By: Jay Feldman
In an era where digital transformation dictates the pace of global business, the importance of seamless, efficient, and tailored technological solutions cannot be overstated. At the forefront of this transformative wave is Cisco, a global leader in networking technology that has consistently set benchmarks for innovation and customer satisfaction. Yet, amidst the plethora of services and solutions offered by Cisco lies a pivotal role played by individuals who not only understand the intrinsic value of these offerings but also possess the acumen to align them with diverse client needs. One such figure making significant strides in this domain is the Global Lead responsible for driving growth and renewals of Cisco’s services through Enterprise Agreements (EA). The Enterprise agreement is a significant contributor to Cisco’s $29B ARR business.
The essence of an EA is often encapsulated in its ability to offer clients ease of administration, financial predictability, license/contract consolidation, simplified renewal processes, improved visibility, and continuous support. However, these benefits merely scratch the surface of what EAs truly offer. Beyond these advantages lies a deeper commitment to understanding and addressing unique customer challenges—a commitment that necessitates a profound knowledge of Cisco’s services coupled with an acute awareness of client-specific needs and priorities.
Photo Courtesy: THOSHNA DAYALU ARASAPPA
Playing the role of a bridge between customer aspirations and Cisco’s technological prowess requires more than just technical knowledge; it demands an intimate understanding of each client’s business landscape. This entails recognizing not just their immediate needs but also anticipating future requirements—a task that requires both foresight and adaptability. It is here that Thoshna’s expertise shines brightest by educating Cisco sellers on how to qualify customers for the EA offer and successfully position it to meet all their business needs.
The process begins with a meticulous qualification phase where sellers are empowered with insights into identifying potential EA candidates—clients who would benefit most from such an agreement based on their current technology usage patterns and future growth plans. Following this identification process comes the crucial task of positioning the EA effectively. This involves articulating how an EA can streamline operations through license consolidation, ensure cost predictability over its duration, simplify renewals, thereby reducing administrative burden, enhance visibility into product usage, leading to better decision-making capabilities, and guarantee continuous support.
Each client engagement is approached with a bespoke strategy crafted from thorough analysis combined with strategic foresight—an approach emblematic of Cisco’s commitment to delivering customized solutions that resonate on a personal level with clients while steering their businesses toward unprecedented growth.
Reflecting on this nuanced strategy brings us closer to understanding why partnerships like these transcend mere transactions; they embody Cisco’s dedication to fostering enduring relationships built on trust and mutual success. A sentiment echoed in Thoshna Arasappa’s philosophy towards empowering sellers; it’s about crafting stories that resonate not only with clients’ minds but also touch their hearts—stories that paint vivid pictures of potentialities unlocked by embracing Cisco’s ecosystem through EAs.
Photo Courtesy: THOSHNA DAYALU ARASAPPA
Engaging sellers in this grand vision requires not just education but inspiration—inspiring them to see beyond immediate sales targets toward building lasting legacies through their engagements. It’s about instilling confidence in them that every sale made under an EA isn’t just about closing a deal; it’s about opening doors to new possibilities for their clients.
Cisco’s journey doesn’t end at signing off an EA; it merely begins there—with continuous engagement strategies designed to ensure clients derive maximum value from their investments throughout the lifecycle of their agreement. This proactive approach ensures any emerging needs are promptly addressed, thereby reinforcing client trust and loyalty towards both company representatives and brand, at large.
Moreover, with work being an activity and no more a place, the need for continuous connectivity, security and collaboration cannot be more emphasized. There not only exists a need for great products, but also incredible architectures building and delivering custom solutions, at scale, on- demand.
In conclusion, Thoshna Arasappa, embodies what it means to be at the helm of driving not just growth but meaningful engagements within one world-renowned organization—Cisco. Through innovative educational strategies aimed at empowering sellers with the knowledge and tools necessary for success in today’s dynamic market environment coupled with unwavering dedication towards elevating customer experience lies testament to what makes Cisco, not just a leader in digital transformation solutions but also a beacon guiding businesses toward realizing their full potential.
For further insights into this transformative journey led by Cisco’s Global Offer Enablement Lead or to connect directly regarding personalized enterprise solutions tailored specifically for your business needs, visit www.cisco.com or reach out via LinkedIn.
Published by: Nelly Chavez
