Successful Business Outcomes
Increase in renewal bookings
New users added since last year
Reduction in analysis time per service
Increase in booked pipeline
We aimed to capture reliable installed base data, create actionable insights and help identify opportunities faster
But the journey was fraught with challenges.
Ryan, a Cisco seller had no direct access to consumer insights and reports in one place. Data on installed base was impossible to dig out. Over half of all data was wasted as it was siloed, inaccurate, outdated or misplaced. The usable portion was spread between systems, software and databases.
Creating an auto quote campaign was cumbersome. Ryan wanted a better way to automate and expedite sales.
Ryan and his team were wasting up to 2 days manually combing through Excel spreadsheets for opportunities – eventually giving up in frustration.
Lack of early insights on potential recurring revenue opportunities along with complex processes led to loss of business for Ryan.
We began by conducting design workshops for smoother collaborationWe studied Ryan’s journey as a seller, including those of his partners and executive leadership.
Turning abstract ideas into something tangible
Helped prioritize content by revealing space constraints and hierarchy of elements on the page.
Synthesizing analysis for clarity and creating mini cards expressing key concepts as independent insights.
What we learned?
Actionable Install base through improved data qualify resulting in increased efficiency and productivity.
Focused decisions based on analytics from refined install base data.
Qualification provides the ability to clean sales opportunity data.
How it will look?
What is the IB reconciliation process?
In the installed base reconciliation, the Asset Manager reviews data from multiple sources, compares the data, and cleanses the data if there are data discripancies or missing / inaccurate information.
This includes performing move, add, change and delete (MACD) validation activities, identifying duplicate devices and correcting Cisco database data as needed, validating...
What are we looking at?
An improved business visibility on sales planning and account engagement for increased sales and growth to primarily build and maintain trusted relationships
- 360-degree view of the customer
- Detailed view of opportunities
- Better sales planning
- Good decision making
- Clear visibility of Customer IB
- Improved satisfaction and adoption
lt is all about dear Data
What are the blockers?
As number of customers increased, data became more complex. Managing and analysing IB Data to create opportunities was challenging.
To avoid missing out on opportunities, AM clearly needed customer data visibility to identify the insights.
Lack of early insights on potential ...
Defining PathsIt helps to decode the current challenges about the people taking part, how they communicate and the connections they build. We can achieve business goals with quick discussions resulting in rational solutions.
We built a connected, collaborative and a frictionless experience
We offered a robust platform to executive leaders, Cisco Sellers and Partners to streamline business insights. This empowered sales specialists like Ryan to uncover revenue opportunities weeks or months in advance and act on them.
Design SolutionApart from being visually appealing, the donut chart satisfies the “at a glance” requirement of data visualisation better. Ryan, who is pressed for time can now easily understand and absorb data quickly.
Created a color palette of 3, 6, 9 colors cascading from darkest, medium to light. Colors chosen in the palette are visually distinct.
Solution MappingTo view patterns of connectivity and correlations through visuals, the Node mapping chart was the right choice.
It provided a complete bird's eye view of the system being visualized and at the same time allowed the viewer to interact as well as see the relation between certain nodes in the visualization.
BookmarksBased on his needs, Ryan can save a view as Bookmark, make it public or share with team to collaborate. Bookmarks create an easy way to get directly to data in CR at customer and regional levels too.
We wanted to create a seamless experience for sellers like Ryan, making it easy for collaboration and decision making.
Sellers get a fresh lease of convenience with dynamic features
Cisco Ready - Connected Experience
Ryan can filter customer opportunities and create customised KPIs based on his needs.
Cisco Ready - Qualifications & Collaboration
Ryan can scroll through millions and with speed owing to web feature rich BI tool ag-Grid.
Ryan gets a complete and accurate view of assets of customers, pricing and Total Cost of Ownership (TCO).