It doesn't matter if you are an account manager or a customer success manager, you want to be a trusted advisor as your customer embarks on their digital journey. Customers want personalized engagement with trusted partners, and it is important to be able to solve your customers' business problems by recommending or suggesting related technology solutions. When I was in the field, I was sometimes nervous about cross-selling unfamiliar products. However, as I share what I know about the Cisco Ruggedized portfolio, I think you will agree that cross-selling Extended Enterprise use cases for this portfolio provides a simple way to leverage your current network knowledge and account relationships to generate additional revenue and solve top-of-mind customer concerns.
第一P-思科鲁格P级ORTFOLIO系统
多年来我一直和IOT团队在Cisco合作, 我认为最保守的秘密之一就是思科鲁格化P级tfolio大全全思科增长最快之一 并运行超过2年One of the major reasons for this incredible growth is IT departments are now bringing IOT endpoints into traditional IT, where you and Cisco already have strong customer relationships. I think this is exciting because it means you can take over your customers' outdoor networks (WOW!) and connect their extended network to the enterprise. As this major buying shift occurs in the way customers are going "digital," I believe you have a window of opportunity where you can use extended enterprise use cases to profit (It's a $4B market) from this change. And, it's not just about extending their network. Your customers also need to consider network security, automation, and business policy in their expanded network. This represents a $4B market opportunity for you!
并扩展企业到户外和非嵌入式位置:
- 仓库
- 分发中心
- 路由
- 户外部署
- 体育场
- 机场
- 多点
CiscoRug化组合很简单-工业切换、工业路由选择和工业无线组合看似稍有不同 — — 设备泛泛地看重“burbly ”, 因为它们设计环境严酷,但我认为你仍在出售你已知的东西:接入点、路由器和开关
Cisco扩展企业定位加值后,你还将出售更多核心组合。通过为网络添加更多事物,你需要更多的企业联网安全产品支持新的IOT连接装置和端点这是我最喜爱的销售场景之一-为网络添加更多素材,这样你需要更多核心连通性。这不是什么新事物,但效果仍然不错!现在让我们从FirstP(组合)移开,我想分享扩展企业的另一个利益,这带我讲第二P
第二P-P级EPLE语言
In discussing the portfolio, i discussed the major shift in bringing IOT endpoints to IT, but there are still people who influence the deals and budgets for IOT networks who may not be your usual IT buyer. The good news is that I am seeing that your IT contact is getting aligned with these IOT buyers as this shift occurs. It is important to leverage your IT relationships to start to make the connections. Just walking down the hallway with your IT contact and reaching out together to their IOT cubicle neighbors may provide you an opening to cross-sell to a new buying center and gain valuable influencer relationships. These new IOT relationships will give you early information about new initiatives and provide the opportunity to influence RFPs and even change the conversation to discuss business outcomes that differentiate you and your organization from competitors.简言之,别害羞 去见新人
第三P-P级ROGRAMS系统
I don't want to end this blog without mentioning Cisco partner programs – since that is a big part of what I do at Cisco, and it is definitely worth calling out as the third P.I want to highlight some work I have been doing lately with the Cisco Partner Programs team on the IOT Account Breakaway promotion. Account Breakaway is available for use with the Cisco ruggedized portfolio and you can leverage it in the same type of ways you use it in other portfolios – I'll share a link at the end of the blog with the details. If you are not familiar with Account Breakaway, it really supports the cross-selling topic I have been discussing in this blog. As an overview, Account Breakaway is designed to
- 奖励伙伴查找、开发并销售定向技术注入新账户和现有账户
- 提高伙伴盈利性并有吸引力6个月差价打折
- 向Cisco最新产品提供最高推广打折
- 加速客户行程以帮助他们实现更快创新,降低成本和复杂性并降低风险
通过调用账户交换程序和其他思科伙伴程序,你可选择、定位和WIN交易与客户接触
下一步学习更多
我想总结并留一些链接供学习更多知识。首先,让我们总结起点-简单交叉销售。下面是我推荐的3个步骤:
交叉销售Rugged组合并运用网络知识创造新机会
交叉销售新IOT买家并运用当前IT关系建立连接并解决客户问题,注重业务结果,使你有别于竞争者
交叉销售更多比值,利用程序即已知道,像账号破解访问新预算和新建购物中心
学习更多让我们分解为3P
组合
获取更多资讯代理商访问扩展企业网站www.cisco.com/go/extendedenterprise销售连接页https://salesconnect.cisco.com/open.html?h=PAGE-12349
人民党
深入了解向不同类型买家出售知识,探索行业变换伙伴指南,在那里你能找到一页快速售出指南分享行业不同类型买家购买触发器和商业结果-转到行业销售标签http://cs.co/customerin
程序类
转到www.cisco.com/go/promotions并选择账户切换最大访问页域
连接CISCO