Cisco companions, before we dive in, let me pose a question: If you could do one thing for your small business that would help drive 3X more software recurring revenue with your customers, would you be interested? Of course, you will! And I’m sure you know where I’m headed – the perpetual challenge of building a lifecycle track, which is all about helping your customers achieve their desired outcomes by embracing your services and expertise. While ensuring a positive customer experience throughout.
At present, an astonishing 80% of gross sales calls focus primarily on pitching products rather than aligning with customers’ needs and desires. However, prospects have shifted their attention. They desire more than just purchasing merchandise. Companies require tangible results from the solutions they purchase. Individuals require a partner who can harmonize with their aspirations and contribute to achieving their desired value.
Are you aware of the long-term benefits your small company may derive from its strategic development? By embracing a lifecycle approach, you’ll fortify customer connections, secure higher renewal rates, and establish more reliable recurring revenue streams. You effectively stand out by differentiating yourself in today’s transformative and competitive market.
You’re familiar with these concepts, yet you lack hands-on experience in implementing a comprehensive lifecycle observation framework using Cisco tools and technologies.
To simplify, I’ve found it’s more effective to build upon what has driven success in your partnership with Cisco and your distributor so far: you excel at securing and closing deals. The arena where you engage in competition may indeed be the next logical step in building a sustainable revenue stream, ultimately driving adoption, expansion, and renewal among these very same clients – yielding up to 10-fold increases in renewal rates and up to 20% higher company bookings.
I believe that a more concise and formal tone would better convey your idea without the use of first-person pronouns and speculative language.
What if the situation were to unfold in this manner? The prospect of embarking on a new journey may seem daunting, with one or more lingering myths potentially hindering the launch of your lifecycle observation project.
Making it pay for itself is an insurmountable task.
I lack the necessary buyer expertise to proceed with this purchase.
Substantial investment is needed to initiate proceedings.
As a reality check, let’s explore how your Cisco distributor can support your Buyer Success journey through their Buyer Success-as-a-Service offering. Expertly crafted to streamline your process, they’ll assist with constructing your observation, offering hands-on guidance and collaborative support, or seamlessly managing the vast majority of the methodology on your behalf.
It’s a monumental task to place a fair value on it?
It is crucial to emphasize that retaining existing customers and building your business with them is far more straightforward than constantly seeking out new leads in the market. To decrease buyer churn, you need to reduce the likelihood of scaling a subscription-based business or becoming profitable over the long term. When you provide an excellent experience for your customers and ensure they’re adopting and deriving value from the service they’ve invested in, they’ll be more likely to return and purchase even more. The number is quite substantial.
Your distributors will assist in building a comprehensive lifecycle monitoring system. With its proprietary buyer expertise approach and strategic investments in outcome-driven and lifecycle-focused services, Cisco, together with your distributor, can assume a pivotal role as you embark on your lifecycle journey. Our data reveals a 52% surge in profitability following the initial sale when a Cisco partner adopts a lifecycle approach.
While you benefit from Cisco Enterprise Agreements (EAs), the actual number of users who benefit from them is even greater.
Your customer seeks secure networking solutions, but unfortunately, you lack the requisite expertise, certifications, and qualifications in cross-architecture safety to confidently promote a range of Cisco products. Leverage your distribution partners’ expertise to streamline the process of scoping and quoting for EAs, then utilize their Distributor-EA-as-a-Service solution to efficiently manage license activation and usage. Depend on their experience. You’ll have the ability to negotiate a settlement with your distributor, who will then facilitate the transaction on your behalf. Let’s connect securely and productively with Safe Networking – a reliable alternative to Webex. As such, we will continue to update and refine our Cisco-focused content throughout the remaining portfolio similarly. Foster a compelling offer by bundling it with secure networking capabilities. As you wrap up a subscription-based software solution for an executive assistant (EA), the likelihood that your customer will opt to resume or expand that EA increases significantly.
Numerous companions have already taken advantage of this valuable offering. Cisco’s Distributor-EA-as-a-Service, a collaborative effort with 2T companions, achieved a remarkable 140% year-over-year growth for EA.
Given my limited resources and unfamiliarity with this type of transaction, I’m hesitant to proceed without more guidance or support.
The buyer’s expertise encompasses their comprehensive lifecycle journey, spanning from the initial purchase of a Cisco solution through to renewal and beyond. Companions boasting a lifecycle team observe buyer expertise workers, seasoned behind-the-scenes professionals dedicated to crafting and verifying a positive customer journey. They’re confident that every touchpoint consistently meets shoppers’ expectations and delivers desired outcomes. If that’s not already the case, your Cisco distributor is the place to turn for guidance. Interestingly, our 2T recurring revenue relies heavily on these specialized distributors – a whopping 80% in fact. By partnering with them, you can develop a lifecycle journey tailored to driving value realization among your customers. Cisco boasts an extensive network of 2T Buyers, boasting expert knowledge in specialized partnerships that have earned their buyer expertise specialization (commonly referred to as CX Specialization) through collaboration with a Cisco distributor; these partners have successfully grown their recurring software revenue by over 50% within the past year.
It takes a significant amount of funding to get started.
As you scale your business, you may struggle to allocate resources for a comprehensive lifecycle management framework. This is where your trusted Cisco partner can provide valuable support.
Cisco partners with distributors to extend its reach and customer base. Your team is deeply committed to empowering you and ensuring your long-term success as a valued customer. With refined lifecycle platforms, experts monitor and guarantee successful onboarding for your prospects, leveraging Cisco’s expertise to craft tailored success plans and playbooks that guide them towards achieving their objectives. Their significant investments in assets, technical capabilities, and experiential knowledge empower partners to establish a thriving lifecycle practice.
Partner closely with your distribution network to co-create targeted promotions that drive buyer interest and satisfaction, while collaborating to develop a comprehensive strategy for building lasting relationships with customers. With a dedicated Buyer Success Supervisor (CSM) on their team, they excel at guiding you through every step and helping you develop a winning plan for your buyer. By mastering the intricacies of buyer success alongside your CSM, you’ll be able to revolutionize your buyer engagement strategies and drive growth throughout this year and beyond?
Cisco’s Companion Lifecycle Program offers a tailored approach. Wherever your journey may take you, we’ll meet you there.
On this blog, I’ve been discussing with companions who haven’t yet established a lifecycle approach. The reality is that each Cisco partner is unique and at various stages in developing their lifecycle strategy. The good news is that Cisco’s partner lifecycle enablement program is adaptable, allowing us to meet you where you are today: whether you’re looking for a “handle everything” distributor or seeking guidance as an independent distributor managing your own lifecycle approach, or preferring to handle it yourself.
Cisco distributors empower businesses at every stage of their lifecycle, whether starting anew or seeking growth opportunities. Let’s embark on a collaborative journey, ensuring mutual success for both you and your customers.
Seize opportunities offered by these resources.
I’d be happy to hear your thoughts. What’s your take on leveraging innovative technologies to enhance customer experiences? #CiscoPartners
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