Capture the Midmarket Sally Windman – Collaboration, Sr. Sales Business Dev Manager– Americas Distribution March 5th, 2013.

Name: Capture the Midmarket Sally Windman – Collaboration, Sr. Sales Business Dev Manager– Americas Distribution March 5th, 2013.
Uploaded: 2017-08-23T19:57:25+00:00
Duration: PTM33S34
Channel: Ashlee Gardner
Description: Capture the Midmarket Sally Windman – Collaboration, Sr. Sales Business Dev Manager– Americas Distribution March 5th, 2013.

Capture the Midmarket Sally Windman – Collaboration, Sr. Sales Business Dev Manager– Americas Distribution March 5th, 2013

$7.1B Global Collaboration Opportunity
Midmarket defined as 100 to 1,000 employees 3.7M midmarket companies worldwide 1 in 6 employees work for a midmarket company $7.1B Global Collaboration Opportunity

……the consumerization of IT
…an explosion of devices infiltrating their business Midmarket customers are dealing with a multitude of technology trends, challenges and opportunities including…… …..considerations as to how they leverage video as a business strategy

Midmarket customers are looking for business-impacting collaboration solutions that …
Address evolving trends Increase agility Improve customer responsiveness Solve business challenges Help grow their business

Customer Needs Midmarket customers need trusted business partners who … Understand their business goals and objectives Design collaboration solutions that meet these objectives Support their business from conception to deployment … and beyond Results … Increased sales, services and profitability for Cisco Partners

Cisco Advantages Cisco delivers the most comprehensive offer to partners … Award-winning partner programs Financial strength and stability Marketing and demand generation resources Award winning technical support Industry-leading collaboration portfolio

Sophistication Meets Simplicity with Cisco Business Edition 6000
Affordable Lowers TCO with server consolidation for reduced hardware footprint, power, and cooling; serves up to 1,000 users and 50 sites Interoperable Links multiple 3rd party and legacy TelePresence devices seamlessly together to form a true Collaboration platform Simple Streamlines operations, administration, and management with deployment flexibility through unified provisioning Highly-Available Offers optional server redundancy and Survivable Branch (SRST) providing peace of mind Scalable Increases ROI with agility and 99% investment protection; grows with the company Cisco Business Edition 6000 Enterprise-Class Collaboration for Midsized Businesses

Complete Collaboration Portfolio for Midsized Businesses
Customer Benefits Optimized Architectural Approach Enterprise-Class Collaboration Services Packaged and Priced for Midmarket Scalability and Investment Protection Partner Benefits Accelerated and Sustainable Sales and Services Profitability Simple Quoting, Ordering and Fulfillment Processes Technology Leader, Financial Strength, and Stability Award-winning Collaboration Unified Communications Jabber WebEx Management TelePresence Mobility Messaging & Paging WIRED WIRELESS

Cisco Collaboration Partner Specializations
Express Collaboration Specialization Partner Profiles: TelePresence partners moving to Collaboration SMB Collaboration partners moving to Midmarket New UC partners moving to Collaboration Master Unified Communications Specialization TP Video Advanced/Advanced Plus ATP TP Video Express ATP TP Video Master ATP TP Video Advanced/Advanced Plus ATP TP Video Express ATP TP Video Master ATP Master TP ATP Advanced Collaboration Architecture Specialization Solution Flexibility/Complexity Express Collaboration Specialization Small Business Specialization Express TP ATP Express TP ATP Market/Segment SMB Midmarket Enterprise Specialization Advanced Technology Program © 2009, Cisco Systems, Inc. All rights reserved. Presentation_ID.scr

Cisco Express Collaboration Specialization (ECS)
New Cisco Express Collaboration Specialization addresses the growing midmarket opportunity with … New entry-point into Cisco’s collaboration partner programs 50% lower partner training and investment requirements Premier Certification Partner Investment Protection Enhanced Profitability with Cisco’s Value Incentive Program (VIP) Payments up to 15%

