1 / 42

Cisco Quick Hit Briefing Who’s On First? – Partner Resources Update

Cisco Quick Hit Briefing Who’s On First? – Partner Resources Update. To join the audio portion, enter a call-back number in the Audio Conference dialog box. Brian Avery. Alternatively, you can call into the meeting by dialing: Toll-Free: (866) 432-9903 Enter Meeting ID : 209 557 789

pearl
Download Presentation

Cisco Quick Hit Briefing Who’s On First? – Partner Resources Update

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Cisco Quick Hit BriefingWho’s On First? – Partner Resources Update To join the audio portion, enter a call-back number in the Audio Conference dialog box. Brian Avery Alternatively, you can call into the meeting by dialing: • Toll-Free: (866) 432-9903 • Enter Meeting ID: 209 557 789 • Press “1” to join the conference. Partner Development Manager – Cisco Systems November 15, 2012

  2. Agenda • Introduction • Cisco Priorities • Cisco Programs • Cisco Promotions • Cisco Capital Promotions • Q&A Brian Avery bravery@cisco.com Partner Development Manager Priors: President and CEOCisco Premier Partner Director of SalesCisco Silver Partner Financial AnalystSprint Corporation

  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: • Demand Generation Ideas and Execution Thursday Nov 29th, 9:30 ET • https://ciscosales.webex.com/ciscosales/j.php?ED=205794062&RG=1&UID=0&RT=MiMxMQ%3D%3D

  4. Cisco Priorities Leadership in the Core… Routing / Switching / Services 1 Mobility Security 2 Collaboration Any - Any 3 Data Center / Virtualization / Cloud Video 4 5 Architectures for Business Transformation Key Drivers of the Future of the Network That Strategically Leverage the Power of the Network

  5. Cisco Resources - People

  6. Who’s On First? Partner Account Manager Sales Account Manager Partner-Led Business Manager Manage Partner Relationships Premier and above • PAM – Partner AM • VPAM – Virtual Partner AM Deals, Opportunities, Pipeline • MM-TAM • GEO-TAM • VSAM • Select AM • Enterprise AM • SLED AM Marketing, Demand Generation, Enablement • PLBM (That’s me) • TMM

  7. Partner Relationship Categories • Partner Relationship Categories: • Cisco Registered PartnerCisco Registered Partners enjoy access to a wide variety of Cisco channel partner tools and are eligible to apply for Cisco certifications and specializations. > Read More • Cisco Specialized PartnerCisco Specialized Partners have mastered a structured training regimen and proven their acumen in an assessment process and can go on to qualify as a Cisco Certified Partner. > Read More • Cisco Certified PartnerCertified Partners must achieve one or more technology specializations, surpass customer satisfaction standards, and provide presales and post-sales support capabilities. > Read More

  8. Cisco Partner Relationship Levels • Certified Partner Benefits • Increased Profitability • Deal Registration • Marketing Support • Partner Support • Product access Certified Partners

  9. Americas Partner Organization What They Do - Partner Relationship Management • Programs, Certifications, Specializations, Training, Business Reviews, Goal Setting – help you succeed with Cisco! • Gold, Silver - PAM – Partner Account Manager In-territory. Mostly cover Silver, Gold partners, some Premier – coordinate territory partner activities. PAM Locator • Premier - VPAM - Virtual Partner Account Manager Virtual – located in RTP-Raleigh. All Premier partners have a dedicated VPAM. PAM Locator • Select – Regional Partner Account Manager Email this alias to connect - selectpartners-us@cisco.com • Distribution Account Teams Registered partners have dedicated teams at our distribution partners - Distributor Locator

  10. Cisco Sales Team Coverage Mid-Market 250 – 1000 employees Named Accounts Joint EngagementCisco-Partner Geo 1 – 250 employees Named and non-named accounts Partner-LedTeaming with Cisco

  11. Commercial Sales Organization What They Do – Opportunity and Account Management Account Management, Opportunity Management, Demos, Pricing, Quoting, Closing Pipeline Management – help you win deals with Cisco! • GTAM – Geo-based territory AM • Sub-250 employee accounts and non-named accounts • MMTAM – Mid-market territory AM • Mid-market named accounts ( +/- 250 – 1,000 employee accounts) • Select AM – Select account manager • Select set of sub-enterprise major accounts (+1,000 employee accounts • VSAM – virtual sales AM – inside sales support to GTAM, MMTAM, Select AM • SLED AM, Federal AM, Enterprise AM

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

  13. What is a Partner-Led Business Manager Responsible for: • Sales Enablement • Partner Enablement • Business Development • Demand Generation • Develop and Enable a set of focused partners who have both the interest and capacity to grow their Cisco practice in the Commercial space

