SMB Products and Win Against the Competition Welcome to the Cisco Connect and Grow webinar Series Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice ID: 337525
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Slide1
How to Sell Cisco
SMB
Products and
Win Against the Competition!Slide2
Welcome to the Cisco Connect and Grow webinar Series
Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice
June 13, 2012 2pm estFocus on: ConnectLearn the features and capabilities of our routers, switches, wireless and how Cisco measures against the competition.July 11, 2012 2pm estFocus on: SecureLearn how to competitively position yourself in the marketplace with Cisco SMB Security products including Cisco ASAs and secure wireless solutionsAugust 8, 2012 2pm estFocus on: CommunicateLearn how to sell Cisco video and unified communications products (SMB TelePresence, UC320) and how adding these products to your portfolio can increase your bottomline.
Attend all 3 sessions and get entered into drawing for $200 amex gift check!
Today’sSlide3
Marty Kertman was “transferred” onto the Cisco
Sales Team at
Kerrek’s Technologies, and he is not excited!His first month 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 will is tasked with bringing Marty up toSpeed on CISCO! His worst nightmare continues.How to Sell Cisco SMB Products and Win Against the Competition!Slide4
Understanding the market we sell into...
Understanding the
SMB
Decision MakerHow do I protect my assets? How can we be more productive?How can I increase my profitability?How can I be more adaptive to changing conditions?AND do all that with limited staff and budget?Slide5
Creating the Value…
…Architectural Positioning
But We Can Begin…
Architectural positioningUsing Architectural Plays to change the conversation to demonstrate the value of our Validated Product Linkages that will dramatically increase Customer productivityBridge Highly DifferentiatedC-LevelWe Can’t Stop… Point product sellingBusiness problems that occur daily. Customers will continue to solve these problems with point products
Cable
Low Margin
BuyerSlide6
The Alternative…Slide7
Prioritize these opportunities
M
oneyA uthorityN
eedsI mpending EventA pplicationsC ompetitionT imeframe 1st Learn more about your business 2nd Purchase Criteria3rd What sets us apart4th TimeframeMANIAC-TSlide8
2009 Gartner Study
75% of business clients surveyed stated their Solution Provider could not quantify/qualify the value of the solution to their business.
However, 85% stated they were
at least 2x more likely to purchase when their Solution Provider could explain the value of the solution to their business.Q10Slide9
Delivered by a Local Partner. Backed by Cisco.
Complete Services and Support
The Customer Perspective
SecureCisco helps secure small businesses with secure network solutions that keep the business up and running.Everything you need to connect your business to the world – simply, reliably, and affordablyConnect
Communicate
Collaborate by bringing your phone, email, text, conferencing, and video together,
to
make you more productiveSlide10
Communicate
Collaborate by bringing your phone, email, text, conferencing, and video together, to make you more productive
Combine Voice, Video, and Data
Phones, Messaging, Online MeetingsCommunicate on any device or networkHave calls follow youStay local, communicate globallyLink applications to phonesSlide11
Up to 100 users
Price sensitive
Reliable, easy to use
Small Business Support OptionsCommunications PlatformSimplicity, AffordabilityAppliance / Server SolutionScalability, Multi-siteUp to 1000 usersAdvanced UCSelective deployment of networkingTAC, SMARTnet
Cost
Functionality
Unified Communications
Customer requirements are the guideSlide12
Functionality
Cost
Cisco Unified
Communications Manager
Business Edition 6000
Cisco Smart Business
Communications
System
UC
500
Unified Communications
One portfolio – a spectrum of choices
Cisco Unified
Communications Manager Business Edition 3000
Cisco Unified Communications 300 SeriesSlide13
Cisco Business Edition 3000
Essential UC capabilities, purpose-built for mid-sized customers
Value-priced unified communications for up to 300 users
For CustomersFor PartnersSupports up to 10 sitesEasy to useLow TCOFast, easy quoting and installation to preserve profitabilityReduced training requirementVoicemailSoft Phone
Conferencing
Single Number Reach
Extension Mobility
Click to Call
~$100
per userSlide14
Cisco Business Edition 6000
Enterprise UC capabilities, purpose-built for mid-sized customers
Complete unified communications for up to 1000 users
For CustomersFor PartnersSupports up to 50 sitesEasy to useLow TCORedundancy & Survivable BranchFast, easy quoting and installation to preserve profitabilityAdditional training requirement
Unified Messaging
Video Soft Phone
Meet Me Conference
Single Number Reach
Extension Mobility
Click to Call and IM
~$300
per userSlide15
Interoperability
Price sensitivity
Reliability, easy of use
Small Business Support OptionsCisco SPA IP PhonesSimplicity, AffordabilityCisco Unified IP PhonesApplications, MultimediaCustomizationAdvanced UC applicationsMulti-platform supportTAC, SMARTnet
