Biljana Weber的动态

Excited to share insights from my discussion with Wiebke Melcher at the HPE Service Provider Sales and Presales Academy (with nearly 4000 people in the audience), where we delved into the benefits of Co Selling with service providers. Our dialogue centered on these key aspects: 1. Success Drivers in Collaborative Selling: We discussed Turkey's remarkable achievements in Joint Go-To-Market (JGTM) strategies and collaborative selling, particularly with Eclit, one of the leading service providers in the country. 2. SMB vs. Large Accounts: While highlighting a great example in the SMB market, we explored the nuances of engaging with large accounts. The strategies and approaches often differ significantly, showcasing the adaptability needed in Co Selling. 3. Recent Acquisitions and Partnerships: Eclit's recent acquisitions and partnerships were a focal point, shedding light on how these developments are shaping their collaborative efforts and market presence. 4. Team Dynamics in Sales Engagement: We touched on the extensive teamwork involved in such collaborations, especially in Turkey, and discussed what an effective sales engagement looks like in these cooperative ventures. Sharing these insights underscores the power of collaboration in driving business success, particularly in dynamic markets like Turkey. What are your thoughts on collaborative selling with service providers? Share your experiences or questions in the comments below! Let's continue the conversation. #CollaborativeSelling #ServiceProviders #SalesEngagement #MarketInsights #HPEGreenLake Hewlett Packard Enterprise HPE Partners Zeynep Baler Cynthia Taelman Yasemin Dogrul Eser Esen Koray Ozturk Taha Niron Ersin BUYUKYILMAZ Muhammed ?eref Badur

?? We are excited to unveil the revamped Trusted Advisor Hub, designed with a modern and user-friendly interface to enhance your experience. Dive in and discover the plethora of benefits that the Accelerate Programme offers to help you boost and grow your profits with HPE! ?? ?? Key Benefits of the Accelerate Programme: ?? Exclusive Training and Certifications Gain access to specialized training sessions and certifications that will enhance your expertise and keep you ahead of industry trends. ?? Dedicated Account Management Benefit from personalized support with a dedicated account manager who will provide tailored guidance to maximize your business potential. ?? Marketing Resources Utilize a wide array of marketing materials, co-branding opportunities, and campaigns to increase your visibility and attract new customers. ?? Sales Incentives and Rebates Enjoy attractive sales incentives and rebates that reward your achievements and drive profitability. #hpeaccelerate #trustedadvisor

Basia Borysewicz thanks for sharing this very interesting conversation about the dilemma around co-marketing strategies and how marketing professionals can optimize the opportunities. looking forward to listening from you and the panelists.

Today's roundtable was an eye-opener! We dived deep into what truly matters in our industry: customer needs, trust, and collaboration. Here's a glimpse into the key takeaways from our discussion with industry giants Five9, Oracle, and Zoom, as well as some of our valued partners: ?? 'Playing Nice' Pays Off: Meeting customer needs requires vendors to work together seamlessly. Trust is the cornerstone of our space. ?? Equipping Sales Teams: Salespeople must open up conversations, understanding that each customer is unique and values choice. ?? Make Some Noise: Collaboration among vendors and distributors benefits everyone. Consolidation is key, but so is being agnostic and offering tailored solutions. ?? Cloud Concerns: While cloud solutions promise simplicity, implementation can be daunting. Eco-systems play a vital role in supporting customers through their journey. ?? Tech Tailoring: Not all customers are tech-savvy. Solutions must fit their expertise level, ensuring smooth implementation and adoption. ?? Complexity Wins: Winning deals often hinges on a vendor's ability to manage complexity, especially in global organisations. ??? Patience is Key: Deals take time, sometimes months, and require a consultative, solution-led approach. Scenario-based selling might be the way forward. In a world where every conversation counts, these insights are gold. Thank you to the partners that joined us today - your insights and feedback are vital to our continued success. #Roundtable #Collaboration #CustomerFirst

