1. Cisco IBLM-Migrate to Accelerate Programme
Sales Methodology Training 1 1

2. Agenda Provide Strategic Overview of IBLM -Migrate to Accelerate
Present the IBLM - Migrate to Accelerate Sales Methodology
Enable Your Adoption and Integration with Your Current Sales Process
Position Next Steps for Execution 2 2

3. What is IBLM - Migrate to Accelerate?
Programme to drive installed base migration
Cisco and 3rd party equipment
Commercial customer focused
Modular framework
Simplified sales methodology 3 3

4. The Opportunity European Markets $3.5 B Austria $122M
Belgium-Luxemburg
$53 M
Denmark
$42 M
Finland
$21 M
France
$245M
Germany
$665M
Greece
$3.5M
Ireland
$18 M
Israel
$35 M
Italy
$504 M
Netherlands
$301 M
Norway
$15 M
Portugal
Spain
$154 M
Sweden
$31 M
Switzerland
$315 M UK
$945 M
European Markets
$3.5 B
Opportunity estimated
based on Cisco Commercial sales from FY02 to FY06
and deducted by 30% 4 4 4 4

5. IBLM - Migrate to Accelerate Goals and Objectives
Address $3.5 Billion Installed Base Market Opportunity (Cisco only)
Enable Partners to protect current Installed Base from aggressive competition
Leverage Cisco and partner competitive advantages by providing model that encourages solution selling
Increase Customer Loyalty
Drive Partner Profitability 5 5

6. Value Propositions Partner Customer
Profitability through scalable and repeatable sales process
Profitability through increased services sales
Financial reward to stay competitive and protected
Holistic approach toward customer network lifecycle management
Increased customer loyalty and retention driven by proactive customer engagement
Partner
Enable technology-led business transformation and innovation
Risk mitigation through proactive network assessments before problems occur
Reduced risk of downtime by ensuring mission critical network components are covered
Increased IT efficiency and productivity through network optimisation
Customer
Key Points
There are many advantages when you follow a methodology to address the Installed base opportunity. Here are a couple of examples of the benefits for you as a partner but also to your customers.
Profitability through increased services sales
One of the objectives of the sale methodology is to ensure a holistic view on the customers network. That means covering both product and services opportunities. So the methodology will help you to uncover the higher margin services opportunities that will not just help you drive profitability but also strengthen your customer relationships
Profitably through scalable and repeatable sales process
When using a methodology that is repeatable and scalable you will be able to lower your cost of sales and thereby be more profitable.
Financial reward to stay competitive and protected
The incentives that Cisco will offer you to drive this model will help you stay competitive even if you spend more time in the presales process driving assessments etc.
(will be described further in module 4)
Customer growth though holistic approach – cover the whole customer network
The methodology will help you uncover ALL opportunities within a given customer instead of limiting yourself to a specific product or technology. This will mean a high probabilityto increase the size of the opportunity
Increased customer loyalty through closer engagement
Increased customer retention through proactive approach to network refresh
The whole methodology drives closer customer relationship through the proactive and differentiated approach to your customers installed base.
Raising the conversation from products/solutions to customer business needs and thereby engage at a different level with your customers will strengthen the relationship and ultimately position you better with your customers making.
Also your customers will benefit from this model. Taking a holistic view on the IT infrastructure and put it into the context of business needs you can help them achieve business transformation objectives through new technology offerings.
Avoid risk
By having a regular network check through assessing the state of the network
Reduced time and effort needed to have the network running
Solve any issues before they become real problems
Service coverage for risk reduction
Avoid uncovered equipment that could cause network downtime

