PARTNERING WITH CISCO SELLING INTO THE … · a digest of the business drivers, customer profiles, ... • White Papers, Case Studies, Scripted Sales presentations, Lead Generation

1© 2005 Cisco Systems, Inc. All rights reserved.10983_04_2005_c1

PARTNERING WITH CISCOSELLING INTO THE SMB MARKET

CISCO BUSINESS SOLUTIONS WORKSHOP FOR RESELLERS


Agenda

• Are You Staying Informed?Cisco Communications Vehicles

• SMB Sales Tools & Resources

• Marketing Resources

• Channel Incentive Programs & Promotions

• SMB Select Program


Are You Staying Informed?

GET ENGAGED AND STAY CONNECTED

• Canada Partner Homepage

• Channel Intelligence

• Sales Support Resources

333


Canada Partner Home Page

• Canadian site for all Cisco Canada partners

• Programs

• Promotions

• Sales tools

• Resources

• Training

www.cisco.com/ca/channels

http://www.cisco.com/ca/channels


Channel Intelligence Newsletter Canada

SUBSCRIBE TO CHANNEL INTELLIGENCE

• Weekly Channel Newsletter

• Single source of Cisco Canada Channel news and information

New programs and promotions

New product and solution announcements

Training resources

Certification and specialization opportunities

New sales tools and more

http://www.cisco.com/go/partner-newsletters

http://www.cisco.com/go/partner-newsletters


Got Questions? We’ve Got AnswersMeet the Canadian ICAM Team!

Territory Inside Channel Account Manager Contact InfoWestWest of Ontario

Cecilia Zuvic-NortonICAM for Western Canada

Brian Baker (Junior ICAM)Central and Western Canada pre-sales support

[email protected]

1-800-888-8187x40178

[email protected]

1-800-888-8187x42615

CentralOntario

Oumoul Diallo (Ontario except Ottawa)

Brian Baker (Junior ICAM)Central and Western Canada pre-sales support

Ray Custer (Ontario except Ottawa)

[email protected]

1-800-888-8187x42981

[email protected]@cisco.com

1-800-888-8187x42748

Eastern Canada

Olivier Ranger (ICAM Manager) [email protected]

1-800-888-8187x42742

Eastern Canada

Yvonne Sneeden (Junior ICAM)Eastern Canada pre-Sales support

[email protected]

1-800-888-8187x40065

mailto:[email protected]







SALES TOOLS AND RESOURCES

10983_04_2005_c1 777© 2005 Cisco Systems, Inc. All rights reserved.


SMB Class Solutions: Sales Tools

SMB Partner Connections:www.cisco.com/ca/smbpartnerconnections

• How To Sell At A Glance Guides

• Scripted Customer Presentations

• Case Studies

• White Papers

• Customer Brochures

• Blueprint Diagrams

• Telemarketing Scripts

• Training Resources

INTELLIGENT NETWORK

SERVICE/SUPPORTSERVICE/SUPPORT

APPLICATIONSAPPLICATIONS

FINANCINGFINANCING

TRAININGTRAINING

http://www.cisco.com/ca/smbpartnerconnections


At-a-Glance How to Sell Sheet

DESCRIPTION • The at-a-glance sheet contains

a digest of the business drivers, customer profiles, positioning and customer questions that are salient to the given solution

INTENDED AUDIENCE AND PURPOSE• Primarily intended for partner

sales staff to use as a just-in-time primer right before a sales call


Solution Blueprints

DESCRIPTION• The Solution Blueprints contain

the aggregate design and product mix recommendations based on Cisco’s extensive experience in creating networks for successful SMB customers

INTENDED AUDIENCE AND PURPOSE• These are intended to be used

by TDMs as a baseline reference document to understand the design and components of a solution, and to gain understanding of the business benefits


SMB Vertical Solution Sales Tools

• White Papers, Case Studies, Scripted Sales presentations, Lead Generation Tools, Telemarketing Scripts for:

EducationFinancial ServicesGovernmentHealthcareHospitalityLegalManufacturingMedia/EntertainmentPublic Safety RetailTransportationWholesale


SMB Solution Designer

• Design a customs network solution for your SMB customer

Network foundationSecurityIP telephonyWireless mobility

• Educate potential customers• Print or e-mail the network design to

your customer• Vertical solutions available!

www.cisco.com/go/solutiondesigner

http://www.cisco.com/go/solutiondesigner


Marketing Resources



Learn: How to Ignite Your Marketing

HOWHOW

• Engagewith Cisco

• Find the right tools, resources

• Execute a campaign

• Engagewith Cisco

• Find the right tools, resources

• Execute a campaign

WHYWHY

• Tailored to your business goals

• Creates awareness

• Generates leads

• Tailored to your business goals

• Creates awareness

• Generates leads

BENEFIT TO YOUBENEFIT TO YOU

• Grows business• Improves

profitability• Strengthens

your partnership with Cisco

• Grows business• Improves

profitability• Strengthens

your partnership with Cisco


Cisco Marketing Plan Template

CREATE YOUR MARKETING PLAN

FIND NEWCUSTOMERS

FIND NEWCUSTOMERS

GROWEXISTING

GROWEXISTING


Questions to ask...

