how to sell cisco smb products and win against the competition!
TRANSCRIPT
How to Sell Cisco SMB Products and Win Against the Competition!
Welcome to the Cisco Connect and Grow webinar Series
Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice• June 13, 2012 2pm est• Focus on: Connect• Learn the features and capabilities of our routers, switches, wireless and how
Cisco measures against the competition.
• July 11, 2012 2pm est• Focus on: Secure• Learn how to competitively position yourself in the marketplace with Cisco
SMB Security products including Cisco ASAs and secure wireless solutions
• August 8, 2012 2pm est• Focus on: Communicate• Learn how to sell Cisco video and unified communications products (SMB
TelePresence, UC320) and how adding these products to your portfolio can increase your bottomline.
Attend all 3 sessions and get entered into drawing for $200 amex gift check!
Today’s
Marty Kertman was “transferred” onto the CiscoSales Team at Kerrek’s Technologies, and he is not excited!His first month 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 will is tasked with bringing Marty up toSpeed on CISCO!
His worst nightmare continues.
How to Sell Cisco SMB Products and Win Against the Competition!
Understanding the market we sell into...
Understanding the SMB Decision Maker
How do I protect my assets?
How can we be more productive?
How can I increase my profitability?
How can I be more adaptive to changing conditions?
AND do all that with limited staff and budget?
Creating the Value…
…Architectural Positioning
But We Can Begin…Architectural positioning
Using Architectural Plays to change the conversation to demonstrate the value of our Validated Product Linkages that will dramatically increase Customer productivity
Bridge Highly Differentiated
C-Level
We Can’t Stop… Point product selling
Business problems that occur daily. Customers will continue to solve these problems with point products
CableLow Margin
Buyer
The Alternative…
Prioritize these opportunities
• M oney
• A uthority
• N eeds
• I mpending Event
• A pplications
• C ompetition
• T imeframe
1st Learn more about your
business
2nd Purchase Criteria
3rd What sets us apart
4th Timeframe
MANIAC-T
2009 Gartner Study
• 75% of business clients surveyed stated their Solution Provider could not quantify/qualify the value of the solution to their business.
• However, 85% stated they were at least 2x more likely to purchase when their Solution Provider could explain the value of the solution to their business.
Q10
Delivered by a Local Partner. Backed by Cisco.
Complete Services and Support
The Customer Perspective
SecureCisco helps secure small businesses with secure
network solutions that keep the business up and running.
Everything you need to connect your business to the world – simply, reliably, and affordably
Connect
CommunicateCollaborate by bringing your phone, email,
text, conferencing, and video together, to make you more productive
Cisco Confidential 10© 2010 Cisco and/or its affiliates. All rights reserved.
Combine Voice, Video, and DataPhones, Messaging, Online Meetings
• Communicate on any device or network• Have calls follow you• Stay local, communicate globally• Link applications to phones
Up to 100 users Price sensitive Reliable, easy to use
Small Business Support Options
Communications PlatformSimplicity, Affordability
Appliance / Server SolutionScalability, Multi-site
Up to 1000 users Advanced UC Selective deployment of networking
TAC, SMARTnet
Cost
Fu
nctio
nal
ityUnified CommunicationsCustomer requirements are the guide
Fu
nctio
nal
ity
Cost
Cisco UnifiedCommunications Manager Business Edition 6000
Cisco Smart BusinessCommunications System
UC 500
Unified CommunicationsOne portfolio – a spectrum of choices
Cisco UnifiedCommunications Manager Business Edition 3000
Cisco Unified Communications 300 Series
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
Cisco Business Edition 3000Essential UC capabilities, purpose-built for mid-sized customers
Value-priced unified communications for up to 300 users
For Customers For Partners
Supports up to 10 sites Easy to use Low TCO
Fast, easy quoting and installation to preserve profitability
Reduced training requirement
Voicemail
Soft Phone
Conferencing
Single Number Reach
Extension Mobility
Click to Call
~$100
per user
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
Cisco Business Edition 6000Enterprise UC capabilities, purpose-built for mid-sized customers
Complete unified communications for up to 1000 users
For Customers For Partners
Supports up to 50 sites Easy to use Low TCO Redundancy & Survivable Branch
Fast, easy quoting and installation to preserve profitability
