Capture the Midmarket
Sally Windman – Collaboration, Sr. Sales Business Dev Manager–
Americas Distribution
March 5th, 2013
© 2013 Cisco and/or its affiliates. All rights reserved.
1
Midmarket defined as 100 to 1,000 employees
3.7M midmarket companies worldwide
1 in 6 employees work for a midmarket company
$7.1B Global Collaboration Opportunity
© 2013 Cisco and/or its affiliates. All rights reserved.
2
Midmarket customers are dealing with a multitude of
technology
trends,
challenges
andleverage
opportunities
…..considerations
as
to how
video as a
……the
…an
explosion
consumerization
of devices
ofinfiltrating
ITthey
their business
including……
business strategy
© 2013 Cisco and/or its affiliates. All rights reserved.
3
Midmarket customers are
looking for business-impacting
collaboration solutions that …
• Address evolving trends
• Increase agility
• Improve customer
responsiveness
• Solve business challenges
• Help grow their business
© 2013 Cisco and/or its affiliates. All rights reserved.
4
Midmarket customers need
trusted business partners who …
•
Understand their business goals and
objectives
•
Design collaboration solutions that
meet these objectives
•
Support their business from
conception to deployment … and
beyond
Results …
•
© 2013 Cisco and/or its affiliates. All rights reserved.
Increased sales, services and
profitability for Cisco Partners
5
Cisco delivers the most
comprehensive offer to
partners …
• Award-winning partner programs
• Financial strength and stability
• Marketing and demand generation
resources
• Award winning technical support
• Industry-leading collaboration
portfolio
© 2013 Cisco and/or its affiliates. All rights reserved.
6
Affordable
•
Lowers TCO with server consolidation for reduced
hardware footprint, power, and cooling; serves up to
1,000 users and 50 sites
Interoperable
•
Links multiple 3rd party and legacy TelePresence
devices seamlessly together to form a true
Collaboration platform
Simple
•
Streamlines operations, administration, and
management with deployment flexibility through
unified provisioning
Highly-Available
Cisco Business Edition 6000
•
Enterprise-Class Collaboration for
Offers optional server redundancy and Survivable
Branch (SRST) providing peace of mind
Midsized Businesses
Scalable
•
Increases ROI with agility and 99% investment
protection; grows with the company
© 2013 Cisco and/or its affiliates. All rights reserved.
7
Customer Benefits
Award-winning Collaboration
Unified
Communications
Jabber
Management
WebEx
• Optimized Architectural Approach
• Enterprise-Class Collaboration
Services Packaged and Priced
for Midmarket
• Scalability and Investment
Protection
TelePresence
Partner Benefits
Mobility
Messaging & Paging
WIRED
© 2013 Cisco and/or its affiliates. All rights reserved.
WIRELESS
• Accelerated and Sustainable
Sales and Services Profitability
• Simple Quoting, Ordering and
Fulfillment Processes
• Technology Leader, Financial
Strength, and Stability
8
Solution Flexibility/Complexity
Express Collaboration
Specialization Partner Profiles:
•
TelePresence partners moving
to Collaboration
•
SMB Collaboration partners
moving to Midmarket
•
New UC partners moving to
Collaboration
Master Unified Communications
Specialization
Advanced Collaboration
Architecture Specialization
Express
Collaboration Specialization
Small Business
Specialization
SMB
Master
TP
TP
TPVideo
Video
Master
ATP
ATP
Master ATP
TP
TP Video
Video
Advanced/Advanced
Advanced/Advanced
Plus
PlusATP
ATP
Express
TP
TP
TPVideo
Video
Express
ATP
ATP
Express ATP
Midmarket
Enterprise
Market/Segment
Specialization
© 2013 Cisco and/or its affiliates. All rights reserved.
Advanced Technology Program
9
Cisco Express Collaboration
Specialization addresses the
growing midmarket opportunity
with …
• New entry-point into Cisco’s
collaboration partner programs
50% lower partner training and
investment requirements
• Premier Certification
• Partner Investment Protection
• Enhanced Profitability with Cisco’s
Value Incentive Program (VIP)
Payments up to 15%
© 2013 Cisco and/or its affiliates. All rights reserved.
