collaboration breakaway plus · video, conferencing, contact center, and team ... third party...

© 2012 Cisco Systems, Inc. All rights reserved.

At-A-Glance

Collaboration Breakaway PLUSCollaboration is no longer just a vision, but a proven way for companies to increase productivity, reduce costs, and improve customer interactions. This has helped drive the total addressable market for collaboration to a US $45 billion global opportunity. Help your customers transform their organization by combining the power of voice, video and collaboration applications into a single network.

Cisco® Collaboration Breakaway PLUS is designed to help you sell Cisco collaboration solutions by providing you with the information and tools you need to identify and accelerate sales opportunities in competitive accounts and your installed base. It includes marketing campaign materials, customer assets, and an aggressive promotional offer to help you drive customer interest and close deals. It will also help you position the value of the entire Cisco collaboration portfolio for cross sell and up sell opportunities.

The Cisco collaboration portfolio encompasses four key areas, as shown in Table 1.

Table 1 - Key Technology Groupings in the Cisco Collaboration Portfolio

Portfolio Category Technology Groupings

Unified Communications Cisco Unified Communications Manager, IP phones, Cisco Cius™ tablet, Cisco Unified Communications Gateways, Cisco Unified Border Element (CUBE)

Customer Collaboration Cisco Contact Center, Cisco SocialMiner, Cisco Finesse™ client

Collaboration Applications Cisco WebEx®, Cisco Jabber®, Cisco Quad™

Telepresence (video) Cisco TelePresence endpoints and infrastructure, Cisco Show and Share, Media Analytics


Collaboration Breakaway PLUS At-A-Glance

Customer ProfilingIt is essential to begin the sales engagement process by understanding the environment your customer has in place today. Regardless of whether a customer has already invested in Cisco Unified Communications and/or Cisco TelePresence or has not yet made an investment in Cisco collaboration technology, it is important to align your sales approach to your customer’s environment and priorities. Table 2 describes how to focus a sales approach for three types of customer environments.

Table 2. Sales Objectives and Promotion Opportunities for Different Customer Environments

Customer Environment Sales Objective Solution Focus Decision Makers

Collaboration Breakaway PLUS Promotion Opportunities

Cisco Unified Communications with no Cisco TelePresence

Upgrade existing Cisco infrastructure to enable video, conferencing, contact center, and team applications; Cisco UC also enables integration with business process applications.

•Callcontrolupgradeto Cisco Unified Communications Manager (UCM) 8.6 (or prepare for Cisco UCM 9.0)

•TelePresenceendpoints

•CiscoWebExwithvideo,Cisco Jabber with video

•CiscoUnifiedWorkspaceLicensing

•Line-of-businessleadersfrom sales, marketing, human resources, product management and manufacturing

•IT(voice,video,ordesktop buyer)

•Unifiedcommunicationsmigration – baseline discount

•Voiceandvideoattachaccelerators

•CiscoUnifiedWorkspaceLicensing and applications accelerators

Cisco TelePresence with no Cisco Unified Communications or Collaboration

Expand existing video deployment and move to single platform for all team communications, including voice, video, web conferencing, and instant messaging.

•CiscoIPphones,CiscoCius, and Cisco UCM call control (Business Edition 6000 for midmarket)

•MigrationtocentralizedTelePresence call control and/or high definition end points

•Line-of-businessleadersfrom sales, human resources, operations, and customer service

•IT(voiceordesktopbuyer)

•Telepresencecallcontrolmigration / UC competitive displacement

•Voiceandvideoaccelerators


Has not invested in Cisco Unified Communications or Cisco TelePresence

Replace legacy systems that don’t support virtual teaming, and investigate how applications like video, conferencing and team spaces can improve business processes.

•PBXcompetitivedisplacement to Cisco UCM (Business Edition 6000 for midmarket)

•CiscoTelePresence

•CiscoWebExwithvideo,Cisco Jabber with video

•Line-of-businessleadersfrom sales, marketing, human resources, finance, operations, engineering, manufacturing, and customer service

•IT(voice,video,ordesktop buyer)

•Competitivedisplacement- baseline discount

•Voiceandvideoaccelerators




BuyerValuePropositionsIt’s important to align the careabouts of the various decision makers with the appropriate Cisco value proposition. Use Table 3 to help you match buyer challenges and goals to Cisco collaboration solutions, Cisco provides two Collaboration Business Objectives tools that will help you use your customer’s concerns to sell Cisco collaboration technologies.

Partner - Collaboration Business Objectives tool - Share this tool with your sales teams as they plan their sales approach. They can learn about common business objectives customers need to achieve, who to talk to, trigger questions to ask, and what products will work best.

Customer - Collaboration Business Objectives tool – Use this tool to walk business leaders through the types of benefits they can realize. To support collaboration sales efforts, invite your IT buyers to share the tool with their functional leaders.

