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Leveraging Automation to Close Renewal Opportunities

Leveraging Automation to Close Renewal Opportunities . Agenda. Renewals. CSPP. Why Automation?. Auto Quote. Reseller Services Portal. Accelerate. Q&A. Services Renewals.

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Leveraging Automation to Close Renewal Opportunities

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  1. Leveraging Automation to Close Renewal Opportunities

  2. Agenda Renewals CSPP Why Automation? Auto Quote Reseller Services Portal Accelerate Q&A

  3. Services Renewals • Provides the opportunity to capitalize on the initial investment in time and effort made when your customer first bought a service contract • Helps secure your organization at least another year’s revenue for a far smaller outlay • Creates opportunities to open the conversation around upgrades of the service coverage, extending coverage to other equipment, or even replacing existing hardware • Customer loyalty and stickiness with VAR

  4. Services Renewals • A Minimum of 90 to 120 Days in Advance • Understanding the Customer’s Business Needs • Exploring Opportunities to Upsell • Proposing a Solution to Meet Customer Requirements, Including Financing

  5. Earn More for Selling Services with CSPP Cisco Services Partner Program Compensation Performance Management Eligibility www.cisco.com/go/cspp

  6. Why Automation? • $25K+ Renewals • Sub-$25K Renewals • 40% • $2500 - $25000 • 45% • > $25000 • 15% • $0 - $2500 What segment of your renewal portfolio do you have the ability to touch?

  7. Why Automation? Cost removed from generating low end quotes Open bandwidth to focus on larger opportunities Touch more opportunities = Close more sales Increase Cisco SMARTnet renewal & attach rates

  8. Auto Quote • Automated monthly Renewal opportunities • Emailed directly to your inbox • Linked to your CCO ID so Auto Quote is viewable in SCC (SMS3) for renewals • Proactive, preapproved and validated Cisco Quotes • Renewal Opportunity range= back 2 months & forward 3 months • Unattached Opportunity range= items not covered 30-90 days after shipment *quote created through Reseller Services Portal

  9. Renewal Auto Quote Email

  10. Reseller Services Portal • Partner Facing Tool for Organizing, Tracking & Ordering Cisco Service Contracts • Use the Reseller Services Portal to View Renewal Auto Quotes & Track Closure • Improve Renewal Rate • Training Webinars Available

  11. Reseller Services Portal Website - http://svc360.com/ingramus

  12. Reseller Services Portal

  13. Reseller Services Portal

  14. Reseller Services Portal

  15. Reseller Services Portal Webinar Attend the Reseller Services Portal Webinar to Learn More on How to Manage your Cisco Service Opportunities Through the Reseller Services Portal Contact your Ingram Market Account Representative For Registration Details

  16. Cisco Services Accelerate Program Review the Selling Cisco Services Contract Renewals learning module in the Cisco Services Accelerate Program www.cisco.com/go/accelerate • Addresses the process of pursuing renewals opportunities. • Provides sales strategies, best practices, and objection handling. • Contains information on the available Cisco tools • Resources to assist with the process of selling service contract renewals.

  17. Cisco Services Accelerate Program

  18. Cisco Services Accelerate Program

  19. Cisco Services Renewals Partner Incentives • Contest Timeframe: April 29th – July 26th • Every Cisco Services renewal contract you close* will earn you an entry into the contest drawing to win one of 25 $500 AMEX gift cards • Kicker: $1,000 goes to the partner that closes the largest renewal contract • Kicker: $1,000 goes to the partner that closes the most renewal contracts 60% of the devices on the contract must be closed in order for the contract to be eligible. Win $500!

  20. Services Market Account RepresentativesCisco Business Unit Central James Skelton 800.456.8000 Ext 66480 james.skelton@ingrammicro.com ME WA VT MT ND NH MN MA NY OR RI WI CT SD MI ID PA WY NJ IA NE MD IN DE OH IL NV WV UT CO VA Northeast Shawnta Woodard 800.456.8000 Ext 66457 shawnta.woodard@ingrammicro.com MO KS KY CA NC TN West Andrew Gates 800.456.8000 Ext 66468 andrew.gates@ingrammicro.com SC OK AR AZ NM AL GA MS TX LA FL South Bernard Dent Market Account Representative 800.456.8000 Ext 66465 Bernard.Dent@ingrammicro.com GovEd– All U.S. Monica Froese 800.456.8000 Ext 65088 Monica. Froese@ingrammicro.com

  21. Questions? Ingram Micro

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