Overview
Why Is This Play Important?
Whom Should You Target?
Why Cisco?
Competitive Positioning
Partner Demand-Creation Tools
Services
Additional Resources
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution. 1
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
OVERVIEW
Want to capture a portion of the $6.3 billion market opportunity in collaboration technologies for midsize businesses?
This play can help you increase revenue by positioning and selling the Cisco® Collaboration solutions portfolio for midsize business. Cisco’s Collaboration portfolio includes voice and video call control, unified messaging, instant messaging and presence, mobility, conferencing, contact center, and support for approved third-party vendor applications, plus a wide choice of IP and video endpoints to meet the specific needs of every user. All these are delivered in the way your customers choose — whether managed and owned on their premises (Cisco Business Edition 6000), partner hosted in the cloud, or a customized combination of both (hybrid/fusion).
As a partner selling Cisco Powered cloud collaboration services and/or on-premises collaboration deployed with Cisco Business Edition 6000, take advantage of the sales and demand-generation resources offered in this play to help you increase revenue, acquire customers, and grow market share.
The Midsize Business Solutions play directly addresses midsize IT buyer concerns and needs, helping you position Cisco’s purpose-built collaboration solutions favorably in your accounts. With Cisco, your customers will have the best technology available in the industry — and they can have it their way.
Collaboration Portfolio Technologies• Voice and video
call control
• Unified messaging
• Instant messaging and presence
• Mobility
• Conferencing
• Contact center
• IP and video endpoints
$6.3B market opportunity
Overview >
Why Is This Play Important? >
Whom Should You Target? >
Why Cisco? >
Competitive Positioning >
Partner Demand-Creation Tools
Services
Additional Resources >
2
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
OVERVIEW (CONT.)
This play can help you capture new market opportunities based on these market trends:
• Convergence of outdated voice, data, and video networks
• Bring-your-own-device (BYOD) as users demand to work effectively and securely from anywhere, using their choice of device
• Transition of some or all on-premises (CapEx) IT services to a cloud-based (OpEx) subscription model
• Increasing use of video in team and customer interactions to transform business processes through closer interactions that speed decision making
The Cisco Channel Partner Program offers you training, tools, and support to set you and your customers apart from the competition. Use Cisco Services for collaboration to help encourage customers to make the move to the latest on-premises or cloud collaboration model that best fits their business needs. Lay the groundwork for successful business transformation, enabling your customers to reduce costs, increase agility, and benefit from enabling collaboration more quickly across their organization.
Reseller partner companies must have the required certifications to sell Cisco Collaboration solutions:
• For on-premises resellers: Cisco Master Unified Communications Specialization, Advanced Collaboration Architecture Specialization, or Express Collaboration Specialization
• For cloud resellers: Cisco Powered cloud and managed services, Cloud and Managed Services Partner, or Express Collaboration Specialization
We’re here to help you sell collaboration.
Overview >
Why Is This Play Important? >
Whom Should You Target? >
Why Cisco? >
Competitive Positioning >
Partner Demand-Creation Tools
Services
Additional Resources >
3
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
The midmarket collaboration landscape is largely untapped, and the worldwide opportunity is $6.3 billion (Americas: $3.3 billion; APJC: $1.2 billion; EMEAR: $1.8 billion).
This play can help:
• Grow your pipeline by offering the industry’s best collaboration solutions built specifically for midsize businesses
• Engage in meaningful discussions with relevant, functional business decision makers and IT buyers
• Increase profitability with expanded Collaboration Services
And specifically for Cisco Cloud partners and resellers:
• Generate new pipeline with the ability to offer on-premises, cloud and hybrid solutions (depending on the customer’s choice)
• Lead the cloud market transition and deliver the industry’s best cloud collaboration services
WHY IS THIS PLAY IMPORTANT?
Total Addressable Market$3.3 billion: Americas
$1.2 billion: APJC
$1.8 billion: EMEAR
$6.3 billion: Total
Overview >
Why Is This Play Important? >
Whom Should You Target? >
Why Cisco? >
Competitive Positioning >
Partner Demand-Creation Tools
Services
Additional Resources >
4
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Cisco defines midmarket as midsize businesses with up to 1000 users. These businesses typically have a smaller IT department led by an IT director or VP or a chief information officer (CIO).
