Steps To Success WIB - Cisco...Steps to Success: Then and Now S2S Then Static HTML pages No/Limited Search Capabilities Content “dated”/ no EOL process Limited support S2S Now

Partner Enablement

Offerings Workshop

© 2006 Cisco Systems, Inc. All rights reserved. Cisco PublicPresentation_ID 1

Offerings Workshop

Steps to Success (S2S)

Inquiries to: wwpe-tools-s2s

� Recognize Steps to Success benefits to accelerating partners capabilities for growth

� Understand how Steps to Success is organized

� Identify when to use in the customer engagement point

Session Objectives

At the end of this session, participants should be able to:


� Identify when to use in the customer engagement point

� Identify how to use Top Tools and Templates

� Identify when to use Leading Practices

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Public25-10-06 2

Cisco Partner Enablement

� Making Partner Enablement Work for You

� Hands-on Exercises

� Next Steps

Workshop Agenda

© 2006 Cisco Systems, Inc. All rights reserved. Cisco PublicPresentation_ID 3© 2008 Cisco Systems, Inc. All rights reserved. Cisco PublicPresentation_ID 3

Making Partner Enablement Work for YouTools within Sell, Deliver, and Support

Framework


Engagement Model

Framework

Offering Objectives

Training

� Doubled Investment for

Marketing & Selling

� Doubled Investment

Tools

� Tripled Investment for

Talent Development

� Talent Attraction

Partner Enablement Investment – Driving ProductivityAccelerating Investments in 4 Key Deliverables Areas


Investment for Dedicated Partner Training Organization

� 100+ New Training Offerings in 2007

� Partner Specific Learning Framework

Investment

� Complete Solution Launches:

− Selling Content

− Training

− Tools

Investment for Top 10 Tools

� Launched Partner Practice Builder

� Enhanced Navigator

� Enhanced Steps to Success

Attraction

� Talent Readiness

� Talent Loyalty

Doubled Investment to Enable Your Workforce

Partner EnablementAccelerating Sell, Deliver and Support Capabilities

Sales and Field Enablement� Introduction Processes

� Sales Readiness

� Design and Quote Tools

� Marketing Enablement

Support Enablement� Program

� Process

� Support Tools


� Marketing Enablement

Delivery Enablement� Methodology

and Best Practices

� Training and Lab Content

Partner Enablement Lifecycle Model

SupportDeliverSellMarketDevelop

NAVCPI

CBTool

SBACD

CEPSBR

QB/SX SA

DS


DesignXpert

Talent

PPB

PEC

QS

PH PDI

S2S

TAC

CSW

Integrated

Platform

Program

Help

Training

DS

Steps to Success: Then and Now

S2S Then

� Static HTML pages

� No/Limited Search Capabilities

� Content “dated”/ no EOL process

� Limited support

S2S Now

�Simplified single starting point

� Improved Search with enhanced meta data tagging and keyword references

�New Document Finder

�New Notification Manager


� Limited support

� Limited Partner and Channel input

� Support only for Enterprise

�New Notification Manager

�New Universal Language Selector

�Added 5 more languages (15 total)

�Added more translated content

�Added Commercial Support

�Co-sponsored for extended team support: CA Advanced Services, WW Channels, Services Channels

�Continuous Improvement Process: EOL Content, Quarterly Releases

�Alignment: Partner Enablement Initiative/Tools, Solution Launches, Validate Designs and more

Steps to Success Overview

�Business building platform providing step-by-step customer engagement model and associated resources

�Aligned with Lifecycle Services framework


�Aligned with Lifecycle Services framework

�Consistent engagement plan for sales, delivery and support of Advanced Technologies solutions

�Defines activities required in each phase of the network lifecycle for the entire engagement

�Methodology and content includes leading practices, tools and customizable templates

Steps to Success Objectives

� Steps to Success builds business capabilities, enhance existing portfolio, expand practices and accelerate profitability by giving partners access to a field-proven methodology and associated resources, and is offered as a part of Cisco’s Partner Enablement initiative.


