Partnering With Cisco For SMB Sales

Partnering with
Cisco for SMB

Sales
Course Objectives
Upon completion of this course, you will be able to:
► Describe the characteristics of customers in the small and midsize
business segment
► Explain how Cisco solutions resolve small and midsize business
customer challenges
► Identify the appropriate Cisco tools and resources to use in the sales
process
► Describe the Cisco service offerings for small and midsize business
customers
► Identify the appropriate Cisco service offering to match the customer’s
needs
Cisco Confidential 2
Course Outline
The learning objectives will be covered in the following modules:
► Cisco Value Added Selling for Partner Account Managers
► Cisco Services for Partner Account Managers
► Cisco Tools for Partner Account Managers
Cisco Value
Added Selling for
Partner Account
Managers
Module Objectives
Upon completion of this module, you will be able to:
► Describe the characteristics of customers in the small and midsize
business segment
► Describe the business challenges customers are facing in the small and
midsize business segment
► Explain the Cisco small and midsize business strategy
► Explainhow Cisco solutions resolve small and midsize business
customer challenges
► Articulate
the value-add approach to selling Cisco solutions to small and
midsize business customers
Module Outline
The learning objectives will be covered in the following sections:
► Cisco Small and Midsize Business Customer Overview
► Cisco Solutions for Small and Midsize Business Customers
Cisco Small and
Midsize Business
Customer Overview
Why Partner with Cisco?
► Valuefrom working with world’s Partner Programs
leading network vendor
► Comprehensive offering of Architectures & Technologies
products, support resources,
partner programs and tools Services
► Cisco commitment to partners

Cisco Capital
► Ciscois focused on building long
term partnerships committed to Programs & Promotions
mutual success and profitability
Cisco Sales Tools
Small and Midsize Customer Characteristics
Small and midsize market includes companies up to 250 people:
► Simple
► Fewer devices to manage
► Devices that work well together out of the box
► Easy
► GUI configuration and management
► Fast setup and configuration
► Flexible
► Can use or add more features / capabilities over time
► Can easily add more devices
► Can migrate to more sophisticated devices
Small and Midsize Customer Relationships
► Small / Midsize customers do not necessarily want small solutions
► Small / Midsize customers want solutions that address their business needs in
a cost effective manner providing simplicity, ease of use and flexibility
► The foundation of a partner’s relationship with a customer is:
► Understanding their unique business requirements and goals
► Devising solutions to address them
Small and Midsize Customer Business Challenges
Business Growth Customer Experience Workforce Efficiency & Cost

Productivity Reduction
Capitalize on new Exceed expectations to
revenue opportunities deliver first-class Improve workforce Reduce total cost of
and grow the business offerings and productivity ownership, maximize
experience contribution of IT
Cisco architectural solutions will address these challenges

Cisco Architectural Solutions
► Architectural solutions are unique to Cisco

► Focused on the careful and purposeful integration of products,
technologies, services and management across solutions
Cisco Solutions for
Small and Midsize
Business Customers
Business Priorities Drive IT Needs
Business Priorities
Business Customer Workforce Efficiency &

Growth Experience Productivity Cost Reduction
Key IT Initiatives
How do I How do I How do I deploy How do I
support Mobility support and secure my virtualize?
& BYOD? collaboration? infrastructure?
Cisco Addresses Customer Needs - Mobility
► Unified Access ► Networking
Unified Access Portfolio
► Simple, affordable, grow-as-you-
go deployment model ► Smart Solution
ASA, AnyConnect, AP, WLAN
► Central management of access
Controllers, Switching, Prime
across fixed and mobile devices Management
How do I support ► Simplified control of any user, on ► Collaborative Workspace

Mobility? any device, from any location
BE 6000, Jabber, Unity Connection,
Unified Attendant Consoles, WebEx
Meetings, Cloud Collaboration,
TelePresence, IP/Video endpoints,
Prime Collaboration
Architectural Services: MediaNet, TrustSec, EnergyWise, Motion

Cisco Addresses Customer Needs - Collaboration
► Leverage Cloud and On-Premise ► Networking
Collaboration models ISR-AX
► Minimize deployment risk and ► Collaboration

performance assumptions with
BE 6000 with Instant Messaging and
Smart Solutions Presence, WebEx, Hosted Collaboration
► Centralized management of ► TelePresence
How do I support Collaborative workspaces
EX60, EX90, SX20, Jabber Video
collaboration?
► Smart Solution
Nexus 2000/1000V, ASA, UCS C-series
► Security
TrustSec, ASA-X

Cisco Addresses Customer Needs - Security
► Cloud-Managed Networking ease ► Data Center
and speed Nexus 2000/1000V
► ISR, Catalyst, AiroNet ► Cloud Managed Networking

Meraki Solution
► Security with common policy,
cloud-based threat protection, ► UC/Collaboration
and network-delivered
How do I deploy enforcement BE6000, Prime Collaboration, Jabber
and secure my ► Security
infrastructure? ► Integrated, simple management
tools speed deployment, TrustSec, ASA-X
management, maintenance and
support

