Cisco Expert Talks
Empowering Cisco’s EMEA Channel Sales at Scale
Project Lead: Victor Harrison
Client: Cisco
Type of Program: Go-To-Market
Region: EMEA — Europe, Middle East, and Africa
Industry: Cybersecurity, Collaboration, Information Technology
Client’s Product: Hardware, Software
Empowering Thousands of Channel Partners
How do you empower thousands of channel partners across EMEA countries and 18 languages?
With visionary strategy, scalable tools, and localized enablement.
The CISCO EXPERT TALKS program, led by Victor Harrison, is a shining example of what’s possible when smart frameworks meet scalable technology. Designed to support Cisco’s vast partner ecosystem across the EMEA region, this initiative brought together marketing, sales, and content enablement to create measurable impact at every level.
Objectives
- Provide B2B marketing and content support for thousands of partners in the EMEA region
- Support channel marketing managers in EMEA countries, covering 18 languages
- Generate more MQLs and SQLs
- Increase channel partner sales in the EMEA region
Key Elements
Vex Framework
Victor Harrison’s Value Exchange Framework delivered strategic insight by mapping:
- B2B buying and selling journey mapping
- Persona and role identification
- Value Proposition development
Cisco Expert Talks (CET) Platform
A high-end, scalable webinar and content platform with powerful features:
- Webinar-on-demand functionality
- Self-service publishing tools for partners
- Webinars tailored to B2B final customers
- Lead management panel for partner managers
- Co-branding opportunities with thousands of Cisco partners
- Campaign budget attribution and lead assignment
Coordinated Campaigns
- Cisco runs joint campaigns with partners
- Partners can also launch their own campaigns and webinars
- All generated leads go directly to the financing partner
- The platform recognizes and tracks campaign budget sources
Results
- Scalable support for a multilingual, multinational channel network
- Centralized content and webinar platform tailored for B2B audiences
- Lead generation improved across multiple regions
- Increased partner sales and engagement throughout EMEA
Want to replicate this kind of ecosystem success?
RFI / RFP