PARTNERING WITH CISCO SELLING INTO THE SMB … digest of the business drivers, customer profiles,...
Transcript of PARTNERING WITH CISCO SELLING INTO THE SMB … digest of the business drivers, customer profiles,...
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PARTNERING WITH CISCOSELLING INTO THE SMB MARKET
CISCO BUSINESS SOLUTIONS WORKSHOP FOR RESELLERS
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Agenda
• Are You Staying Informed?Cisco Communications Vehicles
• SMB Sales Tools & Resources
• Marketing Resources
• Channel Incentive Programs & Promotions
• SMB Select Program
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Are You Staying Informed?
GET ENGAGED AND STAY CONNECTED
• Canada Partner Homepage
• Channel Intelligence
• Sales Support Resources
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Canada Partner Home Page
• Canadian site for all Cisco Canada partners
• Programs
• Promotions
• Sales tools
• Resources
• Training
www.cisco.com/ca/channels
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Channel Intelligence Newsletter Canada
SUBSCRIBE TO CHANNEL INTELLIGENCE
• Weekly Channel Newsletter
• Single source of Cisco Canada Channel news and information
New programs and promotions
New product and solution announcements
Training resources
Certification and specialization opportunities
New sales tools and more
http://www.cisco.com/go/partner-newsletters
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Got Questions? We’ve Got AnswersMeet the Canadian ICAM Team!
Territory Inside Channel Account Manager Contact InfoWestWest of Ontario
Cecilia Zuvic-NortonICAM for Western Canada
Brian Baker (Junior ICAM)Central and Western Canada pre-sales support
1-800-888-8187x40178
1-800-888-8187x42615
CentralOntario
Oumoul Diallo (Ontario except Ottawa)
Brian Baker (Junior ICAM)Central and Western Canada pre-sales support
Ray Custer (Ontario except Ottawa)
1-800-888-8187x42981
[email protected]@cisco.com
1-800-888-8187x42748
Eastern Canada
Olivier Ranger (ICAM Manager) [email protected]
1-800-888-8187x42742
Eastern Canada
Yvonne Sneeden (Junior ICAM)Eastern Canada pre-Sales support
1-800-888-8187x40065
SALES TOOLS AND RESOURCES
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SMB Class Solutions: Sales Tools
SMB Partner Connections:www.cisco.com/ca/smbpartnerconnections
• How To Sell At A Glance Guides
• Scripted Customer Presentations
• Case Studies
• White Papers
• Customer Brochures
• Blueprint Diagrams
• Telemarketing Scripts
• Training Resources
INTELLIGENT NETWORK
SERVICE/SUPPORTSERVICE/SUPPORT
APPLICATIONSAPPLICATIONS
FINANCINGFINANCING
TRAININGTRAINING
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At-a-Glance How to Sell Sheet
DESCRIPTION • The at-a-glance sheet contains
a digest of the business drivers, customer profiles, positioning and customer questions that are salient to the given solution
INTENDED AUDIENCE AND PURPOSE• Primarily intended for partner
sales staff to use as a just-in-time primer right before a sales call
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Solution Blueprints
DESCRIPTION• The Solution Blueprints contain
the aggregate design and product mix recommendations based on Cisco’s extensive experience in creating networks for successful SMB customers
INTENDED AUDIENCE AND PURPOSE• These are intended to be used
by TDMs as a baseline reference document to understand the design and components of a solution, and to gain understanding of the business benefits
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SMB Vertical Solution Sales Tools
• White Papers, Case Studies, Scripted Sales presentations, Lead Generation Tools, Telemarketing Scripts for:
EducationFinancial ServicesGovernmentHealthcareHospitalityLegalManufacturingMedia/EntertainmentPublic Safety RetailTransportationWholesale
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SMB Solution Designer
• Design a customs network solution for your SMB customer
Network foundationSecurityIP telephonyWireless mobility
• Educate potential customers• Print or e-mail the network design to
your customer• Vertical solutions available!
www.cisco.com/go/solutiondesigner
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Marketing Resources
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Learn: How to Ignite Your Marketing
HOWHOW
• Engagewith Cisco
• Find the right tools, resources
• Execute a campaign
• Engagewith Cisco
• Find the right tools, resources
• Execute a campaign
WHYWHY
• Tailored to your business goals
• Creates awareness
• Generates leads
• Tailored to your business goals
• Creates awareness
• Generates leads
BENEFIT TO YOUBENEFIT TO YOU
• Grows business• Improves
profitability• Strengthens
your partnership with Cisco
• Grows business• Improves
profitability• Strengthens
your partnership with Cisco
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Cisco Marketing Plan Template
CREATE YOUR MARKETING PLAN
FIND NEWCUSTOMERS
FIND NEWCUSTOMERS
GROWEXISTING
GROWEXISTING
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Questions to ask...
