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Simplify Sales with Remote Product Demonstrations

I spent the last eight months on the front lines of the virtual demo world for Cisco. Working from our headquarters in California, I met with people from all over the world to demonstrate our latest products — without a single plane trip. Using collaboration technology sales teams can avoid travel expenses, sell more, and increase productivity.

Most significant business purchases require some form of travel. Companies need to send sales experts out in to the world to demo their products. Or, depending on the products or the situation, customers often travel to the vendor’s site. Although travel involves expense and time, personal interaction is important to customer relationships. Travel can make the sales process more cumbersome and time consuming. But without travel, you limit the degree of direct engagement you might have before a customer makes a buying decision.

How Can Remote Demonstrations Add Value to the Sales Process?

Remote product demonstrations are providing companies with a less-expensive option to engage with customers. And the best part of it is that neither customers nor your technical experts have to travel as much. Just as video is changing the nature of meetings, it’s also a fitting solution Read More »

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Mud, Lightning and Collaboration

GlastonburyDespite having spent most of a weekend stood in mud, rain and thunderstorms at the Glastonbury festival, I’ve spent time since happily reflecting on some of the amazing collaboration between performers over the three days.  Aside from the various bands, whose members (presumably) work closely together all the time to perfect their sound, there were some fairly unlikely partnerships on display too.  Dolly Parton and Richie Sambora from Bon Jovi rocking to “Lay Your Hands on Me” for example. Or Ed Sheeran and Rudimental ripping it up in the middle of an electrical storm.

These combinations got me to thinking about how businesses with very different skill sets and competencies frequently come together to collaborate.  For small to midsized businesses the ability to collaborate effectively with partners, suppliers and customers is often critical to success.

Many organizations collaborate specifically to accelerate growth and innovation.  According to the Plante Moran 2013 Innovation Survey  of 4,225 business leaders,   94% of respondents felt that Innovation was important to sustainability and growth. And three quarters felt that collaborating would increase their chances of success with innovation, with the majority open to sharing financial risk and reward.

“Collaboration was considered a possible jumpstarter for innovation among three out of four of the respondents to the innovation survey.” Plante Moran 2013 Innovation Survey

Read More »

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Work is What You Do (Not Where You Go)

June 5, 2014 at 10:31 am PST

As I wrapped up my monthly forecast call last week, it struck me just how drastically work has changed in the last decade. It was 10 p.m. and I was in my hotel room in Macau, face-to-face with sales team leads in Singapore, the U.K., Switzerland, and the U.S., over video. Ten years ago, mobile phones were just phones, and for many, the office was where you met with co-workers and got your work done.

Today we’re mobile. Our workforce is globally distributed. Deadlines are shorter than ever. We need to make decisions faster. With multiple generations in the workforce, we must accommodate a wide range of behaviors, outlooks, expectations, and work styles. To stay competitive, we need to look beyond commute distance to find the best talent.

I’ve said before that embedding collaboration technology into workplace design is critical to the success of any workplace transformation effort. Our activity-based  work spaces must give employees secure, seamless access to the information they need to get their jobs done. But this must also extend beyond the walls of our offices so we can collaborate no matter where we are – at home, at a customer site, inflight at 30,000 feet, or in a hotel room in Macau.

And we’re not the only ones who think so.

  • Almost half of professionals worldwide are already working remotely at least some of the time
  • Globally, the world’s mobile worker population will reach 1.3 billion by 2015
  • 61% of employees globally believe they don’t need to be in the office to be productive and efficient
  • 70% of aspiring executives who plan to manage large teams say they will rely more heavily on video in the next 5 to 10 years

Work Is What We Do, Not Where We Go

At Cisco, our own work profile surveys show that among Cisco employees: Read More »

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Keeping in Tune: Simpler Collaboration From Any Device

Did you know that the Guns N’ Roses anthem Sweet Child O’ Mine was originally written as a practice guitar riff?

A friend told me this as I recently struggled to play it, making sounds closer to ‘chopsticks’ than to one of the most famous guitar tracks ever created.

The fact that I was playing a borrowed guitar may have made it more difficult, though. Playing a familiar instrument is so much easier, if only because you know its foibles! Read More »

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Case Study: Innovating Patient Experiences with Collaboration

May 7, 2014 at 12:20 pm PST

In business, clear and rapid communication is always important, but it’s most important in healthcare, where saving minutes or even seconds can make all the difference. A growing number of healthcare organizations are adopting video conferencing to improve communications both internally and with patients. The potential benefits are huge.

Internal video conferencing and telepresence technology can help healthcare organizations better manage rapidly escalating costs, accelerate innovation, deliver high-quality care, and maximize the use of skilled resources. Doctor-patient videoconferencing has the potential to broaden access to healthcare, add convenience, and lower costs, according to a recent InformationWeek article examining the results of its 2013 Healthcare IT Priorities survey. (The survey found that 28% of respondents are already using some form of doctor-patient video communication.)

Video is the future for Park Nicollet Health Services, a nonprofit, integrated healthcare system Read More »

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