Transcript Welcome to the Cisco Connect and Grow

Sales Call Readiness: Win Against the Competition by
Selling Cisco SMB Products
Welcome to the Cisco Connect and
Grow webinar Series
Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice
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Sept 12, 2012 11 am pst
Focus on: Sales Call Readiness
Get all you need to know – when a leading Cisco Solutions Engineer and Account
Manager role- play scenarios on how to present a Cisco solution vs. a single product
to your customers, as well as how to prepare product information for the sales call,
anticipate objections and respond to those objections
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Oct 10, 2012 11 am pst
Focus on: The Sales Call
Gain insights directly from a Cisco Solutions Engineer and Account Manager when
they role- play a sales call with a prospective customer - and - demonstrate how to
position yourself as a trusted solution provider in the conversation. You’ll learn the
top 3 questions to ask the customer and how to position the sales call for follow up
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Nov 14, 2012 11 am pst
Focus on: Presenting the Solution and Closing the Sale
In this final webinar of the series, you’ll learn how to present the Cisco solution to the
customer in a live role-play scenario. Highlights include both common and unusual
questions/objections from a cranky customer.
How to Sell Cisco SMB Products and
Win Against the Competition!
Marty Kertman was “transferred” onto the Cisco
Sales Team at Kerrek’s Technologies, and he is not excited!
His first quarter on the job has been challenging.
He was the Sales Leader on the General Networking team, and
is worried about having to focus on selling CISCO only.
Bill Dyrek is the Cisco Technology Sales Director at Kerrek’s
Technologies and is tasked with bringing Marty up to
Speed on CISCO! Marty sales are starting to grow as anticipated
Sales Call
Who:
Maloney Marina, Pete Avino
When:
Where:
November 14, 2012 2:00 pm
Niagara Falls, NY
What:
Budget
Needs
Decision Makers
Technology Needs
• Conference Center with Multiple Meeting Rooms
• Business Center
• Banquet Hall
• Network Needs
– (2) 48 ports switches
– Wireless Access for Guest
– Unified Communication
– SMB WebEx TelePresence
Catalyst 2K and SB Positioning for SMB
SB
Data
SB / Mid Market / Enterprise
Voice
Data
Cisco 100, 200, 300, 500 Series
Voice/Vide
Catalyst 2960-S
• Purpose built for Small Business
• Foundation for Borderless Access solutions
• Optimized for deployment in small and
• World-class switching portfolio for any size
medium size networks
• Lower CapEx
business
• Reduced OpEx with Smart Operations &
• A fundamental building block of Cisco
Small Business solutions
EnergyWise
• Foundation for open, flexible and feature-
rich communications solutions
Optimized OpEx / Scalability / Supportability
Catalyst and SB Portfolio Positioning
SMB
Target Market
TCO
Catalyst
Services
SMB
Lower CapEx
Seamlessly integrates
with other SBTG solutions
Cisco SBSC
Small Business Architecture,
ease-of-use
Non Cisco IOS Software
3-5 years orderability
1-2 years product refresh
Support: 5 yrs after EOS
Cisco SMB Services
SMB, Mid-market and Enterprise
Lower OpEx (overall network life)
Foundation for Borderless Networks
solutions
Cisco TAC
Advanced Architectures – TrustSec, Medianet,
EnergyWise, Smart Operations
Cisco IOS Software
5-7 years orderability
3-5 years product refresh
Support: 5 yrs after EOS
Cisco SMARTnet® / SmartCare Services
Scalability
Scale to a few sites
Scale up to world’s largest networks
Management
Optimized for deployment
and management of small
networks
Multiple enterprise-level management
options: CNA, Prime LMS for large/multi-site
networks with TCO emphasis
Integration
Support
Features
Software
Orderability /
Refresh Cycles
Optimized OpEx / Scalability / Supportability
Price, Performance
Cisco Wireless
One portfolio – a spectrum of choices
Aironet
1040/1140/
&
Aironet
600 Series
Aironet
3500 & 3600
Series
1260 Series
AP541N
(clustering)
WAP321
WAP121
WAP4410N
Wireless-N
Function, Flexibility, Scalability
Cisco Wireless Portfolio Positioning
Cisco Small Business Wireless APs
Aironet Access Points
Support
• Cisco SBSC
• Cisco TAC
Software
• Linux
• Limited Cisco IP
• Cisco IOS Software
• Rich Cisco IP
Services
• Small Business Services
Lifecycles
• Shorter lifecycles
Management
• Options focused on small business
(Device-based management, Wizards,
FindIT, Device Emulators)
• Cisco SMARTnet support and SmartCare
Services
• Lifecycle management
• Multiple enterprise-level management
options (CAN, Prime, Orchestrator)
Partner Programs
• Custom to serve SB
• Rich partner programs
Service Providers
• Limited
• Tier 1 and 2 Service Providers
• Competitive against competitors with
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Features
third-party silicon and software
Advanced Architectures:
Cisco TrustSec technology or identity
Medianet
Cisco Catalyst Smart Operations
Cisco IOS Software + CiscoWorks
Cisco Small Business
Unified Communications 540 & 560 models
Cisco Small Business Unified Communications
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Complete Communications and Messaging
Simplified Licensing Model – Buy what you need!
