1 © 2004 Interaction Strategies, LLC All rights reserved. IPC ASPIRE!™ Workshop Cisco IPC ASPIRE!...

1© 2004 Interaction Strategies, LLC All rights reserved.IPC ASPIRE!™ Workshop

Cisco Cisco IPC ASPIRE!IPC ASPIRE!™™ WorkshopWorkshop

Enhancing Your Sales Success through Executive Demand Creation!Enhancing Your Sales Success through Executive Demand Creation!

Jim HaysJim Hays

Interaction Strategies, LLCInteraction Strategies, LLC

““Go-to-Market Strategy Consulting for the Cisco IPC Sales Ecosystem”Go-to-Market Strategy Consulting for the Cisco IPC Sales Ecosystem”

222© 2003 Cisco Systems, Inc. All rights reserved.TOI 102103 rm

““Why an IPC class from a non-Cisco person?”Why an IPC class from a non-Cisco person?”

• Twenty years experience selling voice/data appsTwenty years experience selling voice/data apps

• Former Cisco Salesperson Former Cisco Salesperson (via Geotel acquisition)(via Geotel acquisition)

• Sold the very first IPCC Enterprise systemsSold the very first IPCC Enterprise systems

• Experience selling for Cisco Channel PartnersExperience selling for Cisco Channel Partners

• Consultant to VPs in Cisco CCBU and PTMO-IPC Consultant to VPs in Cisco CCBU and PTMO-IPC

• Conducting this workshop globally for past yearConducting this workshop globally for past year


An Opportunity for Us to Learn about An Opportunity for Us to Learn about YOU!YOU!

1.1. Your NameYour Name

2.2. Organization & ResponsibilitiesOrganization & Responsibilities

3.3. Experience Selling IPC Experience Selling IPC ApplicationsApplications

4.4. Desired Results from this WorkshopDesired Results from this Workshop

5.5. Your Your “Little Known Factoid”“Little Known Factoid”


Getting the most out of Getting the most out of youryour time investment time investment

• An action-packed agenda!An action-packed agenda!

• Only Only oneone PC open during class PC open during class

• Plenty of scheduled breaksPlenty of scheduled breaksLocation of restrooms and break roomLocation of restrooms and break room

Please be “ready to roll” at end of breaksPlease be “ready to roll” at end of breaks

• Volunteer Volunteer “Rat Hole Monitor”“Rat Hole Monitor”

• Something to make it more interesting???Something to make it more interesting???


IPC is the IPC is the “Tip of the Opportunity Iceberg”“Tip of the Opportunity Iceberg”


Challenges Associated with Selling IPC?Challenges Associated with Selling IPC?

7© 2004 Interaction Strategies, LLC All rights reserved.IPC ASPIRE!™ Workshop

Understanding the New Market for Understanding the New Market for Business Communications SolutionsBusiness Communications Solutions

……and making the changes work in your favor!and making the changes work in your favor!

Jim HaysJim Hays

Radical Agent of Change & Passionate Evangelist for Transforming SalesRadical Agent of Change & Passionate Evangelist for Transforming Sales

Interaction Strategies, LLCInteraction Strategies, LLC


• More & more customersMore & more customers

17,500+ Cisco IP Communications customers worldwide17,500+ Cisco IP Communications customers worldwide

45+ customers deploying more than 5,000 IP phones45+ customers deploying more than 5,000 IP phones

More than 60% of the Fortune 500 are using Cisco IP CommunicationsMore than 60% of the Fortune 500 are using Cisco IP Communications

• More true IP endpoints shippedMore true IP endpoints shipped

4 M+ Cisco IP phones 4 M+ Cisco IP phones

3 M+ Cisco Unity seats 3 M+ Cisco Unity seats (voicemail & UM)(voicemail & UM)

770 K+ Cisco Contact Center agents770 K+ Cisco Contact Center agents

98 K+ Cisco MeetingPlace licenses98 K+ Cisco MeetingPlace licenses(rich-media conferencing)(rich-media conferencing)

• More deployed & proven VoIPMore deployed & proven VoIP infrastructure infrastructure

