Cisco Digital Media for Financial Services

Transcript:Cisco Digital Media for Financial Services:
Cisco Digital Media for Financial Services Integrated Sales and Marketing Guide for Partners Objectives of the Integrated Plan Develop a compelling, validated go-to-market message that reflects your offerings for digital media in the financial services market. Create awareness for your business and your Cisco offerings. Build solid, lasting business relationships with your prospects, to help to develop pipeline and achieve revenue targets. Strengthen existing relationships with customers and develop additional sales opportunities. Create an integrated, measurable sales and marketing program that helps to deliver a tangible sales pipeline. Strategy for the Integrated Plan An integrated marketing and sales program focused on building relationships and moving prospects through the buying cycle, from awareness and interest to demand. A strategic demand-generation program integrated with sales engagement and enablement. A program to optimize reach into existing customers as well as to target new customers. A vertical focus (financial services), to address relevant business issues for non-IT decision makers. Tangible ROI, tracked by company and individual, that can be measured at regular intervals throughout the program to determine the value marketing has returned to the business. Build Your Practice Understand the Market Develop Messaging Tailor Content Train Sales Drive Awareness Accelerate Demand Build Credibility Call Leads Demonstrate Solutions Offer Promotions and Incentives Hold Executive Briefings Build a Proposal Measure Results Sales and Marketing Lifecycle * Resources are on Cisco.com unless noted. Partner resources on Cisco.com require registration and login. Sales and Marketing Lifecycle * Resources are on Cisco.com unless noted. Partner resources on Cisco.com require registration and login. Sales and Marketing Lifecycle * Resources are on Cisco.com unless noted. Partner resources on Cisco.com require registration and login. Sales and Marketing Lifecycle Program Templates and Examples Define your business objectives and associated sales and marketing strategy and tactics, including the success metrics you will use to measure the success of the program. Example Program Strategy Profile your target prospects and identify key decision makers. Document prospects’ key challenges and business imperatives. Example Target Audience For each competitor, identify strengths, weaknesses, and your competitive advantage Example Competitive Positioning Develop differentiated messaging, defining and mapping your offerings to prospects’ imperatives. Validate messaging with a few key prospects or existing customers. Example Prospect Needs, Key Messages, Offerings Map out detailed tasks to execute your marketing campaign. Here are some ideas to get you started. Example 12-Week Sample Sales and Marketing Plan Map out detailed tasks to execute your