Leveraging Automation to Close Renewal Opportunities
Agenda
Renewals
CSPP
Why Automation?
Auto Quote
Reseller Services Portal
Accelerate
Q&A
Services Renewals
• Provides the opportunity to capitalize on the initial investment in time and
effort made when your customer first bought a service contract
• Helps secure your organization at least another year’s revenue for a far
smaller outlay
• Creates opportunities to open the conversation around upgrades of the
service coverage, extending coverage to other equipment, or even replacing
existing hardware
• Customer loyalty and stickiness with VAR
Services Renewals
• A Minimum of 90 to 120 Days in Advance
• Understanding the Customer’s Business Needs
• Exploring Opportunities to Upsell
• Proposing a Solution to Meet Customer Requirements, Including Financing
Earn More for Selling Services with
CSPP
www.cisco.com/go/cspp
Eligibility
Compensation
Performance
Management
Why Automation?
$25K+
Renewals
Sub-$25K
Renewals
What segment of your renewal portfolio
do you have the ability to touch?
Why Automation?
Cost removed from generating low end quotes
Open bandwidth to focus on larger opportunities
Touch more opportunities = Close more sales
Increase Cisco SMARTnet renewal & attach rates
Auto Quote
• Automated monthly Renewal opportunities
• Emailed directly to your inbox
•
Linked to your CCO ID so Auto Quote is viewable in SCC (SMS3) for renewals
• Proactive, preapproved and validated Cisco
Quotes
•
•
Renewal Opportunity range= back 2 months & forward 3 months
Unattached Opportunity range= items not covered 30-90 days after shipment
*quote created through Reseller Services Portal
Renewal Auto Quote Email
Reseller Services Portal
• Partner Facing Tool for Organizing, Tracking &
Ordering Cisco Service Contracts
• Use the Reseller Services Portal to View Renewal
Auto Quotes & Track Closure
•
Improve Renewal Rate
 Training Webinars Available
Reseller Services Portal
Website - http://svc360.com/ingramus
Reseller Services Portal
Reseller Services Portal
Reseller Services Portal
Reseller Services Portal Webinar
Attend the Reseller Services Portal Webinar to Learn
More on How to Manage your Cisco Service
Opportunities Through the Reseller
Services Portal
Contact your Ingram Market Account Representative
For Registration Details
Cisco Services Accelerate Program
Review the Selling Cisco Services Contract Renewals learning
module in the Cisco Services Accelerate Program
www.cisco.com/go/accelerate
 Addresses the process of pursuing renewals opportunities.
 Provides sales strategies, best practices, and objection handling.
 Contains information on the available Cisco tools
 Resources to assist with the process of selling service contract renewals.
Cisco Services Accelerate Program
Cisco Services Accelerate Program
Cisco Services Renewals Partner Incentives
Win $500!
• Contest Timeframe: April 29th – July 26th
• Every Cisco Services renewal contract you close* will earn you an entry into
the contest drawing to win one of 25 $500 AMEX gift cards
– Kicker: $1,000 goes to the partner that closes the largest renewal contract
– Kicker: $1,000 goes to the partner that closes the most renewal contracts
60% of the devices on the contract must be closed in order for the contract to be eligible.
Services Market Account Representatives
Cisco Business Unit
Central
James Skelton
800.456.8000 Ext 66480
james.skelton@ingrammicro.com
ME
WA
MT
VT
ND
MN
OR
ID
NY
WI
SD
MI
PA
WY
NV
IL
UT
CA
CO
OH
IN
MD
WV
KS
MO
GovEd– All U.S.
Monica Froese
800.456.8000 Ext 65088
Monica. Froese@ingrammicro.com
AZ
OK
NM
SC
AL
MS
TX
LA
South
Bernard Dent
Market Account Representative
800.456.8000 Ext 66465
Bernard.Dent@ingrammicro.com
Northeast
Shawnta Woodard
800.456.8000 Ext 66457
shawnta.woodard@ingrammicro.com
NC
AR
GA
DE
VA
KY
TN
West
Andrew Gates
800.456.8000 Ext 66468
andrew.gates@ingrammicro.com
NJ
IA
NE
NH
MA
RI
CT
Questions?
Ingram Micro