Some key concerns your customers may be focused on:
• Moving beyond basic dial tone
• Outdated telephony system (PBX or KTS) is maxed out and/or can’t support more users
• A vendor that is struggling to stay in business, let alone invest in a viable innovation roadmap
• Their frustration of being hampered by lack of business applications and productivity tools
• Need to adapt their current solution to meet new user demands, such as support for remote workers and flexible hours
• Concern with improving workforce productivity and supporting a BYOD strategy
• Wanting to use communications technology to set themselves apart from the competition while getting closer to their customers
• Considering integration of video to improve the quality of employee and customer interactions
• Need for turnkey applications and services based on busy buying or selling seasons (for example, retail, healthcare, and education)
• Flexibility, cost control, and evergreen benefits offered by cloud-based services, but hesitant to release all or some command and control to a cloud service provider
WHOM SHOULD YOU TARGET?Overview >
Why Is This Play Important? >
Whom Should You Target? >
Why Cisco? >
Competitive Positioning >
Partner Demand-Creation Tools
Services
Additional Resources >
5
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Top industry analysts, such as Gartner and IDC have recognized Cisco as an IT leader. Cisco received a “Strong Positive” rating — the highest possible rating given in Gartner’s 2013 MarketScope for Unified Communications in small and midsized business markets. [1]
Cisco also was positioned the furthest for completeness of vision and ability to execute in Gartner’s 2013 Magic Quadrant for Corporate Telephony and positioned the furthest for ability to execute in Gartner’s Magic Quadrant for Unified Communications. IDC also named Cisco the leader in its MarketScape: Worldwide Unified Communications and Collaboration 2013 Vendor Analysis. [2]
WHY CISCO?
[1] Gartner, MarketScope for Unified Communications for the SMB Market, North America, M. Fernandez, J. Lassman, 21 August 2013Gartner MarketScope for Unified Communications for the SMB Market, Western Europe, M. Fernandez, J. Lassman, 16 September 2013. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
[2] MarketScape: Worldwide Unified Communications and Collaboration 2013 Vendor Analysis, doc # 241818, June 2013.
Overview >
Why Is This Play Important? >
Whom Should You Target? >
Why Cisco? >
Competitive Positioning >
Partner Demand-Creation Tools
Services
Additional Resources >
6
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Why Cisco Midmarket Collaboration? Cisco provides purpose-built collaboration solutions that are affordable, simple, interoperable, and scalable. Our complete portfolio provides deployment, application, and endpoint options that enable you to customize the collaboration solution to meet your customers’ exact needs today, while providing the built-in ability to grow and change with their business needs over time.
Use this play to target new and existing customers to:
• Increase collaboration revenue: Capture your share of the $6.3 billion global market opportunity
• Sell the best collaboration-established platform, providing future cross-sell and up-sell opportunities
• Increase recurring revenues by selling expanded professional services
Position Cisco’s top strengths compared to any vendor:
• Irrefutable unified communications and collaboration leader among industry-leading analyst influencers (Gartner, IDC, Forrester)
• Unrivaled commitment to innovation, investing 12 percent annually in R&D
• Core collaboration capabilities designed to work smoothly together from end to end
• Unmatched midmarket collaboration portfolio that is purpose-built and right-priced for midsize businesses
• Investment protection with a scalable platform that upgrades smoothly to enterprise call control
• Interoperable platform that supports third-party business applications and devices
• Feature and services parity across platforms (on-premises, in the cloud, or a combination of both)
• Cisco cloud collaboration that is powered by the same, industry-leading technology as our on-premises offers, delivering the same features, capabilities, and services to all users, using any devices, from any location
COMPETITIVE POSITIONINGOverview >
Why Is This Play Important? >
Whom Should You Target? >
Why Cisco? >
Competitive Positioning >
Partner Demand-Creation Tools
Services
Additional Resources >
7
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
We offer a series of customizable demand-generation tools, including web banner kits, landing pages, emailers, telemarketing scripts, and more — helping you conduct successful marketing campaigns to capture sales leads. These are available from Partner Marketing Central.
Additionally, sales resources, including customer presentations, brochures, and product and technical information, can be found at Partner Central Architectures and Solutions.
Incentives and Promotions• Cisco Midmarket Collaboration Promotion
• Cisco Migrate to the Cloud Promotion
• Cisco Services Partner Program: The Cisco Services Partner Program helps accelerate profitable growth through value-based rewards and access to an innovative services portfolio with smart services that will help increase your market differentiation.
PARTNER DEMAND-CREATION TOOLS
FinancingCisco Capital® helps differentiate your business while providing your customers with powerful, flexible financing opportunities to help them tap future budgets to deploy the technology they need now.
Below are a sample of financing solutions that benefit both you and your customers.
• United States: Game Changer Financing Offer: Take advantage of this aggressive low-rate fair market value finance offer for transactions in the U.S. small business and commercial space. This offer also provides a 2 percent incentive to the partners.
• United States and Canada: 3-month deferral: Provide the benefit of turning a large up-front investment into affordable monthly or periodic payments.
• EMEAR: easylease low-rate financing offer: This flexible financing option provides a choice of terms and low interest rates to help customers upgrade their business technology faster when it suits them best. This offer also provides a 1 percent incentive for partners. Availability varies per country.
