Quick Hit Briefing: Cisco SMB Telepresence and Callway ... · PDF fileQuick Hit Briefing: Cisco SMB Telepresence and ... Bi-weekly briefing series targeted at SMB ... Expert in London

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 Cisco Confidential 1 © 2011 Cisco and/or its affiliates. All rights reserved.

Quick Hit Briefing: Cisco SMB Telepresence and Callway Training Brian Avery Area Sales Manager South+East US SMB

May 10th, 2012

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

• Bi-weekly briefing series targeted at SMB partners with concise relevant updates on:

SMB-focused products Partner programs and promotions Partner Enablement – Demand Generation, Selling Skills, Closing Tools, etc.

• Upcoming Topics What Is Cisco Jabber and how does it benefit your clients? Cisco UC Update How to Sell BYOD to SMB Update on Cisco Small Business new products Cisco UCS Server Update

• Next Briefing: Thursday May 24th, 9:30 ET


• What Is a Quick Hit Briefing?

• Why Sell SMB TelePresence Value Sell Case Studies Identifying opportunities

• TelePresence SMB Partner Program

• Callway Overview

• Getting onto the TP SMB and Callway Program

• Open Q & A


Brian Avery [email protected] Manager of Partner

Operations, Small Business Southern and Eastern US Sub-250 non-named accounts

mailto:[email protected]�


SMB Geo

Mid-Market

1 – 100 employees

Approx. 25,000,000 accounts

100 – 250 employees

Named Accounts

Approx. 40,000 accounts

250+ employees

Named accounts


Non-named 100 + Employees

Not named to an AM



https://tools.cisco.com/WWChannels/CAMLOC/whoismyciscorep.do






Area Territory Description SBAM Phone E-Mail Central Central Plains Territory MO, IA, NE, KS Myles Wassenberg 408 894 3160 [email protected] Central Chicago - Indiana Territory Indiana Amy Hershman (317) 816-5259 [email protected] Central Great Lakes Territory MI, N. OH Tom Cirner (330) 990-0663 [email protected]

Central Minnesota Dakotas Territory MN, SD, ND Lindsay Callahan 314-933-0100 [email protected] Central Southern Ohio KY Territory S. OH, KY Steve Cameron 502 254 4384 [email protected] Central Wisconsin - Illinois Territory WI, N IL Tim Moran (847) 481-9458 [email protected]

Central Wisconsin - Illinois Territory Colleen Milks (847) 678 5988 [email protected] East East Bay Territory NJ, DE Melissa Bennett 856-642-7131 [email protected] East Gotham City Territory NYC Brent Morrison 212-714-4054 [email protected] East MidAtlantic Territory VA, MD, DC Nicole Trippie (703) 628-0203 [email protected] East NE East Territory New England East (Excl NY & W CT) Melanie Paul (860) 284-5522 [email protected] East PA Territory PA Joe Lilley 412-237-6264 [email protected]

East UpstateNY Territory NY & W. CT Heath Galley (646) 674-7224 [email protected]

South Carolinas Territory NC, SC Dolly Brantley Myrick 425-681-6057 [email protected]

South Florida Territory Florida Brian Avery (407) 310-3209 [email protected] South GA-TN Territory GA, AL Steve Crimmins (678)352-3864 [email protected] South GA-TN Territory TN Lindi Jobe (814) 591-2293 [email protected] South Mid South Territory OK, AR, LA, MS Lindi Jobe (814) 591-2293 [email protected] South North Texas Territory N. TX Brian Barowsky 248.455.1797 [email protected]

South South Texas Territory So TX Terri Mergist (713) 448 1007 [email protected] West Bay Area Territory N. CA, NV Cecilia Lee 408 922 4254 [email protected] West Northwest Territory WA, OR, ID, MT Mike Crawley 425-457-9885 [email protected] West Pacific Territory SoCA (Org Co, SD) Erik Hemmi 949-856-4236 [email protected] West Pacific Territory SoCA (LA) Mariette Dimmitt 310-343-3506 [email protected]

West Rockies Territory CO, UT,NM,AZ Amanda Miller (303) 330-7274 [email protected]

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10 Cisco Confidential © 2011 Cisco and/or its affiliates. All rights reserved. 10

Why Video? Why Now?


