Embed Size (px)
DESCRIPTION
Hosted Collaboration Solution Marketing Assets for Partners. January 2014. HCS Marketing Assets for Partners. Innovate with Collaboration in the Cloud Marketing Play - PowerPoint PPT Presentation
Citation preview
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1Cisco Confidential 1© 2010 Cisco and/or its affiliates. All rights reserved.
Hosted Collaboration Solution Marketing Assets for PartnersJanuary 2014
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
2
HCS Marketing Assets for Partners• Innovate with Collaboration in the Cloud Marketing Play
Packaged marketing campaign including online banners, email messages and landing pages, and customer facing offers, designed to lead the customer through the buying cycle Overview on Cisco.com Partner Marketing Central
• Marketing AssetsFinal marketing assets that can be used and/or re-purposed immediatelyCisco and third-party sourced contentCannot be modified; contact Cisco for permissions to splice content
• Marketing Ingredient MaterialIngredient material to be used by partners to create marketing materials, such as messaging and copy blocks. Content directed to partner sales team on how to sell and sales enablementCisco sourced content; can be modified for partner assets
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
3
Marketing Offers
Cisco Confidential 4© 2010 Cisco and/or its affiliates. All rights reserved.
4
Demand Generation Templates• Description: Templates to
generate demand for cloud collaboration
• Created: 2013• Source: Cisco• Target audience: Business and
technical decision makers• Main message: Drive end
customer demand for public cloud services
• Objective: Leverage creative templates for email, landing page, web banners along with content offers plus playbrief and call guide resources
• Recommended Use: eDM, web marketing, landing pages, social media
Access at: https://www.ciscopartnermarketing.com/Orgs/Initiative.aspx?id=1893
Back
Cisco Confidential 5© 2010 Cisco and/or its affiliates. All rights reserved.
5Collaborating in the Cloud (whitepaper)• Description: White Paper, 16 pages,
PDF• Created: April 2013• Source: Forbes• Target Audience: End Customer• Main Message: Executives find value
from cloud collaboration, but only when used extensively are they achieving even greater business impact, as high as 30% more than total respondents.
• Objective: Show cloud collaboration “Leaders vs Laggards” adoption profile, types of benefits businesses experience today, decision makers, and future plans.
• Recommended Use: edm call-to-action, Website, social media, sales training
“The greater the experience with cloud collaboration, the greater the perceived value. “Leaders” are significantly more likely than “Laggards” to recognize greater value.”
Download at: https://grs.cisco.com/grsx/cust/grsCustomerSurvey.html?SurveyCode=6399&KeyCode=000168079
Back
Cisco Confidential 6© 2010 Cisco and/or its affiliates. All rights reserved.
6Cloud Collaboration: Understanding the Options to Find the Right Fit (White Paper)• Description: White Paper, 9 pages,
PDF• Created: September 2012• Source: TechKnowledge, Robert
Chilton• Target audience: End customer• Main message: Guide selecting the
right cloud collaboration solution for your business needs
• Objective: Show end user the value of cloud collaboration and how it can be a valuable investment. Compares top cloud collaboration vendors to help end customers determine the right solution
• Recommended Use: Website, social media or edm call to action. Messaging ingredient, sales enablement
“Every CEO’s wish list includes a desire for tools that enable innovation, growth and boost the productivity of today’s increasingly distributed workforce”
Download at: http://www.cisco.com/en/US/solutions/collateral/ns151/ns1086/cisco_cloud_collaboration.pdf
Back
Cisco Confidential 7© 2010 Cisco and/or its affiliates. All rights reserved.
7The Top 10 Reasons to Consider Hosted Collaboration Solutions• Description: White Paper, 7 pages,
PDF• Created: February 2013• Source: Zeus Kerravala• Target audience: End customer• Main message: Business
environment is ripe for enterprise collaboration from the cloud.
• Objective: Overview of collaboration business drivers, how to choose a hosted collaboration solution provider and recommendations on how to move forward
• Recommended Use: Website, social media or edm call to action. Messaging ingredient, sales enablement
“To meet UC&C’s challenges, IT leaders should consider hosted collaboration, since it offers all the benefits of a premise-based solution”
Download at: http://www.cisco.com/en/US/solutions/collateral/ns151/ns1086/HostedCollaboration.pdf
Back
Cisco Confidential 8© 2010 Cisco and/or its affiliates. All rights reserved.
