Helping Cisco sell Software as a Service

When Cisco bought WebEx, they needed to introduce the idea to their internal sales team and get them the materials and training they needed so they could begin selling the WebEx service through their channel partners.

Solution:
I led a messaging team of four internal senior marketing and sales managers to create a central marketing message architecture to be used for informing both the sales and marcom teams. The idea of selling Software as a Service was an exciting new business direction for Cisco. We began by defining sales goals within Cisco’s target markets. We then created a marketing architecture for the product, that has been used by the company ever since.

Results:
• Message hierarchy has been codified and used as the central sales training backbone for selling
   WebEx services through Cisco channels