10
New ECS Specialization
Details
© 2013 Cisco and/or its affiliates. All rights reserved.
11
New! Express Collaboration
Specialization (ECS)
Includes all Small Business & Express
Foundation Specialization, plus:
•
•
•
•
•
•
•
•
•
•
•
Small Business &
•
Express Foundation
•
•
Specialization
•
•
• Business Edition 3000
•
• UC 500 Series
•
• UC 300 Series
•
• WebEx WPL
•
• All SPA Phones
•
• Selected Unified IP
•
Phones
•
© 2013 Cisco and/or its affiliates. All rights reserved.
Business Edition 6000
Unified Communications Manager Express
All Unified IP and Video Phones
Prime Unified Provisioning Manager Business Edition
Prime Collaboration Provisioning
Jabber (Unified Presence)
Unified Mobility
Unified Border Element
Unified SRST
Unified Attendant Console Business Edition
WebEx Meetings
TelePresence MX300/MX200
TelePresence EX90/EX60
TelePresence C20 Quickset
TelePresence SX20 Quickset
TelePresence MCU 5300/4500/4200
TelePresence Profile 42 with C40
TelePresence Profile C65/55/52
TelePresence Integrator C90/60/40
TelePresence Edge 95 or 75 MXP
TelePresence VCS Starter Pack
TelePresence VCS Expressway with TMS
TelePresence VCS Control with TMS
Master Unified Communications
Specialization
Includes all Cisco Collaboration products
except those designated restricted by ATP
requirements
Advanced Collaboration
Architecture Specialization (CAS)
Includes all ECS Specialization, plus:
• Unified Communications Manager
(Enterprise Edition)
• Unified Contact Center Express
• Unified Workspace Licensing (All
versions)
• Unified Enterprise Attendant Console
• WebEx Meeting Server
• WebEx Social
• VXI/VDI
• Session Border Controller
12
Instructor-Led Training
E-Learning Training
Exam
Account Manager
10 training hrs
Architecture
System Engineer
Field Engineer
101 training hrs
43 training hrs
Cisco Sales Expert
6 hrs
Administering Cisco Voice & Unified
Communications
40 hrs
BE6000 for Account Managers
2 hrs
TelePresence Video Sales Specialist
for Express
2 hrs
BE6000 for Sales Engineers
3 hrs
Implementing Cisco Voice
Communications and QoS v8.0 /
40 hrs
Implementing Cisco Unified
Communications Manager, Part 1 /
40 hrs
Implementing Express TelePresence
Video Solutions 16 hrs
TelePresence Video Field Engineer for
Express
5 hrs
Cisco Sales Expert
#646-206 CSE
CVoice & QOS
#641-437
BE6000 AM
#700-104
Administering Cisco Voice & Unified
Communications (ICOMM) #640-461
CIPT1
#642-447
TelePresence Video Sales Specialist
for Express (PATVSSE v1.0)
#650-292
BE6000 SE
#700-101
Implementing Express
TelePresence Video Solutions ILT
(PAIETVS v1.0) #650-294
© 2013 Cisco and/or its affiliates. All rights reserved.
13
Maximum Recommended Training Hours
154
(Note: may be as little as 45 hours)
With CSE
(6)
148
With TP ATP
(23)
125
With CCNP Voice
(80)
45
Roles
(AM/SE or SE/FE may be shared)
Account Manager (AM)
1
Sales Engineer (SE)
1
Field Engineer (FE)
1
Estimated Partner Investment
Exam Cost
USD 1.2K
Training Cost
USD 2-10K
© 2013 Cisco and/or its affiliates. All rights reserved.
14
Deal Details
Annual Opportunity
250 User Customer Opportunity
1 Deal per Month
$300
$75
$250
Partner
Services
$200
$135
Core
$4.1M
$150
$100
$10
$50
$125
$0
Total Revenue $345K
Total Margin $97.5K*
BE6000 with
TelePresence
$1.2M
Revenue
Margins
*Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins
© 2013 Cisco and/or its affiliates. All rights reserved.