• What is your business objective?

• What’s your marketing objective?

• What is your value proposition and who is your target market?

• What’s your lead management process?

• What is your call to action?

• Calculate your ROI

• What’s your budget?

161616© 2005 Cisco Systems, Inc. All rights reserved.10593_01_2005_H_c1


Marketing Plan Template—Online Tool

1. Identify Objectives

2. Define Proposition

3. Develop Communications Strategy

4. Execute campaign activity

5. Measure campaign results

http://www.cisco.com/en/US/partner/partners/pr61/marketing.shtml17171710593_01_2005_H_c2 © 2005 Cisco Systems, Inc. All rights reserved.


Co-Branded Marketing UsingCampaign Builder Tool

CO-BRANDED PARTNER ADS

CAMPAIGN BUILDERTURNKEY MARKETING KITS

Customizable Co-Branded Content Available for All Sales Programs

when Program Launches

New Co-Branded Ads for Partners to Use

Regionally

DIRECT MAIL EMAIL

SEMINARIN A BOX

Customer-Facing Presentations Telemarketing Support/Scripts, E-Mail

and Direct Mail Invite Templates

www.cisco.com/go/campaignbuilder

http://www.cisco.com/en/US/partner/partners/pr61/pr155/pr81/partners_marketing_program_concept_home.shtml

VoD – Campaign Builder(File title: collateral builder

demo.swf)



NOW Van—Network on Wheels

Coming This Fall to a City Near You. Contact Your CAM or i-CAM to See How You Can Participate

CHANNEL INCENTIVE PROGRAMS



O-I-P

• Generates incremental business

• Boost channel partner profitability

• Supports the channel partner value model

• Drive share in key growth technologies and markets


O-I-PO-I-P Program Framework

PartnerQualification

Account/OppQualification

DiscountingBenefit

ProductsFocus

Cisco CommercialAccount Program

Advanced Tech.Routing and Switching

Existing Commercial Acct

Not in Pipeline

Registered and Certified Partners

New Commercial Acct, <$500K

Max 1 router or switch

Success Builder Program

ALL Products and SMARTnet™

Cisco EnterpriseAccount Program

AdvancedTechnologies

Existing ESO AcctNot in Pipeline

Minimum 40%

Certified PartnerCompleted 3 pre-

sales activities

Minimum 42% Minimum 45%

Certified PartnerCompleted 3 pre-

sales activities

Commercial Opportunities Management


O-I-P

11 Identify new SMB customer opportunities

22 Register with Cisco 33

Step 1

Close the deal

• Identify new SMB Customer account opportunities

• Determine customer profile and opportunity:

•Existing Cisco Account?

•Under $500K list?

Step 2

• If existing Cisco customer

•OIP Commercial Account Program – register online at www.cisco.com/go/oiptool

• If Cisco net new customer

•Success Builder Program -contact your Cisco Channel Account Manager

• Receive Cisco approval of registration

Step 3

• Place your order with your distributor

• Provide approved Cisco OIP Registration # .

• Receive OIP discount and ship product

Calling to registerA Success builder Deal

http://www.cisco.com/go/oiptool


OIP Promotion:Incremental 3% OIP Discount O-I-P

• OIP promotional offer: 3 for 2 (3% more for 2 Quarters)3% incremental discount (above normal OIP discount)

• Promotion timeframe:May 1 through October 31, 05

• Eligible OIP programs:OIP Enterprise and Commercial Account Programs

• Deal eligibility:Must have an approved OIP registration and ship between eligibility dates

CISCO TECHNOLOGY MIGRATION PLAN



Technology Migration Programs

Access Routing Technology Migration Program

Receive enhanced trade-in credits for select Cisco routers toward the purchase of new Cisco Series routers.

Telephony Migration Program

Trade in credit for current phone systems.

Security CompetitiveMigration Program

Trade in Symantec, NetScreen and Check Point VPN and firewall systems

LAN Switching CompetitiveTechnology Migration Program

Trade in competitive switches from 3Com, Nortel Networks, Hewlett Packard, Extreme and Foundry

Make the Move to Gigabit Ethernet

An enhanced trade-in program designed to migrate customers from the 10 and 10/100 technology to Gigabit Ethernet.

