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CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 1 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM.

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Presentation on theme: "CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 1 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM."— Presentation transcript:

1 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 1 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 1 Consultative Selling: Using the Smart Business Roadmap Selling SMB Solutions – Cisco Resellers University V1.0

2 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 2 Appreciate the benefits of a consultative sales approach Describe the process and benefits of engaging with prospects based on business needs Describe the way the SBR Discovery Guide identifies business challenges and provides gap analysis Describe the linkage between the Discovery Guide and the Solutions Recommendations Guide Align Cisco solutions to customer business challenges Objectives Upon completion of this chapter, you will be able to perform the following tasks:

3 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 3 Cisco Smart Business Roadmap Results: Provides sales opportunities based on business needs instead of technology requirementsProvides sales opportunities based on business needs instead of technology requirements Elevates the Cisco partner to a strategic consultant with the prospectElevates the Cisco partner to a strategic consultant with the prospect Helps prospects meet near term business needs while planning for long-term optimizationHelps prospects meet near term business needs while planning for long-term optimization What It Is: A roadmap that helps Cisco SMB Focused Partners develop a long-term consultative sales relationship with prospects leading to ongoing revenue opportunities.

4 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 4 Business Challenges Customer and employee self service Reducing telecom charges Enhanced customer service Flexible channel and delivery options Cost Containment Operational Efficiency Customer Responsiveness Do more with less Improve business processes Access real-time business information Security Information security Regulatory compliance Need a better way of doing business!!!

5 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 5 Business Decision Value Chain Business Strategy Business Solutions Products Technologies Early engagement = higher $$$ sale SBR Approach Product Driven Tactical Approach Compete on price = low $ sale

6 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 6 Smart Business Roadmap Phases Business securely connected Differentiated Services Externally connected Business securely connected Externally connected FoundationGrowthOptimized

7 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 7 Customer Responsiveness Banking Example Pain PointSymptomSolutionCase StudyBenefits/ROI Increase customer sat. Gain trust of members SDN for FI IP Video Surveillance Integrated CRM Shorter Teller Lines Customer Trust Risk Management Responsiveness Compliance Customer Privacy Application Efficiency/Risk Management Foundation Mountain America Credit Union Pain PointSymptomSolutionCase StudyBenefits/ROI IPC and IPCC Virtual Contact Center Extend to Branch Increase Wallet Share Self Service Customer Intimacy Uniform Experience Integrated Banking Services Growth Arizona State Savings & Credit Union Reduced communication costs Reduce call times 50% Pain PointSymptomSolutionCase StudyBenefits/ROI Electronic Marketing Wireless Concierge Video Conferencing Wireless Office Cross Selling Retail Experience Increase Wallet Share Customer Reach Channel Efficiency Service Efficiency Service Acceleration Optimized Municipal Credit Union Improve customer sat. Increase efficiency

8 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 8 Prospect Benefits of SBR A link between business plans and IT Planning A roadmap for building a flexible IT infrastructure that protects and builds on previous investments Less risk through implementing proven solutions Faster implementation of new business applications – AGILITY Lower TCO A better way of doing business!!!

9 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 9 Why Use It: What will SBR do for you? Larger deal size and product attachment sales More Service and Support offerings deliver ongoing revenue-stream Solution differentiation from competition allows premium margin INCREASES PROFITABILITY Solution roadmap allows partners to retain customers by planning for long-term optimization Proactive planning enhances customer satisfaction Cisco training and sales tools enable consultative sales engagements INCREASES CUSTOMER LOYALTY DESCRIPTION KEY BENEFIT

10 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 10 Case Study: InTouch Technologies We knew the success and acceptance of the robots would be dependent on the reliable availability of the network and rigorous security in compliance with HIPAA regulations. Increasing number of patients and decreasing number of healthcare staff Physicians need to be able to share patient information more effectively Secure sensitive patient data Physicians can conduct more patient visits Physicians get information when they need it Data is secure and HIPPA compliant Symptom Solution Benefits High-performance Cisco wireless network in hospitals Cisco security solutions Cisco switching and routing

11 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 11 SBR Sales Approach Meet with Prospect Meet with Prospect Evaluate Results Evaluate Results Prepare to Present Prepare to Present Present to Prospect Present to Prospect Steps: Pre-Meeting Prep Pre-Meeting Prep Pain point & Implementation Asessment Calculate business challenge priority & evolution phase Discovery Guide Prioritize and prepare solutions recommendations Business needs based solutions recommendations Solutions Recommendation Guide

12 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 12 Discovery Guide Simple and easy to use! There are 4 sections, one for each Business Challenge area: Cost Containment Operational Efficiency Customer Responsiveness Security

13 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 13 EXAMPLE SCORING Discovery Guide Assessment Statements and Scoring Question A - Business Challenge Prioritization Score Question B – Phase within the Business Challenge Area Business Challenge Statements

