Cisco Partner Plus:
Premium Enablement
Accelerate Your Competitive Edge
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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$61 Billion Opportunity Growing at 5-7%
Small and Mid Sized Companies
SMALL is one ofMID
SIZED
Growing Commercial
Cisco’s
top 5 salesLARGE
1-249 Employees
250 – 999 Employees
1000+ Employees
priorities for FY13
Number of Companies
M
A key business108
accelerator
493
K
81 K
for the
Partner
Plus
program, Premium Enablement provides skills &
resources to accelerate sales growth within the
$12 B
$21 B
$28 B *
2015 Opportunity
Commercial segment and improves transparency
and confidence between Cisco and you - our
partners.
CAGR 2010-2015
4-6%
5-7%
5 - 7%
Take advantage
of these resources
to maximize ourUCS
Collaboration
UCS
Collaboration
Switching/Routing
Top 3 Technologies
revenue and Switching/Routing
profit
opportunities
with this segment.
Security
Switching/Routing
Collaboration
Sources: IDC, D&B, Cisco internal analysis
© 2012 Cisco and/or its affiliates. All rights reserved.
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Partner Plus offers preference, support and
investment …in return for commitment,
engagement and business growth
Target and Sell:
Greater benefits to
partners who invest in
selling to midsized
customers, such as:
customer intelligence
marketing campaigns
Empower and Scale:
Support
Preference
Improve
performance
at every stage
of the sales
cycle
Cisco’s full technical
resources and capabilities to
help scale and ramp up your
sales function:
pre-sales technical
support
Premium Enablement
(Cisco Sales excellence
Learning )
Investment
Reward and Reinvest:
Target-based financial rewards to help accelerate
and further grow your business.
© 2012 Cisco and/or its affiliates. All rights reserved.
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Premium Enablement
Cisco Sales Excellence Partner Learning Modules
Preference
Support
Investment
What is it?
A flexible and scalable learning curriculum & set of
learning resources that equip you with the right set of
sales and teaming skills to capitalize on the
opportunities within small & mid-size companies.
The curriculum covers territory and account planning,
sales management, competitive selling, consultative
selling and financial selling .
Partner Benefits
Accelerate revenue and margin
growth through rapid ramp-up of
sales and sales management skills
in your business.
© 2012 Cisco and/or its affiliates. All rights reserved.
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Key Sales Proficiencies
Enabling & Accelerating Partner Led Sales Model
 Mastery of the Partner Led
Sales Motion
 Advanced Soft Selling Skills
 Sales Acceleration
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Premium Enablement
Preference
Support
Investment
E-Learning Modules
Partner Sales Excellence
Next Releases
• Territory and account planning
• Architectural Selling
• Sales management
• Sales Excellence Certification
• Competitive selling
• Consultative selling
• Local Instructor-Led
Workshops & Webex
Via Learning Partners
Varies by Region
• Financial selling
Available in 10 languages
© 2012 Cisco and/or its affiliates. All rights reserved.
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Premium Enablement
Preference
Support
Investment
Territory & Account Planning
Content
 Planning as a process
 Planning best practices
 Portfolio Planning
 Account Planning
Outcomes
 Drive and build revenue generating
Territory Plans
 Enhance Business Analytical skills
and leverage the data to make
confident business decisions
 Enable the co-design and coexecution of these Plans
 Prioritize growth opportunities to
the key set that will make a
difference
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Premium Enablement
Preference
Support
Investment
Advanced Selling
Content
 Solution & Value Added Selling
 Technology Adoption Lifecycle
 Addressing Verticals
Opportunities & Trends
 Addressing Business Pain Points
 Steps for Success
Outcomes
 Share consultative selling
techniques
 Improve consultative selling skills
 Enable Whole Offer positioning
across Cisco’s 3 Architectures
 Fact find and match solutions to
business pain points
 Share ways to articulate business
outcomes in a Vertical language
© 2012 Cisco and/or its affiliates. All rights reserved.
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Premium Enablement
Preference
Support
Investment
Competitive Selling
Content
 Displace & Differentiate
 Deliver value & increase value add
 Deflect competition arguments
 Switch the conversation to Cisco
and Partner value add
Outcomes
 Discover, reveal & displace
competitive vendors
 Understand competitor’s weaknesses
in GTM strategy, portfolio, programs
& offerings through case studies
 Master differentiation techniques
 Improve competitive selling skills &
techniques
© 2012 Cisco and/or its affiliates. All rights reserved.
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Premium Enablement
Preference
Support
Investment
Financial Selling
Content
 Business Relevance
 Influencing Financial Decisions
 Financial Concepts & Exercises
 When to apply Financial Selling
 Consumption Models - Update
 Roadmap & Next Steps
© 2012 Cisco and/or its affiliates. All rights reserved.
Outcomes
 Learn Financial Selling techniques
for today’s economic environment
and improve Financial selling skills
 Prepared for CFO \ Procurement
team engagements
 Learn to position business and
financial benefits of Cisco solutions
to prove the value of Cisco premium
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Premium Enablement
Preference
Support
Investment
Sales Management
Content
 Sales Management Best Practices
 Driving Outcomes with the Cisco
Integrated Selling Process (ISP)
 Running Effective Sales Reviews on
your own Territory
Outcomes
 Improve the execution and
management of sales through
Demand Generation activities
 Build deeper Cisco relationship to
further drive Funnel and Sales
opportunities
 Understand which Cisco programs
can make a difference in
accelerating deals and increasing
their size at every stage of the ISP
process
© 2012 Cisco and/or its affiliates. All rights reserved.
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Premium Enablement
Means Accelerated Sales for Partners
Sample Returns
 $500k pipeline before joint territory & account planning… 3 months
after the sessions had $12M Pipeline
 Distributor recognized a $20M incremental goal… $3M of which
was achieved 30 days after joint territory & account planning and
$900K in new revenue in the first month of adding Tandberg
Business Video to their inventory
© 2012 Cisco and/or its affiliates. All rights reserved.
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Premium Enablement
Accelerate YOUR Competitive Edge!
 Sell more Cisco!
 Check out the e-Learning Modules on the
Partner Education Connection at:
www.cisco.com/go/pec/premiumenablement/
© 2012 Cisco and/or its affiliates. All rights reserved.
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Thank you.