7. Migrate to Accelerate – Sales Methodology
IT Centric
Non IT Centric
Strategic
Tactical
Identify
Assess
Close
Key points
The MtA sales methodology offers a simplified approach, that is modular and adaptable to the diversity of the Small and Medium Business customer marketplace.
The three phases of the MtA are:
Identify
Assess
Close
In order to be effective and efficient, the first step is to ‘identify’ your market opportunities. By analyzing your market, you will better understand your customers needs at a high level and you will be able to align to the demand generation plays most relevant to your customers business needs.
In the Assess phase, you Assess your customer’s business needs first and then their network, either manually or with the FREE Smart Care Discovery Tool, to identify obsolete and competitive equipment as well as opportunities to transform their networks to an architecture that can optimize their business performance.
Lastly, in the Close phase, Close the deal, accelerate existing pipeline opportunities, uncover support opportunities, and increase your profitability by leveraging all of the available Cisco resources, including reference architectures, financing offers, and incentives, such as the enhanced Network Assessment Bonus that you will be eligible for if you perform a Smart Care Discovery assessment.
A Simplified Approach To Profitability and Long-Term Customer Loyalty

8. Identify Phase A Two-Step Process To:
Identify Your Opportunity With Precision
Generate Demand Based on Customer Relevancy 8 8

9. Commercial Partner and Customer Diversity
IT Centric
Non IT Centric
Strategic
Tactical
MIGRATE to ACCELERATE
Network Is An Asset
Network As A Service
Solutions-Focused (Business Transformation)
1000 Employees
Systems Integrators (Technology Integration)
PARTNERS
Competitive Technology
Product Reseller
100 Employees
Network Is A Cost
Key Points
The Commercial marketplace is very dynamic and diverse relative to customer profiles and the Cisco Partners who service them.
This slide depicts this diversity and demonstrates how MtA will address this diversity. On the left side are partner profiles and on the right side are customer profiles. MtA will position all partners to successfully engage with all customers within their installed base of customers – regardless of their segmented profile. MtA will enable these interaction and drive opportunity identification by effectively by targeting the needs of each customer profile. The rest of this training will demonstrate the specifics of ‘how.’
Customers

10. Identify Your Market Opportunity
Cisco Data
Partner Intelligence:
CRM, Past Sales,
Service Contracts…
Obsolete Network Components
Opportunity Size
Segment Customer Profiles
Network As An Asset or Cost?
IT Centric
Cisco Network?
Size
Propensity to Buy
Strategic Positioning
Competitive Assessment
Customer Base Analysis
Identify your total addressable opportunity
Align to MTA Plays with precision:
Architecture
Technology
Generic
Product
Refine your sales methodology and GTM
Develop key sales metrics and incentives to reward superior performance
Key Points
Rather than taking a ‘shot-gun’, or ‘one-size-fits-all’ approach, the MtA sales methodology recommends are targeted laser-beam approach. Given the diversity depicted on the last slide, it is clear that different customer profiles will have different needs and requirements.
Your first task will be to understand you installed base opportunity and then to segment your customers based on their size, technology perspective, and current infrastructure.
In order to successfully accomplish this customer segmentation, you will first need to draw upon your various sources of customer intelligence. The very best source of reliable market intelligence about your current customers and prospective ones like them resides within your firm. In addition to your own customer information sources, you may receive additional market intelligence from Cisco through your usual in-country contacts. While the specific available information may vary country by country, it is recommended that you engage with your Channel Account Team or usual Cisco contacts to determine which data may be available for your firm to utilize, including: Propensity to buy models on a regional and device-level basis; Customer wallet size and wallet share data; Specific device buying compelling event and trigger information.
The output of your market analysis should result in your knowledge of your total addressable market opportunity, the ability to align to the MtA demand generation plays, and should lead to the refinement of your sales go-to-market methodology, tailored around the customer profiles your AMs will be engaging with. Lastly, it is recommended to establish sales metrics and incentives to drive specific new behaviors, as a result of the new methodology, as well as to reward superior performance. 10

11. Segmenting Your Customers
Identify Your Opportunity With Precision:
Which customer profiles will be your best targets?
Which Plays are most relevant to these customer profiles?
What are your competitive advantages?
Key Points
Now that you have effectively analyzed your customer base and segmented your customers, how will you know which customer segments will be the best targets and which plays to select for each customer profile.
Ultimately, based on your competitive advantages within the market segments you serve, you will need to determine where you will likely have the greatest successes. Then, you can prioritize your efforts to maximize your successes.
The following slides will provide more details about each of the plays types that will be covered in the MtA initiative. Please note that each play type – and the actual plays themselves will reside in Campaign Builder. We will provide additional information about Campaign Builder after the play types are reviewed in the following slides.

