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Sales Call Readiness: Win Against the Competition by Selling Cisco SMB Products Sales Call Readiness: Win Against the Competition by Selling Cisco SMB Products

Sales Call Readiness: Win Against the Competition by Selling Cisco SMB Products - PowerPoint Presentation

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Sales Call Readiness: Win Against the Competition by Selling Cisco SMB Products - PPT Presentation

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 a m p st ID: 730126

business cisco ports small cisco business small ports sales wireless call fxs series amp integrated fxo software solutions customer

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Slide1

Sales Call Readiness: Win Against the Competition by Selling Cisco SMB ProductsSlide2

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 pstFocus on: Sales Call ReadinessGet 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 pstFocus on: The Sales CallGain 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 upNov 14, 2012 11 am pstFocus on: Presenting the Solution and Closing the SaleIn 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’sSlide3

Marty Kertman was “transferred” onto the Cisco

Sales 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 anticipatedHow to Sell Cisco SMB Products and Win Against the Competition!Slide4

Sales

Call

Who:

Maloney Marina, Pete AvinoWhen: November 14, 2012 2:00 pmWhere: Niagara Falls, NY What: Budget Needs Decision Makers Slide5

Technology Needs

Conference Center with Multiple Meeting

RoomsBusiness Center Banquet Hall

Network Needs(2) 48 ports switchesWireless Access for GuestUnified CommunicationSMB WebEx TelePresenceSlide6

Catalyst 2K and SB Positioning for SMB

Data

Voice/Vide

SB / Mid Market / EnterpriseSBOptimized OpEx / Scalability / SupportabilityVoiceDataCisco 100, 200, 300, 500 SeriesPurpose 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 solutionsSlide7

Optimized OpEx / Scalability / Supportability

Catalyst and SB Portfolio Positioning

SMB

CatalystTarget MarketSMBSMB, 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

Features

Small 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 orderability

1-2

years product refresh

Support: 5

yrs

after EOS

5-7

years orderability

3-5 years product refresh

Support: 5

yrs

after EOS

ServicesCisco SMB ServicesCisco SMARTnet® / SmartCare ServicesScalabilityScale to a few sitesScale up to world’s largest networksManagementOptimized for deployment and management of small networksMultiple enterprise-level management options: CNA, Prime LMS for large/multi-site networks with TCO emphasisSlide8

AP541N

(clustering)

WAP321

WAP4410N

WAP121

Wireless-N

Cisco

Wireless

One portfolio – a spectrum of choices

Aironet

600 Series

Function, Flexibility, Scalability

Price, Performance

Aironet

1040/1140/

&

1260 Series

Aironet

3500 & 3600

SeriesSlide9

Cisco Wireless Portfolio Positioning

Cisco Small Business Wireless APs

Aironet Access Points

SupportCisco SBSCCisco TACSoftware

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 + CiscoWorksSlide10

Cisco Small Business

Unified Communications 540 & 560 models

Product SKU

Detailed DescriptionUSD List PriceUC540W-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-K9

24

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-K9

24

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-K9

24

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.$3,650L-UC-PRO-8U=E-Delivery license for Cisco Small Business Pro UC500 Series for 8 additional users$930Product SKUDetailed DescriptionUSD 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

UsersSlide11

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 SIP2 USB, back up VM & ConfigSmall business Firewall/NATSupport for SPA300 & SPA500 wired and wireless phonesSupport for SPA8800 Gateway for additional FXO/FXS PortsSupport for Mediatrix ISDN GatewaysWireless B/G/N Access PointWireless Voice LAN4 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 capacitySlide12

Cisco UC320

Software Feature Summary

1 to 24 IP Telephones

Up to 4 SIP accountsUp to 12 PSTN trunks (4 built-in) - Up to two SPA8800 for FXS & FXOMediatrix 4400 for BRI GatewaySIPv2 Call Control Configuration Key System and PBX mode Day/Night Ring modeAutomated Attendant (2x9 menu) Pre-recorded CustomizableInternal Voice Mail Pre-recorded Customizable Voice to email notification with audio fileMusic on Hold- Internal or external- Pre-recorded MOH fileBusiness Call Control FeaturesShared Line Call AppearanceCall Forwarding (All, Busy, NA)Call Transfer - Attended and blindCall Pickup - Selective and GroupIntercom and paging (5 groups)Do Not DisturbThree Party Conference CallingCall Park and RetrieveExtension status monitoringCall 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 Slide13

Cisco WebEx

TelePresence

WebEx

TelePresence with a cloud based “HOSTED TELEPRESENCE SERVICE” Hosted and Operated by Cisco; Sold through Channel partnersOptimized 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 casesSlide14

Infrastructure

Cisco WebEx

TelePresence

ConceptWhat is Cisco WebEx TelePresence ?Call control for basic callingFirewall traversal for intercompanyGateways (including PSTN calling)Mgmt suites (including directory)Multi-conferencing units+PUBLICINTERNET

Endpoints

(Hosted service)

Customer site

Multitenant Hosted InfrastructureSlide15

Small and Commercial (Mid-Market)

Partners

Easy to follow process with wizards

Answer questions without engineering assistanceSee various sizing options to plan for growthPerform quote at customer siteUse desktop application offline, synchronize onlineConnect with DistributorsIngram Micro creates a “store-front” in the toolComplete quotes with desired Ingram Micro See catalog of non-Cisco items from Ingram MicroImprove overall Ingram Micro relationshipSave timeComplete quote in minutes versus daysThe CISCO Quick Pricing ToolSlide16

Product Focus

SBCS

Communications Manager Express

Cisco Unified Communications Manager Business Edition Smart Business ArchitectureStatusLive

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 ModulesSlide17

Virtual - Ready for Anything”

Wireless

Promotion Objective: Grow your Cisco Wireless business by leveraging these offers to compete against other vendors to close dealsTarget: SMB and Mid-market customersPromotion Duration: November 15th – April 27thOffer 1: NEW: Access PointsAdditional 5 pts Accelerator on NEW 2600 series provides a more feature-rich option for mid-market customers with more sophisticated wireless networking needsOffer 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 controllersOffer 3: NEW: Lower Pricing on the 2500-Series ControllersSlide18

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 abovePromotion Duration: October 29th, 2012 July 27th, 2013Offer 1: Upfront Discounts Up to an additional 5 points off on ALL Small business products for Select certification partners and above only.Slide19

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 managerQuick turnaround on approvals, usually within 4-24 hrs.Assistance in managing entire processFunding within 24 - 48 hrs of delivered solutionFinancial sales training to enable you to build leasing into your sales processWE represent Cisco Capital – quote deal; submit for credit; request docs; PO to reseller; deal fundedCisco Capital and Ingram Micro Slide20

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 david.bishop@ingrammicro.com

Tony Sindoni, ext. 64031 tony.sindoni@ingrammicro.com Contact infoSlide21