?? Bridging the Gap: From Sales to Real Value I’ve had the pleasure of working with a wide range of accounts across different industries here at Meraki—from healthcare to retail. One thing that’s struck me repeatedly is how, despite the varied landscapes, our end goal remains the same: delivering real value. It’s fascinating how the journey from a successful sale to genuine impact can look so different depending on the industry, yet the core objective is consistent. ?? What’s the common thread? No matter the industry, the goal is always to deliver real, tangible value to our customers. The journey from the initial sale to meaningful impact involves a strategic transition, and this is where our role as CSMs becomes crucial. Here’s how we can bridge the gap: Understand the Unique Needs: Each industry has its own challenges and nuances. By deeply understanding these, we can tailor our solutions to meet specific needs and exceed expectations. Seamless Onboarding: A smooth onboarding process sets the stage for long-term success. It’s our opportunity to ensure customers fully grasp how to leverage our solutions effectively. Proactive Engagement: Regular check-ins and proactive support are key. By staying engaged, we can identify potential issues before they become problems and continuously find new ways to add value. Focus on Outcomes: Beyond the features and functionalities, it's the outcomes that matter. We work to align our solutions with the customer’s strategic goals, ensuring that our partnership drives their success. Build Strong Relationships: Trust and open communication are the foundations of any successful relationship. We strive to be more than just a service provider; we aim to be a trusted partner in their journey. In the end, the core objective of Customer Success is universal—whether you're in SaaS, finance, healthcare, or any other industry. It’s about transforming the sales promise into real-world success. By staying focused on delivering value and fostering strong relationships, we ensure that our customers not only meet but exceed their goals. Here’s to turning every sales opportunity into a success story! ?? Let’s keep bridging that gap and making a difference! #CustomerSuccess #CSM #ValueAdd #Cisco #Meraki #CiscoMeraki #ClientPartnership #CustomerJourney #TechForGood #RetailToTech #InnovationInAction

"No, outbound is not out. No, events are not out." - Akansha Aggarwal, Sr Director, Americas GTM and Ops,?NetApp At our recent Digital Showcase, Reimagine: The future of pipeline generation, leading sales and marketing experts gathered to share their key insights into pipeline generation in 2024. Catch just some of the insightful learnings shared below - or gain exclusive access to the whole Showcase here: https://lnkd.in/emuyfYbs #GDSReimagine #SalesAndMarketing #MarketingInsights #SalesInsights #PipelineGeneration

"No, outbound is not out. No, events are not out." - Akansha Aggarwal, Sr Director, Americas GTM and Ops,?NetApp At our recent Digital Showcase, Reimagine: The future of pipeline generation, leading sales and marketing experts gathered to share their key insights into pipeline generation in 2024. Catch just some of the insightful learnings shared below - or gain exclusive access to the whole Showcase here: https://lnkd.in/emuyfYbs #GDSReimagine #SalesAndMarketing #MarketingInsights #SalesInsights #PipelineGeneration

"No, outbound is not out. No, events are not out." - Akansha Aggarwal, Sr Director, Americas GTM and Ops,?NetApp At our recent Digital Showcase, Reimagine: The future of pipeline generation, leading sales and marketing experts gathered to share their key insights into pipeline generation in 2024. Catch just some of the insightful learnings shared below - or gain exclusive access to the whole Showcase here: https://lnkd.in/emuyfYbs #GDSReimagine #SalesAndMarketing #MarketingInsights #SalesInsights #PipelineGeneration

"No, outbound is not out. No, events are not out." - Akansha Aggarwal, Sr Director, Americas GTM and Ops,?NetApp At our recent Digital Showcase, Reimagine: The future of pipeline generation, leading sales and marketing experts gathered to share their key insights into pipeline generation in 2024. Catch just some of the insightful learnings shared below - or gain exclusive access to the whole Showcase here: https://lnkd.in/emuyfYbs #GDSReimagine #SalesAndMarketing #MarketingInsights #SalesInsights #PipelineGeneration

Let's dive into the essence of partner education and enablement ??. In the realm of service provider partnerships, there's a common notion that enablement simply means educating those who deliver the service using your product about your product's features and capabilities. But, let's be clear: that's just scratching the surface. True enablement goes beyond the basics. It's about showcasing to your partners how your product not only enhances their sales but also elevates their delivery speed, quality, and cost-efficiency ??. For a refresher on seeing things from your partner's perspective, revisit my previous post on "the eye of the partner." Remember, the materials you use to train your in-house teams (sales, pre-sales, support, CS) may not hit the mark for your partners. The enablement collateral for partner sales teams differs significantly from that for their solutioning or delivery counterparts. Each type of collateral plays a pivotal role in amplifying your revenue through these partnerships. When it comes to selling a joint solution or service, the need for customized enablement is even more critical. Tailoring is key ??. It's where the strength and value of the partnership must be front and center ?. Lastly, consider the attention span each function has for your enablement. Will an account executive dedicate an hour to learning about your product? Probably not. But will they engage with a 5-minute video demonstrating how they can sell more, faster? Absolutely! Invest ?? time and resources to intimately understand the diverse roles within your partnership ecosystem. Craft targeted enablement strategies for each function to maximize impact. Your commitment here is an investment not only in your partners but in your shared success ??. In the picture, an enablement session I arranged with Capgemini FS sellers team in New York 2019 #PartnershipEnablement #Collaboration #GrowthStrategy #Innovation #PartnerSuccess