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 firstname.lastname@example.org Tony Sindoni, ext. 64031 email@example.com Cisco On Course Cisco On Course Exclusively through Ingram Micro 1.800.456.8000 ext. 76799 firstname.lastname@example.org 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.