Transcript Presentation Title Size 30PT

Cisco SLED Team and
SLED Offers Overview
Q3 FY 2010
Didier Chesneau
Sales Business Development Manager - EAST
Public Sector & Technology Solutions Segment
“One Channel, One Public Sector, One Cisco”
© 2008 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
1
Agenda

Introduction to new Cisco State & Local Government and Education
(SLED) team

Opportunities in Government & Education

Cisco value proposition to customers in Government and Education

Cisco's value to resellers in Government and Education

Success Stories

Education and Government Offers/Programs for 2010
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
2
Lead Efforts in…
Capacity Development Requirements
Economic
Stimulus
 Domain Expertise
Tier 3/4
 Funding impulse for PS GTM
 Incremental Revenue
Vertical
Solutions
Capacity Development Requirements
 Safety & Security
 CRE
 Healthcare
 Geography Coverage
 GTM Plan
Geographic
Coverage
Partner
Development/
Recruitment
 Partner Gaps (locations)
 Top SLED Partners (Existing)
 Enablement: Selling in SLED
 Recruitment: Selling in SLED
 Etc.
Contracts
 Identify Relevant RTMs
– State/Regional
– Country Wide
Alternate
Funding
 Grants
 Bonds
 Partner/Technology Mix (i.e.
ensure AT’s have RTM)
© 2010 Cisco Systems, Inc. All rights reserved.
 E-Rate
 Cisco Capital
Cisco Confidential
4
Tier 3/4: A Definition (sort of)
 Cisco Accounts: 24,000 Named Tier 3/4 *
Represents approximately 50% of SLED
*Excluding markets: ND, SD, Montana, & Alaska
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
5
Win Profile in Tier 3/4
 Tier 3 Customer business needs:
–802.11n coverage for 28 schools
–Local partner trusted advisor
–Flexible budget to seed weight loss application
–Jamie Oliver “Food Revolution USA” - ABC
 (VAR) Partner drivers
–Profitability
–Ease of sale
–Customer price sensitivity
 Impact
–Growth: ~$600,000 sale
–Profitability: Borderless Offer For Education Discounts
–Competition: Beachhead in HP/3COM account
–Improving kids’ lives through better food choices
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
6
Cisco SLED Team
Alignment
SLED Field
Alignment and Consistent Focus on SLED Priorities
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
7
Public Sector Program Management Office
Vision: A loyal and profitable PS partner eco-system that acts as a transformational force for government.
Sales Business Development Managers
TBD
Penny Johnson
Horalek/Semler
Schlereth
Suzanne Jennings
Jauch/Cooper
Betts
Didier Chesneau
Doyle/Morelli
Rosa
Rusty Smith
Vince
Adair
Solutions Business Development Managers
?
TBD
Education
© 2010 Cisco Systems, Inc. All rights reserved.
Peter Hirsch
Healthcare
Bob Stanberry
Safety & Security
Cisco Confidential
John Schlabach
CRE
8
Engagement
 CAM/VCAM lead
 SLED Team as subject matter experts
 Business development in…
–Economic Stimulus
–Alternate Funding
–Contracts
–Tier ¾
–Partner Development & Recruitment
–Vertical Solutions
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
9
Opportunities in Government
and Education and Value
Propositions
© 2008 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
10
Opportunities in Government and Education
 Broadband (Telehealth, distance learning, Public safety
 Online services for Constituents – dashboards
 Community College Renovations
 Classroom modernization (DMS, paging, power management
 Security and Alert systems
 IP Surveillance and Physical security
 Upgrades in Emergency response communications
 State wide Education Data Systems
 Expanded requirements for data warehouseng/analytics
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
11
Addressing Customer Problems
 Statewide Education Data Systems
 Expanded requirements for data warehousing/analytics (ARRA compliance)
 Increased distance learning efforts evolving College experience
 IP Surveillance and Physical Security solutions
 Upgrades to Emergency response Communications
 Community College renovations (DMS)






