Practice Building with Partner Practice Builder · Marketing Sales Delivery Support Keys to...

© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPartner Practice Builder Overview 1

Practice Buildingwith

Partner Practice Builder

UC Partner SummitNovember 7, 2007

© 2007 Cascade Business Group. Cisco ConfidentialPartner Practice Builder Overview 2

Practice Building with Partner Practice BuilderBackground

Study on how to Improve Profitability

Shared by Cisco at 2005 Partner Summit

Based on a Solutions Sales Model and leveraging applications

Well received by Cisco Partner community

Resulted in a “HOW do we do that?” from Partners

No clear path to “efficient” execution –

too many resources and no plan

Margin and Relationship Enhancing ISV

Applications and Services

EquipmentReseller

SolutionsFocusedPractices

SystemIntegrator



Catalyst for Partner Practice Builder

Assessment and validation of a given Cisco practice

Financial basis for making an intelligent decision

Holistic approach to launching a new practice

Marketing

Sales

Delivery

Support

Business Operations

Comprehensive best practices plan for execution

What to do

How to do it

Resource mapping



Practice: noun

A dedicated team of Salespeople, Consultants, and Engineers who

possess a deep technical and business acumen around a specific

technology solution or industry solution to sell, deliver and support this

solution.



Basic business tenets – Business fundamentals

Construct formal business case and financials

Establish priority (balance opportunity cost and competing projects)

Commit to project success

Develop formal plan for execution

Align resources to plan – Responsible and accountable

Develop metrics and reporting

Manage through successful outcome with measured results


Keys to Successful Practice Building with PPBOverview

Leadership Commitment – PPB

process on a new practice

Assessment

Validation

Leadership Commitment – move forward or not

Planning

Leadership Commitment – project manage and drive execution

Execution


Keys to Successful Practice Building with PPBCommitment

Assess, evaluate and considera practice

Provide resources anddirection

Fully engage in a practice

Drive execution


Keys to Successful Practice Building with PPBAssessment

Easy to use Microsoft Excel format

Objective Snapshot of Partner Readiness for Practice Building against

best practices

Readiness Snapshot


Keys to Successful Practice Building with PPBReadiness Snapshot

Review cumulative

results against

“Target”

Consider results in

business readiness

planning processes

Review risk status of

individual attributes

Research and focus on

areas for improvement


Keys to Successful Practice Building with PPBValidation

Time to complete Profitability Model

Several hours to several days

Based on availability of financial data

Resources to complete Profitability Model

CFO/Financial Manager assigned to task

Functional leads to provide inputs, as needed

Marketing

Sales

Operations

Key inputs (“drivers”) make the Profitability

Model unique


Keys to Successful Practice Building with PPBValidationResults:

Fully vetted financial view of a particular practice

View of investment, revenue and margin over 12, 24and 36 months


BusinessOperations

MarketingSales Delivery Support

Keys to Successful Practice Building with PPBStructured for Efficiency and Effectiveness

Five Core Functional Areas

Manage Your Plan

Program Engagement

Cisco Engagement

Value

proposition,

branding, market

research, demand

generation, joint

marketing

programs

Sales operations,

SE support, sales

team structure,

solutions

training,

demonstrations,

selling services

ROI, financials, ISVs,

billing, order

management and

distribution, reverse

logistics/RMAs,

executive

management

engagement,

certs/specializations

Installation

model, FE

support, tiger

teams, project

management

Customer service

model, field

service and

maintenance

model, service

optimization

Holistic but Modular for Ease ofUse


Keys to Successful Practice Building with PPBModularity for Ease of Use


Keys to Successful Practice Building with PPBPlanning – Dedication and Commitment of Resource

Executive directive and oversight

Resources to provide functional

requirements

Marketing, Sales, and Operations

leads assigned

Leads provide input and direction

within functional areas

Time and resource allocation

Project Manager to provide development leadership

Timeframe to develop: varies from partner to partner


Keys to Successful Practice Building with PPBPlanning – How Do You Eat an Elephant?

Tailor the Action Plan for your business and needs

Focus on specific milestones and tasks

Milestones and tasks already completed are removed from the

Action Plan leaving those that require focus

Leverage the modularity of the plan

Assignment of durations and resources to tasks

Divide and conquer approach (assignment of leads to functional

areas)

Leads assign resources and durations within functional areas


Keys to Successful Practice Building with PPBPlanning

Fully customized Action Plan focused on specific gapsand requirements holistically across the business

Leading Practices, learning maps, assets, and otherresources required are already mapped in the Action Planand available for reference at the right time in execution

The complete and tailored “How To” for that practiceready for execution

Results


Keys to Successful Practice Building with PPBExecution

Prioritization given to execution

Project Manager assigned and engaged on Action Plan

Full adherence to Action Plan with adjustments made

during execution as warranted

Results:

Accelerated ramp to revenue and profitability in new

practice

Efficient and effective launch and/or remediation of

practice based on Cisco best practices

Repeatability


Keys to Successful Practice Building with PPBTracking

Development of Progress Report

Adjustments to Progress Report throughout execution

Maintenance of alignment between Action Plan and

Profitability Model

Results:

Alignment of “leading indicators” with “lagging indicators”

throughout execution

Assessment of progress at any point during execution

Common basis for communication of results


Keys to Successful Practice Building with PPBPartner Validations

PPB Field Validations

Completed validations with 14 partners in 2 theatres

Validations continuing through launches in all theatres

Currently scheduled validations with 14 additionalpartners across 4 theatres


Successful Practice Building with PPB

Opportunity

Great Outlook

Two complimentary companies

Shared vision

Joint venture Goodcompetencies

Good support Commitment



Challenges

How do we get started?

How do we find the time?

How do we partner?

What is our financial exposure?

How quickly can we get to revenue and profitability?

How do we develop a Go-To-Market plan?

What needs to be done?



Next steps

Engaged Cascade Business Group

Committed time to collaborate

Provided vision, resources and input

Collaborated on financial modeling and planning



Outcome

Cascade and Partner Practice Builder provided:

Profitability Model that validated the vision

Action Plan that provided a clear, executable go-to-market

As a result, Solution One:

Committed to the practice

Hired a GM focused on the business

Equipped new GM with Action Plan for execution

GM and executive staff assigned Action Plan activities to

company resources

Action Plan and Profitability Model used to manage and measure

business performance weekly, monthly, quarterly



Results

Efficiency and effectiveness in execution

Accelerated results over past experiences

Expectations being exceeded

© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPartner Practice Builder Overview 25

Partnering forPartner Success

Go to: www.cisco.com/go/practicebuilder

Cascade contact:

Leonard McClure

[email protected]

407-718-5884

Practice Building with Partner Practice Builder · Marketing Sales Delivery Support Keys to...

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