Collaboration Club Partner Update April 2016
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1 Collaboration Club Partner Update April 2016 Sonia Chamberlain ANZ Comstor EDGE Partner Program Manager Maarten Rooij Cisco Collaboration Specialist Irshad Ali Comstor Collaboration Solutions Architect
2 Agenda EDGE & Collaboration Club Sonia Chamberlain Commercial Xcelerate Maarten Rooij Cisco Product Update Irshad Ali Special Offers 2
3 Comstor Presents EDGE A framework helping partners Engage, Develop, Grow and Extend their Cisco business Accelerate sales growth Close more deals Investing to reach your goals 3
4 EDGE Partner Programs CSI Collaboration Club Leap into Data Centre Enterprise Networking 4
5 Collaboration Club The Program Benefits Welcome Promotion offers Presales Network events Certification assistance Technical Services Marketing activities Demo kit & Demo lab 5
6 EDGE The Program On Boarding (to Cisco) Kick start your Cisco journey Building the Foundations, Enhance success: Accelerate sales through partner Enablement Advance your business: Architecture specialisations Certifications New markets Optimise business Global reach: Cloud GPN Services Tier 2 Partners Tier 1 6
7 For more information au.comstoredge.com au.comstorcollaborationclub.com Go to Contact for full Comstor Team details 7
8 Commercial Architecture Xpert and Commercial Xcelerate Maarten Rooij Collaboration Specialist
9 Program Rewards Overall (Commercial Architecture Xpert + Commercial Xcelerate ) Sales Activity Rewards 4 Sales Activities Up to 1,000,000 pts Sales Performance Rewards Total Commercial Collaboration revenue (based on target achievement) 2% or 4% of total Commercial Collaboration revenue Midmarket Solution Xcelerator Strike Gold with Midmarket Collaboration Focus Product Xcelerator Velocity Product Xcelerator BE6K Solution sales (triple points) Video End points & SW licenses WebEx/CMR/Spark annuity (soon) DX70 & DX 80 MX200 & MX300 (ANZ only) SX10 & SX20 Up to 100,000 pts per claim 3,500 ~ 5000 pts / unit *pts/unit varies by theater 4,000 ~ 16,000 pts / unit *pts/unit varies by theater 9
10 Sales Performance Each partner will get a quarterly target based on FY15 average quarterly Cisco Collaboration Sales revenue. If the partner s FY15 average quarterly revenue is below than US$25,000, then US$25,000 will be the quarterly target. Partners can earn more points based on target achievement 100% achievement of quarter target: 2% of Total Commercial Collaboration Sales Revenue up to US$5,000 worth of CX points 125% achievement of quarter target: 4% of Total Commercial Collaboration Sales Revenue up to US$10,000 worth of CX points 10
11 Sales Activity Demand Gen Use it, Know it, Sell it Case Studies Specialisation Reward: 10K Pts for CBC / 20K Pts for Deal Registration Host customers for CBC/Briefings at Partner Disti or Cisco locations Register Deal in OIP (Min. $5k) Reward: 25K Pts Demonstrate Internal Use of Cisco s Collaboration Solutions Reward: 50K Pts each Document customer success stories in a simple template Reward: 150K Pts Achieve Express Collaboration Specialisation Milestone rewards for AM module (25K pts) SE Module (50K pts) ECS Achievement (75K pts) Partners can earn max 1,000,000 points from all four activities in FY16 11
12 Rewards Example Profile: T2 Partner $35,000 / Qtr average 25% YoY growth target = $43,750 Partner Sales Performance Rewards: Achieves $45,000 in Sales revenue next Quarter or >125% of target achieved Payout = 4% of Total $45,000 = $1800 worth of CX points Partner Sales Activity Rewards: Hosts x5 Customer Briefings (5x 10,000 Pts), and Registers x3 New Opportunities in OIP (3x 20,000 Pts) Demonstrates internal Collaboration Use (1x 25,000 Pts) Delivers x2 Customer Case Studies (2x 50,000 Pts) ECS: Achieves AM Module (25,000 Pts) TOTAL REWARDS: $4,400 worth of CX points $1800 (Sales Performance Rewards) + $2,600 (260,000 Pts Sales Activity Rewards) 12
13 Commercial Xcelerate Products and Solutions Unit Velocity Products Xcelerator Focus Products Xcelerator Mid Market Solutions Xcelerator CTS-SX10-K CP-DX70-K CP-DX80-K BE6S-PRI-M2-K9(mandatory SKU for MM Solution Xcelerator) BE6K-START-UCL BE6K-UCL-ESS (60 points *35) CP-7821-K9= points 8,500 points 32,249 points 3,500 points 8,500 points 32,249 points Total 44,249 points Total 44,249 points earned (100 points = approximately US$1) ~AU$600 13
14 Collaboration Update Irshad Ali Comstor Collaboration Solutions Architect
15 Today s Agenda Collaboration Vision & Strategy Packaged Collaboration Solutions Collaboration Meeting Room Spark 15
16 home work 16
17 The Challenge for Most Organizations Phone Users Video Users UC Users Conferencing Users No Common User Experiences PBX/Phones Video Systems UC and Mobile Clients Audio and/or Web Conferencing Siloed Applications Basic phones running on a separate platform Video units in dedicated rooms Multiple OS on multiple devices Mostly connecting through the cloud No Network Intelligence 17
