LATAM - Cisco · Specialized training (Practice Pitch Webinars) 4. ... to ensure best practices...

1© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

LATAM

WINSMB PartnerAccelerationProgram

MAY 23 2012


Sao Paulo, Brazil

Director of SalesCommercial, LATAM

Marco Sena

Sales BDMCommercial LATAMVelocity RTM

José Tarrio

Marketing Operations MgrLATAM

Aline Ribeiro

Marketing ManagerDistribution MarketingLATAM

Carla Lambertini

Sales BDMWW Partner LedVelocity

Karin Surber

St. Petersburg, FL, USA

Miami, FL, USA Buenos Aires, Argentina Carmel, IN, USA

[email protected]

[email protected]


WIN Lead Generation

WIN Program Summary

WIN Specialized Training

Launch Timeline and Next Steps

WIN Incentives and Rewards

Essential Tools for Success


Jose Tarrio, SBDM Commercial LATAM

Carla Lambertini, Marketing Manager, LATAM 2T


• Exclusive sales acceleration program for Cisco Partners targeting the SMB market segment

• WIN Partners are Cisco-nominated partners who have demonstrated previous sales success with Cisco in the SMB segment and are committed to growing with Cisco

• Program gives access to exclusive benefits in exchange for a commitment from the partners in training and sales engagement

1. Qualified leads program (SMB Powerplay)

2. Aligned sales resources (RW, FW, Partner Advisor)

3. Specialized training (Practice Pitch Webinars)

4. Incentives, Rewards, and Specialized Offers

• WIN pages are now live:

• Spanish: www.cisco.com/go/winpartner_la

• Portuguese: www.cisco.com/go/winpartner_br

http://www.cisco.com/go/winpartner_la

http://www.cisco.com/go/winpartner_la

http://www.cisco.com/go/winpartner_br


Increase

Partner

Capabilities

Drive

Incremental

Revenue

For Non-Named

Partners

Grow SMB Pure

POS revenue for

Select partners

Goal: Grow LATAM

WIN Partners by

27% incremental

Y:Y Growth

Generate customer

opportunities for

partners in Tier 3-4

areas

Improve skills sets

and success rates of

Select partners in these

areas\

Provide in-depth

training and demand

generation to partners

Provide designated

Disi Road/Floor Warrior

for improved productivity

Monitor

success metrics

to ensure best

practices

behavior and

scaling through

Distribution

Generate

revenue in Tier

3-4 territories

with little

coverage

Cisco Confidential 7

Access to Shared Sales Resources

•Cisco Road Warriors / Floor Warriors / Disti DCMs

•Accountability to WIN metrics

Complimentary Lead Generation Program

•2 qualified “A” leads per month per partner for the duration of the program

•Leads generated from Cisco non-named customer lists

•3rd party lead-generation agency provides performance and reports

WIN Specialized Training

•Based on “The Right Network” methodology

•Practice Pitch Webinars focused on developing emerging technology practices

•Monthly cadence starting May 2012 (in Spanish & Portuguese)

Sales Incentives / Rewards and Specialized Offers

•Q4: “Wish You Were Here” trip incentive

•Cisco Capital SMB Financing where available

Pilot Goal: $2.3m in Incremental Revenue


Partners who do not meet commitments will not receive additional leads under the program.

Partners must:

1. Commit to having a program owner in their organization to manage leads and coordinate with Cisco team to drive opportunities to close

2. Attend monthly webinar trainings and additional training opportunities offered by Cisco and the Distis

3. Must follow up promptly with customers to confirm appointments provided by Gorilla (within 48 hours)

4. Must quote Cisco product and services on any lead or appointment provided by Cisco.

5. Must register any opportunities on CCW as WIN opportunities for program ROI tracking purposes

Example: “WIN-Switching for Banco del Pais”


SMB Powerplay


• Collaborate between

TBMs / VPAMs / VBMs

/ Disti Disti team to

identify

knowledge/cert gaps

• WIN program

enablement

• Disti enablement

• Target 85 Select

“Non-Named”

Partners

• Premier and

Registered

Partners by

Exception

• Assign Partners to

disti based on

share

• Assign Disti RW,

FW, or DCM

• Demand Gen thru

Gorilla

• Partner and Disti

incentives for

closing deals

• Internal sales

incentives

WIN /

Power Play

Sales

CoverageEnablement

Partner

RouteMarketing


Geo White Space

WIN Partners Disti

Enablement

Incentives

Coverage

Execution

85 Nominated Select

Partners

15,000+ Customers

SMB50-499 Employees


• Gorilla is the selected vendor for Latam

• Commitment is to provide 2 “A” appointment leads per partner, per month

• Total 1,020 leads over 6 months (length of pilot)

• Using Cisco end user database, approximately 17,000 contact

• Customers that have not purchased in over 1 year

• 50 to 499 employees, IT and Business decision makers

• Model assumptions:

• 8% lead conversion rate

• 15% close rate

• Avg. $15,000 per deal

Cisco Confidential 13© 2011 Cisco and/or its affiliates. All rights reserved.