• 2014 Enterprise Video Market $14B

• Video Drives Growth for Partners with Various Backgrounds

Former TANDBERG Only Partners that became UC partners now represent 50% of Former TANDBERG partner revenue AUC Partners that adopted TelePresence have grown faster than their peers

“Growth will stay in double-digit territory through at least 2015, thanks to demographic and communication trends favoring video” Matthias Machowinski Infonetics Research (2Q11) “Enterprise Telepresence and Video Conferencing”


US & Canada CY11 H1 Revenue Market Share

Source: Wainhouse, CY 11 Q1 and Q2 2011, Frost & Sullivan, 2010

Cisco 58%

Polycom 33%

Other 12%

Endpoints

Cisco 65%

Polycom 22%

Radvision 6%

Infrastructure Other 6%

• Cisco CY 2011 global market share 45% Endpoints, 54% Infrastructure

CY11 H1 TP Rev. Mkt Share CY11 H1 TP Rev. Mkt Share


New Economic Realities •Global Economy demands results •Share Holder Expectations •New Business Models •Business Boundaries Blurring

Social Trends Accelerating •Lifestyle Choices •New Customer Experiences •Compression of time • Green Initiative

Technology Enablers •Network Everywhere •Ease of use •Presence and Mobility


Communications Impact of face-to-face meetings

(Source: UCLA study)

• Desktop TelePresence following the same path as IM into the enterprise • 50M webcams sold by Logitech & PCs coming with built in cameras using

consumer applications (i.e. Skype & Apple iChat). • Customers are requesting integration into enterprise IP communications with

security, management (i.e. Bandwidth Mgmt, etc)


Enterprise

Mid-sized and Smaller Business

SMB Why the gap?

Perceptions… • Expensive • Complicated • Niche

Only 27% of industry sales in 2010*

* Source Frost and Sullivan


• Organizations becoming more dispersed & global

• TelePresence is lead product to drive revenue for network upgrades

• Ample revenue opportunity from multi-system deployments – usually not selling just one unit!

Multi-location organizations need systems for conference rooms in every location, multiple executive office systems, and full room systems

• TelePresence solutions are now living up to the hype: New converged IP network infrastructures make it practical Features like bandwidth management make it easier to deploy and manage across the enterprise Quality with product like HD is better than ever before

• Integral part of any “Unified Collaboration” story



• Easily add TelePresence to a regular phone call through IP

Telephony integration • Integrate with other UC applications to bring more context and

simpler usability to TelePresence, including ability to click-to-TelePresence from an IM client.

Add TelePresence to everyday

communications tools

Extend resources: • Allow managers to efficiently oversee multiple projects • Enable HR managers to resolve personnel issues thoroughly • Deliver more personalized sales presentations, leveraging

dispersed experts • Offer new services such as providing access to mortgage brokers

from a branch office that doesn’t have an on-site resource • Increase employee satisfaction by offering virtual work programs

Derive true value from desktop TelePresence


Business issues that Telepresence Addresses

• General reduction of travel time and expense Executives don’t want to travel from NY to Tokyo for a 3 hour meeting

• Corporate training / distance learning – extend resources Expert in London can deliver information to associates located worldwide

• HR activities: recruiting & interviewing, keep in contact w/ dispersed offices

• Product and R&D reviews

• High-touch meetings: board, media, analyst, investor

• Frequent meetings with globally dispersed locations and people


• It’s important to your customers Increase collaboration among geographically dispersed teams Reducing travel The Green Agenda Decreased Time to Decision Decreased Time to Market

• It’s an integral part of “Unified Communications” story • Moves sale from Technical (IT) to Business Decision

Makers • Additional Revenue!

