Strategic Upselling with Cisco

1. Strategic Upselling with Cisco Cisco Quick Hit Briefing Brian Avery, Cisco Partner Development Manager To join the audio portion, enter a call-back number in the Audio Conference dialog box. Alternatively, you can call into the meeting by dialing: Toll-Free: (866) 432-9903 Enter Meeting ID: 206 301 695 Press “1” to join the conference.

2. Brian Avery • bravery@cisco.com • Partner Development Manager • Priors: • President and CEO (6 yrs)Cisco Premier Partner • Director of Sales (2 yrs)Cisco Silver Partner • Financial Analyst (7 yrs)Sprint Corporation • Introduction • Quick Hit Overview • Evolution of Technology, The Power of Cisco: Design • Strategic Upselling Tips • Switching • Routing • Wireless • Security • Collaboration • Datacenter • Resources • Don’t Lose Alone: Who Is My Cisco Rep? • Resources, Wrap-Up, Q&A Agenda

3. What Is a Quick Hit Briefing? • 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: • “Business Edition 6000 Deep Dive” Thursday April 11th, 9:30 ET • https://ciscosales.webex.com/ciscosales/j.php?ED=205804467&RG=1&UID=0&RT=MiMxMQ%3D%3D

4. Would You Like Fries With That?Strategic Upsellingwith Cisco Brian Avery – Partner Development Manager

5. Strategic Upselling Happens Every Day Customer walks into McDonald’s for lunch, asks for a Quarter Pounder with Cheese Associate says “Would you like fries and a drink with that?” “We also have a special! Two Apple Pies for $1” Associate converts a $2 sale into an $8 sale!

6. Evolution of Technology

7. It All Started With… And people were happy and life was good.

8. But then came along… And people liked it and wanted more. So…

9. And now… Today’s Network • Phone • Phone + Computer • Phone + Computers • Phone + Computers + Switch • Phone + Computers + Switch + Server • Phone + Computers + Switch + Server + Router • Phone + Computers + Switch + Server + Router + Firewall • Phone + Computers + Switch + Server + Router + Firewall + Wireless • Phone + Computers + Switch + Server + Router + Firewall + Wireless + VPN • Phone + Computers + Switch + Server + Router + Firewall + Wireless + iPads+ ? 1995 1996 1996 1997 1998 1999 2000 2001 2002 2005 2006 2010 Years # of different technology products

10. Typical Multiple Vendor Network Average of 5 to 7 technology products in a typical business network!

11. Results in The Frankenstein Effect! • Reliability challenges • Inconsistent warranties • Higher maintenance costs • No single point of support • Basic level of integration =

12. The Powerof Design

13. The Power of Design

14. The Power of Design

15. The Power of Cisco: Design Core and Datacenter Wirelessand Mobility Unified Communications Security Collaboration and Video Cisco is the only vendor to offer a highly integrated, consistent, scalable solution

16. StrategicUpselling

17. Switching - Upselling Opportunity “Can you get me a quote for some new network switches?” • Power over Ethernet switching • Addition of wireless controller and APs • Unified Communications Upgrade • Gigabit Ethernet, Stackability, Redundant Power options, chassis based switch vs. rack mount • TrustSec – local network security • Are you interested in gigabit switching? • Are you planning any phone system upgrades? • Do you have a need for wireless in your facility? • Are you subject to PCI compliance? • Are you concerned about uptime, scalability? Questions Recommendations • Catalyst is #1 switch line (72% share) • Most comprehensive switch line • Lifetime warranties with advance hardware replacement • Full support for IPV6, Energywise • www.cisco.com/go/catalyst • Switching Resources for Partners • Partner Helpline www.cisco.com/go/ph/ • Competitive Information Why Cisco More

18. Routing - Upselling Opportunity “Can you get me a quote for some new routers?” • ISRG2 Router Upgrade • Upsell to Security Bundles • Upsell to Voice (SRST) Bundles • Gigabit Ethernet switch modules • Content Security Engine modules for content security • Medianet to optimize bandwidth and video performance • Service Ready Engine (SRE) modules support virtual servers in routers • Are you concerned about WAN performance? • Are you planning to replace your phone system in the next 18 months? • Are you planning to deploy video in the future? • Are you concerned about network security? • Are you concerned about uptime, scalability? Questions Recommendations • Cisco makes #1 router (55% share) • Most advanced and broadest line • Multi-service platforms support routing, security, voice and video • New SRE modules for virtualization • www.cisco.com/go/routing/ • Routing Resources for Partners • Partner Helpline www.cisco.com/go/ph/ • Competitive Information Why Cisco More

