Innovative GTM: How

Cisco Achieved a 9-Figure

Pipeline Using an

Innovative SE and

Marketing Approach

When Cisco discovered that peer-to-peer prospecting by its

Solutions/Sales Engineers became one of its best pipeline generation

channels, it doubled down on the SE-run "Test Drive" Event Campaign

and developed an entire Go-To-Market framework around it. Inspired

by the Folloze B2B engagement platform, in this session, discover how

Cisco's SEs are taking a primary role in creating a 9-figure sales pipeline

using best practices and methodologies typically reserved for

marketing. Discover the ins and outs of Cisco's innovative GTM

framework, including demo day events, send-on-behalf campaigns, and

360 reporting among others, so that you too can implement the

process in your organization right now. And the results don't lie. Today

45% of all registrations for Cisco Test Drives come from the sales team -

more than double their contribution prior to launch.

Additionally, join this session and learn:

• How Cisco's SE team surfaced hidden opportunities and how the

increases led to expanding the campaign by offering additional

event locations to support the demand

• Tips to deliver auto-personalized experiences for individual

accounts, or specific sales situations and effectively measure

customer engagement

• How an aligned and singular ABM approach across Sales, Marketing

and Customer Success can help to engage, develop, win and retain

your top target accounts

B2BMX — Case Study