  14. 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

  15. Partner Helpline • To get help with developing an appropriate BOM of SKU's the Partner Helpline (PH) will help with putting together SKU lists on just about any topology. • Call 1800 GO CISCO and ask the receptionist for Partner Helpline (PH). • http://www.cisco.com/go/ph

  16. For partner relationship help, contact the Partner Relationship Team: www.cisco.com/go/prt/ To Call Cisco Partner Relationship Team in the US and Canada - Hours of Operation: M-F 5:00 a.m. - 6:00 p.m. PST(Supported Languages: English)(800) 553-NETS (1-800-553-6387) or (800) GO-CISCO Select option 1 (to go to the traditional menu). Then Select Option 2 -1 to reach the Cisco Partner Relationship Team (PRT). Partner Relationship Team

  17. Cisco Capital Contacts Cisco Capital can provide you with the tools and resources to help you quickly close your deal. • Visit www.cisco.com/go/growit/ for resources and information • Visit the Contacts Section for local/regional Cisco Capital contacts

  18. Technical Assistance Center • For post-sale implementation support and for ongoing support of customers with support contracts (SMARTnet, SmartCARE, etc) • TAC Service Request Tool: http://tools.cisco.com/ServiceRequestTool/create/launch.do • TAC via Phone- (800) 553 2447

  19. Partner Resources - Tools

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

  21. Distributor Locator http://tools.cisco.com/WWChannels/LOCATR/jsp/distributor_locator.jsp

  22. 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

  23. Disti Compass • Easy-to-use mobile app for partners • Developed for use with iOS and Android mobile devices • App lets our partners see a complete calendar of distributor events, with everything from trainings to workshops, in a single view. • iTunes: https://itunes.apple.com/us/app/cisco-disti-compass/id565287913?mt=8 • Android: https://play.google.com/store/apps/details?id=com.cisco.android.pems

  24. PPE/PPI • Partner Program Enrollment • Enrollment in partner programs such as VIP, Partner Plus, more… • http://www.cisco.com/go/ppe/ • Partner Program Intelligence • Use to track progress and achievement of program goals • http://www.cisco.com/go/ppi/

  25. Cisco Commerce Workspace • 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

  26. Partner Education Connection • Partner Education Connection (PEC) provides training on products, tools, and solutions to help you keep ahead of the competition as a Cisco Partner. • Achieve and retain your organization's partnership status by following the training required for career certifications and technology specializations. http://tools.cisco.com/pecx/login

  27. Partner Self-Service • Manage all your partner information from one location to get the most from Cisco partner services. • http://apps.cisco.com/WWChannels/GETLOG/login.do

  28. Cisco Capital @oncefinance • @oncefinance is an online financing application app directly linked to automated credit scoring, enabling the submission of applications online, the management of pipeline business, and the virtual review of portfolios • Improve your business with: • Quicker credit decisions • Reduced paperwork • Faster sales closing • Robust portfolio management tools • http://www.cisco.com/web/ordering/ciscocapital/channel_partners/quote.html

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

  30. Quick Pricing Tool • Reduce Quoting Time from Days to Minutes • The Cisco Quick Pricing Tool (QPT) is designed to help you quickly generate a bill of materials and estimate pricing for Cisco solutions addressing the needs of small to midsized customers. • Cisco Unified Communications 300 Series • Smart Business Communications System • Cisco Unified Communications Manager Express • Cisco Unified Communications Manager Business Edition 3000 • Cisco Unified Communications Manager Business Edition 5000 and 6000 • Cisco Smart Business Architecture • www.cisco.com/go/qpt/

  31. Service Contract Center • Cisco Service Contract Center (CSCC) allows you to manage your Cisco services ordering, quoting and contract management activities in one location. • Access SCC : http://tools.cisco.com/scc/ • SCC Training: http://www.cisco.com/web/services/resources/cscc/training

  32. 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/

  33. 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

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

  35. Collaboration Sales Expert App • Cisco Collaboration Expert is a tool designed to help customers and Cisco channel partners understand the key business benefits and capabilities of Cisco's Collaboration Architecture. • 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. • https://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?mt=8

  36. Who Is Cisco?

  37. Cisco named the #1 best company to partner with by CRN-USA“These guys have done it right—great performance and great value in the channel” Steven Burke, CRN - http://comdexvirtual.com/comdex

  38. 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

  39. Cisco’s Financial Strength • $84B Market Cap Company • $43B in Revenue • $8B in Annual Profits • $30B More Cash than Debt • $5.8B in Research and Development • R & D Culture Across Business Units John Chambers,Chairman and CEO, Cisco

  40. Cisco – Resilient and Reinvented Competitors have come and gone… Cisco is still here

More Related