12. Which Plays are Most Relevant to Your Customers ?
Key Points
You should understand the different play types and how to align the available plays to your segmented customers. The following will describe each play type in greater detail.
Architectural plays are the most strategic plays and will likely cater to those customers who perceive IT as an asset or enabler – and the network as the platform.
In order to be effective in executing architectural plays, you will need to have the ability to offer the technologies covered by the architectural approach, initially, the Smart Business Architecture for Small and Medium Businesses.
The architectural approach will provide a long-term customer roadmap that can address their dynamic business needs now and into the future.
---
Technology plays will be focused on a single technology and its respective underlying business drivers. Given their extensive business oriented impact, it is expected that technology plays will likely orient around UC / Collaboration or Security.
Generic plays are designed for your installed base customers who have little or no Cisco network infrastructure. The objective of these plays is to drive competitive, or non-Cisco) network conversion, and these plays will focus on Cisco’s best of breed functionality, capabilities, and reliability. There is tremendous market opportunity within the SMB market segment for network conversion.
Product plays are the most tactical of all demand generation plays . They will focus on driving device-level upgrades and migration, such as Pix to ASA.
More information about each play type is available in the MtA Sales Methodology.
****** Rebecca to provide play training information ***** 12

13. Which Plays are Relevant to Your Customers?
Architectural Plays
Provide a strategic roadmap approach
Encompass long-term customer needs
Multi-technology
Modular – can be built over time
Key Points
Architectural plays are the most strategic plays and will likely cater to those customers who perceive IT as an asset or enabler – and the network as the platform.
In order to be effective in executing architectural plays, as a partner, you will need to have the ability to offer the technologies covered by the architectural approach, initially, the Smart Business Architecture for Small and Medium Businesses.
The architectural approach will provide a long-term customer roadmap that can address their dynamic business needs now and into the future.
Target customer profiles include the following attributes:
Likely 250 employees or more
Mixed (multi-vendor) or outdated infrastructure
View ‘network as the platform’ and IT as an ‘asset’, ‘investment’, or ‘enabler’
Value long-term approach and single-vendor architecture 13

14. Which Plays are Relevant to Your Customers?
Technology Plays
Single technology focused
Roadmap approach within given technology portfolio
Customer Profiles:
Current investment in a given Cisco technology
Current or near term compelling event
Key Points:
Technology plays will be focused on a single technology and its respective underlying business drivers. Given their extensive business oriented impact, it is expected that technology plays will likely orient around UC / Collaboration or Security.
Technology plays could provide a longer term roadmap approach within their broad technology portfolio. For example, a customer may have and use core UC, but may be an excellent candidate for collaborative technologies now or in the future, especially if you can demonstrate how collaboration can improve financial performance.
Target customer profiles include:
Current investment in a given Cisco technology – or complementary one yet not currently exploiting full technology capabilities
Example: Core UC, as above
Current or near term compelling event which will require technology expansion – or capability expansion within a given technology
Growth or expansion
Expense containment 14

15. Which Plays are Relevant to Your Customers?
Generic Plays
Competitive (non-Cisco) network technology
Significant market opportunity
Product Plays
Tactical plays
Drive device-level upgrades and migration
Key Points:
Generic plays are designed for your installed base customers who have little or no Cisco network infrastructure. The objective of these plays is to drive competitive, or non-Cisco) network conversion, and these plays will focus on Cisco’s best of breed functionality, capabilities, and reliability. There is tremendous market opportunity within the SMB market segment for network conversion.
Product plays are the most tactical of all demand generation plays . They will focus on driving device-level upgrades and migration, such as Pix to ASA.
Typical Customer Profiles that will respond to these plays are
Typically smaller customers
Perceive IT as a ‘cost’
May not place value in larger architectural strategies – or may not have large enough network 15

