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Cisco Partner Plus: Premium Enablement Accelerate Your Competitive Edge. $61 Billion Opportunity Growing at 5-7% Small and Mid Sized Companies. SMALL 1-249 Employees. MID SIZED 250 – 999 Employees. LARGE 1000+ Employees. Growing Commercial is one of Cisco’s top 5 sales priorities for FY13 - PowerPoint PPT Presentation
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Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 1
Cisco Partner Plus: Premium EnablementAccelerate Your Competitive Edge
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 2
Sources: IDC, D&B, Cisco internal analysis
$61 Billion Opportunity Growing at 5-7%Small and Mid Sized Companies
Number of Companies
2015 Opportunity
CAGR 2010-2015
Top 3 Technologies
SMALL 1-249 Employees
MID SIZED250 – 999 Employees
LARGE1000+ Employees
Collaboration Switching/Routing
Security
UCSCollaboration
Switching/Routing
UCS Switching/Routing
Collaboration
108 M
$12 B
4 - 6 %
81 K
$28 B *
5 - 7%
493 K
$21 B
5 - 7 %
Growing Commercial is one of Cisco’s top 5 sales priorities for FY13
A key business accelerator for the Partner Plus program, Premium Enablement provides skills & resources to accelerate sales growth within the Commercial segment and improves transparency and confidence between Cisco and you - our partners.
Take advantage of these resources to maximize our revenue and profit opportunities with this segment.
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 3
Investment
Preference SupportImprove
performance at every stage
of the sales cycle
Target and Sell:Greater benefits to partners who invest in selling to midsized customers, such as:customer intelligencemarketing campaigns
Partner Plus offers preference, support and investment …in return for commitment, engagement and business growth
Reward and Reinvest:Target-based financial rewards to help accelerate
and further grow your business.
Empower and Scale:Cisco’s full technical resources and capabilities to help scale and ramp up your sales function:pre-sales technical support Premium Enablement (Cisco Sales excellence Learning )
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 4
Premium EnablementCisco Sales Excellence Partner Learning Modules
What is it?A flexible and scalable learning curriculum & set of learning resources that equip you with the right set of sales and teaming skills to capitalize on the opportunities within small & mid-size companies.The curriculum covers territory and account planning, sales management, competitive selling, consultative selling and financial selling .
Partner BenefitsAccelerate revenue and margin growth through rapid ramp-up of sales and sales management skills in your business.
PreferenceSupport
Investment
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 5
Mastery of the Partner Led Sales Motion
Advanced Soft Selling Skills
Sales Acceleration
Key Sales ProficienciesEnabling & Accelerating Partner Led Sales Model
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 6
Premium EnablementE-Learning Modules
• Territory and account planning
• Sales management
• Competitive selling
• Consultative selling
• Financial selling
Available in 10 languages
Partner Sales Excellence
• Architectural Selling • Sales Excellence Certification• Local Instructor-Led
Workshops & Webex Via Learning Partners Varies by Region
Next Releases
PreferenceSupport
Investment
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 7
Premium EnablementTerritory & Account Planning
Planning as a process
Planning best practices
Portfolio Planning
Account Planning
Content
Drive and build revenue generating Territory Plans
Enhance Business Analytical skills and leverage the data to make confident business decisions
Enable the co-design and co-execution of these Plans
Prioritize growth opportunities to the key set that will make a difference
Outcomes
PreferenceSupport
Investment
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 8
Premium EnablementAdvanced Selling
Solution & Value Added Selling
Technology Adoption Lifecycle
Addressing Verticals Opportunities & Trends
Addressing Business Pain Points
Steps for Success
Content
Share consultative selling techniques
Improve consultative selling skills
Enable Whole Offer positioning across Cisco’s 3 Architectures
Fact find and match solutions to business pain points
Share ways to articulate business outcomes in a Vertical language
Outcomes
PreferenceSupport
Investment
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 9
Premium EnablementCompetitive Selling
Displace & Differentiate
Deliver value & increase value add
Deflect competition arguments
Switch the conversation to Cisco and Partner value add
Content
Discover, reveal & displace competitive vendors
Understand competitor’s weaknesses in GTM strategy, portfolio, programs & offerings through case studies
Master differentiation techniques
Improve competitive selling skills & techniques
Outcomes
PreferenceSupport
Investment
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 10
Premium EnablementFinancial Selling
Business Relevance
Influencing Financial Decisions
Financial Concepts & Exercises
When to apply Financial Selling
Consumption Models - Update
Roadmap & Next Steps
Content
Learn Financial Selling techniques for today’s economic environment and improve Financial selling skills
Prepared for CFO \ Procurement team engagements
Learn to position business and financial benefits of Cisco solutions to prove the value of Cisco premium
Outcomes
PreferenceSupport
Investment
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 11
Premium EnablementSales Management
Sales Management Best Practices
Driving Outcomes with the Cisco Integrated Selling Process (ISP)
Running Effective Sales Reviews on your own Territory
Content
Improve the execution and management of sales through Demand Generation activities
Build deeper Cisco relationship to further drive Funnel and Sales opportunities
Understand which Cisco programs can make a difference in accelerating deals and increasing their size at every stage of the ISP process
Outcomes
PreferenceSupport
Investment
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 12
Premium EnablementMeans Accelerated Sales for Partners
$500k pipeline before joint territory & account planning… 3 months after the sessions had $12M Pipeline
Distributor recognized a $20M incremental goal… $3M of which was achieved 30 days after joint territory & account planning and $900K in new revenue in the first month of adding Tandberg Business Video to their inventory
Sample Returns
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 13
Sell more Cisco!
Check out the e-Learning Modules on the Partner Education Connection at: www.cisco.com/go/pec/premiumenablement/
Premium EnablementAccelerate YOUR Competitive Edge!
Thank you.