capture the midmarket - a1920.g.akamai.neta1920.g.akamai.net/f/1920/1078/8h/ · • unified...

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

Capture the Midmarket

February 2013

Presenter - Title


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


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


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


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


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


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%


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


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


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


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*


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


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


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


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


One Vendor, Complete Portfolio

Cisco

Collaboration

TelePresence

Unified

Communications

Workspace Apps

Customer

Collaboration


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


• Program is going to be part of On Course

• Select partners need to take the following classes


• Program will be part of On-Course

• AUC or ACAS partners need to take the following


• Program will be part of On-course

• CCME Partners need to take the following


• Program will be part of On-Course

• Business Edition Partners need to take the following

capture the midmarket - a1920.g.akamai.neta1920.g.akamai.net/f/1920/1078/8h/ · • unified...

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