15
Offers & Enablement
© 2013 Cisco and/or its affiliates. All rights reserved.
16
Close Deals Faster …
• Compelling pricing offers on the
complete Cisco Business Edition
6000 portfolio
• Simple, one-step deal
registration and fast approval
cycle
• “Any 3” additional discount
incentive on eligible Cisco
TelePresence endpoints*
• Available through July 31, 2013
*Available in the Americas &
Asia regions from 2/14/2013
© 2013 Cisco and/or its affiliates. All rights reserved.
17
Customer Path from Cisco
UC to Collaboration …
• Designed to help partners move
customers to Cisco’s full
Collaboration suite
• Enables smooth customer
technology migrations
• Provides for customer
investment protection
• Leverages Midmarket
Collaboration Promotion for
compelling pricing offers
© 2013 Cisco and/or its affiliates. All rights reserved.
18
Demand Generation kit:
• Email Campaign
• Customer Interest Offers
(whitepapers, analyst reports, etc.)
• Partner Marketing Guide
• Seminar-in-a-box
Partner Enablement Assets:
•
•
•
•
Play Brief
Call Guide
Competitive Battlecards
Copy Blocks
Available in 10 languages
© 2013 Cisco and/or its affiliates. All rights reserved.
19
SALES & MARKETING
ENABLEMENT & SUPPORT
• Partner Marketing Central
• Partner Education Connection (PEC)
• Midmarket Collaboration Promotion
• Not-for-Resale Program (NFR)
• Quick Pricing Tool (QPT)
• Partner Helpline & Communities
• Collaboration Expert Sales Tool for Tablets
• Cisco Services
• dCloud Collaboration Demonstrations
• Technical Assistance Center
DIFFERENTIATED
PROGRAMS
© 2013 Cisco and/or its affiliates. All rights reserved.
Cisco Certifications & Specializations
Cisco Incentive Programs (VIP, OIP, etc.)
Cisco Capital Financing
Cisco Rewards
20
TelePresence
Unified
Communications
Cisco
Collaboration
Workspace Apps
Customer
Collaboration
One Vendor, Complete Portfolio
© 2013 Cisco and/or its affiliates. All rights reserved.
21
Significant Market
Opportunity
Award-winning
Partner Programs
• Evolving Trends
• Simple Requirements
• Business Challenges
• Enhanced Profitability
• Embracing Collaboration
• Investment Protection
Industry-leading
Collaboration Portfolio
Strong Value
Proposition
• Complete Portfolio
• Architectural Approach
• Award-Winning Collaboration
• Enterprise-Class Collaboration
• Continued Innovation
• Investment Protection
© 2013 Cisco and/or its affiliates. All rights reserved.
22
Cisco Business Edition 6000, Promotions & Programs
www.cisco.com/go/be6000
Cisco Collaboration Programs
www.cisco.com/go/specializations
Cisco Express Collaboration Specialization
www.cisco.com/go/ecs
Cisco Value Incentive Program
www.cisco.com/go/vip
BE6000 Playbook
www.cisco.com/go/be6kplaybook
© 2013 Cisco and/or its affiliates. All rights reserved.
23
© 2013 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
24
© 2013 Cisco and/or its affiliates. All rights reserved.
25
© 2013 Cisco and/or its affiliates. All rights reserved.
