How Cisco is focusing more on business to better serve its B2B clients

How Cisco is focusing more on business to better serve its B2B clients

While Cisco has continued at the forefront of the IT infrastructure industry with its salespeople continuing to convert leads and gain market share, over the past few years a growing number of deals were being lost on account of not being able to rely just on reputation, but also having to compete on margins or features.

According to Cisco’s director of Enterprise Marketing, the sales teams were no longer just dealing with their traditional buyers – IT Managers, Directors of IT, or Head of Wiring / Operation, but they were increasingly coming face-to-face with their clients’ CMOs and CIOs.

How would this impact their marketing and sales approach?