Cisco Addresses Customer Needs - Virtualization
► Converged network, compute, ► Data Center
and storage platform Nexus 2000/1000V
► Pre-loaded collaboration software ► Cloud Managed Networking

on virtualized server
Meraki Solution
infrastructure
► UC/Collaboration
► Unified network and security
How do I technologies BE 6000, Jabber, WebEx
virtualize? ► Security
► Actionable security across
physical and virtual domains TrustSec, ASA-X NG FW

Cisco Small and Midsize Business Portfolio
SMART SOLUTIONS
Software as a Cloud Device

Service
Cisco Powered Clouds Management
UC/COLLABORATION DATA CENTER NETWORKING & SECURITY
• WebEx • Unified Computing • Routing

• TelePresence • Unified Fabric • Switching
• Pre-configured • Wireless
Solutions • Security
Services
SMARTnet – Small Business Support – Collaborative Professional – Smart Care
The Value of the Cisco Brand
Trust Corporate
Stability
Commitment
to Quality
Game-Changing Unmatched
Innovation Expertise
Cisco Is the Brand That Delivers
One Cisco Simplifies Your Experience
Technologies and Services

Architectures Integration and
Alignment to Support
Your Cisco Solutions
Working Smarter Together to Transform

the Customer Experience
Module Summary
Module Summary
► Small and midsize customers want solutions that address their business
needs in a cost effective manner providing simplicity, ease of use, and
flexibility
► Small and midsize customer business challenges include: efficiency and
cost reduction, workforce productivity, customer experience, and
business growth
► Key IT initiatives for small and midsize customers include: mobility,
collaboration, security, and virtualization
► Cisco delivers architectural solutions and it’s small and midsize portfolio
is a partner’s best choice to solve customer business challenges
► Cisco ONE delivers one vision and one experience to partners and
customers
Review: Customer Requirements
What type of solutions do small and midsize customers prefer? (choose

one)
A) Simple, cheap, replaceable

B) Expensive, rigid, complex
C) Easy, flexible, simple
D) Flexible, cheap, replaceable
Review: Customer Requirements
What type of solutions do small and midsize customers prefer? (choose

one)
C) Easy, flexible, simple
Review: Customer Business Challenges
What are small and midsize customer business challenges?

(choose four)
A) GUI vs CLI Configuration

B) Efficiency and Cost Reduction
C) Workforce Productivity
D) Wireless Standards
E) Customer Experience
F) Business Growth
Review: Customer Business Challenges
What are small and midsize customer business challenges?

(choose four)
B) Efficiency and Cost Reduction

C) Workforce Productivity
E) Customer Experience
F) Business Growth
Cisco Services
for Partner
Account
Managers
Module Objectives
► Discuss the Cisco service offerings and their value for Small and Midsize
business customers
► Describe the appropriate Cisco services to offer depending on your
business model as a partner
► Identify
the appropriate Cisco Smart Services offering to match the
customer’s needs
► Describe Cisco Branded and Cisco Collaborative services
Module Outline
► Business Value of Cisco Services for Small and Midsize Business
Customers
► Cisco Services Overview for Small and Midsize Customers
► Selling Cisco Services for Small and Midsize Business Customers
Business Value of
Cisco Services for
Small and Midsize
Business Customers
More Demanding Environment for Business
Networks Are
Essential Market Velocity
Technology is no longer and Volatility
optional for most
customers, their daily New competitors, new
work depends on it business models, and
accelerated business
processes
Internet of
Everything Financial
Connecting people, Pressures
machines, and processes Owners and investors seek
dramatically increases sustainable growth— while
the importance and value keeping costs in check
of the network
More Demanding Environment for IT:
Key Technology Disruptions
Mobility
► AT&T mobile data has increased
20,000% in the last 5 years
Cloud and Virtualization

► More than 25% of software likely purchased on
a hosted basis over the next 5 years
Video
► Within three years, 80% - 90% of all consumer
internet traffic will be video
► Today, 50% of all Cisco IT network traffic is
video
More Demanding Environment for You
Your Concerns: What You Can Do About It:
Evolve your business, enter new

Driving Growth markets and add emerging
technologies
Addressing Drive innovation in your services

Competitive Pressures practice to build market differentiation
Grow revenue, increase margins and

Increasing Profitability reduce costs
The Services Opportunity
► Typical service gross margins are as
high as 25% , compared to product
margins as low as single digits
Typical Services
Gross Margin
► Services-led/supported engagements
18%–25%
extend beyond the scope and reach of
product-led engagements
*
► Services-led engagements provide a
platform for a recurring revenue model
► Providing services can lead to
improved customer loyalty and greater
opportunities to sell total solutions
*
Source: National Association of Computer Consultant Businesses (NACCB) 2009 Operating Practices Report
Reactive to Proactive Support Models
► Reactive Support Model
► Similar to waiting for a car to break
down and then fixing it
► Sudden breakdowns cause lost
opportunities and big bills
► Proactive Support Model
► Similar to performing preventative
maintenance to avoid breakdowns
► Proactive notification of problems
► Avoid surprises and control costs
► Focus on Cisco Smart Services
Problems with Reactive Support Approach
► Reactive support has been around a
long time
► When someone notices a problem
they call for help
► Problems often reoccur since solutions
are often quick and narrowly focused
► Leads to fire-fighting approach which
waits for downtime and service
interruption before responding
► Leads to short term workarounds and
temporary solutions rather than root-
cause identification and avoidance of
future disruptions Cisco Confidential 38
Benefits of Proactive Service Approach
► Customer Benefits
► More uptime
► More predictable IT expenses
► Fewer surprises
► Higher employee productivity and
customer experiences
► Partner Benefits
► High quality, loyal customer base
► Predictable, recurring revenue
► More predictable staffing and
scheduling
Be Proactive with Cisco Smart Services
Smart Services are automated software capabilities, diagnostic data, Cisco’s
knowledge base, and alerts and installed base information that work together to
help you be proactive in managing your customers’ networks
Automated Software- … which collect … which is analyzed … to provide

enabled Capabilities Diagnostic Data and compared to Actionable Insight
Cisco Deep
Knowledge Base
Delivering Value to Customers