Cost
Functionality
IP Phones for Small Business
Customer requirements are the guideSlide16
Functionality
Cost (varies by phone)
Cisco Unified
IP Phone
6900 Series
Cisco SPA300 Series
IP Phones
Cisco SPA500 Series
IP Phones
Cisco Unified
IP Phone
7900 Series
IP Phones for Small Business
One portfolio – a spectrum of choices
Cisco Unified
IP Phone
8900 & 9900 Series
Cisco Unified
IP Phone
3900 SeriesSlide17
Unified IP Phones 7900 Series
Unified IP Phones 6900 Series
Cisco Unified IP Phone Portfolio
Entry Level Phone
Break Room / Office Employee
Manager / Executive / Operator
Single line
TDM
replacement
Power over Ethernet
Under $100 US
Affordable options
Up to 12 lines
Graphical display or paper insert options
Wide selection for all users and areas
7925: Wireless IP phone
7937G: Conference
phone
A Broad IP Phone Portfolio for All
T
ypes of Users
Unified IP Phones 3900 Series
Unified IP Phones 8900 Series
Video calls as easy as phone calls
8941/8945: Buil
t-in video camera
8961: Key expansion module
Office Employee / Manager / Conference Room
Unified IP Phones
9
900 Series
Video calls as easy as phone calls
9971: 5.6” diagonal, VGA, backlit, anti-glare color display with full
touchscreen
ExecutiveSlide18
Cisco
Webex
For You
Upsell to every voice saleRecurring revenue streams with yearly renewalCan tap into existing voice baseConversation starter for new customersFor Your CustomersIndustry-leading conferencingProductivity, efficiency, reachInteroperableSecureEasy, low cost online meetings Exchange ideas and information with anyone, anywhere, onlineApplications, DesktopsAd hoc, ScheduledDocumentsWhite BoardAnnotationVoice & VideoSlide19
Cisco
TelePresence
Callway
For YouExpand endpoint sales into new marketRecurring revenue streamsCommission on servicesFor Your CustomersIndustry-leading TelePresenceEasy to provisionEasy to useSecureExtending TelePresence to Small and Medium Business Subscription-based service enables deployments without large CapEx outlayMulti-purpose and personal endpointsPlug and play HD AudioHD VideoSlide20
Cisco Small Business Support Service
Three-year “peace-of-mind” support for most Cisco Small Business products
Next business–day hardware replacement
Telephone and online chat support during local business hoursSoftware updatesAccess to the Cisco Small Business Support CommunitySmall Business Support CenterCCNA Certified technical experts focused on solving small business problemsSmall Business Support CommunityWeb-based support community; increases productivity and customer satisfaction through social networkingSmall Business Support ServiceOne Service SKU Per DeviceBased on device complexity (USD list price, three-year term)CON-SBS-SVC1$19CON-SBS-SVC2$69
CON-SBS-SVC3
$149
CON-SBS-SVC4
$499Slide21
Increases
Productivity and Customer
Satisfaction
Cisco Small Business Support Communitywww.cisco.com/go/smallbizsupportWeb-based Support CommunityShare Best PracticesCisco, Partners, and Customers CollaborateOver 60,000 Unique Visitors a MonthQ3Slide22
Cisco Certification Levels
Registered
Select
PremierSilverGoldSlide23
Why Cisco Select Certification?
Productivity
Resources
Profitability Programs
Partnership
With Cisco
Differentiation
Distribution
Partners
Broad Product &
Solution Portfolio
Marketing &
Demand Gen
Service &
Support
Benefit from a comprehensive offering of products, solutions, programs, support resources and tools for you and your SMB customers.Slide24
Top 3 Reasons
Kerrek’s
Became PremierReason #1 - Increased Profit Potential - Deliver More to Your Bottom Line
Add dollars to your bottom line with Cisco programs and promotions only for Select and above partners. 1. VIP-Express Program - 3-10% quarterly rebates on Cisco SMB products. 2. Opportunity Incentive Program (OIP) - protects pre-sales investments and provides product discounts up to 50-65%. 3. Partner Rewards Program - Reason #2 – NFR Discount Up to 80% (50% as registered)Test drive products and get demo gear! Only Select and above partners get up to 80% discount on Not-for-Resale (NFR) products.Reason #3 – Get Additional Support from Cisco and Ingram Micro - Ingram Micro Pre- and Post-Sales support through SMB Sales Team- Education and Training- Marketing and Demand Generation Support- Leverage Customer Demo Facilities through Ingram Micro Solution Center- Configuration, Integration and Logistics ServicesSlide25
Cisco On Course
Cisco On
Course
Exclusively through Ingram Micro 1.800.456.8000 ext. 76799 myciscoteam@ingrammicro.com Slide26
JOIN US AGAIN!
September
12,
2012 2pm est Sales Call Readiness Focus on: Preparing for the Sales CallSlide27Slide28
QUESTIONS on the 10
Can you explain the difference between IP Telephony, Voice over IP (VoIP) and Unified Communications?
(11:15) LIVE POLL
QUESTION2) Who is your biggest competitor in selling Cisco Unified Communications? (11:25)ToshibaShoreTel *Cloud BasedAsterisk/Open SourceSlide29
QUESTIONS on the 10
3
) What is the difference between a Hosted Communications (CLOUD based) and a Premise Communications solution? (11:35) 4) How can I show value around selling a phone system? (when appropriate?)