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Cisco Quick Hit Briefing Don't Lose on Price - Cisco Certified Refurbished Equipment

Cisco Quick Hit Briefing Don't Lose on Price - Cisco Certified Refurbished Equipment. To join the audio portion, enter a call-back number in the Audio Conference dialog box. Brian Avery. Connect using the audio conference box or by calling into the meeting: Toll-Free: (866) 432-9903

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Cisco Quick Hit Briefing Don't Lose on Price - Cisco Certified Refurbished Equipment

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  1. Cisco Quick Hit BriefingDon't Lose on Price - Cisco Certified Refurbished Equipment To join the audio portion, enter a call-back number in the Audio Conference dialog box. Brian Avery Connect using the audio conference box or by calling into the meeting: • Toll-Free: (866) 432-9903 • Enter Meeting ID: 200 985 630 • Press “1” to join the conference. Partner Development Manager – Cisco Systems Thursday, Jun 3, 2013

  2. Brian J Avery • Partner Development Manager bravery@cisco.com Priors: Cisco Sales and Channels (8 yrs) • President and CEO Cisco Premier Partner (6 yrs) • Director of SalesCisco Silver Partner(2 yrs) • Financial Analyst Sprint Corporation(7 yrs) Agenda • Introduction • Quick Hit Overview, Agenda • Don’t Lose on Price: Cisco Certified Refurbished Equipment • Cisco Promotions • Tools and Resources

  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 • Unified Computing System Deep Dive Thursday June 13th, 9:30 ET • Registration link at: http://cs.co/quickhit

  4. Quick Hit Briefing Schedule http://cs.co/quickhit/

  5. Cisco Certified Refurbished Equipment Kyle Rowland, Remarketing Manager, Cisco Certified Refurbished Equipment, Cisco Systems

  6. Agenda Secondary Market About Cisco Certified Refurbished Equipment Frequently Asked Questions How To View Inventory Q&A

  7. The Cisco Secondary Market • Market is large and growing • All customer segments • All Cisco technologies $3 Billion Global Annual Sales

  8. Cisco Certified Refurbished EquipmentProgram Specifics • In existence since 2001 • Cisco’s authorized division of refurbished equipment • Reside under Cisco Capital organization • New and end of sale Cisco products across all technologies – 3,500+ products • Competitive Pricing 65-80% off New List • Supply available through Cisco supply chain and lease portfolio • Sold through authorized Cisco resellers and distributors or to direct Cisco customers

  9. Cisco Certified Refurbished EquipmentValue Chain Remanufacturing Process Routes to Market Product Sources Stock Rotations Service RMA and Trade-Ins Lease Returns Selective Buybacks Manufacturing Overruns End of Sale Inventory Cancelled Orders Lab Equipment Internal IT Refresh Direct Customers

  10. Cisco Certified Refurbished EquipmentRemanufacturing Process INSPECT UPGRADE TEST REPAIR CLEAN AND RECONDITION PACKAGE

  11. Cisco Certified Refurbished Equipment for Maximum Profitability Managed Services Infrastructure Projects Sparing • Price savings story • Cisco warranty on all boxes; customer should not care between new and refurbished • Used in lieu of 4-hour contracts • Services savings cost – enabled when products go into production • Use to lower hardware costs • Managed services are usually SLA or service-driven sales

  12. Examples:Cal Poly & Boston Scientific 100% NEW CISCO BLENDED (NEW 61%, RF 39%) 71% Discount Needed 60% Blended Discount 100% RF 100% NEW CISCO 75% Discount Needed 42% -RF Discount

  13. Breadth of Product Lines • Continually evaluating Cisco Inc. products and adding new refurbished products to portfolio • 3,500+ products, across all technologies • End of Sale products also available

  14. Frequently Asked Questions

  15. Can We Finance Cisco Certified Refurbished Equipment? • Yes, financing programs through Cisco Capital available • Help customers: • Lower total cost of ownership • Reduce financial risk • Realize tax savings • Simplify operating budgets • Make the most of their capital budgets • Work with Remarketing Manager or Cisco Capital Channel Account Manager for assistance

  16. What if You Don’t Have Inventory in Stock? • Contact your designated Remarketing Account Manager • We can help you: • Gain visibility to inventory going through remanufacturing process • See inventory coming back from Cisco supply chain or Capital leases • Search for a similar version of the product • Consider the previous-generation version of the product, if applicable

  17. Transparency • Pre-Owned Equipment price list and availability available to all • - Sign up at refurbquestions@cisco.com • - View online at www.cisco.com/go/refurb • Inclusion of stock not yet refurbished • Dynamic inventory – check availability often • Email us if desired products or quantities are not listed

  18. Can I put products on hold or reservation? • Yes, product can be put on short-term reservations • If product is in stock on Cisco website (www.cisco.com/go/refurb), • Contact your Distributor • Distributor’s Cisco purchasing team can create a product reservation with Cisco • If product is not in stock or shows insufficient quantities: • Send request to refurbquestions@cisco.com Objections

  19. How Do I Overcome Objections to “Refurbished”? Objection Your Response: • I can get it cheaper from another source • Hidden costs – inspection and re-licensing fees may apply • Possibility of poor quality and performance if not refurbished to Cisco standards • Cisco typically will not support the product • My source provides a warranty • Hardware replacement only; no software support • Network functionality intelligence is in the software, not the hardware • Will the seller be there tomorrow? • Refurb = used = poor quality • Fully tested and remanufactured to “like new” condition • Same warranty and support options as new product • Fully supported by Cisco; sold through Cisco authorized channels

  20. Search Inventory Same format with or without CCO log-in. Query will return quantity available for immediate shipment

  21. Cisco Partner Promotions

  22. Cisco Promotions • http://www.cisco.com/go/promotions/

  23. Key Programs and Promotions • Opportunity Incentive Program | Click Here • Trade-in Migration Program | Click Here • Mid-Market Collaboration Promotion | Click Here • Collaboration Breakaway Plus | Click Here • Cisco BYOD Smart Solution Promotion | Click Here • UCS New Account Breakaway Promotion | Click Here • Cisco Fast Track Instant Rebates | Click Here • Access all promotions and incentives | Click Here

  24. Tools and Resources

  25. Cisco Certified Refurbished Equipment Resources • Cisco Capital Refurbished Equipment Home Page | Click Here • CCRE Contact List | Click Here • CCRE Partner Resources | Click Here • CCRE Program At-a-Glance | Click Here • Learn About our Remanufacturing Process | Click Here • Remanufacturing for a Greener Planet | Click Here • Frequently Asked Questions | Click Here

  26. You have purchase options….we welcome the opportunity to partner with you to maximize your network investment.

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