End user demand gen by Gorilla (using Cisco white space accounts)

Partners: To be introduced throughout the year

Tracking by Partner and Disti

Nominated by Cisco and Distributor

Enablement training specific to campaign

Additional events/webinars available per Distributor

Partner

Recruitment

Enablement

Marketing

Incentives

Results

Distributors to drive follow up with partners; Cisco resources (VPAM, RW, FW) to offer additional support

Lead follow up

Need-guided script focused on

cross-selling; Gorilla will let prospect’s

need determine discussion “path”

*Services & Capital also included via offers

where available

Fin

an

cin

g–

Ove

rco

me

co

st/

bu

dg

et b

arr

iers

Identify Customer

Need

Collaboration

-Collaboration Breakaway Offer

Data Center

-UCS Smart Play Bundles

Borderless Networks

-Right Network Offer (focus)


Criticality of IT

Will

ing

ne

ss to

pa

yYou should not

try to sell the

same equipment

to these different

customers


Foundational CustomerIf a prospect’s answers mostly land in

the blue band of the attributes above,

then you are dealing with a

Foundational customer

Optimized Customer If a prospect’s answers are

between the low level and the

high level, you are dealing with

an optimized customer

Accelerated CustomerIf a prospect has at least one of

the answers in the top band, you

are dealing with an accelerated

customer

• Price (less critical)

• IT Strategy/Vision

• Performance

• Support requirements

http://www.cisco.com/web/LA/partners/sell/technology/borderless/

right_network/index.html


Contact Highest Level Title found in our Database:

Determine the decision making process / hierarchy

Contact the appropriate Decision Maker/Influencer

Qualify the Prospect and gather pain points. Right Network approach: Foundational, Optimized and Accelerated customers

Schedule the initial phone appointment 15 days in advance

Partner follow up: 48 hours after sending the appointment lead sheet. Regular cadence calls to monitor lead progress

Customer feedback once meeting supposedly took place

Lead A Definition:

Potential purchase within 0-4 months. Opportunity clearly identified. Prospect

needs are explored

Budget available or potential for funding

Decision-makers and process outlined

Specific day and time. 20 days in advance according to customer’s agenda.

Not Currently working with Cisco Rep or Cisco Partner


BANT-P Qualification:

B - Budget available

A -Involvement of Director level

or above

N - One or more pains identified T - Prospect

looking to address this

pain within 0 -4 months

P – Prospect is not currently

working with a Cisco partner


Gorilla secures date and time for phone appointment (according to prospects’ agenda):

Gorilla Account Executive writes up lead qualification details

Gorilla emails lead sheet PDF to Cisco Sales team for approval. If after 24 hours there is no answer, move on by delivering lead to the partner

Once approved, send it to the partner with an outlook Calendar Invite from Gorilla’s salesforce to Prospect/Partner/Cisco Sales Team/Disti. Cadence calls are scheduled.

Gorilla confirms partner reached out the prospect after 48 hours.

Lead Sheet Example

Cisco Confidential 20© 2011 Cisco and/or its affiliates. All rights reserved.

Prospect/

Qualify

No App’t

Lead

C Lead

App’t

Lead

0-4 mo

5-12 mo

12

mo +

Lead Pass

Partner

Follow up

Has the

lead been

handled?Y N

Add to

pipeline-

Cadence

Pass to

new

partner

Appointment Lead Flow

No

Need

Need

App’t

Timeframe

Nurture

Queue

Schedule

Follow up

Call

Schedule

Follow up for

12+ mo.

