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Extending SMB Partner Coverage - A Social Networking Approach

Cisco SMB Partner Coverage Challenges

1. Scattered Market Geography

2. Diverse Market Opportunities

3. Stretched People Resources

Convention world and flat world

At flat world, we use blogs and social networking sites as a partner canvas for innovative business development, collaborations and a place to share our opportunities.

At convention world, people needs to work through walls of institutions to get connected and collaborate. A tremendous challenges to extend market coverage; leveraging partners resources at arm’s length.

In flat world, A partners social platform can …

As to build up partner networks

1. ConnectBuild up Partners Profile and channel mapping

Build up social network among Partners and Managers

2. Commu-nicate

Publish partner programs and product marketing programs to engage partners

Participative Technical Forums to facilitate knowledge transfer

3. ActivateChannel Telesales to Push Channel Incentives Programs

E-CRM for sales leads, Partner POS, Partner Incentive Management

4. Affiliate Establish Partner Ratings Billboard

Systematic Partner Incentive Programs to induce affiliation

Connect SMB partners to…

Build up SMB partners profile in Cisco partner social site with clear channel map tags.

… and connect between partners and …

Connecting all partners with channel managers and industrial account managers by area, by industries in social groups.

The Partner social site provides a convenient communication platform between business partners and sales teams.

PartnerManager

AccountManager

TechnicalSupport

Communicate SMB partner in “partner community”…

Web 2.0 social community networks allow people ask, answer, share information any where any time.

MicroBlog delivers timely information of concerns to partners.

Where Business Blogging and BBS Forum…

BBS forum for comprehensive and on-time technical support and discussion between groups and partners.

Business blogs for channel marketing programs, products technical presentations in community style – people knowing each other.

Activate SMB partners consistently…

High touch with outbound telesales on partner maintenances.

Direct touch SMB partners with leads supports and POS incentives.

Direct touch SMB partners with POS incentives

Sales Leads allocation

Incentives

Sales Supports.

POS Management & Rewards.

Affiliates partners with an honor ratings…

Put up transparent and comprehensive longitudinal KPIs that both Cisco and partners are proud of in the course of partnering.

… that is proud of and worth the efforts…

The higher up the partner rating, the larger sales and market opportunities available to the partner.

Valuable partners enjoy privileges Cisco systematically provides: higher program incentives, new product/market opportunities…

Putting it together…

SNS

BBS

POS

UserCMS

Partner Community

More for Less!

• No boarder• Low Cost

Efficiency