© 2013 Cisco and/or its affiliates. All rights reserved. 1 Capture the Midmarket March 5 th, 2013...

© 2013 Cisco and/or its affiliates. All rights reserved. 1

Capture the Midmarket

March 5th, 2013

Sally Windman – Collaboration, Sr. Sales Business Dev Manager– Americas Distribution


3.7M midmarket companies worldwide

1 in 6 employees work for a midmarket company

Midmarket defined as 100 to 1,000 employees

$7.1B Global Collaboration Opportunity


Midmarket customers are dealing with a multitude of technology trends, challenges and opportunities including………an explosion of devices infiltrating their business…..considerations as to how they leverage video as a business strategy……the consumerization of IT


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


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

Customer Needs


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

Cisco Advantages


Sophistication Meets Simplicity with Cisco Business Edition 6000Affordable • Lowers TCO with server consolidation for reduced

hardware footprint, power, and cooling; serves up to 1,000 users and 50 sites

Interoperable • Links multiple 3rd 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


Complete Collaboration Portfolio for Midsized Businesses

JabberUnified

Communications WebEx

Award-winning Collaboration

WIRED WIRELESS

TelePresenceManagement

MobilityMessaging & Paging

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


Specialization Advanced Technology Program

Express TP ATP

Cisco Collaboration Partner Specializations

Market/Segment

SMB Midmarket Enterprise

So

luti

on

Fle

xib

ility

/Co

mp

lexi

ty

Express TP ATP

Small BusinessSpecialization

Master TP ATP

Master Unified CommunicationsSpecialization

TP Video Advanced/Advanced

Plus ATP

TP Video Express ATP

TP Video Master ATP


Plus ATP


TP Video Master ATP


Plus ATP


TP Video Master ATP


Plus ATP


TP Video Master ATP

Advanced Collaboration Architecture Specialization

ExpressCollaboration Specialization

Express Collaboration Specialization Partner Profiles:

• TelePresence partners moving to Collaboration

• SMB Collaboration partners moving to Midmarket

• New UC partners moving to Collaboration


Cisco Express Collaboration Specialization (ECS) New

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%


New ECS Specialization Details


Collaboration Specializations Portfolios

Small Business & Express Foundation Specialization

• Business Edition 3000• UC 500 Series• UC 300 Series• WebEx WPL• All SPA Phones• Selected Unified IP

Phones

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

Master Unified Communications Specialization

Includes all Cisco Collaboration products except those designated restricted by ATP requirements

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


Cisco ECS Training RequirementsInstructor-Led Training

E-Learning Training

Exam

BE6000 for Account Managers2 hrs

TelePresence Video Sales Specialist for Express

2 hrs

TelePresence Video Sales Specialist for Express (PATVSSE v1.0)

#650-292

Account Manager10 training hrs

Cisco Sales Expert6 hrs

BE6000 AM#700-104

Cisco Sales Expert#646-206 CSE

BE6000 for Sales Engineers3 hrs

Architecture System Engineer

43 training hrs

Administering Cisco Voice & Unified Communications

40 hrs

BE6000 SE#700-101

Administering Cisco Voice & Unified Communications (ICOMM) #640-461

Implementing Cisco Voice Communications and QoS v8.0 /

40 hrs

Implementing Cisco Unified Communications Manager, Part 1 /

40 hrs

CIPT1#642-447

Field Engineer101 training hrs

TelePresence Video Field Engineer for Express

5 hrs

Implementing Express TelePresence Video Solutions 16 hrs

CVoice & QOS#641-437

Implementing Express TelePresence Video Solutions ILT (PAIETVS v1.0)

#650-294


Roles (AM/SE or SE/FE may be shared)

Account Manager (AM) 1

Sales Engineer (SE) 1

Field Engineer (FE) 1

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

Estimated Partner Investment

Exam Cost USD 1.2K

Training Cost USD 2-10K

Express Collaboration Specialization Partner Investment


Deal Details250 User Customer Opportunity

*Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins

Increasing Profitability with Higher-value Collaboration Sales

Annual Opportunity1 Deal per Month

$4.1M

$1.2M

Revenue Margins

BE6000 with TelePresence

$0

$50

$100

$150

$200

$250

$300

$125

$10

$135

$75

Core

Partner Services

Total Revenue $345K

Total Margin $97.5K*


Offers & Enablement


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

Cisco MidmarketCollaboration Promotion

*Available in the Americas &Asia regions from 2/14/2013


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

Cisco Midmarket Collaboration Migration Program


Cisco Midmarket CollaborationDemand Generation

Demand Generation kit:• Email 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


Developing Your Cisco Practice

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

Cisco Certifications & SpecializationsCisco Incentive Programs (VIP, OIP, etc.)Cisco Capital FinancingCisco Rewards

DIFFERENTIATEDPROGRAMS


Cisco Collaboration Architecture Differentiated Solution

One Vendor, Complete Portfolio

Cisco Collaboration

TelePresence

Unified Communications

Workspace Apps

CustomerCollaboration


Cisco Midmarket CollaborationAll the Right Pieces

Significant Market Opportunity• Evolving Trends

• Business Challenges

• Embracing Collaboration

Industry-leading Collaboration Portfolio• Complete Portfolio

• Award-Winning Collaboration

• Continued Innovation

Award-winning Partner Programs• Simple Requirements

• Enhanced Profitability

• Investment Protection

Strong ValueProposition• Architectural Approach

• Enterprise-Class Collaboration

• Investment Protection


Partner ResourcesCisco Business Edition 6000, Promotions & Programswww.cisco.com/go/be6000

