Creating a holisticcontent approach in amatrixed organizationThierry van HerwijnenGMCC Head of Sales Enablement           ...
© 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 Conf...
SEAT 43A
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© 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 Netwo...
Identify                                                                                                                  ...
Sales Content                                    Engagement Model                                                         ...
20M                                               pieces of indexed content                                               ...
Top 10                      languages                                                           on our INTERNAL Network   ...
Cisco Seller   Partner Seller                                                           Focus Groups    Focus Groups© 2013...
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© 2013 Cisco and/or its affiliates. All rights reserved.   Cisco Confidential   18
© 2013 Cisco and/or its affiliates. All rights reserved.   Cisco Confidential   19
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Orchestrate                                                           Plan & Set                 Localize &   Tag, Certify...
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© 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
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Creating a holistic content approach in a matrixed organization

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  1. 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. 2. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
  3. 3. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
  4. 4. Nice picture of amsterdam© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
  5. 5. SEAT 43A
  6. 6. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
  7. 7. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
  8. 8. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
  9. 9. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
  10. 10. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
  11. 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. 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. 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. 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. 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. 16. Cisco Seller Partner Seller Focus Groups Focus Groups© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
  17. 17. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
  18. 18. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
  19. 19. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
  20. 20. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
  21. 21. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
  22. 22. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22
  23. 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. 24. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
  25. 25. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
  26. 26. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
  27. 27. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
  28. 28. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
  29. 29. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
  30. 30. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
  31. 31. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
  32. 32. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
  33. 33. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
  34. 34. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34
  35. 35. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
  36. 36. © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36

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