16. Generating Demand Based On Customer Relevancy
Execute Plays With Campaign Builder
Log into Campaign Builder
Search for ‘MTA’
Review Play summaries
Select the relevant plays which are aligned to your customer profiles
Develop a long-term customer roadmap
Key Points:
All plays will reside within the Campaign Builder tool in Partner Central. To access Campaign Builder, visit:

17. Campaign Builder Best Practices
Leverage available ‘Propensity to Buy’ data
Execute customer-relevant Plays
Target a population large enough to deliver expected results
Measure your success
Refine your strategies as necessary
Key Points:
In order to maximize your success in executing these plays, it is recommended that you employ the following Campaign Builder best practices:
Leverage and evaluate the available ‘Propensity to Buy’ data relative to your targeted markets.
Contact your Channel Account Team, or usual local Cisco contact, to determine if additional relevant market intelligence and Propensity to Buy data for this Migrate to Accelerate initiative is available, and if so, to obtain this information.
Invest in additional Propensity to Buy intelligence, as necessary, from within the Campaign Builder tool.
Based on your customer segmentation, use the appropriate play campaign resources and align your targeted demand generation toward those customers identified as having the highest propensity to buy.
Target a population large enough to deliver your desired results
Track your results, measure your success, and refine your approach, as appropriate, when executing future campaign.

18. Identify Phase Readiness – Call to Action
Read through the Migrate to Accelerate Sales Methodology
Review the available VoDs
Log into Campaign Builder and review the MTA play assets
Segment your customers and align to relevant plays
Develop a go-to-market plan

19. Assess Phase A Two-Step Process To Assess:
The business needs of your customers
Your customer’s network and its ability to enable the customer’s business performance
Key Points: 19

20. Business Needs Assessment…
Proactively engage with all business decision makers
Identify and quantify customer business needs
Align technology strategy to address business needs
Position the value of a Network Assessment
Key Points:
Selling technology solutions in today's economic climate is proving to be ever more challenging, and to be successful your solutions must offer a compelling financial return relative to your customer’s investment. In order to demonstrate such compelling financial impact, your AMs will first need to identify and quantify your respective customers’ business needs. Business Needs Assessments can be defined as the formal process of identifying your customer’s specific business goals, objectives and/or requirements, and collaborating with your customers to help them understand the benefits of network transformation and how it can help them realize these business objectives.
It is recommended that, when engaging with customers, your AMs:
Proactively and consistently engage with business decision makers who have the authority to set create budgets, especially if there is a compelling financial business case
Position their business relevance by demonstrating their knowledge of the customer’s business issues and objectives
Engage with all key customer stakeholders, identify expanded business requirements and benefits, and build a holistic vision for how your solutions can optimize their business performance while quantifying the business impact 20

21. … Leads to a Network Assessment
Assess the customer’s network to determine if it can enable the customer business initiatives – current and long term
Discovery Assessments (empowered by Smart Care)
Manual Network Assessment
Key Points
Once customer business objectives have been clearly established and verified, the next step is to determine whether or not the customer’s current network infrastructure can enable these objectives. Based on the size of your customer and their network as well as their tolerance for network assessments, there are two options for network assessments under this phase:
Manual Network Assessments
Discovery Assessments powered by Smart Care Discovery and Inventory 21

