Sales Call Readiness: Win Against the Competition by Selling Cisco SMB Products

Welcome to the Cisco Connect and Grow webinar Series

Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice

• Sept 12, 2012 11 am pst• Focus on: Sales Call Readiness• Get all you need to know – when a leading Cisco Solutions Engineer and Account Manager role-

play scenarios on how to present a Cisco solution vs. a single product to your customers, as well as how to prepare product information for the sales call, anticipate objections and respond to those objections

• Oct 10, 2012 11 am pst• Focus on: The Sales Call• Gain insights directly from a Cisco Solutions Engineer and Account Manager when they role- play a

sales call with a prospective customer - and - demonstrate how to position yourself as a trusted solution provider in the conversation. You’ll learn the top 3 questions to ask the customer and how to position the sales call for follow up

• Nov 14, 2012 11 am pst• Focus on: Presenting the Solution and Closing the Sale• In this final webinar of the series, you’ll learn how to present the Cisco solution to the customer in

a live role-play scenario. Highlights include both common and unusual questions/objections from a cranky customer.

Today’s

Marty Kertman was “transferred” onto the CiscoSales Team at Kerrek’s Technologies, and he is not excited!His first quarter on the job has been challenging.He was the Sales Leader on the General Networking team, andis worried about having to focus on selling CISCO only.

Bill Dyrek is the Cisco Technology Sales Director at Kerrek’sTechnologies and is tasked with bringing Marty up toSpeed on CISCO! Marty sales are starting to grow as anticipated

How to Sell Cisco SMB Products and Win Against the Competition!

Sales Call

Who: Maloney Marina, Pete Avino

When: November 14, 2012 2:00 pmWhere: Niagara Falls, NY

What: BudgetNeedsDecision Makers

Technology Needs

• Conference Center with Multiple Meeting Rooms• Business Center • Banquet Hall

• Network Needs– (2) 48 ports switches– Wireless Access for Guest– Unified Communication– SMB WebEx TelePresence

Catalyst 2K and SB Positioning for SMB

Data Voice/Vide

SB / Mid Market / EnterpriseSB

Optimized OpEx / Scalability / Supportability

VoiceData

Cisco 100, 200, 300, 500 Series

• Purpose built for Small Business

• Optimized for deployment in small and medium size networks

• Lower CapEx

• A fundamental building block of Cisco Small Business solutions

Catalyst 2960-S

• Foundation for Borderless Access solutions

• World-class switching portfolio for any size business

• Reduced OpEx with Smart Operations & EnergyWise

• Foundation for open, flexible and feature-rich communications solutions

Optimized OpEx / Scalability / Supportability

Catalyst and SB Portfolio Positioning

SMB CatalystTarget Market SMB SMB, Mid-market and EnterpriseTCO Lower CapEx Lower OpEx (overall network life)

Integration Seamlessly integrates with other SBTG solutions

Foundation for Borderless Networks solutions

Support Cisco SBSC Cisco TAC

Features Small Business Architecture, ease-of-use

Advanced Architectures – TrustSec, Medianet, EnergyWise, Smart Operations

Software Non Cisco IOS Software Cisco IOS Software

Orderability / Refresh Cycles

3-5 years orderability1-2 years product refreshSupport: 5 yrs after EOS

5-7 years orderability3-5 years product refreshSupport: 5 yrs after EOS

Services Cisco SMB Services Cisco SMARTnet® / SmartCare Services

Scalability Scale to a few sites Scale up to world’s largest networks

ManagementOptimized for deployment and management of small networks

Multiple enterprise-level management options: CNA, Prime LMS for large/multi-site networks with TCO emphasis

AP541N(clustering)

WAP321WAP4410N

WAP121

Wireless-N

Cisco Wireless One portfolio – a spectrum of choices

Aironet600 Series

Function, Flexibility, Scalability

Pric

e, P

erfo

rman

ce

Aironet1040/1140/

&1260 Series

Aironet3500 & 3600

Series

Cisco Wireless Portfolio Positioning

Cisco Small Business Wireless APs Aironet Access Points

Support • Cisco SBSC • Cisco TAC

Software • Linux• Limited Cisco IP

• Cisco IOS Software• Rich Cisco IP

Services • Small Business Services • Cisco SMARTnet support and SmartCare Services

