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
•
•
•
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
•
•
•
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
•
•
•
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 aren’t growing as anticipated
His worst nightmare continues.
Sales Readiness
Who:
When:
Where:
What:
Maloney Marina
November 14, 2012 2:00 pm
Office (Directions, Parking & Security)
Who will be in the meeting?
Budget
Needs
Decision Makers
What do you hope to accomplish?
Setting the Appointment
• Opportunity “Looking at some switches”
– What is the Business Reason?
– Replacement or Expansion
– Services
•
Meeting Objectives
– Introduce Kerricks
– Start to build a trusted relationship
•
Agenda
–
–
–
–
What is driving their need?
What are they hoping to accomplish?
What have they done, competitors
Position Cisco and Kerrick solution
Setting the Appointment
• What do you hope to accomplish at the meeting end?
– Understand Maloney’s business needs
– Strategic decision maker
– Financial budget
– Timeframe
– Scheduled next meeting
– Allow OnPlus free network evaluation
– Bill of Materials
TOP 3 Takeaways
-Budget
-Needs
-Decision Makers
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
Technology Needs
• Conference Center with Multiple Meeting Rooms
• Network Needs
– 2 48 ports switches
– Wireless Needs
– Unified Communication, Panasonic
– SMB TelePresence?
– Security VPN?
Managed Switching for SMB
One Portfolio—A Spectrum of Choices
Fixed Standalone
Fixed Stackable
Functionality
Catalyst
3560
Catalyst
3750
Catalyst
2960
Switches
Catalyst
2960-S
LAN Base
300 Series
Managed
500 Series
Switches
Cost
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
10
Managed Switching for SMB
Support
Software
Cisco SBSC
No Cisco IOS® Software
Cisco TAC
Cisco IOS Software
Services
Small Business Services
Cisco SMARTnet® support and SmartCare Services
Refresh Cycles
Shorter product refresh
Options focused on small
business
Longer product refresh cycles
Multiple enterprise-level management options:
CNA, CiscoWorks, Orchestrator, etc.
Partner Programs
Custom to serve SB
Rich partner programs
Service Providers
Limited
Tier 1/2 service provider
Features
Competitive against
competitors with third-party
silicon and software
Advanced Architectures:
• Cisco TrustSec™ technology or identity
• Medianet
• EnergyWise
• Cisco Catalyst® Smart Operations
• Cisco IOS Software + CiscoWorks
Competitive
Products
HP E2910, E2810, E2610
Netgear, D-Link
HP A5x00, A3100, E6x00, E2910, E2810, E2610
Juniper, LG-Nortel, Huawei
Management
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, CiscoWorks, Orchestrator)
Partner Programs
• Custom to serve SB
• Rich partner programs
Service Providers
• Limited
• Tier 1 and 2 Service Providers
• Competitive against competitors with
•
•
•
•
•
Features
third-party silicon and software
Advanced Architectures:
Cisco TrustSec technology or identity
Medianet
Cisco Catalyst Smart Operations
Cisco IOS Software + CiscoWorks
Cisco Fast Track Accelerator
Promotions
• Fast Track Switching Accelerator
• Up to an additional 14% savings on select Catalyst 2960S, Catalyst 3560
(X and V2) and Catalyst 3750 (X and V2) switches, as well as select
Catalyst 4500 bundles
• Grow As You Go Small Business Accelerator
• Up to an additional 8% savings on select Small Business 300 and 500
Series Switches, as well as Small Business Access Points
• Ready for Anything Wireless Promotion
•
–
•
–
•
Up to an additional 13% savings on standard Fast Track pricing
on Cisco Aironet 1040 Access Points
Up to an additional 20% off standard Fast Track pricing on the
Cisco 2504 Controller
Competitive pricing on the bundle purchase of a Cisco 5508-50
Wireless Controller and 25 AP adder license.
OIP At - A - Glance
Goal – Provide incentives for partners that actively identify, develop, and
close new business through deal registration
Program Details
Program Requirements
Additional Details
 Fixed Discount off List Price
on eligible products
-SBTG up to 45%
 All Cisco Certified Partners
 OIP may include
TMP/trade-in
-UCS up to 65%
-Desktop Virtualization up to 62%
-Tandberg up to 58%
-HW up to 50%
-Services up to 25%
 Registration Valid for 6
months from qualification
and eligible for renewal
 One registration per
opportunity
 Partners will negotiate
discount with Cisco US
Authorized Distributors
 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)
 Provides partner
differential on approved
opportunities
 Streamlined OIPs for
Commercial and Public
Sector sub 50K list
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 david.bishop@ingrammicro.com
Tony Sindoni, ext. 64031
tony.sindoni@ingrammicro.com
Cisco On Course
Cisco On Course
Exclusively through Ingram Micro
1.800.456.8000 ext. 76799
myciscoteam@ingrammicro.com
JOIN US AGAIN!
•
•
•
Nov 12, 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.