• APJC: 6-month deferral: 6-month deferred payment offer with interest accruing and included in the total amount financed on all Cisco technologies with 36- and 48-month lease terms; available in APJC countries except for Vietnam and the Philippines.
Visit ciscocapital.com for additional financing solutions and to identify your local Cisco Capital representative.
Other incentives/promotions are located here.
Overview >
Why Is This Play Important? >
Whom Should You Target? >
Why Cisco? >
Competitive Positioning >
Partner Demand-Creation Tools
Services
Additional Resources >
8
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Our research shows that on average, for every $1 in Collaborative Professional Services (CPS) purchased, partners generate an incremental $5 in partner services and $9 in Cisco hardware sales. By using the services portfolio in the Midsize Business Solutions play, you can help your customers reduce costs and more quickly realize the full value of their network, IT, and communications investments. Together, we can deliver innovative solutions and unmatched expertise.
Cisco Certified Partners can choose from two services families to build out their services practice:
• Cisco Collaborative Services: Sold and delivered by partners
• Cisco Branded Services: Sold by partners and delivered by Cisco
In addition, the following services are available to support your customer’s business across the plan, build, and manage phases of the customer lifecycle:
Plan and Build • Assessment services: Reduce deployment costs and adoption delays
with these assessments.
– Cisco Unified Communications Assessment Service
– Cisco Unified Communications Manager Assessment Service
– Cisco Unified Contact Center Assessment Service
– Cisco Video Assessment Service
– Cisco Video Service-Level Agreement Service
• Development and guidance services: Reduce delays and rework by working with Cisco experts on creating your customer infrastructure design plans.
SERVICES
– Cisco Unified Communications Guidance Service
– Cisco Unified Communications Development Service
– Cisco Video Guidance Service
– Cisco Video Development Service
• CPS Collaboration Knowledge Services: Build skillsets by having on-demand access to the Cisco Technical Knowledge Library.
Manage• Improve the performance, availability, resiliency, and visibility of your
customer’s collaboration infrastructure, applications, and service management.
– Cisco SMARTnet® Service
– Cisco Smart Care
– Cisco Partner Support Service
– Cisco Essential Operate Services
– Cisco TelePresence Essential Operate Service
Cisco Powered Cloud ServicesCisco Powered is the industry standard for cloud and managed services and a key part of our cloud strategy to help establish end-customer preference for select partner-led cloud and managed services. Cisco Powered services are built on validated architectures and delivered by certified partners whose offerings have been audited by a third party to verify superior service, security, and support. Customers associate Cisco Powered with faster time to value, assured performance, and continuous innovation, making it easier for you to complete sales and clearly differentiate the value of the services you offer.
To learn more click below
Overview >
Why Is This Play Important? >
Whom Should You Target? >
Why Cisco? >
Competitive Positioning >
Partner Demand-Creation Tools
Services
Additional Resources >
9
Midsize Business Solutions
January 2014 | © 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
• Cloud and Managed Service Program
• Cisco midsize business
• Cisco Business Edition 6000
• Cisco Cloud Collaboration
• Cisco Validated Designs
• Cisco Not For Resale Program
• Cisco Collaboration Ordering Guides
• Partner collaboration community
• Cisco Collaboration Services Portfolio for Partners
• Quick Pricing Tool
ADDITIONAL RESOURCES
Competitive technology information from leading industry vendors by company can be found on the Partner Central Competitive Information site.
• Alcatel-Lucent Battle Card
• Avaya Piranha Battle Card
• Microsoft Piranha Battle Card
• Polycom Piranha Battle Card
• Shoretel Piranha Battle Card
• Siemens Piranha Battle Card
Americas HeadquartersCisco Systems, Inc.San Jose, CA
Asia Pacific HeadquartersCisco Systems (USA) Pte. Ltd.Singapore
Europe HeadquartersCisco Systems International BV Amsterdam, The Netherlands
Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.
Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R)
Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third party trademarks mentioned are the property of their respective owners. The use of the word partner does
not imply a partnership relationship between Cisco and any other company. (1110R)
Americas HeadquartersCisco Systems, Inc.San Jose, CA
Asia Pacific HeadquartersCisco Systems (USA) Pte. Ltd.Singapore
Europe HeadquartersCisco Systems International BV Amsterdam, The Netherlands
Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.
[1] Gartner, MarketScope for Unified Communications for the SMB Market, North America, M. Fernandez, J. Lassman, 21 August 2013.
[2] Gartner MarketScope for Unified Communications for the SMB Market, Western Europe, M. Fernandez, J. Lassman, 16 September 2013.
Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
Overview >
Why Is This Play Important? >
Whom Should You Target? >
Why Cisco? >
Competitive Positioning >
Partner Demand-Creation Tools
Services
Additional Resources >
10
