Salesforce

Insights from Cisco's Digital Transformation Thomas Winter, Senior DirectorCisco Digital Experience Innovation

Thomas Winter DEIMy team ensured the GTM projects get the right digital tool in place to be successful.We ensure the ensure that digital platforms in the company meet sales needs.Drive a digital sales acceleration roadmap for sales

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Digitize Sales

Digitize Your Team

Digitize Yourself

Every business has to become a digital business or it will cease to exist. What are YOU doing to digitize?

5.4

People involved in the average B2B buying decision

29%Sales reps that are well prepared to engage with buyers

67%Buying journeys that are digital interactions vs. traditional sales calls

# 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Exiting times to be in digitalDigital is everywhereDigital innovation is accelerating at unbelievable speed

Digital is also scaryDigital is expected4 out of 10 business will cease to exist because they fail to digitizeWere dealing with the best informed and connected customer ever and with that it becomes harder and harder for a sales person to deliver valueDigital revolution will transform you and your job

What are you doing to digitize to be ahead of the curve?What are we doing with the Cisco sales force to be ahead of the curve?

Given that our approach to selling has not fundamentally changed since the 90ties and that most of our sales tools are not seen as a productivity enhancement, let alone a growth accelerator,We have a tremendous opportunity in front of us

Im going to give you a sneak peak on our strategy for sales and a few suggestion for your team and yourself

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Benefits of Digital SellingB2B Buyers Connecting with Sellers via Social Networks

Trust Relationships thru virtual face-to-face interactions

Learn to Love Small Dotsshrinking deal sizes and increasing deal volumes

Smarketingrevenue growth through strong sales and marketing alignment

Sales Information Overloadrationalize high volume of digital customer signals

Forecast & AnalyticsSales Digitization StrategyExperience & Productivity

Buying&SellingExperience

Actionable Insights

Knowledge, Relationship & Interaction

Winning Patterns

Customer Interactions -> Knowledge & Relationship Capital + Interactions & CollaborationActionable Insights -> Customer Insights + Actionable SignalsBuying Experience -> Q2OForecast & Analytics -> OMF5

Sales Digitization Strategy

Actionable Insights

Knowledge, Relationship & Interaction

Leverage Your Digital NetworkFind content anytime, anywhere on SalesConnectUse social selling for an up to 9% sales upliftInteract with customers through digital collaboration tools to significantly increase salesCut Through the NoiseImprove install base data qualityIncrease lead relevance (MQL -> SQL)Leverage predictive scoring engine for a 20% faster sales cycle

Customer Interactions -> Knowledge & Relationship Capital + Interactions & CollaborationActionable Insights -> Customer Insights + Actionable SignalsBuying Experience -> Q2OForecast & Analytics -> OMF6

Transform the Buying JourneyTransform pricing and discount processXaaS/Software subscriptionsRenewal accelerationSales Digitization Strategy

Buying Experience

Winning Patterns

Tie Actions to ResultsReplicate winning patternsSpeed to insights (measure every initiative)Engaging and mobile-friendly experience for sales

Customer Interactions -> Knowledge & Relationship Capital + Interactions & CollaborationActionable Insights -> Customer Insights + Actionable SignalsBuying Experience -> Q2OForecast & Analytics -> OMF7

Demonstration

Digitize Your Team

Digitize Yourself

One in 9 American workers works in sales that is, their job is to try to convince someone else to make a purchase. But even more important, the other 8 in 9 are also in sales. Theyre now spending a huge portion of their time persuading, influencing, and convincing others to make an exchange what I call non-sales selling.

Like it or not, were all in sales now.

- Daniel Pink, January 2013

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More Chances to Present at Dreamforce

Develop Your Reputation as an Expert to Get More Business

Build Your Brand to Gain More Followers

Make More Connections to Help You Grow Your Career

What we found is that Ciscos top 25 Commercial sales reps had a Social Selling Index that was 1.7 times greater than their peers.

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Drop me a note of one thing you do to digitize thwinter@cisco.comGet Started!

Digitize Sales

Digitize Your Team

Digitize YourselfAddress ONE sales pain point E2E (Policy, Process, System, EXPERIENCE)Build a plan to turn data into actionable insightsScale a social selling strategyAdopt business messaging platform Use Video to strengthen connectionsConnectShare

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Learn How to Run Your Sales Organization with Wave AnalyticsSpeakers: Luca Felli, Practice Lead Digital Selling Innovation

The New Era of Analytics: Moving from Legacy BI to Wave AnalyticsSpeaker: David deMilo, Chief Architect & Jeremy Woodfin, IT Engineer

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Lets stay in touch!www.thomaswinter.me

Thank you