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What questions should I ask to qualify a potential HCS customer?

What questions should I ask to qualify a potential HCS customer?. #1 Are we talking to the right customers?. Are you consuming any applications in an As-a-Service model today? (Examples: Salesforce.com, Google Apps, Office 365)

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What questions should I ask to qualify a potential HCS customer?

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  1. What questions should I ask to qualify a potential HCS customer?

  2. #1 Are we talking to the right customers? Are you consuming any applications in an As-a-Service model today? (Examples: Salesforce.com, Google Apps, Office 365) If no, are you currently developing a “Cloud” strategy as part of your overall IT Portfolio Management Strategy? P1 E-rate Funding Eligible: Schools, School Districts, Libraries, Consortia and public and private institutes

  3. Is Hosted Collaboration a fit for you? What is your cloud strategy? What apps are you consuming from cloud today? Where were those cloud decisions made (IT, LOB, Users)? What was motivation to move to cloud? • Low tolerance for risk • Shortening the Time-to-Value • Business Continuity • Grown or are Growing by Acquisition • Focus IT on Strategic Business Initiatives • OpEx versus CapEx If you’re not talking to you customers about Cloud…someone else is

  4. Best HCS Customer Prospects Customers already using a Cloud or Software-as-a-Service or Hosted Solution Customers who are developing a Cloud Strategy (or Thin IT Strategy) Existing Cisco UC Customers (i.e. Drive to 9 Promotion) P1 E-rate Funding Eligible: Schools, School Districts, Libraries, Consortia and public and private institutes Customers who fit the customer profile characteristics below: • Customers interested in an OpEx versus CapEx model. • Customers who have a low tolerance for risk or are trying to mitigate as much technology risk as possible. • Customers interested in shortening the Time-to-Valuetime span when looking at acquiring a new corporate wide collaboration solution. • Customers interested in Business Continuity. • Customers who have grown or are growing by acquiring other companies, have multiple communications platforms across the sites, and would like to move to a single, corporate wide collaboration strategy. • Customers who are directing their IT resource efforts to focus on strategic business initiativesand projects that help them differentiate themselves from their competition. If you’re not talking to you customers about Cloud…someone else is

  5. What Enterprise Cloud Apps Do You Use? $38B Mkt Cap 5% of Revenue? ($50B) $1.2B “Other” Rev Media Delivery ($1.6B rev) T&E $7B Mkt Cap HR (SAP, $3.4B) ERP - $8.7B Mkt Cap HR (Oracle, $1.9B) B2B Comm (SAP, $4.3B) 1.2B Min/Mo; 50% share $300M+ Raised $23B Mkt Cap

  6. #2) Are we talking to the right people? Primary Influencers Primary Decision Makers Source: Forbes Insights 2013 4/13

  7. Selling HCS Best Practices Summary • QUALIFY – Do they already use Cloud Services and/or have a Cloud Strategy? • IDENITFY - Talk to the budget holders, IT Leadership or Financial Leadership • Frame up the right approach to evaluating Cloud vs. On-Premise Solution…Don’t compare a BOM with a Service… • TCO - Have a story that you can tell, i.e. mortgage, car, etc. • Do they have a Collaboration Strategy, and if so, is it completely implemented? If no, why not? Only 4% of customer have completed a full roll out…HCS can address these barriers • Position HCS as a low risk option to begin their Collaboration journey • Become a Cloud Expert – Great cloud and Industry Reading Material:

  8. Paying Cash for a House vs. using a Mortgage Total Cost of Mortgage $729,626.85* Cash Purchase Price $400,000 It is much less expensive to pay cash, why would anyone even consider using a Mortgage/Loan? *30 Year Fixed Rate Mortgage at 4.5% for $400,000

  9. 5 Year Total Cost of Ownership for Car 2013 Ford Taurus 4 Door Sedan Purchase Price $26,400.00 Source: Kelley Blue Book

  10. 5 Year Total Cost of Ownership for Car Purchase Price $26,400.00 Source: Kelley Blue Book

  11. 5 Year Total Cost of Ownership for Car Purchase Price $26,400.00 Source: Kelley Blue Book

  12. Why customers are looking to Collaborate in the Cloud? - “Business Agility” Financial Flexibility • Mitigate technology risk • Faster time to market for new collaborative applications • Enhanced Communications Continuity/Disaster Recovery • Time to Value (TTV) • Scalability – Up/Down • Opex vs. Capex • Predictable costs/visibility • Opportunity cost • Lower Total Cost of Ownership • Reduce real estate and energy costs Globalization Strategic Advantage • Rapid initiation of UC&C Svs • Expanded features to the extended enterprise • Standard services for all employees • Centralized management • From complexity to simplicity • Core vs. Context • Evergreen software • Acceleration of business strategy • Service Level Agreements • Broader feature adoption • Facilitation of BYOD 4/13

