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- 1. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1 Introduction to Cisco Small Business Team Shelley Mckown: Small Business Inside Channel Account Manager Colleen Milks: Small Business Market Manager – N. Illinois Tim Moran: Small Business Market Manager – Central Illinois/Chicago Karin Surber: Small Business Market Manager - Indiana
- 2. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 2 Agenda Your Local Cisco Small Business Team Small Business Inside Channel Account Managers (SB-ICAM) Getting Started on Growing your Small Business Practice Developing a Cisco Small Business practice Overview of Cisco’s Small Business Series Solutions Differentiation via Cisco’s SMB Specialization Next Steps with your Cisco SB-Inside Channel Account Manager
- 3. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 3 Cisco Central Area Small Business Team John Bame SB-ICAM Laura Panzica MI Territory Comm Brian Kimzey KS & MO Territory Comm Karin Surber IN Territory Comm Colleen Milks N. IL Territory Comm Brett Dahlof WI Territory Comm Tom Cirner Great Lakes Territory Comm Vanessa Young SOKY Territory Comm Brett Dahlof MN Territory Comm Tim Moran Cent. IL Territory Comm Stephen Satterly Prairie States Comm SB Market Manager Team SB ICAM Team Midwest Plains Operation Northern Lakes Operation Heartland Operation Shelly McKown SB-ICAM Kelly Boat SB-ICAM Jay Weich SBSA Chicago SB Sales Agent Team Carrie Dawson SBSA Wisconsin Adam Griffith SBSA Ohio
- 4. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 4 Getting Started Partner Central Marketing Your Business Training Your People Support Your Cisco Practice Growing Your Business
- 6. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 6 Marketing Your Business Cisco Partner Logos Certification and Specialization specific www.cisco.com/go/logo Market Acceleration Planner (MAP) Dynamic online tool that provides tailored content based on your certification and specializations Houses information on market programs, templates, best practices and more www.cisco.com/go/map Campaign Builder Customizable e-mail blasts, postcards, ads, flyers, and more to build customer awareness while reducing time-to-market and overall costs. www.cisco.com/go/campaignbuilder
- 7. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 7 Training Your People Partner Education Connection Online portal with free training on all Cisco solutions, certifications, and products www.cisco.com/go/pec Small Business Webinars Monthly webinars on a variety of topics dealing with the Small Business customer space http://www.cisco.com/web/partners/sell/smb/tools_and_resources/onlin e_events_for_smb_partners.html Not-for-Resale Program Purchase gear for internal, demo, or lab use at significant discount level See local SB-ICAM for details
- 8. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 8 Supporting Your Cisco Practice Partner Relationship Team (Non-technical) Support on Cisco tools, applications, logins, etc 1-800-GO-CISCO or www.cisco.com/go/prt Presales Technical Support Presales technical product information, network design and product selection assistance PDI Helpdesk – Planning, Design, and Implementation of Unified Communication specifically www.cisco.com/go/pdihelpdesk Small Business Engineering Open Sessions Weekly opportunity to interface directly with Cisco engineer Discuss technical questions, best practices or specific products See local SB-ICAM for details
- 9. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 9 Growing Your Business SMB Practice Builder Online platform with tools and action plans, specific to partner owners, account managers, and engineers, that they need to build new practices and develop existing ones to the fullest www.cisco.com/go/smbpracticebuilder Partner Development Funds Quarterly incentive program that rewards partners for their sales of Cisco SMB products www.cisco.com/go/pdf Select Certification Reflects a partner’s technology and business expertise specific to the SMB market www.cisco.com/go/select
- 10. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 10 Cisco Small Business Series Everything you need for your network: With the broadest portfolio of products designed and priced for small business, we’re ready to help with your technology needs – both today and tomorrow
- 11. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 11 Cisco Small Business Series Portfolio Routers & Switches Security & Surveillance Voice & Conferencing Wireless Network Storage Spam & Virus Blocker Smart Business Communications System Update Network Storage Systems
- 12. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 12 Positioning Small Business Solutions Design Focus Small Business Enterprise Price Positioning Budget Value Premium Deployment Off-the-shelf, Discrete Products Partner Integrated Solutions & Smart Designs Partner Integrated Custom Solutions Installation Customer Partner Management Browser-based, Device- level CCA Application, Solution-level CLI Partner Services n/a Partner Managed, Partner Supported Smart Care, SMARTnet, Smart Foundation Cisco Support Small Business Support Center Enterprise TAC Hardware Warranty 5 Year Variable Variable Product Lifecycle Short (~18 months) Long (~3-5 years) Segment, % of Spend Basic, 4% Open to Guidance, 84% Elite, 12% Market Opportunity Promote Small Business Category Significantly Increase Market Share Increase Wallet Share
- 13. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 13 Cisco Brand Experience Service Support Cisco Capital Partners Technology & Products Cisco Solves Business Challenges
