Cisco Quick Hit Briefing Cisco Customer Intelligence Systems – Contact Center Update
Cisco Quick Hit Briefing Who’s On First? – Partner Resources Update
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Transcript of Cisco Quick Hit Briefing Who’s On First? – Partner Resources Update
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Cisco Quick Hit BriefingWho’s On First? – Partner Resources Update Brian Avery
Partner Development Manager – Cisco Systems
November 15, 2012
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Brian [email protected]
Partner Development ManagerPriors:
President and CEOCisco Premier Partner
Director of SalesCisco Silver Partner
Financial AnalystSprint Corporation
Agenda Introduction Cisco Priorities Cisco Programs Cisco Promotions Cisco Capital Promotions Q&A
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What Is a Quick Hit Briefing?• A weekly partner briefing series
designed for Cisco Commercial Territory partners
• Concise, relevant updates on:Cisco products and solutionsPartner programs and promotionsPartner Enablement – Demand Generation, Selling Skills, Closing Tools, etc.
• Next Quick Hit Briefing: Demand Generation Ideas and ExecutionThursday Nov 29th, 9:30 EThttps://ciscosales.webex.com/ciscosales/j.php?ED=205794062&RG=1&UID=0&RT=MiMxMQ%3D%3D
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Mobility
Security
Any - Any
Key Drivers of the Future of the NetworkThat Strategically Leverage the Power of the Network
Leadership in the Core… Routing / Switching / Services
Collaboration
Data Center / Virtualization / Cloud
Architectures for Business Transformation
Video
Cisco Priorities
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Cisco Resources - People
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Manage Partner Relationships
Premier and above
• PAM – Partner AM
• VPAM – Virtual Partner AM
Deals, Opportunities, Pipeline
• MM-TAM
• GEO-TAM
• VSAM
• Select AM
• Enterprise AM
• SLED AM
Marketing, Demand Generation, Enablement
• PLBM (That’s me)
• TMM
Who’s On First?Partner Account
ManagerSales Account
ManagerPartner-Led
Business Manager
Partner Relationship Categories• Partner Relationship Categories:
Cisco Registered PartnerCisco Registered Partners enjoy access to a wide variety of Cisco channel partner tools and are eligible to apply for Cisco certifications and specializations. > Read More
Cisco Specialized PartnerCisco Specialized Partners have mastered a structured training regimen and proven their acumen in an assessment process and can go on to qualify as a Cisco Certified Partner. > Read More
Cisco Certified PartnerCertified Partners must achieve one or more technology specializations, surpass customer satisfaction standards, and provide presales and post-sales support capabilities. > Read More
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Cisco Partner Relationship Levels
Gold
Silver
Premier
Select
Registered
Certified Partners
Certified Partner Benefits• Increased Profitability• Deal Registration• Marketing Support• Partner Support• Product access
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Americas Partner OrganizationWhat They Do - Partner Relationship ManagementPrograms, Certifications, Specializations, Training, Business Reviews, Goal Setting – help you succeed with Cisco!
• Gold, Silver - PAM – Partner Account ManagerIn-territory. Mostly cover Silver, Gold partners, some Premier – coordinate territory partner activities. PAM Locator
• Premier - VPAM - Virtual Partner Account ManagerVirtual – located in RTP-Raleigh. All Premier partners have a dedicated VPAM. PAM Locator
• Select – Regional Partner Account ManagerEmail this alias to connect - [email protected]
• Distribution Account TeamsRegistered partners have dedicated teams at our distribution partners - Distributor Locator
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Cisco Sales Team Coverage
Enterprise
SLED/FED
Select
Mid-Market250 – 1000 employees
Geo1 – 250 employees
Mid-Market250 – 1000 employees
Named Accounts
Joint EngagementCisco-Partner
Geo1 – 250 employees
Named and non-named accounts
Partner-LedTeaming with Cisco
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Commercial Sales Organization
• GTAM – Geo-based territory AM Sub-250 employee accounts and non-named accounts
• MMTAM – Mid-market territory AMMid-market named accounts ( +/- 250 – 1,000 employee accounts)
• Select AM – Select account managerSelect set of sub-enterprise major accounts (+1,000 employee accounts
• VSAM – virtual sales AM – inside sales support to GTAM, MMTAM, Select AM
• SLED AM, Federal AM, Enterprise AM
What They Do – Opportunity and Account ManagementAccount Management, Opportunity Management, Demos, Pricing, Quoting, Closing Pipeline Management – help you win deals with Cisco!
