Case Study: How to Connect with the C-Suite

Marketing products and services drives short-term growth, which is key in today's challenging economy. But, to expand long term pipelines, companies must do more. They need to establish trusted business relationships with the C-suite and become partners for the long haul.

Cisco's Scott addresses how she and her team have pioneered and revamped the company's go-to market strategies to nurture relationships with the C-suite, a critically important audience. Scott provides examples and best practices developed during the past five-plus years that have enabled Cisco to migrate from trusted technology vendor to trusted business partner status with its customers. Scott's methodologies have been deployed worldwide within Cisco including in the field and in emerging markets on shoestring budgets. Tangible metrics include pipeline acceleration, decreased time to sales, increased online "dwell time" and enhanced brand perception.