leveraging automation to close renewal opportunities
TRANSCRIPT
Leveraging Automation to Close Renewal Opportunities
Agenda
Renewals
CSPP
Why Automation?
Auto Quote
Reseller Services Portal
Accelerate
Q&A
Services Renewals
• Provides the opportunity to capitalize on the initial investment in time and effort made when your customer first bought a service contract
• Helps secure your organization at least another year’s revenue for a far smaller outlay
• Creates opportunities to open the conversation around upgrades of the service coverage, extending coverage to other equipment, or even replacing existing hardware
• Customer loyalty and stickiness with VAR
Services Renewals
• A Minimum of 90 to 120 Days in Advance
• Understanding the Customer’s Business Needs
• Exploring Opportunities to Upsell
• Proposing a Solution to Meet Customer Requirements, Including Financing
Earn More for Selling Services with CSPP
Compensation
Performance Management
Eligibility
www.cisco.com/go/cspp
Why Automation?
$25K+ Renewals
Sub-$25K Renewals
15%$0 - $2500
40%$2500 - $25000
45%> $25000
What segment of your renewal portfolio do you have the ability to touch?
Why Automation?
Cost removed from generating low end quotes
Open bandwidth to focus on larger opportunities
Touch more opportunities = Close more sales
Increase Cisco SMARTnet renewal & attach rates
Auto Quote
• Automated monthly Renewal opportunities • Emailed directly to your inbox
• Linked to your CCO ID so Auto Quote is viewable in SCC (SMS3) for renewals
• Proactive, preapproved and validated Cisco Quotes• Renewal Opportunity range= back 2 months & forward 3 months• Unattached Opportunity range= items not covered 30-90 days after shipment
*quote created through Reseller Services Portal
Renewal Auto Quote Email
Reseller Services Portal
• Partner Facing Tool for Organizing, Tracking & Ordering Cisco Service Contracts
• Use the Reseller Services Portal to View Renewal Auto Quotes & Track Closure• Improve Renewal Rate
Training Webinars Available
Reseller Services Portal
Website - http://svc360.com/ingramus
Reseller Services Portal
Reseller Services Portal
Reseller Services Portal
Reseller Services Portal Webinar
Attend the Reseller Services Portal Webinar to Learn More on How to Manage your Cisco Service
Opportunities Through the Reseller Services Portal
Contact your Ingram Market Account RepresentativeFor Registration Details
Cisco Services Accelerate Program
Review the Selling Cisco Services Contract Renewals learning module in the Cisco Services Accelerate Program
www.cisco.com/go/accelerate Addresses the process of pursuing renewals opportunities.
Provides sales strategies, best practices, and objection handling.
Contains information on the available Cisco tools
Resources to assist with the process of selling service contract renewals.
Cisco Services Accelerate Program
Cisco Services Accelerate Program
Cisco Services Renewals Partner Incentives
• Contest Timeframe: April 29th – July 26th
• Every Cisco Services renewal contract you close* will earn you an entry into the contest drawing to win one of 25 $500 AMEX gift cards– Kicker: $1,000 goes to the partner that closes the largest renewal contract – Kicker: $1,000 goes to the partner that closes the most renewal contracts60% of the devices on the contract must be closed in order for the contract to be eligible.
Win $500!
Services Market Account RepresentativesCisco Business Unit
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SouthBernard DentMarket Account Representative800.456.8000 Ext [email protected]
West Andrew Gates800.456.8000 Ext [email protected]
NortheastShawnta Woodard
800.456.8000 Ext [email protected]
GovEd– All U.S.Monica Froese800.456.8000 Ext 65088Monica. [email protected]
CentralJames Skelton800.456.8000 Ext [email protected]
Questions?
Ingram Micro