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1 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme Sales Methodology Training.

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Presentation on theme: "1 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme Sales Methodology Training."— Presentation transcript:

1 1 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme Sales Methodology Training

2 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

3 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 3 What is IBLM - Migrate to Accelerate?  Programme to drive installed base migration  Cisco and 3 rd party equipment  Commercial customer focused  Modular framework  Simplified sales methodology

4 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 4 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$21 M Spain$154 M Sweden$31 M Switzerland$315 M UK$945 M European Markets$3.5 B The Opportunity Opportunity estimated based on Cisco Commercial sales from FY02 to FY06 and deducted by 30%

5 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

6 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 6 Value Propositions 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

7 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 7 Migrate to Accelerate – Sales Methodology A Simplified Approach To Profitability and Long-Term Customer Loyalty IT Centric Non IT Centric Strategic Tactical

8 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 8 Identify Phase A Two-Step Process To: 1.Identify Your Opportunity With Precision 2.Generate Demand Based on Customer Relevancy

9 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 9 IT Centric Non IT Centric Strategic Tactical Network Is A Cost Competitive Technology 100 Employees 1000 Employees Network As A Service Network Is An Asset Commercial Partner and Customer Diversity Solutions-Focused (Business Transformation) Systems Integrators (Technology Integration) Product Reseller MIGRATE to ACCELERATE Customers PARTNERS

10 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 10 Identify Your Market Opportunity 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 Cisco Data Partner Intelligence: CRM, Past Sales, Service Contracts… 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

11 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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?

12 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 12 Which Plays are Most Relevant to Your Customers ?

13 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

14 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

15 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 15 Generic Plays  Competitive (non-Cisco) network technology  Significant market opportunity Product Plays  Tactical plays  Drive device-level upgrades and migration Which Plays are Relevant to Your Customers?

16 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

17 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

18 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 19 Assess Phase A Two-Step Process To Assess: 1.The business needs of your customers 2.Your customer’s network and its ability to enable the customer’s business performance

20 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

21 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

22 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 22 IT Centric Non IT Centric Strategic Tactical Solutions-Focused (Business Transformation) Systems Integrators (Technology Integration) Product Reseller Network Is A Cost 100 Employees Network Is An Asset Network As A Service 1000 Employees Competitive Technology Migrate to Accelerate – Sales Methodology Customers IdentifyAssess PARTNERS

23 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 23 Network Assessments – you have 2 choices WhatManual Network AssessmentDiscovery 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 1.If you customer does not want an automated assessment. 2.If you are not a SmartCare partner and not whish to become one 3.If your customers network is very small and it does not make sense to do an automated assessment 1.It uncovers all the network both products and services coverage 2.It gives a complete overview also of equipment that has not been sold by you 3.It qualifies you for incremental incentives with Cisco both on produt and Services

24 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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 ……….

25 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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 ***

26 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 26 Discovery Assessments Targeted for Partners who:  Already offer Smart Care services  Smart Care registered (FREE)  Eligibility for the Network Assessment Bonus incentive

27 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

28 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 28 Manual Network Assessments  SE visually inspects, inventories and documents customer network  Manually researches to determine network status  Identifies gaps, exposures, or vulnerabilities

29 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

30 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 31 Close Phase Three Key Elements to Enable Your Success 1.Reference Architectures 2.Cisco Capital Financing 3.Partner Incentives

32 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

33 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 33 vs Mixed-vendors solutions Point products from mixed vendors increase complexity, costs, and risk How does this help compete? Smart Business Architecture Partners can quickly provide best-in-class integrated “systems” What is it? Prescriptive Modules 1. Network foundation 2. Network services 3. End user services Systematic Approach Repeatable process How does it accomplish this? Partner Growth Increasing partner top line revenue and customer loyalty Partner Profitability Increasing profitability by decreasing partner expenses Why should I care? Smart Business Architecture For Midsize Networks (100 –1,000 users) Smart Business Architecture

34 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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

35 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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 DurationJuly 31, 2010

36 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 37 Migrate to Accelerate Incentive Options Network Assessment Bonus Discovery Only Discover and Migrate Network Assessment Bonus Discover & New Opportunity to Cisco Network Assessment Bonus Discover & New Opportunity to Cisco & TMP TMPOIP TMP 5% incremental discount 5% + full TMP credits incremental discount 5% + 6% = 11% incremental discount 5% + 6% + TMP 2% = 13% incremental discount

38 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 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 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 39 Migrate to Accelerate - Different Approaches Partner 1 High touch engagment Partner 2 Medium touch engagement Partner 3 Low touch engagement Analyse date Own and Cisco Drive Product / Techology / Architecture plays Analyse date Own and Cisco Drive product plays Analyse date Own Drive product plays Full assessment of business needs with Business stakeholders Automated assessment Formal discussion on business needs and manual assessment Discussion on business needs Close deal using Reference architectures + incremental incentives (NAB and services) Close deal with base price+OIP/TMP Close deal using Base Pricing and TMP

40 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 40 Ad-Hoc Migration Invites 3 Vendors to Compete All Build a Solution All Submit a Proposal/Bid Migrate to Accelerate Build a Joint Long Term Migration Plan Leverage Cisco’s Migrate to Accelerate Plays Perform Customer Network Assessment Which Process Demonstrates Your Value? Perform Customer Business Needs Analysis Outcome Significant effort, low return: Maybe you win the deal Little differentiation Lower margins No customer loyalty Outcome Strategically positioned Reduced competition Higher margins Long-term customer loyalty Higher win ratios Technical Buyer Has a problem to be solved

41 © 2009 Cisco Systems, Inc. All rights reserved.Cisco Confidential Cisco IBLM-Migrate to Accelerate Programme 41 Migrate to Accelerate – Sales Methodology A Simplified Approach To Profitability and Long-Term Customer Loyalty IT Centric Non IT Centric Strategic Tactical

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