Secure SD-WAN Commercial Playbook

Secure SD-WAN sales playbookGlobal commercial sales playsGlobal Sales, Segments and Industries team (GSSI) has embarked on a journey to integrate, optimize and simplify our sales and marketing processes to...Contents

^{Main Contents Page}

^{Cisco Sales Plays}

^About

^{Customer Positioning}

^{CXO Positioning}

^{The Secure SD-WAN Sales Play}

^Positioning

^{Industry Solutions & Use Cases}

^{Guide to Objection Handling}

^{Competitive Differentiation}

^{CX & Buying Programs}

^{Recommended Sales Approach}

^{Sales Process,}

^{CMM Tool}

^{Cross Functional Support}

^{Digital Marketing}

^{Buying Programs}

^{Cisco Capital}

Introduction to Commercial Sales Plays

Global Sales, Segments and Industries team (GSSI) has embarked on a journey to integrate, optimize and simplify our sales and marketing processes to make Cisco more competitive and set the foundation for Cisco’s continued success. One key area of focus for the Global Sales, Segments and Industries team (GSSI) is enabling a consistent structured “Transform the Business” GTM engagements, leveraged on globally proven approaches.

The Go to Market Approach	Sales enablement approach	All inclusive approach
structured sales plays based on customer-centric best practices targeted based on data analysis that enable proactivity and CXO relevance focused on cross-architecture value propositions integrated with industry use cases vs separate motions (i.e., two bites of the apple) backed by multi-domain customer reference architectures enabled by BE’s implemented and adopted with support from CX and our Partner community	Segment specific sales plays that have synergy across segments World class training spanning technology and seller skills Proven sales assets and tools which can be dynamically tailored to fit your customer’s specific needs A new platform for providing Customer Insights (Offer Wallet and Propensity to Buy), as well as measuring progress and success	It comes from listening to field sellers … sales generalists, specialists and leaders It is data driven …it’s not based on opinion or guesswork. This is a targeted approach that will allow you to proactively address strategic sales opportunities. AND WIN. We are going to work as smarter teams. We will give you a structured approach that is proven … so no more cobbling it together on your own. The new process is grounded in what already exists. You can be confident that you are sharing something with your customer that is already working somewhere in Cisco.

Introduction to Commercial Sales Plays

Commercial Sales Plays (CSP’s) are designed to alleviate technology complexities by providing a differentiated guided sales engagement framework for each of the distinct commercial customer segments. They identify customer maturity through the customer discovery process which prescribes a choice of Cisco products, services and financial offerings that meet customers immediate needs while delivering long-term value. The plays also provide invaluable advice on how to position solutions, increase selling skills and optimize go to market directly or in partnership with Cisco Capital and partners. The plays are structured as per the commercial sales acceleration framework that includes Discover to Target , Equip to Engage & Measure to Learn approach.

How do you begin with these sales plays?

Discover:

Use the Capability Maturity Model (CMM) Tool to uncover Targeted Sales Play(s) based on qualifying data
Use CMM Tool to uncover Account Wallet and play based Offer Wallet
Validate:
Review the CMM Tool recommendation & identify the Sales Play motion- Upsell, Cross -sell, Modernize
Gather/Update:
Input/Verify Data on your Account in the Tool

Plan before Engage:

Review Digitized Sales Playbook for your Targeted PlayReference Architecture & Journey within the playbook
Build:
Battlecard with your account team
Learn & Tailor:
CXO Discussion Methodology (Oratium)
New CXO Sales Play Discussion Guide/Script
Practice:
CXO conversation using the Guide before engaging with customer
Set up CXO meeting
Deliver conversation using guide & script

Capture to Build/Refine:

Record customer offer data changes within the CMM tool
Update discovery questions with the CMM Tool to refine the offer recommendations
Review:
Quarterly & Monthly Review the Insights & Progress across Leading Indicators via Global Centro (Engagement, Wallet) along with Lagging Indicators of pipeline and bookings for the Targeted Plays (Offer Wallet)