oversimplifying, the number one benefit to this communication standard: No More Plug-Ins. Those pesky little programs we have to update and run, just to get what is increasinlgy normal things done, when online. These plugins can be useful but they vary widely and are each proprietary to the vendor who developed them.

WebRTC, as part of HTML 5 is very close to getting us past this (and many other) hurdles. In development for years now, but making its presence known in 2013. Its worth understanding.

This is a standard that, instead of coming from the video codec and resolution world, is coming from the web world. The definition is being drafted by the World Wide Web Consortium and the IETF…two big and important standards bodies that have a lot to get right here, together. Its not a standard yet – but this has not stopped it from being implemented already in several browsers.

WebRTC: Cullen Jennings talks with TechWiseTV

WebRTC: Demo from Paul O’Dwyer

WebRTC: Jimmy Ray Whiteboards the Meat and Taters

Watch this Space

This is a foundational change with big, positive disruption that will re-shape a lot of interactions we have today. WebRTC is a way of turning every browser, every app, into a HD quality video endpoint. This may first be evident in the browser, but don’t limit your thinking. Most of the quick app development we have seen these days is due to web-based back ends that are simply hidden from our view.

If you want to dive deeper. Here are some of the resources I found most useful when prepping for these shows we did.

Cullen Jennings explains WebRTC in a long but fantastically good and complete manner. I wish the audio were a bit cleaner here (Happy to help re-record for you in our studio Cullen!) but the value of the content over-rides these issues.

El Reg does a nice job laying out a high level explanation of WebRTC and explaining why this will be a market disruptor.

I like how Alan Quayle has broken this down in no jitter as it gives us a view from the communications perspective. There are respectiable hurdles here and this will round out your understanding.

A couple of other sites had great detail and may be good for some ongoing coverage if interested. Check out


From anExperts in Residence: Podcast from the early days I interviewed Cullen Jennings on the subject of SIP (Session Initiation Protocol). We actually could not get the timing to work…so we had the team record him…then I went back and laid in my questions…so it sounds very stiff (on my part) as I listen back to it.

Hope you enjoyed and learned a few things. I know I have.


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Cisco Messages on Hannover Messe Part 1, Guy Denis talks about the Cisco Booth

Guy Denis, Business Development Manager for Industrial Automation at Cisco Systems, explains the booth at Hannover Messe 2013 and how it relates to the theme of integrated solutions by connecting the IT environment with manufacturing industry Operational Technologies(OT).

Guy talks about Cisco’s presence at the show and talks about some elements of the booth and the solutions Cisco showed. Many of the Cisco Connected Industries and products were on display, including the Industrial switching products like the new IE2000 which now has Power over Ethernet (PoE) capabilities.

Guy shows the other Machine-to-machine (M2M) products such as the IE3000, and some of the newer modules such as for PoE and fiber, very applicable for machine manufacturers and in the automotive as well as the Food and Beverage industries.

Guy then goes on to talk about the architectural approach that Cisco has developed and the  partnership with Rockwell Automation, a relationship that enables joint development. So Cisco is extremely relevant on the plant floor, especially in a Rockwell environment with the jointly developed Converged Plant-wide Ethernet architecture.

Cisco is also particularly strong at helping customer’s converge Business IT systems with Operational Technologies (OT), and that sets us apart from many of our competitors, especially those in the Automotive, machinery, Consumer Packaged Goods, and Materials and Mining Industries.

Read More »

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