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Welcome to the Cisco Connect and Grow webinar Series
Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice
• Sept 12, 2012 11 am pst• Focus on: Sales Call Readiness• Get all you need to know – when a leading Cisco Solutions Engineer and Account Manager
role- play scenarios on how to present a Cisco solution vs. a single product to your customers, as well as how to prepare product information for the sales call, anticipate objections and respond to those objections
• Oct 10, 2012 11 am pst• Focus on: The Sales Call• Gain insights directly from a Cisco Solutions Engineer and Account Manager when they role-
play a sales call with a prospective customer - and - demonstrate how to position yourself as a trusted solution provider in the conversation. You’ll learn the top 3 questions to ask the customer and how to position the sales call for follow up
• Nov 14, 2012 11 am pst• Focus on: Presenting the Solution and Closing the Sale• In this final webinar of the series, you’ll learn how to present the Cisco solution to the
customer in a live role-play scenario. Highlights include both common and unusual questions/objections from a cranky customer.
Today’s
Marty Kertman was “transferred” onto the CiscoSales Team at Kerrek’s Technologies, and he is not excited!His first quarter on the job has been challenging.He was the Sales Leader on the General Networking team, andis worried about having to focus on selling CISCO only.
Bill Dyrek is the Cisco Technology Sales Director at Kerrek’sTechnologies and is tasked with bringing Marty up toSpeed on CISCO! Marty sales are starting to grow as anticipated
How to Sell Cisco SMB Products and Win Against the Competition!
Sales Call
Who: Maloney Marina, Pete Avino
When: November 14, 2012 2:00 pmWhere: Niagara Falls, NY
What: BudgetNeedsDecision Makers
Technology Needs
• Conference Center with Multiple Meeting Rooms• Business Center • Banquet Hall
• Network Needs– (2) 48 ports switches– Wireless Access for Guest– Unified Communication– SMB WebEx TelePresence
Catalyst 2K and SB Positioning for SMB
Data Voice/Vide
SB / Mid Market / EnterpriseSB
Optimized OpEx / Scalability / Supportability
VoiceData
Cisco 100, 200, 300, 500 Series
• Purpose built for Small Business
• Optimized for deployment in small and medium size networks
• Lower CapEx
• A fundamental building block of Cisco Small Business solutions
Catalyst 2960-S
• Foundation for Borderless Access solutions
• World-class switching portfolio for any size business
• Reduced OpEx with Smart Operations & EnergyWise
• Foundation for open, flexible and feature-rich communications solutions
Optimized OpEx / Scalability / Supportability
Catalyst and SB Portfolio Positioning
SMB Catalyst
Target Market SMB SMB, Mid-market and EnterpriseTCO Lower CapEx Lower OpEx (overall network life)
Integration Seamlessly integrates with other SBTG solutions
Foundation for Borderless Networks solutions
Support Cisco SBSC Cisco TAC
FeaturesSmall Business Architecture, ease-of-use
Advanced Architectures – TrustSec, Medianet, EnergyWise, Smart Operations
Software Non Cisco IOS Software Cisco IOS Software
Orderability / Refresh Cycles
3-5 years orderability1-2 years product refreshSupport: 5 yrs after EOS
5-7 years orderability3-5 years product refreshSupport: 5 yrs after EOS
Services Cisco SMB Services Cisco SMARTnet® / SmartCare Services
Scalability Scale to a few sites Scale up to world’s largest networks
ManagementOptimized for deployment and management of small networks
Multiple enterprise-level management options: CNA, Prime LMS for large/multi-site networks with TCO emphasis
AP541N(clustering)
WAP321
WAP4410NWAP121
Wireless-N
Cisco Wireless One portfolio – a spectrum of choices
Aironet600 Series
Function, Flexibility, Scalability
Pric
e, P
erfo
rman
ce
Aironet1040/1140/
&
1260 Series
Aironet3500 & 3600
Series
Cisco Wireless Portfolio Positioning
Cisco Small Business Wireless APs Aironet Access Points
Support • Cisco SBSC • Cisco TAC
Software • Linux• Limited Cisco IP
• Cisco IOS Software• Rich Cisco IP
Services • Small Business Services • Cisco SMARTnet support and SmartCare Services
Lifecycles • Shorter lifecycles • Lifecycle management
Management• Options focused on small business
(Device-based management, Wizards, FindIT, Device Emulators)
• Multiple enterprise-level management options (CAN, Prime, Orchestrator)
Partner Programs • Custom to serve SB • Rich partner programs
Service Providers • Limited • Tier 1 and 2 Service Providers
Features • Competitive against competitors with third-party silicon and software
• Advanced Architectures:• Cisco TrustSec technology or identity• Medianet• Cisco Catalyst Smart Operations• Cisco IOS Software + CiscoWorks
Cisco Small Business Unified Communications 540 & 560 models
Product SKU Detailed DescriptionUSD List
Price
UC540W-FXO-K924 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 8 POE 10/100 ports, Integrated Wireless and 1 VIC slot. Upgradable to 32 Max Users.
