1 linksys channel partner integration cisco and linksys – solutions for smb
TRANSCRIPT
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Linksys Channel Partner Integration
Cisco and Linksys – Solutions for SMB
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Agenda
Small Business Market Opportunity
Cisco’s Commitment to Small Business
Why Become a Cisco Registered Partner
Beyond Registered
Cisco and Linksys – Solutions for SMB
Q & A
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Importance of Small Business
Source: Median Values, World Bank; Intl Labor Org. Employment Trends; Cisco SMO
All Businesses
90%
10%
New JobsGlobally
70%
30%
Global GDP
50%
50%
GlobalWorkforce
40%
60%
Large Enterprises
SMBs
100%= 3B $54T 40M 100M
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Small Business Technology Penetration2009 Forecast
0%
10%
20%
30%
40%
50%
60%
70%
NAM WE Japan LatAm EE,MEA APAC
LAN WLAN Security Hosted Apps Storage IP PBX
Source: AMI 2007
Strong GDP Growth Forecasted;
Very Low Small Business Penetration
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Extremely diverse, different buying behaviors
Younger workforce, Web2.0 savvy, very collaborative
Typically lack IT expertise
More inclined to rely on trusted advisor
Expect IT solutions accessed quickly and easily
Need to be mobile and connected all the time
Looking for “Pay as I grow” IT services
New Customer Profile in Small Business
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Agenda
Small Business Market Opportunity
Cisco’s Commitment to Small Business
Why Become a Cisco Registered Partner
Beyond Registered
Cisco and Linksys – Solutions for SMB
Q & A
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With our partners, deliver solutions that are easy to sell, deploy and use, to help small companies leverage network centric IT to grow their businesses.
Vision
The trusted IT and communications provider to small businesses and their partners.
Strategy
Cisco Small Business
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Cisco’s Commitment to Small Business
Created new Small Business Technology Group
Created new World Wide Small BusinessSales Organization
Integrated Small Business Marketing Efforts
Created Global SMB Channels Program (Cisco, Linksys, WebEx)
Develop Small Business Service Practices
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Cisco and Linksys
SMB
Small Business5–99 Employees
Medium-Sized Business100–249 Employees
Provide Purpose Built, Easy-to-UseFull-Functionality Solutions of Premium Value
Cisco and Linksys provide a comprehensive portfolio of products and solutions for Small Business customers
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New Approach for Cisco and Our Partners
Use What Is Already Working: Leverage the industries broadestportfolio of purpose built productsfor SMB and build solution sets
Take It to the Next Level:Blend traditional Cisco, Linksys, WebEx to differentiate Cisco andour partners
Grow the Business: Enable ITaaS to create new business models and position VARs/SPs as trusted advisors, ensuring sustained profitability
Managed or Hosted Services
Data Storage
3rd Party Apps
PartnerService Portfolio
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Agenda
Small Business Market Opportunity
Cisco’s Commitment to Small Business
Why Become a Cisco Registered Partner
Beyond Registered
Cisco and Linksys – Solutions for SMB
Q & A
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Why Integrate the Linksys and Cisco Channel Programs?
