I lead the Cisco Digital Expertise companion go-to-market for the Americas. Considered one of our roles is to offer our companions with the instruments they should extra efficiently interact our mutual prospects 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 interact their prospects in a extra automated manner.
This functionality is particularly necessary on the subject of serving to companions shut renewals. For a lot of companions, the renewal enterprise may be notably tough to scale. That is very true with smaller prospects, as many companions merely don’t have the individuals to manually sustain with each buyer’s renewal alternative.
With Lifecycle Benefit, Cisco robotically sends out co-branded companion notifications, informing prospects of contracts and providers which might be expiring. Companions add in their very own worth quotes. Together with these notifications, Cisco additionally robotically sends beneficial choices primarily based on prospects’ transaction historical past, serving to companions to additionally upsell extra 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 immediately 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 possibility was to basically request to buy by clicking a button saying one thing like “notify companion to order”. In different phrases, the fee step of the general renewal workflow was nonetheless guide.
This all modified with Cisco’s launch of Commerce Automation eStorefronts, which is obtainable to all Cisco companions as a part of Lifecycle Benefit. Clients can now merely pay for the renewal—as an illustration, 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 open APIs. For companions with out an eCommerce system, Cisco has labored with a third-party vendor to convey companions a low-cost eCommerce system that solely takes just a few days to arrange.
Regardless of which possibility companions select, no cash is exchanged by Cisco. Cisco can also 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 supplies free, first-line help.
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 on the subject of promoting and shutting renewals.
All Cisco companions are welcome to discover tips on how to enhance their productiveness and improve bandwidth to dedicate to promoting. I encourage you to study extra about Lifecycle Benefit and Commerce Automation.
Join and collaborate with Cisco consultants and friends within the Lifecycle Benefit Accomplice Neighborhood.
Go to Cisco.com for movies, case research and different supplies that can assist you reap the benefits of all of the assets out there that can assist you serve your prospects and develop your small business.
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