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
Download Presentation The PPT/PDF document "Sales Call Readiness: Win Against the Co..." is the property of its rightful owner. Permission is granted to download and print the materials on this web site for personal, non-commercial use only, and to display it on your personal computer provided you do not modify the materials and that you retain all copyright notices contained in the materials. By downloading content from our website, you accept the terms of this agreement.
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