New ECS Specialization Details

Collaboration Specializations Portfolios
New! Express Collaboration Specialization (ECS) Includes all Small Business & Express Foundation Specialization, plus: Business Edition 6000 Unified Communications Manager Express All Unified IP and Video Phones Prime Unified Provisioning Manager Business Edition Prime Collaboration Provisioning Jabber (Unified Presence) Unified Mobility Unified Border Element Unified SRST Unified Attendant Console Business Edition WebEx Meetings TelePresence MX300/MX200 TelePresence EX90/EX60 TelePresence C20 Quickset TelePresence SX20 Quickset TelePresence MCU 5300/4500/4200 TelePresence Profile 42 with C40 TelePresence Profile C65/55/52 TelePresence Integrator C90/60/40 TelePresence Edge 95 or 75 MXP TelePresence VCS Starter Pack TelePresence VCS Expressway with TMS TelePresence VCS Control with TMS Master Unified Communications Specialization Includes all Cisco Collaboration products except those designated restricted by ATP requirements Advanced Collaboration Architecture Specialization (CAS) Includes all ECS Specialization, plus: Unified Communications Manager (Enterprise Edition) Unified Contact Center Express Unified Workspace Licensing (All versions) Unified Enterprise Attendant Console WebEx Meeting Server WebEx Social VXI/VDI Session Border Controller Small Business & Express Foundation Specialization Business Edition 3000 UC 500 Series UC 300 Series WebEx WPL All SPA Phones Selected Unified IP Phones

Cisco ECS Training Requirements
Instructor-Led Training E-Learning Training Exam BE6000 for Account Managers 2 hrs TelePresence Video Sales Specialist for Express TelePresence Video Sales Specialist for Express (PATVSSE v1.0) # Account Manager 10 training hrs Cisco Sales Expert 6 hrs BE6000 AM # # CSE BE6000 for Sales Engineers 3 hrs Architecture System Engineer 43 training hrs Administering Cisco Voice & Unified Communications 40 hrs BE6000 SE # Administering Cisco Voice & Unified Communications (ICOMM) # Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Implementing Cisco Unified Communications Manager, Part 1 / CIPT1 # Field Engineer 101 training hrs TelePresence Video Field Engineer for Express 5 hrs Implementing Express TelePresence Video Solutions 16 hrs CVoice & QOS # Implementing Express TelePresence Video Solutions ILT (PAIETVS v1.0) #

Express Collaboration Specialization Partner Investment
Maximum Recommended Training Hours (Note: may be as little as 45 hours) 154 With CSE (6) 148 With TP ATP (23) 125 With CCNP Voice (80) 45 Roles (AM/SE or SE/FE may be shared) Account Manager (AM) 1 Sales Engineer (SE) Field Engineer (FE) Estimated Partner Investment Exam Cost USD 1.2K Training Cost USD 2-10K © 2009, Cisco Systems, Inc. All rights reserved. Presentation_ID.scr

Increasing Profitability with Higher-value Collaboration Sales
Deal Details 250 User Customer Opportunity Annual Opportunity 1 Deal per Month Revenue Margins Partner Services Core BE6000 with TelePresence Total Revenue $345K Total Margin $97.5K* *Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins

Offers & Enablement

Cisco Midmarket Collaboration Promotion
Close Deals Faster … Compelling pricing offers on the complete Cisco Business Edition 6000 portfolio Simple, one-step deal registration and fast approval cycle “Any 3” additional discount incentive on eligible Cisco TelePresence endpoints* Available through July 31, 2013 *Available in the Americas & Asia regions from 2/14/2013

Cisco Midmarket Collaboration Migration Program
Customer Path from Cisco UC to Collaboration … Designed to help partners move customers to Cisco’s full Collaboration suite Enables smooth customer technology migrations Provides for customer investment protection Leverages Midmarket Collaboration Promotion for compelling pricing offers

Cisco Midmarket Collaboration Demand Generation
Demand Generation kit: Campaign Customer Interest Offers (whitepapers, analyst reports, etc.) Partner Marketing Guide Seminar-in-a-box Partner Enablement Assets: Play Brief Call Guide Competitive Battlecards Copy Blocks Available in 10 languages

Developing Your Cisco Practice
SALES & MARKETING Partner Marketing Central Midmarket Collaboration Promotion Quick Pricing Tool (QPT) Collaboration Expert Sales Tool for Tablets dCloud Collaboration Demonstrations ENABLEMENT & SUPPORT Partner Education Connection (PEC) Not-for-Resale Program (NFR) Partner Helpline & Communities Cisco Services Technical Assistance Center Cisco Certifications & Specializations Cisco Incentive Programs (VIP, OIP, etc.) Cisco Capital Financing Cisco Rewards DIFFERENTIATED PROGRAMS 20

