strategic upselling with cisco
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Strategic Upselling with Cisco. Cisco Quick Hit Briefing. Brian Avery, Cisco Partner Development Manager. To join the audio portion, enter a call-back number in the Audio Conference dialog box. Alternatively, you can call into the meeting by dialing: Toll-Free: (866) 432-9903 - PowerPoint PPT PresentationTRANSCRIPT
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1Cisco Confidential 1© 2011 Cisco and/or its affiliates. All rights reserved.
Strategic Upselling with CiscoBrian Avery, Cisco Partner Development Manager
To join the audio portion, enter a call-back number in the Audio Conference dialog box.
Cisco Quick Hit Briefing
Alternatively, you can call into the meeting by dialing:
1. Toll-Free: (866) 432-9903
2. Enter Meeting ID: 206 301 695
3. Press “1” to join the conference.
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
Brian [email protected] Development ManagerPriors:
President and CEO (6 yrs)Cisco Premier Partner
Director of Sales (2 yrs)Cisco Silver Partner
Financial Analyst (7 yrs)Sprint Corporation
Agenda Introduction Quick Hit Overview Evolution of Technology, The
Power of Cisco: Design Strategic Upselling Tips
Switching Routing Wireless Security Collaboration Datacenter Resources
Don’t Lose Alone: Who Is My Cisco Rep?
Resources, Wrap-Up, Q&A
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
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: “Business Edition 6000 Deep Dive”Thursday April 11th, 9:30 EThttps://ciscosales.webex.com/ciscosales/j.php?ED=205804467&RG=1&UID=0&RT=MiMxMQ%3D%3D
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4Cisco Confidential© 2011 Cisco and/or its affiliates. All rights reserved. 4
Would You Like Fries With That?
Strategic Upselling with CiscoBrian Avery – Partner Development Manager
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
Strategic Upselling Happens Every DayCustomer walks into McDonald’s for lunch, asks for a Quarter Pounder with Cheese
Associate says “Would you like fries and a drink with that?”
“We also have a special! Two Apple Pies for $1”
Associate converts a $2 sale into an $8 sale!
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
Evolution of Technology
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
It All Started With…
And people were happy and life was good.
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
But then came along…
And people liked it and wanted more. So…
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
And now… Today’s Network
• Phone
• Phone + Computer
• Phone + Computers
• Phone + Computers + Switch
• Phone + Computers + Switch + Server
• Phone + Computers + Switch + Server + Router
• Phone + Computers + Switch + Server + Router + Firewall
• Phone + Computers + Switch + Server + Router + Firewall + Wireless
• Phone + Computers + Switch + Server + Router + Firewall + Wireless + VPN
• Phone + Computers + Switch + Server + Router + Firewall + Wireless + iPads + ?
199519961996199719981999200020012002200520062010
# of different technology products
Year
s
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
Typical Multiple Vendor Network
Switching Routing Security Wireless Voice
CiscoHPDell3ComDlinkNetGearLinksys
Cisco3ComJuniperHuwaiAdtran
CiscoWatchguardSonicwallAxisCheckpointNetGearDlinkLinksys
Cisco3ComNetGearDlinkAruba
CiscoNortelAvayaMitelSiemensShoretelSamsungPanasonicToshibaIntertelComdialNECAlcatel
Average of 5 to 7 technology products in a typical business network!
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
Results in The Frankenstein Effect!
=
Reliability challenges Inconsistent warranties Higher maintenance costs No single point of support Basic level of integration
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12Cisco Confidential© 2011 Cisco and/or its affiliates. All rights reserved. 12
The Powerof Design
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
The Power of Design
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
The Power of Design
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
The Power of Cisco: DesignCore and Datacenter
Wirelessand
Mobility
Security
Unified Communications
Collaboration and Video
Cisco is the only vendor to offer a highly integrated, consistent, scalable solution
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16Cisco Confidential© 2011 Cisco and/or its affiliates. All rights reserved. 16
StrategicUpselling
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
Switching - Upselling Opportunity“Can you get me a quote for some new network switches?”
Rec
omm
enda
tions
Que
stio
ns
Are you interested in gigabit switching?
Are you planning any phone system upgrades?
Do you have a need for wireless in your facility?
Are you subject to PCI compliance?
Are you concerned about uptime, scalability?
Power over Ethernet switching Addition of wireless controller
and APs Unified Communications
Upgrade Gigabit Ethernet, Stackability,
Redundant Power options, chassis based switch vs. rack mount
TrustSec – local network security
Why
C
isco
Catalyst is #1 switch line (72% share) Most comprehensive switch line Lifetime warranties with advance
hardware replacement Full support for IPV6, Energywise
Mor
e
www.cisco.com/go/catalyst Switching Resources for Partners Partner Helpline www.cisco.com/go/ph/ Competitive Information
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
Routing - Upselling Opportunity“Can you get me a quote for some new routers?”