26
Account Manager
Exam
Cisco Sales Expert (CSE)
#646-206
ATP TP-Video Express
Business Edition 6000 for Account Managers (BE6KAM)
#700-104
Express UC Specialized
TelePresence Video Sales Specialist for Express (PATVSS)
#650-292
CCNP Voice
Exams Already Passed
CCNA Voice
Sales Engineer
Administering Cisco Voice & Unified Comm (ICOMM)
#640-461
Business Edition 6000 for Sales Engineers (BE6SE)
#700-101
Role Sharing
Field Engineer
Implementing Cisco Voice and QoS v8.0
#642-437
Implementing Cisco UCM Part 1 v8.0
#642-447
Implementing Express TP Video ILT (PAIETVS v1.0) (PATVFEE)
#650-294
Total Recommended Training:
AM/SE SE/FE
154 Hours
Estimated Investment = $11,095
With Express UC
154  148 hrs
Training+Exam = $11,015
With TP ATP
154  127 hrs
Training+Exam = $9,345
With CCNA Voice
154  114 hrs
Training+Exam = $8,350
With CCNP Voice
154  34 hrs
Training+Exam = $1,960
© 2013 Cisco and/or its affiliates. All rights reserved.
27
Instructor-Led Training
E-Learning Training
Exam
Account
Manager
Sales
Engineer
Field
Engineer
15 training hrs
43 training hrs
101 training hrs
Cisco Sales Expert
6 hrs
Administering Cisco
Voice & Unified
Communications
40 hrs
BE6000 for Account
Managers
2 hrs
TelePresence Video Sales
Specialist for Express
6 hrs
BE6000 for Sales
Engineers
3 hrs
Implementing Cisco Voice
Communications and QoS
v8.0 /
40 hrs
Implementing Cisco
Unified Communications
Manager, Part 1 /
40 hrs
Implementing Express
TelePresence Video
Solutions 16 hrs
TelePresence Video Field
Engineer for Express
5 hrs
Cisco Sales Expert
#646-206 CSE
BE6000 AM
#700-104
TelePresence Video Sales
Specialist for Express
(PATVSSE v1.0)
#650-292
© 2013 Cisco and/or its affiliates. All rights reserved.
CVoice & QOS
#641-437
Administering Cisco
Voice & UC (ICOMM)
#640-461
BE6000 SE
#500-101
CIPT1
#642-447
Implementing Express
TelePresence ILT
(PAIETVS v1.0) #650-294
28
Instructor-Led Training
E-Learning Training
Exam
Account
Manager
Sales
Engineer
Field
Engineer
15 training hrs
43 training hrs
101 training hrs
Cisco Sales Expert
6 hrs
Administering Cisco
Voice & Unified
Communications
40 hrs
BE6000 for Account
Managers
2 hrs
TelePresence Video Sales
Specialist for Express
6 hrs
BE6000 for Sales
Engineers
3 hrs
Implementing Cisco Voice
Communications and QoS
v8.0 /
40 hrs
Implementing Cisco
Unified Communications
Manager, Part 1 /
40 hrs
Implementing Express
TelePresence Video
Solutions 16 hrs
TelePresence Video Field
Engineer for Express
5 hrs
Cisco Sales Expert
#646-206 CSE
BE6000 AM
#700-104
TelePresence Video Sales
Specialist for Express
(PATVSSE v1.0)
#650-292
© 2013 Cisco and/or its affiliates. All rights reserved.
CVoice & QOS
#641-437
Administering Cisco
Voice & UC (ICOMM)
#640-461
BE6000 SE
#500-101
CIPT1
#642-447
Implementing Express
TelePresence ILT
(PAIETVS v1.0) #650-294
29
Instructor-Led Training
E-Learning Training
Exam
Account
Manager
Sales
Engineer
Field
Engineer
15 training hrs
43 training hrs
101 training hrs
Cisco Sales Expert
6 hrs
Administering Cisco
Voice & Unified
Communications
40 hrs
BE6000 for Account
Managers
2 hrs
TelePresence Video Sales
Specialist for Express
6 hrs
BE6000 for Sales
Engineers
3 hrs
Implementing Cisco Voice
Communications and QoS
v8.0 /
40 hrs
Implementing Cisco
Unified Communications
Manager, Part 1 /
40 hrs
Implementing Express
TelePresence Video
Solutions 16 hrs
TelePresence Video Field
Engineer for Express
5 hrs
Cisco Sales Expert
#646-206 CSE
BE6000 AM
#700-104
TelePresence Video Sales
Specialist for Express
(PATVSSE v1.0)
#650-292
© 2013 Cisco and/or its affiliates. All rights reserved.
