Capture the Midmarket

Transcription

1 Capture the Midmarket Presenter - Title February Cisco and/or its affiliates. All rights reserved. 1

2 Midmarket defined as 100 to 1,000 employees 3.7M midmarket companies worldwide 1 in 6 employees work for a midmarket company $7.1B Global Collaboration Opportunity 2013 Cisco and/or its affiliates. All rights reserved. 2

3 Midmarket customers are dealing with a multitude of the an technology..considerations explosion consumerization trends, of devices as challenges to how of infiltrating IT they and leverage opportunities their business video as a including business strategy 2013 Cisco and/or its affiliates. All rights reserved. 3

4 Midmarket customers are looking for business-impacting collaboration solutions that Address evolving trends Increase agility Improve customer responsiveness Solve business challenges Help grow their business 2013 Cisco and/or its affiliates. All rights reserved. 4

5 Midmarket customers need trusted business partners who Understand their business goals and objectives Design collaboration solutions that meet these objectives Support their business from conception to deployment and beyond Results Increased sales, services and profitability for Cisco Partners 2013 Cisco and/or its affiliates. All rights reserved. 5

6 Cisco delivers the most comprehensive offer to partners Award-winning partner programs Financial strength and stability Marketing and demand generation resources Award winning technical support Industry-leading collaboration portfolio 2013 Cisco and/or its affiliates. All rights reserved. 6

7 Award-winning Collaboration Unified Communications Management Messaging & Paging Jabber WIRED WebEx TelePresence Mobility WIRELESS Customer Benefits Optimized Architectural Approach Enterprise-Class Collaboration Services Packaged and Priced for Midmarket Scalability and Investment Protection Partner Benefits Accelerated and Sustainable Sales and Services Profitability Simple Quoting, Ordering and Fulfillment Processes Technology Leader, Financial Strength, and Stability 2013 Cisco and/or its affiliates. All rights reserved. 7

8 Affordable Lowers TCO with server consolidation for reduced hardware footprint, power, and cooling; serves up to 1,000 users and 50 sites Interoperable Links multiple 3 rd party and legacy TelePresence devices seamlessly together to form a true Collaboration platform Simple Streamlines operations, administration, and management with deployment flexibility through unified provisioning Highly-Available Offers optional server redundancy and Survivable Branch (SRST) providing peace of mind Scalable Increases ROI with agility and 99% investment protection; grows with the company Cisco Business Edition 6000 Enterprise-Class Collaboration for Midsized Businesses 2013 Cisco and/or its affiliates. All rights reserved. 8

9 Solution Flexibility/Complexity Express Collaboration Specialization Partner Profiles: TelePresence partners moving to Collaboration SMB Collaboration partners moving to Midmarket New UC partners moving to Collaboration Express Collaboration Specialization Advanced Collaboration Architecture Specialization Master Unified Communications Specialization Master TP TP Video TP Master ATP ATP ATP TP TP Video Advanced/Advanced Plus Plus ATP ATP Small Business Specialization Express TP TP Video TP Express ATP ATP ATP SMB Midmarket Enterprise Market/Segment Specialization Advanced Technology Program 2013 Cisco and/or its affiliates. All rights reserved. 9

10 Cisco Express Collaboration Specialization addresses the growing midmarket opportunity with New entry-point into Cisco s collaboration partner programs 50% lower partner training and investment requirements Premier Certification Partner Investment Protection Enhanced Profitability with Cisco s Value Incentive Program (VIP) Payments up to 15% 2013 Cisco and/or its affiliates. All rights reserved. 10

11 Small Business & Express Foundation Specialization Business Edition 3000 UC 500 Series UC 300 Series WebEx WPL All SPA Phones Selected Unified IP Phones New! Express Collaboration Specialization (ECS) Includes all Small Business & Express Foundation Specialization, plus: Business Edition 6000 Unified Communications Manager Express All Unified IP and Video Phones Prime Unified Provisioning Manager Business Edition Prime Collaboration Provisioning Jabber (Unified Presence) Unified Mobility Unified Border Element Unified SRST Unified Attendant Console Business Edition WebEx Meetings TelePresence MX300/MX200 TelePresence EX90/EX60 TelePresence C20 Quickset TelePresence SX20 Quickset TelePresence MCU 5300/4500/4200 TelePresence Profile 42 with C40 TelePresence Profile C65/55/52 TelePresence Integrator C90/60/40 TelePresence Edge 95 or 75 MXP TelePresence VCS Starter Pack TelePresence VCS Expressway with TMS TelePresence VCS Control with TMS Master Unified Communications Specialization Includes all Cisco Collaboration products except those designated restricted by ATP requirements Advanced Collaboration Architecture Specialization (CAS) Includes all ECS Specialization, plus: Unified Communications Manager (Enterprise Edition) Unified Contact Center Express Unified Workspace Licensing (All versions) Unified Enterprise Attendant Console WebEx Meeting Server WebEx Social VXI/VDI Session Border Controller 2013 Cisco and/or its affiliates. All rights reserved. 11