$2,630
UC540W-BRI-K924 User Licenses for UC and Integrated Messaging, 2 BRI ports, 4 FXS ports, 8 POE 10/100 ports, Integrated Wireless and 1 VIC slot. Upgradable to 32 Max Users.
$2,630
UC560-FXO-K924 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 3 L2 GE Expansion ports, and 2 VIC slots. Upgradable to 138 Max Phones.
$3,650
UC560-BRI-K924 User Licenses for UC and Integrated Messaging, 2 BRI ports, 4 FXS ports, 3 L2 GE Expansion ports, 2 VIC slots. Upgradable to 138 Max Phones.
$3,650
L-UC-PRO-8U= E-Delivery license for Cisco Small Business Pro UC500 Series for 8 additional users $930
Product SKU Detailed Description USD List Price
Cisco Small Business Unified Communications• Complete Communications and Messaging• Simplified Licensing Model – Buy what you need!• Connects to CRM, etc• Grows from 24 to 138 Users
UC320 Overview
• Up to 24 users
• Up to 12 PSTN, via SPA 8800
– Up to 4 SIP accounts/trunks
– Lifeline (FXS – FXO failover)
– Local 911 even with SIP
• 2 USB, back up VM & Config
• Small business Firewall/NAT
• Support for SPA300 & SPA500 wired and wireless phones
• Support for SPA8800 Gateway for additional FXO/FXS Ports
• Support for Mediatrix ISDN Gateways
Wireless B/G/N Access Point
Wireless Voice LAN
4 FXO/Line ports (universal config)
1 FXS port for Phone/fax
Up to 1 Gb WAN Ethernet; Remote
access
4 Gb LAN ports
Music on Hold
Paging out Integrated Auto-attendant
Internal Voicemail, 12h capacity
Cisco UC320 Software Feature Summary
• 1 to 24 IP Telephones • Up to 4 SIP accounts• Up to 12 PSTN trunks (4 built-in)
- Up to two SPA8800 for FXS & FXO• Mediatrix 4400 for BRI Gateway• SIPv2 Call Control Configuration
- Key System and PBX mode- Day/Night Ring mode
• Automated Attendant (2x9 menu)- Pre-recorded Customizable
• Internal Voice Mail- Pre-recorded Customizable- Voice to email notification with audio file
• Music on Hold- Internal or external- Pre-recorded MOH file
• Business Call Control Features- Shared Line Call Appearance- Call Forwarding (All, Busy, NA)- Call Transfer - Attended and blind- Call Pickup - Selective and Group- Intercom and paging (5 groups)- Do Not Disturb- Three Party Conference Calling- Call Park and Retrieve- Extension status monitoring- Call Hunt Groups- Direct Inward Dialing
• Corporate directory• Embedded configuration utility• Syslog for SBSC• Localization for ANZ, CAN, HK, UK & US
• 2.1 add (Europe): AT, DE, E, FR, IE, IT, PT
Cisco WebEx TelePresence
WebEx TelePresence with a cloud based “HOSTED TELEPRESENCE SERVICE” Hosted and Operated by Cisco; Sold through Channel partners
Optimized for mid to low end of the market with “COMPELLING COST OF OWNERSHIP” and “BUSINESS CLASS EXPERIENCE”
Ideal for “VIDEO ENTRANTS” and small deployments looking to do more through “B2B, REMOTE WORKERS” use cases
Infrastructure
Cisco WebEx TelePresence ConceptWhat is Cisco WebEx TelePresence ?
