Conference Presentation

Accelerating Revenue Growth in the Age of the Changing Customer

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Technology companies are seeking ways to accelerate revenue growth, and to do so with cost efficient selling models and motions. To accomplish this, companies must think differently about customer engagement and the roles both sales and services functions play – how they are defined, incented and organized to optimize revenue growth. Join Jeanne Beliveau-Dunn as she shares some of the innovative paths Cisco is taking to create this new blueprint with a rapidly evolving backdrop of the Internet of Things. Topics Jeanne will address include:

  • Cisco’s journey from products to solutions and outcomes
  • Realigning to our customer priorities
  • Formulating ‘centers of excellence’ in the various selling motions
  • Redefining the delivery roles to augment selling  
  • Implications for organization, roles, customer metrics and systems in sales and delivery

Jeanne will then lead a workout session that will enable participants to share their experiences and emerging best practices in this rapidly emerging area.


Presented By:

Mark Middlekamp

VP, Research, TSIA

Jeanne Beliveau-Dunn

VP and GM, Learning@Cisco, Cisco Systems

Publish Date: May 5, 2015

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