Cisco Unified Computing Systems Sales Playbook

Unified Computing System Sales Playbook

INTEGRATED SELLING PROCESS PROSPECT QUALIFICATION PROPOSAL AGREEMENT CLOSING

PLAYBOOK OVERVIEW

SELLING PROCESS

RESOURCES BY TOPIC

Select Overview to learn about using

this Playbook.

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CHOOSE A LINK TO GET STARTED:

Resources by Topic

UCS Sales Acceleration

Center

HP Competitive Portal

(coming soon)

UCS Demo Programs

UCS Briefings SalesForce.com

http://wwwin.cisco.com/us-canada/usenterprise/salesforce.shtml

Overview


Resources by Topic


Center


(coming soon)

UCS Demo Programs


Integrated SellIng

ProceSS:

PROSPeCT

QUAliFiCATiOn

PROPOSAl

AgReemenT

ClOSing

WelcoMe to tHe cISco UnIFIed coMPUtIng SYSteM PlaYBooK!

We have developed this playbook specifically to help you competitively position UCS with your

customers and provide a consolidated source for the reference material and selling tools you’ll need

for success. To make this book flexible and easy to use, you can navigate the information by sales

topic or by the Integrated Selling Process (aka Sales Force Development or SFDC).

For those of you not familiar with Cisco ISP, this is Cisco’s standard selling model based on globally-

consistent definitions of opportunity status. Each step in the playbook is mapped to relevant content

and tools aggregated from sources across Cisco.

We are committed to making Cisco UCS a huge success. Keep in mind that selling UCS is not

something you can sell on your own end-to-end. Work with your team and the resources identified in

the playbook to ensure you have the right people supporting you along the way. Corporate resources

are mobilizing to provide a holistic approach to supporting qualified UCS opportunities. A dedicated

support team will be located in the WebEx building in San Jose, California, and will be the first of many

global satellite centers in the future.

Be sure to take advantage of our new community space where you can share best practices

and effective strategies for winning against our competition. Let’s capture the data center market

transition!

http://connections.cisco.com/clearspace_community/community/selling/selling_programs_and_teams/global_sales_content_community/ucs?view=overview


http://connections.cisco.com/clearspace_community/community/selling/selling_programs_and_teams/global_sales_content_community/ucs


Resources by Topic


Center


(coming soon)

UCS Demo Programs


Market-Specific

tools & resources:

SeRviCe PROviDeR

enTeRPRiSe

COmmeRCiAl

PUBliC SeCTOR

Prospect: Introduction

Effective sales prospecting is a critical component of sustainable sales success. However,

prospecting is not selling. The goal of prospecting is to identify a lead or list of leads that might

purchase a Cisco solution or service.

Selling begins only after a lead has been qualified. If you start selling too early, you run the risk of

limiting your customer’s understanding of the benefits of Cisco products and services before you

fully understand their requirements. This approach generally leads to commoditization—where price

becomes the most important buying criteria.

The steps to successful prospecting include:

Performing market research to understand the market’s current climate and any trends underway.1.

Researching your prospect, so that you have a better understanding of their particular business 2.

needs.

Determining your prospect’s available budget.3.

Identifying a customer business sponsor, engaging him or her with a Cisco executive sponsor, 4.

and gaining sponsorship.

Registering your deal with SalesForce.com and the Sales Acceleration Center.5.

Click your market area at the left to view market-specific content and tools that can help you with

prospecting activities.




Resources by Topic


Center


(coming soon)

UCS Demo Programs


NEXT STEP: QUAliFiCATiOn >

Service Provider resouces:

SeRviCe PROviDeR ReSOURCe linkS

Prospect: Service Provider

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Resources by Topic


Center


(coming soon)

UCS Demo Programs



Service Provider resouces:

SeRviCe PROviDeR ReSOURCe linkS

Prospect: Service Provider

SerVIce ProVIder reSoUrceS

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Prospect


Resources by Topic


Center


(coming soon)

UCS Demo Programs



enterprise resources:

BUSineSS TRenD/mARkeT inTelligenCe

CUSTOmeR inTelligenCe

SAleS TOOlS

veRTiCAl ReSOURCeS

Selling STRATegieS & BeST PRACTiCeS

Prospect: Enterprise

Establishing strong customer relationships is a key factor when prospecting within the Enterprise

space. By understanding your customer’s current issues, their future goals, and any compelling

events taking place in their organizations (now or in the future), you can identify their business-critical

needs and deliver the right Cisco solutions to help them.

The Cisco UCS solution addresses these key business issues:

Growing expense of data center operations, including data center sprawl and power requirements•

Increasing data center complexity, which reduces staff productivity •

Inflexible, siloed data center designs, which decrease business agility by slowing down time to •

provision services and repurpose existing resources.

Use the tools and resources on the following pages to identify opportunities that exist in your •

accounts.