TelePresence add on business


20% of what

they hear

30% of what they see

70% of what they see and hear

People Remember...


Telepresence SMB (TP SMB) Program


invest in the Cisco TelePresence® SMB Partner Program?

is it?

will it be available?

do I work with?

? ?

?

?

?


Standardization creating rapid network effect among partners, suppliers and customers

$5.5B into HD video by 2015 33% of SMBs

shifting IT investment into the cloud

Estimated that 99% of all businesses in the world are SMB


• Created for SMB-focused partners to monetize one of the fastest-growing segments of the market

• Open to all Cisco® Select Certified Partners (Small Business Specialization) and above; low investment

• Part of Cisco’s complete collaboration offering for the SMB space:

– Business Edition Series

– Cisco WebEx® for conferencing

– Cisco TelePresence® – SMB Partner Program endpoints

– Cisco TelePresence Callway as a hosted service (US and Canada ONLY)


Cisco TelePresence SMB Partner Program

Total partner investment (training and demo equipment)

• US ~$800 to $3,000** (estimated cost) • 6 total hours of training ** Net new partner investment

Product access

• Cisco TelePresence® PrecisionHD USB Camera • Cisco® IP Video Phone E20, Cisco TelePresence System EX60 or EX90 • Cisco TelePresence MX200, MX300, Profile 42-inch/ C20 • Cisco TelePresence System Quick Set C20, SX20 • No Authorized Technology Provider (ATP) product exceptions to other

Cisco TelePresence products not listed above

Hosted service offering (Optional)

• Cisco TelePresence Callway (U.S. only) hosted service works with the endpoints listed above (MX300 and SX20 availability date TBD).

Certification requirement • Select Certification (Small Business Specialization) and above

Demonstration requirements Endpoints

• 1 physical endpoint from the “product access” list above (E20 and above) • Cost: US ~$800 to $3,000 (depending on partner equipment selection)

Training requirements

All training may be fulfilled by one person • Account manager (2 hours, e-learning) • Systems engineer (2 hours, e-learning) • Field engineer (2 hours, e-learning)

6 total hours (with assessment exams)

Rewards and incentives • Opportunity Incentive Program (OIP), Teaming Incentive Program (TIP),

and Solution Incentive Program (SIP) based on theater criteria (No Value Incentive Program [VIP] or VIP-Express/)

Summary


Master

Multiscreen Immersive Solutions

Express

Personal

Video Communication Server Bridging

Multipurpose

Advanced Plus

Cisco TelePresence® System (Nonmmersive)

Cisco® Unified Communications Manager MXE 5600

Advanced

Advanced Bridging and Applications

Movi Vertical Systems

TelePresence SMB

Personal (E20, EX60, EX90, PrecisionHD USB)

Multipurpose (MX200, MX300, Profile 42/ C20)

System Component (C20 and SX20)

Existing Cisco TelePresence Video ATP Designations



MX300 MX200

*Pricing in Americas US$


EX60, EX90


Transforms a flat panel display into a 1080p60 HD meeting space

• Best value offering in the market

• Compact and flexible for your individual video needs

• Consistent and easy – part of the Cisco Total Solution


• All Cisco TelePresence® SMB Partners are required to lease or purchase demo equipment.

• The demonstration equipment is to be used for TelePresence sales demonstrations, end user training, and customer proofs of concept.

• Partner can access ATP SKUs when available. These provide up to a 70% discount.

• The TelePresence SMB Partner must be able to demonstrate an “in-country” endpoint for TelePresence video solutions.

• The partner may use the distributor for the remote end location.

