In this Issue

		Focus on Education A concise summary of new offerings for education customers. Stay abreast of how you can target profitable opportunities both in the K-12 and High-Ed sectors.

		Engagement Success Story A quick take on how Cisco and BellSouth teamed up to land a multi-year contract with Harris Corporation, an international communications provider.

		Staying Informed A step-by-step guide to locating current marketing and sales resources on the BellSouth and Cisco Web sites. Looking for new sales presentations or marketing collateral? Here's where you can find it.

		Professional Services Update Don't leave services revenue on the table. Here's a summary of how you can leverage the BellSouth Professional Services organization to meet your sales objectives more quickly.

		New Seminar Series Invite your Enterprise and Gen Biz customers to learn how emerging technology can simplify their business, lower costs, and drive technical innovation. These first-rate executive seminars are coming to a city near you.

Growing Our Future

By Fred Shaftman, President,
BellSouth Business

We faced many challenges last year, but we are starting 2003 as a company positioned to win. We have a cohesive strategy focused around three areas: Customer Retention, Growth, and Re-acquisition. The General Business segment is key to all three, and is critical to our growth and profitability.

We can't afford to have any sellers watching passively from the sidelines. We need everyone engaged, everyone working together to satisfy our customers and beat our competitors. To that end, you will find valuable insight and resources in this issue of The Same Page.

• Take a close look at our seminar schedule to make sure you don't miss targeted sales opportunities in your region.
• Tune in to Doug Dennerline's summary of new collateral and strategy information available on the web.
• Read about how BellSouth and Cisco converged at Harris Corporation to sell $300,000 worth of routers, switches, and wireless LAN equipment.
• Peruse our special feature on the Education market to learn how you can profitably target organizations in both the K-12 and higher-education markets.
• Review the update from Dean Walker on our Gold-Certified professional services organization. If you don't push BellSouth services, you are missing out on downstream revenue and the chance to keep our customers in the fold.

Most technology firms are fixated on customer retention and growth. Re-acquisition is a synthesis of both activities, since it involves re-acquiring customers we have lost in prior periods. How do you do it? Set aside some time each week for "hunting" for BellSouth Business customers lost to competitors. Some of these customers are starting to realize that the competition can't deliver what it promised. Do these customers still know what you have to offer them? Do they fully understand our value proposition? Will they call you when they run into problems? More importantly, will you know what to tell them if they do?

That's what this newsletter is all about. Successful sellers take the time to understand all the subtle nuances of the marketplace, from the needs of our customers to the strengths of our competitors. They also maintain a working knowledge of all the products and services in our portfolio.

In 2003, we can achieve our objectives. To do so, we must leave no stone unturned and refuse to lose. The time is now. So take fifteen minutes now to review the information we have assembled here. You'll be glad you did.

—Fred

Click here to download a printable, PDF version of this newsletter (110K).

	Editors: Lorraine Maurice Product Marketing Manager Data Services lorraine.maurice@bellsouth.com (404) 829-7227	Ellen M. Chandra Service Acceleration Marketing Program Manager echandra@cisco.com (408) 525-6302
© 2003 BellSouth Corporation. All trademarks contained herein are the property of their respective owners. Private and proprietary. Not for disclosure to BellSouth customers or competitors. Information subject to BellSouth's policies and operational practices and concerning non-disparagement; misuse could result in disciplinary action, including termination. Cisco, Cisco Systems, and the Cisco Systems logo are registered trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and certain other countries.