Resources by Topic


Center


(coming soon)

UCS Demo Programs



BUSIneSS trend/MarKet IntellIgence

Forrester: How Server and Network Virtualization Make Data Centers More Dynamic (PDF)•

CIO: Five Energy Trends Driving Your Data Center (External Website)•

Forbes: The Stimulus Bill Matters to IT (External Website)•

Business Mangement (bm): Information Overload (External Website)•




SAleS TOOlS

veRTiCAl ReSOURCeS






Resources by Topic


Center


(coming soon)

UCS Demo Programs




cUStoMer IntellIgence

Strategy Session Pre-Work: Researching Your Customer (PDF)•

Customer Intelligence Center (CIC)•

Factiva SalesWorks•

Hoovers•

Stratascope•

The Psychology of Sales: Knowing Your Customers (Video)•

UCS Qualification Questions (DOC)•




SAleS TOOlS

veRTiCAl ReSOURCeS





Resources by Topic


Center


(coming soon)

UCS Demo Programs




SaleS toolS

Enterprise Five Disciplines•

Account Plan•

Relationship Plan•

Architecture Road Map•

Technology Heat Map•

Customer Business Review (CBR)•

How to Host a BVA Strategy Session (PDF)•

Strategy Session Session Flow•

Strategy Session Agenda•

Strategy Session Training Presentation•

Strategy Session Instructions for Facilitators (PDF)•

Strategy Session Instructions for AMs and SEs (PDF)•




SAleS TOOlS

veRTiCAl ReSOURCeS





Resources by Topic


Center


(coming soon)

UCS Demo Programs




VertIcal reSoUrceS

Energy•

Financial Services•

Healthcare•

Manufacturing•

Retail•

Sports & Entertainment•




SAleS TOOlS

veRTiCAl ReSOURCeS





Resources by Topic


Center


(coming soon)

UCS Demo Programs




SellIng StrategIeS & BeSt PractIceS

How to Sell Unified Computing System (PPT)•

UCS Due Diligence Business Questions for AMs to Ask (DOC)•

How to Sell UCS to Business and Finance Leaders (AM) (Video)•

UCS Corporate Resources Description (DOC)•

Scheduling the UCS Introduction Meeting (DOC)•

Selling the Cisco UCS Solution: Briefings Best Practices and Tips (PPT) •




SAleS TOOlS

veRTiCAl ReSOURCeS




Prospect


Resources by Topic


Center


(coming soon)

UCS Demo Programs



commercial resources:

COmmeRCiAl ReSOURCe linkS

Prospect: Commercial















Prospect


Resources by Topic


Center


(coming soon)

UCS Demo Programs



commercial resources:

COmmeRCiAl ReSOURCe linkS

Prospect: Commercial

coMMercIal reSoUrceS














Resources by Topic


Center


(coming soon)

UCS Demo Programs



Public Sector resources:

PUBliC SeCTOR ReSOURCe linkS

Prospect: Public Sector
















Resources by Topic


Center


(coming soon)

UCS Demo Programs



Public Sector resources:

PUBliC SeCTOR ReSOURCe linkS

Prospect: Public Sector

PUBlIc Sector reSoUrceS














Resources by Topic


Center


(coming soon)

UCS Demo Programs


Market-Specific

tools & resources:

SeRviCe PROviDeR

enTeRPRiSe

COmmeRCiAl

PUBliC SeCTOR

Qualification: Introduction
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS

NEXT STEP: PROPOSAl >

Qualification: Service Provider
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS


Qualification: Enterprise
















Resources by Topic


Center


(coming soon)

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Side nav Subhead:

SiDe nAv linkS


Qualification: Commercial
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS


Qualification: Public Sector
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Market-Specific

tools & resources:

SeRviCe PROviDeR

enTeRPRiSe

COmmeRCiAl

PUBliC SeCTOR

Proposal: Introduction
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS

NEXT STEP: AgReemenT >

Proposal: Service Provider
















Resources by Topic


Center


(coming soon)

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Side nav Subhead:

SiDe nAv linkS


Proposal: Enterprise
















Resources by Topic


Center


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Side nav Subhead:

SiDe nAv linkS


Proposal: Commercial
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS


Proposal: Public Sector
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Market-Specific

tools & resources:

SeRviCe PROviDeR

enTeRPRiSe

COmmeRCiAl

PUBliC SeCTOR

Agreement: Introduction
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS

NEXT STEP: ClOSing >

Agreement: Service Provider
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS


Agreement: Enterprise
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS


Agreement: Commercial
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS


Agreement: Public Sector
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Market-Specific

tools & resources:

SeRviCe PROviDeR

enTeRPRiSe

COmmeRCiAl

PUBliC SeCTOR

Closing: Introduction
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS

Closing: Service Provider
















Resources by Topic


Center


(coming soon)

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Side nav Subhead:

SiDe nAv linkS

Closing: Enterprise
















Resources by Topic


Center


(coming soon)

UCS Demo Programs


Side nav Subhead:

SiDe nAv linkS

Closing: Commercial
















Resources by Topic


Center


(coming soon)

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Side nav Subhead:

SiDe nAv linkS

Closing: Public Sector















Select a topic below:

BUSineSS DRiveRS

CUSTOmeR ReSOURCeS (exTeRnAl)

