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 are starting to grow as anticipated

Sales Call

Technology Needs
• Conference Center with Multiple Meeting Rooms
• Business Center
• Banquet Hall
• Network Needs
– (2) 48 ports switches
– Wireless Access for Guest
– Unified Communication
– SMB WebEx TelePresence

Catalyst 2K and SB Positioning for SMB
Data
SB
Voice
SB / Mid Market / Enterprise
Data
Voice/Vide
•
•
•
Cisco 100, 200, 300, 500 Series
Purpose built for Small Business
Optimized for deployment in small and medium size networks
• Lower CapEx
A fundamental building block of Cisco
Small Business solutions
Catalyst 2960-S
• Foundation for Borderless Access solutions
• World-class switching portfolio for any size business
• Reduced OpEx with Smart Operations &
EnergyWise
• Foundation for open, flexible and featurerich communications solutions
Optimized OpEx / Scalability / Supportability

Catalyst and SB Portfolio Positioning
Target Market
TCO
Integration
Support
Features
Software
Orderability /
Refresh Cycles
Services
Scalability
Management
SMB
SMB
Lower CapEx
Seamlessly integrates with other SBTG solutions
Cisco SBSC
Small Business Architecture, ease-of-use
Non Cisco IOS Software
3-5 years orderability
1-2 years product refresh
Support: 5 yrs after EOS
Cisco SMB Services
Scale to a few sites
Optimized for deployment and management of small networks
Catalyst
SMB, Mid-market and Enterprise
Lower OpEx (overall network life)
Foundation for Borderless Networks solutions
Cisco TAC
Advanced Architectures – TrustSec, Medianet,
EnergyWise, Smart Operations
Cisco IOS Software
5-7 years orderability
3-5 years product refresh
Support: 5 yrs after EOS
Cisco SMARTnet
®
/ SmartCare Services
Scale up to world’s largest networks
Multiple enterprise-level management options: CNA, Prime LMS for large/multi-site networks with TCO emphasis
Optimized OpEx / Scalability / Supportability

Cisco Wireless
One portfolio – a spectrum of choices
WAP121
WAP321
WAP4410N
AP541N
(clustering)
Aironet
600 Series
Aironet
1040/1140/
&
1260 Series
Aironet
3500 & 3600
Series
Wireless-N
Function, Flexibility, Scalability

Cisco Wireless Portfolio Positioning
Support
Software
Services
Lifecycles
Management
Cisco Small Business Wireless APs
• Cisco SBSC
•
•
Linux
Limited Cisco IP
• Small Business Services
• Shorter lifecycles
• Options focused on small business
(Device-based management, Wizards,
FindIT, Device Emulators)
Partner Programs • Custom to serve SB
Service Providers • Limited
Features
• Competitive against competitors with third-party silicon and software
Aironet Access Points
• Cisco TAC
•
•
Cisco IOS Software
Rich Cisco IP
• Cisco SMARTnet support and SmartCare
Services
• Lifecycle management
• Multiple enterprise-level management options (CAN, Prime, Orchestrator)
• Rich partner programs
• Tier 1 and 2 Service Providers
•
•
•
•
•
Advanced Architectures:
Cisco TrustSec technology or identity
Medianet
Cisco Catalyst Smart Operations
Cisco IOS Software + CiscoWorks

Cisco Small Business
Unified Communications 540 & 560 models
Cisco Small Business Unified Communications
• Complete Communications and Messaging
• Simplified Licensing Model – Buy what you need!
• Connects to CRM, etc
• Grows from 24 to 138 Users
UC540W-FXO-K9
UC540W-BRI-K9
UC560-FXO-K9
UC560-BRI-K9
L-UC-PRO-8U=
24 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 8 POE 10/100 ports,
Integrated Wireless and 1 VIC slot. Upgradable to 32 Max Users.
24 User Licenses for UC and Integrated Messaging, 2 BRI ports, 4 FXS ports, 8 POE 10/100 ports,
Integrated Wireless and 1 VIC slot. Upgradable to 32 Max Users.
24 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 3 L2 GE Expansion ports, and 2 VIC slots. Upgradable to 138 Max Phones.
24 User Licenses for UC and Integrated Messaging, 2 BRI ports, 4 FXS ports, 3 L2 GE Expansion ports, 2
VIC slots. Upgradable to 138 Max Phones.
E-Delivery license for Cisco Small Business Pro UC500 Series for 8 additional users
$2,630
$2,630
$3,650
$3,650
$930

