Call Guide. Transform. Transform The Network. Scenario 1: Hunting the opportunity. The Network

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Lenard Hancock
5 years ago
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1 Transform Transform Call Guide Offer your customers best in class products on a range of Switches, Wireless and Data Centre Servers/Switches. Below, you ll find sales scenarios to help you during sales calls. There s also guidance on questions you can ask them and details on how to turn around customers objections. Scenario 1: Hunting the opportunity Switches: 1. Simplifying customer networks to reduce cost and complexity. 2. Better security on customer networks with contextual policies and to meet regulatory requirements. 3. Prepare networks for the fivefold increase in wireless bandwidth from ac. Cisco has the best of breed products across the range for small to medium networks: Series Managed Switches XG Series Stackable Managed Switches Series Stackable Managed Switches XG Series Stackable Managed Switches. 5. Catalyst 2960-X Series Switches. 6. Catalyst 3650 Series Switches. 7. Catalyst 3850 Series Switches. The Cisco Catalyst series offer the functionality of creating a SDN Programmable Network managed by APIC-EM. The APIC-EM provides centralised automation of policy-based application profiles, allowing easy deployment. How to win: 1. Choose which Switch best fits your customer needs by using the Cisco Switch Selector. 2. In case of competition leverage the Switching Competitive Battle Card. Click here for Competitive Information

2 Wireless: Wireless is the primary access method to the network. 1. Increased pressure on the network caused by multiple users with more than one device (laptops, smartphones, tablets, etc). 2. Video and Smartphone apps increase demand on Wireless bandwidth ac (up to multi Gigabit Wi-Fi) provides faster, increased bandwidth and better security. 2. Products include: WAP151, 351, 371, 571, Cisco Aironet: 1800, 2800, 3800, Cisco- Meraki: MR32, MR34, MR42, MR ac Wave 2. How to win: Lead with a Mobility Express Solution. Data Centre: Increased network speed and bandwidth in the Data Centre is needed to cope with IoT, Big Data analytics and new emerging business applications. Gives customers more of what they want simplicity, easy management and expandability. 1. If customers want to extend the benefits of distributed storage technology to more applications and use cases - lead with Cisco HyperFlex HX-Series. It combines compute, storage and networking into an easy-to-use system that brings new levels of speed and efficiency to IT. Use our HyperFlex technology to unlock the full potential of hyperconverged infrastructure today. 2. If customers want to deliver converged stack with servers, storage and 10/40 Gigabit networking in an easy-to-deploy, compact form factor with simple management - lead with UCS Mini. Plus options to integrate third party storage to sell FlexPod Mini s (Cisco/NetApp) or Smart Stack Mini s (Cisco/Nimble) or VersaStack (IBM). 3. For customers who want flexible entry-level Top of Rack Layer 2 and 3 switching and merchant silicon - lead with Nexus For customers who want flexible Top of Rack Layer 2 and 3 switching and Cisco ASIC lead with Nexus 9200 or 9300 series. 25G at Price of 10G; 100G at Price of 40G 2.5x Bandwidth at same price.

3 How to Win - UCS Servers: 1. Sell the value of UCS Rack servers and upsell to UCS Mini converged architecture. 2. Choose which UCS Server best fits your customer needs by using the Build & Price Tool. 3. In case of competition leverage the Competitive Server Comparison Tool & Battle Card. Top promotions to leverage: FastTrack (FT): Fast Track makes it easier for our Distribution and Channel partners to do business with Cisco. Offer SmartPlay Rack Paks and UCS Mini to any registered Cisco partner with attractive discounts. UCS SmartPlay Rack Paks: Special-priced, minimally configured bundles. UCS SmartPlays: Provide the best pricing for Cisco Unified Computing System (Cisco UCS) products and solutions. These smartly configured bundles offer significant time savings for sales and field service teams that create valid UCS configurations. How to Win - Data Centre Switching 1. Sell the value of Cisco Data Centre Switching industry leading Top of Rack portfolio. 2. Choose which Data Centre Switch best fits your customer needs by using the Cisco Data Centre Switch Selector and Battle Card. Other promotions to leverage: SeedIT First-Time Buyer Promotion: Designed to drive first-time purchases of Nexus Nexus Promotions: Bundle promotions and trade-in credits for Nexus products. Click here for Mobility Express Solution

