cisco midsize solutions guide partners · selling to midmarket: a smart way to promote growth in a...

Cisco Midsize Solutions Guide

© 2016 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

For Partners January 2016

http://www.cisco.com

Conduct Business Anywhere, AnytimeCisco Midsize Solutions Guide

IntroductionThis resource for Cisco® partners is designed to help you grow your business by targeting and selling into the midmarket segment. The guide will address some of the business changes and trends that are influencing midsize IT customers to rethink their priorities.

This guide provides an overview of the Cisco Midsize Business Solutions portfolio, including:

• Product and services overviews and positioning

• Benefits of partnering with Cisco to sell into the midmarket

© 2016 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution. 2

Business Opportunities

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Vertical Solutions >

Cisco Small Business Portfolio >

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Selling to Midmarket: A Smart Way to Promote GrowthIn a tough economy, you know how important it is to bring in new customers and keep growing your business. Targeting midsize customers (100 to 1000 employees) is a great way to start.

The midmarket technology space is huge, with about 1.4 million customers worldwide. It’s packed with potential, and it is growing fast:

• Midmarket is expected to grow between 5 and 7 percent by fiscal year 2018 (CAGR).

• The midmarket product opportunity is projected to be about $25-30 billion by fiscal year 2016.

• Midmarket services represent an additional $30 billion dollar opportunity on top of the product opportunity.

It’s clear that midmarket is an attractive opportunity. But how can you position yourself to make the most of it? Start with building personalized customer relationships.

Cisco can help you:

• Connect with customers. Show them that you understand their business needs, and can put together innovative technology solutions to meet those needs.

• Differentiate yourself with your knowledge and expertise to become a trusted advisor for your customers.

• Deliver a superior customer experience that will keep people coming back.

With a customer-centric approach to selling, you can forge more loyal, long-term relationships, and build ongoing revenue. And you’ll develop better insight into how each customer’s business works, what their needs are, and how to meet them. Cisco solutions and services are designed to uplift your profits and complement your service offerings. This guide will help you take advantage of the growing opportunity to sell innovative technology and deliver compelling experiences to your midsize customers.

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What’s Influencing Midsize Customers?As a Cisco partner, you may be a midsize business owner yourself. You’re facing most of the same business challenges, and you’re looking for solutions that can help you address them. This means you are uniquely positioned to identify with your customers’ needs – and give them recommendations based on your own experiences.

Be a Technology Champion to Your CustomersYou can help midsize customers navigate this shifting landscape by offering IT solutions tailored to their specific needs. They’re looking to you to offer guidance and inspiration. You can be their technology expert, showing customers that technology is much more than just email, phones, and networking. It’s an opportunity to help them transform the way they’re doing business. With the right solution, they can bring their employees together to collaborate anywhere, make decisions faster, save money, and become more competitive. And when your customers succeed, you succeed.

In the next few pages, we’ll discuss the top business trends that are impacting midsize customers. And we’ll explore how you can develop technology solutions with the Cisco Midsize Business Solutions portfolio to make these new opportunities a reality for your customers.

We understand that most customers won’t be limited to a single, narrow solution category. For example, a customer looking to improve mobility may also want security and collaboration. Cisco’s broad portfolio of midsize solutions is designed to work smoothly together. So you can build a complete offering that’s in sync with your customer’s needs.

Cisco offers extensive online resources to help you capture your share of midmarket revenue. Visit the Midsize Business Solutions for Partners website and take advantage of up to date resources to help you drive demand and win more business with your midsize customers.





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Like you, your customers are trying to succeed in an environment that’s constantly changing.

• Their employees are working in new ways, on different devices.

• Social media is redefining how they connect with customers.

• New regulations and network threats are changing the way they think about security.

• Work is moving beyond the boundaries of the office.

• Scarce resources and limited budgets are always a concern.

http://www.cisco.com/web/midsize/partners.html

Business Opportunity: Mobility and Bring Your Own Device (BYOD)

Mobility is revolutionizing the way people work, and you can play a pivotal role in helping your customers make the most of it. Employees at every business are connecting and working together like never before – on the road, at home, and at customer sites. And they’re using personal devices like smartphones and tablets to securely connect to colleagues and information anywhere, at any time. This is compelling companies to embrace bring your own device (BYOD) initiatives.

Your customers want simple, grow-as-you-go solutions that can be rolled out quickly.

Start the Customer ConversationIn today’s mobile workplace, employees are no longer tied to their desks in the work environment. Your customer’s IT group is exploring new ways to deliver simple, secure, dependable collaboration that is available anywhere.

They need wired and wireless networking and applications that can offer a smooth, consistent experience to any user, on any device, at any location. For the freedom of mobility and BYOD, IT groups must ensure network security with centralized control and management over their devices. Your customers want simple, secure, grow-as-you-go solutions ensuring an optimal user experience.





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What to SellNetwork infrastructure: • Cisco Unified Access™ and Cisco cloud-managed networking

Simplify IT with one network, one policy, and one management, and spend more time encouraging innovation that can differentiate the business.

Data Center: • Cisco Desktop Virtualization solutions

Deliver virtualized desktops and applications with simplicity, scalability, and a superior user experience, built on the Cisco Unified Data Center.

Collaboration: • Cisco Midmarket Collaboration Portfolio

Help customers reach new levels of productivity and innovation in a more connected work environment.

