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Creating a holistic content approach in a matrixed organization

Creating a holistic content approach in a matrixed organization

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Forrester Sales Enablement Forum 2013 Presentation Transcript

  • 1. Creating a holisticcontent approach in amatrixed organizationThierry van HerwijnenGMCC Head of Sales Enablement nl.linkedin.com/in/herwijnen @tvanherwijnen about.me/thierryvanherwijnen therwijn@cisco.com© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1
  • 2. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
  • 3. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
  • 4. Nice picture of amsterdam© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
  • 5. SEAT 43A
  • 6. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
  • 7. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
  • 8. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
  • 9. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
  • 10. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
  • 11. • World Economic Challenges• Business Challenges More complex and global• Buyers More informed• Buyer Networks More complex• Budgets More fragmented© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
  • 12. Identify Maintain & Business Discover Design Purchase Deploy Optimize Problem 74% 26% “How often do you choose a vendor who has worked with you to turn a vision into a clear path to value?”Forrester 2012 Buyers Inside Survey – 418 Executive Responses © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
  • 13. Sales Content Engagement Model Sales Model Measurement Focus Organizational Alignment Knowledge Management© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
  • 14. 20M pieces of indexed content stored across Cisco’s networks over the last 6 months: were 3M added Video Drawings 70,753 DocumentsWeb Pages 47,321 Audio 11,349 Acrobat 1,790,3131,844,768 Presentations 3,321,584 Project Plans 28,783 Text Files 1,053,173 Spreadsheets Photos / Images 316,816 1,457,110 Tools 118,547 2,499,415© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
  • 15. Top 10 languages on our INTERNAL Network Chinese Italian 16,881 Korean 19,152 Spanish English 28,089 28,545 15,010,584 German Dutch French Japanese 12,859 22,716 Norwegian 27,378 155,596 63,949© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
  • 16. Cisco Seller Partner Seller Focus Groups Focus Groups© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
  • 17. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
  • 18. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
  • 19. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
  • 20. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
  • 21. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
  • 22. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22
  • 23. Orchestrate Plan & Set Localize & Tag, Certify Feedback & Update or Set Standards Write & Message Translate & Publish Measure Retire Assemble© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23
  • 24. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
  • 25. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
  • 26. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
  • 27. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
  • 28. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
  • 29. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
  • 30. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
  • 31. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
  • 32. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
  • 33. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
  • 34. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34
  • 35. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
  • 36. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36