4 Scenario 2: Competitive Displacement Switches: 1. Ensuring like-for-like comparison on product specification. 2. Competitive products are aggressively priced. 3. Competitors targeting Cisco customer base. 1. Cisco Small Business switches (200, 300, 350XG, 500 and 550XG series) offer the ideal combination of advanced network features and affordability. 2. Cisco Catalyst switches (2960X, 3650 and 3850) support SDN Programmability, voice, video, data and highly secure access, delivering scalable network management, as customer s business needs change. How to Win: 1. Use Switching Competitive Battle Card. 2. For specific switching competitive product positioning use Cisco Competitive Product Comparison Tool. Wireless: 1. Ensuring like-for-like comparison on product specification. 2. Competitive products are aggressively priced. 3. Competitors targeting Cisco customer base ac for faster, increased bandwidth and better security n tried and trusted for those not yet ready to move to ac. 3. Products include: WAP151, 351, 371, 571, Cisco Aironet: 1800, 2800, 3800, Cisco- Meraki: MR32, MR34, MR42, MR ac Wave 2. How to Win: 1. Mobility Express Solution. 2. Use Wireless Competitive Battle Card. 3. Additional Cisco Wireless competitive advantage: Cisco CleanAir for detecting and mitigating interference - Cisco ClientLink 4.0 for connectivity quality and stability -Turbo performance for speed and scalability - Optimised roaming for smooth transition between access points and cells - RF noise reduction for increased overlay density and ease of configuration.

5 Data Centre: 1. Ensuring like-for-like comparison on DC server and switch specification. 2. Competitive products are aggressively priced. 3. Competitors targeting Cisco customer base. Give customers more of what they want simplicity, easy management and expandability. 1. If customers want the most versatile, high-density, general-purpose enterprise infrastructure and application server in the industry today - lead with Cisco C220M4 and C240 M4 Rack Servers. 2. If customers want to deliver converged stack with servers, storage and 10/40 Gigabit networking in an easy-to-deploy, compact form factor with simple management - lead with UCS Mini. Plus options to integrate third party storage to sell FlexPod Mini s (Cisco/NetApp) or Smart Stack Mini s (Cisco/Nimble). 3. For customers who want flexible entry-level Top of Rack Layer 2 and 3 switching and merchant silicon lead with Nexus For customers who want flexible Top of Rack Layer 2 and 3 switching and cisco ASIC lead with Nexus 9200 or 9300 series. 25G at Price of 10G; 100G at Price of 40G 2.5x Bandwidth at Same Price. 5. For customers who want Software Defined Networking solution, lead with Nexus 9000 which is ACI capable, entry level is 9300 series. How to Win - UCS Servers: 1. Sell the value of UCS Rack servers and upsell to UCS Mini converged architecture. 2. Choose which UCS Server best fits your customer needs by using the Build & Price Tool. 3. In case of competition leverage the Competitive Server Comparison Tool & Battle Card. Top promotions to leverage: FastTrack (FT): Fast Track makes it easier for our Distribution and Channel partners to do business with Cisco. Offer SmartPlay Rack Paks and UCS Mini to any registered Cisco partner with attractive discounts. UCS SmartPlay Rack Paks: Special-priced, minimally configured bundles.

6 UCS SmartPlays: Provide the best pricing for Cisco Unified Computing System (Cisco UCS) products and solutions. These smartly configured bundles offer significant time savings for sales and field service teams that create valid UCS configurations. How to Win - Data Centre Switching 1. Sell the value of Cisco Data Centre Switching industry leading Top of Rack portfolio. 2. Choose which Data Centre Switch best fits your customer needs by using the Cisco Data Centre Switch Selector and Battle Card. Other promotions to leverage: SeedIT First-Time Buyer Promotion: Designed to drive first-time purchases of Nexus Nexus Promotions: Bundle promotions and trade-in credits for Nexus products. Scenario 3: Farming the customer base Switches: Increased network speed and bandwidth needed to cope with new smart devices. Cisco Catalyst switches (3850) can support multi-gig allowing the organisation to evolve beyond 1G without changing the cabling plant. How to Win: 1. Upsell to latest Catalyst Switching portfolio. 2. Use Competitive Technology Migration Program (CTMP/TMP) for trade-in of up to 12%directly to the order. Includes equipment from Cisco and other manufacturers. 3. Cisco Catalyst 3650 and 3850 switches converge wired and wireless networks into one physical infrastructure with greater network-wide intelligence, performance and integration.

7 Wireless: 1. Increased network speed and bandwidth needed to cope with new smart devices and ac enabled end points requires an upgrade of the infrastructure. 2. The introduction of smartphones and tablets into the organisation requires a security policy management platform that automates and enforces context-aware security access to network resources. 3. Unifying wired and wireless networks ac for faster, increased bandwidth and better security. How to Win: 1. Upsell to ac. 2. Use Competitive Technology Migration Program (CTMP/TMP) for trade-in of up to 12% directly to the order. Includes equipment from Cisco and other manufacturers. 3. Cisco Catalyst 3650 and 3850 switches converge wired and wireless networks into one physical infrastructure with greater network-wide intelligence, performance and integration. 4. Increased Security with ASA 5500 X Next Generation Firewall. Data Centre: Increased network speed and bandwidth in the Data Centre needed to cope with IoT, Big Data analytics and new emerging business applications. Boost performance and scalability. Cisco offers innovative Top of Rack Switching solutions to cater for dynamic DC needs and UCS servers with 100 world-record performances and management benefits. How to Win - UCS Servers: 1. Sell the value of UCS Rack servers and upsell to UCS Mini converged architecture. 2. Choose which UCS Server best fits your customer needs by using the Build & Price Tool. 3. In case of competition leverage the Competitive Server Comparison Tool & Battle Card.

