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JOSEPH PUTHUSSERYVice President, GTM Global Demand Center
Cisco Confidential 2©2014 Cisco and/or its affiliates. All rights reserved.
BEHIND EVERY …
Company Name Search QuerySocial Interaction Mobile Device
MARKETING IS B2ME
Cisco Confidential 3©2014 Cisco and/or its affiliates. All rights reserved.
THE BUYING PROCESS HAS CHANGED
of customers initiate the first step in the buying cycle
90%of customers want an integrated marketing approach
72%The number of times a customer will “touch” a vendor before making a purchase
11
Sources:Engagement booster- Content published on 2 or 3 channels had a 24% increase in engagement – Michael LewisConsumer driven- 72% of consumers want an integrated marketing approach - E-tailing Group, (June 2011) “4th annual Consumer Insights Survey”
Self-Initiated Starts Online Integrated Journey
Cisco Confidential 4©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 5©2014 Cisco and/or its affiliates. All rights reserved.
Zero-Touch Automation
OPPORTUNITY: WHAT DO WE EACH HAVE TO OFFER?
• Valuable customer data
• Warmer leads, not contacts
• Faster qualification times
• Automated partner platform performance
• Valuable data on leads provided
• Digital relationship
• Joint accountability to revenue
Marketing Sales
Highest Uptime and Quality
Cisco Confidential 6©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 7©2014 Cisco and/or its affiliates. All rights reserved.
1. Build a Foundation
2. It’s the Planning, Not the Plan
3. Accountability
4. Communication
5. Execute and Deliver
1Team GoalPlan
Cisco Confidential 8©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 9©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 10©2014 Cisco and/or its affiliates. All rights reserved.
DEMAND GENERATION WATERFALL
Data Source: Sirius Decisions Benchmarking Study done in Feb 2012.
Contacts
Responses
Marketing Qualified Leads (MQL) Sales
Accepted Leads (SAL) Sales
Qualified Leads (SQL) Closed
Business
Individual Names (in Database)
Raw Responses
BANT-Qualified Leads
Added to Sales Pipeline
Booked Deals
Leads Accepted by Sales/Partners
Best: 10%
Best: 28%
Best: 44%
Cisco Confidential 11©2014 Cisco and/or its affiliates. All rights reserved.
COMMON LANGUAGEFINDING A LANGUAGE THAT EVERYONE CAN TEACH, LEARN, UNDERSTAND, AND APPLY
Sales Acceptance
Marketing Qualified
Responses
Sales Qualified Leads
MARKETING
SALES
Booked Opportunity
Moment of Truth
Cisco Confidential 12©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 13©2014 Cisco and/or its affiliates. All rights reserved.
CONNECTED CUSTOMER INTERACTIONS & SCALE
Cisco.com Digital
Platform
Unique, relevant offers and recommendations personalized to the customer
Data is given to the entity best suited to fulfill the customer needs
Marketing Automation: Intelligence and predictive analytics
PartnerSCPSFDC
Cisco Confidential 14©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 15©2014 Cisco and/or its affiliates. All rights reserved.
MANAGING THE BUSINESS WITH SHARED GOALS
“Setting goals is the first step in turning the invisible into the visible.”–Tony Robbins
Maintain Organizational
VisibilityInspect & Review
Assign OwnershipKeep it SimpleMake it
Relevant
Cisco Confidential 16©2014 Cisco and/or its affiliates. All rights reserved.
CERTIFICATION, EDUCATION, & CONSISTENCY
Certification • Marketing programs or activities certified to drive SQL • Entered directly into our SFDC platform• Agreed with Sales that it’s marketing sourced • Must meet agreed upon criteria
Education & Consistency
• SFDC and dashboard training • Certified revenue management courses • Monthly/quarterly education classes • Workbook: consistent terminology and definition
Cisco Confidential 17©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 18©2014 Cisco and/or its affiliates. All rights reserved.
PLANNING BEST PRACTICES
Annual revenue summit
Weekly targets Regional agreement
and commitment Excitement and a little competition
Cisco Confidential 19©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 20©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 21©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 22©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 23©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 24©2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 25©2014 Cisco and/or its affiliates. All rights reserved.
Region
Geography
Architecture
Engine
Bookings
Top & Middle Funnel
FY15 OutlookInbound
Expanding and integrating our partner footprint
Big data analytics anticipating and predictive
Integration external and internal touchpoints
Real-time content optimization
Commerce engine
TotalOpportunities
Cisco Confidential 26©2014 Cisco and/or its affiliates. All rights reserved.
Is your marketing keeping pace with changing technology and buying behaviors?
Are you transforming your marketing to being a goal-oriented function?
Are you thinking about marketing as a revenue generation machine?
Cisco Confidential 27©2014 Cisco and/or its affiliates. All rights reserved.
Thank you.