Connects to CRM, etc
Grows from 24 to 138 Users
USD
ListList
USD
Price
Price
Product SKU
Product
SKU
Detailed Description
Detailed
Description
UC540W-FXO-K9
24 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 8 POE 10/100 ports,
Integrated Wireless and 1 VIC slot. Upgradable to 32 Max Users.
$2,630
UC540W-BRI-K9
24 User Licenses for UC and Integrated Messaging, 2 BRI ports, 4 FXS ports, 8 POE 10/100 ports,
Integrated Wireless and 1 VIC slot. Upgradable to 32 Max Users.
$2,630
UC560-FXO-K9
24 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 3 L2 GE Expansion ports,
and 2 VIC slots. Upgradable to 138 Max Phones.
$3,650
UC560-BRI-K9
24 User Licenses for UC and Integrated Messaging, 2 BRI ports, 4 FXS ports, 3 L2 GE Expansion ports, 2
VIC slots. Upgradable to 138 Max Phones.
$3,650
L-UC-PRO-8U=
E-Delivery license for Cisco Small Business Pro UC500 Series for 8 additional users
$930
UC320 Overview
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Up to 24 users
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Up to 12 PSTN, via SPA 8800
– Up to 4 SIP accounts/trunks
– Lifeline (FXS – FXO failover)
– Local 911 even with SIP
Wireless B/G/N Access Point
Wireless Voice LAN
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2 USB, back up VM & Config
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Small business Firewall/NAT
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Support for SPA300 & SPA500 wired and
wireless phones
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Support for SPA8800 Gateway for
additional FXO/FXS Ports
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Support for Mediatrix ISDN Gateways
Internal Voicemail, 12h capacity
4 FXO/Line ports
(universal config)
Up to 1 Gb WAN
Ethernet; Remote
access
1 FXS port for
Phone/fax
Paging out
Integrated Auto-attendant
Music on Hold
4 Gb LAN ports
Cisco UC320
Software Feature Summary
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1 to 24 IP Telephones
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Up to 4 SIP accounts
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Up to 12 PSTN trunks (4 built-in)
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- Up to two SPA8800 for FXS & FXO
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Mediatrix 4400 for BRI Gateway
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SIPv2 Call Control Configuration
- Key System and PBX mode
- Day/Night Ring mode
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Automated Attendant (2x9 menu)
- Pre-recorded Customizable
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Internal Voice Mail
- Pre-recorded Customizable
- Voice to email notification with audio file
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Music on Hold
- Internal or external
- Pre-recorded MOH file
Business Call Control Features
Shared Line Call Appearance
Call Forwarding (All, Busy, NA)
Call Transfer - Attended and blind
Call Pickup - Selective and Group
Intercom and paging (5 groups)
Do Not Disturb
Three Party Conference Calling
Call Park and Retrieve
Extension status monitoring
Call Hunt Groups
Direct Inward Dialing
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Corporate directory
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Embedded configuration utility
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Syslog for SBSC
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Localization for ANZ, CAN, HK, UK & US
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2.1 add (Europe): AT, DE, E, FR, IE, IT, PT
Cisco WebEx TelePresence
WebEx TelePresence with a cloud based “HOSTED
TELEPRESENCE SERVICE” Hosted and Operated by
Cisco; Sold through Channel partners
Optimized for mid to low end of the market with
“COMPELLING COST OF OWNERSHIP” and “BUSINESS
CLASS EXPERIENCE”
Ideal for “VIDEO ENTRANTS” and small deployments
looking to do more through “B2B, REMOTE WORKERS”
use cases
Cisco WebEx TelePresence Concept
What is Cisco WebEx TelePresence ?
