© 2013 Cisco and/or its affiliates. All rights reserved. 1
Capture the Midmarket
February 2013
Presenter - Title
© 2013 Cisco and/or its affiliates. All rights reserved. 2
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
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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
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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
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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
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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
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Jabber Unified
Communications WebEx
Award-winning Collaboration
WIRED WIRELESS
TelePresence Management
Mobility Messaging & 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
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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 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
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Specialization Advanced Technology Program
Express TP
ATP
Market/Segment
SMB Midmarket Enterprise
So
luti
on
Fle
xib
ilit
y/C
om
ple
xit
y
Express TP
ATP
Small Business
Specialization
Master TP
ATP
Master Unified Communications
Specialization
TP Video
Advanced/Advanced
Plus ATP
TP Video
Express ATP
TP Video
Master ATP
TP Video
Advanced/Advanced
Plus ATP
TP Video
Express ATP
TP Video
Master ATP
TP Video
Advanced/Advanced
Plus ATP
TP Video
Express ATP
TP Video
Master ATP
TP Video
Advanced/Advanced
Plus ATP
TP Video
Express ATP
TP Video
Master ATP Advanced Collaboration
Architecture Specialization
Express
Collaboration Specialization
Express Collaboration Specialization Partner Profiles:
• TelePresence partners moving to Collaboration
• SMB Collaboration partners moving to Midmarket
• New UC partners moving to Collaboration
© 2013 Cisco and/or its affiliates. All rights reserved. 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. 11
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
© 2013 Cisco and/or its affiliates. All rights reserved. 12
Instructor-Led Training
E-Learning Training
Exam
BE6000 for Account Managers
2 hrs
TelePresence Video Sales Specialist
for Express
2 hrs
TelePresence Video Sales Specialist
for Express (PATVSSE v1.0)
#650-292
Account Manager 10 training hrs
Cisco Sales Expert
6 hrs
BE6000 AM
#700-104
Cisco Sales Expert
#646-206 CSE
BE6000 for Sales Engineers
3 hrs
Architecture
System Engineer 43 training hrs
Administering Cisco Voice & Unified
Communications
40 hrs
BE6000 SE
#500-101
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 Engineer 101 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
© 2013 Cisco and/or its affiliates. All rights reserved. 13
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
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Deal Details 250 User Customer Opportunity
*Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins
Annual Opportunity 1 Deal per Month
$4.1M
$1.2M
Revenue Margins
BE6000 with
TelePresence $125
$10
$135
$75
$0
$50
$100
$150
$200
$250
$300
Core
Partner
Services
Total Revenue $345K
Total Margin $97.5K*
© 2013 Cisco and/or its affiliates. All rights reserved. 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 2/14/2013
© 2013 Cisco and/or its affiliates. All rights reserved. 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. 17
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
© 2013 Cisco and/or its affiliates. All rights reserved. 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
Cisco Certifications & Specializations
Cisco Incentive Programs (VIP, OIP, etc.)
Cisco Capital Financing
Cisco Rewards
DIFFERENTIATED PROGRAMS
© 2013 Cisco and/or its affiliates. All rights reserved. 19
One Vendor, Complete Portfolio
Cisco
Collaboration
TelePresence
Unified
Communications
Workspace Apps
Customer
Collaboration
© 2013 Cisco and/or its affiliates. All rights reserved. 20
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 Value Proposition
• Architectural Approach
• Enterprise-Class Collaboration
• Investment Protection
© 2013 Cisco and/or its affiliates. All rights reserved. 22 Cisco Confidential 22
• Program is going to be part of On Course
• Select partners need to take the following classes
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• Program will be part of On-Course
• AUC or ACAS partners need to take the following
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• Program will be part of On-course
• CCME Partners need to take the following