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Talking points from Strategy and BD leadership
Executive message
from Bryan Business Critical Services/Optimization:
Cisco key messages • ONLY discuss Business Critical Services with internal employees if asked (official internal launch and sales
training will be at GSX (late August) and external launch is September)
Services key messages • What is Business Critical Services? Cisco is launching the next generation of AS subscription services– a
new portfolio called Business Critical Services. The services in this portfolio are customer-outcome focused
Advanced and deliver increased value by building on the foundation of optimization with new and updated capabilities.
Services priorities Business Critical Services give our clients important advances in analytics, automation, compliance,
remediation, and security so they can predict opportunities, preempt risks and navigate technology
Strategy and business
development messages transitions.
Advanced Services:
world of solutions
Advanced Services:
catch us live
Make AS easier to sell:
Advanced Services:
beyond the stage What are we doing to make selling Advanced Services easier:
• Focused on transformation of the portfolio, Business Development organization, and renewals process
Customer spotlight and created an Ease of Selling program.
What does the Ease of Selling program do?
#SocialMedia
• Created a deal categorization process to treat deals differently based upon risk and complexity profile,
Everything else allowing us to reduce approval steps by over 50% while maintaining financial rigor.
you need
• Leveraged a model to move business process to centralized, lower cost resources freeing up service
sellers to maintain increased customer interaction.
• Reduced median deal processing time from over 21 days to 4.3 days for Fast Track category deals.
Targeting 35% of all deals to fall into this category.
Conf idential and internal only. Cisco Live Las Vegas – June 25-29, 2017 9