CVoice & QOS
#641-437
Administering Cisco
Voice & UC (ICOMM)
#640-461
BE6000 SE
#500-101
CIPT1
#642-447
Implementing Express
TelePresence ILT
(PAIETVS v1.0) #650-294
30
Instructor-Led Training
E-Learning Training
Exam
Account
Manager
Sales
Engineer
Field
Engineer
15 training hrs
43 training hrs
101 training hrs
Cisco Sales Expert
6 hrs
Administering Cisco
Voice & Unified
Communications
40 hrs
BE6000 for Account
Managers
2 hrs
TelePresence Video Sales
Specialist for Express
6 hrs
BE6000 for Sales
Engineers
3 hrs
Implementing Cisco Voice
Communications and QoS
v8.0 /
40 hrs
Implementing Cisco
Unified Communications
Manager, Part 1 /
40 hrs
Implementing Express
TelePresence Video
Solutions 16 hrs
TelePresence Video Field
Engineer for Express
5 hrs
Cisco Sales Expert
#646-206 CSE
BE6000 AM
#700-104
TelePresence Video Sales
Specialist for Express
(PATVSSE v1.0)
#650-292
© 2013 Cisco and/or its affiliates. All rights reserved.
CVoice & QOS
#641-437
Administering Cisco
Voice & UC (ICOMM)
#640-461
BE6000 SE
#500-101
CIPT1
#642-447
Implementing Express
TelePresence ILT
(PAIETVS v1.0) #650-294
31
Instructor-Led Training
E-Learning Training
Exam
Account
Manager
Sales
Engineer
Field
Engineer
15 training hrs
43 training hrs
101 training hrs
Cisco Sales Expert
6 hrs
Administering Cisco
Voice & Unified
Communications
40 hrs
BE6000 for Account
Managers
2 hrs
TelePresence Video Sales
Specialist for Express
6 hrs
BE6000 for Sales
Engineers
3 hrs
Implementing Cisco Voice
Communications and QoS
v8.0 /
40 hrs
Implementing Cisco
Unified Communications
Manager, Part 1 /
40 hrs
Implementing Express
TelePresence Video
Solutions 16 hrs
TelePresence Video Field
Engineer for Express
5 hrs
Cisco Sales Expert
#646-206 CSE
BE6000 AM
#700-104
TelePresence Video Sales
Specialist for Express
(PATVSSE v1.0)
#650-292
© 2013 Cisco and/or its affiliates. All rights reserved.
CVoice & QOS
#641-437
Administering Cisco
Voice & UC (ICOMM)
#640-461
BE6000 SE
#500-101
CIPT1
#642-447
Implementing Express
TelePresence ILT
(PAIETVS v1.0) #650-294
32
Instructor-Led Training
E-Learning Training
Exam
Account
Manager
Sales
Engineer
Field
Engineer
8 training hrs
43 training hrs
101 training hrs
Cisco Sales Expert
6 hrs
Administering Cisco
Voice & Unified
Communications
40 hrs
BE6000 for Account
Managers
2 hrs
TelePresence Video Sales
Specialist for Express
6 hrs
BE6000 for Sales
Engineers
3 hrs
Implementing Cisco Voice
Communications and QoS
v8.0 /
40 hrs
Implementing Cisco
Unified Communications
Manager, Part 1 /
40 hrs
Implementing Express
TelePresence Video
Solutions 16 hrs
TelePresence Video Field
Engineer for Express
5 hrs
Cisco Sales Expert
#646-206 CSE
BE6000 AM
#700-104
TelePresence Video Sales
Specialist for Express
(PATVSSE v1.0)
#650-292
© 2013 Cisco and/or its affiliates. All rights reserved.
CVoice & QOS
#641-437
Administering Cisco
Voice & UC (ICOMM)
#640-461
BE6000 SE
#500-101
CIPT1
#642-447
Implementing Express
TelePresence ILT
(PAIETVS v1.0) #650-294
33