22. Migrate to Accelerate – Sales Methodology
IT Centric
Non IT Centric
Strategic
Tactical
Identify
Assess
Solutions-Focused (Business Transformation)
Network Is An Asset
Network As A Service
1000 Employees
Systems Integrators (Technology Integration)
PARTNERS
Competitive Technology
Product Reseller
Key Points:
This slide demonstrates how the MtA sales methodology will apply to all partner and customer profiles as you progress through the different phases of the model. In the ‘Assess’ Phase, Business Needs Assessments will apply to all customer situations – this ensures that your solutions will address the long term needs of your customers and are aligned to their business strategies. However, depending on your customer’s profile, the sales methodology provide flexibility and adaptability to assess their networks either manually or by using the Discovery Assessment powered by Cisco Smart Care. We will discuss each of these methods in the upcoming slides.
Network Is A Cost
100 Employees
Customers

23. Network Assessments – you have 2 choices
What
Manual Network Assessment
Discovery Assessment empowered by Smartcare
How
SE inventories and documents devices in the network or receives an inentory list from your customer. SE then researches and identifies network gaps or vulnerabilities
Fully automated assessment via free software tool to discover the whole network and its current status relative to both products and services
Why
If you customer does not want an automated assessment.
If you are not a SmartCare partner and not whish to become one
If your customers network is very small and it does not make sense to do an automated assessment
It uncovers all the network both products and services coverage
It gives a complete overview also of equipment that has not been sold by you
It qualifies you for incremental incentives with Cisco both on produt and Services

24. Discovery Assessments empowered by Smart Care
Did you know?
77% of customer network devices are not under service contracts
14% of devices are obsolete
Discovery Assessments are:
FREE to Partners
Designed for the Small and Medium Business Market
Easy and quick to perform
Powered by the Smart Care Discovery and Inventory tool
AND ………. 24

25. Discovery Assessments
Will qualify you to receive an additional 5% discount with the Network Assessment Bonus!
*** More details to be provided in the Close Phase *** 25

26. Discovery Assessments
Targeted for Partners who:
Already offer Smart Care services
Smart Care registered (FREE)
Eligibility for the Network Assessment Bonus incentive
Key Points:
Smart Care Discovery Assessments allow your SE, using the Smart Care Discovery Tool, to quickly inventory your customers’ networks to reveal potential risks, identify Cisco hardware and software that have reached lifecycle milestones, flag security advisories on discovered Cisco equipment, and reveal competitive equipment and opportunities for trade-ins. 26

27. Discovery Assessments
Customer Profile:
Larger customers within Commercial segment
View the network as an asset
May be interested in additional services
Understand the business value of a long-term network architecture roadmap
Additional Notes:
For more information, visit:
Smart Care (on Partner Central)
Smart Care Discovery and Inventory training: 27

28. Manual Network Assessments
SE visually inspects, inventories and documents customer network
Manually researches to determine network status
Identifies gaps, exposures, or vulnerabilities
Key Points:
Manual Network Assessments are network assessments where your SE will visually inspect and inventory customer network devices or, in some cases, are based on a customer meeting where the customer provides inventory of the network.
SE will then research and determine the status of the network by identifying obsolete equipment, gaps, vulnerabilities relative to customers stated business objectives
Intended for those partners who do not currently offer Cisco Smart Care Service and do not plan to in the near future.
Targeted toward the following customer types:
Smaller customers in terms of employees and network devices
Non-IT Centric
Reluctant to have an ‘intrusive’ network assessment or to share their network information with Cisco 28

29. The State of the Network
Action Items:
Interpret business and network assessment results
Can the network enable business performance?
Identify gaps and develop recommendations
Schedule a ‘read-out’ with your customer
Develop a roadmap to address the customer requirements
Short-term: Immediate sales opportunities
Long-term: Architectural strategies
Key Points:
Whichever method deployed to assess the network, it is critical that your AM and SE schedule and meet with your customer to present your findings within the context of the customers stated business and technology objectives, define any gaps if they exist, and prioritize and mutually commit to the next steps. If the network does not require immediate action, it is in this meeting that you can position a longer-term roadmap, even if it might be several months out. More than likely; however, there will be an immediate opportunity for network transformation, whether limited to one device or an entire architecture, or ongoing network support or services. If such imminent opportunities exist, your account team’s next steps will be to design a solution based on the relevant network architecture, and to develop a compelling business case that demonstrates how the solution positively address the customer’s business objectives. This sales methodology addresses this in the Close Phase, next. 29