• Cisco Business Edition 6000S/6000/7000

• Cisco WebEx, Jabber Video, Spark, and Collaboration Meeting Rooms

• Empower the business with differentiated collaboration services, with applications supported and centrally-managed from an open, interoperable platform customers prefer.

Security:• Cisco Midmarket Security Portfolio

Designed specifically for midsize organizations, delivering integrated threat defense, low total cost of ownership and simplified security management. Deliver intelligent cyber security for real world with continuous advance threat protection while providing unmatched visibility and control

Services for Midsize Customers:• Cisco Services

Enhance your infrastructure to provide secure, seamless and scalable network solutions that increase sales and profitability. Offer superior mobility solutions to your customers. Eligible partners get access to services that support each stage of the IT lifecycle.





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http://www.cisco.com/c/en/us/products/security/index.html

Business Opportunity: Moving to Cloud Technology

Your customers are exploring new ways to work better together, and they’re not afraid to apply new IT models. Midsize companies are looking at public and private cloud technology, or a mix of both, to help people collaborate better and boost their business agility. Cloud is also a great way to improve planning, deployment, and payment for new applications and services. You can help your midsize customers understand that the cloud is the great equalizer. Not so long ago, only large enterprises could afford industry-leading applications for things like customer relationship management (CRM) and enterprise resource planning (ERP).

Cloud computing is now more accessible to smaller organizations in two ways. We’re seeing more and more applications that are now available as software as a service (or as a public cloud). Many of the world’s top applications vendors now offer their traditional software packages specifically for midsize businesses. It’s easier and more cost-effective than ever to roll out a software solution with server virtualization and private cloud technology.

At least 75 percent of all solution providers have – or are considering adding – cloud solutions as part of their portfolio. It’s no longer a decision of whether to offer a managed or cloud service. Instead, consider which services to offer that will best meet customer needs and help you build a profitable, as-a-service practice.

Midsize companies are looking at public and private cloud technology, or a mix of both.

Start the Customer ConversationTo help your customer’s transition to the cloud, you need to give their IT organizations a fast, easy way to deploy applications and services. They are looking for complete, out-of-the-box cloud solutions that deliver a consistent user experience and maximum uptime. Offer solutions with a choice of consumption models that can help reduce power and control server expenses. When their business requirements change, their technology needs to be able to scale smoothly, without major network upgrades.





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What to SellNetwork infrastructure:• Cisco Unified Access

Based on one policy, one management, and one network, the Cisco Unified Access solution delivers an integrated and simplified intelligent network platform.

• Cloud Managed Networking

Deploy your private or public cloud for ease of management and operations.

• Cisco Intelligent WAN (IWAN)

Fully utilize your WAN investments for high performance, reliability, and security.

Data Center:• Cisco Unified Computing System™

Unify computing, networking, management, virtualization, and storage access into a single integrated architecture.

• Cisco Intercloud Fabric for Enterprises

Extend the enterprise cloud to the public cloud.

• Cisco OpenStack® Private Cloud

Optimize business infrastructure with a Cisco managed private cloud.

Collaboration:• Cisco Cloud Collaboration Applications

Cisco WebEx and Spark provide engaging and productive collaboration capabilities delivered by the Cisco Cloud.

• Hosted Collaboration Solution

Communications and collaboration solutions as public, private, and hybrid cloud services through certified partners.

Security:• Cisco Cloud Email Security

Reduce your onsite data center footprint. Provide high-availability email protection against the constant, dynamic, rapidly changing threats affecting email today.

• Cisco Cloud Web Security (CWS)

Provide industry-leading security and control for the distributed enterprise. Protect users everywhere, all the time when using CWS through Cisco worldwide threat intelligence, advanced threat defense capabilities, and roaming user protection.


Meet the growing demand for cloud computing with an integrated services solution that helps your customers achieve greater business value and taps into the full potential that cloud offers.





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Business Opportunity: Collaborate Better Together

Today, work is more interconnected than ever before. Your customers are collaborating all across their organizations, and with outside customers and business partners. They are working outside the office—at home, on the road, or at customer sites. And they expect to use the devices they choose for all types of collaboration, from informal chat sessions to real-time video conferencing. Your customers may also be looking at cloud delivery models and other innovative approaches to be more flexible and agile.

People working collaboratively can accomplish extraordinary things. You can help your midsize customers work more closely and be more productive by offering collaboration solutions that promote a common experience across roles, organizational boundaries, and devices so they can focus on their work. You can also discuss how Cisco lets people use the power of social networking to assemble workgroups and bring people together across time zones. Talk about how building a more mobile, collaborative business can help companies boost productivity and growth.

People working together can accomplish extraordinary things.

Start the Customer ConversationTo deliver effective collaboration, IT needs a complete suite of applications that help people work together anywhere, anytime, on the devices they choose. Offer solutions that can support a variety of delivery models, including cloud. The solution should be secure and flexible, so IT can mix and match applications, services, and collaboration endpoints. The solution should also be able to run smoothly with your customer’s third-party devices and applications.





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What to SellNetwork infrastructure:• IWAN

Deliver an uncompromised user experience for voice and video over any connection.

Data Center:• Cisco Unified Communications on Cisco UCS®

Combine the Cisco best-of breed, data center and collaboration products in a fully tested configuration that is easy to install and can reduce risks.

Collaboration: • Cisco Business Edition 6000/7000

Empower the customer with a family of packaged collaboration solutions purpose-built to solve the communications challenges of midsize businesses.

• Hosted Collaboration Solution

Cisco offers communications and collaboration solutions as public, private, and hybrid cloud services through certified partners.

