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How to Sell Cisco SMB Products and
Win Against the Competition!
Welcome to the Cisco Connect and
Grow webinar Series
Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice
• June 13, 2012 2pm est
• Focus on: Connect
• Learn the features and capabilities of our routers, switches, wireless and
how Cisco measures against the competition.
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July 11, 2012 2pm est
Focus on: Secure
Learn how to competitively position yourself in the marketplace with
Cisco SMB Security products including Cisco ASAs and secure wireless
solutions
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August 8, 2012 2pm est
Focus on: Communicate
Learn how to sell Cisco video and unified communications products
(SMB TelePresence, UC320) and how adding these products to your
portfolio can increase your bottomline.
Attend all 3 sessions and get entered into drawing for $200 amex gift check!
How to Sell Cisco SMB Products and
Win Against the Competition!
Marty Kertman was “transferred” onto the Cisco
Sales Team at Kerrek’s Technologies, and he is not excited!
His first month on the job has been challenging.
He was the Sales Leader on the General Networking team, and
is worried about having to focus on selling CISCO only.
Bill Dyrek is the Cisco Technology Sales Director at Kerrek’s
Technologies and will is tasked with bringing Marty up to
Speed on CISCO!
His worst nightmare continues.
Understanding the SMB Decision Maker
AND do all that
with limited staff
and budget?
How do I
protect my
assets?
How can I
increase my
profitability?
How can we
be more
productive?
How can I be
more adaptive
to changing
conditions?
Understanding the market we sell into...
Creating the Value…
…Architectural Positioning
Cable
Low Margin
Buyer
Bridge
Highly Differentiated
C-Level
We Can’t Stop…
But We Can Begin…
Point product selling
Architectural positioning
 Business problems that occur
daily. Customers will continue to
solve these problems with point
products
 Using Architectural Plays to change the
conversation to demonstrate the value of
our Validated Product Linkages that will
dramatically increase Customer
productivity
The Alternative…
Prioritize these opportunities
• M oney
• A uthority
• N eeds
• I mpending Event
• A pplications
MANIAC-T
• C ompetition
• T imeframe
2009 Gartner Study
• 75% of business clients surveyed stated
their Solution Provider could not
quantify/qualify the value of the solution
to their business.
• However, 85% stated they were at least 2x
more likely to purchase when their Solution
Provider could explain the value of the
solution to their business.
Q10
The Customer Perspective
Delivered by a Local Partner. Backed by Cisco.
Complete Services and Support
Communicate
Collaborate by bringing your phone, email,
text, conferencing, and video together,
to make you more productive
Secure
Cisco helps secure small businesses with secure
network solutions that keep the business
up and running.
Connect
Everything you need to connect
your business to the world –
simply, reliably, and affordably
Communicate
Collaborate by bringing your phone,
email, text, conferencing, and video
together, to make you more productive
Combine Voice, Video, and Data
Phones, Messaging, Online Meetings
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Communicate on any device or network
Have calls follow you
Stay local, communicate globally
Link applications to phones
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
10
Unified Communications
Customer requirements are the guide
Appliance / Server Solution
Scalability, Multi-site
Communications Platform
 Up to 1000 users
 Advanced UC
 Selective deployment of networking
Functionality
Simplicity, Affordability
 Up to 100 users
 Price sensitive
 Reliable, easy to use
TAC, SMARTnet
Small Business Support Options
Cost
Unified Communications
Functionality
One portfolio – a spectrum of choices
Cisco Unified
Communications
300 Series
Cisco Smart
Business
Communications
System
UC 500
Cisco Unified
Communications
Manager
Business Edition
3000
Cost
Cisco Unified
Communications
Manager
Business Edition
6000
Cisco Business Edition 3000
Essential UC capabilities, purpose-built for mid-sized customers
Value-priced unified communications for up to 300 users
Voicemail
Single Number Reach
Soft Phone
Extension Mobility
Conferencing
Click to Call
For Customers
For Partners
 Supports up to 10 sites
 Easy to use
 Low TCO
 Fast, easy quoting and
installation to preserve
profitability
 Reduced training requirement
© 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
13
Cisco Business Edition 6000
Enterprise UC capabilities, purpose-built for mid-sized customers
Complete unified communications for up to 1000 users
Unified Messaging
Single Number Reach
Video Soft Phone
Extension Mobility
Meet Me Conference
Click to Call and IM
For Customers
For Partners
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
