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Virtual Sub-Vertical Initiative

Virtual Sub-Vertical Initiative. Mark Davies. CISCO Internal use only. The challenge with customer relevance. E very AM has a mix of customers This spreads the risk but dilutes relevance and understanding I n finance we have 4 general sub-verticals Far too generic

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Virtual Sub-Vertical Initiative

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  1. Virtual Sub-Vertical Initiative Mark Davies CISCO Internal use only

  2. The challenge with customer relevance • Every AM has a mix of customers • This spreads the risk but dilutes relevance and understanding • In finance we have 4 general sub-verticals • Far too generic • e.g. Insurance versus retail insurance, Lloyds brokers, re-insurance, underwriters, insurance brokers….. • Where is the money in “insurance”? • Poor leverage of ‘business’ successes • No real drivers of sub-vertical sharing • ‘Virtual Sub-Vertical’ teams supplement our current structure

  3. Virtual Sub Vertical Teams • More relevance to the customer • Understand his ‘exact’ business, challenges and opportunities • Better informed sales force • Successes, what works, what doesn’t • Key ecosystem partners • Key Industry events • Market transitions • Better understand where the money (e.g. historical Cisco spend) • More focused solution creation • Target un-farmed sub-verticals • Square peg and a square hole!

  4. Increasing the sub-verticals • Investment Bank • Exchange • Brokerage • Hedge Fund • Information Provider • Investment Banking • Retail Banking • Insurance • Payment card industry • Retail Bank • Building Society • Sub-Prime Sub-verticals need to be defined • Retail Insurance • Lloyds Market • Re-Insurance • Card Card • Other

  5. Customer Profiling Creates the VSV’s • Capture generic information by customer: • Primary business • Secondary business(es) • Number of employees • Number of non-branch locations • Number of branch locations • Number of contact centres • Number of contact centre agents • Number of data centres • etc, etc……..

  6. VSV Governance • Council Approach Account manager Systems Engineer Vertical Marketing representative Marketing representative Regional Sales Manager* Systems Engineering Manager* • Defined activities • Solution creation • Information sharing • Marketing activities • Events * RSM and SEM have ‘steering’ roles as members of multiple VSV’s

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