The document discusses how Thomas Winter, Senior Director of Digital Experience Innovation, led the elimination of 95% of intra-team emails to improve the speed, agility, and impact of sales through digital technology. He highlights the importance of a diverse team, innovative tools, and a focused strategy for driving digital innovation in sales. The results show the team became hyper-connected while maintaining work-life balance, leading to several innovative solutions and recognized impact on sales collaboration.

1. Thomas Winter, Senior Director
Digital Experience Innovation
14 May 2015
How We Eliminated 95% of Intra-Team Email and Improved
Speed, Agility, and Impact with Digital Technology
Collaborate to Accelerate

2. Thomas Winter, Senior Director
Digital Experience Innovation
14 May 2015
How We Eliminated 95% of Intra-Team Email and Improved
Speed, Agility, and Impact with Digital Technology
Collaborate to Accelerate
Collaborate to Accelerate
How We Eliminated 95% of Intra-Team Email and
Improved Speed, Agility, and Impact with Digital Technology
A story about Innovation, technology and leadership
Me: Electrical Engineering Degree & MBA /
15y with Cisco in Sales, Marketing, Ops, ChangeMgt / Adoption, Sales Strategy
Family, Tech, Learning, Mountains
Live in a small village in Switzerland, lead virtual teams for 10 y
GenX Digital Native
Notes to previous slide

4. Shape the Digital Strategy for Sales – You Have 90 Days
• 5 months ago I took the job to drive digital experience innovation for ww sales
• Need to digitize sales – best informed customer ever – 70% through buying cycle before
talking to vendor  sales to be more relevant or dramatically cheaper
• Sales digitization was focused on data quality and foundational capability
• Opportunity to complement with digital innovation for sales by sales with near term impact.
• Decision to extract 18 people from existing organization to drive digital innovation team within sales
• Pressure to deliver fast, given pain inflicted on peers with resource extraction
• Need to able to differentiate (Blue Ocean) in a perceived crowded space (Red Ocean)
• Digital selling strategy
 Fuse business strategy, user experience & design and technology  for sales by sales
• Today’s presentation is about how came together as a team.
• Suggested reading  Blue Ocean Strategy - W. Chan Kim and Renée Mauborgne
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6. Vision, Leadership and Change
• Assembled a diverse team - 5 countries - 9 time zones - 11 sites - 67% female - 7
with small children or dogs
• Most with a new job scope (from executing projects to innovate and strategize)
• Day 0 - Had a month pre-notice to create a vision for the team and a plan to bring
everyone along  Syllabus on Jive
• Day 30 – excited / day 75 – what am I doing here? / day 90 - head above the water /
day 120 – innovating and accelerating
• Stayed focused on the strategy!
• Innovation - “How is this better?”
• Outside In - “How does this help the sellers to sell more and sell faster?”
• Execution – “Who does what, by when?”
• Impact – “What have we delivered?”
• Suggested Reading  Rookie Smarts – Liz Wiseman / Scrum - Jeff Sutherland
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8. Digital technology to collaborate and accelerate the team
• Timing was right … new team, new tools
• Business problems to be addressed
• Share knowledge > Jive
• Build relationship > TP / DX80
• Communicate/Collaborate > Business Messaging / Cisco Spark
• Execution > Virtual Kanban
• Foundation  Box / Smartsheet / Jabber IM / Webex
• Social media  Interaction (in and outside the team) / Thought leadership (grow / position)
• I encourage you to experiment!
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10. Results so far
• We are firing on all cylinders.
• Hyper-connected and still have a life. Sustainable operating model.
• Recognized by our stakeholders to drive results
• Lined up several innovations for sales
• Socializing digital selling strategy
• 4 business workshops this month:
• Sales Collaboration
• Analytics
• Social selling
• Connecting Marketing – Sales – GCS – TS
• Leadership and new collaboration technology made the biggest difference
• Suggested Reading  Multipliers – Liz Wiseman / The NEW one minute manager - Ken
Blanchard
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11. I didn’t have time to write a
short letter, so I wrote a
long one instead.
- Mark Twain

12. One Last Thing
• Ain’t nobody got time for this!
• Your long email won’t get read
• Your CC won’t get read
• Make peace with it and learn to be clear and concise in 140 characters.
• Be better, be brief.
• It’s YOUR responsibility.
• It’s an imperative for business messaging! (Cisco Spark)
• Suggested reading  Brief – Joe McCormack
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13. Let’s stay in touch!
www.thomaswinter.me