Lifecycles • Shorter lifecycles • Lifecycle management

Management• Options focused on small business

(Device-based management, Wizards, FindIT, Device Emulators)

• Multiple enterprise-level management options (CAN, Prime, Orchestrator)

Partner Programs • Custom to serve SB • Rich partner programs

Service Providers • Limited • Tier 1 and 2 Service Providers

Features • Competitive against competitors with third-party silicon and software

• Advanced Architectures:• Cisco TrustSec technology or identity• Medianet• Cisco Catalyst Smart Operations• Cisco IOS Software + CiscoWorks

Cisco Small Business Unified Communications 540 & 560 models

Product SKU Detailed Description USD List Price

UC540W-FXO-K9 24 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 8 POE 10/100 ports, Integrated Wireless and 1 VIC slot. Upgradable to 32 Max Users. $2,630

UC540W-BRI-K9 24 User Licenses for UC and Integrated Messaging, 2 BRI ports, 4 FXS ports, 8 POE 10/100 ports, Integrated Wireless and 1 VIC slot. Upgradable to 32 Max Users. $2,630

UC560-FXO-K9 24 User Licenses for UC and Integrated Messaging, 4 FXO ports, 4 FXS ports, 3 L2 GE Expansion ports, and 2 VIC slots. Upgradable to 138 Max Phones. $3,650

UC560-BRI-K9 24 User Licenses for UC and Integrated Messaging, 2 BRI ports, 4 FXS ports, 3 L2 GE Expansion ports, 2 VIC slots. Upgradable to 138 Max Phones. $3,650

L-UC-PRO-8U= E-Delivery license for Cisco Small Business Pro UC500 Series for 8 additional users $930

Product SKU Detailed Description USD List Price

Cisco Small Business Unified Communications• Complete Communications and Messaging• Simplified Licensing Model – Buy what you need!• Connects to CRM, etc• Grows from 24 to 138 Users

UC320 Overview

• Up to 24 users

• Up to 12 PSTN, via SPA 8800

– Up to 4 SIP accounts/trunks

– Lifeline (FXS – FXO failover)

– Local 911 even with SIP

• 2 USB, back up VM & Config

• Small business Firewall/NAT

• Support for SPA300 & SPA500 wired and wireless phones

• Support for SPA8800 Gateway for additional FXO/FXS Ports

• Support for Mediatrix ISDN Gateways

Wireless B/G/N Access Point

Wireless Voice LAN

4 FXO/Line ports (universal config)

1 FXS port for Phone/fax

Up to 1 Gb WAN Ethernet; Remote

access

4 Gb LAN ports

Music on Hold

Paging out Integrated Auto-attendant

Internal Voicemail, 12h capacity

Cisco UC320 Software Feature Summary

• 1 to 24 IP Telephones • Up to 4 SIP accounts• Up to 12 PSTN trunks (4 built-in)

- Up to two SPA8800 for FXS & FXO• Mediatrix 4400 for BRI Gateway• SIPv2 Call Control Configuration

- Key System and PBX mode- Day/Night Ring mode

• Automated Attendant (2x9 menu)- Pre-recorded Customizable

• Internal Voice Mail- Pre-recorded Customizable- Voice to email notification with audio file

• Music on Hold- Internal or external- Pre-recorded MOH file

• Business Call Control Features- Shared Line Call Appearance- Call Forwarding (All, Busy, NA)- Call Transfer - Attended and blind- Call Pickup - Selective and Group- Intercom and paging (5 groups)- Do Not Disturb- Three Party Conference Calling- Call Park and Retrieve- Extension status monitoring- Call Hunt Groups- Direct Inward Dialing

• Corporate directory• Embedded configuration utility• Syslog for SBSC• Localization for ANZ, CAN, HK, UK & US

