November 15, 2012
Cisco Quick Hit Briefing
Who’s On First? – Partner Resources
Update
Brian Avery
Partner Development Manager – Cisco Systems
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Agenda
 Introduction
 Cisco Priorities
 Cisco Programs
Brian Avery
 Cisco Promotions
bravery@cisco.com
 Cisco Capital Promotions
Partner Development Manager
Priors:
 Q&A
President and CEO
Cisco Premier Partner
Director of Sales
Cisco Silver Partner
Financial Analyst
Sprint Corporation
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• A weekly partner briefing series
designed for Cisco Commercial
Territory partners
• Concise, relevant updates on:
Cisco products and solutions
Partner programs and promotions
Partner Enablement – Demand Generation,
Selling Skills, Closing Tools, etc.
• Next Quick Hit Briefing:
Demand Generation Ideas and Execution
Thursday Nov 29th, 9:30 ET
https://ciscosales.webex.com/ciscosales/j.php?ED=205794062
&RG=1&UID=0&RT=MiMxMQ%3D%3D
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Cisco Priorities
1
Leadership in the Core…
Routing / Switching / Services
Mobility
2
Collaboration
3
Data Center / Virtualization / Cloud
4
Video
5
Architectures for Business Transformation
Security
Any - Any
Key Drivers of the Future of the Network
That Strategically Leverage the Power of the Network
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Cisco Resources - People
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Partner Account
Manager
Sales Account
Manager
Partner-Led
Business Manager
Manage Partner
Relationships
Deals, Opportunities,
Pipeline
Premier and above
• MM-TAM
Marketing, Demand
Generation,
Enablement
• PAM – Partner AM
• VPAM – Virtual
Partner AM
• GEO-TAM
• VSAM
• PLBM (That’s me)
• TMM
• Select AM
• Enterprise AM
• SLED AM
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• Partner Relationship Categories:
Cisco Registered Partner
Cisco Registered Partners enjoy access to a wide variety of Cisco channel
partner tools and are eligible to apply for Cisco certifications and
specializations. > Read More
Cisco Specialized Partner
Cisco Specialized Partners have mastered a structured training regimen and
proven their acumen in an assessment process and can go on to qualify as a
Cisco Certified Partner. > Read More
Cisco Certified Partner
Certified Partners must achieve one or more technology specializations,
surpass customer satisfaction standards, and provide presales and post-sales
support capabilities. > Read More
Cisco Partner Relationship Levels
Certified Partner Benefits
•
•
•
•
•
Increased Profitability
Deal Registration
Marketing Support
Partner Support
Product access
Certified
Partners
Gold
Silver
Premier
Select
Registered
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What They Do - Partner Relationship Management
Programs, Certifications, Specializations, Training, Business Reviews,
Goal Setting – help you succeed with Cisco!
• Gold, Silver - PAM – Partner Account Manager
In-territory. Mostly cover Silver, Gold partners, some Premier –
coordinate territory partner activities. PAM Locator
• Premier - VPAM - Virtual Partner Account Manager
Virtual – located in RTP-Raleigh. All Premier partners have a
dedicated VPAM. PAM Locator
• Select – Regional Partner Account Manager
Email this alias to connect - selectpartners-us@cisco.com
• Distribution Account Teams
Registered partners have dedicated teams at our distribution
partners - Distributor Locator
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Cisco Sales Team Coverage
Enterprise
Geo
1 – 250 employees
Named and nonnamed accounts
Partner-Led
Teaming with Cisco
SLED/FED
Mid-Market
250 – 1000 employees
Named Accounts
Select
Joint Engagement
Cisco-Partner
Mid-Market
250 – 1000 employees
Geo
1 – 250 employees
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What They Do – Opportunity and Account Management
Account Management, Opportunity Management, Demos, Pricing, Quoting,
Closing Pipeline Management – help you win deals with Cisco!