16 M+ VoIP gateway ports16 M+ VoIP gateway ports28 M+ Power over Ethernet ports28 M+ Power over Ethernet ports All numbers through Sept-04All numbers through Sept-04

Cisco is the Leader in Enterprise IP CommunicationsCisco is the Leader in Enterprise IP Communications


Cisco is the Leader in IP Phone ShipmentsCisco is the Leader in IP Phone Shipments

WW IP Phone Shipments: Units (Market Share)Q3 CY 2004

Source: Synergy Research - total 1,216K units

Sphere1%

NEC1%

Other6%

SpectraLink1%

Siemens4%

3Com3%

Mitel7%

Alcatel10%

Avaya14% Nortel

14%

Cisco40%


Cisco is the Clear Leader in IP LAN TelephonyCisco is the Clear Leader in IP LAN Telephony

WW LAN Telephony Shipments: Revenue (Market Share)Q3 CY2004

Source: Synergy Research - Total: 162 M$

3Com7%

Sphere5%

NEC5%

Others4%

Mitel14%

Nortel23%

Cisco42%

Synergy’s “LAN Telephony” category equals pure IP Telephony: IP telephones using an IP LAN with IP-based call control.

Avaya does not yet have a product in this category


Cisco is a Major Leader in IP TelephonyCisco is a Major Leader in IP Telephony

WW IP Telephony Shipments: Revenue (Market Share)Q3 CY 2004

Source: Synergy Research - Total: 815 M$

3Com2%NEC

3%

Siemens5%

Other8%

Mitel6%

Cisco23%

Alcatel13%

Avaya25%

Nortel14%

Most of Avaya’s “IP” revenue came from “Converged Telephony” systems


1)1) DramaticallyDramatically Different Idea Different Idea

2)2) OvertOvert Benefits Benefits

3)3) RealReal Reasons to Believe Reasons to Believe

Doug Hall’s Laws of Doug Hall’s Laws of “Marketing Physics”“Marketing Physics”


How much of what is done in business communications How much of what is done in business communications today is a result of this all too common human today is a result of this all too common human tendency?tendency?

La Historia del Jamón del día de FiestaLa Historia del Jamón del día de Fiesta



TheTheChasmChasm


What is the meaning of the word “Pragmatist”?What is the meaning of the word “Pragmatist”?

prag·ma·tism [prágmə tìzzəm]prag·ma·tism [prágmə tìzzəm]

nounnoun

1. way of thinking about results: a straightforward practical way 1. way of thinking about results: a straightforward practical way of thinking about things or dealing with problems, concerned of thinking about things or dealing with problems, concerned with results rather than with theories and principleswith results rather than with theories and principles

2. PHILOSOPHY way of evaluating theories: a philosophical 2. PHILOSOPHY way of evaluating theories: a philosophical view that a theory or concept should be evaluated in terms of view that a theory or concept should be evaluated in terms of how it works and its consequences as the standard for how it works and its consequences as the standard for action and thought. action and thought. See also See also instrumentalisminstrumentalism

-prag·ma·tist, -prag·ma·tist, nounnoun -prag·ma·tis·tic [pràgmə tístik], -prag·ma·tis·tic [pràgmə tístik], adjectiveadjectiveMicrosoft® Microsoft® Encarta® Reference Library 2005. © 1993-2004 Microsoft Encarta® Reference Library 2005. © 1993-2004 Microsoft Corporation. All rights reserved.Corporation. All rights reserved.


TheTheChasmChasm


Key Competitors are also focusing on IPTKey Competitors are also focusing on IPT


We should We should NOTNOT Sell IP Telephony!!! Sell IP Telephony!!!We should We should NOTNOT Sell IP Telephony!!! Sell IP Telephony!!!

The Naked, Shocking, Fundamental Truth is…The Naked, Shocking, Fundamental Truth is…


The IP Telephony-enabled RefrigeratorThe IP Telephony-enabled Refrigerator

New Technology added to an Inappropriate Architecture…New Technology added to an Inappropriate Architecture…

……is still just New Technology on an Inappropriate Architecture!!!is still just New Technology on an Inappropriate Architecture!!!