Service agreements extend and expand the technical
support available with warranty
This timeline shows an example of the time and cost saved by having a service agreement on products, even while the
product is under warranty. Customers depend on the network to be up and running 24 x 7. Downtime is not an option.
Limited Lifetime Warranty

30 min 1 day 2 days 3-4 days 5-10 days
Mission-critical • Problem detected • Service request • Identify hardware • Product received at • Replacement part
network switch goes by Customer attended to by Cisco issue Cisco factory received at customer
down at • Contact Partner support during • RMA created, faulty • Issue resolved
• Cisco ships
8.30 pm on Thursday support staff business hours next product boxed & replacement product
resulting in business day shipped
• Problem narrowed
system outage
to hardware issue
Next Business Day Service Agreement
1 Hour 1 Day 6 hours

• Service request sent • Replacement part
with diagnostic received
Problem detected by information attached • Issue resolved
system  Illustration depicts
and Service request • Customer informed Calculating the value of service: Cisco Partners
automatically of problem and
Estimate the improved employee productivity 42 min
and providing first level
generated hardware fault
support to customer
confirmed customer experience due to increased network
• RMA created and
replacement product availability during these 4-9 days, and compare
shipped that to the price of the services for your solution.
Cisco Services
Overview for Small
and Midsize
Customers
Two Distinct Service Families
Cisco Branded Services Collaborative Services

Sold to the customer by Cisco or Sold to the partner by Cisco
partner, delivered by Cisco to enable the partner to deliver their own
brand of service to customers
Partner Value
Growth Differentiation Profitability
Cisco SMB Service Portfolio
Cisco Delivers Services Offerings That Fit with
a Partner-Centric Model
Small
SMARTnet® Collaborative Partner
Business Smart Care
Service Professional Support
Support Service
Services Service
Service
Direct, anytime Focused on Transform a Expand Focused on

access to support for reactive professional larger partners
technical small business support model services who have their
resources products into a proactive practice and own Level 1
managed build new support
service offering services infrastructure
Cisco Branded Services Collaborative Services

Partner Service Business Models
► Partner service offerings depend
on their business focus, business
model and go-to-market strategy
► Ciscohas a service program for
every partner business model
► Choose the model, or models, that
work for you:
► Resell Business
► Professional Services Practice
► Support Services Practice
► Managed Services Practice
Resell Business
YOUR SALES TEAM CISCO SERVICES
AND/OR WEBSITE DELIVERY
Small Business Support

Service
SMARTnet
You Sell, Cisco Delivers
Professional Services Practice
YOUR TALENT AND CISCO EXPERTISE
EXPERTISE ON DEMAND
Collaborative Professional Services
You sell, you deliver, back by Cisco Smart Capabilities
Support Services Practice
YOUR TECHNICAL CISCO TECHNICAL
AND SERVICE RESOURCES ASSISTANCE
Smart Care
Partner Support Service
You sell, you deliver, backed by Cisco
Managed Services Practice
Smart Care
Partner Support Service
You sell, you deliver, backed by Cisco

Selling Cisco
Services for Small
and Midsize
Business Customers
Introduce Services at the Start of the Sales Cycle
Must knows of selling services
What are the

Why should features and
customers buy benefits of
services? these
services?
How can I
overcome
common
objections?
Cisco Branded Services
► Cisco Branded Services
► SMARTnet
► Small Business Support Service
Technical Support for Enterprise Products
SMARTnet
Delivers rapid issue resolution,
flexible device-by-device
coverage, and premium
service options to help
maximize operational Benefits
efficiency of Cisco IOS devices ► Experience greater network functionality and
availability through access to the latest software
versions
► Reduce incident resolution time through access to
Cisco experts for rapid problem resolution
► Improve operational efficiency via fast resolution
Cisco SMARTnet Key Features
Cisco SMARTnet
► 24x7 global access to Cisco Technical Assistance
Center (TAC)
► Access to the extensive Cisco.com knowledgebase
and tools
► Next-business-day advance hardware replacement
► 2-hour, 4-hour, return to factory replacement
and on-site installation also available
► Operating system software updates
► Not available for Cisco Small Business products
Technical Support for Small Business Products
Small
Business
Support
Service Benefits
The Small Business Support ► Higher customer employee productivity due to faster problem
Service is a 3-year, device- resolution
level Cisco Branded Service ► No technical staff workload
that expands and enhances ► Better experience for your customers’ customers through
the technical support that higher network availability and performance
provided under warranty with ► Protects network investment by providing software and
Cisco Small Business products security updates
► Lower costs through predictable support costs, fewer
surprises, and assistance whenever needed
Cisco Small Business Support Service Key Features
Cisco Small Business Support