• What is your business objective?
• What’s your marketing objective?
• What is your value proposition and who is your target market?
• What’s your lead management process?
• What is your call to action?
• Calculate your ROI
• What’s your budget?
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Marketing Plan Template—Online Tool
1. Identify Objectives
2. Define Proposition
3. Develop Communications Strategy
4. Execute campaign activity
5. Measure campaign results
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Co-Branded Marketing UsingCampaign Builder Tool
CO-BRANDED PARTNER ADS
CAMPAIGN BUILDERTURNKEY MARKETING KITS
Customizable Co-Branded Content Available for All Sales Programs
when Program Launches
New Co-Branded Ads for Partners to Use
Regionally
DIRECT MAIL EMAIL
SEMINARIN A BOX
Customer-Facing Presentations Telemarketing Support/Scripts, E-Mail
and Direct Mail Invite Templates
www.cisco.com/go/campaignbuilder
VoD – Campaign Builder(File title: collateral builder
demo.swf)
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NOW Van—Network on Wheels
Coming This Fall to a City Near You. Contact Your CAM or i-CAM to See How You Can Participate
CHANNEL INCENTIVE PROGRAMS
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O-I-P
• Generates incremental business
• Boost channel partner profitability
• Supports the channel partner value model
• Drive share in key growth technologies and markets
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O-I-PO-I-P Program Framework
PartnerQualification
Account/OppQualification
DiscountingBenefit
ProductsFocus
Cisco CommercialAccount Program
Advanced Tech.Routing and Switching
Existing Commercial Acct
Not in Pipeline
Registered and Certified Partners
New Commercial Acct, <$500K
Max 1 router or switch
Success Builder Program
ALL Products and SMARTnet™
Cisco EnterpriseAccount Program
AdvancedTechnologies
Existing ESO AcctNot in Pipeline
Minimum 40%
Certified PartnerCompleted 3 pre-
sales activities
Minimum 42% Minimum 45%
Certified PartnerCompleted 3 pre-
sales activities
Commercial Opportunities Management
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O-I-P
11 Identify new SMB customer opportunities
22 Register with Cisco 33
Step 1
Close the deal
• Identify new SMB Customer account opportunities
• Determine customer profile and opportunity:
•Existing Cisco Account?
•Under $500K list?
Step 2
• If existing Cisco customer
•OIP Commercial Account Program – register online at www.cisco.com/go/oiptool
• If Cisco net new customer
•Success Builder Program -contact your Cisco Channel Account Manager
• Receive Cisco approval of registration
Step 3
• Place your order with your distributor
• Provide approved Cisco OIP Registration # .
• Receive OIP discount and ship product
Calling to registerA Success builder Deal
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OIP Promotion:Incremental 3% OIP Discount O-I-P
• OIP promotional offer: 3 for 2 (3% more for 2 Quarters)3% incremental discount (above normal OIP discount)
• Promotion timeframe:May 1 through October 31, 05
• Eligible OIP programs:OIP Enterprise and Commercial Account Programs
• Deal eligibility:Must have an approved OIP registration and ship between eligibility dates
CISCO TECHNOLOGY MIGRATION PLAN
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Technology Migration Programs
Access Routing Technology Migration Program
Receive enhanced trade-in credits for select Cisco routers toward the purchase of new Cisco Series routers.
Telephony Migration Program
Trade in credit for current phone systems.
Security CompetitiveMigration Program
Trade in Symantec, NetScreen and Check Point VPN and firewall systems
LAN Switching CompetitiveTechnology Migration Program
Trade in competitive switches from 3Com, Nortel Networks, Hewlett Packard, Extreme and Foundry
Make the Move to Gigabit Ethernet
An enhanced trade-in program designed to migrate customers from the 10 and 10/100 technology to Gigabit Ethernet.
