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Nick Chrissos Collaboration, Emerging Markets€¦ · Emerging Markets Services Discount Technical...
Transcript of Nick Chrissos Collaboration, Emerging Markets€¦ · Emerging Markets Services Discount Technical...
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© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Nick Chrissos – Collaboration, Emerging Markets
Collaboration Breakaway
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 2
Market Overview
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 3
NOW Is the Time to Take Market Share
Shifting Alliances
Challenges for Nortel/Avaya
Acquisition Distractions
75% Cisco Base are onCommunications
Manager pre-7.0 release
(opportunity to upgrade
and expand)
29%Cisco Base
only have one application deployed
$4B+Emerging Markets
Opportunity to capture non-Cisco
phone users
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 4
Strike While the Iron Is Hot
―Doing nothing‖ is not an option—every customer has a critical decision to make
Customers are evaluating all their options
Distinguish Cisco as the industry‘s most cost-effective, end-to-end communications provider
Provide customers with stability and market-leading solutions
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 5
Why Cisco
Protect Existing
Investments
Drive Business
Value
Minimize Risk
Solve the Problem
Technological Capability
Strategic Partnering Capability
Superior Business
Enablement
Deployment Flexibility/Extensible Platform
Leading Market Performance and
Position
Managing Implementation
and Support Risks
Lower Total Cost of Ownership
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 6
Program Overview
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 7
Cisco Collaboration Breakaway ProgramEffective August 9, 2010—July 30, 2011*
A complete program designed to enable Cisco and partners to migrate new and existing customers to Cisco Collaboration solutions from competitive legacy solutions
Product Discounts
Services Discounts
Sales Execution and Demand Generation Assets
*Bookings of Cisco Collaboration Breakaway deals will be allowed until October 31, 2011
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 8
Terms and Conditions: Eligible Customers
1
New competitive displacement opportunities
2
Existing Cisco Unified Communications Manager * 3.x - 6.x customers who commit to upgrade to 7.x or 8.x any PBX competitor takeout
*Includes Unified Communications Manager Express pre 7.0 releases
Eligible Partners All Cisco Certified Partners(Gold, Silver, Premier and Select)
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 9
Terms and Conditions: Target Competitors
EMERGING EAST EU
EMERGING WEST
*Avaya = Avaya and Nortel Branded Equipment
EMERGING EAST
SOUTH AFRICA
EMERGING CENTRAL
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 10
Collaboration Breakaway: Product Discounts
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 11
Collaboration Drives Business Value
InnovationCompetitive
DifferentiationCustomer Intimacy
Employee Productivity
CostReduction
Eligible Products Include:• All Unified Communications Products • Customer Care/Contact Center Solutions• Unified MeetingPlace and Cisco WebEx*• Select UC-Related Access Routing Products (including UCM Express)
*Cisco WebEx Meeting Center, Enterprise Edition and Connect IM will is added to the list since 08/11/2010.
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 12
Ease of Quoting – Predictable Discounts
Baseline Product Discount
Displacement Accelerator
TotalCisco Unified
Workspace Licensing Accelerator
(Applicable when 50%+ of the competitor‘s user
base is displaced)
(Applicable when 50%+ of total user licenses in
BOM is CUWL)
Example 1: Displacement Accelerator Qualification
• 100 Avaya or Nortel Phones, 50 Replaced with Cisco Phones
50% Competitive Base Replacement, Displacement Accelerator Threshold Met
Example 2: CUWL Accelerator Qualification
• 100 Total Cisco User Licenses Bought, Combination of UCL and CUWL
50% of User Licenses in BOM are CUWL, CUWL Accelerator Threshold Met
Discount Accelerators Can Be Used Together orIndividually
Discounts apply for Cisco direct order. Cisco cannot determinediscounts for purchasesthrough Cisco - authorized distributor
Emerging Markets (Fixed)
Russia (Fixed)
55%
57%
Up to 65%
Up to 65%
+5%
+5%
+5%
+3%
EU (Incremental) +13% Up to +22%+5% +4%
Brazil (Fixed) 57% Up to 68%+6% +5%
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 13
Eligible Cisco Customers – Upgrading Unified Communications Manager Customers
Without Unified Communications Software
Subscription (UCSS)
Access to major software upgrades when available
With Existing Unified Communications Software
Subscription (UCSS)
72% discount on all Core Cisco Unified Workspace Licensing
upgrade SKU‘s
3 & 3 Upgrade Offer—Purchase a la carte Cisco UC 8.0 product upgrades for $3 per user, per
application when combined with a 3 year minimum UCSS
Promotion Eligible SKUs available at:http://www.cisco.com/web/partners/downloads/partner/WWChannels/technology/downloads
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 14
Latest exciting additions
From November 1st
Webex is now part of GPL It includes : Cisco Webex Meeting Centre, Webex Enterprise Edition, Webex Connect IM
From November 8th
Year-End Sprint (YES) enhancement :50% discount to all SKUs not currently available in the Collaboration Breakaway Product List(Available until the 24th December 2010)
For more information please visit :
http://wwwin.cisco.com/voice/programs/collaboration_breakaway/emerging.shtml
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 15
Collaboration Breakaway: Services Discount
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 16
Emerging Markets Services Discount
Technical services discount now for 1, 2, or 3 years
Services & Products via ONE Registration & Ordering Process!
