It’s no secret that we’re looking to simplify things at Cisco, streamline, provide stronger marketing support for partners, and increase partners’ profitability.
Now, new in-depth coverage from CRN gives more detail around the changes based on discussions with Rob Lloyd, EVP of Cisco’s WW Operations.
Here’s a quick recap and links to the coverage:
Cisco Gets Back To Business
Years from now, Cisco Systems’ landmark restructuring could be viewed as a highly profitable sales game changer that effectively squelched the rising competitive threat from from aggressive competitors like Hewlett-Packard, Juniper Networks, and Brocade.
As someone who helps manage the collaboration customer success program here at Cisco, I hear about all sorts of interesting ways companies both big and small are using technology to grow their business. When I come across an example that stands out, I like to tell people about it.
Issues Central is a specialty software firm based in Toronto, Canada that develops financial compliance and International Financial Reporting Standards (IFRS) Transition software. One of their well-known brands is IFRS PARTNER. Using Cisco WebEx technology with high-quality video, this 25-person company is selling their software around the world in North America, Asia, Africa, and Europe. Just that fact alone is interesting to me, but what makes their story even more compelling is how they’re using web conferencing tools in different ways, depending on the culture they’re selling into.
Issues Central is able to close roughly two-thirds of their North American deals online without a single in-person meeting.
As Charley Best, Issues Central’s vice president, touches on in the clip above, when the sales and marketing team is engaging with customers in Canada or the United States, WebEx serves as a closing tool to compel the prospect to ask for a proposal. As a result, Best estimates he closes roughly two-thirds of his North American deals online without a single in-person meeting.
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.
On Feb. 3rd, Brian Fetherstonhaugh, Chairman and CEO of OgilvyOne facilitated a WebEx featuring a panel of thought leaders who shared their knowledge and experiences in using social media to create powerful sales strategies. In part one, Brian shared some amazing research about the changes social media has made to the sales cycle. Today, in part two, we’ll hear from the panel. You can listen to the entire WebEx here.
Meet the panel:
Sam Decker: founder of Mass Relevance. He worked with Dell on their ecommerce engine and also was CMO of Bazaarvoice. Now he is curating content. All of the millions and billions of pieces of content around the world, he pulls it together and curates it so that marketers and salespeople can engage with buyers.
Barbara Weaver Smith: founder and president of The Whale Hunters -- a strategic sales coaching firm. They help small businesses grow explosively by finding bigger customers and signing up bigger deals.
Sergio Balegno: director of research with Marketing Sherpa and MECLABS. His company has a phenomenal repository of over 7,000 case histories for the marketing and sales community.
The discussion in Part One focused on how the sales/buying cycle has really changed because of social media. As a result, selling has changed too. In part two, the discussion turned to evidence of this change and tips for dealing with it.
Is this change in buyer behavior happening in small businesses as well?
On Feb. 3rd, Brian Fetherstonhaugh, Chairman and CEO of OgilvyOne facilitated a WebEx featuring a panel of thought leaders who shared their knowledge and experiences in using social media to create powerful sales strategies. In part one (below), Brian shares some amazing research about the changes social media has made to the sales cycle. In part two, we hear from the panel. You can listen to the entire WebEx here.
Today we have some research and insights on how the whole area of buying and selling are changing. We’re going to talk about digital body language, the new form where you can observe, interpret, and respond to the buying signals that your customers and prospects are selling.
We will talk about how to use social media to sell, whether it’s Facebook, Twitter, YouTube, LinkedIn. How can you actually use social media not just to engage, but to actually get down and sell? Our terrific panel will be sharing some of their own experiences and some case histories of people using social media effectively to sell in the marketplace.
In the fall of 2010, OgilvyOne wanted to know how selling was changing as the world went digital. Read More »