Partner Enablement initiative.

� Steps to Success is a one-stop shop for partners wanting customer engagement models, technical project management methodologies and the associated resources to apply these processes when selling, delivering and supporting Cisco Advanced Technology solutions

Steps to Success Benefits

� Direct Access to Cisco Knowledge and Resources

� Increase Productivity

� Increase Customer Satisfaction

� Sell higher into the account and sell more hardware, software,


� Sell higher into the account and sell more hardware, software, services, and professional services

� Build individual or team capabilities (trusted advisor)

� Streamline Overall Customer Engagement

� Easy transition and management of an Advanced Technology Practice

Steps Partner users are telling us...

� 84% agreed/strongly agreed Steps to Success improved overall satisfaction with Cisco

� 82% have high/very high satisfaction with Steps to Success

� 73% Overall increase in productivity by partners using/reusing the methodology and content

� 64% found a reduction in support needed from Cisco


� 76% saw a decrease in deployment cycles

Plan-Design-Implement Phases: half the partner users are experiencing time savings of 15-34%

More partners (10%) are experiencing time savings of > 45%

“Having a proven methodology helps our business be more efficient and get things right the first time.”

Engineer, Service Provider

Steps to Success Target User� Partners worldwide

� Deploying Cisco Advance Technology solutions

– Cisco Unified Communications

– Core Network Services (Advance Routing and Switching)

– Data Center Networking

–Security solutions

–Wireless solutions


� Addressing key markets

–Enterprise

–Midmarket

–Small and Medium-sized Business (SMB)