• Cisco WebEx® Meetings

Cisco WebEx Meetings lets people meet anywhere, at any time, on any device including HD video.

• Cisco Spark

The place where teams can post messages, share content, and meet face-to-face in an open space accessible from virtually any device, anywhere in the world.

• Cisco IP Phones

Cisco offers the most complete range of solutions in the industry, so you can build the voice and video collaboration network that meets your customers’ needs, with a device to meet the need of every user type in the business.

• Cisco Jabber™

Give your customers real-time access to people and information they need to be productive from anywhere, on any device, with Cisco Jabber.

• Cisco DX and MX Series Video End Points

Offers every desk and room the uncompromised collaboration experience needed to strengthen relationships and accelerate productivity.

• Cisco® Collaboration Meeting Rooms

Simple-to-use video collaboration service that couples WebEx® Personal Rooms with the cloud-based WebEx Video Bridge into one, always-available meeting experience.

Security:• Cisco AnyConnect Secure Mobility Solution

Empowers your employees to work from anywhere, on any device, regardless of physical location. Provides the security necessary to help keep your organization’s data safe and protected.


Extend practice areas by enabling new technologies that integrate the mobile, social, and virtual aspects of collaboration to bring people together anytime, anywhere, on any device. Eligible partners get access to services that support each stage of the IT lifecycle.





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Business Opportunity: Help Ensure Security and Compliance

As your customers rely on technology for their most important business operations, they know that it’s more important than ever to protect their customer and employee data and keep the network up and secure. But the threat landscape is changing, with new kinds of business models, different access devices, and attacks that are more sophisticated. Sophisticated attackers will exploit any gap, no matter how small. Your customers want to know how they can stay secure in this dynamic environment. This gives you an opportunity.

Complying with new government and industry regulations is also a high priority for midmarket organizations. You can deliver a strong security and compliance story to your customers in industries like healthcare, financial services, and the public sector.

The threat landscape is changing and attacks are more sophisticated.

Start the Customer ConversationWith today’s threats, your customers need to understand that it’s not a question of whether they will face attacks, but when. So help them understand that they need to defend against advanced threats before, during, and after an attack. Before an attack, they need to control, enforce, and harden their environments with access controls, firewalls, VPN and identity solutions, and policy enforcement. During an attack, intrusion prevention systems (IPS), web security, and email security can help them detect and defend against threats. After an attack, solutions like advanced malware protection can help your customers contain and remediate threats.





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What to SellNetwork infrastructure: • Cisco Unified Access



Simplify IT security and compliance with affordable cloud-based solutions, including policy management, next-generation firewalls, web and email traffic and advanced malware protection.

• IWAN

Support direct Internet access with any-to-any security while protecting all branch endpoints.

Data Center:• Cisco Unified Fabric and Nexus Switches

Cisco Nexus switches provides the foundation of the Cisco Application Centric Infrastructure.

• Cisco ASA 5500-X Series Next-Generation Firewalls

Reduce risks with consistent policies and enforcement, greater scalability, and improved performance.

• Cisco Application Centric Infrastructure (ACI)

Supports greater level of coordination among app deployment, security, network services and network configuration personnel.

Security:• Advanced Malware Protection

Defend against breaches and threats on networks, endpoints, and mobile devices.

• Network Security – ASA with FirePOWER Services, Next Generation Intrusion Prevention System, FireSIGHT Management Center

Get superior visibility, consistent control, and advanced threat protection.

• Email Security – Email Security Appliance, Cloud Email Security

Protect your data and reputation by mitigating emerging email-borne threats.

• Web Security – Web Security Appliance, Cloud Email Security

Use an architectural approach to address web threats and protect your data.


Enhance your infrastructure to provide secure, seamless and scalable network solutions that increase sales and profitability. Eligible partners

get access to services that support each stage of the IT lifecycle.





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Business Opportunity: Virtualize the Network and Data Center

Not so long ago, virtualization was a solution for enterprise customers. But now your midsize customers may be exploring virtualization as a way to make better use of their network infrastructure. They are also looking for new ways to make their networks more simple, agile, and efficient so they can keep pace with competitors and respond to change faster.

Talk with customers about how consolidating and virtualizing the network data center can help them lower the cost and increase the speed of delivering IT services. Show them how they can build a more efficient, unified approach for managing physical, virtual, and cloud infrastructure. Virtualization can also help customers with security concerns. By unifying their network and security technologies, they can deliver more consistent, actionable security across physical and virtual domains. The result: safer, more dependable operations.

Consolidating and virtualizing the network can help customers lower costs and respond to changes faster.

Start the Customer ConversationYour customers’ IT groups are looking at better ways to save money on hardware, energy, and support. They need the ability to bring together all the elements in their data center, using a single end-to-end solution. And they want to make networking the management simpler, so they can securely scale their data center for private and hybrid clouds. Virtualization can be a great recommendation for customers who want to support converged networking and collaboration across the organization, including branch offices.





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What to SellNetwork infrastructure: • Cisco Unified Access

Optimize capital expenditures (CAPEX) and increase utilization efficiency from your private cloud to any remote office or branch with one policy and one management.

• IWAN

Fully utilize your WAN investments for high performance, reliability, and security.

Data Center: • Cisco Unified Fabric and Nexus switches

Cisco Nexus Series Switches help address business, application, and operational requirements of evolving data centers.