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Who Is My Cisco Rep? If the tool returns, no result, it is non-named!
http://tinyurl.com/whoismyciscorep
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What is a Partner-Led Business Manager
Responsible for:
• Sales Enablement
• Partner Enablement
• Business Development
• Demand Generation
• Develop and Enable a set of focused partners who have both the interest and capacity to grow their Cisco practice in the Commercial space
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Distribution Teams• Cisco Authorized Distributors
D&H, www.dandh.com
(800) 877-1200 Opt 4,x6630
Ingram Micro, www.ingrammicro.com(800) 445-5066 x24041
Scansource, www.scansource.com
(800) 944-2432
Tech Data, www.techdata.com
(800) 237-8931 x77776
Comstor www.comstor.com
(877) 937-8737 x51131Avnet, KBZ, Visitec, TelcoBuy
• For more information, visit the Cisco Distributor Locator
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Partner Helpline• To get help with developing an appropriate BOM of SKU's the Partner
Helpline (PH) will help with putting together SKU lists on just about any topology.
• Call 1800 GO CISCO and ask the receptionist for Partner Helpline (PH).
• http://www.cisco.com/go/ph
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Partner Relationship Team• For partner relationship help, contact the Partner Relationship Team:
www.cisco.com/go/prt/
• To Call Cisco Partner Relationship Team in the US and Canada - Hours of Operation: M-F 5:00 a.m. - 6:00 p.m. PST (Supported Languages: English)
(800) 553-NETS (1-800-553-6387) or (800) GO-CISCO
• Select option 1 (to go to the traditional menu). Then
• Select Option 2 -1 to reach the Cisco Partner Relationship Team (PRT).
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Cisco Capital ContactsCisco Capital can provide you with the tools and resources to help you quickly close your deal.
• Visit www.cisco.com/go/growit/ for resources and information
• Visit the Contacts Section for local/regional Cisco Capital contacts
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Technical Assistance Center• For post-sale implementation support and for ongoing support of
customers with support contracts (SMARTnet, SmartCARE, etc)
• TAC Service Request Tool: http://tools.cisco.com/ServiceRequestTool/create/launch.do
• TAC via Phone- (800) 553 2447
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Partner Resources - Tools
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Partner Central http://www.cisco.com/web/partners/index.html
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Distributor Locator
http://tools.cisco.com/WWChannels/LOCATR/jsp/distributor_locator.jsp
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The “SELL”• Easy-to-use online
resource designed for your account managers and sales engineers.
• Created to assist you with becoming more productive, knowledgeable and competent in selling Cisco solutions
www.cisco.com/go/thesell
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Disti Compass• Easy-to-use mobile app for partners
• Developed for use with iOS and Android mobile devices
• App lets our partners see a complete calendar of distributor events, with everything from trainings to workshops, in a single view.
• iTunes: https://itunes.apple.com/us/app/cisco-disti-compass/id565287913?mt=8
• Android: https://play.google.com/store/apps/details?id=com.cisco.android.pems
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PPE/PPI• Partner Program Enrollment
Enrollment in partner programs such as VIP, Partner Plus, more…http://www.cisco.com/go/ppe/
• Partner Program IntelligenceUse to track progress and achievement of program goalshttp://www.cisco.com/go/ppi/
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Cisco Commerce Workspace• Primary e-Commerce tool for Cisco/Partner interaction
Register deals, whether or not you order directly from CiscoQuote, configure, and order products, software, and related serviceNot-for-Resale (NFR) special pricing requestshttp://www.cisco.com/go/commerceworkspace/Training: http://www.cisco.com/go/commerceworkspace-training
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Partner Education Connection• Partner Education Connection (PEC) provides training on
products, tools, and solutions to help you keep ahead of the competition as a Cisco Partner.
• Achieve and retain your organization's partnership status by following the training required for career certifications and technology specializations.
http://tools.cisco.com/pecx/login
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Partner Self-Service• Manage all your
partner information from one location to get the most from Cisco partner services.