14 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 14 Discovery GuideCost EXAMPLE COST Priority Score Implementation Phase Score

15 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 15 SBR Solutions Recommendation Guide Side 1-Quick Start Side 2 Detailed Solution Focus on top challenges Solutions and service options Benefits Solutions and benefits

16 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 16 Customer Responsiveness Foundation Phase Cisco Secure Network Foundation, with integrated security and Catalyst Switch Cisco CallManager Express or Cisco CallManager Cisco Unity Express or Cisco Unity Connection or Cisco Unity Hosted or Managed IPC (voice) service Hosted email service Hosted Website Need to provide customers with a basic up-to-date/available website Need to facilitate employee reach- ability Unable to provide rapid secure access to customer history, data, or buying behavior Your customer can get information quickly and easily from your company website Employees have multiple ways to respond to customers (email or phone call) Customer and company data is kept secure using the Cisco Network Foundation security features Symptom Solution View Business Benefits Web Applications Instant Messaging Hosted E-Mail Internet Cisco Integrated Services Router Cisco CallManager Express Cisco Unity Express Cisco Catalyst Switch Integrated Cisco IOS Firewall and VPN PSTN Cisco IP Phone Managed Service Provider File / Application Servers Customer Contact Database

17 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 17 Customer ResponsivenessGrowth Phase Cisco VPN security services Cisco Secure WLAN On premise web hosting of your company website to gain maximum control of your website Customer perceives the company as competitive and state-of-the art Employees serve customer needs in the office, on the road, or telecommuting with full access to the voice and data network Your business gains more control over your website creating more innovative ways for you to communicate with the customer and conduct business Symptom Solution View Business Benefits Facilitate employee reach-ability Rapid access for geographically dispersed employees Reaching geographically dispersed employees (WLAN, mobile, across office suites/floors) Providing web site on par with competitors Cisco Aironet Access Point Teleworker / Branch Office with VPN Access Laptop with wireless access Internet Cisco Integrated Services Router Cisco CallManager Express Cisco Unity Express Cisco Catalyst Switch Integrated Cisco IOS Firewall and VPN PSTN Cisco IP Phone Web Applications Instant Messaging Hosted E-Mail Managed Service Provider File / Application Servers

18 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 18 Customer Responsiveness Optimized Phase Cisco CRM Connector for CRM integration with Cisco IP Communications Intranet eCommerce-enabled web site with advanced security ASA5510 Cisco IP Contact Center Express Consistent customer experience across multi-branches, locations, channels Providing online ordering/ecommerce Enabling real-time access to customer info anytime/anywhere Customer easily and quickly reach the employee who can best serve them Customer receives consistently superior customer service at every touch point. Customer can purchase products and services easily and electronically from your website Employees have timely access to relevant customer information automatically Symptom Solution View Business Benefits Cisco ASA Cisco CallManager Cisco Unity Cisco IPCC Express Cisco CRM Connector File / Application Servers Website Hosting Server CRM Server Web Applications Instant Messaging E-Mail Internet Cisco Integrated Services Router PSTN Cisco IP Phone Cisco Aironet Access Point Teleworker / Branch Office with VPN Access Laptop with wireless access Managed Service Provider

19 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 19 Summary Only Cisco and its World-Class Partners Can Deliver the Whole Solution Unified components that work better togetherenhanced Performance and security Easy financing Support services for easy deployment and lower cost of ownership Business consulting to ensure network keeps pace Ciscos Smart Business Roadmap Addresses Todays Challenges Better and Faster Operational Efficiency Cost Containment Customer Responsiveness Security Cisco Smart Business Roadmap Enables Optimal Business Performance Safe and strategic choice as solution evolves with your business Lower overall costs, and faster speed to market with new services FoundationGrowthOptimized A better way of doing business!!!

20 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 20 SBR For Partners and End Users www.cisco.com/go/smbpartner Channel Discovery Guide This helps frame the sales call to help facilitate consultative selling Case Studies Learn how other Cisco Partners have used consultative selling to benefit their business. Customer case studies for use as sales tools Customer Presentation Scripted presentation for pitching Smart Business Roadmap to business decision makers

21 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 21 Smart Business Assessment Intro to SBR Flash Demo SBR Solution Overview IDC White Paper Key Technologies Business Pain Point SBR For Partners and End Users www.cisco.com/go/sbr

22 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 22 Summary : Appreciate the benefits of a consultative sales approach Describe the process and benefits of engaging with prospects based on business needs Describe the way the SBR Discovery Guide identifies business challenges (pain points) and provides gap analysis Describe the linkage between the Discovery Guide and the Solutions Recommendations Guide This lesson covered the following main topics:

23 CTT Corp. Derechos reservados 11-2005 CHANNEL READINESS PROGRAM FOR CISCO PARTNERS 1 - 23


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