© 2010 Cisco Systems, Inc. All rights reserved.
Broadband
Online services for Constituents
Community College renovations (Power mgmt.)
Classroom modernization
Security and Alert systems
Connection of Parents through Technology
Cisco Confidential
12
Reseller Opportunity
ATP
Advanced UC
UC Express
Premier
Registered
Status
© 2010 Cisco Systems, Inc. All rights reserved.
Borderless
Collaboration
Cisco Confidential
Data Center
13
Case Studies
© 2008 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
14
Borderless Network Case Study
Industry Leadership Worldwide
Industry Experience
 This customer operates the primary
interstate law-enforcement network in
the United States.
 The information in messages that
travel over their system is instrumental
in saving the lives of citizens as well
as first responders. They carry over 90
million messages each month to over
30,000 agencies and 500,000 devices
at the local, state, and federal levels in
the U.S. and Canada.
 Because the security, reliability, and
flexibility of the network directly affect
public safety, they chose a reliable
foundation infrastructure from Cisco.
© 2010 Cisco Systems, Inc. All rights reserved.
“Our system is defined by the fact
that it’s always there. It’s
mission-critical, it’s life or
death, and we need equipment
we can rely on. That’s why we
chose Cisco.”
- Director of Operations
Cisco Confidential
15
Collaboration Case Study
Goals
Solutions
Results
 Better protect sensitive
data and communications
 Cisco IP Communications,
VPN, and Security solutions
 Upgrade over-loaded
foundation network and
simplify network
management
 New Catalyst 6500
switches with firewall
services module
 Replacing Centrex
system with Cisco IP
Communications will save
the city $100,000/year
 Improve communication
between offices/agencies
 Intelligent access routers
with SRST
 Call Manager, IP Phones,
and Unified Messaging
“No vendor other than Cisco was able to provide the complete solution
from one manufacturer. All the other vendor solutions included
partners. We tried multiple vendors in the past and there was a lot of
finger pointing and it did not work for us. The all-Cisco solution
provides us with what we need today and allows us to be able to add
what we need in the future, without breaking the bank.”
 Reduced time of network
management and adds,
moves, and changes
 Citizens’ needs are met
more quickly
City
government
client
-Director Of Technology
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
16
Data Center Case Study
Enhanced
Education
Regulatory
Compliance
Routing and
Switching
Future
Opportunity
 Digital video
enables
enhanced
curriculum,
improves
collaboration
 Network and
strategy
support ‘No
Child Left
Behind’
legislation
 IP telephony
improves
communicatio
ns, reduces
teacher
overhead
 Improved
security for
data and
records
 Network
architecture is
foundation
for future
growth
Advanced
Technologies
WLAN
IP voice
IP Video
31 Campus/
Branches
Data Center
WAN
Content Management
“Our mission is to provide a world-class education for all of our
students, to educate them to their full potential, and to challenge them
in ways they’ve never been challenged before.”
© 2010 Cisco Systems, Inc. All rights reserved.
Security
Cisco Confidential
Public school
system in
metropolitan
Washington
17
Orchestrator Case Studies
Financial Sector
Education
Government
$ 800,000
$ 480,000
annual savings
annual savings
annual savings
50,000 PCs
30,000 PCs
60,000 PCs
$ 3 million
centrally managed
across 2,239 retail bank
branches in 15 states
plus dozens of corporate
office locations
across 19 campuses with
centralized server &
reporting with distributed
PC power policy
administration
across 47 geographically
dispersed state agencies
with independent power
policy administration
- 65% CO2
- 7,800 tons CO2
- 4,000 tons CO2
annual reduction
© 2010 Cisco Systems, Inc. All rights reserved.
annual reduction
Cisco Confidential
annual reduction
18
Challenges Facing Schools in
Today’s Global, Dynamic Economy
 Increase
efficiencies and
contain costs
 Improve school
safety and security
 Facilitate next
generation learning
to prepare the
future workforce
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
19
The Transformation:
The World Is Our New Campus/Workspace
Any Resource
Any
BORDERLESS Device
NETWORKS
Anyo
A Next Generation Architecture for the Agile Delivery of
Services and Applications
Anywhere
ne
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
20
Schools Are Using Cisco’s Service Ready ArchiteBorderless nesaacture [SRA] and
to…
Solutions
Benefits:
Increase
administrative,
operational,
and energy
efficiency
© 2010 Cisco Systems, Inc. All rights reserved.
Enhance safety
and security
Cisco Confidential
Enable next
generation
learning
21
What could we be doing better? Gaps?
 Versus industry peers
 Versus competition
 What more do we need to grow the reseller?
 What more do we need to grow Tiers 3 & 4
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
22
GovEd Offers
© 2008 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
23
SLED Offer Update
 Technology
–Borderless – Borderless offer for Education
–Collaboration –
•Singlewire (ex-Berbee) Informacast SPIF
–All expense-paid vacation for VCAM, CAM or partner
 Business
–GE Capital
–Grants Office
 Other –
–Portal - www.cisco.com/go/econstim
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
24
Borderless - Smart $aving for your
Education Customers in 3 easy Steps
Step 1: Position Cisco’s 802.11n and switch technology
Step 2: Make your customers aware of the 10% - 15% discounts
they get through buying bundles:
Step 3: Make your customers aware of the additional 5% - 10% off
you could get them by leveraging the Limited offer for Education
http://www.cisco.com/web/partners/sell/promotions/index.html
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
25
Collaboration - Informacast
8 Partner Winners
2 CAM/VCAM Winners
The more you sell the better
your chances
Overview:
• InformaCast software ordered for a SLED or FED
customer between March 1st and July 31st, 2010
• Partners will be measured on InformaCast sales to
FED and SLED customers
• Partner registration and deal reporting is required
• Partners can register to play at –
www.singlewire.com/register
Channel Finance Program Structure
GE makes it easy for your partners
$50,000 to $500,000 of incremental credit lines
Apply online: www.echannelfinancing.com
Require at least 1 year in business, registered with Dun & Bradstreet,
and annual revenues at least $250,000
No interest 60 day payment terms for Cisco Partners
24-48 hour approvals
Distributor can ship immediately Partners can later apply for credit lines > $500K
Easy to use, reliable, online account management
Nikolas Scalise
Federal & Commercial Technology
Business Development
Barry Lepore
Cisco On-Site Manager
Business Development
P: 571-212-6632
F: 202-478-5187
E: [email protected]
P: 408-525-3965
E: [email protected]
Grants Office Engagement
 New Cisco Grants Support
Program available to any
partner on an opportunity by
opportunity basis
 Document describes the
program, offers best practices,
and explains how to engage
 Posted on the Economic
Stimulus Partner Community
https://www.myciscocommunit
y.com/docs/DOC-15401
 Reach out to your CAM to
engage the SLED SBDM team
for additional questions
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
28
Portal
 www.cisco.com/go/econstim
 Playbooks
 Partner Advantage monthly webcast information
 Much, much, more!
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
29
© 2010 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
30