Table 3 - Most common use cases your customers face today

Top of Mind On Radar

Buyers Buyer Concerns and Value Propositions Cisco Solutions to Lead WithEngineeringOperationsMarketingFinanceHuman ResourcesOperations/facilitiesIT

Optimize team performanceBuild trust, share information and accelerate decisions across groups, partnerships, and geographies. •Buildtrustandunderstanding•Encourageemployeeparticipation•Acceleratedecisionmaking•Unlockinnovativeideas•Reduceorcuttravelcosts

Collaboration ApplicationsTelePresence

SalesExecutivesHuman ResourcesOperations/FacilitiesMobile Specialists FinanceCustomer service

Enable mobile productivityMaximize productivity and accessibility from anywhere, using any device, to accelerate competitive advantage.•Enhanceproductivityfromanywhere•Reachmobileusers•Fosterwork/lifebalance•Attractandretainstaff

Collaboration ApplicationsUnified Communications

MarketingCustomer service ITFinance

Improve customer loyalty and satisfaction Enhance the quality and efficiency of customer interactions to create more loyal customers.•Attractnewcustomersandretainexistingones•Solveproblemsfaster•Forgestrongerrelationships•Improveagentproductivity

Customer CollaborationUnified Communications

Human ResourcesMarketingGroup ManagersExecutivesOperations/facilitiesSalesFinance

Improve organizational communicationsCommunicate effectively at all company levels to align the organization, connect people to the business, and realize tangible benefits to improve customer success and drive growth. •Acceleratebusinessprocesses•Broadenemployeeengagement•Invitepartnersandcustomerstocommunicate•Offerflexibilityandchoice

Collaboration ApplicationsTelePresence

ITOperations/facilitiesFinance

Optimize ITMaximize value by containing costs and enabling a more responsive, flexible, scalable, and cost-effective IT operation.•ReducethetotalcostofITownership•Adaptmorequicklytoorganizationalchanges•Enhancethevirtualdesktopexperience•Improveenduseraccessandexperiences,on-premiseorfromthecloud

Collaboration ApplicationsUnified CommunicationsTelePresenceHighlight that a single network for voice, video and collaboration applications helps to drastically reduce operational costs while improving security and manageability.



Americas HeadquartersCisco Systems, Inc.San Jose, CA

Asia Pacific HeadquartersCisco Systems (USA) Pte. Ltd.Singapore

Europe HeadquartersCisco Systems International BV Amsterdam, The Netherlands

Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.

Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R)

Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third party trademarks mentioned are the property of their respective owners. The use of the word partner does

not imply a partnership relationship between Cisco and any other company. (1110R)

Americas HeadquartersCisco Systems, Inc.San Jose, CA

Asia Pacific HeadquartersCisco Systems (USA) Pte. Ltd.Singapore

Europe HeadquartersCisco Systems International BV Amsterdam, The Netherlands

Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.

Key DifferentiatorsThe next breakthrough levels of business innovation and productivity will come from the ability to embrace new workplace trends. Most organizations need to evolve from being transaction oriented to being more interaction oriented, for which collaboration is a critical priority.

Table 4 - Benefits of Cisco’s Architectural Approach to Collaboration

Any to any Cisco uniquely enables people to work together naturally anywhere, on any device, with any content.

Videoeverywhere Only Cisco provides the breadth of applications and endpoints to make video available pervasively and affordably.

New collaborative workspace

The way people work together today is being driven by rapid changes in the tools that let people communicate. Cisco is a leader in converging mobile, social, visual, and virtual communications capabilities that are shaping this experience.

Cloud collaboration

When it comes to deploying collaboration, one size does not fit all. On premise, Cloud or a hybrid of both – it’s up to your customer.

The network A Cisco network integrated solution removes barriers to communications and reliably links people, devices and application in a highly secure and easy-to-manage environment.

Developing Customer Opportunities Start your customer conversations with help from the Collaboration Breakaway PLUS call guide, and then move into the focused play tools when guiding customer opportunities to those specific technology areas.

Table 5 - Partner Collaboration Campaign Tools

Collaboration Breakaway PLUS campaign Help your customers transform their organization by combining the power of voice, video and collaboration applications into a single network.

Customer Collaboration (Contact Center) Engage important influencers and decision makers in a strategic discussion about their contact center, customer care, and customer support goals and strategy.

Mid-market competitive displacement TargetopportunitiesfortransitioningTDM(analoganddigital)PBXcommunicationsystemsandkeytelephony systems (KTS) to a Cisco Unified Communications Manager Business Edition (Business Edition) solution in the sub-750-user market.

Win the Workspace focus play (collaboration applications)

Drive Cisco collaboration application sales by effectively positioning WebEx and Jabber with the software (desktop) buyer and defend your account against Microsoft.

PervasiveVideo focus play (TelePresence) Position video collaboration as a key enabler for midsized and large organizations.

Additional Sales ToolsTable 6 - Additional Collaboration Breakaway PLUS Assets

Asset Description

Playbrief Provides a detailed overview of the play, including positioning, and targeting, and opportunity development.

Competitive Battlecard Provides an overview of the collaboration market, along with points to help position Cisco against key competitors.

Call Guide Helps partners initiate and guide compelling customer conversations to develop leads into opportunities.

Partner Marketing Guide Shows partners how to use Cisco demand-generation assets to help build a collaboration lead funnel.

Book: Collaboration Imperative

Available at a discount to Cisco Partners, this is a book written for business leaders around the world and highlights why collaboration will be the business opportunity of the decade.

Collaborative Communicator Invite your customers to visit www.collaborativecommunicator.com to learn about the collaborative way to work.

collaboration breakaway plus · video, conferencing, contact center, and team ... third party...

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