Selling Business Outcomes Cisco Selling Business Outcomes Test 810-403 Exam QA PDF+Simulator in Computers/Tablets & Networking, Manuals & Resources
Get Uncomfortable
As long as you are going to be thinking, think big. Cisco Confidential
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Business Solutions Manager - Outcomes Approach
On
Here
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Above The Line = Success
Customer Experience
Consumption Models
KPI Insight
BUSINESS CHALLENGE Asset Utilization
Compute Routing Call ControOl n
Switching Wireless Security
Here ENABLING
TECHNOLOGIES Cisco Confidential
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How Does My Customer Make Money? Does the customer provide a product or a service?
How is the product or service delivered? Is there an ongoing relationship with their end customers? How many customers purchase more than one product or service from you? What are trends impacting their industry?
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Successful Sales Campaign - Retail Customer Profile • • • • •
Global Luxury Goods Retailer w/ 1,000 stores Closing 100+ Stores in 2015 Same Store Sales Declining IT Viewed as an Enabler Mix of Vendor Technologies in the Store
Sales Challenge • • •
Failed Technology Investments Business Climate Not Favorable No Relationships Outside of IT
Industry Trends •
Omnichannel “Field of Dreams”
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Cisco Makes Innovation Possible for Retailers
Differentiation
Innovation
Insight
Data
Connections
Retailer Cisco Confidential
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Connected Analytics forRetail Packaged analytics and services for retailers that provide actionable insights to improve the customer shopping experience and optimize store operations
Improve Customer Shopping Experience
Increase Efficiency of Store Operations
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Technology Path to High Performance Retail HIGH Fast Moving Consumer Goods Retail
E-commerce
Queue Management
Operation Efficiency
Showrooming
Dwell & Browsing Opted In Associated Devices Presence Detection Specialty Retail
LOW
Customer Intimacy/Personalization
Traffic/Conversion
HIGH
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Use Analytics to Improve In-Store Operations Merchandising
Marketing
• • • • • •
• • • • • •
Cross selling opportunities Planogram optimization Markdown optimization Competitive intelligence Price optimization Asset planning
Database marketing effectiveness Online marketing effectiveness Marketing mix optimization Customer segmentation Marketing effectiveness Promotion effectiveness
Customer Insights
Store Operations
• • •
• • • • •
Loyalty program management Membership/retention analysis Customer lifetime value
Labor optimization Checkout Counter optimization Out of stock reduction Customer conversion Loss prevention
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Successful Sales Campaign – Javits Center Customer Profile • • • •
Convention Center in NYC Loss leader for Cities $150M in Annual Revenue Large Shows Not Returning
Sales Challenge • • •
Failed Technology Investments Revenue Declining Operational Costs Rapidly Increasing
Industry Trends • • •
Technology Use Increasing Patrons Demanding Always On Connectivity Exhibitor Costs Increasing
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CONNECTED VENUE OVERVIEW Experience Innovation Platform
Cisco Confidential
GREATER EXPECTATIONS Differentiated Experiences
Real-Time Access
Social Jacob Javits Connected Venue – rcicero@cisco. com
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CURRENT ENVIRONMENT
COMMUNICATION
SERVICES
OPERATIONS
Phone
Ticketing
Data/Email/Fax
Digital Video
Parking Video Surveillance
Call Center
Point-of-Sale
Energy Management
Mobile
Event Promotions
Access Management
CONNECTED VENUE OVERVIEW Enhance Patron Experiences
Capture New Revenue
Increase Operational Efficiency
ONE NETWORK. ONE PLATFORM FOR INNOVATION .
ENHANCE THE PATRON EXPERIENCE
Video capabilities everywhere
Customizable experiences for exh ib i to r s C si
co C o
nfid en tial
Interactive mobile services 16
CAPTURE NEW REVENUE
Innovative ad/sponsor opportunities
Dynamic digital menus Cisco Confidential
Custom exhibitor and business services 17
Employees Point of Sale Back Office Patrons
Reliable Wi-Fi Coverage
Jacob Javits Connected Venue – rcicero@cisco.com
Single, Secure Wi-Fi Solution Cisco Confidential
Third Party Apps
Venue-Specific Apps
High Capacity Thousands of Users18
With Cisco High Density Wi-Fi, Your Venue Can Create a Portfolio of Services to Engage Patrons Examples Wayfinding
Realtime location identification
Food and Merchandise
Concession information; real-time “fast pass� ordering capabilities
Virtual Concierge
Personal concierge services
Workforce Mgmt
Labor optimization
Asset Tracking
Active tracking of assets in building
Data Mining
Historical location and traffic pattern information
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Successful Sales Campaign – Financial Services Customer Profile • • •
Financial Services Firm – HQ NYC 50 Global Locations Cisco Collaboration Customer
Sales Challenge • • •
“Failed” Video Deployment IT Budget Cut by 50% No Relationships Outside of IT
Industry Trends • •
Flexible Workspace Real Estate Optimization
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Smart+Connected Workplace Make workspaces available, when and where people need them, on demand Brings together and improves the physical, virtual, and experiential aspects of the workplace
Ensures better use of conference rooms Optimizes office space and resource utilization Maximizes hot desking success Provides greater insight into occupant’s behavior, collaboration touch points, and workflows
Lowers energy costs
Delivers apps for training, advertising, and emergencies
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Smart+Connected Workplace Transformation Work anywhere, access everywhere Personalizes my workspace
Senses where I am
Enhances my productivity
Gives me choice
Helps me collaborate better
Improves my work life balance
Š 2013-2014 Cisco and/or its affiliates. All rights reserved.
Safeguards me and my information
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Smart+Connected Spaces Bridging the gap between physical and digital Spaces
Find a colleague Find a workstation Auto extension mobility
Collaborative
Review reports Quick video call
Social
Schedule a WebEx
Find a meeting room Focused Room wakes up Release room
Room goes to sleep
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Thank you.