Commercial East November Monthly Partner Update€¦ · Presentation_ID © 2006 Cisco Systems, Inc....

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1

Commercial East November Monthly Partner UpdateGeoff Fancher Vice PresidentCommercial East Area

November 9, 2006


Distribution Update – Dave O’CallaghanDistribution Update – Dave O’Callaghan

Agenda

Area Channels Update – Russell RosaArea Channels Update – Russell Rosa

Q1 Recap – Geoff FancherQ1 Recap – Geoff Fancher

Wrap Up – Geoff FancherWrap Up – Geoff Fancher

IntroductionsIntroductions


Commercial East Q1 Recap

Geoff Fancher – AVP Commercial East


FY’07 GoalsProduct Goal: $839M

$184M = 99.3% Q1 PlanAspiration Target: $900M

$184M = 93% YTD AspirationService Aspiration Target: $240M$50M = 106% Q1 Goal = 96% YTD Aspiration


FY’07 Goals

Pure POS Aspiration Target: $360M = 40%

77M = 115% Q1 Goal

97% Q1 Aspiration

AT Aspiration Target: $405M = 45%$67M in AT = 75% YTD Aspiration and 36.4% AT Penetration

UC: $198M (22%), SEC: $117M (13%), WIRE: $72M = 8%UC: $28.7M (16%), SEC: $19.6M (11%), WIRE: $13.5M = 7%


FY’07 GoalsCustomer Satisfaction:

4.55 vs. 4.42 Target

Inside Sales Aspiration Target: $125M$24.4M = 118% Q1 Goal = 88% YTD Aspiration

Leasing Attach Rate Aspiration: 10%

YTD Attach Rate = 5%


Q2 Initiatives• Channels – Execution of Regional Channel Plans• AT Focus - Secure Voice

- Launch of Tiger Team for Voice Success• Team Development

- KAMs – WAAS E-Learning- KAM/TAM - Secure Voice Competency Plan

- Q2 – Mach Sales Call Contest- Q3 – Secure Voice Presentation Contest- Q4 – Secure Voice Demo Contest

Sales – Hit Q2 Aspiration Target of $209M- Grow 90 Day Funnel to $522M for 2.5x Q3 Goal


Worldwide Distributionupdate for

Commercial East

November 2006

Our Distribution Resellersare the Cisco Human Network of Success!


How Do You Leverage Distribution?How Do You Leverage Distribution?

Agenda

Cisco WW Distribution FY07 InitiativesCisco WW Distribution FY07 Initiatives

Distribution Industry DirectionsDistribution Industry Directions


Distribution IndustryDirections

Global Technology Distribution CounselSeptember 2006

GREG SPIERKELChief Executive Officer, Ingram Micro

Chairman, Global Technology Distribution CouncilThe Course for IT Distribution


2006 U.S. IT Distribution by the Numbers U.S.

5 million+ inbound calls annually

50,000+ individual customers monthly150 million+ items shipped each year

2 Million+ configuration line items annually

100 million+ software licenses each year

$5 billion+ of credit extended to the channel

Source: GTDC Research, IT Distribution by the Numbers


Distribution LandscapeFrom Fulfillment to Value Added Services

Specialized communities E-business integrationVertical markets Demand generationManaged services LicensingConfig & assembly Channel marketingLogistics Credit/leasing Technical support Life cycle managementEducation and training CertificationAccount management

Source: GTDC Research, IT Distribution by the Numbers


Cisco WW Distribution

FY07 Initiatives

Contact Information

Dave O’CallaghanVice President

Worldwide [email protected]

720-875-2938

Cisco WW Distribution

FY07 Initiatives


Align the worldwide distribution teamAlign the worldwide distribution teamCreate theatre and segment incremental growthCreate theatre and segment incremental growthEstablish and manage the optimal distribution mix Establish and manage the optimal distribution mix

Increase ease of doing business with Cisco distribution Increase ease of doing business with Cisco distribution

Implement initiatives worldwide consistentlyImplement initiatives worldwide consistently

FY’07 Initiatives


Create theatre and segment incremental growthCreate theatre and segment incremental growthGreater than 20% Y/Y In CommercialGreater than 20% Y/Y In Commercial

Commercial Initiatives

• SMB Select Program

• Prospecting Tuesday Interlock

• Distribution Managed Resellers


Increase ease of doing business with Increase ease of doing business with Cisco distributionCisco distribution

Commercial Initiatives

• Quote Builder II

• RFid


How Do You Leverage

Distribution?

Two Sure Winners

Flat Pricing

Unified Communication Accelerate Program


Leverage Flat Pricing

Program for distribution

Targeted at small business partners

Eliminates deviations

Provides competitive pricing

What is Flat Pricing?


