Cisco
Small and Midsize Business
(SMB) Specialization
Entry Point into Cisco’s Partner Specialization Framework
September 2013
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Overview
SMB Benefits
Specialization Portfolio
SMB Specialization: Support
SMB Specialization: Profitability
Review
Next Steps
Q&A
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The program will evolve effective
September 3, 2013.
This change will capture several
market and technology trends
critical to our customer needs,
and will position existing and
future Cisco SMB Specialized
Partners to succeed in the
space.
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Program
Focus
•
•
Significant TAM in SMB
Space
High growth potential
Solutions
•
•
•
Product positioning strong in
Sub-250 space
Competitively priced
© 2013 Cisco and/or its affiliates. All rights reserved.
Purpose fit programs for
partner/customer segment
Partners
•
•
•
Registered partners moving up
Select Partner Recertifying
Partners new to Cisco
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The SMB Specialization’s curriculum is
now reformulated to mirror the
architectural go-to-market strategy
employed by Cisco’s advanced level
specializations.
This new design will position our SMB
partners to sell strategically across all
technologies. Borderless Networks,
Collaboration, Data Center, and
Services topics will headline the major
training tracks.
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Marketing
• Recognized in Cisco
Partner Locator
• Achieve Partner
Branding through
Cisco Select
Certification
• Visit the Design Zone
for tested designs and
configurations
Competitive
• Access to industry-
leading product
across routing,
switching, security,
collaboration, and
other portfolios
• Financing for small
businesses and
channel partners
• Eligibility to sell Cisco
Financial
• Participation in channel
incentive programs
• Quarterly payments to
qualifying partners
based on VIP-Express
track
• Program intelligence
tools provide simplified
enrollment and salestracking capabilities
Smart Care Service
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Architecture
Collaboration
Data Center
Borderless Network
IP NGN
Express Collaboration
Small Midsize Business
Specialization
Select
© 2013 Cisco and/or its affiliates. All rights reserved.
Express Foundation
Premier
Technology
Unified Computing
Unified Fabric
Wireless LAN
Security
Routing & Switching
Premier / Advanced
Master
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Borderless Networks
• Campus LAN Access
100-500 / 2960-s /
3560- x / 3750-x/3850
• SRP500 / RV Series
Routers
• ISR 19xx /29xx /39xx
• Cisco Cloud-Managed
Access Switches
•
•
•
•
Cisco SA500 Series
Cisco ASA 5500 Series
Web and Email Security
ISR-embedded security
features
• Cisco Cloud-Managed
Wireless
• Cisco Access Points
• Cisco Wireless LAN
Controllers
Collaboration
• Cisco SMB
Telepresence
• Cisco Webex
Data Center
• UCS E-Series
• UCS C-Series
• Data Center
Switching (Nexus
3000 series)
• Flexpod Express
• VSPEX
Product Drilldown
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E-Learning Training
Online Exam
AM 10 Hrs
ENG 15 Hrs
•
1. Partnering with Cisco
for SMB Sales
Cisco Story / Selling Strategically
Value-added Selling
• Services & Support
TAC
SBSC
• Partner Tools
Cisco Tools / Resources for AM
Promotions/Incentives (NFR, TMP)
45 mts
15 mts
15 mts
45 mts
30 mts
•
2. Cisco Architectures
for SMB Sales
Borderless Networks
SMB Routing
SMB Switching
SMB Competitive Positioning
SMB Security
SMB Wireless
SMB Cloud Device Mgmt Overview
• Collaboration
Cisco Collab. for SMB (intro to ECS)
Cisco Webex Meeting Center
SMB TelePresence
• Data Center
Compute and Virtualization for AM
Data Center Switching for AM
Express Pod and VSPEX
Services & Support
TAC
SBSC
• Partner Tools
Cisco Tools / Resources for ENG
15 mts
15 mts
60 mts
•
45 mts
45 mts
30 mts
30 mts
30 mts
30 mts
30 mts
30 mts
30 mts
60 mts
30 mts
60 mts
SMB Solutions for Account Managers
(700-505)
© 2013 Cisco and/or its affiliates. All rights reserved.