Cisco Collaboration Programswww.cisco.com/go/specializations

Cisco Express Collaboration Specializationwww.cisco.com/go/ecs

Cisco Value Incentive Programwww.cisco.com/go/vip

BE6000 Playbook

www.cisco.com/go/be6kplaybook

http://www.cisco.com/go/be6000

http://www.cisco.com/go/specializations

http://www.cisco.com/go/ecs

http://www.cisco.com/go/vip

http://www.cisco.com/go/vip

http://www.cisco.com/go/be6kplaybook

http://www.cisco.com/go/be6kplaybook

© 2013 Cisco and/or its affiliates. All rights reserved. 24Cisco Confidential 24


Global Learning Locator


E-LearningPartner Education Connection (PEC)


ECS Partner Investment at a Glance

Account Manager Exam Cisco Sales Expert (CSE) #646-206

Business Edition 6000 for Account Managers (BE6KAM) #700-104

TelePresence Video Sales Specialist for Express (PATVSS) #650-292

Sales EngineerAdministering Cisco Voice & Unified Comm (ICOMM) #640-461

Business Edition 6000 for Sales Engineers (BE6SE) #700-101

Field EngineerImplementing Cisco Voice and QoS v8.0 #642-437

Implementing Cisco UCM Part 1 v8.0 #642-447

Implementing Express TP Video ILT (PAIETVS v1.0) (PATVFEE) #650-294

Total Recommended Training: 154 Hours Estimated Investment = $11,095

With Express UC 154 148 hrs Training+Exam = $11,015

With TP ATP 154 127 hrs Training+Exam = $9,345

With CCNA Voice 154 114 hrs Training+Exam = $8,350

With CCNP Voice 154 34 hrs Training+Exam = $1,960

Exams Already Passed

CCNP Voice

ATP TP-Video Express

Express UC Specialized

CCNA Voice

Role Sharing

AM/SE SE/FE


ECS Training RequirementsInstructor-Led Training

E-Learning Training

Exam

BE6000 for Account Managers

2 hrs


6 hrs


(PATVSSE v1.0) #650-292

Account Manager

15 training hrs


BE6000 AM#700-104


BE6000 for Sales Engineers

3 hrs

Sales Engineer

43 training hrs

Administering Cisco Voice & Unified

Communications 40 hrs

BE6000 SE#500-101

Administering Cisco Voice & UC (ICOMM) #640-461

154Training Hours

Implementing Cisco Voice Communications and QoS

v8.0 /40 hrs

Implementing Cisco Unified Communications

Manager, Part 1 /40 hrs

CIPT1#642-447


5 hrs

Implementing Express TelePresence Video

Solutions 16 hrs


Implementing Express TelePresence ILT

(PAIETVS v1.0) #650-294

Field Engineer

101 training hrs



2 hrs


6 hrs


(PATVSSE v1.0) #650-292

Account Manager

15 training hrs


BE6000 AM#700-104



3 hrs

Sales Engineer

43 training hrs



BE6000 SE#500-101


If I am Currently Express UC SpecializedInstructor-Led Training

E-Learning Training

Exam

154

Training Hours148


v8.0 /40 hrs



CIPT1#642-447


5 hrs


Solutions 16 hrs



(PAIETVS v1.0) #650-294

Field Engineer

101 training hrs



2 hrs


6 hrs


(PATVSSE v1.0) #650-292

Account Manager

15 training hrs


BE6000 AM#700-104



3 hrs

Sales Engineer

43 training hrs



BE6000 SE#500-101



v8.0 /40 hrs



CIPT1#642-447


5 hrs


Solutions 16 hrs



(PAIETVS v1.0) #650-294

Field Engineer

101 training hrs

If I am Currently ATP TP-Video ExpressInstructor-Led Training

E-Learning Training

Exam

154

Training Hours127



2 hrs


6 hrs


(PATVSSE v1.0) #650-292

Account Manager

15 training hrs


BE6000 AM#700-104



3 hrs

Sales Engineer

43 training hrs



BE6000 SE#500-101



v8.0 /40 hrs



CIPT1#642-447


5 hrs


Solutions 16 hrs



(PAIETVS v1.0) #650-294

Field Engineer

101 training hrs

If I have a current CCNA Voice on staffInstructor-Led Training

E-Learning Training

Exam

154

Training Hours114



2 hrs


6 hrs


(PATVSSE v1.0) #650-292

Account Manager

15 training hrs


BE6000 AM#700-104



3 hrs

Sales Engineer

43 training hrs



BE6000 SE#500-101



v8.0 /40 hrs



CIPT1#642-447


5 hrs


Solutions 16 hrs



(PAIETVS v1.0) #650-294

Field Engineer

101 training hrs

If I have a current CCNP Voice on staffInstructor-Led Training

E-Learning Training

Exam

154

Training Hours34



2 hrs


6 hrs


(PATVSSE v1.0) #650-292

Account Manager8 training hrs


BE6000 AM#700-104



3 hrs

Sales Engineer

43 training hrs



BE6000 SE#500-101



v8.0 /40 hrs



CIPT1#642-447


5 hrs


Solutions 16 hrs



(PAIETVS v1.0) #650-294

Field Engineer

101 training hrs

If I am TP ATP Express with CCNP VoiceInstructor-Led Training

E-Learning Training

Exam

154

Training Hours8

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