Additional training requirement
Unified Messaging
Video Soft Phone
Meet Me Conference
Single Number Reach
Extension Mobility
Click to Call and IM
~$300
per user
Interoperability Price sensitivity Reliability, easy of use
Small Business Support Options
Cisco SPA IP PhonesSimplicity, Affordability
Cisco Unified IP PhonesApplications, Multimedia
Customization Advanced UC applications Multi-platform support
TAC, SMARTnet
Cost
Fu
nctio
nal
ityIP Phones for Small BusinessCustomer requirements are the guide
Fu
nctio
nal
ity
Cost (varies by phone)
Cisco UnifiedIP Phone 6900 Series
Cisco SPA300 SeriesIP Phones
Cisco SPA500 SeriesIP Phones
Cisco UnifiedIP Phone 7900 Series
IP Phones for Small BusinessOne portfolio – a spectrum of choices
Cisco UnifiedIP Phone 8900 & 9900 Series
Cisco UnifiedIP Phone 3900 Series
Unified IP Phones 7900
SeriesUnified IP
Phones 6900 Series
Cisco Unified IP Phone Portfolio
Entry Level Phone
Break Room / Office Employee
Manager / Executive / Operator
• Single line• TDM replacement• Power over Ethernet• Under $100 US
• Affordable options• Up to 12 lines• Graphical display or
paper insert options
• Wide selection for all users and areas
• 7925: Wireless IP phone
• 7937G: Conference phone
A Broad IP Phone Portfolio for All Types of Users
Unified IP Phones 3900
Series
Unified IP Phones 8900
Series
• Video calls as easy as phone calls
• 8941/8945: Built-in video camera
• 8961: Key expansion module
Office Employee / Manager /
Conference Room
Unified IP Phones 9900
Series
• Video calls as easy as phone calls
• 9971: 5.6” diagonal, VGA, backlit, anti-glare color display with full touchscreen
Executive
Cisco Webex
For You• Upsell to every voice sale• Recurring revenue streams with yearly
renewal• Can tap into existing voice base• Conversation starter for new customers
For Your Customers• Industry-leading conferencing• Productivity, efficiency, reach• Interoperable• Secure
Easy, low cost online meetings
Exchange ideas and information with anyone, anywhere, online
Applications, Desktops
Ad hoc, Scheduled
Documents
White Board
Annotation
Voice & Video
Cisco TelePresence Callway
For You
• Expand endpoint sales into new market• Recurring revenue streams• Commission on services
For Your Customers
• Industry-leading TelePresence• Easy to provision• Easy to use• Secure
Extending TelePresence to Small and Medium Business
Subscription-based service enables deployments without large CapEx outlay
Multi-purpose and personal endpoints
Plug and play
HD AudioHD Video
Cisco Small Business Support Service
• Three-year “peace-of-mind” support for most Cisco Small Business products
• Next business–day hardware replacement
• Telephone and online chat support during local business hours
• Software updates
• Access to the Cisco Small Business Support Community
Small Business Support CenterCCNA Certified technical experts focused on solving small business problems
Small Business Support CommunityWeb-based support community; increases productivity and customer
satisfaction through social networking
Small Business Support Service One Service SKU Per Device
Based on device complexity (USD list price, three-year term)
CON-SBS-SVC1$19
CON-SBS-SVC2
$69CON-SBS-SVC3
$149CON-SBS-SVC4
$499
Increases Productivity and Customer Satisfaction
Cisco Small Business Support Community
www.cisco.com/go/smallbizsupport
Web-based Support Community
Share Best Practices
Cisco, Partners, and Customers Collaborate
Over 60,000 Unique Visitors a Month
Q3
Cisco Certification Levels
Registered
Select
Premier
Silver
Gold
Top 3 Reasons Kerrek’s Became Premier
Reason #1 - Increased Profit Potential - Deliver More to Your Bottom LineAdd dollars to your bottom line with Cisco programs and promotions only for Select and above partners.
1. VIP-Express Program - 3-10% quarterly rebates on Cisco SMB products. 2. Opportunity Incentive Program (OIP) - protects pre-sales investments and
provides product discounts up to 50-65%.3. Partner Rewards Program -
Reason #2 – NFR Discount Up to 80% (50% as registered)Test drive products and get demo gear! Only Select and above partners get up to 80% discount on Not-for-Resale (NFR) products.
Reason #3 – Get Additional Support from Cisco and Ingram Micro- Ingram Micro Pre- and Post-Sales support through SMB Sales Team
- Education and Training- Marketing and Demand Generation Support- Leverage Customer Demo Facilities through Ingram Micro Solution Center- Configuration, Integration and Logistics Services
Cisco On Course
Cisco On Course Exclusively through Ingram Micro 1.800.456.8000 ext. 76799 [email protected]
JOIN US AGAIN!
• September 12, 2012 2pm est Sales Call ReadinessFocus on: Preparing for the Sales Call