Power Over Ethernet Switching Migration Program
Bonus trade in credits for upgrades associated with the transition to PoE technologies.
www.cisco.com/go/ctmp
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Trade-in Migration Program Benefits
• Provides customers an incentive to upgrade their network
• Provides a compelling event for Partners to churn their customers’ installed base
• Works with all Channels
• Flexibility to migrate between technologies (can trade in a switch toward purchase of a router, etc…)
• Programmatic process to replace competitors’ equipment
• Credit is applied up front at time of invoicing
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How to apply the trade-in credit to the purchase
Credit is applied to the purchase price of the Credit is applied to the purchase price of the products after the customer or partner's products after the customer or partner's discount has been applied as shown below: discount has been applied as shown below:
List Purchase Price List Purchase Price
-- Customer/Partner DiscountCustomer/Partner Discount
______________________________________________________________
= Normal price without program = Normal price without program
-- Net TradeNet Trade--In Credit In Credit
________________________________________________________________
= Final Price = Final Price
SMB ICEBREAKER PROGRAM
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SMB Icebreaker Program
• Special one-time discounts on select Cisco Catalyst switches for SMB Customers
• Available for Competitive LAN switching situation• Max. $50K List Price Deal • Contact CAM or iCAM to register deal. Once Discount approved,
reseller is protected with this SMB under the Program for 30 days• Program available to all partners (Gold, Silver, Premier, Registered,
SMB Select). • Can’t be combined with standard resale discount or any other Cisco
programs (eg. TMP, OIP, Commercial & Success Builder), discounts, credits, incentives or promotions
www.cisco.com/ca/icebreaker
SMB SELECT PARTNER DESIGNATION
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SMB Select Partner Program
SALES RESOURCES
TECHNICALRESOURCES
DEMANDGENERATIONRESOURCES
TRAININGRESOURCES
RECOGNITION ANDREWARDS
• CAM, ICAM, MS-ICAM Sales Support
• Partner Reseller Helpline• Solution Design Tool• Security Policy Builder
• Campaign Builder—SMB Specific Content• Access to JMF and/or Co-op funding for pre-approved
SMB demand generation initiatives in FY’05
• SMB specific training on E-Learning Connections• FREE training voucher for CSA exam ($65US value)• Free CSA training for SMB Select Partners with Cisco’s
Distribution partners
• Cisco Partner Locator• Identification “Designated Cisco SMB Select Partner”• Channel Incentive Programs
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SMB Select Partner Qualification Criteria
Pre-Qualification Criteria• Must be minimum a Cisco Registered Partner• Have at least one employee with a Cisco Sales
Associate (or better) • Must have a focused business practice selling
into the SMB market• Must have Cisco SMB sales revenue at a
minimum of $50k in Cisco each yearPost-Qualification Criteria• Build and socialize a territory plan with Cisco
Commercial team• Identify and close a minimum of three (3) new
commercial opportunities leveraging Commercial focused OIP programs each fiscal year
• A minimum participation in one (1) demand generation campaign each fiscal year utilizing Campaign Builder tools
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How to Become a SMB Select Partner
1. Go to: www.cisco.com/ca/smbselectto fill out an application
2. Review SMB Select Partner program details, pre and post qualification criteria
3. Complete the application A Cisco representative will confirm your acceptance in to the program with in 48 hours
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Resources to Help New SMB Select Partners Get Started: Welcome Kit
Store Front Window Decal
Paper SMB Select Certificate
OIP (Opportunity Incentive Program) Brochure
SMB Class Solutions CD
Campaign Builder Demo CD
SMB Select Brochure
Memo Holder
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Partnering for Success in the SMB Market…
• Engage with Cisco • Leverage our sales tools and programs• Create your marketing plan• Run targeted campaigns and report metrics• Celebrate your success!
Thank You
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Getting Started - Register for CCO
Register for a CCO - What is CCO?
Cisco Connection Online – your Personal Cisco “ID” which enables you to navigate www.cisco.com
Click on the “Register” tab to begin:
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Registering for a CCO Login
• You will be required to create a User Name and a Password which will comprise your “CCO” login!