Creating a holistic content approach in a matrixed organization

1. Creating a holistic
content approach in a
matrixed organization
Thierry van Herwijnen
GMCC Head of Sales Enablement
nl.linkedin.com/in/herwijnen
@tvanherwijnen
about.me/thierryvanherwijnen
therwijn@cisco.com
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4. Nice picture of amsterdam
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5. SEAT 43A

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11. • World
Economic Challenges
• Business Challenges
More complex and global
• Buyers
More informed
• Buyer Networks
More complex
• Budgets
More fragmented
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12. Identify
Maintain &
Business Discover Design Purchase Deploy
Optimize
Problem
74% 26%
“How often do you choose a vendor who has worked with you
to turn a vision into a clear path to value?”
Forrester 2012 Buyers Inside Survey – 418 Executive Responses
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13. Sales Content Engagement Model
Sales Model
Measurement Focus
Organizational Alignment
Knowledge Management
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14. 20M pieces of indexed content
stored across Cisco’s networks
over the last 6 months:
were
3M added
Video
Drawings 70,753 Documents
Web Pages
47,321 Audio
11,349
Acrobat 1,790,313
1,844,768 Presentations 3,321,584 Project Plans
28,783
Text Files 1,053,173 Spreadsheets Photos / Images
316,816 1,457,110
Tools
118,547 2,499,415
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15. Top 10
languages
on our INTERNAL Network
Chinese
Italian
16,881 Korean
19,152
Spanish
English 28,089
28,545
15,010,584
German Dutch French
Japanese 12,859
22,716 Norwegian 27,378
155,596
63,949
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16. Cisco Seller Partner Seller
Focus Groups Focus Groups
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23. Orchestrate
Plan & Set Localize & Tag, Certify Feedback & Update or
Set Standards Write &
Message Translate & Publish Measure Retire
Assemble
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