Comstor’s new team of Sales Specialists are taking Cisco’s portfolio on the road across EMEA in a new, branded fleet. Focused on enterprise networking, the face-to-face meetings, live demos and business planning conversations are building closer, more personalised partnerships.
The changing nature of technology and buying processes has shifted the focus to inside sales for many organisations. So why the investment in a highly-trained field sales team?
The answer is simple. The roll out of Comstor-Cisco Sales Specialists sends a clear message to the channel: we believe in the power of personal connections, we believe in our business customers, and we’re committed to finding new opportunities for growth.
The value of a hybrid team
The 15-strong team performs a unique service that complements and builds on the prospecting and qualifying work done by inside sales teams.
The Inside Sales teams focus on opening opportunities, while the mobile Sales Specialists are more solution and relationship based. Carrying out more highly strategic sales conversations, meeting with C-level executives to develop strategic business innovation to help them grow their business.
Right across the business we recognise the value of a hybrid, complementary sales force.
Understanding the customer is key
The role itself is a hybrid across technical and sales, each member of the team has had extensive, in-depth training to help partners develop their Cisco journey.
The Sales Specialist covering the UK, Tanesha Garvey, explains: “My role is to empower partners with Cisco’s enterprise networking and make sure they reap all the benefits Comstor has to offer. Personalised business plans also ensure partners stay at the forefront of such a dynamic market, so understanding both Cisco and the needs of every end customer is key to the role.”
Recognising value in every business
It’s somewhat unusual for resellers to see their distributors face-to-face, so this approach demonstrates how much we value their business. One partner commented: “We’ve been Comstor customers for years and we find face to face meetings very valuable.”
Fact-finding conversations help us to identify challenges, map partner pain points, and work together to achieve their business outcomes. It also gives us a chance to demonstrate firsthand the features and benefits of our PartnerView online partner portal to show how easy it is to do business with us.
The team is focused on enterprise networking – demonstrating Cisco Meraki, Cisco switching including Cat9K, and Cisco wireless with Mobility Express.
The team will also highlight Cisco certifications and promotions, and how to be more profitable with Cisco. As part of our mission to drive value from everything Cisco, the new team is helping to re-energise customer relationships and build stronger and more productive partnerships.
As well as Cisco SmartNet warranty and back-up services, Comstor’s own professional, finance, training and enablement services boost in-house resources.