12 Instructor-Led Training E-Learning Training Exam Account Manager 10 training hrs Architecture System Engineer 43 training hrs Field Engineer 101 training hrs Cisco Sales Expert 6 hrs BE6000 for Account Managers 2 hrs TelePresence Video Sales Specialist for Express 2 hrs Administering Cisco Voice & Unified Communications 40 hrs BE6000 for Sales Engineers 3 hrs Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Implementing Cisco Unified Communications Manager, Part 1 / 40 hrs Implementing Express TelePresence Video Solutions 16 hrs TelePresence Video Field Engineer for Express 5 hrs Cisco Sales Expert # CSE BE6000 AM # TelePresence Video Sales Specialist for Express (PATVSSE v1.0) # Administering Cisco Voice & Unified Communications (ICOMM) # BE6000 SE # CVoice & QOS # CIPT1 # Implementing Express TelePresence Video Solutions ILT (PAIETVS v1.0) # Cisco and/or its affiliates. All rights reserved. 12

13 Maximum Recommended Training Hours (Note: may be as little as 45 hours) 154 With CSE (6) 148 With TP ATP (23) 125 With CCNP Voice (80) 45 Roles (AM/SE or SE/FE may be shared) Account Manager (AM) 1 Sales Engineer (SE) 1 Field Engineer (FE) 1 Estimated Partner Investment Exam Cost USD 1.2K Training Cost USD 2-10K 2013 Cisco and/or its affiliates. All rights reserved. 13

14 Deal Details 250 User Customer Opportunity Annual Opportunity 1 Deal per Month $300 $250 $75 Partner Services $200 $150 $135 Core $4.1M $100 $10 $50 $125 BE6000 with TelePresence $1.2M $0 Total Revenue $345K Revenue Margins Total Margin $97.5K* *Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins 2013 Cisco and/or its affiliates. All rights reserved. 14

15 Close Deals Faster Compelling pricing offers on the complete Cisco Business Edition 6000 portfolio Simple, one-step deal registration and fast approval cycle Any 3 additional discount incentive on eligible Cisco TelePresence endpoints* Available through July 31, 2013 *Available in the Americas & Asia regions from 2/14/ Cisco and/or its affiliates. All rights reserved. 15

16 Customer Path from Cisco UC to Collaboration Designed to help partners move customers to Cisco s full Collaboration suite Enables smooth customer technology migrations Provides for customer investment protection Leverages Midmarket Collaboration Promotion for compelling pricing offers 2013 Cisco and/or its affiliates. All rights reserved. 16

17 Demand Generation kit: Campaign Customer Interest Offers (whitepapers, analyst reports, etc.) Partner Marketing Guide Seminar-in-a-box Partner Enablement Assets: Play Brief Call Guide Competitive Battlecards Copy Blocks Available in 10 languages 2013 Cisco and/or its affiliates. All rights reserved. 17

18 SALES & MARKETING Partner Marketing Central Midmarket Collaboration Promotion Quick Pricing Tool (QPT) Collaboration Expert Sales Tool for Tablets dcloud Collaboration Demonstrations ENABLEMENT & SUPPORT Partner Education Connection (PEC) Not-for-Resale Program (NFR) Partner Helpline & Communities Cisco Services Technical Assistance Center DIFFERENTIATED PROGRAMS Cisco Certifications & Specializations Cisco Incentive Programs (VIP, OIP, etc.) Cisco Capital Financing Cisco Rewards 2013 Cisco and/or its affiliates. All rights reserved. 18

19 TelePresence Unified Communications Cisco Collaboration Workspace Apps Customer Collaboration One Vendor, Complete Portfolio 2013 Cisco and/or its affiliates. All rights reserved. 19

20 Significant Market Opportunity Evolving Trends Business Challenges Embracing Collaboration Award-winning Partner Programs Simple Requirements Enhanced Profitability Investment Protection Industry-leading Collaboration Portfolio Complete Portfolio Award-Winning Collaboration Continued Innovation Strong Value Proposition Architectural Approach Enterprise-Class Collaboration Investment Protection 2013 Cisco and/or its affiliates. All rights reserved. 20

21 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21

22 Program is going to be part of On Course Select partners need to take the following classes 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22

23 Program will be part of On-Course AUC or ACAS partners need to take the following 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23

24 Program will be part of On-course CCME Partners need to take the following 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24

25 Program will be part of On-Course Business Edition Partners need to take the following 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25