Packaging, pricing and positioning are important activities Cisco Partner’s carry out when they take new services to market. And Success Tracks Lifecycle Accelerators are no different in how it is taken to Customers. Packaging involves how best to insert Accelerators into the Partners larger Success offer, pricing is determined based on the value delivered and whether it falls under standard, specialized or customized offering. In this article, I will briefly discuss the positioning approach that Cisco Partners can take to land Accelerators in their customer’s hands.
With software subscriptions and recurring revenue going mainstream for our partners, ‘customer value realisation’ is a strong indicator for future growth of a company. And what better than Service Accelerators that serve as a lynchpin for customers to realise value from their technology investments.
On an average, Cisco CX teams are delivering over 7000 Service Accelerators annually for their customer base accelerating the time to value and adoption of technology solutions. Our customers benefit from expert advice across the technology lifecycle pitstops lifting any possible roadblocks that could hamper optimal performance of their infrastructure. This has been possible because of the robust value-based Accelerator catalogue that Cisco CX team has built over the years.
Cisco partners globally have begun to create a similar but differentiated Accelerator catalogue for their customers with a similar goal of customer value realisation, adoption and to increase profitability. With this catalogue as Intellectual property, there are several stages to land these Accelerators in customer’s hands.
Stage: Sales – Promotional Offer
Whether it a new and renew opportunity for software or services, offer 2 or more Service Accelerators as a promotional trail. These Accelerators will help convey the value of Success Tracks for customers and also help set the stage for future consumption.
Stage: Post-Sales – Customer Success Planning
Customer Success Planning connects business to technologies priorities and use cases, and translated into milestones, tasks and activities. Depending on the use cases the customer chooses to execute, align and offer 2 more more Service Accelerators that can be delivered as part of the milestones set with the customer.
Stage: Operations – Cross-Sell Opportunity
Once the customer reaches the cap and consumed the promotional or free accelerators and realised the value, they could potentially request for more Accelerators. Now it’s time to bring in the arsenal of Accelerators or the whole catalogue for customers to pick and choose what they need. The Customer Success team can reach out to the sales team on this opportunity to take it further.
The above approaches will only help if the Partner’s Accelerator catalogue is differentiated, and value based. Cisco Partner Success team leverages Design Thinking approach with the partners to help build this kind of differentiated catalogue. Please reach out to your Partner Success Team at Cisco for more details.
Monetizable Accelerators: Example
Here is an example of a Partner who has created 176 Accelerators for Campus Network spanning multiple use cases. Out of 176, 40 Accelerators are given free during the sales and success planning stage. Remaining 136 Accelerators are essentially monetizable through cross-sell opportunity.
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