30. Assess Phase Readiness – Call to Action
Incorporate Business Needs Assessments into your sales methodology
Determine if your firm is already Smart Care registered
If necessary, have your SE take the Smart Care Discovery & Inventory training
Develop a process for performing network assessments – regardless of option
Incorporate Network Assessments into your sales methodology

31. Close Phase Three Key Elements to Enable Your Success
Reference Architectures
Cisco Capital Financing
Partner Incentives 31

32. Reference Architectures
Adhere to Cisco Smart Business Architecture
when designing solutions
Specific architecture for commercial business market segment
Detailed Design and Deployment Guides
Validated by Cisco engineers and customers
Key Points:
The Cisco Smart Business Architecture for Midsize Networks is a blueprint for designing and deploying a full-service, collaboration-ready network to support your customer’s business needs. It is designed to grow and evolve with your customer’s business, providing you a platform for deploying advanced capabilities including unified communications, collaboration technologies, and data center solutions. As a partner, Cisco Smart Business Architecture will help you gain account control, customer loyalty, and bigger, more profitable sales opportunities. 32

33. How does it accomplish this?
Smart Business Architecture vs
Smart
Business
Architecture
For Midsize
Networks
(100 –1,000 users)
Smart Business Architecture
Partners can quickly provide best-in-class integrated “systems”
What is it?
Mixed-vendors solutions
Point products from mixed vendors increase complexity, costs, and risk
How does this help compete?
Prescriptive Modules
Network foundation
Network services
End user services
Systematic Approach
Repeatable process
How does it accomplish this?
Key Points:
The Cisco Smart Business Architecture for Midsize Networks is a blueprint for designing and deploying a full-service, collaboration-ready network to support a customer’s business needs. It is designed to grow and evolve with a customer’s business, providing you a platform for deploying advanced capabilities including unified communications, collaboration technologies, and data center solutions. Cisco Smart Business Architecture will help partners gain account control, customer loyalty, and bigger, more profitable sales opportunities. SBA provides detailed, step-by-step design and deployment guides – created by Cisco field engineers and validated by customers – that will help ensure the right outcome for customers and will reduce a partner’s required time in designing and implementing solutions.
Partner Growth
Increasing partner top line revenue and customer loyalty
Partner Profitability
Increasing profitability by decreasing partner expenses
Why should I care? 33

34. Cisco Smart Business Architecture
Customer Value Proposition
Architecture approach balances price and performance
Long-term modular design blueprint can evolve based on customer needs and timing UC
Collaboration
Data Center
Roadmap for growth and network-enabled business performance 34

35. Cisco Capital Finance - EasyLease
Maximum 0% Interest Lease Agreement Duration
36 months
Fixed 42 month term in Italy
Minimum Deal Size
£1000 or €1000
Maximum Deal Size
£200,000 or €250,000
Minimum Cisco Solution Required (including hardware, software and services)
70%
10% minimum Cisco hardware component
Programme Duration
July 31, 2010
Key Additional Points
Leasing – Customer Benefits:
Preserve cash for core operations
No upfront costs!
Improved cash flow
Some solutions pay for themselves
Predictability
Avoid technology obsolescence
Finance total solutions, including services
Leasing – Partner Benefits:
Elevates the conversation
Focus on business value and ROI
Greater profitability and margin protection
Focus on monthly payment vs. total cost and cash outflows. In fact, the average deal grows by 34% when financed as customers see how much more they value they can afford without making a significant capital outlay
Customer loyalty and retention
Simplifies the ‘close’ 35