19. Wireless - Upselling Opportunity “I need to get a new access point.” • Addition of wireless controller with APs • CleanAir for high interference • Cisco Anyconnect for wireless security • Network Control System (NCS) for unified management (wired, wireless, security) • 802.11n access points! • Power over Ethernet switching • BYOD Smart Solution • Do you currently run wireless and is it 802.11n? • Are your employees asking for access from mobile devices (iPads, etc) • Would you like to offer guest access? • How do you manage your wireless network today? • Are you familiar with the security risks over wireless? Questions Recommendations • Aironet is #1 wireless (51% share) • Clean Air, Videostream, Clientlink, Mesh, Controller • Unified Management wireless, security with NCS • www.cisco.com/go/byod/ • Wireless Partner Resources • Partner Helpline www.cisco.com/go/ph/ • Competitive Information Why Cisco More

20. Security - Upselling Opportunity “I need to replace my firewall.” • ASAs provide solid security foundation • AnyConnect clientless VPN for remote and mobile users! • VPN to enable secure site to site • Scansafe – cloud based content security and threat protection • Web Security Appliance – Anti-spam, anti-virus, web and social media controls • ISE – Identity Services Engine • Do you have mobile or remote users? • Do you currently have a wide area network? • Are you concerned about content security and web threats? • Do you want to limit access to web content and social media? • Do you have a wireless network? Questions Recommendations • Most comprehensive security solution • Manage all security via one interface • AnyConnect + Scansafe for mobility • Best in class Web+Content Security • #1 in Security (31% share) • No naked ASAs– Upselling Guide • www.cisco.com/go/security/ • Security Resources for Partners • Partner Helpline www.cisco.com/go/ph/ Why Cisco More

21. Collaboration - Upselling Opportunity “I’m looking to get a new phone system.” • Cisco Unified Communications • Single Number Reach, Integrated Messaging • Multisite connectivity • Virtual Contact Center • Redundancy, virtualization • Cisco Jabber for smartphone, desktop integration, presence and IM • WebEx and Telepresence for collaboration and video • Do you have employees who work part-time or full-time away from the office? • Are you interested in presence and instant messaging communication to stay in touch? • Are missed calls and voicemail tag a challenge? • Do you have groups of employees who answer calls? • Do you have multiple offices? Questions Recommendations • Cisco makes the #1 phone system with 37% market share - 95% of the Fortune 500 use Cisco phones • The ONLY single vendor solution • 50,000,000 phones sold to date! • Business Edition 6000 • www.cisco.com/go/voice/ • Collaboration Resources for Partners • Competitive Information Why Cisco More

22. Datacenter - Upselling Opportunity “Can you quote me a new server?” • Cisco Unified Computing • Innovative x86 rack and blade servers with accelerated memory and storage networking ASICs • Reduced cost of network connectivity, power, and cooling • Designed for redundancy, virtualization with EMC, NetApp, vmWare and Citrix • 70 world record benchmarks, 50% of the Fortune 500 • How many servers do you have or plan to deploy in the future? • Are you using or considering storage networking? • Have you thought about server virtualization? • Did you know that Cisco makes servers and is the #2 server vendor in the world? • Are you concerned about business resiliency? Questions Recommendations • Cisco makes the #2 blade server platform in the world – in just 3 years! • Cisco is the leader in datacenter networking and UCSintegrates x86 processing into this architecture • Cisco Unified Computing • UCS Acceleration Partner Playbook • UCS Resources for Partners • Competitive Information Why Cisco More

23. Market Share Leadership Security Digital Video: IPTV Switching: Modular/Fixed Security 100% 100% 100% 100% Cisco/SA 65% 80% 80% 80% 80% 60% 60% 60% 60% Cisco 40% 40% 40% 40% 31% 43% 39% 51% 55% 24% 72% 20% 20% 20% 20% 0% 0% 0% 0% Voice Wireless: LAN Storage: Area Networks 100% 100% 100% 80% 80% Cisco 80% 60% 60% 60% 38% 40% 40% 40% Cisco Cisco 20% 20% 20% 0% 0% 0% Routing: Edge/Core/Access Networked Home Web Conferencing 100% 100% 100% 80% 80% 80% Cisco Linksys 60% 60% 60% 40% 40% 40% Cisco/WebEx 20% 20% 20% 0% 0% 0% Cisco/SA

24. Don’t Lose Alone: Who is My Cisco Rep?

25. Cisco Commercial Sales Team Coverage Mid-Market 250 – 1500 employees Named Accounts Joint EngagementCisco-Partner Geo 1 – 250 employees Named and non-named accounts Partner-LedTeaming with Cisco