• Cisco Unified Computing System

Cisco Unified Computing System (UCS) and servers unify computing, networking, management, virtualization, and storage access into a single integrated architecture.

• Cisco Intercloud Fabric for Enterprises

Extend the enterprise cloud to the public cloud.

• Cisco OpenStack® Private Cloud

Optimize business infrastructure with a Cisco managed private cloud.


Support greater level of coordination among application deployment, security, network services and network configuration personnel.

• Cisco UCS Director

Deliver simplicity, agility, and efficiency while more securely scaling the data center for private and hybrid clouds.

Collaboration: • Cisco Business Edition 6000/7000

Empower the customer with a family of packaged collaboration solutions purpose-built to solve the communications challenges of midsize businesses.


Expand practice areas and revenue opportunities by enabling new technologies that quickly and securely adapt to virtual and cloud environments. Support your business growth and deliver operational excellence with superior unified data center solutions.





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Business Opportunity: Boost Agility with Faster Network Updates

Keeping pace with growth and new business priorities can be tricky for midsize organizations. Network management is costly and time-consuming. Companies need simple, all-in-one management tools with pre-loaded software and templates that make it easy to set up and run their new network and services. Even midsize organizations are becoming more geographically dispersed. So IT teams need network tools that make it fast and simple to support local and remote management, maintenance, and support.

You can show customers that rolling out a network solution doesn’t have to be a slow, cumbersome process. We provide tested, proven solutions that can help customers get the most out of their network investments fast, so they can start saving money right away, and gain a competitive edge.

Rolling out a network solution doesn’t have to be slow and cumbersome.

Start the Customer ConversationTo deploy new network services more quickly, your customers want flexible, customizable solutions and delivery models. They need to be able to scale to accommodate growth, and support key applications like collaboration. They also need to be able to work smoothly with all your customer’s current services, applications, and endpoints, including third-party products.





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What to SellNetwork infrastructure: • Unified Access



Deploy your private or public cloud for ease of management and operations.

• IWAN

Fully utilize your WAN investments for highest performance, reliability, and security.

Data Center: • Cisco VersaStack Solution

Combines the innovation of Cisco UCS Integrated Infrastructure with the efficiency of the IBM Storwize storage so your IT team can build, deploy, secure, and maintain applications through a more agile framework.

• Cisco FlexPod solution

The FlexPod architecture can scale up or out, and can be optimized for a variety of mixed workloads in both virtualized and non-virtualized environments.

• Cisco solutions for EMC VSPEX

Help customers deploy virtual machines in various sizes to meet their application needs.


Supports greater level of coordination among app deployment, security, network services and network configuration personnel.

Collaboration:• Cisco Midmarket Collaboration Portfolio

Help customers reach new levels of productivity and innovation with connected and collaborative workspaces.

• Cisco Business Edition 6000/7000

Empower the business with differentiated collaboration services, with applications supported and centrally-managed from an open, interoperable platform customers prefer.

• Cisco Cloud Collaboration

Quickly and easily deploy rich collaboration applications and services that are highly secure, flexible, and deliver strong investment protection.

Security:• Cisco Cloud Email Security

Reduce your onsite data center footprint. Provide high-availability email protection against the constant, dynamic, rapidly changing threats affecting email today.

• Cisco Cloud Web Security (CWS)

Provide industry-leading security and control for the distributed enterprise. Protect users everywhere, all the time when using CWS through Cisco worldwide threat intelligence, advanced threat defense capabilities, and roaming user protection.


Enhance your infrastructure to provide secure, seamless and scalable network solutions that increase sales and profitability. Eligible partners get access to services that support each stage of the IT lifecycle.





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Why Partner with CiscoTechnology has enormous potential to help midsize organizations transform their businesses. But your customers need your guidance in helping them translate their business strategies into a technology plan. This gives you a huge opportunity to create new business, get better insight into your customers’ needs, and build strong, loyal relationships.

But to be successful, you’ll need a technology partner that offers more than just technology. You’ll need an organization that is committed to helping you at every stage of the sales cycle.

Cisco understands the exciting potential in the midmarket space. We are the only company with leadership across key technology segments

(see Figure 1). And we provide the solutions, resources, and people to help you meet your goals. Our partner offerings include joint planning, funding opportunities, and marketing tools. And we have world-class distributors who can partner with you to help you succeed.

We can provide you with extensive online resources at Partner Marketing Central, including co-branded marketing materials and end-to-end campaigns that are ready for you to customize and use.

Cisco offers an integrated services experience combining the smart-enabled portfolio, programs, and resources that allow you to optimize and evolve your services business. This fuels profitable growth.

Figure 1. Cisco Market Share Leadership Across Leading IT Segments

Our Focus on Integration Provides our Customers with a Competitive Advantage

Our Diverse Product Portfolio Means We’re Here for the Long-term

Only Company with Leadership Across All Segments

61% 39% 54%

#1TelePresence

#1Routing:

Ent. Routing

#1Wirelss: LAN

64% 32%

#1Switching:

Modular/Fixed

#1Voice

40%

#1Web

Conferencing

28%

#2X86 Blade

Servers

33%

#2Storage Area

Networks (FC & FCoE)

24%

#1NetworkSecurity

Source: Cisco SMO update, May 2015





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http://www.ciscopartnermarketing.com

http://www.ciscopartnermarketing.com

Committed to Giving You the Sales Advantage

Cisco considers its partner community to be an extension of our own sales force. When our partners win, Cisco wins too. That’s why we’re making major investments in programs and resources to help you sell more effectively, boost revenues, and capture your share of midmarket business.