Cisco Collaboration Architecture Differentiated Solution
TelePresence Unified Communications Cisco Collaboration Workspace Apps Customer Collaboration One Vendor, Complete Portfolio

Cisco Midmarket Collaboration All the Right Pieces
Award-winning Partner Programs Simple Requirements Enhanced Profitability Investment Protection Significant Market Opportunity Evolving Trends Business Challenges Embracing Collaboration Industry-leading Collaboration Portfolio Complete Portfolio Award-Winning Collaboration Continued Innovation Strong Value Proposition Architectural Approach Enterprise-Class Collaboration Investment Protection 22

Partner Resources Cisco Business Edition 6000, Promotions & Programs
Cisco Collaboration Programs Cisco Express Collaboration Specialization Cisco Value Incentive Program BE6000 Playbook

Global Learning Locator

E-Learning Partner Education Connection (PEC)

Estimated Investment = $11,095
ECS Partner Investment at a Glance Account Manager Exam Cisco Sales Expert (CSE) # Business Edition 6000 for Account Managers (BE6KAM) # TelePresence Video Sales Specialist for Express (PATVSS) # Exams Already Passed CCNP Voice ATP TP-Video Express Express UC Specialized CCNA Voice Sales Engineer Administering Cisco Voice & Unified Comm (ICOMM) # Business Edition 6000 for Sales Engineers (BE6SE) # Role Sharing AM/SE SE/FE Field Engineer Implementing Cisco Voice and QoS v8.0 # Implementing Cisco UCM Part 1 v8.0 # Implementing Express TP Video ILT (PAIETVS v1.0) (PATVFEE) # Total Recommended Training: 154 Hours Estimated Investment = $11,095 With Express UC 154  148 hrs Training+Exam = $11,015 With TP ATP 154  127 hrs Training+Exam = $9,345 With CCNA Voice 154  114 hrs Training+Exam = $8,350 With CCNP Voice 154  34 hrs Training+Exam = $1,960 © 2009, Cisco Systems, Inc. All rights reserved. Presentation_ID.scr

ECS Training Requirements
Instructor-Led Training E-Learning Training Exam BE6000 for Account Managers 2 hrs TelePresence Video Sales Specialist for Express 6 hrs TelePresence Video Sales Specialist for Express (PATVSSE v1.0) # Account Manager 15 training hrs Cisco Sales Expert BE6000 AM # # CSE BE6000 for Sales Engineers 3 hrs Sales Engineer 43 training hrs Administering Cisco Voice & Unified Communications 40 hrs BE6000 SE # Administering Cisco Voice & UC (ICOMM) # Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Implementing Cisco Unified Communications Manager, Part 1 / CIPT1 # TelePresence Video Field Engineer for Express 5 hrs Implementing Express TelePresence Video Solutions 16 hrs CVoice & QOS # Implementing Express TelePresence ILT (PAIETVS v1.0) # Field Engineer 101 training hrs 154 Training Hours

If I am Currently Express UC Specialized
Instructor-Led Training E-Learning Training Exam BE6000 for Account Managers 2 hrs TelePresence Video Sales Specialist for Express 6 hrs TelePresence Video Sales Specialist for Express (PATVSSE v1.0) # Account Manager 15 training hrs Cisco Sales Expert BE6000 AM # # CSE BE6000 for Sales Engineers 3 hrs Sales Engineer 43 training hrs Administering Cisco Voice & Unified Communications 40 hrs BE6000 SE # Administering Cisco Voice & UC (ICOMM) # Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Implementing Cisco Unified Communications Manager, Part 1 / CIPT1 # TelePresence Video Field Engineer for Express 5 hrs Implementing Express TelePresence Video Solutions 16 hrs CVoice & QOS # Implementing Express TelePresence ILT (PAIETVS v1.0) # Field Engineer 101 training hrs 154 148 Training Hours

If I am Currently ATP TP-Video Express

If I have a current CCNA Voice on staff

If I have a current CCNP Voice on staff

If I am TP ATP Express with CCNP Voice

Capture the Midmarket Sally Windman – Collaboration, Sr. Sales Business Dev Manager– Americas Distribution March 5th, 2013.

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Capture the Midmarket Sally Windman – Collaboration, Sr. Sales Business Dev Manager– Americas Distribution March 5th, 2013.

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