• Call control for basic calling• Firewall traversal for intercompany• Gateways (including PSTN calling)• Mgmt suites (including directory)• Multi-conferencing units
+
PUBLICINTERNET
Endpoints
(Hosted service)
Customer site
Multitenant Hosted Infrastructure
Small and Commercial (Mid-Market) Partners• Easy to follow process with wizards
• Answer questions without engineering assistance
• See various sizing options to plan for growth
Perform quote at customer site• Use desktop application offline, synchronize online
Connect with Distributors• Ingram Micro creates a “store-front” in the tool
• Complete quotes with desired Ingram Micro
• See catalog of non-Cisco items from Ingram Micro
• Improve overall Ingram Micro relationship
Save time• Complete quote in minutes versus days
The CISCO Quick Pricing Tool
Product Focus SBCS Communications Manager Express
Cisco Unified Communications Manager Business Edition
Smart Business Architecture
Status Live Live Live Live
Primary Target Small Business Specialized
Express UC Specialized
BE Specialized Select, Premier, Silver, Gold Certified
Partner site: www.cisco.com/go/qpt
Quick Pricing Tool Modules
“Virtual - Ready for Anything” Wireless Promotion
• Objective: Grow your Cisco Wireless business by leveraging these offers to compete against other vendors to close deals
• Target: SMB and Mid-market customers
• Promotion Duration: November 15th – April 27th
• Offer 1: NEW: Access Points– Additional 5 pts Accelerator on NEW 2600 series provides a more feature-rich option for mid-
market customers with more sophisticated wireless networking needs
• Offer 2: NEW: Virtual Wireless LAN Controller (vWLC)Additional 5 Pts Accelerator on NEW Virtual Wireless Controller - cost efficient alternative to investment in hardware controller. Helps to graduate customers from autonomous networksDesigned to compete directly with hosted services of Meraki and Aerohive who have exploited the fact that often Cisco has not been priced competitively due to the cost of our controllers
• Offer 3: NEW: Lower Pricing on the 2500-Series Controllers
Q2 FY13 Small Business Promotion
• Objective: Drive mindshare and sales on Cisco Small Business products with partners who have certifications of Select and above. Provide Select certifications and above a more favorable discount structure on Small Business products.
• Target Partner: SMB Select certified and above
• Promotion Duration: October 29th, 2012 July 27th, 2013
• Offer 1: Upfront Discounts
– Up to an additional 5 points off on ALL Small business products for Select certification partners and above only.
The Ingram Micro program, in partnership with Cisco Capital, allows Ingram resellers the ability to offer end-customer an array of financial benefits:
• Dedicated relationship manager• Quick turnaround on approvals, usually within 4-24 hrs.• Assistance in managing entire process• Funding within 24 - 48 hrs of delivered solution• Financial sales training to enable you to build leasing into your
sales process• WE represent Cisco Capital – quote deal; submit for credit;
request docs; PO to reseller; deal funded
Cisco Capital and Ingram Micro
• Cisco Capital – 36 month $1 out 3% interest on Cisco Hardware, 3 Year Smartnet and up to 30% labor (valid until 7/31/13-restrictions apply)
• Ingram Leasing Contact Info: 877-877-0035 David Bishop, ext. 65284 [email protected] Tony Sindoni, ext. [email protected]
Contact info