At the heart of our investment is the Cisco Midsize Business Solutions portfolio, the industry’s most competitive midmarket offering. Working together, we can solve our midsize customers’ business challenges.

Solutions That Fit Your CustomersTo help you build solutions that align with their specific needs, we provide technology that uses flexible consumption models. Whether your customer is seeking an on-premises solution, a cloud-based “as-a-service” offering, or an innovative combination of both, Cisco can provide a solution based on our industry-leading technology. We also offer solutions tailored for your customers in specific verticals. Our Cisco Midsize Business Solutions portfolio is designed for easy deployment and simple management and operation.

Add Value with ServicesOur smart services offerings are designed to offer you choice and flexibility too. They embed intelligence into the network and deliver actionable intelligence. Smart services help your customers get the most value from their network investments. And they can complement your own services practices, help you grow your services business, and set the stage for upselling and cross-selling opportunities.

Resources to Empower Our PartnersCisco also offers a wealth of practice, development, sales, marketing, and training resources. We are constantly working to develop new vendor relationships to support changing market trends and conditions—including a network of independent software vendor (ISV) partners offering vertical and application solutions.

Partner Plus is designed to give eligible partners a unique selling model that helps boost performance at every stage of the sales cycle. It features a three level benefit model that can help you progress from where you are to where you want to grow. As your commitment, engagement, and performance increases – so do your level of benefits. The right tools will help your productivity climb. Prepare, build, and expand with business enablement. Attract customers and increase sales with marketing and demand generation. Recognize and encourage your sales team with incentives and rewards. Learn more about this framework and the eligibility criteria by visiting the Partner Plus website.

Sales and Marketing ResourcesOther resources, such as Sales Connect, make it easy to find, reach, and sell to new and existing midsize customers – anywhere, anytime, on any device.

Marketing is another important part of our support. We are committed to doing more marketing on your behalf. Our revenue marketing model focuses on generating and delivering sales-qualified leads for Cisco partners through targeted marketing activities. Learn how you can take advantage of marketing campaigns.





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http://www.cisco.com/web/partners/sell/technology/borderless/sales_initiatives/partner_plus.html

http://www.cisco.com/web/about/facts_info/apps/salesconnect.html

http://www.cisco.com/web/midsize/sales_marketing.html

Channel Partner Program—Specializations, Certifications, and Incentives

Our Channel partner programs are designed to provide you key resources, tools, and trainings that you can utilize to boost your competitive advantage, and provide broad, integrated network solutions, highly specialized solutions, or both. Improve your technical and business knowledge as well as expertise with our specializations and certification portfolio. And take advantage of our incentives and evolving hybrid IT portfolio to tap into new opportunities faster. You can learn more about our Channel Partner Program evolution here.

CertificationsGrow your business by learning all of the Cisco technologies and architectures through certifications. You can also deepen your technical knowledge in a specific technology or architecture and become a Master Specialized Partner or Advanced Specialization Partner.

Certifications let you go broad across all the technologies. Certification levels like Select, Premier, or Gold recognize the breadth of knowledge. Specializations are intended to go deep into a specific technology area or architecture. If you want to specialize in one technology area or be

recognized for some unique skillsets, choose from three different levels: Express, Advanced, and Master.

SpecializationsCisco’s Specialization portfolio provides depth of knowledge in a particular architecture or technology to help you establish your expertise to customers at the Express, Advanced and Master levels. Training and exams with the Express-level specializations focus on technologies and solutions targeted for midsize businesses. Advanced level specializations showcase training specific to enterprise customers, which are sometimes applicable to commercial customers as well. Master specializations represent the greatest depth of knowledge.

IncentivesCisco partner incentive programs are ongoing, evolving programs that you can use as a part of your larger, value-based partner strategy. These programs have been developed to help you promote profitable, accelerated business growth.





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http://www.cisco.com/web/midsize/training_specialzation.html


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

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

Cisco and Our Distributors: Here to Help You Succeed

Our distributors are a critical part of our model. Cisco, in partnership with our distributors, can help you close more deals faster and provide the support that you need to accelerate sales in the midmarket.

Cisco partners are growing their businesses faster when fully engaged with one of our more than 170 Cisco distributors. From first sale to deeper expertise through certification and training, distributors can help you create demand and higher revenues with your customers. They can unlock new opportunities in new markets to help you accelerate your profits. Our distributors deliver:

• Sales support

• Certification and training

• Marketing planning and execution

• Business intelligence

• Services expertise

• Technical enablement

• Alternative financing

Generate higher revenues, deeper expertise, and easier sales wins with the help of Cisco distributors. Learn more about how they can help you by visiting www.cisco.com/go/ciscodistributors.

No other manufacturer brings all these resources together like Cisco. In short, Cisco helps you take advantage of the growing midmarket opportunity, so you can set yourself apart from competitors, boost your profitability, and build a foundation for growth for years to come.





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

Network Infrastructure Solutions

Get the latest product descriptions and detailed specifications on Cisco’s Midsize Business Solutions Website.

Network infrastructure solutions are at the heart of the Cisco Midsize Business Solutions portfolio. They’re designed to help your customers transform the way they work and improve their business processes so customers can deliver rich user experiences and help their employees work more productively.

Cisco Unified Access is a key part of our infrastructure solutions. It is the business foundation to support the BYOD trend, and the Internet of Everything (IoE). Based on one policy, one management, and one network, the Cisco Unified Access solution delivers an integrated and simplified intelligent network platform. It can enable IT to spend less

time running the network and more time encouraging innovation that can differentiate and transform business. And it allows organizations to empower their users to work their way.