Rec
omm
enda
tions
Que
stio
ns
Are you concerned about WAN performance?
Are you planning to replace your phone system in the next 18 months?
Are you planning to deploy video in the future?
Are you concerned about network security?
Are you concerned about uptime, scalability?
ISR G2 Router Upgrade Upsell to Security Bundles Upsell to Voice (SRST) Bundles Gigabit Ethernet switch modules Content Security Engine
modules for content security Medianet to optimize bandwidth
and video performance Service Ready Engine (SRE)
modules support virtual servers in routers
Why
C
isco
Cisco makes #1 router (55% share) Most advanced and broadest line Multi-service platforms support
routing, security, voice and video New SRE modules for virtualization
Mor
e
www.cisco.com/go/routing/ Routing Resources for Partners Partner Helpline www.cisco.com/go/ph/ Competitive Information
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
Wireless - Upselling Opportunity“I need to get a new access point.”
Rec
omm
enda
tions
Que
stio
ns
Do you currently run wireless and is it 802.11n?
Are your employees asking for access from mobile devices (iPads, etc)
Would you like to offer guest access?
How do you manage your wireless network today?
Are you familiar with the security risks over wireless?
Addition of wireless controller with APs
CleanAir for high interference Cisco Anyconnect for wireless
security Network Control System (NCS)
for unified management (wired, wireless, security)
802.11n access points! Power over Ethernet switching BYOD Smart Solution
Why
C
isco
Aironet is #1 wireless (51% share) Clean Air, Videostream, Clientlink,
Mesh, Controller Unified Management wireless,
security with NCS
Mor
e
www.cisco.com/go/byod/ Wireless Partner Resources Partner Helpline www.cisco.com/go/ph/ Competitive Information
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
Security - Upselling Opportunity“I need to replace my firewall.”
Rec
omm
enda
tions
Que
stio
ns
Do you have mobile or remote users?
Do you currently have a wide area network?
Are you concerned about content security and web threats?
Do you want to limit access to web content and social media?
Do you have a wireless network?
ASAs provide solid security foundation
AnyConnect clientless VPN for remote and mobile users!
VPN to enable secure site to site Scansafe – cloud based content
security and threat protection Web Security Appliance – Anti-
spam, anti-virus, web and social media controls
ISE – Identity Services Engine
Why
C
isco
Most comprehensive security solution Manage all security via one interface AnyConnect + Scansafe for mobility Best in class Web+Content Security #1 in Security (31% share)
Mor
e
No naked ASAs – Upselling Guide www.cisco.com/go/security/ Security Resources for Partners Partner Helpline www.cisco.com/go/ph/
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
Collaboration - Upselling Opportunity“I’m looking to get a new phone system.”
Que
stio
ns
Do you have employees who work part-time or full-time away from the office?
Are you interested in presence and instant messaging communication to stay in touch?
Are missed calls and voicemail tag a challenge?
Do you have groups of employees who answer calls?
Do you have multiple offices?
Cisco Unified Communications Single Number Reach,
Integrated Messaging Multisite connectivity Virtual Contact Center Redundancy, virtualization
Cisco Jabber for smartphone, desktop integration, presence and IM
WebEx and Telepresence for collaboration and video
Why
C
isco
Cisco makes the #1 phone system with 37% market share - 95% of the Fortune 500 use Cisco phones
The ONLY single vendor solution 50,000,000 phones sold to date!
Mor
e
Business Edition 6000 www.cisco.com/go/voice/ Collaboration Resources for Partners Competitive Information
Rec
omm
enda
tions
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22
Datacenter - Upselling Opportunity“Can you quote me a new server?”
Que
stio
ns
How many servers do you have or plan to deploy in the future?
Are you using or considering storage networking?
Have you thought about server virtualization?
Did you know that Cisco makes servers and is the #2 server vendor in the world?
Are you concerned about business resiliency?
Cisco Unified Computing Innovative x86 rack and blade
servers with accelerated memory and storage networking ASICs
Reduced cost of network connectivity, power, and cooling
Designed for redundancy, virtualization with EMC, NetApp, vmWare and Citrix
70 world record benchmarks, 50% of the Fortune 500
Why
C
isco
Cisco makes the #2 blade server platform in the world – in just 3 years!
Cisco is the leader in datacenter networking and UCS integrates x86 processing into this architecture
Mor
e
Cisco Unified Computing UCS Acceleration Partner Playbook UCS Resources for Partners Competitive Information
Rec
omm
enda
tions
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
Don’t Lose Alone: Who is My Cisco Rep?