Power Over Ethernet Switching Migration Program

Bonus trade in credits for upgrades associated with the transition to PoE technologies.

www.cisco.com/go/ctmp

http://www.cisco.com/go/ctmp


Trade-in Migration Program Benefits

• Provides customers an incentive to upgrade their network

• Provides a compelling event for Partners to churn their customers’ installed base

• Works with all Channels

• Flexibility to migrate between technologies (can trade in a switch toward purchase of a router, etc…)

• Programmatic process to replace competitors’ equipment

• Credit is applied up front at time of invoicing


How to apply the trade-in credit to the purchase

Credit is applied to the purchase price of the Credit is applied to the purchase price of the products after the customer or partner's products after the customer or partner's discount has been applied as shown below: discount has been applied as shown below:

List Purchase Price List Purchase Price

-- Customer/Partner DiscountCustomer/Partner Discount

______________________________________________________________

= Normal price without program = Normal price without program

-- Net TradeNet Trade--In Credit In Credit

________________________________________________________________

= Final Price = Final Price

SMB ICEBREAKER PROGRAM



SMB Icebreaker Program

• Special one-time discounts on select Cisco Catalyst switches for SMB Customers

• Available for Competitive LAN switching situation• Max. $50K List Price Deal • Contact CAM or iCAM to register deal. Once Discount approved,

reseller is protected with this SMB under the Program for 30 days• Program available to all partners (Gold, Silver, Premier, Registered,

SMB Select). • Can’t be combined with standard resale discount or any other Cisco

programs (eg. TMP, OIP, Commercial & Success Builder), discounts, credits, incentives or promotions

www.cisco.com/ca/icebreaker

http://www.cisco.com/ca/icebreaker

SMB SELECT PARTNER DESIGNATION



SMB Select Partner Program

SALES RESOURCES

TECHNICALRESOURCES

DEMANDGENERATIONRESOURCES

TRAININGRESOURCES

RECOGNITION ANDREWARDS

• CAM, ICAM, MS-ICAM Sales Support

• Partner Reseller Helpline• Solution Design Tool• Security Policy Builder

• Campaign Builder—SMB Specific Content• Access to JMF and/or Co-op funding for pre-approved

SMB demand generation initiatives in FY’05

• SMB specific training on E-Learning Connections• FREE training voucher for CSA exam ($65US value)• Free CSA training for SMB Select Partners with Cisco’s

Distribution partners

• Cisco Partner Locator• Identification “Designated Cisco SMB Select Partner”• Channel Incentive Programs


SMB Select Partner Qualification Criteria

Pre-Qualification Criteria• Must be minimum a Cisco Registered Partner• Have at least one employee with a Cisco Sales

Associate (or better) • Must have a focused business practice selling

into the SMB market• Must have Cisco SMB sales revenue at a

minimum of $50k in Cisco each yearPost-Qualification Criteria• Build and socialize a territory plan with Cisco

Commercial team• Identify and close a minimum of three (3) new

commercial opportunities leveraging Commercial focused OIP programs each fiscal year

• A minimum participation in one (1) demand generation campaign each fiscal year utilizing Campaign Builder tools


How to Become a SMB Select Partner

1. Go to: www.cisco.com/ca/smbselectto fill out an application

2. Review SMB Select Partner program details, pre and post qualification criteria

3. Complete the application A Cisco representative will confirm your acceptance in to the program with in 48 hours

http://www.cisco.com/


Resources to Help New SMB Select Partners Get Started: Welcome Kit

Store Front Window Decal

Paper SMB Select Certificate

OIP (Opportunity Incentive Program) Brochure

SMB Class Solutions CD

Campaign Builder Demo CD

SMB Select Brochure

Memo Holder


Partnering for Success in the SMB Market…

• Engage with Cisco • Leverage our sales tools and programs• Create your marketing plan• Run targeted campaigns and report metrics• Celebrate your success!

Thank You




Getting Started - Register for CCO

Register for a CCO - What is CCO?

Cisco Connection Online – your Personal Cisco “ID” which enables you to navigate www.cisco.com

Click on the “Register” tab to begin:

http://www.cisco.com/


Registering for a CCO Login

• You will be required to create a User Name and a Password which will comprise your “CCO” login!

Documents

PARTNERING WITH CISCO SELLING INTO THE … · a digest of the business drivers, customer profiles, ... • White Papers, Case Studies, Scripted Sales presentations, Lead Generation