CiSCO PRODUCTS & SOlUTiOnS

ARCHiTeCTUReS

CiSCO CAPiTAl

SeRviCeS

BeST PRACTiCeS & SUCCeSS STORieS

UCS COllATeRAl


Resources by Topic


Center


(coming soon)

UCS Demo Programs


BUSIneSS drIVerS

Business Drivers links here•

Resources: Business Drivers




BUSineSS DRiveRS



ARCHiTeCTUReS

CiSCO CAPiTAl

SeRviCeS


UCS COllATeRAl


Resources by Topic


Center


(coming soon)

UCS Demo Programs


Resources: Customer Resources

cUStoMer reSoUrceS (external)

Customer Resources links here•




BUSineSS DRiveRS



ARCHiTeCTUReS

CiSCO CAPiTAl

SeRviCeS


UCS COllATeRAl


Resources by Topic


Center


(coming soon)

UCS Demo Programs


Resources: Cisco Products & Solutions

cISco ProdUctS & SolUtIonS

Cisco Unified Computing System Overview•

Unified Computing System Technology Overview•

Cisco Unified Computing System Data Sheet•

Cisco Unified Computing System Manager•

Cisco Unified Computing System Product Family•

Cisco UCS 6100 Series Fabric Interconnects•

Cisco UCS 6120XP 20-Port Fabric Interconnect•

Cisco UCS 6140XP 40-Port Fabric Interconnect•

Cisco UCS 5100 Series Blade Server Chassis•

Cisco UCS 5108 Blade Server Chassis•

Cisco UCS 2100 Series Fabric Extenders•

Cisco UCS 2104XP Fabric Extender•

Cisco UCS B-Series Blade Servers•

Cisco UCS B200 M1 2-Socket Blade Server•

Cisco UCS B250 M1 2-Socket Extended Memory •

Blade Server

Cisco UCS VIC M81KR Virtual Interface Card•

Cisco UCS CNA M71KR-E Emulex Converged •

Network Adapter

Cisco UCS CNA M71KR-Q QLogic Converged •

Network Adapter

Cisco UCS 82598KR-CI Converged Network •

Adapter

Cisco UCS Manager v1.0.1•

Related Products•

Cisco Nexus 1000V Series Switches•

Cisco Nexus 2000 Series Fabric Extenders•

Cisco Nexus 5000 Series Switches•

Cisco Nexus 7000 Series Switches•

Related Solutions•

Data Center Ethernet•

Data Center Switchin• g



http://www.cisco.com/en/US/netsol/ns944/index.html#~overview

http://www.cisco.com/en/US/solutions/ns340/ns517/ns224/ns944/dc_tech_ov.html

http://www.cisco.com/en/US/solutions/collateral/ns340/ns517/ns224/ns944/uc_video_data_sheet.html

http://www.cisco.com/en/US/netsol/ns944/index.html

http://wwwin.cisco.com/marketing/unifiedcomputing/solutions/launches/unifiedcomputing/files/cucs_solution_overview.pdf


















http://wwwin.cisco.com/marketing/unifiedcomputing/solutions/launches/unifiedcomputing/files/cucs_manager_overview.pdf

http://www.cisco.com/en/US/products/ps9902/index.html







BUSineSS DRiveRS



ARCHiTeCTUReS

CiSCO CAPiTAl

SeRviCeS


UCS COllATeRAl


Resources by Topic


Center


(coming soon)

UCS Demo Programs


Resources: Architectures

arcHItectUreS

Architectures links here•




BUSineSS DRiveRS



ARCHiTeCTUReS

CiSCO CAPiTAl

SeRviCeS


UCS COllATeRAl


Resources by Topic


Center


(coming soon)

UCS Demo Programs


Resources: Cisco Capital

cISco caPItal

Cisco Capital links here•




BUSineSS DRiveRS



ARCHiTeCTUReS

CiSCO CAPiTAl

SeRviCeS


UCS COllATeRAl


Resources by Topic


Center


(coming soon)

UCS Demo Programs


Resources: Services

SerVceS

Services links here•




BUSineSS DRiveRS



ARCHiTeCTUReS

CiSCO CAPiTAl

SeRviCeS


UCS COllATeRAl


Resources by Topic


Center


(coming soon)

UCS Demo Programs


Resources: Best Practices & Success Stories

BeSt PractIceS & SUcceSS StorIeS

Best Practices & Success Stories links here•




BUSineSS DRiveRS



ARCHiTeCTUReS

CiSCO CAPiTAl

SeRviCeS


UCS COllATeRAl


Resources by Topic


Center


(coming soon)

UCS Demo Programs


Resources: UCS Collateral

UcS collateral

UCS Collateral links here•




Resources by Topic


Center


(coming soon)

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Side nav Subhead:

SiDe nAv linkS

BodY SUBtItle

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UCS Demo Programs




Resources by Topic


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Side nav Subhead:

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BodY SUBtItle

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UCS Briefings



Documents

Cisco Unified Computing Systems Sales Playbook