• GTAM – Geo-based territory AM
Sub-250 employee accounts and non-named accounts
• MMTAM – Mid-market territory AM
Mid-market named accounts ( +/- 250 – 1,000 employee accounts)
• Select AM – Select account manager
Select set of sub-enterprise major accounts (+1,000 employee accounts
• VSAM – virtual sales AM – inside sales support to GTAM,
MMTAM, Select AM
• SLED AM, Federal AM, Enterprise AM
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Who Is My Cisco Rep?
If the tool returns,
no result, it is
non-named!
http://tinyurl.com/whoismyciscorep
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Responsible for:
• Sales Enablement
• Partner Enablement
• Business Development
• Demand Generation
• Develop and Enable a set of focused partners who have both
the interest and capacity to grow their Cisco practice in the
Commercial space
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• Cisco Authorized Distributors
D&H, www.dandh.com
(800) 877-1200 Opt 4,x6630
Ingram Micro, www.ingrammicro.com
(800) 445-5066 x24041
Scansource, www.scansource.com
(800) 944-2432
Tech Data, www.techdata.com
(800) 237-8931 x77776
Comstor www.comstor.com
(877) 937-8737 x51131
Avnet, KBZ, Visitec, TelcoBuy
• For more information, visit the Cisco Distributor Locator
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•
To get help with developing an appropriate BOM of SKU's the Partner
Helpline (PH) will help with putting together SKU lists on just about
any topology.
•
Call 1800 GO CISCO and ask the receptionist for Partner Helpline
(PH).
•
http://www.cisco.com/go/ph
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• For partner relationship help, contact the Partner Relationship Team:
www.cisco.com/go/prt/
• To Call Cisco Partner Relationship Team in the US and Canada -
Hours of Operation: M-F 5:00 a.m. - 6:00 p.m. PST (Supported
Languages: English)
(800) 553-NETS (1-800-553-6387) or (800) GO-CISCO
• Select option 1 (to go to the traditional menu). Then
• Select Option 2 -1 to reach the Cisco
Partner Relationship Team (PRT).
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Cisco Capital can provide you with the
tools and resources to help you
quickly close your deal.
• Visit www.cisco.com/go/growit/ for
resources and information
• Visit the Contacts Section for
local/regional Cisco Capital contacts
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• For post-sale implementation support and for ongoing support of
customers with support contracts (SMARTnet, SmartCARE, etc)
• TAC Service Request Tool:
http://tools.cisco.com/ServiceRequestTool/create/launch.do
• TAC via Phone- (800) 553 2447
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Partner Resources - Tools
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http://www.cisco.com/web/partners/index.html
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http://tools.cisco.com/WWChannels/LOCATR/jsp/distributor_locator.jsp
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• Easy-to-use online
resource designed
for your account
managers and
sales engineers.
• Created to assist
you with becoming
more productive,
knowledgeable and
competent in selling
Cisco solutions
www.cisco.com/go/thesell
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• Easy-to-use mobile app for partners
• Developed for use with iOS and Android
mobile devices
• App lets our partners see a complete calendar of distributor
events, with everything from trainings to workshops, in a single
view.
• iTunes: https://itunes.apple.com/us/app/cisco-disti-
compass/id565287913?mt=8
• Android:
https://play.google.com/store/apps/details?id=com.cisco.android.p
ems
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• Partner Program Enrollment
Enrollment in partner programs such as VIP, Partner Plus, more…
http://www.cisco.com/go/ppe/
• Partner Program Intelligence
Use to track progress and achievement of program goals
http://www.cisco.com/go/ppi/
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• Primary e-Commerce tool for Cisco/Partner interaction
Register deals, whether or not you order directly from Cisco
Quote, configure, and order products, software, and related service
Not-for-Resale (NFR) special pricing requests
http://www.cisco.com/go/commerceworkspace/
Training: http://www.cisco.com/go/commerceworkspace-training
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• Partner Education Connection (PEC) provides training on
products, tools, and solutions to help you keep ahead of the
competition as a Cisco Partner.
• Achieve and retain your organization's partnership status by
following the training required for career certifications and
technology specializations.
http://tools.cisco.com/pecx/login
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• Manage all your
partner information
from one location to
get the most from
Cisco partner services.
