810-403 selling business outcomes
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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
Cisco Confidential 3
Business Solutions Manager - Outcomes Approach
On Here
4
Here
Consumption Models
Above The Line = Success
BUSINESS CHALLENGE
ENABLING TECHNOLOGIES
Cisco Confidential
KPIInsigh
t Asset Utilization
Customer Experience
Routing Compute
Security
Call ControOl nSwitching
Wireless
Cisco Confidential 5
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?
Cisco Confidential 6
Successful Sales Campaign - RetailCustomer 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”
Cisco Confidential 7
Cisco Makes Innovation Possible for Retailers
Differentiation Innovation Insight Data Connections
Retailer
Cisco Confidential 8
Connected Analytics for RetailPackaged 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
Cisco Confidential 9
Queue Management
Showrooming
Dwell & Browsing
Associated Devices
Opted In
Presence Detection
Traffic/Conversion
Technology Path to High Performance RetailO
pera
tion
Effi
cien
cy
Customer Intimacy/Personalization
HIGH
LOW HIGH
E-commerce
Specialty Retail
Fast Moving Consumer Goods Retail
Cisco Confidential 10
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
Cisco Confidential 11
Successful Sales Campaign – Javits CenterCustomer 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
Jacob Javits Connected Venue – rcicero@cisco.com Cisco Confidential
Experience Innovation Platform
CONNECTED VENUE OVERVIEW
Cisco ConfidentialJacob Javits Connected Venue – rcicero@cisco. com 13
GREATER EXPECTATIONS
Differentiated Experiences
Real-Time Access
Social
Jacob Javits Connected Venue – rcicero@cisco.com Cisco Confidential 14
CURRENT ENVIRONMENT
COMMUNICATIONPhone
Data/Email/Fax
Call Center
Mobile
SERVICESTicketing
Digital Video
Point-of-Sale
Event Promotions
OPERATIONSParking
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.
.
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ENHANCE THEPATRON EXPERIENCE
Video capabilities everywhere
Customizableexperiences for
exhCiisbcoiCtoonfidrenstial
Interactive mobile services
Cisco Confidential
CAPTURENEW REVENUE
Dynamic digitalmenus
Custom exhibitor and business services
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Innovative ad/sponsor opportunities
Employees Point of Sale Back Office
Patrons
Third Party Apps
Venue-Specific Apps
Reliable Wi-Fi CoverageJacob Javits Connected Venue – rcicero@cisco.com
High Capacity - Thousands of Users18
Single, Secure Wi-Fi Solution
Cisco Confidential
Cisco Confidential 19
With Cisco High Density Wi-Fi, Your Venue Can Create a Portfolio of Services to Engage PatronsExamples
Wayfinding Realtime location identification
Food and Merchandise Concession information;real-time “fast pass” ordering capabilities
Virtual Concierge Personal concierge services
Workforce Mgmt Labor optimizationAsset Tracking Active tracking of assets in building
Data Mining Historical location and traffic pattern information
Cisco Confidential 20
Successful Sales Campaign – Financial ServicesCustomer 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
Cisco Confidential 21
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
© 2013-2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
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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
Cisco Confidential 23
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
Thank you.
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