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PSFConnect

13 May 2010

Alexander Voytenkov

Inside Channel Account Manager

© 2009 Cisco Systems, Inc. All rights reserved. Cisco PublicMYM 09 2

Content

What’s in it for you

Modular platform

How to gain access


Content


Modular platform

How to gain access


PAM

PAM

PAM

PAM

PAM

Sponsor

Marketing

Named 1-tier Partners

Sponsor

Marketing

Named 2-tier Partners

Cisco

Channelmarketing

Channel Account Manager

SupportFunctions

Cisco PartnerSales manger

End

Customer

PAM

PAM

PAM

PAM

Channel SE

Cisco

AM

Partner engagement model – EME14

Partner Sales Focus group

Cisco AM:

from Customer facing to “Sales Coach” for Partner Sales Force

* For specific Emerging Market territories and customers

Account Managers

PAM

Cisco

AM

PAMPAM

PAM

PAMPAM

PAMPAM

PAM


Partner Sales Force - Participants’ benefits

Focus Partner Led Program

Early Sales Engagement and Joint Pipeline

& Sales ManagementReward and Visibility

AM/SE Talent Development

consistency


Partner Sales Master: Four Stage curriculum

Service

Selling

Technology Sales

Acceleration

Sales Skills

Development

Vertical

Selling

Develops service portfolio, packaging and positioning to

improve loyalty and customer satisfaction

based on Cisco Services offerings.

Gives a better

understanding of

different industries

and how to sell

effectively to these

Vertical Markets.

This session builds

knowledge on

positioning & selling

Cisco Advanced

Technologies.

Helps Partner Sales

Managers

understand the

customer and their

business drivers.

Includes Soft Skills +

Technology

Orientation module.

2 days 1 days 1 days 1 days


Partner Sales Force Connect Accelerate closure of your sales cycle

Early Sales Engagement &

Joint Pipeline and Sales

Management

Content, services, communities to accelerate your

Sales

Quarterly Business Targets and

Rewards

Light Account Planning and Cisco

experts support

Demand Generation


Quarterly Reward Program

Win with Cisco!

Top performing PAMs & PSEs are eligible to win quarterly rewards based on performance against set targets!

http://www.escafelddesigns.co.uk/images/jewellery-gift-voucher.jpg


Partner Led Program – Partner Commitment

Sales Engagement

Dedicate Partner AM (min 2) & SE (1) and Marketing Lead

(1)to Cisco Partner Sales Force Program (Partner executive to

authorize AM & SE participation in program including sales tool).

Forecasting of sales opportunities with Cisco Channel Sales

Manager

Committed Participation to Workshop and Training

Partner Executive nominates AM & SE to participate to the

Sales Workshops, Training and joint account planning

sessions.

Joint Sales and Opportunities Reviews

Monthly business review Cisco & Partner Sales team: focus

on activities, initiatives, sales opportunities and commercial

joint business performance.


PSFC Connect

The PSF Connect tool is a simple, intuitive and secure eCollaborative tool that is offered exclusively to Cisco’s Partners that enrolled in the PSF program. The tool helps you to accelerate sales opportunities and is designed to help you get rewarded faster.

The PSF Connect tool is available at the following link: www.cisco.com/go/psfc (CCO credential required to access)

http://www.cisco.com/go/psfc


Three reasons to use PSF Connect

PSF Connect is based on the same concept used successfully within Cisco with regards to sales management and business planning. There are three main areas of PSF Connect:

1. My Customers

An area where you can store your customer portfolio details, business opportunities and request Cisco support

2. My Performance/Reward:

This is an area where you can check how you are performing against the criteria set for the quarterly PSF reward program.

3. Tools and resources:

This is a repository area and much more.


Content


Modular platform

How to gain access


A Secure Platform

Each user agrees and signs the non disclosure agreement.

Each partner’s employee assigned to PSF can access information about their own company only

The information is shared with you dedicated Cisco Channel Sales Manager.

One single click to accept the confidentiality disclaimer and to confirm understanding of the PSF program objective.


PSF Connect homepage

A chart showing the quarterly target assigned to your company, the booking of Cisco products (refreshed every Monday) and the amount forecasted by the PAM.

Breaking news

View and register to PSF and other events and trainings

See who is your dedicated Cisco Sales Mgr and contact details

A table that shows the % on target set to participate to the individual reward program.


My Customers

1. My Customers : An area where you can:

save your customers details

record your upcoming business opportunities

request support for complex deals

effectively manage your potential customer list and control the evolution of your engagement level


Manage your customer portfolio

Organize your customer portfolio in a single place, store your files (e.g. presentations or other documents you have shared) and take notes.

Adding new customers (line by line or importing long list from excel

Click on customer name to maintain the contact details updated

Click in here for “email to” functionality

Search your customer in the long list. You can enter the full name or a portion and the tool will capture the best matching names.


Creating a new customer form

You can store the customer details

Take note about your calls, outcomes of meeting with this customer or any other detail.


Selling stages

Prospect Qualify Proposal Agreement Closing

Tracking the maturity of projects

Build your business pipeline by creating projects in the list

SAVE your data

and potentially from here you can:

Request support on your complex projects and top accounts

Move to our eCommercespace to place the PO and leverage Incentive Programs or Promotions

Click here to go into details to the projects relevant to each individual customer


Important hints:

Use PSFConnect at every opportinity (e.g. while on call with your customers

have their profile in front of you so to take any note relevant for your future discussions)

Log-in at end of your week to update information about the projects and think about following weeks activities to win deals and expedite business.

Refine information regarding “order date - week of” as you move towards “proposal accepted” and “ready for order” sales stages.

Ensure two entries are created when products and services are to be sold in different weeks.

The amount will need to be Cisco product only and, where available, should refer to the value of their purchase price from Cisco.


How to gain Cisco Support

Fill-in a few more details about the project and the Cisco Sales Manager will get an automatic email about your request. The Cisco Sales Manager will act as gateway for you to Subject Matter Experts.


My PerformancesYou can see the achievement trending and how you are moving towards the

individual reward criteria.

Note: Measurements are done at partner company level. In case of multiple PAMs

or PSEs in a partner company that overachive the minimum criteria; Cisco will either reward all PAMs or will require the Partner Sponsor to select one from the group.


My forecast overview

Review your consolidated forecasted amount in different time periods

Select the period. It can be a specific week or a Cisco fiscal quarter or the full year.

This is the corresponding calendar period you are looking at

Click to make adjustment.


Tool and Resounces

The area where you can find useful content,change your PSF profile, and ask questions in the FAQ session.


Content


Modular platform

How to gain access


How to gain access?

Use your CCO login and password (if you do not have one you can request one at www.cisco.com under partner central).

Your partner Sponsor will receive an email asking to access the PSF connect tool, to read and accept the terms and conditions and to nominate the employees that will be active PSF Connect tool users.

These individuals will gain immediate access to the tool. PSF connect access is available at no cost for program members. In addition the appointed Account Managers and System Engineers will be automatically eligible to participate in our PSF Reward Program designed to reward best performing members.

For more details please contact [email protected]

http://www.cisco.com/

psfconnect alexander voytenkov - cisco › c › dam › global › ru_ua › assets › ... ·...

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