In the B2B IT world, closing a deal is no longer the end game–it’s about actively managing your customers after the sale and continuing to nurture the relationship. Today’s customers want assurance that they’re gaining the full value out of the solutions they’ve purchased. In its 2018 “State of the Connected Customer
” report, Salesforce Research found that 80% of customers say that the experience a company provides is as important as its products or services. Additionally, 57% of survey respondents admitted they had stopped buying from a company because a competitor provided a better experience.
Cisco has been adapting to the changing market by focusing on what customers want and making the customer experience a top priority throughout the entire lifecycle. A few years ago, it launched the Lifecycle Advantage
program, which combines analytics, automation and personalized content to enable partners to nurture adoption and customer success. With Lifecycle Advantage, partners can gain digital capabilities and automatically send cobranded email campaigns that address every stage of the post-sales journey. Partners can also use data and analytics to simplify software and service renewals and more easily predict and anticipate customers’ needs and address them proactively.
Per Cisco, partners who piloted Lifecycle Advantage reported customer reach increased five times, click rates increased nine times and renew close rates increased 20%. Most importantly, using data, analytics, and forward- and backward-looking metrics, partners can ensure the Cisco products and services they offer deliver the business outcomes customers signed up for.
Cisco Lifecycle Advantage makes it easier for partners to digitally manage customer relationships and develop in-depth customer engagements, maximizing the value customers receive from their solutions and the revenue that partners earn. To sign up for the program, visit https://lca-signup.services-exchange.com/signup#
, and a Cisco Lifecycle Advantage business development manager will contact you.
The Ingram Micro reseller services portal (RSP) is the perfect complement to the Cisco Lifecycle Advantage program. The RSP is a web-enabled application that simplifies the process of tracking maintenance contracts, ensuring partners capture 100% of the contract annuity revenue available.
To get started, log on to the RSP
and use the portal’s interface to:
- Renew services contracts—receive automatic emails 30, 60 and 90 days before the contract expiration date.
- Attach new services to uncovered assets.
- Refresh products for growth opportunities.
- Manage customer accounts more efficiently.