I lead the Cisco Digital Expertise companion go-to-market for the Americas. Certainly one of our roles is to offer our companions with the instruments they should extra efficiently interact our mutual clients all through the product lifecycle: from buy to renewals. The primary instrument in our arsenal is Lifecycle Benefit, which serves up digital content material that companions use to have interaction their clients in a extra automated approach.
This functionality is particularly vital in relation to serving to companions shut renewals. For a lot of companions, the renewal enterprise might be notably tough to scale. That is very true with smaller clients, as many companions merely don’t have the folks to manually sustain with each buyer’s renewal alternative.
With Lifecycle Benefit, Cisco routinely sends out co-branded companion notifications, informing clients of contracts and companies which are expiring. Companions add in their very own value quotes. Together with these notifications, Cisco additionally routinely sends really helpful choices primarily based on clients’ transaction historical past, serving to companions to additionally upsell further enterprise.
Cisco sends these notifications out on behalf of our companions, because it’s Cisco’s view that the companion owns the account—sustaining the contractual and industrial relationship with the client. When the renewal happens, the companion receives full credit score for promoting the renewal. Many different distributors bypass the companion and work together straight with the client, in the end treating the companion extra like an agent to justify a a lot smaller referral price.
Automating eCommerce workflow with Commerce Automation eStorefronts
Beforehand, when it got here time for the client to buy the renewal, the one choice was to primarily request to buy by clicking a button saying one thing like “notify companion to order”. In different phrases, the cost step of the general renewal workflow was nonetheless guide.
This all modified with Cisco’s launch of Commerce Automation eStorefronts, which is on the market to all Cisco companions as a part of Lifecycle Benefit. Prospects can now merely pay for the renewal—as an example, with a bank card—with none guide interplay with the companion.
If the companion has an eCommerce system, then the Commerce Automation eStorefront can join by way of open APIs. For companions with out an eCommerce system, Cisco has labored with a third-party vendor to deliver companions a low-cost eCommerce system that solely takes a couple of days to arrange.
Irrespective of which choice companions select, no cash is exchanged by way of Cisco. Cisco can be not charging companions a price to take part with Commerce Automation, nor any proportion of the transaction. And if the client has a query, Cisco gives free, first-line assist.
Lifting the operational burden
As a partner-first firm, Cisco is dedicated to our companions’ success. With this motivation in thoughts, Lifecycle Benefit with Commerce Automation lifts an enormous operational burden off our companions’ shoulders in relation to promoting and shutting renewals.
All Cisco companions are welcome to discover how one can enhance their productiveness and enhance bandwidth to commit to promoting. I encourage you to be taught extra about Lifecycle Benefit and Commerce Automation.
Join and collaborate with Cisco specialists and friends within the Lifecycle Benefit Accomplice Neighborhood.
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