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Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 2
An exciting new approach to partnering
With Avant Garde Plus, you get closer to Cisco than ever.
This newly launched collaborative sales enablement program is the easiest possible way to grow your business through financial rewards and improved sales skills.
It specifically targets commercial and small business accounts with up to 1499 employees.
And with five unique elements, and generous rewards, it’s exactly the program you need for the future.
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 3
Avant Garde Plus is specifically for you
Your business profile and performance pre-qualifies you to participate
Simplified elements are easily accessible
Cisco personnel are dedicated to your business
To take part simply register online, select your sales targets and submit a business plan
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 4
28% of each customer’s technology spend captured: opportunity to increase our customer wallet share
The small business and commercial opportunity
$4.19bn revenue opportunity
113,000 accounts to target in this segment
Commercial accounts have 1.14 Cisco technologies: opportunity to increase technology and services penetration
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 5
Drives more business through migration sales with the first joint business development initiative, IBLM – Migrate to Accelerate
Avant Garde Plus benefits
Sharpens your sales skills and technical understanding
Shares Cisco customer intelligence and highlights new revenue opportunities
Gives extensive access to co-marketing
resources and materials
Delivers industry leading financial rewards based on collaborative performance
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 6
Shared customer Intelligence
Use Cisco intelligence to target and win new business
Joint Business DevelopmentDevelop business with Cisco IBLM – Migrate to Accelerate
Co-marketingLeverage Cisco co-marketing resources to drive campaigns
Avant Garde Plus Elements
Cisco and Partner Teamingto close Sales profitablyto close Sales profitably
Sales and technical trainingTrain your sales and engineer team
Financial RewardGain MBO rewards
when meeting agreed business targets
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 7
Element 1: Sales and technical training
Tailored to your specific partner needs:
A no-cost curriculum of training and workshops for partner account managers and technical personnel
Aligned with Cisco’s Technology Master curriculum
In-person and online via Cisco’s Webex
Improves your sales ability with commercial and small business accounts
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 8
Avant Garde Plus training content
Collaboration
Architecture Workshop
Opportunity Discovery Workshop
ROI/TCO
The Executive Sale
Virtualization
Architecture Workshop
Opportunity Discovery Workshop
The Executive Sale
Borderless Network
Architecture Workshop
Opportunity Discovery Workshop
The Executive Sale
Partner Led
VCX
CIO Relevance
Cisco/MS Competitive Workshop
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 9
Element 2: Shared customer intelligence
Using Cisco’s Intelligence Network Effect to more effectively target and win new business:
Shared high-value intelligence on customers
Support for territory planning, account planning and demand generation
Targeting uncaptured revenue and incremental revenue opportunities
Campaign of continuous customer engagement
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 10
RetainLarge
RetainMedium
RetainSmall
DevelopLarge
DevelopMedium
DevelopSmall
AcquireLarge
AcquireMedium
AcquireSmall
The Intelligence Network Effect
Targeting customer / prospect according to value and propensity to buy data
Intelligence: how it works
R
D
A
S M L
Sh
are
of
Po
ten
tia
l
Size of Potential
CUBECUBE
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 11
Element 3: Migration sales with Joint Business Development, IBLM – Migrate to Accelerate
Drive more business with Cisco’s Installed Base Lifecycle Management - Migrate to Accelerate program:
Tools to assess and optimise the customer’s network architecture
Incentive rewards for following the sales methodology
Increases your customer retention and loyalty
Identify opportunities by understanding your customer’s business and technology needs
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 12
Element 4: Co-Marketing
Help to create, qualify and close deals:
Materials and training to execute professional marketing campaigns
Data intelligence on best customer prospects
Sales enablement support including ‘Reason to Call’ telemarketing guides
Full support of a Cisco internal channel account manager
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 13
UC 40%
Co-marketing: how it works1. Which technology? 2. Which Co-Marketing
campaign?
3. What type of activity?
4. Who to target?
LAN Switching
20%
Security 25%
Routing 10%
WLAN5%
CUBECUBE
Commercial
Small business
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 14
Element 5: Financial rewards
A 3-tiered quarterly reward scheme based on agreed Management by Objective (MBO) targets:
MBO 3: Rewards specific behaviours, pays out 0.5% of commercial net bookings
MBO 2: Net new customer bookings, pays out 4% of achievement
MBO 1: Total commercial net bookings, pays out 1% of achievement
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 15
MBO2
MB
O2
Tar
get
70%Linear scale: 80% achievedPayout= 80% x 4% x achievement
115% 5% Rebate
6% Rebate130%
4% Rebate
Rewards: how they work
Rebate calculations
MBO1
MB
O1
Tar
get
Linear scale: 80% achievedPayout= 80% x achievement
1% Rebate
70%
130%
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 16
Avant Garde Plus: Benefits summary
Enables closer working with our partners
Reduces complexity
Improves rewards and support elements
Exclusively for our best performing partners
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialCisco Avant Garde Plus Program 17
Begin targeting and winning new revenue streams
Your next step: Registration
Provide your details online at www.cisco.com/go/ppe
Select your target commercial booking and provide a business plan
Commit to a target higher than 110% of FY09 revenues
Allocate sales account managers and engineers