- 14. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 14 Cisco Channel Certifications SMB Specialization and Select Certification
- 15. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 15 Q and A Cisco Channel Certifications
- 16. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 16 Select Certification Requirements
- 17. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 17 Select Certification
- 18. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 18 Cisco Smart Business Communications System Brings It Together on One Communications Network Telephone services Audio conferencing Voice messaging Video conferencing Collaboration Calendar E-mail Instant messaging Web application Security Infrastructure Communications network Mobility
- 19. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 19 Action Items: Work with your local SB-ICAM
- 20. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 20 Spring into Cisco Small Business (8% Coupon for your next customer order) • Receive up to 8% discount off select Small Business product orders • Orders must be between $500 and $5000 • To take advantage of this offer, contact your local SB-ICAM • Ends July 24, 2009
- 21. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 21 Checklist: New Cisco Small Business Partner Register with SBICAM for 30 minute 1:1 PartnerCentral Portal Walk-Thru Cisco Jump-Start Plan: Review & follow steps Review Cisco SMB Specialization Step-by- Step Guide Get 8% discount off your next customer orders thru July 24th Attend Monthly “Powering Cisco Small Business” Update
- 22. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 22 “Powering Cisco Small Business” Monthly 50 minute interactive Small Business Focused Webex Key Small Business information from Cisco’s Small Business Channel Team • Product Updates • Profit Enhancing Small Business Promotions • Strategies for Small Business Demand Generation • Open Q and A Session Special Offer! A Cisco Small Business Product will be awarded to one lucky attendee!
- 23. © 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 23
Notas do Editor
- Addressing the sub-segments from Basic to Elite across all key product, service and solution categories, Cisco offers the broadest coverage of the small business network and communications market Through this latest announcement, we are expanding our portfolio even further with products, solutions and services designed specifically for the core needs of small business * * * CLICK TO BUILD * * * The four elements of the announcement are: A new Spam & Virus Blocker that provides email security An update to our Smart Business Communications System that provides complete voice, video and data communications Two new desktop network storage systems And, the opening of a new support center All of which are designed exclusively for small business (Optional depending on theater) And since businesses are watching their expenses these days, we are offing a number of financing options from Cisco Capital to help enable small businesses to meet their needs in the current economic climate. Now let’s look at each of these in more detail…
- Why Cisco? How do we address small business challenges and what is our value proposition to our customers? We have a huge worldwide base of knowledgeable and skilled partners to provide sales, installation and support. Cisco has millions of small business customers and a solid reputation as a market leader. Cisco offers small businesses the largest breadth and depth to address unique small business challenges; we have the right products and solutions, sold and delivered how you want them and wherever you are. Cisco’s brand and years of experience in UC offer SMBs peace of mind. Channel partners are available in every corner of the globe. Finally, an array of financing is available to remove barriers to investing in the technology you need now.
- Welcome to a network where there is a new way of communicating. On the human network, people can converse and collaborate with each other in a new way. Not through the exchange of impersonal voice mails. Or e-mails read after the fact. Now, all communications applications and devices (such as voice, video, data, Web collaboration, and IM) work together. Before you pick up a phone or start to type a message, you know who is available and how best to reach them — on which device – wired or wireless, anywhere, anytime, creating a consistent, rich communications experience. It's easier for you to get through to the people you want to connect with, securely, when you want to connect with them. That's Cisco Unified Communications. The power of UC and the benefits of a converged network based on IP are not only that you have one secure network to manage, but you can have voice applications working together in ways that can greatly enhance your business, from computer telephony integration with your CRM system, making mobile employees more productive, and bringing collaboration and efficiencies that cannot be found with simple VoIP. One converged, secure network is a great solution for any business that may have reached capacity with their existing system, reached end of life, end of lease, or is moving to a new building or expanding and adding new locations. All of this supports a business in becoming more competitive.
- Reduce to three groups Technology Elite- Cisco Enterprise “Lite” Communications Enthusiasts – integration of aspiring, on the move and comm enthus Open to technology Need help Moderately price sensitive Buy from various source Basic- Add that they buy from retail and etail