8Collaboration Services: Deployment Options For The Enterprise• Description: White Paper, 16 pages,
PDF• Created: November 2012• Source: A Forrester Consulting
Thought Leadership Paper Commissioned By Cisco Systems
• Target audience: End customer• Main message: Forrester’s in-depth
survey of 631 senior IT decision-makers across eight countries found that companies will increasingly leverage the cloud to access collaboration services .
• Objective: Describe impact of cloud computing as enabler and accelerator of collaboration services adoption
• Recommended Use: Website, social media or edm call to action. Messaging ingredient, sales enablement
“Over the next six years, cloud-delivered collaboration services will grow by an average of 14% per year; by 2018, they will represent 35% of the total collaboration services market.”
Download at: http://www.cisco.com/en/US/prod/collateral/voicesw/ps6788/vcallcon/ps11363/forrester_collaboration_services_deployment_options.pdf
Back
Cisco Confidential 9© 2010 Cisco and/or its affiliates. All rights reserved.
9Why the Cloud for Collaboration (White Paper)• Description: White Paper, 10 pages,
PDF• Created: July 2013• Source: IDC (Rich Costello and Rohit
Mehra • Target audience: End customer• Main message: Overview of the
strategic benefits and advantages associated with a migration to a cloud-based collaboration.
• Objective: Provide a view on the key advantages of Cloud Collaboration and how to evaluate such a move (citing HCS as a market-leading solution.
• Recommended Use: Website, social media or edm call to action. Messaging ingredient, customer education
“For collaboration in particular, IDC sees cloud services as an enabler and accelerator of collaboration and business benefits.”
Download at: http://www.cisco.com/en/US/solutions/collateral/ns151/ns1086/why_the_cloud_for_collaboration.pdf
Back
Cisco Confidential 10© 2010 Cisco and/or its affiliates. All rights reserved.
10Cloud Collaboration Drives Value Across Vertical Markets (Whitepaper)• Description: White Paper, PDF• Created: August 2013• Source: Current Analysis• Target audience: End customer• Main message: Guide to vertical
concerns and how cloud collaboration can overcome those challenges and achieve vertical business objectives
• Objective: Show vertical relevancy for public cloud collaboration
• Recommended Use: Website, social media or edm call to action. Messaging ingredient, sales enablement
“Adoption of cloud collaboration varies greatly by industry. Penetration of cloud collaboration ranges from a high of 54% to a low of 5%, depending on industry.”
Download at: http://www.cisco.com/en/US/prod/collateral/voicesw/ps6788/vcallcon/ps11363/current_analysis.pdf
Cisco Confidential 11© 2010 Cisco and/or its affiliates. All rights reserved.
11The Business Case for Cloud Collaboration(Case Study Brochure)• Description: Brochure, 17 case
studies in PDF format• Created: August 2013• Source: Cisco• Target audience: End customer• Main message: Customers are
consuming collaboration applications as a service
• Objective: Show market adoption of cloud-based collaboration through a collection of anonymous and public case studies.
• Recommended Use: Website, social media or edm call to action. Messaging ingredient, sales enablement
This brochure shares experiences of actual customers who chose a secure Cisco Powered cloud service.
Download at: http://www.cisco.com/en/US/prod/collateral/voicesw/ps6788/vcallcon/ps11363/cis_47357_cloud_case_study_doc7f.pdf
Cisco Confidential 12© 2010 Cisco and/or its affiliates. All rights reserved.
12Migrating Collaboration to the Cloud (White Paper)• Description: White Paper, 14 pages,
PDF• Created: July 2013• Source: Wainhouse Research (Bill
Haskins and Andy Nilssen)• Target audience: End customer• Main message: Guide for a
successful Cloud Collaboration deployment, based on interviews with a number of leading UCaaS suppliers and Service Providers.
• Objective: To provide a summary of trends and best practices from successful deployments, to serve as a guide on how to migrate to the cloud for collaboration.
