Agenda Renewals CSPP Why Automation Auto Quote Reseller Services Portal Accelerate QampA Services Renewals Provides the opportunity to capitalize on the initial investment in time and effort made when your customer first bought a service contract ID: 149521
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Slide1
Leveraging Automation to Close Renewal Opportunities Slide2
Agenda
Renewals
CSPP
Why Automation?
Auto Quote
Reseller Services Portal
Accelerate
Q&ASlide3
Services Renewals
Provides
the opportunity to capitalize on the initial investment in time and effort made when your customer first bought a service contract
Helps secure your organization at least another year’s revenue for a far smaller
outlayCreates opportunities to open the conversation around upgrades of the service coverage, extending coverage to other equipment, or even replacing existing hardwareCustomer loyalty and stickiness with VARSlide4
Services Renewals
A Minimum of 90 to 120 Days in
Advance
Understanding the Customer’s Business NeedsExploring Opportunities to
UpsellProposing a Solution to Meet Customer Requirements, Including FinancingSlide5
Earn More for Selling Services with CSPP
Cisco Services Partner Program
Compensation
Performance Management
Eligibility
www.cisco.com/go/cspp
Slide6
Why Automation?
$25K+ Renewals
Sub-$25K Renewals
15%
$0 - $2500
40%
$2500 - $25000
45%
> $25000
What segment of your renewal portfolio
do you have the ability to touch?Slide7
Why Automation?
Cost removed from generating low end quotes
Open bandwidth to focus on larger
opportunities
Touch more opportunities =
Close
more
sales
Increase Cisco SMARTnet renewal
& attach ratesSlide8
Auto Quote
Automated monthly Renewal
opportunities
Emailed directly to your inboxLinked to your CCO ID so Auto Quote is viewable in SCC (SMS3) for renewals
Proactive, preapproved and validated Cisco QuotesRenewal Opportunity range= back 2 months & forward 3 months
Unattached Opportunity range= items not covered 30-90 days after shipment *quote created through Reseller Services PortalSlide9
Renewal Auto Quote EmailSlide10
Reseller Services Portal
Partner Facing Tool for Organizing, Tracking & Ordering Cisco Service Contracts
Use the Reseller Services Portal to View Renewal Auto Quotes & Track Closure
Improve Renewal Rate
Training Webinars AvailableSlide11
Reseller Services Portal
Website - http
://svc360.com/ingramusSlide12
Reseller Services PortalSlide13
Reseller Services PortalSlide14
Reseller Services PortalSlide15
Reseller Services Portal Webinar
Attend the Reseller Services Portal Webinar to Learn
M
ore on How to Manage your Cisco Service Opportunities Through the Reseller Services Portal
Contact your Ingram Market Account RepresentativeFor Registration DetailsSlide16
Cisco Services Accelerate Program
Review the
Selling Cisco Services Contract Renewals
learning
module in the Cisco Services Accelerate Programwww.cisco.com/go/accelerate
Addresses the process of pursuing renewals opportunities.Provides sales strategies, best practices, and objection handling.
Contains information on the available Cisco tools Resources to assist with the process of selling service contract renewals.Slide17
Cisco Services Accelerate ProgramSlide18
Cisco Services Accelerate ProgramSlide19
Cisco
Services Renewals Partner Incentives
Contest Timeframe: April 29
th –
July 26
th Every Cisco Services renewal contract you close* will earn
you an entry into the contest drawing to win one of 25 $500 AMEX gift cardsKicker: $1,000 goes to the partner that closes the
largest renewal contract Kicker: $1,000 goes to the partner that closes the most renewal contracts60% of the devices on the contract must be closed in order for the contract to be eligible
.
Win $500
!Slide20
Services
Market Account Representatives
Cisco Business
Unit
WA
OR
NV
UT
ID
WY
CA
NM
MT
CO
AZ
TX
OK
KS
NE
SD
ND
MN
IA
MO
IN
ILARLAMSTN
ALGA
FLSC NCKY WV
VAOHPAWIMI NYME
VTNHMARI CTNJ
DE MDSouth
Bernard DentMarket Account Representative800.456.8000 Ext 66465Bernard.Dent@ingrammicro.comWest Andrew Gates800.456.8000
Ext 66468andrew.gates@ingrammicro.com
NortheastShawnta Woodard800.456.8000 Ext 66457shawnta.woodard@ingrammicro.comGovEd– All U.S.
Monica Froese800.456.8000 Ext 65088Monica. Froese@ingrammicro.comCentral
James Skelton800.456.8000 Ext 66480james.skelton@ingrammicro.comSlide21
Questions?
Ingram Micro