26. Who Is My Cisco Rep? If the tool returns, no result, it is non-named! http://tinyurl.com/whoismyciscorep

27. Register your Deals! • 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

28. OIP At - A - Glance • Goal – Provide incentives for partners that actively identify, develop, and close new business through deal registration • Program Details • Fixed Discount off List Price on eligible products • -UCS up to 65% • -Desktop Virtualization up to 62% • -Legacy Tandberg up to 58% • -Catalyst Switching up to 52% • -HW up to 50% • -SMB up to 45% • -SMARTnet up to 25% • Registration Valid for 6 months from qualification and eligible for renewal • One registration per opportunity • OIP may include TMP/trade-in • Program Requirements • All Cisco Certified Partners • All technologies and markets • Partner Driven, Incremental Opportunities • Qualification necessary pre RFx • Qualification requires customer meeting • Approval requires BOM upload • Minimum Deal: $10,000 List product (Min 1st order $5k list) • Program Benefits • Rewards partners for bringing net new business to Cisco • Provides partner differential on approved opportunities • Streamlined OIPs for Commercial and Public Sector sub 50K list • Awarded very early on in an opportunity & valid for 6 months from qualification & eligible for renewal

29. Leverage Incentives and Promotions! Examples: • UCSNew Account Breakaway • Mid-Market Collaboration Promotion • BYOD Smart Solution • Try and Buy Program for Email and Web Security • Cisco UC 9 & 3 Upgrade Offer • For more: http://www.cisco.com/go/promotions

30. Resources, Wrap-Up, Q&A

31. Partner Central http://www.cisco.com/web/partners/index.html

32. BYOD Resources • Cisco BYOD Smart Solution • The Cisco BYOD Smart Solution delivers a superior solution to the bring-your-own-device (BYOD) trend: unified policy for highly secure access, an uncompromised user experience, and simplified operations for IT. Flexible configuration options, integrated and validated by Cisco, help you to meet the needs of your customers reliably and profitably. • Cisco BYOD Smart Solution (general resources for the BYOD Smart Solution) • Cisco BYOD Smart Solution for Enterprise Customers (resources specific to the enterprise solution) • Cisco BYOD Smart Solution for Midsize Customers (resources specific to the midsize solution)

33. Collaboration Resources • Smart Business Architecture for Midsize Organizations • Helps you increase sales and profitability, and service customers with networks of 100 to 1,000 users. Use it to solve any problems with: • Accelerating the process of designing, quoting, and ordering solutions • Simplifying network deployments and freeing up senior level engineers • Selling complete solutions by positioning architectures rather than point products • Clearly articulating a complete solution of products, services, and your professional services

34. VXI Resources • Cisco Desktop Virtualization Infrastructure (VXI) Smart Solution • Combining Cisco data center, network, and collaboration technologies with services and an industry-leading partner ecosystem, the Cisco VXI Smart Solution increases the business efficiency, productivity, and agility of your customers • Cisco VXI Smart Solution (general resources for the VXI Smart Solution) • Cisco VXI Smart Solution with Citrix (resources specific to the Citrix solution) • Cisco VXI Smart Solution with VMware (resources specific to the VMware solution)

35. Borderless Networks Resources New Marketing Materials for Upsell, Migrate and Cross-Sell Opportunities • Is Your Network Ready for Unified Access? • Is Your Network Ready for Next Generation Services in the Campus and Data Center? • Is Your Data Center Secure? • http://www.cisco.com/web/partners/sell/technology/borderless/bn_mktg_plays.html#~Plays

36. The “SELL” • 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

37. Cisco Central • 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

38. Collaboration Expert Selling Tool • Cisco Collaboration Expert is a mobile sales tool for Cisco partner AMs. • 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. • IOS - https://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?mt=8 • Android - https://play.google.com/store/apps/details?id=com.cisco.midmarket&hl=en

39. dCloud: The Cisco Demo Cloud • 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/

40. Competitive Information • http://www.cisco.com/web/partners/sell/competitive/index.html

41. Cisco Partner Marketing Central • Self-service e-Commerce marketing engine for partners • Campaigns • Events • Customized Marketing Activities • Marketing wallet http://www.ciscopartnermarketing.com

42. Distribution Teams 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 • Comstorwww.comstor.com • (877) 937-8737 x51131 • Avnet, KBZ, Visitec, TelcoBuy For more information, visit the Cisco Distributor Locator

43. Let’s go sell something.