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As with many service organizations, Cisco Advanced Services is being asked to contribute higher margins. One of the questions management asked is, "How can we empower our Sales organization to better manage toward customer success and higher margins?" In other words, create more of a win-win with customers. Working with Value and Pricing Partners, Cisco managers took several steps to improve their value and pricing performance. They did a historical analysis of pricing and discounting to focus the effort, targeted customers representing the biggest win-win opportunities, and developed a pricing tool that permits sales managers and directors to monitor price performance near real time at both the account and portfolio level. They also launched a pilot program to test tool utilization and value in a live environment. This presentation will describe the work through the process, key learnings, and how the company adapted to drive improved pricing performance.
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Peg Rodarmel, SVP, Subscription Services, Infor
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