• Recommended Use: Website, social media or edm call to action. Messaging ingredient, customer education
‘’The most common approach to migrating voice to-the-cloud is to prioritize depreciated PBXs for replacement. ‘’
Download at:http://www.cisco.com/en/US/solutions/collateral/ns151/ns1086/migrating_collaboration_to_the_cloud.pdf
Cisco Confidential 13© 2010 Cisco and/or its affiliates. All rights reserved.
13
Cloud Evaluation Guide• Description: 3-step guide, 15
pages, PDF• Created: Mar 2013• Source: COMgroup, JR Simmons• Target Audience: End Customer• Main Message: Guide full of
questions to help customers know what to ask to cut through the hype and make an informed decision
• Objective: Provide end customers with a simpler way to evaluate cloud solutions and partners based on commonly asked questions.
• Recommended Use: edm call-to-action, social media, Website, sales enablement
How to Select a Hosted Communications Solution and Partner
Download at: Partner Marketing Central – Innovate with Collaboration in the Cloud
Back
Cisco Confidential 14© 2010 Cisco and/or its affiliates. All rights reserved.
14
Cloud RFP Template• Description: Template, 36 pages,
PDF, source file available• Created: April 2013• Source: COMgroup, JR Simmons• Target Audience: End Customer• Main Message: For a good cloud
contract, get an accurate understanding of hosted unified communications and collaboration capabilities using this template.
• Objective: Enable customers to use a proposal template to select the right cloud solution that meets their business needs.
• Recommended Use: edm call-to-action, Website, social media, sales resource
“Requests range from qualifications, service, support, pricing to sizing capabilities.”
Back
Download at: Partner Marketing Central – Innovate with Collaboration in the Cloud
Cisco Confidential 15© 2010 Cisco and/or its affiliates. All rights reserved.
15
Next Gen Workspaces• Description: Interactive web offer
about Next Generation Workspaces• Created: April 2012• Source: Cisco• Target audience: End user
customers• Main message: Different kinds of
economic savings from outsourcing workloads to the cloud.
• Objective: Show different options for cloud adoption, trends in movement to cloud, cost and TCO savings
• Recommended Use: Soft offer for social media tactics – posts, tweets
“The Next-Generation Workspace Will Revolve Around MOBILITY & VIRTUALIZATION”
Download at: http://share.cisco.com/NextGenWorkspace
Back
Cisco Confidential 16© 2010 Cisco and/or its affiliates. All rights reserved.
16“Cloud Collaboration - You Know” Video• Description: Video, 1:45• Created: January 2013• Source: Cisco• Target audience: End customer,
collaboration buyers• Main message: Cisco HCS main benefits
and services available from partners• Objective: Simple introductory HCS flash
that communicates the main external benefits and services/workloads. It is designed as a first-touch to inspire the audience to want to learn more about HCS/cloud-based collaboration
• Recommended Use: Website, intro flash in sales presentation, as a loop on a monitor, play in the theater at events like Cisco Live between presentations, opening to a presentation, embed in emails
“You understand how important collaboration is to your organization… and you know what the challenges are…”
Download at: http://youtu.be/nAduqC1bkiY
Back
Cisco Confidential 17© 2010 Cisco and/or its affiliates. All rights reserved.
17
Cloud Collaboration – Video Series• Description: 3 Videos, 2:00 – 3:00 minutes each• Created: October 2013• Source: Cisco• Target audience: End customer• Main messages:
1. Why Cloud – Problem SolvingSome typical CIO challenges and how the cloud can help enable and accelerate collaboration.https://www.youtube.com/watch?v=GLCguVEk7C0
2. The Cloud Works – The Cisco Powered Cloud ServiceHow collaboration can help drive greater agility, flexibility and efficiency when deployed in the cloudhttps://www.youtube.com/watch?v=zKAq06Lmi6A
3. Journey to the Cloud – A Smooth TransitionWhat to consider before starting the journey – people, business process and culturehttps://www.youtube.com/watch?v=NyMcayPQGY0
• Objective: Simple summary of cloud and the benefits. Designed to be inspirational around cloud-based collaboration
• Recommended Use: Website, intro flash in sales presentation, as a loop on a monitor, play in the theater at events or trade shows, opening to a presentation, embed in emails
Back
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
18
Infographics andWeb Tools
Cisco Confidential 19© 2010 Cisco and/or its affiliates. All rights reserved.
