Guido KesslerCentral Regional Manager – EMEA3 December 2015

Digital Disruption: Unleashing the Next Wave of Technology

Harnessing the Powerof Technology in Leasing

Examining the growthof technology and opportunities

The world is changing really fast…Technology

EconomicMarket

Social Demographics

Aging

Shrinking

Hyper growth

Environmental/Energy

By 2030 world energy demand will

increase by 40%

Major trends reshaping the global landscape…

Transitions

EconomicsShare of global GDP* (%)

Sources: Cisco IBSG, 2011; Fortune 500, 1987, 2011.Olson and van Bever, Stall Points, 2008. Baselinemag.com, 2009.

The new normal?

Today’s Fortune 500 Companies

24%25 Years Ago

87% Companies Stall

11%Recover

Today’s Major Corporations

1/3Survive Next 25 Years

Companies’ future, growth and survival… Technology is key

Point-of-SalePrintAdvertising CarHotel

Bookstore Taxi Music

Enabling changing business models

Sources: Cisco IBSG, 2011; Fortune 500, 1987, 2011.Olson and van Bever, Stall Points, 2008. Baselinemag.com, 2009.

Understandingthe new digital customer

A majority of B2B buyers now say that buying online is more convenient than buying from a salesperson.

Forrester

The average number of cold call attempts to reach a prospect has gone from 3.7 to 8 between 2007 and 2013.

Talent and Ovation Sales Group

The average customer completes more than one-half of the purchase decision-making process prior to engaging a supplier sales rep. (70% at upper limit).

CEB 2012 Digital Evolution in B2B Survey

The B2B customer buying process has changed…

B2B buyers want to self-educate versus talk to sales representatives to learn about new products and services (by a factor of one to three). Forrester

The average customer completes more than half of the purchase decision-making process prior to engaging a sales rep (70% at upper limit).CEB 2012 Digital Evolution in B2B Survey

The number of decision-makers involved in the typical deal has gone from 4.7 to 5.8 (2015 vs 5 yr ave).2015 MHi Sales Best Practices Study, Decoding The Decision Dynamic

Multiple decisions-makers have increased the sales cycle by 22% over past 5 years.Forrester, Sirius Decisions

The average number of cold call attempts to reach a prospect has gone from 3.7 to 8 between 2007 and 2013.Talent and Ovation Sales Group

20% more customers now require formal ROI calculations before making purchase decisions (61% in 2015 vs 40% 5 yr ave).2015 MHi Sales Best Practices Study, Decoding the Decision Dynamic

16% more customers have significantly formalised their buying process (61% in 2015 vs 45% 5 yr ave)2015 MHi Sales Best Practices Study; Decoding The Decision Dynamic

A majority of B2B buyers now say that buying online is more convenient than buying from a salesperson.Forrester

use communities

& blogs

UseLinkedIn

UseTwitter

Social Buying Anatomyof a B2B Decision Maker

I use social media in many ways to help me make a purchase

decision.81%

74%

42%

Sources: Forrester July 2013

• Read blogs, watch videos, etc

• Comments, posts ratings & reviews

• Publish posts, uploads visual media

• Network with peers• Connect with vendors

through LinkedIn groups

• Consume content• Retweet content• Post content• Look for support (eg Ask a

question)

Social selling

LeadQualification

Sales Demos

ColdCalls

LeadQualification

SalesDemos

WarmCalls

Social Networks

Traditionalvs

Social SalesModels

51%more likelyto hit quota

SSI leaders are 51% more likely to hit

quota than SSI laggards.

45%more

opportunities

Social Selling Index (SSI) leaders create 45% more opportunities per quarter

than SSI laggards.

Cisco’s social selling strategy…Culture#1

Brand Ambassador

Program aims to make employees to fall in love with

Cisco

Education#2

Delivered over 120 hours of Social Media

trainings to 170 people in FY15

Coaches#3

Social savvy peers that can

give private advice and

counsel about social media and

tools

Content#4

New Social Media formats available

for campaigns

Metrics#6

Decreased costs, operational efficiencies,

reduced time to market.

KPIs: SoV, Reach, Leads…

Tools#5

Evaluated 15 new Social Media

tools and selected two

Breaking down barriers inherent in traditional leasing models

FlexibilitySimplicityReduced Risk

FlexibilitySimplicity

Reduced Risk

Shared Risk Model/ Innovative

Payment Plans

Pay Per Use

Traditional Financing Models

Technology is enabling organisational innovation and survival

Technology is changing how B2B buyers buy

Business leaders are now driving more IT procurement decisions

A range of flexible, simple and reduced-risk financing options are needed – right through to risk-shared, variable usage models

In summary…