E20* MX200 Quick Set C20

EX60 MX300* SX20*

EX90 Profile 42-inch w/ C20*

Please Note: Cisco STRONGLY recommends that partners include Essential Operate Service to ensure support of their demo equipment, and that they also consistently upgrade software to ensure that they are able to demonstrate the most recent capabilities that the products and solutions offer. * No ATP SKUs available at this time.

Cisco TelePresence SMB Partners must purchase ONE system, from ONE of the following categories, $25,000 yearly cap:

Personal Systems Multipurpose System

System Components


Recruitment Ongoing Support

Distributor Role

On-Boarding


Disti Contact Name Phone Email/Video Comstor Shawn Motley (800) 543-6098

x4845 [email protected]

D&H [email protected]

Ingram Micro Mike Brooks (800) 456-8000 x67191

[email protected]

KBZ Naomi Harker (846) 200-0038 [email protected] Video number as well

TMD Nadine Eiserer (817) 560-3970 ext. 494

[email protected]

Tech Data Marshall Simpson

(727) 539-7429 ext. 69162

[email protected]

Visitec Cindy Griffith (630) 762-0300 [email protected]


• Partner Central Link

(http://www.cisco.com/web/partners/sell/technology/collaboration/index.html)

• Cisco Partner Relationship Team www.cisco.com/go/prt

• Cisco TelePresence Partner Portal

• (Callway certification) www.telepresencepartners.com


Callway – Cloud Services for Telepresence


Cost - Capital investment in infrastructure and systems

- Ongoing management & maintenance costs, IT staffing

- ROI is challenging for sub 10-15 endpoint deployments

Complexity - Video and TelePresence infrastructure complexity

- IT staff video skills and capacity

- Technology interoperability: video & interco collab

Ease of Use - Integration with collaboration tools

- Intercompany security, connectivity and routing

- Room systems with scheduling and interop barriers


Infrastructure

• Call control for basic calling • Firewall traversal for intercompany • Gateways (including PSTN calling) • Mgmt suites (including directory) • Multi-conferencing units

+

PUBLIC INTERNET

Endpoints

(Hosted service)

Customer site


Endpoints

Company Site

Internet

Cisco Collaboration

Cloud

Callway Subscriptions

• Business grade Hosted Telepresence • Cisco owned & operated, 24x7 support • Standards-based interoperability • Secure, Reliable, Scalable • Unlimited video calling • Integrated data sharing • Conferencing options

Cisco Telepresence Callway


Industry leading Cisco TelePresence room-based and personal endpoints

Cisco TelePresence In-Person experience with an ROI that meets the needs of mid-sized and smaller businesses

Cisco TelePresence Callway: a subscription-based hosted service from the Cisco Collaboration Cloud


2. Callway Subscriptions Select Callway Subscription Plan

3. Value Added Services Add Additional Calling Features

* Customer provides their own bandwidth, from service provider of their choice

Standard Premium

Jabber Video MeetMe

VoIP Out

• $ 99 / Month • Unlimited video calling, directory • HD 720p: max call speed: 1.5 Mbps • 1 concurrent call

• $ 149 / Month • Unlimited video calling, directory • HD 1080p: max call speed: 4.0 Mbps • Supports Multisite calling (with

feature licensing)

• $ 49 / Month • Unlimited video calling, directory • Max call speed: 768 Kbps • 1 concurrent call

• $ 349 / Month – 6 Port MeetMe • $ 699 / Month – 12 Port MeetMe Unlimited use; Conference Codes

• $ 9 / Month • US nationwide only • Must have subscription to buy

• Integrated firewall traversal technology for a “plug-and-play” experience

• Video call any Callway subscriber as well as any standards-based endpoint (SIP, H.323, IP addresses)

• Unlimited video calling and data sharing • URI and IP-based dialing • Auto-synch directory • Business-class 24x7 support by Cisco