Endpoints
PUBLIC
INTERNET
(Hosted service)
Infrastructure
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Call control for basic calling
Firewall traversal for intercompany
Gateways (including PSTN calling)
Mgmt suites (including directory)
Multi-conferencing units
Multitenant Hosted Infrastructure
Customer site
The CISCO Quick Pricing Tool
 Small and Commercial (Mid-Market) Partners
• Easy to follow process with wizards
• Answer questions without engineering assistance
• See various sizing options to plan for growth
 Perform quote at customer site
• Use desktop application offline, synchronize online
 Connect with Distributors
• Ingram Micro creates a “store-front” in the tool
• Complete quotes with desired Ingram Micro
• See catalog of non-Cisco items from Ingram Micro
• Improve overall Ingram Micro relationship
 Save time
• Complete quote in minutes versus days
Quick Pricing Tool Modules
Product Focus
SBCS
Communications
Manager Express
Cisco Unified
Communications
Manager Business
Edition
Smart Business
Architecture
Status
Live
Live
Live
Live
Primary Target
Small Business
Specialized
Express UC
Specialized
BE Specialized
Select, Premier,
Silver, Gold
Certified
Partner site: www.cisco.com/go/qpt
“Virtual - Ready for Anything”
Wireless Promotion
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Objective: Grow your Cisco Wireless business by leveraging these offers to compete against other
vendors to close deals
• Target: SMB and Mid-market customers
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Promotion Duration: November 15th – April 27th
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Offer 1: NEW: Access Points
– Additional 5 pts Accelerator on NEW 2600 series provides a more feature-rich option for midmarket customers with more sophisticated wireless networking needs
• Offer 2: NEW: Virtual Wireless LAN Controller (vWLC)
Additional 5 Pts Accelerator on NEW Virtual Wireless Controller - cost efficient
alternative to investment in hardware controller. Helps to graduate customers
from autonomous networks
Designed to compete directly with hosted services of Meraki and Aerohive who
have exploited the fact that often Cisco has not been priced competitively due to
the cost of our controllers
• Offer 3: NEW: Lower Pricing on the 2500-Series Controllers
Q2 FY13 Small Business Promotion
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Objective: Drive mindshare and sales on Cisco Small
Business products with partners who have certifications
of Select and above. Provide Select certifications and
above a more favorable discount structure on Small
Business products.
• Target Partner: SMB Select certified
and above
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Promotion Duration: October 29th, 2012 July 27th, 2013
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Offer 1: Upfront Discounts
– Up to an additional 5 points off on
ALL Small business products for
Select certification partners and
above only.
Cisco Capital and Ingram Micro
The Ingram Micro program, in partnership with Cisco Capital, allows
Ingram resellers the ability to offer end-customer an array of
financial benefits:
• Dedicated relationship manager
• Quick turnaround on approvals, usually within 4-24 hrs.
• Assistance in managing entire process
• Funding within 24 - 48 hrs of delivered solution
• Financial sales training to enable you to build leasing into your
sales process
• WE represent Cisco Capital – quote deal; submit for credit;
request docs; PO to reseller; deal funded
Contact info
• Cisco Capital – 36 month $1 out 3% interest on Cisco
Hardware, 3 Year Smartnet and up to 30% labor (valid until
7/31/13-restrictions apply)
• Ingram Leasing Contact Info: 877-877-0035
David Bishop, ext. 65284 [email protected]
Tony Sindoni, ext. 64031
[email protected]