Create a more comprehensive, targeted approach to the SMB market
Delivers a clear approach to the SMB market for all partners in the Cisco family
Combining resources, programs and benefits to ensure partners have everything needed to be successful in the SMB market
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Why Should I Become A Cisco Partner? Become part of the Cisco Channel
Partner Program
Expanded portfolio of Small Business products and solutions
Access to expanded set of Sales & Marketing support tools and resources
Partner level access to Cisco.com
Access to promotions and incentives*
Free training through SMB University
Take advantage of Cisco’s Small Business brand awareness & lead generation programs
* Will vary by geographic region
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Cisco Registered Partner Requirements
Step 1
Step 2
Complete the New Partner Registration Application
Step 3
Read and accept the terms and conditions
in the Indirect Channel Partner Agreement
(ICPA) & Check the ‘check box’ on the ICPA to indicate a transitioning Linksys
LPC partner
Step 4
Click toSubmit yourApplication
Obtain yourCisco.com
User ID (CCO ID)
Notification of acceptance will
be received within24 hours
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Linksys LPC Partner Transition
Transition Milestones
Aug 12, 2008
• Linksys LPC partners notified of program retirement •LPC program no longer accepting new partners
• Partners encouraged to transition to the Cisco Registered partner program
Sept 16, 2008
• Linksys LPC program is retired • Linksys LPC assets now available on Cisco’s Partner Central
• Partner transition continues
Post Sept 16, 2008
• Linksys partner transition continues
• Many Linksys LPC benefits transition to Cisco
• Formal tracking of transitioned partners and recruitment continues
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Agenda
Small Business Market Opportunity
Cisco’s Commitment to Small Business
Why Become a Cisco Registered Partner
Beyond Registered
Cisco and Linksys – Solutions for SMB
Q & A
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Beyond Registered to Certified Partner
As a Cisco Certified Partner you can…
Differentiate yourself by marketing your Cisco expertise
Access sales, training and marketing assets, programs and resources reserved only for Certified partners
Participate in partner profitability programs
Strengthen your relationship with Cisco and its sales organization
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SMB Specialization and Select Certification
Become a Cisco Certified Partner by participating in the Select Certified program; the first level of Certified Partner
SMB Specialization is required to become Select Certified
Training available in E-Learning and Instructor Led formats
Pass 2 On-Line Exams – Engineering and Account Manager
Certified partners have expanded access to resources, programs and tools
Select Certified Partners participate in the Partner Development Funds incentive program
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Agenda
Small Business Market Opportunity
Cisco’s Commitment to Small Business
Why Become a Cisco Registered Partner
Beyond Registered
Cisco and Linksys – Solutions for SMB
Q & A
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Small Business Segmentation
Simple / Very Small Business
(VSB)Enthusiasts
Small Business on the Move
TechSophisticate
1. Home business (less than 10)
2. Do it yourself3. Price and
convenience
1. Small Business within minimal expansion
2. Limited IT internal support
3. Tactical buyers4. No futures
1. Expanding businesses
2. Limited IT internal support
3. Interested in scale and solutions
4. Price still drives decisions
1. IT and networking critical to business operations
2. Internal IT support3. Thinks long term
and brand is important
1. Retail2. Ecommerce3. Service Provider4. DMR5. Dealers / VARs
1. DMR2. Dealers / VARS3. Service Provider
1. DMR2. Dealers / VARS3. Service Provider
1. DMR2. VARs3. Service Provider
1. Simple install and management
2. Subset of products
3. Consumer-like documentation and packaging
4. Simple UI
1. Broad suite of products
2. Individually managed via web interface and standard SNMP tools
3. Business level UI
1. Price is key, but so is security, scale and trade-up
2. Subset for more advanced networks
3. Bundled solutions4. Increased
manageability
1. Performance, support, and advanced technologies key
2. Buys systems3. Vendor reputation
critical4. Demand for
higher touch model
Att
rib
ute
sR
ou
tes
Pro
du
ct
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Size of Business is Secondary Consideration
Context CoreNetwork’s importance to business
Context CoreNeed for engineering support
Product Scalability, CustomizationProprietary Solutions, Management
Op
po
rtu
nit
y
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Cisco SMB Solutions
(Small & Medium Business)
Linksys by Cisco
Business Series (Small Business)
Network Importance
Buying Motivation
Strategic to business
Long term focus
Price-budget minded
Tactical – convenient
Product
Customizable and scalable
System Solutions
Systems Management
Fixed function and configuration
Bundled 3rd party applications
Individual Product Config
Invest / Protect
Small & Medium business features w/scalability
Cisco Proprietary Content
Replace existing unit or buy additional
Trade-up to Cisco product offering
SupportEngineering and TAC support – with
enhancements/upgrades
RMA with general tech support
Software update with bug-fixes
Network is not core to the businessNetwork is core
to the businessDefined by Customer
Buying Motivation
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In Summary
Cisco is committed to the Small Business customer and our partners that serve them
Combining the key Small Business assets from the Cisco family channel partner programs will create a more comprehensive, targeted approach to the Small Business market
Cisco will continue to develop products and solutions designed specifically for the Small Business customer
Together, Cisco and our partners will deliver IT solutions to the Small Business customer that will drive customer satisfaction and growth
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For More Information
Visit www.cisco.com/go/linksyspartner and review:
Partner Frequently Asked Questions
Linksys Partner Transition Guide
Step-By-Step Guide to Become a Registered Partner
Registered Partner Jump Start Guide
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