36. Migrate to Accelerate Incentive Details
Network Assessment Bonus
5% incremental discount on 1st deal per customer resulting from undertaking a SmartCare discovery
Services ‘3for2’
3 years of SmartNet or Smart Care for the price of 2 years
Services ‘2for1’
2 years of SmartCare services for the price of 1 year, on 1st deal per customer resulting from undertaking a SmartCare discovery
Eligibility
Avant Garde Plus and Avant Garde Start partners that are Select, Premier, Silver or Gold
Combinability
Combinable with WPL, Fast Track, Certification and Specialisation pricing programs
Combinable with OIP, TMP, PDF and VIP

37. Migrate to Accelerate Incentive Options
5% + 6% + TMP 2% = 13% incremental discount
5% + full TMP credits incremental discount
5% + 6% = 11% incremental discount
TMP
TMP
OIP
OIP
5% incremental discount
Network Assessment Bonus
Network Assessment Bonus
Network Assessment Bonus
Network Assessment Bonus
Discovery Only
Discover and Migrate
Discover & New Opportunity to Cisco
Discover & New Opportunity to Cisco & TMP

38. Close Phase Readiness – Call to Action
Review the Smart Business Architecture resources and incorporate into your Solution Design Process
Understand the available Cisco Programmes and Incentives that can help you close business:
Cisco Capital – EasyLease
Network Assessment Bonus
Services 3for2

39. Migrate to Accelerate - Different Approaches
Identify
Assess
Close
Analyse date
Own and Cisco
Drive Product / Techology / Architecture plays
Full assessment of business needs with
Business stakeholders Automated assessment
Close deal using
Reference architectures + incremental incentives (NAB and services)
Partner 1
High touch
engagment
Analyse date
Own and Cisco
Drive product plays
Formal discussion on business needs and manual assessment
Close deal with base price+OIP/TMP
Partner 2
Medium touch engagement
Key Points
Now that you have been through the entire Migrate to Accelerate sales methodology, you can see that its modular approach can apply to any partner and for any customer. In this slide, we are depicting three different customer scenarios:
The Partner 1 scenario up top is of a high touch engagement
Partner 2 is of a medium touch; and
Partner 3, low touch
To the right, you can see each of their sales activities in the respective sales activities in the Identify and Assess phases as well as the corresponding incentives in the Close phase. In essence, the greater investment in adopting Migrate to Accelerate’s methodology will receive greater Cisco incentives – and we believe significantly increase your opportunity to close profitable business and drive long-term customer intimacy. However, not every opportunity will indeed be – or require – a high touch engagement. In those circumstances, Migrate to Accelerate will still be a valuable process that helps you accelerate the opportunity and will reward you for your success as well.
Analyse date
Own
Drive product plays
Discussion on business needs
Close deal using Base
Pricing and TMP
Partner 3
Low touch engagement 39

40. Which Process Demonstrates Your Value?
Technical Buyer
Has a problem
to be solved
Invites 3 Vendors to Compete
All Build a Solution
All Submit a
Proposal/Bid
Outcome
Significant effort, low return:
Maybe you win the deal
Little differentiation
Lower margins
No customer loyalty
Ad-Hoc Migration
Leverage Cisco’s
Migrate to Accelerate
Plays
Outcome
Strategically positioned
Reduced competition
Higher margins
Long-term customer loyalty
Higher win ratios
Perform Customer Business Needs Analysis
Perform Customer Network Assessment
Build a Joint Long Term
Migration Plan
Point Product Selling…
You either Win or Lose, But if you Win… How is the Margin?
MtA…
The customer understands your value-add… Customer Loyalty is Achieved….And Margins are higher because you are demonstrating how migration will enable business performance.
Migrate to Accelerate

41. Migrate to Accelerate – Sales Methodology
IT Centric
Non IT Centric
Strategic
Tactical
Identify
Assess
Close
A Simplified Approach To Profitability and Long-Term Customer Loyalty