I lead the Cisco Digital Expertise companion go-to-market for the Americas. Considered one of our roles is to supply our companions with the instruments they should extra efficiently interact our mutual prospects all through the product lifecycle: from buy to renewals. The principle instrument in our arsenal is Lifecycle Benefit, which serves up digital content material that companions use to have interaction their prospects in a extra automated method.
This functionality is particularly necessary in the case of serving to companions shut renewals. For a lot of companions, the renewal enterprise will be significantly 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 mechanically sends out co-branded companion notifications, informing prospects of contracts and companies which might be expiring. Companions add in their very own worth quotes. Together with these notifications, Cisco additionally mechanically sends beneficial choices primarily based on prospects’ 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 shopper. When the renewal happens, the companion receives full credit score for promoting the renewal. Many different distributors bypass the companion and work together instantly with the shopper, finally treating the companion extra like an agent to justify a a lot smaller referral charge.
Automating eCommerce workflow with Commerce Automation eStorefronts
Beforehand, when it got here time for the shopper 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 on the market to all Cisco companions as a part of Lifecycle Benefit. Clients 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 via 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 a number of days to arrange.
Irrespective of which possibility companions select, no cash is exchanged via Cisco. Cisco can also be not charging companions a charge to take part with Commerce Automation, nor any proportion of the transaction. And if the shopper has a query, Cisco gives 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 in the case of promoting and shutting renewals.
All Cisco companions are welcome to discover the best way to 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 Companion Neighborhood.
Go to Cisco.com for movies, case research and different supplies that can assist you reap the benefits of all of the assets accessible that can assist you serve your prospects and develop your enterprise.
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