• Unified Access: Wireless Access Points

• Unified Access: Wireless LAN Controllers

• Unified Access: Switches

• Routers

• Unified Access: Security

• Unified Access: Management

• Cisco Meraki® Cloud-Managed Networking





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http://www.cisco.com/web/midsize/products_solutions.html


Unified Access: Wireless Access Points

Your customers are becoming more mobile, both inside and outside the office. Give them highly secure, untethered connectivity to people and the network with Cisco wireless access points. Ideal for midsize customers, our access points deliver highly secure, reliable wireless connections for both indoor and outdoor environments.

Product Target Customer Learn More

Cisco Aironet® 1700 Series Access Points • Designed to meet the growing needs of today’s small and medium-sized, wireless, enterprise networks,

• The entry-level Cisco Aironet 1700 Series Access Points take advantage of the latest 802.11ac Wi-Fi technology

http://www.cisco.com/c/en/us/products/wireless/aironet-1700-series-access-points/index.html

Cisco Aironet® 2700 Series Access Points • Delivers high performance to small, medium-sized or enterprise networks

• Offers the right value to help customers ease into 802.11ac networking

http://www.cisco.com/c/en/us/products/wireless/aironet-2700-series-access-point/index.html

Cisco Aironet 3700 Series Access Points • High-density network environments with mission-critical, high-performance applications

• Customers with growing BYOD demands

http://www.cisco.com/c/en/us/products/wireless/aironet-3700-series/index.html





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Unified Access: Wireless LAN Controllers

Setting up and managing a mobile network can create serious operational expenses. You can help customers keep budgets under control with easier network deployment, operations, and management. Cisco wireless LAN controllers (WLCs) let customers configure wireless policy, management, or security settings at any time through centralized provisioning and management. Scalable licensing models make it easy to respond to organizational growth.


Cisco 2500 Series Wireless Controllers • Customers with limited IT staff

• Customers that want to start small with a solution that can scale

http://www.cisco.com/c/en/us/products/wireless/2500-series-wireless-controllers/index.html

Cisco 5500 Series Wireless Controllers • Customers that depend on wireless for critical business services

• Customers with higher density wireless


Cisco Virtual Wireless Controller • Organizations that want wireless control in a virtual form factor

• Customers looking for additional cost savings

http://www.cisco.com/c/en/us/products/wireless/virtual-wireless-controller/index.html





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Unified Access: Switches

With Cisco access switches, your customers can scale their infrastructure for growing business needs and increase network intelligence with visibility and control. They’re an ideal solution for customers looking to simplify operations, and improve security for users and applications. Customers can create new user experiences and support network and application requirements.


Cisco Catalyst 2960-X Series Switch • Organizations that want a scalable, fixed access switch for growth and dependability

• Customers that need reliable network performance with operational simplicity and best-in-class energy efficiency to lower total cost of ownership (TCO)

http://www.cisco.com/en/US/products/ps12995/index.html

Cisco Catalyst 3650 Series Switches • Companies that need high-performance mobile networking for employees and visitors, plus powerful wired access in one platform

• Customers that want intelligent services across wired and wireless for security, policy, and application visibility and control

http://www.cisco.com/c/en/us/products/switches/catalyst-3650-series-switches/index.html





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Cisco Catalyst 3850 Series Switches • Companies that need high-performance mobile networking for employees and visitors, plus powerful wired access in one platform

• Customers that want intelligent services across wired and wireless for security, policy, and application visibility and control


Cisco Catalyst 4500 Series Switches • Organizations that want a modular platform that’s easy to scale

• Customers that want to use Cisco Unified Access






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Routers

Whether your customer is looking for rich collaboration or seeking to migrate to new business models like cloud, Cisco Integrated Services Routers (ISRs) are a great choice. They deliver compelling network experiences through video-ready capabilities, service virtualization, and operational excellence. And they provide the intelligence and scalability needed to transform service delivery for cloud, mobile devices, and multimedia applications.

Cisco ISRs are part of Cisco IWAN, which provides application services that deliver business applications faster, simplify management, and reduce bandwidth costs and latency by more than 50 percent.


Cisco 800 Series Routers • These integrated services routers (ISRs) deliver industry-leading performance and advanced IP services over all WAN technologies, including XDSL, Gigabit Ethernet, 3G and 4G, and fiber

http://www.cisco.com/c/en/us/products/routers/800-series-routers/index.html

Cisco 4000 Series Integrated Services Routers • Midsize customers that require a revolutionary converged branch platform

• These routers can seamlessly extend cloud services across remote sites, and help accelerate the digitization of your business

http://www.cisco.com/c/en/us/products/routers/4000-series-integrated-services-routers-isr/index.html





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Unified Access: Security

Give customers peace of mind and help them simplify the design, implementation, and enforcement of security policies.

Remote AccessFor your customers with employees working from home or on the go, secure remote access is a top priority. Cisco remote access solutions let people connect to the network applications and services they need easily and more securely, from any location. Your customers get a highly secure connectivity experience across a variety of PC and mobile devices, without compromising the security and integrity of their network.