•
Borderless Networks
SMB Routing for ENG
SMB Switching for ENG
SMB Competitive Positioning
SMB Security for ENG
SMB Wireless
SMB Cloud Device Mgmt Overview
• Collaboration
Cisco Collab. for SMB (intro to ECS)
Cisco Webex Meeting Center
SMB TelePresence
• Data Center
Compute and Virtualization for ENG
Data Center Switching for ENG
Express Pod and VSPEX
90 mts
90 mts
60 mts
120 mts
60 mts
90 mts
30 mts
30 mts
30 mts
90 mts
60 mts
60 mts
SMB Solutions for Engineers (700-501)
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SMB Team
Small and
Midsize
Business
Specialization
(SMB)
© 2013 Cisco and/or its affiliates. All rights reserved.
Training
Training
Cost
Test Cost
Total
Investment
AM
10 Hrs
$ 0
$ 80
$ 80
EN
15 Hrs
$ 0
$ 80
$ 80
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We offer you the broadest portfolio of small business products to
help you meet your customers’ needs.
We’re invested in your success. We offer you personalized
support, tools, and training to help you sell and deliver solutions
that build customer loyalty.
We want to help you grow your bottom line with
programs and incentives.
• Get free support for presales
questions
Take advantage of the Partner Helpline and
distribution sales support – two invaluable
resources at your disposal.
• Access to free customized sales
and reseller training
Learn how to increase your ability to
successfully sell, design and deploy Cisco
solutions to SMBs with Partner Education
Connection.
‒
Technical training – target new markets,
customers and opportunities with advanced
training and certifications
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Cisco SMB Specialized Partners
have access to a vast collection
of cost-saving tools, product
discounts, and profitability
programs that can help them
grow their business.
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• Get on the fast track to discounts
Respond quickly to customer requests and
deliver the solutions they demand with the
Cisco Fast Track program. This end-to-end
program speeds availability and simplifies
delivery and pricing.
• Earn more immediately
a 14% higher bookings
growth rate
Take advantage of Cisco VIP-Express – a
profitability program that provides payments
based on sales of Cisco Small Business and
Commercial solutions. Partners can use these
payments to invest in the growth of their Cisco
practice or simply enhance their profitability.
US and Canada partners using VIP-Express
have a 14% higher bookings growth rate than
non-enrolled partners.
• Co-branded marketing materials
to drive revenues
Take advantage of Partner Marketing Central,
which provides free, customizable campaigns
and marketing assets like direct mail and
banner ads.
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•
Access to the Select Resale Certification
•
VIP-Express
•
Eligibility to sell Cisco Smart Care Service
•
Cisco Certified Partner Kit with sales tools, logos,
guidelines, and information
•
Co-branded marketing materials to drive revenues
Take advantage of Partner Marketing Central,
which provides free customizable campaigns and
marketing assets like direct mail and banner ads.
•
EasyLease financing for your customers
By offering Cisco EasyLease* financing as part of your
sales strategy, you can overcome common customer
budget objections and enable your clients to acquire
technology solutions based on their business needs,
not their budget. (* Theatre-dependent)
•
Additionally, the following profitability resources
are available to you:
‒
‒
Sales incentives and promotions on select
Cisco products
Classic Products NFR Program
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Cisco is the worldwide
leader in networking and
communications. Partnering
with Cisco provides you with
industry recognition and a
range of benefits to support
you in building and sustaining
a profitable SMB practice.
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Cisco technology helps
your customers connect
their business to the world,
secure it, and communicate
more effectively using reliable,
affordable options that fit their
unique needs.
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Cisco Small Business
solutions help businesses
become more productive
and more profitable, providing
a competitive edge. Take
advantage of the vast collection
of cost-saving tools, product
discounts, and profitability
programs that Cisco offers to
help you grow your business.
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1. Enroll and earn
Reap immediate rewards with Value Incentive Program
(VIP)-Express, the partner payment program designed to
increase your profitability as you expand your business.
2. Generate leads
It’s easy to build an effective, customized campaign that
drives business with Cisco Partner Marketing Central.
New to Cisco?
Sign up to be a registered partner today
and start earning more with Cisco.
www.cisco.com/go/register
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Product access varies by Theatre. Rewards for product SKU’s are aligned most
closely with the Fast Track family of VIP-Express.
The products listed are those meant for resale by partners in the Small and
Midsize Business Specialization. Higher-level products are intended for partners
who have attained more advanced Specializations.
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