• http://apps.cisco.com/
WWChannels/GETLO
G/login.do
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• @oncefinance is an online financing application app directly
linked to automated credit scoring, enabling the submission of
applications online, the management of pipeline business, and
the virtual review of portfolios
• Improve your business with:
Quicker credit decisions
Reduced paperwork
Faster sales closing
Robust portfolio management tools
• http://www.cisco.com/web/ordering/ciscocapital/channel_partners/
quote.html
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• http://www.cisco.com/web/partners/sell/competitive/index.html
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• Reduce Quoting Time from Days to Minutes
• The Cisco Quick Pricing Tool (QPT) is designed to help you
quickly generate a bill of materials and estimate pricing for Cisco
solutions addressing the needs of small to midsized customers.
Cisco Unified Communications 300 Series
Smart Business Communications System
Cisco Unified Communications Manager Express
Cisco Unified Communications Manager Business Edition 3000
Cisco Unified Communications Manager Business Edition 5000 and 6000
Cisco Smart Business Architecture
• www.cisco.com/go/qpt/
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• Cisco Service Contract Center (CSCC) allows you to manage
your Cisco services ordering, quoting and contract management
activities in one location.
• Access SCC : http://tools.cisco.com/scc/
• SCC Training:
http://www.cisco.com/web/services/resources/cscc/training
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• dCloud is a virtual demonstration service that allows you to
conduct, customize, and share demonstrations anywhere, at
anytime.
• Demo a wide variety of scripted Cisco solutions and products with
optional endpoint equipment at tradeshows, on customer sites, in
Cisco offices, or virtually.
• Demonstrations offer administrative access for complete
customization of the demonstration scenarios and environment.
• www.cisco.com/go/demo/
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• New desktop app for partners
• Simplify Cisco’s value proposition and allow sales reps to access
prospecting information
• Download it today
• http://d2gljnx36ylb6z.cloudfront.net/CiscoCentralSetUp-v1.EXE
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• Self-service e-
Commerce marketing
engine for partners
• Campaigns
• Events
• Customized
Marketing Activities
• Marketing wallet
http://www.ciscopartnermarketing.com
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• Cisco Collaboration Expert is a tool designed to help
customers and Cisco channel partners understand
the key business benefits and capabilities of Cisco's
Collaboration Architecture.
• Cisco Collaboration Expert contains video
demonstrations of Cisco's Collaboration portfolio
including solutions including:
Cisco Business Edition
Cisco Jabber
Cisco WebEx
Cisco Telepresence and many more.
• https://itunes.apple.com/us/app/cisco-collaboration-
expert/id553555637?mt=8
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Who Is
Cisco?
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Steven Burke, CRN - http://comdexvirtual.com/comdex
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Market Share Leadership
Security
Security
Digital Video: IPTV
100%
100%
80%
80%
60%
31%
Switching: Modular/Fixed
100%
Cisco/SA
65%
80%
60%
60%
40%
40%
20%
20%
20%
0%
0%
0%
40%
Cisco
Voice
Wireless: LAN
100%
100%
80%
80%
60%
40%
20%
38%
Cisco
0%
80%
60%
Cisco
55%
Storage: Area Networks
Cisco
51%
80%
60%
40%
40%
20%
20%
0%
0%
Networked Home
100%
80%
80%
Linksys
24%
39%
60%
40%
40%
40%
20%
20%
20%
0%
0%
0%
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43%
Cisco
Web Conferencing
100%
60%
72%
100%
60%
Routing: Edge/Core/Access
100%
Cisco/SA
Cisco/WebEx
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Cisco’s Financial Strength
• $84B Market Cap Company
• $43B in Revenue
• $8B in Annual Profits
• $30B More Cash than Debt
• $5.8B in Research and Development
• R & D Culture Across Business Units
John Chambers,
Chairman and CEO, Cisco
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Cisco – Resilient and Reinvented
Competitors have come and gone… Cisco is still here
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Thank you.