Challenge Cisco Systems (NASDAQ: CSCO) is the world's leading provider of IP-based networking equipment including routers and switches used to direct data, voice, and video traffic. Headquartered in San Jose, CA, the company designs and sells networking and communications technology and services under five brands, namely Cisco, Linksys, WebEx, Scientific Atlanta and IronPort. Cisco needed a cutting-edge eLearning program to expand its Services Sales team's capability to position and sell complex Advanced Services and strengthen each rep's readiness to serve customers as their "trusted advisor."
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BayCreative Solution Changing the behavior of seasoned high-tech salespeople is always challenging. BayCreative collaborated closely with Cisco executives, marketers and sales trainers to develop sophisticated eLearning curricula for three large groups of Cisco reps. An integrated marketing plan was deployed that utilized multiple Web 2.0 technologies (wikis, videos, PodCasts, webinars, flash demos) and traditional sales and marketing tools (e.g. PPTs, data sheets, overview brochures, positioning scripts, and sales contests). BayCreative created a six-month eLearning roadmap for specific job roles that guided Cisco's sales reps through a variety of educational, best practice sharing and real-life customer case scenario activities. At the end of the six months, Cisco sales reps were asked to complete a "final assessment" (see partial version) that demonstrated their ability to learn the material and apply it to its customers.
Note: The people and companies depicted in the Flash training demo prepared for Cisco are ficticious.