IP Telephony in itself is NOT the Key Value Proposition!IP Telephony in itself is NOT the Key Value Proposition!

……of Voice/Data Infrastructure of Voice/Data Infrastructure andand Applications Applications

The REAL Value is in The REAL Value is in Convergence…Convergence…


Where would you invest your resources?Where would you invest your resources?

The part that you are keeping The part that you are keeping (your network)(your network), ,

……or the part that you will be leaving behind?or the part that you will be leaving behind?


So please, feel free to go out and sell…So please, feel free to go out and sell…

• The Power ofThe Power of BusinessBusiness Transformation!Transformation!

• BusinessBusiness ValueValue of a Converged Infrastructureof a Converged Infrastructure

• The Enablement ofThe Enablement of Convergence ApplicationsConvergence Applications

• Reduced Costs from a moreReduced Costs from a more EfficientEfficient OperationOperation

• Increased Revenue via moreIncreased Revenue via more Effective InteractionsEffective Interactions


Selling Business Value and TransformationSelling Business Value and Transformation


Delivering the Greatest Value to CustomersDelivering the Greatest Value to Customers

Business Objectives and StrategiesBusiness Objectives and Strategies

Infrastructural ArchitectureInfrastructural Architecture

ApplicationsApplications

TechnologyTechnology

FeaturesFeaturesFeaturesFeaturesMost Most CriticalCriticalMost Most

CriticalCriticalLess Less

CriticalCriticalLess Less

CriticalCritical







FeaturesFeaturesFeaturesFeaturesWhere Where We Will We Will

Win!Win!

Where Where We Will We Will

Win!Win!

Where Where We Can We Can Lose!Lose!

Where Where We Can We Can Lose!Lose!







FeaturesFeaturesFeaturesFeaturesExecutiveExecutiveFocusFocus

ExecutiveExecutiveFocusFocus

Technical Technical FocusFocus

Technical Technical FocusFocus


Selling Technology to DilbertSelling Technology to Dilbert


Demand Reaction versus Demand CreationDemand Reaction versus Demand Creation

““If you want a chance If you want a chance to win our business, to win our business, you must respond to you must respond to my four hundred page my four hundred page Request For Proposal Request For Proposal by the end of next by the end of next week!”week!”


His name is Allan.His name is Allan.He is the prospect of He is the prospect of the 21the 21stst Century. Century.

He doesn’t play golf He doesn’t play golf with vendors.with vendors.He plays hardball.He plays hardball.

He’s looking for answers.He’s looking for answers.So if you’ve got questions, So if you’ve got questions, they’d better be good ones.they’d better be good ones.

He was brought in to get results.He was brought in to get results.He expects the same from you.He expects the same from you.

The Challenge of Executive Demand CreationThe Challenge of Executive Demand Creation


Empowering Executives to Get ResultsEmpowering Executives to Get Results

1.1. Solve a ProblemSolve a Problem

2.2. Achieve a GoalAchieve a Goal

3.3. Meet a NeedMeet a Need

Executives typically only want to talk to us, Executives typically only want to talk to us, if we can show them how we help them…if we can show them how we help them…


Getting to an Executive who can CREATE a BudgetGetting to an Executive who can CREATE a Budget

CEOCEO

COOCOO CFOCFO CIOCIO

VPVP VPVP VPVP VPVP

DirectorDirector DirectorDirector


PersonnelPersonnel

65%65% FacilitiesFacilities5%5%

Information Information TechnologyTechnology

5%

TelcoTelco25%25%

Typical Costs for Multi-Site Call CentersTypical Costs for Multi-Site Call Centers


Date post:	15-Jan-2016
Category:	Documents
View:	212 times
Download:	0 times

1 © 2004 Interaction Strategies, LLC All rights reserved. IPC ASPIRE!™ Workshop Cisco IPC ASPIRE!...

Documents