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Forrester Sales Enablement Forum 2013

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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 Forrester Sales Enablement Forum 2013 Presentation Transcript

    • 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
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
    • Nice picture of amsterdam© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
    • SEAT 43A
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
    • • 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
    • 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
    • Sales Content Engagement Model Sales Model Measurement Focus Organizational Alignment Knowledge Management© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
    • 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
    • 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
    • Cisco Seller Partner Seller Focus Groups Focus Groups© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22
    • 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
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
    • © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36