Cisco AnyConnect Secure Mobility Solution • Organizations with employees who need secure network access offsite and on the move

• Companies that want an easier, more secure VPN experience

http://www.cisco.com/c/en/us/solutions/enterprise-networks/anyconnect-secure-mobility-solution/index.html





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FirewallsNetwork threats are becoming more sophisticated, posing new threats for the network, business, and users. Give your customers peace of mind in knowing that their key company assets are secure with Cisco ASA 5500 Series firewalls.


Cisco ASA 5500-X Series Next-Generation Firewalls

• Businesses that require secure remote access

• Customers that want proactive, near-real-time threat protection

http://www.cisco.com/c/en/us/products/security/asa-5500-series-next-generation-firewalls/index.html?referring_site=bodynav





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Policy Management and ControlCisco Identity Services Engine (ISE) is a security policy management and control platform. It automates and simplifies access control and security compliance for wired, wireless, and VPN connectivity. Cisco ISE is primarily used to provide secure access and guest access, support BYOD initiatives, and enforce usage policies in conjunction with Cisco TrustSec.


Cisco Identity Services Engine • Customers that require dependable, anywhere access for mobile and remote users

• Companies looking for policy-based security

http://www.cisco.com/c/en/us/products/security/identity-services-engine/index.html





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Unified Access: Management

Help customers simplify the way they run their network with comprehensive lifecycle management, performance assurance, and compliance for wired and wireless infrastructures.


Cisco Prime Infrastructure • Customers that want to consolidate their management tools

• Organizations that want single-pane-of-glass network insight

http://www.cisco.com/c/en/us/products/cloud-systems-management/prime-infrastructure/index.html





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Cisco Meraki Cloud-Managed Networking

Cisco Meraki cloud-managed edge and branch solutions help customers simplify their networks. Wireless, switching, security, and devices are centrally managed from the cloud. Meraki gives network administrators visibility and control, without the cost and complexity of traditional architectures.

Cloud-Managed: Mobility

Help your customers take control of their wireless network with powerful, intuitive centralized management through the cloud—eliminating the cost and complexity of onsite wireless controllers. Cisco Meraki solutions offer zero-touch access point provisioning, network-wide visibility and control, cloud-based RF optimization, simple firmware updates, and more.


Cisco Meraki MR18 • Large offices, schools, hospitals, hotels, and large retail environments

• Organizations with high-density needs

https://meraki.cisco.com/products/wireless

Cisco Meraki MR34 • High-density businesses and next-generation wireless environments

• Customers that need better wireless performance to support many users or demanding applications


Cisco Meraki MR32 • Indoor access points

• 802.11ac with dedicated security and Bluetooth beacons

https://meraki.cisco.com/products/wireless/mr32

Cisco Meraki MR26 • Indoor access points

• High-density and capacity with dedicated security


NOTE: Cisco Meraki solutions are not yet available in all geographic areas. Check with your local distributor for availability details.





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Cloud-Managed: Switches

Enable customers to support plug and play deployments with centralized visibility and control across their office locations. The Cisco Meraki MS is the industry’s first cloud managed switch, combining the benefits of cloud-based centralized management with a powerful, reliable access platform.


Cisco Meraki Access Switch MS220-24P • Companies that need cloud-managed switching with flexible connection choices

• Companies with limited IT training or staff

https://meraki.cisco.com/products/switches/ms220-24

Cisco Meraki Access Switch MS320-48 • Companies that need mission-critical access switching

• Organizations with fast uplink requirements

• Organizations with high availability requirements


Cisco Meraki Aggregation Switch MS420-48P • Organizations that need a Gigabit Ethernet aggregation switch for the campus

• Companies with limited IT training or staff






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Cloud-Managed: Security

Give customers peace of mind with centrally-managed security, networking, and application control.


Cisco Meraki MX80 and MX100 • Companies that need cloud-managed security

https://meraki.cisco.com/products/appliances/mx80


Cisco Meraki MX64/MX64W • Small Branch: Supports approximately up to 50 users

• Cloud-based centralized management


Systems Manager • Organizations looking to better enforce security policies

• Organizations seeking to mitigate network issues on multiple managed devices

https://meraki.cisco.com/products/systems-manager

Meraki SolutionsShow customers in specific verticals how they can simplify IT with easy-to-use, cloud-based management that’s reliable and highly secure.

• Retail

• Hospitality

• Industrial and manufacturing





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https://meraki.cisco.com/customers/retail

http://meraki.cisco.com/customers/hospitality-and-tourism

http://meraki.cisco.com/customers/industrial-manufacturing

Data Center Solutions


Cisco data center solutions for midmarket customers are designed to help customers reduce costs and deliver superior scalability. They are easy to manage and can simplify operations.

The Cisco Unified Data Center offers agile, simplified, and efficient IT service delivery and cloud computing. It’s based on an open, standards-based data center network architecture and ecosystem. The Unified Data Center platform delivers simplicity, agility, and efficiency to help organizations move toward private cloud computing and better IT service. It delivers:

Business agility. Cloud computing lets organizations deliver services more rapidly, in hours or minutes instead of weeks or months. The Cisco Unified Data Center provides a standardized platform of networked computing resources and services with programmable APIs that support integration into any management system, providing the consistency needed to speed deployment.

IT simplification. The Cisco Unified Data Center simplifies the data center through consolidation of network and computing resources into:

• A fabric-based infrastructure

• Single network operating system from the virtual machine to the network core

• Core security, load balancing, and management services





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Financial efficiency. A fabric-based infrastructure leads to greater efficiency in the data center infrastructure, including more efficient power, cooling, and cabling, and a single point of management and control.