• http://apps.cisco.com/WWChannels/GETLOG/login.do
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Cisco Capital @oncefinance• @oncefinance is an online financing application app directly
linked to automated credit scoring, enabling the submission of applications online, the management of pipeline business, and the virtual review of portfolios
• Improve your business with:Quicker credit decisionsReduced paperworkFaster sales closingRobust portfolio management tools
• http://www.cisco.com/web/ordering/ciscocapital/channel_partners/quote.html
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Competitive Information• http://www.cisco.com/web/partners/sell/competitive/index.html
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Quick Pricing Tool• Reduce Quoting Time from Days to Minutes• The Cisco Quick Pricing Tool (QPT) is designed to help you
quickly generate a bill of materials and estimate pricing for Cisco solutions addressing the needs of small to midsized customers.
Cisco Unified Communications 300 Series Smart Business Communications System Cisco Unified Communications Manager Express Cisco Unified Communications Manager Business Edition 3000 Cisco Unified Communications Manager Business Edition 5000 and 6000 Cisco Smart Business Architecture
• www.cisco.com/go/qpt/
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Service Contract Center• Cisco Service Contract Center (CSCC) allows you to manage
your Cisco services ordering, quoting and contract management activities in one location.
• Access SCC : http://tools.cisco.com/scc/
• SCC Training: http://www.cisco.com/web/services/resources/cscc/training
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dCloud: The Cisco Demo Cloud
• dCloud is a virtual demonstration service that allows you to conduct, customize, and share demonstrations anywhere, at anytime.
• Demo a wide variety of scripted Cisco solutions and products with optional endpoint equipment at tradeshows, on customer sites, in Cisco offices, or virtually.
• Demonstrations offer administrative access for complete customization of the demonstration scenarios and environment.
• www.cisco.com/go/demo/
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Cisco Central• New desktop app for partners
• Simplify Cisco’s value proposition and allow sales reps to access prospecting information
• Download it today
• http://d2gljnx36ylb6z.cloudfront.net/CiscoCentralSetUp-v1.EXE
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Cisco Partner Marketing Central• Self-service e-
Commerce marketing engine for partners
• Campaigns
• Events
• Customized Marketing Activities
• Marketing wallet
http://www.ciscopartnermarketing.com
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Collaboration Sales Expert App• Cisco Collaboration Expert is a tool designed to help
customers and Cisco channel partners understand the key business benefits and capabilities of Cisco's Collaboration Architecture.
• Cisco Collaboration Expert contains video demonstrations of Cisco's Collaboration portfolio including solutions including:
Cisco Business EditionCisco JabberCisco WebExCisco Telepresence and many more.
• https://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?mt=8
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Who Is Cisco?
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Steven Burke, CRN - http://comdexvirtual.com/comdex
Cisco named the #1 best company to partner with by CRN-USA
“These guys have done it right—great performance and great value in the channel”
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0%
20%
40%
60%
80%
100%Digital Video: IPTV
65%Cisco/SA
0%
20%
40%
60%
80%
100%Switching: Modular/Fixed
Cisco/SA72%
0%
20%
40%
60%
80%
100%
0%
20%
40%
60%
80%
100%Security
Cisco
Security
31%
0%
20%
40%
60%
80%
100%Voice
Cisco38%
0%
20%
40%
60%
80%
100%Wireless: LAN
Cisco 51%
0%
20%
40%
60%
80%
100%Storage: Area Networks
Cisco 43%
0%
20%
40%
60%
80%
100%Routing: Edge/Core/Access
Cisco 55%
100%
0%
20%
40%
60%
80%
Networked Home
Linksys 24%
0%
20%
40%
60%
80%
100%Web Conferencing
Cisco/WebEx
39%
Market Share Leadership
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John Chambers,Chairman and CEO, Cisco
Cisco’s Financial Strength
• $84B Market Cap Company
• $43B in Revenue
• $8B in Annual Profits
• $30B More Cash than Debt
• $5.8B in Research and Development
• R & D Culture Across Business Units
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Cisco – Resilient and ReinventedCompetitors have come and gone… Cisco is still here
Thank you.