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© 2011 Firefly Communications, LLC. All rights reserved.
Sales Acceleration Workshop - AM Focused
Businesses face constant challenges in deriving value from technologyinvestments. An often-observed byproduct of this fact is that manyexisting collaboration platforms have been relegated to simple dial-tone replacements, significantly reducing their intended business valueand eroding future opportunities.
Collaboration is what people do, not a technology. Collaboration is atask within every business process - collaboration technology helps tostreamline business processes, achieve higher effectiveness, betterquality and customer satisfaction. To evaluate the value creation potentialof the Cisco collaboration architecture within a customer, the AM mustunderstand the business and communication processes as well as howthe customer measures business processes outcome.
Our goal is to outline how Cisco AM’s can help customersachieve increased yields from collaboration investments.
© 2011 Firefly Communications, LLC. All rights reserved.
Sales Acceleration Workshop- AM Focused
Objectives:
At the end of the workshop attendees should be able to:
Identify and highlight Cisco components for a Collaboration solutionIdentify how Cisco Collaboration can unlock value creation potential in existing customersbusiness and communication processesIncrease sales yield by incorporating Cisco’s architecture approach across Collaboration,Business Video, Datacenter/Virtualization and Borderless NetworksCommunicate to different key buying influencers with targeted messages.Upsell an existing Cisco customer to a completeCisco Collaboration solutionDemonstrate why Cisco should be the “Must Have” strategic partner for anyCollaboration initiative
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Approach:
The course will be delivered as a 2-day Instructor Led Workshop, segmented into fourmodules:
The Customer Perspective & Challenge - How Collaboration is relevant to theCustomer’s BusinessThe Cisco Perspective - Collaboration Solution OverviewThe Competitive Perspective – Competitive Landscape and Market OpportunityThe Opportunity – Enhancing an existing Cisco collaboration customer
Each entry point will be discussed from various management perspectives, e.g. CEO, CIO,CFO, Sustainability Manager, Ops Director etc.
Audience:
This course is intended for Cisco and Partner AM’s with either (primarily) Tandberg or traditionalCisco Collaboration backgrounds that have responsibility for Enterprise or Large Commercialaccounts. This course is not intended for technical audiences or end-customers.
Sales Acceleration Workshop- AM Focused
Agenda: Collaboration Business Relevance - SALE
The Customer Perspective & Challenges
Why should a customer care?
Understanding existing customer communication methods and team cultureExamining “everyday workflow” and collaboration impactUnderstanding business processes and how they’re designedEvaluating the relevance of collaboration within a business processUnderstand how a business measures performance and quality within their operations
Defining entry points to position Cisco collaboration architecture and unhide business relevance
Collaborative management strategies and requirementsOperational agilityCustomer success and stickinessDemand for virtual desktop solutionsIT consumerizationSustainabilityUnderstanding the value of Collaboration to enable business strategyBusiness applications – collaboration integration and enablement
The Cisco Perspective
Why Cisco Collaboration?
Explain Cisco’s Collaboration Vision & Value PropositionUnderstanding the complete Cisco Collaboration PortfolioDescribe Cisco’s Collaboration Architecture and its links into BorderlessNetworks & DatacenterIdentify how Collaboration within a customer is not linked to a device or solution, but howan architecture makes customers independent, agile and creates value
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© 2011 Firefly Communications, LLC. All rights reserved.
Sales Acceleration Workshop- AM Focused
The Competitive Perspective
How is Cisco Collaboration different?
Understanding the competitive Collaboration landscapeSupport for Open solutions and standardsHow to compete against Microsoft and other players
The Sales Approach
Prepare appropriately and ask the right question Strategic direction and goal of the customer Business processes Communication processesUnderstand the business stakeholders (apart from IT)Match the customers business drivers to the Cisco collaboration architectureDevelop change management strategies and influence the corporatecommunication cultureUnlocking upselling potential and increase Cisco wallet shareApplying learned knowledge
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Agenda: Collaboration Business Relevance - SALE
© 2011 Firefly Communications, LLC. All rights reserved.