19Infographic: Cloud Collaboration by Forbes
“78% of “Leaders” say cloud collaboration results in a competitive advantage.”
• Description: Infographic about Forbes research on “Collaborating in the Cloud”
• Created: 2013• Source: Cisco• Target audience: End customers• Main message: An adoption profile
of survey respondents say the more cloud collaboration they use, the more business advantages they gain, including a competitive advantage.
• Objective: Show opinions and attitudes of cloud-based collaboration, benefits, and key influencers deciding to implement cloud collaboration.
• Recommended Use: Soft offer for social media tactics – posts, tweets
Download at: http://share.cisco.com/cloudcollaboration
Cisco Confidential 20© 2010 Cisco and/or its affiliates. All rights reserved.
20Tool: Picture Your Workday in the Clouds• Description: Interactive social tool
that calculates your cloud utilization based on daily habits
• Created: 2013• Source: Cisco• Target audience: End user
customers• Main message: You and your
employees already use the cloud extensively.
• Objective: Show the pervasiveness of cloud in today’s workday already and visualize the impact of your workday on cloud. Share with social media tools
• Recommended Use: Soft offer for social media tactics – posts, tweets
“Global traffic generated by cloud computing services will increase 12-fold by 2015 compared with cloud traffic in 2010, while data center traffic will increase four times by 2015”
Download at: http://share.cisco.com/workcloud
Back
Cisco Confidential 21© 2010 Cisco and/or its affiliates. All rights reserved.
21
Infographic: Economics of Cloud• Description: Infographic about
Calculating Economics in the Cloud• Created: 2012• Source: Cisco• Target audience: End user
customers• Main message: Different kinds of
economic savings from outsourcing workloads to the cloud.
• Objective: Show different options for cloud adoption, trends in movement to cloud, cost and TCO savings
• Recommended Use: Soft offer for social media tactics – posts, tweets
“12%+ of all enterprise workloads will run on clouds globally by 2013… ”
Download at: http://share.cisco.com/EconomicsInTheCloud/economics-in-the-cloud.html
Back
Cisco Confidential 22© 2010 Cisco and/or its affiliates. All rights reserved.
22
Infographic: Global Cloud Readiness• Description: Infographic about
regional variances in cloud computing readiness
• Created: 2012• Source: Cisco• Target audience: End user customers• Main message: As cloud-based
services and content evolve and become more pervasive, network speeds and latencies are vital to enable reliable, high-quality end-user experiences
• Objective: See comparison by major geographies for cloud computing readiness, based on consumer fixed broadband access and advanced cloud app requirements
• Recommended Use: Soft offer for social media tactics – posts, tweets
“Western Europe’s average fixed broadband network performance can currently support intermediate cloud applications…”
Download at: http://share.cisco.com/GlobalCloudReadiness/global-cloud-readiness.html
Back
Cisco Confidential 23© 2010 Cisco and/or its affiliates. All rights reserved.
23
Infographic: Video in the Cloud• Description: Infographic about IP
video delivery, service and streaming services moving to cloud
• Created: 2012• Source: Cisco• Target audience: End user
customers• Main message: Massive impact of
video in shaping cloud adoption• Objective: Imagine your online
future with IP video delivery, storage and streaming services to support demands for video content anywhere on any device, at any time
• Recommended Use: Soft offer for social media tactics – posts, tweets
“Video through mobile networks will be 3,000 petabytes per month (that’s 3 BILLION GIGABYTES)…”
Download at: http://share.cisco.com/VideoInTheCloud/video-in-the-cloud.html
Back
Cisco Confidential 24© 2010 Cisco and/or its affiliates. All rights reserved.
24
Infographics• Description: Cisco repository of
infographics• Created: 2012-2013• Source: Cisco• Target audience: End user
customers• Main message: Display data on
cloud and technology trends in an innovative and simple way
• Objective: Show thought leadership through interesting data analysis and relationships between technology and business trends and requirements. Broad range of technology topics
• Recommended Use: Soft offer for social media tactics – posts, tweets
Download at: http://share.cisco.com
Back
Cisco Confidential 25© 2010 Cisco and/or its affiliates. All rights reserved.
