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 2

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Business Solutions Manager - Outcomes Approach

On Here

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4

Here

Consumption Models

Above The Line = Success

BUSINESS CHALLENGE

ENABLING

TECHNOLOGIES

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KPIInsight

Asset Utilization

Customer Experience

Routing Compute

Security

Call ControOlnSwitching

Wireless

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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

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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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Queue Management

Showrooming

Dwell & Browsing

Associated Devices

Opted In

Presence Detection

Traffic/Conversion

Technology Path to High Performance RetailO

pe

ratio

n E

ffic

iency

Customer Intimacy/Personalization

HIGH

LOW HIGH

E-commerce

Specialty

Retail

Fast Moving

Consumer

Goods Retail

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Use Analytics to Improve In-Store Operations

Merchandising

• Cross selling opportunities• Planogram optimization

• Markdown optimization• Competitive intelligence• Price optimization

• Asset planning

Marketing

• Database marketing effectiveness• Online marketing effectiveness

• Marketing mix optimization• Customer segmentation• Marketing effectiveness

• Promotion effectiveness

Customer Insights

• Loyalty program management• Membership/retention analysis

• Customer lifetime value

Store Operations

• 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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Jacob Javits Connected Venue – rcicero@cisco.com CiscoConfidential

Experience Innovation Platform

CONNECTED VENUE OVERVIEW

CiscoConfidentialJacob Javits Connected Venue – rcicero@cisco. com 13

GREATER EXPECTATIONS

Differentiated Experiences

Real-TimeAccess

Social

Jacob Javits Connected Venue – rcicero@cisco.com Cisco Confidential 14

CURRENT ENVIRONMENT

COMMUNICATION

Phone

Data/Email/Fax

Call Center

Mobile

SERVICES

Ticketing

Digital Video

Point-of-Sale

Event Promotions

OPERATIONS

Parking

Video Surveillance

Energy Management

Access Management

Jacob Javits Connected Venue – rcicero@cisco.com Cisco Confidential 15

CONNECTED VENUE OVERVIEWIncrease Operational

EfficiencyEnhance

Patron ExperiencesCapture New

Revenue

ONE PLATFORM FOR INNOVATIONONE NETWORK.

.

16

ENHANCE THE PATRON EXPERIENCE

Video capabilities everywhere

Customizableexperiences for

exhCiisbcoiCtoonfidrenstial

Interactive mobile services

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CAPTURE NEW REVENUE

Dynamic digitalmenus

Custom exhibitor and business services

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Innovative ad/sponsor opportunities

Employees Point of Sale Back Office

Patrons

Third PartyApps

Venue-SpecificApps

Reliable Wi-Fi Coverage

Jacob Javits Connected Venue – rcicero@cisco.com

High Capacity -

Thousands of Users18

Single, Secure Wi-Fi Solution

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With Cisco High Density Wi-Fi, Your Venue Can Create a Portfolio of Services to Engage Patrons

Examples

Wayfinding Realtime location identification

Food and MerchandiseConcession 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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© 2013-2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22

Work anywhere, access everywhere

Smart+Connected Workplace Transformation

Gives me choice

Helps me collaborate better

Personalizes my workspace

Enhances my productivity

Safeguards me and my information

Senses where I am

Improves my work life balance

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Bridging the gap between physical

and digital Spaces

Smart+Connected Spaces

Find a colleague

Find a workstation

Auto extension mobility

Review reports

Quick video call

Schedule a WebEx

Find a meeting room

Room wakes up

Release room

Room goes to sleep

Collaborative

Social

Focused

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Thank you.