  13. Who do I go to for help/customer-facing questions?

  14. HCS GTM Team - Partner Coverage Model West Region Tom Isaksen – SBDM Tony Rylands - CSE East Region Gregg Mills – SBDM Chuck Millett - TSA Southeast Region Kimberly Bertrand – SBDM Sirene Mekky – CSE Chuck Millett - TSA Central Region Mike Kerr – SBDM Al Sette - CSE • eLoyalty • ADP • Collab9 • Didata • ISC • eGain • Resellers • Comstor • NexusIS • Insight • IBM • CDW • Sprint • Netelligent • NDS • OneNeck • CBTS • Resellers • WWT • Sirius • Accenture • West IP • Ingram Micro • ITS Networks • Venture • Xerox • Resellers • Tech Data • Presidio • Katalyst • NWN • NEC • TeleSpace • Cameo • IVCI • Finger Lakes • Convergys • Resellers • KBZ • Ivision • HCS PSS Team- Chad Romero and Jake Butterbaugh Teams • FPO - US Channels - Support 80+ Cloud Resellers

  15. Service Acceleration Account Team Coverage Model

  16. Americas Cloud Collaboration Sales TeamAmericas HCS, HCS for CC, TPaaS Sales Acceleration Team Jake Butterbaugh Regional Manager Americas Cloud Collaboration Sales jbutterb@cisco.com Chris Johnson Global Technical Solutions Architect jbutterb@cisco.com Bobby Hanson SPSS Strategic Partner Support& Public Sector bhanson@cisco.com Blake Brown HCS Virtual Sales Specialist blabrown@cisco.com Phil Van Der Werff SPSS Strategic Partner Support &Comm/CAN pvanderw@cisco.com Josh Adams HCS Virtual Sales Specialist josadams@cisco.com Tosky Pregoso SBDM LATAM Supply & Demand afregoso@cisco.com Giorgio Bombelli SBDM Strategic Partner Support &TPaaS SME bombelg@cisco.com Aligned with World-wide resources with similar focus to drive continuous improvement in Cloud Collaboration • Focus on Cloud Collaboration Sales Growth through Partner Health

  17. Americas Cloud Collaboration SalesHCS Sales Acceleration Team – NEW in FY’14! Chad Romero Director Americas HCS charomer@cisco.com 408-894-5026 George Hamnik SBDMnterprise - Central ghamnik@cisco.com 408-894-8794 Patrick Horner CSE - South Cross Segment pahorner@cisco.com 408-894-3613 Tim Vince CSE - West Enterprise tivince@cisco.com 408-894-7576 David Torres SBDM Public Sector dtorres2@cisco.com 408-895-2351 Matt Ruefer SBDM Comm/CAN mruefer@cisco.com 408-894-7676 Tosky Fregoso SBDM LATAM afregoso@cisco.com 408-894-4026 Chris Graham SBDM Enterprise - East chgraham@cisco.com 408-894-7568 Matt Light SPSS - West Region Commc’l & PS malight@cisco.com 408-894-3397 Ted Kawka CSE - East Cross Segment tkawka@cisco.com 408-894-9750 Sales Resource Technical Resource • Cisco Qualified, Partner Delivered

  18. CMS Go-To-Market Team Mike Vozas Manager, Partner Operations Cloud GTM mvozas@cisco.com 847 678 6247 Gwendolyn Brantley PAM Commercial South gbrantle@cisco.com 919 392 8308 Dave Lally PAM Enterprise South davlally@cisco.com 919 392 1829 Diana Stratbucker PAM PS West dstratbu@cisco.com 469 255 7590 Foster Lipscomb PAM Commercial West blipscom@cisco.com 408 887 7700 Tom Mirande PAM Enterprise West tmirande@cisco.com 720 895 5939 Vanessa Young PAM PS East vayoung@cisco.com 301 502 4212 Jared Raftery PAM Enterprise Central jarafter@cisco.com 847 678 6040 Chris McCrea PAM Commercial East cmccrea@cisco.com 408 894 6444 Evan Wolf PAM Commercial Central evwolf@cisco.com 919 927 1528 Darren Ramsden PAM Enterprise East dramsden@cisco.com 408 895 2370

  19. Self-Study Resources • Cloud Computing Homepage http://www.cisco.com/web/solutions/trends/cloud/index.html • Cisco Cloud Provider http://iwe.cisco.com/wsweb/selling-cloud/for-cloud-provider-sales • ROI/TCO Tool https://mainstayadvisor.com/signin.aspx?t=Cisco You must Register. • Read the Book “Consumption Economics” and or “B4B” • Background and historical perspective - Keynotes • 1) Todd Hewlin Consumption Economics http://www.youtube.com/watch?v=GZPnvfNM1Lw • 2) Todd Hewlin B4Bhttp://www.youtube.com/watch?v=0Z3Z0jpztZE

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