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
Cisco Commercial Sales Team Coverage
Enterpris
eSelect
Mid-Market250 – 1500 employees
Geo1 – 250 employees
Mid-Market250 – 1500 employees
Named Accounts
Joint EngagementCisco-Partner
Geo1 – 250 employees
Named and non-named accounts
Partner-LedTeaming with Cisco
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
Who Is My Cisco Rep? If the tool returns, no result, it is non-named!
http://tinyurl.com/whoismyciscorep
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
Register your Deals!• 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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
OIP At - A - GlanceGoal – Provide incentives for partners that actively identify, develop, and close new business through deal registration
Program Requirements All Cisco Certified Partners
All technologies and markets
Partner Driven, Incremental Opportunities
Qualification necessary pre RFx
Qualification requires customer meeting
Approval requires BOM upload
Minimum Deal: $10,000 List product (Min 1st order $5k list)
Program Benefits Rewards partners for
bringing net new business to Cisco
Provides partner differential on approved opportunities
Streamlined OIPs for Commercial and Public Sector sub 50K list
Awarded very early on in an opportunity & valid for 6 months from qualification & eligible for renewal
Program Details Fixed Discount off List Price
on eligible products -UCS up to 65%
-Desktop Virtualization up to 62%
-Legacy Tandberg up to 58%
-Catalyst Switching up to 52%
-HW up to 50% -SMB up to 45% -SMARTnet up to 25%
Registration Valid for 6 months from qualification and eligible for renewal
One registration per opportunity
OIP may include TMP/trade-in
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
Leverage Incentives and Promotions!Examples:
• UCS New Account Breakaway
• Mid-Market Collaboration Promotion
• BYOD Smart Solution
• Try and Buy Program for Email and Web Security
• Cisco UC 9 & 3 Upgrade Offer
• For more: http://www.cisco.com/go/promotions
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
Resources, Wrap-Up, Q&A
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
Partner Centralhttp://www.cisco.com/web/partners/index.html
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
BYOD Resources• Cisco BYOD Smart Solution
The Cisco BYOD Smart Solution delivers a superior solution to the bring-your-own-device (BYOD) trend: unified policy for highly secure access, an uncompromised user experience, and simplified operations for IT. Flexible configuration options, integrated and validated by Cisco, help you to meet the needs of your customers reliably and profitably.
• Cisco BYOD Smart Solution (general resources for the BYOD Smart Solution)
• Cisco BYOD Smart Solution for Enterprise Customers (resources specific to the enterprise solution)
• Cisco BYOD Smart Solution for Midsize Customers (resources specific to the midsize solution)
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
Collaboration Resources• Smart Business Architecture for Midsize Organizations
• Helps you increase sales and profitability, and service customers with networks of 100 to 1,000 users. Use it to solve any problems with:
Accelerating the process of designing, quoting, and ordering solutionsSimplifying network deployments and freeing up senior level engineersSelling complete solutions by positioning architectures rather than point productsClearly articulating a complete solution of products, services, and your professional services
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34
VXI Resources• Cisco Desktop Virtualization Infrastructure (VXI) Smart Solution
Combining Cisco data center, network, and collaboration technologies with services and an industry-leading partner ecosystem, the Cisco VXI Smart Solution increases the business efficiency, productivity, and agility of your customers
• Cisco VXI Smart Solution (general resources for the VXI Smart Solution)
• Cisco VXI Smart Solution with Citrix (resources specific to the Citrix solution)
• Cisco VXI Smart Solution with VMware (resources specific to the VMware solution)
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
Borderless Networks ResourcesNew Marketing Materials for Upsell, Migrate and Cross-Sell Opportunities
• Is Your Network Ready for Unified Access?
• Is Your Network Ready for Next Generation Services in the Campus and Data Center?
• Is Your Data Center Secure?
• http://www.cisco.com/web/partners/sell/technology/borderless/bn_mktg_plays.html#~Plays
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38
Collaboration Expert Selling Tool• Cisco Collaboration Expert is a mobile
sales tool for Cisco partner AMs.
• Cisco Collaboration Expert contains video demonstrations of Cisco's Collaboration portfolio including solutions including:
Cisco Business EditionCisco JabberCisco WebExCisco Telepresence and many more.
• IOS - https://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?mt=8
• Android - https://play.google.com/store/apps/details?id=com.cisco.midmarket&hl=en
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39
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/
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40
Competitive Information• http://www.cisco.com/web/partners/sell/competitive/index.html
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41
Cisco Partner Marketing Central• Self-service e-
Commerce marketing engine for partners
• Campaigns
• Events
• Customized Marketing Activities
• Marketing wallet
http://www.ciscopartnermarketing.com
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 42
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
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 43
Let’s go sell something.