Key Customer Benefits

1. Any Cisco TelePresence® SMB Partner Endpoint


Callway Service*

Hosted service for plug-and-play telepresence

Qu i c k Se ts

Te lePres enc e Extens ions

Cam era

MX

Pro f i l e

EX Ser i es

Qui

ck S

et &

Pe

riphe

rals

M

ultip

urpo

se

Pers

onal

Profile 42 with C20 MX300

EX90 EX60

Jabber Video for TelePresence

(as a hosted service)

MX200 Supported endpoints • Profile 42 • MX300* • MX200 • Quick Set SX20* • C20 Quick Set • EX90 • EX60 • E20

E20

PrecisionHD USB Camera C20 SX20

* US and Canada only ** Supported on Callway

soon

http://wwwin.cisco.com/telepresence/products/td_movi.shtml�


Get Started in 3 Easy Steps

Select Your Equipment

Select a Plan

Activate Service

Call Anyone

* End customer provides broadband access from the service provider of their choice

http://oslspsp1/C3/TANDBERG E20/N20 InUse Images/TANDBERG E20 In-Use 01 Low-Res.jpg�


SIP/H.323 Interop

Standards-Based Video Systems

Enterprise or Service Provider

Cisco Collaboration

Cloud + Callway Service

Callway Subscribers

Service Provider

Cisco Business Telepresence Enterprise or SP Deployments

Enterprise

Internet

Interoperability = More People to Call


• Open to all ATP-TP and TelePresence SMB partners to sign-up now

• Expanded Market Opportunity: Sell deeper into mid end of the market Shorten the sales cycle, sell more endpoints Go back and close deals that were lost due to cost Be creative: help vertical customers discover new possibilities with TelePresence

• Partners commission is earned on subscriptions sold 30% commission on annual bookings paid directly to the partner (upfront); 10% recurring

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 46 Cisco Confidential © 2011 Cisco and/or its affiliates. All rights reserved. 46

Getting Certified to Offer Cisco Telepresence Solutions




• Contact your distributor representative. If you don’t know who that is, or you do not have one, please contact your Cisco channel representative or the Partner Relationship Team (www.cisco.com/go/prt).

• Simple process:

Watch the online trainings on Partner Education Connection (PEC).

Take the required FREE exams.

Order the required demo gear.

(Optional) Sign up as a Callway partner for Hosted Infrastructure.

http://www.cisco.com/go/prt�


• Work with Cisco directly. Visit www.telepresencepartners.com to become certified to sell Callway

• Simple 2-step process

Sign electronic

contract Authorized to sell Callway

Take Callway training +Quiz

on PEC (~4 hours)

Get set up on the Callway ordering

portal Happy Selling!

Receive (5) demo accounts and activate your endpoint. Use

dedicated endpoints for demos and try & buy

1

2

http://www.telepresencepartners.com/�


• TP SMB - Endpoint Hardware OIP, SIP, TIP No VIP or VIP Express

• Callway Subscriptions Commission (30% upfront, 10% recurring)

• Services opportunity Partner Installation Cisco ESSO (Smartnet) Partner Day 2 support/Managed Services


• TP SMB Program Contact your Distributor

• Callway Resources Public Site: http://www.callway.com/ Partner Site:

• Useful Tools

Line Quality Test: http://test.callway.com

Loopback URI: [email protected]

• Cisco Callway Support Community https://supportforums.cisco.com/community/netpro/small-business/callway Have more questions? Email us at [email protected]

Playbook, Training, Data sheets, white paper, Pricing Tool, Quoting & Ordering Guide, Case Studies, FAQs, How To Videos,…

http://telepresencepartners.com

http://www.callway.com/�

http://test.callway.com/�


https://supportforums.cisco.com/community/netpro/small-business/callway�


http://telepresencepartners.com/�


Thank you.

Documents

Quick Hit Briefing: Cisco SMB Telepresence and Callway ... · PDF fileQuick Hit Briefing: Cisco SMB Telepresence and ... Bi-weekly briefing series targeted at SMB ... Expert in London