Service
► 3 Years peace-of-mind support
► 24x7 telephone support in English
► Local business hours support for other
languages
► Software updates
► Next business day hardware
replacement
► Small Business Support Community
Cisco Collaborative Services
► Cisco Collaborative Services
► Smart Care
► Collaborative Professional Services
► Partner Support Services
Technical Support with Proactive Monitoring
Smart Care
A comprehensive service that
combines your expertise with
Cisco’s to create managed
services for your customers.
Deliver comprehensive Benefits
network care through this ► Proactively manage and update assets more effectively
partner-led, proactive technical through network monitoring
support service ► Position new technologies by identifying potential issues using
actionable intelligence
► Enhance support and reduce administrative burden through
network assessments
► Increase customer loyalty by focusing resources on high-
value work with simplified support management
Leverage Cisco Expertise
Collaborative
Professional
Services
Provides partners with access Benefits
to Cisco engineering expertise,
smart services innovation, ► Penetrate new and existing accounts through a
leading practices, and scalable smart service
proprietary methodologies
which partners combine with ► Experience faster ramp to revenue through
their own services and the automation in smart capabilities
expertise ► Minimize capital investments to grow your professional
services by leveraging Cisco intellectual capital
Traditional Product Support with Smart Innovation
Partner
Support
Service
Provides partners with access Benefits
to Cisco traditional support,
► Partner
smart capabilities, and
► Access to Cisco Intellectual Capital for actionable insight
intellectual capital that can
► Flexible integration options
then be combined with their
own resources and unique ► Cost-effective delivery of scalable solutions
capabilities - Partner eligibility ► Customer
requirements apply ► Access to the added value and expertise of the partner
► Proactive support for complex networks
Cisco Services Comparison
Target End-Customer Notes
SMARTnet Any size business, any size network Fast and simple hardware replacements: 2-hour, 4-
Network is mission critical hour, NBD and Return for repair (RFR)
Wants rapid resolution, flexibility Support from Technical Assistance Center (TAC)
Small Business Any customer using Cisco Small Business Products 24x7 English phone support, Business hours support
Support Service (usually less than 100 employees) in other languages
NBD Product Replacement
Support from Small Business Support Center
(SBSC)
Smart Care Suitable for all customers Proactive monitoring
Wants proactive monitoring Other options same as SMARTnet
Incorporates Cisco Smart Service capabilities
Collaborative Sold and delivered by partners to midsize businesses Consulting services available in these categories:
Professional Services (100 to 1000 employees) but suitable for all sizes. Assessments, Guidance, Deployment, Monitoring
and Knowledge
Partner Support Any size business, any size network Combines Cisco’s traditional support with new smart
Service Incorporates Cisco Smart Service capabilities services that include installed base management,
alert reporting and device diagnostics
Cisco Branded Service Comparison
Cisco Small Business Support
Service Feature Cisco SMARTnet Service
Buying the Buy service from … …Cisco or Reseller …Reseller
Service Mapped to Cisco Product Line Traditional Cisco (IOS operating For Small Business product only
system)
Minimum Contract Term 1 year 3 years
Using the Customers Served IT & Service Provider Networking Small Business owners, service
Service Professionals providers and IT partners
Support Phone Number Cisco TAC Cisco Small Business Support Center
(SBSC)
Service Availability 24x7 24x7 available (English), other
languages business hrs
Workflow focus Web case centric Phone centric
Onsite Support Optional No
OS Updates and Upgrades Yes Yes
Hardware Replacement Options (where •Next business day •Next business day
available) •4 hour •4 hour (SB Rapid Response Service)
•2 hour
•Onsite options
Introduce Services at the Start of the Sales Cycle
Must knows of selling services
What are the

Why should
features and
customers buy
benefits of
services?
these
services?
How can I
overcome
common
objections?
Overcoming Objections – Enhance Value
► Cisco Small Business Support Small Business Support Service and
Service and SMARTnet are much SMARTnet help customers avoid:
more than a warranty
► Lost bookings/revenue
► A product warranty protects only
against manufacturing defects ► Lost customers (future sales lost
because they won't come back)
► Service plans protect you against
I already have a issues outside the scope of the ► Lost reputation
warranty so I warranty
► For IT staff, lost personal credibility
don’t need a
with CEO or business leader
service plan
Overcoming Objections – Control Costs
Without a Cisco technical services Cisco technical support helps
agreement, customers: customers avoid:
► Lost employee productivity
► May face significant business
risks due to delayed time to ► Additional IT staff resource to fix
resolution when the network or problems
mission-critical devices fail ► Lost orders/customers
Support plans are ► May have to pay per-incident ► Cost of damaged reputation -
expensive, our fees for Cisco Support that can customers who won't come back,
be more than the service tell their friends
budgets are tight,
and I cannot agreement ► Cost of employee frustration
-because they cannot do their job
afford it ► May have to wait longer for ► For IT staff, lost credibility in the
replacement parts
eyes of management
Overcoming Objections – Improve Productivity
► Smart Services will help you Cisco Support Services offer:
move to a proactive support ► Cisco engineers with the time and
model, freeing up your people to resources to quickly address
work on your business goals customer issues
► Managing spare parts is not ► Cisco engineers that are available
something that most customers, 24x7, 365 days of the year
or even partners, can do as ► Cisco engineers that have access
My company quickly and cost-effectively as to more information on Cisco
already has Cisco products than anyone else in the
people who can world
support our
► Cisco in-house experts are
extensively trained and have ► Product replacement and software
network access to the world’s best upgrades in addition to Cisco
support library for Cisco products engineers
Partner Benefits of Selling Cisco Services
Average gross margin of Gain more
a full-service provider is opportunities by
up to 25% partnering with the
market leader
Extend customer Develop a
loyalty and affinity recurring revenue
to your brand model
Leverage the Cisco Brand and Increase Your Profits

