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Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 1 Cisco Partner Plus: Premium Enablement Accelerate Your Competitive Edge
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 2 Sources: IDC, D&B, Cisco internal analysis $61 Billion Opportunity Growing at 5-7% Small and Mid Sized Companies Number of Companies 2015 Opportunity CAGR 2010-2015 Top 3 Technologies SMALL 1-249 Employees MID SIZED 250 – 999 Employees LARGE 1000+ Employees Collaboration Switching/Routing Security UCS Collaboration Switching/Routing UCS Switching/Routing Collaboration 108 M $12 B 4 - 6 % 81 K $28 B * 5 - 7% 493 K $21 B 5 - 7 % Growing Commercial is one of Cisco’s top 5 sales priorities for FY13 A key business accelerator for the Partner Plus program, Premium Enablement provides skills & resources to accelerate sales growth within the Commercial segment and improves transparency and confidence between Cisco and you - our partners. Take advantage of these resources to maximize our revenue and profit opportunities with this segment.
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 3 Investment Preference Support Improve performance at every stage of the sales cycle Target and Sell: Greater benefits to partners who invest in selling to midsized customers, such as: customer intelligence marketing campaigns Partner Plus offers preference, support and investment …in return for commitment, engagement and business growth Reward and Reinvest: Target-based financial rewards to help accelerate and further grow your business. Empower and Scale: Cisco’s full technical resources and capabilities to help scale and ramp up your sales function: pre-sales technical support Premium Enablement (Cisco Sales excellence Learning )
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 4 Premium Enablement Cisco Sales Excellence Partner Learning Modules What is it? A flexible and scalable learning curriculum & set of learning resources that equip you with the right set of sales and teaming skills to capitalize on the opportunities within small & mid-size companies. The curriculum covers territory and account planning, sales management, competitive selling, consultative selling and financial selling. Partner Benefits Accelerate revenue and margin growth through rapid ramp-up of sales and sales management skills in your business. Preference Support Investment
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 5 Mastery of the Partner Led Sales Motion Advanced Soft Selling Skills Sales Acceleration Key Sales Proficiencies Enabling & Accelerating Partner Led Sales Model
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 6 Premium Enablement E-Learning Modules Territory and account planning Sales management Competitive selling Consultative selling Financial selling Available in 10 languages Partner Sales Excellence Architectural Selling Sales Excellence Certification Local Instructor-Led Workshops & Webex Via Learning Partners Varies by Region Next Releases Preference Support Investment
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 7 Premium Enablement Territory & Account Planning Planning as a process Planning best practices Portfolio Planning Account Planning Content Drive and build revenue generating Territory Plans Enhance Business Analytical skills and leverage the data to make confident business decisions Enable the co-design and co- execution of these Plans Prioritize growth opportunities to the key set that will make a difference Outcomes Preference Support Investment
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 8 Premium Enablement Advanced Selling Solution & Value Added Selling Technology Adoption Lifecycle Addressing Verticals Opportunities & Trends Addressing Business Pain Points Steps for Success Content Share consultative selling techniques Improve consultative selling skills Enable Whole Offer positioning across Cisco’s 3 Architectures Fact find and match solutions to business pain points Share ways to articulate business outcomes in a Vertical language Outcomes Preference Support Investment
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 9 Premium Enablement Competitive Selling Displace & Differentiate Deliver value & increase value add Deflect competition arguments Switch the conversation to Cisco and Partner value add Content Discover, reveal & displace competitive vendors Understand competitor’s weaknesses in GTM strategy, portfolio, programs & offerings through case studies Master differentiation techniques Improve competitive selling skills & techniques Outcomes Preference Support Investment
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 10 Premium Enablement Financial Selling Business Relevance Influencing Financial Decisions Financial Concepts & Exercises When to apply Financial Selling Consumption Models - Update Roadmap & Next Steps Content Learn Financial Selling techniques for today’s economic environment and improve Financial selling skills Prepared for CFO \ Procurement team engagements Learn to position business and financial benefits of Cisco solutions to prove the value of Cisco premium Outcomes Preference Support Investment
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 11 Premium Enablement Sales Management Sales Management Best Practices Driving Outcomes with the Cisco Integrated Selling Process (ISP) Running Effective Sales Reviews on your own Territory Content Improve the execution and management of sales through Demand Generation activities Build deeper Cisco relationship to further drive Funnel and Sales opportunities Understand which Cisco programs can make a difference in accelerating deals and increasing their size at every stage of the ISP process Outcomes Preference Support Investment
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 12 Premium Enablement Means Accelerated Sales for Partners $500k pipeline before joint territory & account planning… 3 months after the sessions had $12M Pipeline Distributor recognized a $20M incremental goal… $3M of which was achieved 30 days after joint territory & account planning and $900K in new revenue in the first month of adding Tandberg Business Video to their inventory Sample Returns
Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 13 Sell more Cisco! Check out the e-Learning Modules on the Partner Education Connection at: www.cisco.com/go/pec/premiumenablement/ Premium Enablement Accelerate YOUR Competitive Edge!
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