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Cisco engineer Jimmy Ray Purser sells $450 million in Cisco gear

"This diligence has made TechWiseTV productions the single most valuable video property at Cisco. Bringing in more viewers and follow thru sales calls then anything else at Cisco. It has been directly responsible for over 450 million dollars (USD) in trackable global sales."

Thu, 7/11/13 - 11:59pm    View comments

Even though I've been a long time fan (more than 6-years) of Cisco engineer Jimmy Ray Purser:

Cisco TechWiseTV discovers new TV networking superstar, Jimmy Ray Purser

I was still stunned to learn that Jimmy Ray sells $450 million in Cisco gear through his TechWise TV program.

I mean, that's more than the total annual sales of the following 13 publicly traded Cisco competitors:

1. Extreme Networks
2. Meru Networks
3. MRV Communications
4. NetScout Systems
5. Palo Alto Networks
6. Radware
7. ShoreTel
8. SolarWinds
9. Sonus Networks
10. Sycamore Networks
11. Ubiquiti Networks
12. UTStarcom
13. Zhone Technologies

So how does Jimmy Ray sell $450 million in Cisco gear?

Well, according to his LinkedIn profile:

"I work with multiple business units to help determine technical topics that will make the best shows. Sometimes that means even designing a brand new type of show to get the content across. I write the shows, draw the animation, introduce new products and represent the field engineer in getting to the details. This is across all network disciplines (Voice, Service Provider, Data Center, Networking, Security and Management) I travel all over the world to present highly technical details in a fun and easy to understand format.

"As a Technical Marketing Engineer, I represent the company as the pulse of innovation and play a key role in all business units. I confidently and efficiently explain product positioning, technical concepts and articulating business benefits to all levels personnel, architects, end users and channel partners. I pride myself on articulating complex concepts in a clear, concise and easy to understand way to help scaling the overall training effort for internal solutions architects, systems engineers, channel partners and end customers. My technical understanding in adjacent areas allows me to go beyond 'just' networking.

"I diligently monitor the competitive landscape to help position Cisco solutions more effectively. Customers look to me as 'THE technical product expert' from an architecture, functionality and overall Cisco solution integration standpoint. As part of executive briefings, conferences, trade shows and customer visits/calls I not only convey knowledge but also aggregate direct customer feedback for overall product innovation and roadmap down to the level where my detailed input distills into product requirements, documents and TechWiseTV production assets.

"This diligence has made TechWiseTV productions the single most valuable video property at Cisco. Bringing in more viewers and follow thru sales calls then anything else at Cisco. It has been directly responsible for over 450 million dollars (USD) in trackable global sales."

Previous to his current 7-year Cisco gig, Jimmy Ray spent more than 6-years with HP Networking, offering this tidbit about his HP years:

"I have increased revenues and customer satisfaction every year and been awarded the Most Valuable Player/Most Inspirational Player for the past 12 sales cycles in a row. Supported 16 Sales Reps in all areas of networking including; Enterprise, Small to Medium Business, Education and Government. My primary job was to be the technical lead for all issues the customers may have with a network solution from start to end."

Here's a good example of Jimmy Ray in action at Cisco Live! 2013 - Day 1:

Without knowing his compensation plan, I've got to ask, could Jimmy Ray be the most underpaid salesman at Cisco?

Additionally, is it possible that Jimmy Ray could sell even more gear if Cisco gave him better resources?
 

What's your take?

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