Partner Benefits of Selling Cisco Services
Average gross margin of Gain more
a full-service provider
Move tois a opportunities by
up to 25% proactive partnering with the
services model market
with leader
Extend customerSmart ServicesDevelop a
loyalty and affinity recurring revenue
to your brand model
Leverage the Cisco Brand and Increase Your Profits

Additional Information
► Partner Sell Services Portal
► WWW.cisco.com/go/sellservices
► Cisco Services Accelerate Program
► www.cisco.com/go/accelerate
► Positioning Service over Warranty
► Services Accelerate Module
Summary
Module Summary
► Cisco services help address customer business and IT challenges and present
partners with a viable business model for improved profitability
► Cisco Collaborative Services enables partners to deliver their own brand of
service to customers
► Cisco Branded Services are sold to the customer by the partner and delivered by
Cisco
► Cisco Smart Services enable a proactive rather than a reactive services
approach and open the door to a wide range of new support opportunities
► Partners must understand the Cisco services value proposition, successfully
address customer objections, and help customers understand how services can
have a direct impact on their own business
Review: Cisco Service Families
Which of the following is a service that the partner sells and Cisco
delivers to the end customer? (choose one)
A) Collaborative Services
B) Partner Branded Services
C) Cisco Branded Services
D) Collaboration Services
E) Support Services
Review: Cisco Service Families
Which of the following is a service that the partner sells and Cisco
delivers to the end customer? (choose one)
C) Cisco Branded Services
Review: Cisco Small Business Support
Which of the following is a feature of Cisco Small Business Support

Service? (choose one)
A) 2-hour, or 4-hour replacement service

B) Onsite engineering support
C) Next business day replacement service
D) Return to replace service
Review: Cisco Small Business Support
Which of the following is a feature of Cisco Small Business Support

Service? (choose one)
C) Next business day replacement service
Cisco Tools for
Partner Account
Managers
Module Objectives
► Define the Cisco Partner program and its benefits
► Identify
the appropriate Cisco tools and resources to use in the sales
process
► Identify promotions and incentives that will help partners compete
effectively and increase profitability
► Locate partner promotion and incentive resources
Module Outline
► Cisco Partner Certifications and Specializations
► Cisco Partner Marketing Tools
► Cisco Partner Sales Tools
► Cisco Partner Enablement Resources
► Cisco Partner Social Media Tools
► Cisco Partner Incentives and Promotions
Cisco Partner
Certifications and
Specializations
Cisco Certification Levels
► There are tens of thousands of Cisco partners worldwide
► Cisco partners achieve certification levels based on their sales, technical
and support capabilities
► The main partner certification levels are as follows:
► Select
► Premier
► Silver
► Gold
Cisco Partner Certification
Select Premier Silver Gold
Designed for Reflects a Recognizes Partners offering
partners focused partner’s partners with the broadest
on selling into increasing expanded range of expertise
the small and technical capabilities in across multiple
midsize business competency. areas of solution architectures and
market. and architecture deepest level of
selling. Cisco Lifecycle
services.
► Certification reflects a breadth of skills across certain technologies
► Reward and profit opportunities increase as you grow your business around architectures,
solutions, and services
Certifications are awarded by achieving Specializations

Cisco Specialization Portfolio
IP NGN
Architecture
Collaboration Cloud Builder
Technology/Architecture Skills
Data Center
Borderless Networks
Unified
Technology
Unified Computing Communications
Unified Fabric
Wireless LAN
Collaboration Security Security

Small & Midsize
Business Foundation Routing & Switching
Entry Express Advanced Master

Integrated Technology Skills Breadth
Cisco Partner Program Benefits
Resources:
► Sales, technical and lifecycle services,
training and resources
Benefits:
► Effectively sell, deliver and support
► Differentiate your business
► Drive growth and profitability
► Access to financing, incentives, and
promotions
► Leverage Cisco reputation
Cisco New Partner Welcome Kit
Features:
► Online resource with links to key
documents and resources
► Help market and sell Cisco solutions
► Access support and training
http://www.cisco.com/web/partners/partner_with_cisco/partner_welcome_kit.html
Cisco Tools for Partners
Marketing Tools Sales Tools Enablement Tools Social

… toMedia
provide
Tools
Actionable Insight
Availability of specific tools may vary based on theatre and partner certification level
Cisco Partner
Marketing Tools
Partner Marketing Tools
Cisco offers all the resources necessary to
build your marketing campaign
Partner
Partner Partner
Marketing Marketing
Marketing Marketing
Velocity Assets
Central Professional
Here are some of the marketing resources at your disposal