SMB Flat Pricing Programs – Product List

YYAIR-WLC2006-A-K9YYAIR AP 1000 SeriesY*NAIR-AP1242AG-A-K9Y*NAIR-AP1131AG-A-K9

YYC2960 Family

YY2800 ISR Security Bundles

YY1800 ISR Security Bundles

YY2821 ISR Voice Bundles

Voice

YYAIR-AP1231G-A-K9YYAIR-AP1121G-A-K9

Wireless

YYAIR-AP1232AG-A-K9

YYASA5510 Series

Q1Q4Technology

YSwitching

Routing

YCatalyst Express 500

Security

YYPIX 506 Series

YY1800 Family (non Security)

NYAIR-AP1242AG-A-K9

NYAIR-AP1131AG-A-K9

Q1Q4Technology

Y

Y

YSwitching

Wireless

Y800 FamilyRouting

YC2950 Family

YPIX 501 SeriesSecurity


Unified Communication Accelerate Program

http://www.cisco.com/web/partners/acceleration/index.html

Join the Program – Consistent Product/Go to Market Materials and Technology roadmaps


What is OneVoice?

A comprehensive Advanced Technology program that:

• Endows resellers with the knowledge, tools and resources they need to achieve success in IP Telephony

• Enables resellers to design, sell and implement multi-vendor solutions that solve business issues

• Empowers resellers to build long-term relationships that elicit trust at the highest levels of the customer organization

http://us.onevoice.comstor.com/


Tech Data/Cisco Value Added ServicesTech Data has won Cisco Systems 2003, 2004, & 2005 Outstanding Performance US Distribution Award

Advanced Integration Services – Exclusive use of the Cisco IE2100Full Service CPE Integration and Configuration as low as $20

TD Education – Most classes qualify for a full rebate IPC, Wireless, CSE, Foundations Training classes

My Order Tracker – Dynamic Email NotificationCustomers, End Users and CAMs can track their orders

Free Engineering SupportLAN and WAN design

SMARTnet Renewal Management & Continuous CoverageRenewals are a great source of incremental revenue and Tech Data can help secure it for you

TD AnywherePoint and click tool that shows Tech Data inventory & pricing no matter what site your at

TD On Call7/24 Help desk and installation support for all your networking needs

TD AgencyAn extension of your business, supporting you from planning to execution in all your Marketing needs

TeleSMART – TelemarketingBoost sales & profitability with existing or potential customers without increasing staff

Free GE Flooring60 and 90 day plans available

Contracted Asset Disposition Services

Exclusive Distributor of the MDS 9000 Storage Offering


Cisco Opportunities in the Ingram Micro Solution CentersThe Solution Centers offer Partners a Unique Environment

to Discover, Learn and SELLAdvanced Security Training ASA, MARS, VPN and Clean Access

Remote Security Demo Complete Cisco Security SuiteFor Partners to Demo and Learn

Targeted Partner Events Custom Events Partners to Develop a specific end customer opp.

Lab Virtualization Take in-house best practice to the fieldASA and ISR/Surveillance Labs

The Solution Centers are a Critical Tool in the Relationship Connection Process


Commercial East Channels November Update

Russell Rosa - OD


Commercial East… Did you know ???

1. Commercial East did ~ $115M in Product Sales thru Distribution in Q1

2. Commercial East Partner Sales thru Distribution grew 27% Y/Y

3. Commercial East did ~ $43M in Advanced Technology Product in Q1

4. Commercial East Advanced Technology sales thru distribution grew 30% Y/Y


Why - PARTNER PEERING Mutual Success

Develop & foster Partner relationships Enable Partner opportunity success Increase Partner sales effectiveness Drive Partner pipeline business

Successful Engagement•Collaborative Partner Identification &

Alignments

•Partner Management Introduction & Commitment

•Peering Activity Awareness

•Inspect the Investment


Partner Tuesdays:How it Works

ISAM’s, TAM’s, & KAM’s allplay

Tracked thru e-sales Use “Partner Rep Name”15-20 minute kick-off call Heat Map & Opportunity PlansJoint Cisco/Partner value statementPartner Reward , Recognition and Social


Goal: ( What we will focus on…. )Drive a Prescriptive Approach; further

enabling a partner led model by Focusing on 3 Pillars to Sustain Partner

Development, Enablement & Growth

Solution SellingBusiness Acumen

Customer IntelligenceCustomer Needs

Business RequirementsCompliance Issues

Financials Knowledge Vertical Knowledge

Demand Generation

Technology WhiteboardsMapping Solutions to

Customer NeedsCisco Smart Business

Communication PlatformCompetitive Intelligence

Heat Maps

Focused CampaignsIntelligent Prospecting

Call ScriptsChurn OpportunitiesUp-sell & Cross-sell

OpportunitiesCDT Activities

P3


Did You Know about the Partner Tuesday in Your Region ???

NE East Commercial– Partner Peering Play -P

DC Metro– SE Tuesdays – RM Success Tracker

NJ South– 3 month Calendar – Topics Already defined

AM Training & Calling , PM Lessons Learned & Social

Boston Metro– Town Hall Tuesday

Peering ,Training & Demand Gen

Upstate NY– Tech Tuesday

3


Key Q2 Initiative :TSS – SE Peering• Peering Alignment

• Pre-Sales Focus

• Intermediate Skill Level

• Technology Focused

Awards• TSS Achievement

• Opportunity Nomination


Commercial East

Wrap Up

Geoff Fancher - AVP


Partnering Together Leading with Secure Voice

FY’07 & Beyond

Commercial East November Monthly Partner Update€¦ · Presentation_ID © 2006 Cisco Systems, Inc....

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Transcript of Commercial East November Monthly Partner Update€¦ · Presentation_ID © 2006 Cisco Systems, Inc....