“It’s very easy to generate huge volumes of leads, but often the person downloading a whitepaper is in the early stages of their journey and not ready to have a buying conversation. We needed to refine our efforts to bring in higher quality leads, and to train the salespeople to …

"ABM is the right strategy for Cisco. It is a complex sales cycle where we're targeting multiple personas in a deal cycle. Part of our portfolio is to cross-sell and upsell what we call strategic accounts. A big part of our go-to-market is getting targeted campaigns to those accounts, educating …