25Cisco Hosted Collaboration Solution ROI Tool
Back
• Description: ROI Tool, hosted by Salire, requires registration
• Created: 2013 Refreshed• Source: Cisco, hosted by Salire• Target audience: Cisco and partner
sales to use with end customer• Main message: Benefit of hosted
collaboration solution compared to on-premise solution
• Objective: Show the customer the economic and resource benefits of hosted collaboration in context of their business environment. Flexible tool allows for changing and testing different variables.
• Recommended Use: Used by sales as discussion tool with customer, or in preparation for a customer meeting. Tool may be customized with local market pricing for a cost.
Access at: https://express.salire.com/usermgmt/register/default.aspx
Cisco Confidential 26© 2010 Cisco and/or its affiliates. All rights reserved.
26
Cloud Readiness Assessment• Description: High level discussion tool
for Cisco or partner sales to assess a prospect’s readiness to consume cloud solutions
• Created: 2012• Source: Cisco• Target audience: Prospective
customers who are considering cloud solutions
• Main message: Understand the current readiness for your organization to go to cloud
• Objective: Help customers understand the business, technology, people, and process readiness of their organization to consume cloud, and support business discussion around why cloud
• Recommended Use: Used by sales as discussion tool with customer, or in preparation for a customer meeting.
“Primary focus areas include: how to strategize your business… align your IT and technology initiatives… unify organizational processes… enhance the readiness of people to adopt cloud services…”
Access at: http://www.ciscowebtools.com/cloud/
Back
Cisco Confidential 27© 2010 Cisco and/or its affiliates. All rights reserved.
27Gartner Magic Quadrant for Unified Communications• Description: Gartner Magic Quadrant
report• Created: August 2012• Source: Gartner• Target audience: End customer,
collaboration buyers• Main message: Analyst review of Cisco
Collaboration portfolio strength vs. UC competition
• Objective: Showcase Cisco UC market leadership compared to other vendors. Under “Strengths and Cautions”, Cisco Collaboration portfolio breadth, channel and customer depth, and multiple consumption options are highlighted, while partner HCS offer design can mitigate the “caution” bullets.
• Recommended Use: Website, social media or edm call to action. Messaging ingredient, sales enablement
“Cisco offers a fully integrated UC suite with strong, scalable support for IM/presence, video and telephony conferencing”
Download at: http://www.gartner.com/technology/reprints.do?id=1-1BUWTHV&ct=120828&st=sb
Back
Cisco Confidential 28© 2010 Cisco and/or its affiliates. All rights reserved.
28
Collaboration Business Use Case Tool• Description: Cisco webpage contains
links to case studies, videos, and tools for purchase or find resellers
• Created: 2012• Source: Cisco• Target audience: Business decision
maker at collaboration customer• Main message: Learn how different
uses of collaboration technology can support your business goals
• Objective: Start with a specific business goal or select a use case to learn about the business value of using collaboration technologies to meet your objectives
• Recommended Use: Copy/messaging can be used in marketing material; sales training to understand collaboration use cases and business drivers
“How do you create a more collaborative work environment? How do you empower employees to engage and innovate? The ideal equation combines culture with technology.”
Access at: http://www.cisco.com/go/businesscollaboration
Back
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
29
Sales Enablement Resources
Cisco Confidential 30© 2010 Cisco and/or its affiliates. All rights reserved.
30
Go-to-Market Cloud Resource Tool• Description: Cisco online tool• Created: 2013 Refreshed• Source: Cisco• Target audience: Cloud partners• Main message: Accelerate time to
market for your cloud offer, Reduce overall costs of launching your cloud solution, Increase profitability for partners who have invested in Cisco Powered cloud services.
• Objective: Guide Cloud Partners through a joint GTM engagement by providing access to a library of cloud assets, proven best practices, and a collaborative project management platform.
• Recommended Use: Copy/messaging can be used in marketing material; sales training to understand collaboration use cases and business drivers
Resource Library
• Extensive collection of Cloud GTM Assets .