Create

Opp

Sheet

Cisco DB

Y

NMatching/P

artner

Cisco

Sales

Deal

Closes –

Won/Lost

No Opp /

Confirm

Contact

Cisco

Approval

Y

NNExisting oppy

Partner does not have

needed

cert/specialization


Cisco

• Program Kickoff

• Monthly Practice Pitch Webinars

• Basic

• Architectures

• Practice development

Disti

• IDEA 2.0

• Solution Center Training

• Demo training

• Certification & Specialization


• Monthly trainings

• Delivered via WebEx in Spanish and Portuguese

• Support for WebEx scheduling and reporting from WW PL team

• Latam responsible for lining up SP/PO speakers

Date Session Duration Content Owner LATAM Speakers

3-May Program Kickoff Session #1 - Spanish 90 min. Jose Tarrio / Karin Surber Jose Tarrio / Carla Lambertini

3-May Program Kickoff Session #1 - Portuguese 90 min. Jose Tarrio / Karin Surber Marco Sena / Sandro Sabag

17-May Program Kickoff Session #2 - Spanish 90 min. Jose Tarrio / Karin Surber Jose Tarrio / Carla Lambertini

17-May Program Kickoff Session #2 - Spanish 90 min. Jose Tarrio / Karin Surber Marco Sena / Sandro Sabag

30-MayBuilding the Right Network for your Customers:Why Cisco? and SB update 90 min. Kevin DeCato, Kerstin Mueller Jorge Ardila

28-JunTablets, Smartphones, and Netbooks: Demistifying BYOD (Bring your own device) 60 min. Andy Netburn, Bert Graul TBD

2-AugSpeaking to the CORE: Developing a Profitable Routing & Switching Practice 60 min. Andy Netburn, Bert Graul TBD

30-Aug Telling the Video Story: Developing a Video Practice 60 min.Larry Choy, John Kim, Jeffrey Marusak Tavo Velazquez

27-Sep Building a Mobility Practice: The Four Pillars of Mobility 60 min. Andy Netburn, Bert Graul TBD

NOTE: At least one person from each Partner company must attend

each session, or view the recording within 2 weeks.


What is it? Internal and External Sales Incentive

Who is eligible? Cisco Distributors and WIN Partners

What’s the reward? A 4 day-3 night all-expenses paid trip to the beautiful

Ocean Coral & Turquesa Resort in the Riviera Maya,

Mexico

Partner Rules • 8 spaces for Partners. Top 2 Partners per Region

(BRA, MEX, CANSAC, MCO).

• By invitation only (WIN+)

• Partners will be set a baseline quota. Highest %

overachievement will win.

• Quota based on Pled Bookings average of 3 Quarters

plus 20%.

http://oceanhotels.net/en/hotels/ocean-coral-turquesa/presentation-hotel-mexico.php






Ramp Up

• Program Kick Off

• Gorilla 1:1 Onboarding Calls with Partner and Local Agent

• Profiling questions for lead distribution

• Green light from initial kick off from Cisco

Campaign Begins

• Lead info in SFDC

• Cisco’s Approval (TBD) 24hrs

• Once approved, send lead sheet to partner and Cisco contacts (immediately)

Follow up First Cadence Call

• Gorilla Calls partners to check if prospect was received and contacted.

• Confirm meeting date & time

Monitoring

• Partner cadence (every 2 weeks) indicates lead performance

• Contact customer 48 hours after meeting took place for feedback on partner experience

• Register both activities in SFDC

• Nurturing leads-internal follow.

Reporting

• Partner :

• Monthly lead report- with Feedback info

• Consolidate end of campaign lead report.

• Cisco / Disti:

• Monthly Lead report with feedback info (partner and customer)

• Nurturing Performance (B/C Leads Conversion and follow-up)

• SFDC lead exporting


• Determine WIN program contact for leads management

• Set aside WIN Webinar Training Dates

• Meet with local team to discuss preparedness gaps if any

• Grow with Cisco!

29© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco Confidential 29Cisco Confidential 29© 2011 Cisco and/or its affiliates. All rights reserved.

Essential Tools for Success


Close More Sales with the Right Network

Having the right network has the potential to transform your

customer's business productivity, security and access to applications

• Access the Right Network Landing Page: http://www.cisco.com/web/LA/partners/sell/technology/borderless/right_network/index.html

• Access Sales Aids, Partner Profitability Tools and Training Resources

Build a pipeline and customer loyalty with the right network

from Cisco. Make your partner practice more

profitable with Cisco solution and product rebates as well

as service and financing offers.

Tune in May 30st at 11:00 am EDT

for the First Practice Pitch

Seminar focused on The Right

Network

http://www.cisco.com/web/LA/partners/sell/technology/borderless/right_network/index.html









Register Deals, Configure and price products, software, and

related services.

