Boosting the attach rates of tech financing

Client

Cisco Capital

Overview

Sharing the secrets of sales success. Sales teams can be a cynical bunch when it comes to motivational programmes, but a successful performance from their own ranks can make a convincing story.

Cisco, one of the world’s leading network solutions providers, recognised the importance of incorporating financing from Cisco Capital in growing deal size, accelerating closure and incentivising the sales force through increased commission.

To encourage the sales force to incorporate financing deals and to raise awareness of the Cisco Capital brand, Cisco asked us to develop an internal communications programme and sales toolkit.

What we delivered?

Based on its experience in enhancing sales force performance, our team developed a campaign that would attract attention and have the right level of credibility. We convinced Cisco to build the campaign around the achievements of a member of the US sales team, exposing financing from Cisco Capital as the secret of his sales success.

What did the campaign achieve?

The treatment created a series of internal “brand ambassadors” and focused on the benefits of discovering their secrets. Posters and e-direct marketing drove the sales force to a dedicated website landing page and encouraged them to contact a local leasing manager to find out more about Cisco Capital.

This innovative campaign helped to raise awareness of the Cisco Capital brand within the sales force, with a subsequent increase in attachment rates. Initially, the campaign ran in the US, but, following local success was rolled out internationally.