Cisco Ready

Spot Opportunities

Build Happier Businesses

Successful Business Outcomes

3x

Increase in renewal bookings

7k

New users added since last year

25%

Reduction in analysis time per service

21%

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.

No holistic representation of data and insights

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 Over half of all data was wasted as it was siloed, inaccurate, outdated or misplaced.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.

Spending time on routine and tedious tasks

Creating an auto quote campaign was cumbersome. Ryan wanted a better way to automate and expedite sales.

Struggling to expedite the sales process

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 were waiting to harness the power of data-driven automation. We just didn’t know how. More customers meant more complex data and management challenges. We were fuzzy about what they wanted. Cisco Ready came in at a critical juncture to reflect the true actionable opportunity to the sellers, overlays and management and drive trust.

Cisco Ready

Product Team

We began by conducting design workshops for smoother collaboration

We 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.

Information Hallway

Synthesizing analysis for clarity and creating mini cards expressing key concepts as independent insights.

What we learned?

TAKE AWAYS

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?

Sketches

What is the IB reconciliation process?

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?

About

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

IB DATA SET

Serial Number

Contract Number

lnstance ID

End Date

Product ID

Product Family

Site Name

Type

LDoS

lnstall Site

What are the blockers?

Pain Points

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 Paths

It 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 Solution

Apart 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 Mapping

To 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.

Bookmarks

Based 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.

Enterprise Agreement

Ryan gets a complete and accurate view of assets of customers, pricing and Total Cost of Ownership (TCO).

At Cisco Ready, we now leverage tools like One View, EA, Qualification & Collaboration and Connected Experience to empower our sales force. They can actually uncover revenue with data enrichment by transforming fragmented customer data into actionable business intelligence. It’s a win-win.

Cisco Ready

Product Team