18 What is Cisco Doing? What is Cisco Doing? 18
19 Making Collaboration Simple. 19
20 Our mission is to provide a no-compromise and seamless collaboration experience to: Every Room Every Desk Every Pocket 20
21 Right Solution for the Right Interactions Your employees want choice and freedom One size does not fit all Better collaboration results in greater productivity and innovation 21
22 Every Room IX5000 MX800 MX700 MX300 G2 MX200 G2 SX10 SX20 SX80 22
23 Every Room IX5000 MX800 MX700 MX300 G2 MX200 G2 SX10 SX20 SX80 23
24 Every Desk DX80 DX70 DX
25 Every Pocket 25
26 Shift to Pervasive Team Collaboration WORKSTYLES & COLLABORATION TOOLS Cisco Collaboration Cloud Teams 1:1 Persistent Conversations Small Team Collaboration Time Shifted Iteration Audio, Video, Web Structured Meetings Real-Time Share Content Phones, Video and IM Premise-based communication Real-Time Messaging and Calling Persistent Team Collaboration Meetings Unified Communications 26
27 What is Cisco Spark? A complete business collaboration service from the Cisco cloud that enables customers to message, meet, or call anyone, anywhere, and anytime. Cisco Spark is hosted by Cisco, and sold by partners. 27
28 Spark this one is Free - Big file transfers - Instant messaging : group and p2p - 3 way video - SIP URI dialling to VC systems 28
29 Spark Offer (commercial) Roadmap Message + Meeting Call App, Phones, Video Rooms
30 Spark Services Message Meeting Call 1:1 and team messaging in virtual rooms Audio, video, and web meetings A Cloud-based phone system 1 plus much more Persistent Chat, Content Sharing, Iteration Before/during/after-meeting messaging and content Make calls within or outside organization via the PSTN 1 1 The Cisco Spark service doesn t include PSTN services. Customers need to purchase PSTN services from a 3 rd party provider. For the complete Spark service, Cisco preferred media provider ecosystem partners can provide PSTN local, long-distance, and direct-inward-dial services. Existing Cisco UC customers will use Spark Hybrid Services to connect on-premises call capabilities to Cisco Spark capabilities in the cloud. 30
31 Basic IPT to Full Collaboration Cisco Packaged Collaboration Solutions On-Premise Family Model Options Small-Scale BE6000S 150 Users 300 Devices Core UC Apps Only Voice / Video / IPT Core UC Apps Paging Services Medium-Scale BE6000M 1000 Users 1200 Devices 4+1 Apps Voice / Video / IPT UC / Collaboration Apps Contact Center 3rd Party Apps Medium-Scale BE6000H 1000 Users 2500 Devices 8+1 Apps Voice / Video / IPT UC / Collaboration Apps Video Conferencing Contact Center 3rd Party Apps Large-Scale BE7000M Users Devices 4 6 Apps Voice / Video / IPT UC / Collaboration Apps Contact Center 3rd Party Apps Large-Scale BE7000H Users 2500 Devices 8 10 Apps Voice /Video / IPT UC / Collaboration Apps Video Conferencing Contact Center 3rd Party Apps Customer Size 31
32 Call Control CUCM 150 Now Shipping with Cisco Pre- Installed Image Messaging Unity Connection IM/P Jabber Paging Cisco Paging Server Provisioning Management Prime 150 VM/UM 150 IM/P Users 50 Users/Group 150 Users Five preloaded apps Cisco ISR 2921 with Integrated Gateway BE6000 S 1x PRI or 4x BRI or 4x FXO + 10x CUBE Licenses 32
33 Attendant Console Adv/Standard Call Control CUCM 1000 Contact Centre UCCX 100 Agents Messaging Unity Connection IM/P Jabber Paging Cisco Paging Server Provisioning Management Prime 1000 VM/UM 1000 IM/P Users 50 Users/Group 1000 Users Collaboratio n Edge Expressway 200 Audio 100 Video Management TP Management Suite 4 MCU s 1vCPU Record Stream Video TP Content Server 1 Recording 2 Streaming 2vCPU Control Cisco TP Conductor 30 MCU s Media Processing Cisco Telepresence Server 10 HD ports per instance/vm BE6000 M/H Cisco UCS C220 M4* Rack Server 33
34 Audio Conferencing Video Conferencing Conferencing Web Conferencing 34
35 Collaboration Meeting Room Jabber Desktop & Mobile WebEx Desktop & Mobile Cisco TelePresence Endpoints S4B/Lync One Meeting Hear > See > Share 3 rd Party Standards Based Telepresence Endpoints Desktop Collaboration marooij@acecloud.webex.com cs.co/marooij 35
36 Personal Rooms 36
37 Tools on Collaboration Club Website Dynamic Room Designs Cisco Video End-Points Technical Drawings Resources for Partners ipad application or browser Great conversation starter tool for topics like: Activity Based Working Hot-Desking and Teleworking Reducing Real-Estate costs 37
38
39 Collaboration Club Special Offer Mention Collaboration Club and receive a $200 VISA gift card, Limited time offer available till 6 th May 2016* Contact Irshad for Free TRIAL CMR License Use and experience CMR for yourself Irshad.ali@Comstor.com Cisco Commercial Xcelerate Big Rewards for your Cisco sales, *Terms and Conditions apply, Cisco Tier 2 Partners only 39
40 Thank you au.comstorcollaborationclub.com
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