If you’re a reseller or channel partner, you’re almost certainly searching for ways to boost your sales. And you may be anxious. Especially, if you’re looking to sell higher and wider, like Denny Trevett encouraged at Cisco PS17. Because at Cisco, we know first-hand that resellers who want to change their ways aren’t always sure about where to start.
Our Partner Sales Acceleration team solves that problem. We help resellers navigate new territory using best-in-breed practices, tools, and tips that are proven ways to boost your sales with the new ecosystem partners. And to own the opportunity together like Wendy Bahr suggests.
So sit back and breathe easy. We’ve got you covered.
Your first step is as simple as getting in touch with your Partner Account Manager or logging into the Partner Acceleration Hub (SalesConnect login required). Within the hub, you can find all our sales best practices, sales accelerators, customer wins, and upcoming events and tools to help you connect such as Ecosystem Partner Connections events and our new Ecosystem Partner Locator tool.
We help connect resellers with ecosystem partners, whether that’s an independent software vendor, digital solution integrator, or solutions partner. Working with these kinds of vendors can supercharge your sales. That’s because they’re already selling to Line of Business (LoB) buyers. And when you hear about one LoB opportunity, it can lead to many more new opportunities within the same customer.
The other thing we do is create integrated sales plays to accelerate and monetize solutions, which encompasses infrastructure, software, services and our ecosystem solutions. But even if you know the solutions, you still may be concerned that you don’t know how to capture the opportunity. Just like any business from carpentry to coding, there are tricks of the trade. And we’ll share what we’ve learned with a library of sales best practices and proven tools to help generate opportunities and accelerate growth and most importantly to drive monetization through last-mile sales execution.
Every effort developed in our partner acceleration hub is created with three core principles in mind:
- Amplification is about creating awareness and outreach.
- Acceleration is about getting the right sales approach, and finding the right opportunities now, so you can get the deal done.
- Monetization is about getting deals inked and getting jobs started.
Explore the Partner Acceleration Hub
The best way to understand what you’re getting is to look at some real examples from our partner acceleration hub. As an example, here are three sales best practices, like everything you’ll see on the hub, designed to help you sell better.
Ecosystem Sales Blitzes are organized pushes to connect the right Cisco resellers and ecosystem partner together. You draft clear, direct, 30-day plans and conduct sales blitzes to drive demand generation with targeted LoB customers resulting in growing pipeline.
Winning Together is a webinar series with a difference. It’s goal is to showcase winning solutions from select Cisco Ecosystem partners – for example NVIDIA, Commvault and Veeam – to show you what works and why. That way you’ll have a better idea of what will work when it comes to your own ideas.
ACES@Scale is all about making sure partners know how to work together. We focus on three things. Commitment is about getting partners to focus on getting work done rather than getting side-tracked. Enablement puts partners in a workshop setting where you learn how to identify opportunities. Execution is about checking items off the to-do-list and closing the deal.
These are just three examples from the many available on the hub. Whether its connecting partners, accelerating software sales, increasing penetration into services, driving more growth in our data center solutions, we have them all.
I’ll be looking at a few of these standout best practices and continue to share news on upcoming events this year in other blogs to help spread the word about what’s available to help you boost your sales, so stay tuned. Meanwhile, start exploring how we can help you with our Partner Acceleration Hub (SalesConnect login required) and start driving net new business in 2018.