• Search content by Cloud Offer, Theater/Geo and other parameters.
Access at: https://gotomarket.cisco.com
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
31
• Objective: Provide overview of Cisco messaging for HCS. Business benefits• Recommended Use: Marketing material copy blocks and base messaging
around collaboration, cloud collaboration, and why Cisco Powered
Innovate with Collaboration in the Cloud: Copy Blocks for Partner Use
Back
25 Word: <Partner Cloud Collaboration Solution>, a Cisco Powered Service, supports your organization to be more flexible, agile, and efficient. Gain a competitive advantage through better empowering your people.
50 Word: <Partner Cloud Collaboration Solution>, a Cisco Powered Service, is an accelerator of collaboration, allowing organizations to save money with IP telephony and improve productivity with unified communications. <Partner Cloud Collaboration Solution> can enable your organization to be more flexible, agile, and efficient. Gain a significant competitive advantage through better empowering your people.
100 Word: <Partner Cloud Collaboration Solution>, a Cisco Powered Service, is an enabler and accelerator of collaboration, allowing organizations to offer customers a range of benefits, from simply saving money with IP telephony, to improving productivity with unified communications, to providing full collaborative environments. <Partner Cloud Collaboration Solution> can enable efficiency and reduced TCO through simple subscription offers with predictable costs and service levels. Customers can maintain visibility and control without disrupting business. Because it is based on open standards, <Partner Cloud Collaboration Solution> can easily integrate with existing systems to take full advantage of legacy and forward investments.
Cisco Confidential 32© 2010 Cisco and/or its affiliates. All rights reserved.
32
Partner Vertical Selling Frameworks• Description: Current Analysis-Cisco
research and analysis - Vertical Selling Framework for six verticals
• Created: January 2013• Target audience: Partner• Objective: Collaborate with Partners as
they build their vertical cloud strategy to accelerate time-to-revenue, mapping to related cloud solutions like HCS, address business care-abouts in targeted verticals (FSI, EDU, H/C, GOVT, MFT and RET). Partner Vertical Cloud Assessment and Vertical Cloud Sales Enablement Toolkits based on Current Analysis research
• Recommended Use: Insertion in sales training/playbook, resource to sales
• How to Access: Contact your Partner Marketing Manager to set up a session with Cisco Cloud Solutions Marketing team
Contents• Gauging the opportunity• Understanding the
customer• Building the value
proposition”
Back
Download at: Cisco.com - HCS Partner Resources
Cisco Confidential 33© 2010 Cisco and/or its affiliates. All rights reserved.
33Key Considerations when Evaluating an Enterprise Collaboration Solution• Description: White paper comparing
the Microsoft and Cisco approaches, PDF, 12 pages
• Created: 2013• Source: Cisco• Target audience: Business decision
maker at collaboration customer• Main message: Six areas to consider
for enterprise collaboration solutions with Cisco vs. Microsoft comparison and recommendation
• Objective: Understand the Cisco and Microsoft approaches to enterprise collaboration and key considerations when choosing a solution
• Recommended Use: Copy/messaging can be used in marketing material; sales training / objection handling to understand competitive positioning of Cisco vs. Microsoft solution.
“…any enterprise collaboration solution should support all the major device platforms equally well, with a native device experience and full vendor-backed support... However, this is not a universal reality...”
Access at: http://www.cisco.com/en/US/solutions/collateral/ns1007/key_considerations.pdf
Back
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
34
• Description: E-learning for HCS Partners. Search for Hosted Collaboration and select any of the five 39 minute Cisco Hosted Collaboration Go-To-Market Innovation Program modules 1. Account Managers & Product Sales Specialists2. Cisco Partner Account Managers3. Partner Principals4. Practice Leads5. Sales Management
• Created: 2011• Target audience: Partner sales / account manager• Objective: Role-based Cisco HCS solution training• Recommended Use: Partner sales training• How to Access:
E-learning portal http://cisco.partnerelearning.com/Saba/Web/Main; Email flyer with links to the five modules – Ask your Cisco marketing manager or partner account manager
E-learning for HCS PartnersBack
Thank you.