� All Roles

–Sales teams

–Project/Support managers

–Engineers

–Practice managers

� Top Partner User Profiles

� Engineers

� Account/Sales Managers

� Project Managers

Mapping Network Lifecycle Services Framework to Phases & Roles

OperatePlan

OptimizeDesignPrepare

S2S

Network

Program S2SS2S

SupportDeliverSell


OptimizeDesign

Implement

Network Phase

Sample Roles

Sales Mgrs

Account Mgrs

Sales Engineers

Practice Mgr

Bus Dev Mgr

Design Eng

Field Eng

Project Mgr

Support Mgr

Project Mgr

Field Eng

Support Eng I, II, III Practice Mgr

Sales

Steps to Success Process Framework

Cisco LifecycleBusiness Components

and Activities

Partner-Specific Service and Sales

Components, Activities

Steps to Success+ =

Start With the Service Components from the

Services Stack

Add Sales and Service Components for Partner-Specific Service and Sales

Modify the Original Service Components from the

Services Stack

Account Planning

Account Qualification

Account Planning

Account Qualification


Proof of Concept

Business Case Development

High-Level Design Development

Business Requirements Development

Technology Strategy Development

Customer Education

Proposal Development

Proposal Delivery

Phase

Proof of Concept

Business Case Development

High-Level Design Development

Business Requirements Development

Technology Strategy Development

Customer Education

Proposal Development

Proposal Delivery

PhasePhase

Tools & Templates� Improves time-to-competency, partner profitability

� Provides richer training content by driving services repeatability

� Top Tools and Templates for customer quick wins

Unified Communications

Priority Assets

� Business requirements document

� Statement of Work templates by


Security

Wireless LAN

Route/Switch

Data Center Networking

Enterprise

Midmarket

SMB

� Statement of Work templates by phase

� Design documents

� Site survey template

� Cisco Unified Communications project plans and dial plans

� Analysis reports

� Network ready-for-use testing guides

� Cisco Unified Communications end-user training

Leading Practices for Partners

Building Operation Services Skills and Capacity

• Provides ‘how to’ across:• Strategy & Management

• Structure & Operations

• Skills & Capacity

• Process & Tools

• Compensation

• Development of 27 Leading


• Development of 27 Leading Practices documents

• Covers: • Technology Practice

• Marketing & Sales

• Services Delivery

• Support Services

� Monitoring Networks

� Building a Support Framework

� Building Support Skills and Allocation

� Using Cisco Resources for Support

� Fundamentals to Selling Cisco Services

� Accelerating Your Cisco Sales

Cisco Partner Enablement

� Making Partner Enablement Work for You

� Hands-on Exercises

� Next Steps

Train-the-Trainer Workshop Agenda

© 2006 Cisco Systems, Inc. All rights reserved. Cisco PublicPresentation_ID 18© 2008 Cisco Systems, Inc. All rights reserved. Cisco PublicPresentation_ID 18

Hands-on ExercisesUsing in Your Business Every Day

Location on Cisco.com


Scenarios and Exercises

Location on Cisco.com

cisco.com/go/stepstosuccess

Value of Final Output

Hands on ExercisesUsing in your business every day

How can Steps to Success Accelerate My Capabilities for


Accelerate My Capabilities for Growth?

(Demo)

Homepage: www.cisco.com/go/stepstosuccess


Browse S2S for methodology and content


Select Technology Solution Set


Methodology and Content Organized by Business Operations and Lifecycle Phases


Build Your Capabilities along Lifecycle


Prepare Your Customer and Engagement Team


Components control resources displayed


Component #1 Links to Top Tools & Templates and Leading Practices


Change Component for more resources


Engagement transitions into Delivery


After careful planning, start designing


Select Components for more resources


Use the plans and designs to Implement the customer solution


Hand off to Support. Sales Reengages


Build your skills by working through the components of the engagement model


Resources for Support, Sales, Practice Managers



New Features:

Market Segment Radials


-Market Segment Radials

-Universal Language Selector

-Document Finder

-Notification Manager

Supports 3 key markets for global engagements


Customize methodology and associated resources by market segment


Components customized by market segment


Associated Resources & Activities customized by market segment


Universal Language Selector Supports Worldwide Channel Partners


Language Selection Applies for Session


Spanish Project Methodology and PM Diagram


Spanish Top Tools and Templates


Defaults English + available translation


Select Chinese to see available resources


Chinese Project Methodology and PM Diagram


Chinese Top Tools and Templates


Tools Section: Search, Document Finder, and Notification Manager


Document Finder


Results Are Organized by Components


Notification Manager to get alerts on update for downloaded content


Select Content to Set Notifications


Select Show Me Files I’ve Selected to See Alerts you have set for Notification


New Search Functionalities



- Top Tools & Templates

Cisco Leading Practices


- Cisco Leading Practices

Prepare TTT: Help Customer Make Sound Business, Financial, Technology Decisions.


Plan TTT: Assess Customer Environment. Does solution meet customer requirements ?


Design TTT: Design a solution that meets your customer requirements


Implement TTT: Help you Integrate the solution for your customer


Operate TTT: Maintain healthy daily Ops


Optimize TTT: Stay connected to your customer. Review services and new offerings as a trusted advisor


Cisco Leading Practices: Try these first

� Implementing a Profitable and Repeatable Sales Framework (Cisco Leading Practice)

� Leading Practices for Project Management

� Service Delivery: Structuring and Training Your Team for Growth (Cisco Leading Practice)


for Growth (Cisco Leading Practice)

� Leading Practices for Network Monitoring

� Improving Your RMA Process with Engineering Failure Analysis

� Developing New Cisco Sales Opportunities with Optimization Services

� 21 more documents in Steps to Success


Building capabilities for growth:- Validated/Smart Designs


- Validated/Smart Designs- Requirements Documents- Scoping Documents- Plan-Design-Implement (PDI)- Operate Documents(Strategic Business Scenarios)

CVD Docs

Design Phase

� Secure Network Foundation

� Smart Business Communication System

� Unified Communications System

� Mobile Worker


� Mobile Worker

� Main/Branch Office Wireless LAN

� Enterprise Branch Security Design Guide

� IPsec VPN WAN Design Overview

� Infrastructure Protection and Security Service Integration Design for the Next Generation WAN Edge v2.0