Replaces Multiple Commerce Tools, including ordering Tool

Partners and Distributors can use Cisco Commerce Workspace as the single end-to-end workspace to register deals, quote, configure, price and order to transact all business rather than the multiple tools they presently use

Cuts loads of time from configuration validation process

Faster quote to order times and improved transaction quality

CCW Features:

http://www.cisco.com/web/partners/events/commerce_workspace.html


The QPT is designed to help quickly generate a bill of materials and

estimate pricing for Cisco solutions addressing the needs of small to

midsized customers

The Quick Pricing Tool is conveniently available in an online or offline mode, so you can see immediate results on the road or at a customer site.

The Bill of Materials (BOM) is built in a shopping cart format to guide you through every step of the process.

See product selections based on the typical user profile, such as Executive, Reception, Mobile User, Advanced User, and others.

A graphical image of all products is provided to further ease the selection process, allowing you to finalize a quote in minutes.

Easily Export BOM to Excel or CCW

Live Chat Support available from QPT Website

Quick Pricing Tool Features:


Step One: Register to Use the Tool

• http://www.cisco.com/web/partners/sell/enablement/quickpricingtool.html

Step Two: Receive Email from Cisco with software download

Step Three: Install software on your desktop

Step Four: View Training VODs as needed (on QPT Site listed Above)

Step Five: Begin using QPT to quickly price and configure your customer deals

Available Configuration

Options:

Cisco Unified Communications

300 Series

Smart Business Communications

System

Cisco Unified Communications Manager Express


Manager Business Edition

3000


Manager Business Edition 5000 and 6000

Cisco Smart Business

Architecture

Small

Business

Foundation

Specialization

Small

Business

Specialization

Communications

Manager

Express

Specialization

Small

Business

Specialization

Business

Edition

Specialization

http://www.cisco.com/go/QPT


•Simplified network designs

•Modular framework

•Adaptive solutions

•Replicable designs

•Trusted network deployment

•SMART Designs Overview White Paper

•SMART Designs Overview Presentation

Tired of building small

business networks from

scratch? The new

portfolio of SMART

Designs gives you an

extremely wide range of

network design solutions

that are powerful and

profitable.

Access Smart Designs:

• www.cisco.com/go/Smartdesign

http://tools.cisco.com/s2slv2/ViewDocument?docName=EXT-AS-171865

http://tools.cisco.com/s2slv2/ViewDocument?docName=EXT-AS-171863


The improved business conditions in AMERICAS has helped the SELECT Partners using SMART Designs to perform better than the non-users. In Q4FY11

– the average booking is +80% higher.


Program Details

• Fixed Discount off List Price on Eligible Products

• Hardware up to 50% off

• UCS up to 65% off

• Services up to 25% off

• One registration per opportunity

• Partners will negotiate discount with Cisco

• Authorized Distributors

• Registration valid for 6 months from qualification and eligible for renewal

Program Requirements

• All Cisco Certified Partners

• All technologies and markets

• Partner Driven, Incremental Opportunities

• Qualification necessary pre RFx

• Qualification requires customer meeting

• Approval requires Bill of Materials Upload

• Minimum Deal Size: $10,000 List Product (min 1st order $5K list)

Additional Details

• OIP may include TMP/trade-in

• Provides partner differential on approved opportunities

• Streamlined OIP’s for commercial and Public sector sub 50k list

• As of March 5th, you can check inventory on a configuration through their selected distributor

Goal: Provide Incentives for partners that actively indentify, develop, and close new business through deal registration.

OIP Registration Site: www.cisco.com/go/OIP

http://www.cisco.com/go/OIP


Follow these steps:

Step 1: Register the Deal

Partner completes OIP questionnaire in

Cisco Commerce Workspace (CCW)

Step 2: Qualify the Deal

PAM assigns and answers questions

AM answers questions and qualifies

deal

Operation team verifies partner

responses, checks CCW and qualifies

deal

Step 3: Approve the Deal

Partner uploads BOM

AM approves deal

Partner receives OIP Approval Number

Partner quotes and orders

Step by Step

Instructions:To Access „screen

by screen‟

instructions to

complete an OIP:

Click Here

If you have issues or

questions with an OIP, please

contact the PA team at www.cisco.com/go/PartnerAdvisor

http://www.cisco.com/go/ccw

http://www.cisco.com/web/partners/downloads/partner/WWChannels/oip/download/may_external_partner_program_training.pdf

http://www.cisco.com/go/PartnerAdvisor


http://www.cisco.com/web/partners/tools/index.html

Thank you.

LATAM - Cisco · Specialized training (Practice Pitch Webinars) 4. ... to ensure best practices...

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Transcript of LATAM - Cisco · Specialized training (Practice Pitch Webinars) 4. ... to ensure best practices...