Partner Marketing Central
An easy-to-use
tool to create
co-branded
marketing
materials and
campaigns
Partner Marketing Central
► Build marketing momentum to grow your business

An easy-to-use
tool to create ► Create highly customizable joint marketing material
co-branded ► Ready-to-use campaign components
marketing
► Create promote and track registrations and results for
materials and
any event
campaigns
https://www.ciscopartnermarketing.com/Orgs/Default.aspx
Partner Marketing Professional
Self-paced
training focused
on marketing
fundamentals,
planning and
execution
Partner Marketing Professional
► Gain new marketing skills to help create innovative

Self-paced marketing programs
training focused ► Learn how to measure results
on marketing
► Learn how to effectively market Cisco architectures
fundamentals,
planning and ► Stay ahead of the curve and help accelerate sales
execution
http://www.cisco.com/web/partners/events/partner_velocity.html#~5
Partner Marketing Velocity
An approach to
creating powerful
marketing plans
and campaigns
Partner Marketing Velocity
► Create marketing plans and campaigns in three steps:

Plan, Build, Run
An approach to ► Best in class marketing techniques, trends, and
creating powerful resources
marketing plans
► Watch videos from worldwide marketing experts
and campaigns
► Access the latest marketing trends, innovations and
best practices
http://www.cisco.com/web/partners/events/partner_velocity.html#~1
Marketing Assets
Repository of
logos, photos,
content
syndication and
marketing
guidance
Marketing Assets
► Access resources that will help you quickly create

Repository of marketing materials
logos, photos, ► Understand Cisco branding and language guidelines
content
syndication and ► Reduce marketing expenses by using free assets
marketing provided by Cisco
guidance
http://bx.cisco.com/cbx-portal/
Cisco Partner
Sales Tools
Partner Sales Tools
Cisco offers resources to support all
phases of your sales process
Product Demand
Design Quoting
Information Generation
Here are some of the sales resources at your disposal

Partner Sales Tools
Quick Product Reference Guide
Product
overviews,
technical data
and ordering
information
Partner Sales Tools
Quick Product Reference Guide
► Quickly access product information

Product ► Select products using technical specs
overviews,
technical data
► Build a bill of materials using product SKUs
and ordering
information
http://www.cisco.com/go/qrg
Partner Sales Tools
Product Launch And EoS Bulletins
Current
information on
new product
announcements
and retirements

Partner Sales Tools
Product Launch And EoS Bulletins
► Quick access to product announcements

Current ► Be the first to move on new opportunities
information on
new product
► Guide customers migration to new products
announcements
and retirements
http://cisco.com/go/eol
http://www.cisco.com/en/US/products/product_launch_rss_feeds.html
Partner Sales Tools
Warranty and Service Finder
Accurate
information on
current product
warranty and
service terms

Partner Sales Tools
Warranty and Service Finder
► Access warranty coverage and terms

Accurate ► Obtain details on available services
information on
current product
► Provide accurate information to better guide the
product sales and customer decision process
warranty and
service terms
http://cisco.com/go/warranty
http://www.cisco-servicefinder.com/
Partner Sales Tools
Competitive Portal
Sales guidance
and technical
details to help
differentiate Cisco
solutions

Partner Sales Tools
Competitive Portal
► Searchable by architecture, technology, competitor or

key words
Sales guidance
and technical ► Competitive information to assist sales
details to help
► Guidance on product positioning
differentiate Cisco
solutions
http://cisco.com/go/competitive
Partner Sales Tools
Installed Base Lifecycle Management
Leverage
installed base
data to drive
incremental sales

Partner Sales Tools
Installed Base Lifecycle Management
► Network assessments to discover needs

► Better network planning and budgeting
Leverage
installed base ► Enhance service opportunities and improve customer
data to drive network stability
incremental sales
http://cisco.com/go/iblm
Partner Sales Tools
Cisco Discovery Service
Advanced
analytics and
reporting on
Cisco equipment

Partner Sales Tools
Cisco Discovery Service
► Supplements network assessment tools

► Provides reports on security alerts
Advanced
analytics and ► Access product service contract status
reporting on
Cisco equipment ► Review product upgrade and migration
recommendations
http://cisco.com/go/discovery
Partner Sales Tools
Cisco Validated Designs
Cisco Validated
Designs
Best in class
network designs
to jumpstart your
design phase

Partner Sales Tools
Cisco Validated Designs
► Pre-tested designs from Cisco

► Meet specific customer needs quickly
Best in class
network designs ► Provide a foundation for future growth
to jumpstart your
design phase
http://cisco.com/go/cvd
Partner Sales Tools
Cisco Commerce Workspace
Quote and order

customer product
using deals and
quick quotes

Partner Sales Tools
Cisco Commerce Workspace
► Quickly create customer quotes

► Attach promotions to deals
Quote and order
customer product ► Register deals and submit for qualification
using deals and
quick quotes ► Track deal status
http://cisco.com/go/ccw
Partner Sales Tools
Quick Pricing Tool
PC-based tool
that simplifies
Small/Midsize
quote building

Partner Sales Tools
Quick Pricing Tool
► Complements Cisco Commerce Workspace

► Better serve customers
PC-based tool
that simplifies ► Enter new markets
Small/Midsize
quote building ► Enhance productivity
http://cisco.com/go/qpt
Partner Sales Tools
Cisco Capital
Help customers
conserve capital
while addressing
business needs