� Secure Wireless Design Guide 1.0 (Wireless)

� Access Control Design Guide (Core Networks)

Scoping Docs

Sales:

Solution Identification:

� Account Qualification Template

� Business Requirements Questionnaire

� Technology Strategy Questionnaire

� Solution Requirements Template

� IT Customer Requirements Survey

Delivery:

� Project Plan Template

� PDI Project Plan (mpp)

� Milestone Certificate (project closeout -tracking)

Support:


� IT Customer Requirements Survey

Solution Development:

� High Level Design Template

� Business Case Template

� Statement of Work Template

� Proposal Checklist

Support:� Service Offering Matrix

� Operations Readiness Questionnaire

� Operations Recommendations Template

PDI Docs

PlanTop Tools & Templates

� Network Readiness Assessment Questionnaire

� Site Survey Questionnaire

� Operations Readiness Questionnaire

� Project Plant Template

Leading Practices

DesignTop Tools & Templates

� Detailed Design Template

� Detailed Design Workbook

� Implementation Questionnaire

Leading Practices

� Leading Practice for Design


Leading Practices

� Building and Managing a Cisco Unified Communications Practice

� Implementing a Profitable and Repeatable Services Framework

� Structuring and Training Your Team for Growth

ImplementTop Tools & Templates

� Implementation Plan Template

� Staging Plan

� Configuration Worksheet (site)

� Milestone Certificate

� Operations Recommendations Plan

Leading Practices

� Leading Practice for Project Management

Samples for Unified Communications - Enterprise

Operate Docs

Leading Practices

� Support Services: Leading Practices for Network Monitoring

� Support Services: Leading Practice for RMA Process Using Engineering Failure Analysis


Top Tools & Templates

� Operations Management (Template)

� Lessons Learned Report

� Unified Communications Operations Manger Guide

� Communications Planning Guide

Requirements Management Docs

Leading Practices

� Building and Managing a Cisco Unified Communications Practice

� Implementing a Profitable and Repeatable Services Framework

� Structuring and Training Your Team for Growth

� Building and Managing a Cisco SBCS Solution Practice

� Building and Managing a Cisco Wireless Practice


� Building and Managing a Cisco Wireless Practice

� Developing a Sales Solution Approach for Cisco’s Advanced Technologies

Top Tools & Templates and other Resources

� Business Requirements Document

� Communications Plan Template

� Communications Plan Guide

Business Scenarios & possible Content Solutions

1. Acct Mgr wants to improve deal margins

2. Project Mgr needs to control scope creep

Business Situation

Use Methodology & Leading Practices:1. ‘Implementing a Profitable & Repeatable Sales Framework’

2. ‘Service Delivery doc for [Project] Planning’

Possible S2S Solution


3. Engineer needs to managechanging business requirements

4. Engineer wants to build customer confidence

5. Practice Manage wants to build/manage a new advanced technology

6. Training manager wants to get folks up-to-speed more quickly

Planning’

3. ‘Business Requirements doc’(available by technology)

4. ‘Design templates’ available by technology

5. Use the step-by-step methodology

6. Use PPDIOO phases of the methodology

More Business Scenarios & possible Solutions

1. Project Mgr wants to prevent critical misses from cutting into profits

2. Project Mgr needs to repair brokendown communications

Business Situation

Use Methodology & Leading Practices:1. ‘Network Readiness Assessment Questionnaire’

Possible S2S Solution


down communications

3. Practice Manager wants to keepSE’s “billable”

4. Design Engineer guides customerson project impact to end users

5. PM Tools for Networks

6. Team building & skills development

2. ‘Communications Planning Guide’

3. ‘Technology Strategy Questionnaire’

4. ‘Communications Planning Guide’

5. Use the Leading Practice for PM

6. Structure and Training Your Team for Growth


Learning Style: I’m tactical, I like to jump right in and find what I


to jump right in and find what I need …Help me just do it.