Discount Structure
1-Year Technical Services DiscountCBR CTS
Shared Support
45% 69% 76%
2-year service contract receive an incremental 4% discount
3-year service contract receive an incremental 7% discount
Available direct to your customer at their organization, via TelePresence
Webinar series: Cisco Interactive Technology Webinar, ―Best Practices for Migrating Legacy Phone Systems‖
Complimentary ―Migrating to Unified Communications Discovery Session‖*
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 17
Collaboration Breakaway: Sales Execution and Demand Generation
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 18
Sales Objectives of the Cisco Collaboration Breakaway: Competitive and Migration Play
Play ObjectivesDrive awareness for new Collaboration experiences enabled by migrating legacy voice communications systems to Cisco IP-based solutions, andcreate opportunities to expand Cisco‘s Unified Communications andCollaboration footprint: Start an architectural ROI discussion using the New Collaboration pitch Migrate older versions of Cisco Unified Communications Manager and Cisco Unified Contact Center Solutions Expand Applications Attach of Conferencing and Customer Care by leveraging CUWL
Target Audiences
CIOs/CXOs, IT Decision Makers Still Using PBX SystemsTraditional Cisco Voice/Technical Decision Makers
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 19
Cisco Collaboration Breakaway: Competitive and Migration Play
Sales OpportunitiesTarget Audiences: CIO/CXO and ITContact Center New/Replace Competitive Vendor Take-out8.0 Installed-base Migration
Sales Enablement ToolsDiscussion Guide – New Format!Play At A Glance ―How to Use‖ TrainingPartner Central Site
Customer Engagement ToolsEmail and Post CardsBanner AdsContact Center and Competitive Walkabout KitsContact Center BullsEye! KitPartner Marketing Central Campaign
Site
Executive Walkabout and BullsEye! Direct Mail Kits
Customer Email, Post Card and Banner Ad Templates
Sales Discussion Guide and AAG- New Format!
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 20
Cisco Collaboration Index Tool
http://www.ciscowebtools.com/index
Pre-sales tool for Cisco and Partner AM‘s
Survey that plots current capabilities across multiple dimensions of collaboration—performance vs. priority/ importance quadrant
Registration and data capture to enable future benchmarking
Localized in 14 languages
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 21
Collaboration Breakaway: How to register an Opportunity and Order
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 22
Ensure you select the right promotion name out of 4 possible promotion types
Baseline Discount
Baseline + CUWL Accelerator
Baseline + Displacement Accelerator
Baseline + Displacement + CUWL Accelerator
Before CCW registration, use the Promotion ―Name Finder‖ on CB Homepage to select the right promotion name – geo specific
In CCW, Click on ―Other‖ tab, for CB promotion names to show up
Ensure Selection of Correct Promotion Name
1 Registration for Products + Services
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 23
Homepage—Quick Start
Click Create, Deal to begin registration process
www.cisco.com/commerceworkspace
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 24
Expand the ―Other‖ link to find Collaboration Breakaway (CB) promotions.Refer to CB rules to fully understand pricing structure and promotion options
Complete Each of the Tabs Below
www.cisco.com/commerceworkspace
On Promotion Tab, Expand ―Other‖ button and select the correctCollaboration Breakaway promotion name
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 25
Complete CB Questionnaire
Clearly identify the opportunity and the end customer sites that
will be involved in the sale
If this is a Cisco Unified Communications Manager (UCM) opportunity, remember to attach a screen shot of the customer's UCM system
administrators. The end customer‘s system administrator should be able to help capture the installed UCM information on the
'system administration start up screen' or by issuing the CLI command ―show version‖
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 26
3. Complete Registration
CB has a Single Approval Step – Include your BOM and submit for approval
CB Promotion Manager verifies you have selected the right promotion
Theater/country approvers review
Confirmation email sent upon final approval (includes Deal ID and/or Distribution Authorization ID)
If booking Cisco direct, the CB ‗Quote‘ tab will confirm discounts
When ordering via distribution, you must negotiate your pricing with the distributor
Phased ordering is allowed with CB, but all orders must be placed prior to deal expiration date
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 27
A Few Important Details…
This promotion cannot be used with:
Cisco Technology Migration Program (CTMP)
Opportunity Incentive Program (OIP)
Solution Incentive Program (SIP)
Accelerate to Collaborate (A2C)
Any opportunities with an approved MDM (My Deal Manager) number
Opportunities in bid (i.e. RFP, RFI, RFQ or other similar document) are eligible
Partner must be actively engaged and pursuing the opportunity with the customer
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 28
CCW Training Resources
Cisco Commerce Workspace: Self-paced trainings and Show Me mini videos
Watch a quick flash demo on how to enter key information about Who‘s Involved in your deal or quote
Who‘s Involved (1st tab in a promotion)
Watch a quick flash demo on how to enter key details and information about a deal
About the Deal (2nd tab in a promotion )
Watch a quick flash demo on how to select and add a promotion to your deal
Promotions (3rd tab allows you to select a discount promotion)
Watch a quick flash demo on how to add Items to your Quote
Quote—Items (upload of SKUs to buy or Trade-in via TMP)
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 29
CCW Training Resources
Only Cisco Certified Partners May Use CB Promotion
New Partners must obtain a CCO ID
Log into partner self service to get user ID ―associated‖ with your partnership (may take 24 hours to propagate and give you access to Cisco tools
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© 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential 30