Partner Sales Tools
Cisco Capital
► Cisco customer financing program

► Support customers need for solutions
Help customers
conserve capital ► Reduce customer’s financial burden
while addressing
► Increase deal size and improve margins
business needs
http://cisco.com/go/capital
Cisco Partner
Enablement
Resources
Enablement Resources
Cisco offers partner enablement resources that
increase productivity and profitability
Cisco Partner
Partner
Steps to Services Helpline Partner
Education
Success Accelerate and Partner Central
Connection
Program Community
Here are some of the enablement resources at your disposal

Steps to Success
A repeatable
methodology that
eases the sales,
delivery, and support
of Cisco advanced
technologies

Steps to Success
► Save time
A repeatable ► Improve consistency from engagement to
methodology that engagement
eases the sales,
delivery, and support ► Reduce costly errors and rework
of Cisco advanced
technologies
http://cisco.com/go/stepstosuccess
Cisco Services Accelerate Program
A global, online
training incentive
program for Cisco
partners

Cisco Services Accelerate Program
► Comprehensive range of topics online

► Opportunities to earn prizes
A global, online
training incentive ► Helps boost services bookings and retain customers
program for Cisco
partners
http://cisco.com/go/accelerate
Manage Resources
Partner Helpline
A comprehensive
portal for partner
support from pre-
sales to post-sales

Manage Resources
Partner Helpline
► Comprehensive set of links and phone numbers for:

► Product and solutions
A comprehensive ► Pricing and ordering
portal for partner ► Services

support from pre- ► Sales Tools
sales to post-sales ► Post-sales
► Help on using partner enablement tools

► Links to opening partner support case
http://www.cisco.com/web/partners/tools/helponline/index.html
Partner Community
Learn, share, and

collaborate with
other partners and
Cisco experts

Partner Community
► Start discussions or write a blog post

► Watch videos to see latest Partner Previews
Learn, share, and
collaborate with ► Receive email notification on topics that matter most
other partners and to you
Cisco experts
http://communities.cisco.com/community/partner
Partner Education Connection
Free online training

resources for
partners

Partner Education Connection
► Comprehensive range of topics online

► Training for specialization, certification and greater
Free online training understanding
resources for
partners
► Education helps partners gain a competitive
advantage and improve sales
http://cisco.com/go/pec
Partner Central
Main portal through

which partners
access resources
and tools

Partner Central
► Comprehensive partner-only website

► Resources to establish partner relationship as well as
Main portal through sell and market Cisco products and solutions
which partners
access resources ► Region-specific resources and links to country specific
and tools promotions and tools
http://www.cisco.com/web/partners/index.html
Cisco Partner
Social Media
Tools
Social Media Tools
Stay up to date using these social media
tools
Channels Channels Channels Channels

Blog Facebook Twitter YouTube
Here are some of the social media resources at your disposal.

Channels Blog
Delivers news,
insights, social
media tips,
partner stories
and best
practices

Channels Blog
► Insights and updates from Cisco channels experts

Delivers news, ► Top Cisco partner headlines
insights, social
media tips, ► Recaps of speaker sessions from events such as
partner stories Partner Summit
and best
practices
http://blogs.cisco.com/tag/cisco-channels/
Channels Facebook
Latest news and

resources and
opportunities to
network with
Cisco employees
and partners

Channels Facebook
► Learn what other Cisco partners are doing

Latest news and ► Stay up to date about upcoming events
resources and
opportunities to ► Access keynotes and other sessions from the annual
network with Partner Summit
Cisco employees
and partners
http://www.facebook.com/CiscoChannels
Channels Twitter
Automatically
delivers news,
information and
insights to your
phone, tablet or
pc

Channels Twitter
► Get responses to feedback and questions

Automatically ► Follow events in real time
delivers news,
information and ► Links to view relevant blog posts, pictures and videos
insights to your
phone, tablet or ► Easily follow Cisco news and events
pc
http://twitter.com/Cisco_Channels
Channels YouTube
Watch a variety of
informative and
educational
videos

Channels YouTube
► Partner update newscasts

► Partner interviews
Watch a variety of
informative and ► Partner events, such as Partner Velocity and Partner
educational Summit
videos
► Product training videos
► Customer stories
http://www.youtube.com/user/Cisco
Cisco Partner
Incentives and
Promotions
Partner Incentives and Promotions
Benefits
► Access to comprehensive sales, technical and
training resources
► Guidance on how to sell, deliver and support
Cisco solutions
► Partners differentiate themselves through
certification and specialization
► Drive growth and profitability through access to
financial, incentives, and promotions
► Leverage the reputation of Cisco to open doors
and provide access to new opportunities and
profits
Incentives –VIP, OIP, TIP
► VIP: Value Incentive Program
► Borderless Networks, Collaboration, Data Center, UC, Security, and Wireless
► Back-end rebate (must meet Customer Sat target)
► Combine with discounts from other programs
► OIP: Opportunity Incentive Program Drive

VIP
VIP
Drive Product
Product
Adoption
Adoption
► Up-front discount to partners for registered opportunities
► Opportunity must close within 3 to 6 months
►SIP: Solution Incentive Program OIP