• 2.1 add (Europe): AT, DE, E, FR, IE, IT, PT

Cisco WebEx TelePresence

WebEx TelePresence with a cloud based “HOSTED TELEPRESENCE SERVICE” Hosted and Operated by Cisco; Sold through Channel partners

Optimized for mid to low end of the market with “COMPELLING COST OF OWNERSHIP” and “BUSINESS CLASS EXPERIENCE”

Ideal for “VIDEO ENTRANTS” and small deployments looking to do more through “B2B, REMOTE WORKERS” use cases

Infrastructure

Cisco WebEx TelePresence ConceptWhat is Cisco WebEx TelePresence ?

• Call control for basic calling• Firewall traversal for intercompany• Gateways (including PSTN calling)• Mgmt suites (including directory)• Multi-conferencing units

+

PUBLICINTERNET

Endpoints

(Hosted service)

Customer site

Multitenant Hosted Infrastructure

Small and Commercial (Mid-Market) Partners• Easy to follow process with wizards

• Answer questions without engineering assistance

• See various sizing options to plan for growth

Perform quote at customer site• Use desktop application offline, synchronize online

Connect with Distributors• Ingram Micro creates a “store-front” in the tool

• Complete quotes with desired Ingram Micro

• See catalog of non-Cisco items from Ingram Micro

• Improve overall Ingram Micro relationship

Save time• Complete quote in minutes versus days

The CISCO Quick Pricing Tool

Product Focus SBCS Communications Manager Express

Cisco Unified Communications Manager Business Edition

Smart Business Architecture

Status Live Live Live Live

Primary Target Small Business Specialized

Express UC Specialized

BE Specialized Select, Premier, Silver, Gold Certified

Partner site: www.cisco.com/go/qpt

Quick Pricing Tool Modules

“Virtual - Ready for Anything” Wireless Promotion

• Objective: Grow your Cisco Wireless business by leveraging these offers to compete against other vendors to close deals

• Target: SMB and Mid-market customers

• Promotion Duration: November 15th – April 27th

• Offer 1: NEW: Access Points– Additional 5 pts Accelerator on NEW 2600 series provides a more feature-rich option for mid-

market customers with more sophisticated wireless networking needs

• Offer 2: NEW: Virtual Wireless LAN Controller (vWLC)Additional 5 Pts Accelerator on NEW Virtual Wireless Controller - cost efficient alternative to investment in hardware controller. Helps to graduate customers from autonomous networksDesigned to compete directly with hosted services of Meraki and Aerohive who have exploited the fact that often Cisco has not been priced competitively due to the cost of our controllers

• Offer 3: NEW: Lower Pricing on the 2500-Series Controllers

Q2 FY13 Small Business Promotion

• Objective: Drive mindshare and sales on Cisco Small Business products with partners who have certifications of Select and above. Provide Select certifications and above a more favorable discount structure on Small Business products.

• Target Partner: SMB Select certified and above

• Promotion Duration: October 29th, 2012 July 27th, 2013

• Offer 1: Upfront Discounts

– Up to an additional 5 points off on ALL Small business products for Select certification partners and above only.

The Ingram Micro program, in partnership with Cisco Capital, allows Ingram resellers the ability to offer end-customer an array of financial benefits:

• Dedicated relationship manager• Quick turnaround on approvals, usually within 4-24 hrs.• Assistance in managing entire process• Funding within 24 - 48 hrs of delivered solution• Financial sales training to enable you to build leasing into your

sales process• WE represent Cisco Capital – quote deal; submit for credit;

request docs; PO to reseller; deal funded

Cisco Capital and Ingram Micro

• Cisco Capital – 36 month $1 out 3% interest on Cisco Hardware, 3 Year Smartnet and up to 30% labor (valid until 7/31/13-restrictions apply)

• Ingram Leasing Contact Info: 877-877-0035 David Bishop, ext. 65284 david.bishop@ingrammicro.com Tony Sindoni, ext. 64031tony.sindoni@ingrammicro.com

Contact info