8 Top promotions to leverage: FastTrack (FT): Fast Track makes it easier for our Distribution and Channel partners to do business with Cisco. Offer SmartPlay Rack Paks and UCS Mini to any registered Cisco partner with attractive discounts. UCS SmartPlay Rack Paks: Special-priced, minimally configured bundles. UCS SmartPlays: Provide the best pricing for Cisco Unified Computing System (Cisco UCS) products and solutions. These smartly configured bundles offer significant time savings for sales and field service teams that create valid UCS configurations. How to Win - Data Centre Switching 1. Sell the value of Cisco Data Centre Switching industry leading Top of Rack portfolio. 2. Choose which Data Centre Switch best fits your customer needs by using the Cisco Data Centre Switch Selector and Battle Card. Other promotions to leverage: SeedIT First-Time Buyer Promotion: Designed to drive first-time purchases of Nexus Nexus Promotions: Bundle promotions and trade-in credits for Nexus products. Overcoming customer objections: Switches: Cisco is too expensive! Right now we have an incredible discount offer on selected Cisco switches. And in fact, Cisco switches in this promotion are cheaper than the equivalent HP switches, while offering advanced features such as PoE (Power over Ethernet) and QoS (Quality of Service).

9 Cisco doesn t understand what SMBs need! Not true Cisco s portfolio covers networks of all sizes from very small businesses upwards. Cisco s 300 & 350XG and 500 & 550XG series switches are extremely reliable and are backed by exceptional customer support. Cisco doesn t understand what SMBs need! Not true Cisco s portfolio covers networks of all sizes from very small businesses upwards. Cisco s 300 & 350XG and 500 & 550XG series switches are extremely reliable and are backed by exceptional customer support. HP offers flexibility but with Cisco you re locked-in to one vendor Cisco switches can just as easily be used in a mixed solution as HP switches. However, they do also provide several additional options which are based on proprietary technology that HP cannot match. But HP offers the best warranty, including free next-business-day replacement and telephone support Cisco offers similar lifetime warranties including next-business-day replacement on selected switches including small business switches. This also includes free telephone support for one year as well as free software updates. The HP telephone support desk is only available during office hours and a contract is required for 24x7 support. Meanwhile, the Cisco 2960-X, 3650, 3750-X, 3850, SG300 and SG500 Series Switches come with Enhanced Limited Lifetime Warranty. Wireless: My existing wireless works ok OK isn t good enough. More and more users are accessing bandwidth hungry applications and expect a fast, reliable & secure experience that only Gigabit Wi-Fi can provide. Will older devices still work with a Gigabit network? Yes in fact older devices may see improved performance. And the battery of your device works a lot longer on an ac network. Cisco is too expensive! Cisco makes the best in class Gigabit Wi-Fi Access Points for all budgets, which are the same price as the previous generation Access Points. And this offer now means Cisco is even more competitive and affordable. Aruba/Aerohive/HP/Vendor X are better Cisco Gigabit Wi-Fi has unique and innovative features which deliver the best experience in the market.

10 Data Centre: Why is Cisco s converged Data Centre solution better than other vendors? Not all converged systems truly converge, with Cisco whether the customer starts with 1 or 2 rack servers and then grows to HyperFlex or blades, the solution can scale with simplification both from a network, storage and management perspective. UCS Director & Manager available in Cisco ONE Software suit can be used to manage the stack and service profiles can be deployed saving time and admin costs. Cisco Nexus switching operating system NX-OS has specific Data Centre switching features to provide partners and customers with ease of mind and investment protection. Finally, Cisco offers the complete Unified Data Centre combining compute, networking, storage and management to automate the Data Centre with a journey to Hybrid Cloud. Cisco is too expensive! Cisco makes the best in class Unified Servers and Data Centre Switches for all budgets with an end-to-end solution, whether your customer wants to buy: Rack servers DC Switching HyperFlex for hyper-converged solutions Converged Stacks using UCS Mini with FlexPod (NetApp), Smart Stack (Nimble) or VersaStack (IBM) storage. These products provide an easy way and great foot in the door to take advantage of Cisco DC innovations. Cisco UCS has over 100 world-records in performance!

Q1 FY19 (Aug-Oct) Promotions Cheat Sheet

Q1 FY19 (Aug-Oct) Promotions Cheat Sheet US VERSION Cross Architecture Account Breakaway Migration Incentive Program Data Center Enterprise Networking Security Internet of Things (IoT) Up to 74% off UCS B/C Products SmartPlay Bundles Nexus Products