(User Business Scenarios)

Account Managers/PreSales SEs: Qualify Account


Project Managers: Plan Project


Engineer: Design a Detailed Solution


Engineer: Create Detailed Implementation Plan


Support Manager: Ensure Network Efficiency


Sales/Practice Manager: Review Services, New Offerings for Quarterly Business Reviews


Next StepsLong term integration into your business

After the workshop


Support and training

Roadmap and feedback

After the Workshop

� Think about the deliverables you have to do for your customer this quarter?

� Apply 1 or 2 of the Top Tools and Templates discussed in this workshop to your existing routine this week.

See slides 58-63 for examples


See slides 58-63 for examples

� Grow your capabilities and try something new from our methodology and resources

Suggest Milestone Certificate or Quarterly Business Review

� Longer Term: Review 1 or 2 Leading Practices each quarter

Suggest Leading Practice for Planning or Design

Support and Training Resources

� Visit often, Steps to Success is on a quarterly release schedule for updates

� Updates are communicated on the Welcome Page under “Announcements” and in Steps to Success under “What’s New”


New”

� Publish our Updates to the Channel Partner Intelligence and the Cisco At Your Services newsletters quarterly.

� To open a Support Case, click the “Support” link

� To ask a question, give us feedback or request help, Click on the “Feedback” link

� Download the Business Scenario Podcasts

Roadmap and Feedback

Next Release

S2S v2.1 =

Feb

Delivered Identified Ideas

•Midmarket and SMB Support

•CNS and DCN

• Streamline Navigation

• Improved Search

•Collaboration Features (ala Netpro/Wiki)

• #1

• #2

• #3


•More Languages

•More Current Updates

•Top Tools and Templates

•Leading Practices

•More Robust Language Support

• Filter by Market Segment and Languages

• Notification Manager

• Document Browser

•Download Manager

•Notification Manager part 2

•Pilot Translated Content

•More Languages

• #3

Committed (Not Yet) Committed Not Yet Committed

KM1

Slide 83

KM1 Regarding ideas - I would rather not share as we then tend to get committed to them. Instead, I would like to solocit "ideas" and feedback from the partner please. S2S has alwasy been very responsive to feedback and this would allow us to consider partner ideas for FY09 planning.Kimberly Mar, Steps To Success, 1/10/2008

In Summary

� Partners get technical project management methodology and associated resources from Steps to Success

� Following the step-by-step customer engagement model in Steps to Success help partners to build their capabilities for growth

� Steps to Success makes it easy for partners to transition to and manage a Cisco Advance Technology practice

� Partners should always look at resources designated as Top Tools and Templates first for customer quick successes


� Partners can manage their Practices with Cisco Leading Practices Documents

Please complete evaluations! Thank you!

© 2006 Cisco Systems, Inc. All rights reserved. Cisco Public25-10-06 84

Steps to Success

Advantages• Reduced Sales Cost• Increased Productivity

Includes• Pre and Post Sales Technical Reference Material• Leading Practices and Top Tools Templates• Consistent Methodology

www.cisco.com/go/stepstosuccess

“Getting Started” flash module: www.cisco.com/E-

Learning/pa/bulk/Steps_to_Success/index.htm

Step-by-step engagement model to help grow Cisco Advanced Technology solution and service practices

SupportDeliverSell

MarketDevelop


• Consistent MethodologyTechnologies:� Unified Communications, Security, Wireless, Data Center, Core

NetworkTarget User

• Engineers, Technical Sales, Project Managers• All Specialized Partners

Supports• SMB, Midmarket and Enterprise market segments• Plus Service Provider Partners

Languages• Chinese (Simplified), Czech, English, French, Italian, German,

Japanese, Korean, Polish, Portuguese, Spanish, Russian, Turkish, Arabic

uccess/index.html