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 Fast, easy quoting and installation
to preserve profitability
 Additional training requirement
Supports up to 50 sites
Easy to use
Low TCO
Redundancy & Survivable Branch
© 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
14
IP Phones for Small Business
Customer requirements are the guide
Cisco Unified IP Phones
Applications, Multimedia
Cisco SPA IP Phones
 Customization
 Advanced UC applications
 Multi-platform support
Functionality
Simplicity, Affordability
 Interoperability
 Price sensitivity
 Reliability, easy of use
TAC, SMARTnet
Small Business Support Options
Cost
IP Phones for Small Business
Functionality
One portfolio – a spectrum of choices
Cisco Unified
IP Phone
7900 Series
Cisco Unified
IP Phone
3900 Series
Cisco SPA300
Series
IP Phones
Cisco SPA500
Series
IP Phones
Cisco Unified
IP Phone
6900 Series
Cost (varies by phone)
Cisco Unified
IP Phone
8900 & 9900
Series
Cisco Unified IP Phone Portfolio
Unified IP
Phones 3900
Series
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Single line
TDM replacement
Power over Ethernet
Under $100 US
Unified IP
Phones 6900
Series
• Affordable options
• Up to 12 lines
• Graphical display or
paper insert options
Unified IP
Phones 7900
Series
• Wide selection for all
users and areas
• 7925: Wireless IP
phone
• 7937G: Conference
phone
Unified IP
Phones 8900
Series
• Video calls as easy as
phone calls
• 8941/8945: Built-in
video camera
• 8961: Key expansion
module
Unified IP
Phones 9900
Series
• Video calls as easy as
phone calls
• 9971: 5.6” diagonal,
VGA, backlit, antiglare color display
with full touchscreen
A Broad IP Phone Portfolio for All Types of Users
Entry Level
Phone
Break Room /
Office Employee
Office Employee /
Manager /
Conference Room
Manager /
Executive /
Operator
Executive
Cisco Webex
Easy, low cost online meetings
Exchange ideas and information with anyone, anywhere, online
Voice & Video
Documents
Applications,
Desktops
White Board
Ad hoc, Scheduled
Annotation
For Your Customers
For You
• Upsell to every voice sale
• Recurring revenue streams with yearly
renewal
• Can tap into existing voice base
• Conversation starter for new customers
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Industry-leading conferencing
Productivity, efficiency, reach
Interoperable
Secure
Cisco TelePresence Callway
Extending TelePresence to Small and Medium Business
Subscription-based service enables deployments without large CapEx outlay
HD Video
HD Audio
Multi-purpose and
personal endpoints
Plug and play
For You
For Your Customers
• Expand endpoint sales into new market
• Recurring revenue streams
• Commission on services
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Industry-leading TelePresence
Easy to provision
Easy to use
Secure
Cisco Small Business Support Service
Small Business Support Service
• Three-year “peace-of-mind” support for most
Cisco Small Business products
One Service SKU Per Device
$19
$69
$149
$499
CON-SBS-SVC1
CON-SBS-SVC2
CON-SBS-SVC3
CON-SBS-SVC4
• Next business–day hardware replacement
• Telephone and online chat support during local
business hours
• Software updates
• Access to the Cisco Small Business Support
Community
Based on device complexity
(USD list price, three-year term)
Small Business Support Center
CCNA Certified technical experts focused on solving small business problems
Small Business Support Community
Web-based support community; increases productivity and customer
satisfaction through social networking
Cisco Small Business Support Community
www.cisco.com/go/smallbizsupport
Web-based Support
Community
Cisco, Partners, and
Customers Collaborate
Share Best Practices
Over 60,000 Unique
Visitors a Month
Increases Productivity and Customer Satisfaction
Q3
Cisco Certification Levels
Gold
Silver
Premier
Select
Registered
Top 3 Reasons Kerrek’s
Became Premier
Reason #1 - Increased Profit Potential - Deliver More to Your Bottom Line
Add dollars to your bottom line with Cisco programs and promotions only for Select and
above partners.
1. VIP-Express Program - 3-10% quarterly rebates on Cisco SMB products.
2. Opportunity Incentive Program (OIP) - protects pre-sales investments and provides
product discounts up to 50-65%.
3. Partner Rewards Program Reason #2 – NFR Discount Up to 80% (50% as registered)
Test drive products and get demo gear! Only Select and above partners get up to 80%
discount on Not-for-Resale (NFR) products.
Reason #3 – Get Additional Support from Cisco and Ingram Micro
- Ingram Micro Pre- and Post-Sales support through SMB Sales Team
- Education and Training
- Marketing and Demand Generation Support
- Leverage Customer Demo Facilities through Ingram Micro Solution Center
- Configuration, Integration and Logistics Services
Cisco On Course
Cisco On Course
Exclusively through Ingram Micro
1.800.456.8000 ext. 76799
[email protected]
JOIN US AGAIN!
• September 12, 2012 2pm est Sales Call Readiness
Focus on: Preparing for the Sales Call

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