Wireless B/G/N Access Point
Wireless Voice LAN
• Up to 24 users
• Up to 12 PSTN, via SPA 8800
– Up to 4 SIP accounts/trunks
– Lifeline (FXS – FXO failover)
– Local 911 even with SIP
• 2 USB, back up VM & Config
• Small business Firewall/NAT
• Support for SPA300 & SPA500 wired and wireless phones
• Support for SPA8800 Gateway for additional FXO/FXS Ports
• Support for Mediatrix ISDN Gateways
Internal Voicemail, 12h capacity
4 FXO/Line ports
(universal config)
Up to 1 Gb WAN
Ethernet; Remote access
1 FXS port for
Phone/fax
Paging out Integrated Auto-attendant
Music on Hold
4 Gb LAN ports

Software Feature Summary
• 1 to 24 IP Telephones
• Up to 4 SIP accounts
• Up to 12 PSTN trunks (4 built-in)
- Up to two SPA8800 for FXS & FXO
• Mediatrix 4400 for BRI Gateway
• SIPv2 Call Control Configuration
- Key System and PBX mode
- Day/Night Ring mode
• Automated Attendant (2x9 menu)
- Pre-recorded Customizable
• Internal Voice Mail
- Pre-recorded Customizable
- Voice to email notification with audio file
• Music on Hold
- Internal or external
- Pre-recorded MOH file
• Business Call Control Features
Shared Line Call Appearance
Call Forwarding (All, Busy, NA)
Call Transfer - Attended and blind
Call Pickup - Selective and Group
Intercom and paging (5 groups)
Do Not Disturb
Three Party Conference Calling
Call Park and Retrieve
Extension status monitoring
Call Hunt Groups
Direct Inward Dialing
• Corporate directory
• Embedded configuration utility
• Syslog for SBSC
• Localization for ANZ, CAN, HK, UK & US
• 2.1 add (Europe): AT, DE, E, FR, IE, IT, PT

Cisco WebEx TelePresence
WebEx TelePresence with a cloud based “HOSTED
TELEPRESENCE SERVICE” Hosted and Operated by
Cisco; Sold through Channel partners
Optimized for mid to low end of the market with
“COMPELLING COST OF OWNERSHIP” and “BUSINESS
CLASS EXPERIENCE”
Ideal for “VIDEO ENTRANTS” and small deployments looking to do more through “B2B, REMOTE WORKERS” use cases

Endpoints
Cisco WebEx TelePresence Concept
What is Cisco WebEx TelePresence ?
PUBLIC
INTERNET
(Hosted service)
Infrastructure
+
• Call control for basic calling
• Firewall traversal for intercompany
• Gateways (including PSTN calling)
• Mgmt suites (including directory)
• Multi-conferencing units
Multitenant Hosted Infrastructure
Customer site

 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

Product Focus SBCS Communications
Manager Express
Live
Cisco Unified
Communications
Manager Business
Edition
Smart Business
Architecture
Live Live Status Live
Primary Target Small Business
Specialized
Express UC
Specialized
BE Specialized Select, Premier,
Silver, Gold
Certified
Partner site: www.cisco.com/go/qpt

• Objective: Grow your Cisco Wireless business by leveraging these offers to compete against other vendors to close deals
• Target: SMB and Mid-market customers
• Promotion Duration: November 15 th – April 27 th
•
• Offer 1: NEW: Access Points
– Additional 5 pts Accelerator on NEW 2600 series provides a more feature-rich option for midmarket customers with more sophisticated wireless networking needs
Offer 2: NEW: Virtual Wireless LAN Controller (vWLC)
Additional 5 Pts Accelerator on NEW Virtual Wireless Controller - cost efficient alternative to investment in hardware controller. Helps to graduate customers from autonomous networks
Designed to compete directly with hosted services of Meraki and Aerohive who have exploited the fact that often Cisco has not been priced competitively due to the cost of our controllers
• Offer 3: NEW: Lower Pricing on the 2500-Series Controllers

• Objective: Drive mindshare and sales on Cisco Small
Business products with partners who have certifications of Select and above. Provide Select certifications and above a more favorable discount structure on Small
Business products.
• Target Partner: SMB Select certified and above
• Promotion Duration: October 29 th , 2012 July 27 th , 2013
• Offer 1: Upfront Discounts
– Up to an additional 5 points off on
ALL Small business products for
Select certification partners and above only.

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