OIP SIP
SIP
Drive
Drive Drive
Drive Solution
Solution
Registered
► Up-front discount to partner for registered opportunities Registered
Opportunities
Opportunities
Adoption
Adoption
► For partners that deliver rich application based solutions

► Requires pre-approval

Incentives –TIP, TAP, TMP
► TIP: Teaming Incentive Program
► Rewards partners with extra margin for value-added activities
► Applies to Cisco-initiated deals
► Team early in sales cycle to win more business and deploy complex architectures
► TAP: Trade-In Accelerator Program

► Back-end rebate to partner for traded-in equipment
► TMP: Technology Migration Program

► Up-front end-customer discount to upgrade old equipment
Please consult the Cisco Partner Central web site for up to date information
Summary
Module Summary
► Select certification is designed for partners focused on selling into the
Small and Midsize business market
► Cisco provides partner tools for Marketing, Enablement, Sales, and
Social Media
► Marketing tools help partners find and gain the interest of potential
customers
► Selling tools help partners discover opportunities and position Cisco
solutions, compete against other vendors and win sales
► Enablement tools provide the help and support from Cisco that partners
may need during any phase of the plan, build, manage lifecycle
► Social media tools allow partners to easily stay in touch with Cisco news
and events
Review: Cisco Certification Levels
Partner Certification levels are determined by which of the following?

(choose one)
A) Sales level
B) Geographic location
C) Specialization level
D) Requested level

Review: Cisco Certification Levels
Partner Certification levels are determined by which of the following?

(choose one)
C) Specialization level

Review: Offline Customer Quoting
Which Cisco partner tool allows the creation of customer quotes even when
offline? (choose one)
A) Cisco Commerce Workspace

B) Quick Pricing Tool
C) Steps to Success
D) Accelerated Sales Tool

Review: Offline Customer Quoting
Which Cisco partner tool allows the creation of customer quotes even when
offline? (choose one)
B) Quick Pricing Tool

Review: Driving Opportunities
Which Cisco tool leverages installed base data to drive incremental

sales opportunities? (choose one)
A) Installed Base Lifecycle Management

B) Cisco Discovery Service
C) Steps to Success
D) Cisco Competitive Portal

Review: Driving Opportunities
Which Cisco tool leverages installed base data to drive incremental

sales opportunities? (choose one)
A) Installed Base Lifecycle Management

Course Summary
Summary
► Small and Midsize customers want solutions that address their business
needs in a cost effective manner providing simplicity, ease of use, and
flexibility
► Small and Midsize customer business challenges include: efficiency and
cost reduction, workforce productivity, customer experience, and
business growth
► Cisco services address customer business and IT challenges and
present partners with a viable business model for improved profitability
► Cisco delivers architectural solutions that solve customer business
challenges
► Cisco provides partner tools for Marketing, Enablement, Sales, and
Social Media
Thank you.

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Partnering with

Cisco for SMB

► Cisco Small and Midsize Business Customer Overview

► Cisco Solutions for Small and Midsize Business Customers

► Cisco commitment to partners

Business Growth Customer Experience Workforce Efficiency & Cost

Cisco architectural solutions will address these challenges

► Architectural solutions are unique to Cisco

Business Customer Workforce Efficiency &

How do I support ► Simplified control of any user, on ► Collaborative Workspace

Architectural Services: MediaNet, TrustSec, EnergyWise, Motion

► Minimize deployment risk and ► Collaboration

Architectural Services: MediaNet, TrustSec, EnergyWise, Motion

► ISR, Catalyst, AiroNet ► Cloud Managed Networking

Architectural Services: MediaNet, TrustSec, EnergyWise, Motion

► Pre-loaded collaboration software ► Cloud Managed Networking

Architectural Services: MediaNet, TrustSec, EnergyWise, Motion

Software as a Cloud Device

UC/COLLABORATION DATA CENTER NETWORKING & SECURITY

• WebEx • Unified Computing • Routing

Cisco Is the Brand That Delivers

Technologies and Services

Working Smarter Together to Transform

What type of solutions do small and midsize customers prefer? (choose

A) Simple, cheap, replaceable

What type of solutions do small and midsize customers prefer? (choose

C) Easy, flexible, simple

What are small and midsize customer business challenges?

A) GUI vs CLI Configuration

What are small and midsize customer business challenges?

B) Efficiency and Cost Reduction

Cloud and Virtualization

Evolve your business, enter new

Addressing Drive innovation in your services

Grow revenue, increase margins and

Automated Software- … which collect … which is analyzed … to provide

Delivering Value to Customers

Limited Lifetime Warranty

Next Business Day Service Agreement

1 Hour 1 Day 6 hours

Cisco Branded Services Collaborative Services

Direct, anytime Focused on Transform a Expand Focused on

Cisco Branded Services Collaborative Services

Small Business Support

You Sell, Cisco Delivers

Collaborative Professional Services

You sell, you deliver, back by Cisco Smart Capabilities

Partner Support Service

You sell, you deliver, backed by Cisco

Partner Support Service

You sell, you deliver, backed by Cisco

Must knows of selling services

What are the

Cisco Small Business Support

Must knows of selling services

What are the

Leverage the Cisco Brand and Increase Your Profits

Leverage the Cisco Brand and Increase Your Profits