1. Proven Partner in Sales Solutions
Sales Programs
Training and Advocacy
Product Demonstrations
Merchandising & Detailing
Go-to-Market
Consultation Services
Channel Management
Promotions & Events
Inside Sales
Sales Force
Management Systems:
PartnerLogix™ and
PocketLogix™
INSIDE SALES
DIRECT (VAR) SUPPORT
Cisco Systems
2. THE CLIENT
Cisco Systems
THE PROGRAMS
Inside Sales &
Direct Value-Added Reseller (VAR) Support
THE CHALLENGE
Cisco’s resellers typically call on small businesses in order to sell
networking hardware and services, as well as security, wireless
and VoIP offerings. Cisco sought out MarketSource for a
solution to deliver sales results in this target market.
THE STRATEGY
Quota-based Sales
MarketSource provides Cisco with a complete internal channel
account team comprised of Program Managers, Segment
Managers, and Inside Channel Account Managers (in both the
U.S. and Canada), who work as Cisco offices and carry quota
responsibility.The team also works in a consultative role to help
resellers drive sales to grow their businesses. The team’s largest
obstacle to overcome was to change the internal mindset at
Cisco — they did not believe that sales outsourcing could work.
Sales Support Services
Based on the success of this initial program, Cisco added an
additional MarketSource program to support the Direct VAR
channel team. This team consists of a program manager and a
team of Direct VAR Support Representatives to assist Cisco’s
outside sales group.The MarketSource team also provides support
to the Direct VAR partners, allowing Cisco’s internal sales
representatives to significantly increase their focus on direct selling.
Both of the programs listed above are closely integrated with
Cisco’s internal sales programs, to not only drive sales results within
the small business target market, but to help channel account
managers realize substantial results at the higher tiers, as well.
THE RESULTS
MarketSource has successfully proven that their outsourced
sales solution works well as an augmentation to internal sales
programs for Cisco Systems. The Cisco program begin in July
of 2003. Since that time, Cisco has realized a year-over-year
increase in sales of 15%, (with a recent quarterly increase of 22%
over last year), due to the efforts of the MarketSource programs.
Higher goals have been set for upcoming sales cycles, and plans
are in place for further expansion. Additionally, substantial
ground has been gained in building and sustaining profitable
relationships with Cisco’s reseller partners.
“Based on the success of our initial inside
sales program, we chose MarketSource to
deliver a field support program in the
direct VAR channel. MarketSource
allows our internal sales team to focus on
core competencies, while they drive sales
results with business partners that we
have been unable to reach.”
Alan Miller
Sr. Channel Manager
Cisco Systems
“Cisco sees us as a sales-driven solution
provider. MarketSource has the
experience, tools and methodologies to
drive quota-based sales results within
the reseller segment.”
John Firment
Program Director – Cisco Systems
MarketSource Sales Services, LLC