The result is significant savings in capital and operating expenditures, while improving the efficiency of IT staff.

Security. Security is important to customers of all sizes, and our data center solutions portfolio includes advanced firewall and cloud-based solutions to help your customers safeguard their business, data, and reputations. Key products include:

Application Centric Infrastructure (ACI) security• Cisco ASA 5585-X Series Next-Generation Security Appliance

• Cisco Adaptive Security Virtual Appliance (ASAv)

Cloud email and web security• Cisco Cloud Email Security

• Cisco Cloud Web Security





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http://www.cisco.com/en/US/partner/products/ps13478/index.html

http://www.cisco.com/web/products/security/cloud_email/index.html

http://www.cisco.com/en/US/partner/products/ps11720/index.html

Cloud and Virtualization

Simplify the data center architecture; reduce the number of devices to purchase, deploy, and maintain; and become faster and more agile with the UCS platform. Cisco Versastack, FlexPod, Vblock and VSPEX are built on the Cisco Unified Computing System (UCS).


Cisco VersaStack • Customers with large data centers that need agile platforms with high availability and scalable storage

• Small and midsize organizations that require simplified setup and use, interface to public cloud services, and greater value for their data center budgets

http://www.cisco.com/c/en/us/solutions/data-center-virtualization/versastack-solution-cisco-ibm/index.html

Cisco FlexPod • Customers with large data centers that need agile platforms with high availability and scalable storage

• Small and midsize organizations that require simplified setup and use, interface to public cloud services, and greater value for their data center budgets

http://www.cisco.com/c/en/us/solutions/data-center-virtualization/flexpod/index.html

Cisco OpenStack® Private Cloud • Customers with medium to large deployments on AWS who are looking to reduce costs and optimize hybrid cloud efficiency

http://www.cisco.com/web/about/ac49/ac0/ac1/ac259/metacloud.html

VSPEX • Organizations that need a modular, prevalidated virtualization solution

http://www.cisco.com/c/en/us/solutions/data-center-virtualization/solutions-vspex/index.html





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Nexus 1000V Switch for VMware vSphere • Organizations looking to accelerate server virtualization and multitenant cloud deployments

http://www.cisco.com/c/en/us/products/switches/nexus-1000v-switch-vmware-vsphere/index.html

Cisco Nexus 2000 Series Fabric Extenders • Companies that want a cost-effective way to improve data center efficiency and agility

http://www.cisco.com/c/en/us/products/switches/nexus-2000-series-fabric-extenders/index.html

Cisco Nexus 4000 Series Switches • Organizations requiring a robust blade server solution for the data center

http://www.cisco.com/c/en/us/products/switches/nexus-4000-series-switches/index.html

Cisco Nexus 5000 Series Switches • Businesses seeking a fabric-extensible, innovative platform

http://www.cisco.com/en/US/products/ps9670/

Cisco Nexus 6000 Series Switches • Space constrained, high-density, and high-performance deployments

• Traditional, virtualized, and cloud environments


Cisco Nexus 9000 Series • Businesses that need high port density, robust performance, and efficiency in a data center switch






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Cisco Unified Computing System

Cisco Unified Computing System (UCS) and servers unify computing, networking, management, virtualization, and storage access into a single integrated architecture. This unique architecture can enable end-to-end server visibility, management, and control in both bare metal and virtual environments, and facilitates the move to cloud computing and IT as a service (IaaS) with fabric-based infrastructure.


Cisco UCS B-Series Blade Servers • Customers who want to boost data center performance with 2- and 4-socket servers

http://www.cisco.com/c/en/us/products/servers-unified-computing/ucs-b-series-blade-servers/index.html

Cisco UCS C-Series Rack Servers • Businesses that want to balance simplicity, performance, and density for virtualization, web infrastructure, and data center workloads

• Embedded integration of LAN, SAN, and management

http://www.cisco.com/c/en/us/products/servers-unified-computing/ucs-c-series-rack-servers/index.html

Cisco UCS E-Series Servers • Organizations with branch offices that need a virtualization-ready solution

http://www.cisco.com/c/en/us/products/servers-unified-computing/ucs-e-series-servers/index.html

Cisco Prime Data Center Network Manager • Businesses that need to manage a converged data center fabric

http://www.cisco.com/c/en/us/products/cloud-systems-management/prime-data-center-network-manager/index.html

Cisco Unified Computing System (UCS) Manager

• Organizations seeking to unify and embed management for unified computing

http://www.cisco.com/c/en/us/products/servers-unified-computing/ucs-manager/index.html

Cisco Unified Computing System (UCS) Director

• Businesses that need to unify management of their converged infrastructure

http://www.cisco.com/c/en/us/products/servers-unified-computing/ucs-director/index.html





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Collaboration Solutions


People working together can achieve extraordinary things. Studies show that up to 50 percent of business profitability is related to how effectively employees collaborate. Your customers are looking to you for solutions to help them best bring people together over distance as participants in a global economy – while giving them the freedom and flexibility to choose how they work and collaborate.

Cisco provides an integrated collaboration platform that empowers employees to reach new levels of productivity and innovation in a more connected work environment. Designed to work together across a broad set of best-in-class capabilities, the Cisco Collaboration portfolio offers a superior experience for any employee, in any business, of any size. More than 200,000 customers worldwide use Cisco Collaboration solutions in the cloud and on premises.

• Midsize Collaboration Solutions

• Collaboration Endpoints and Applications

• Conferencing

• Customer Collaboration

• Collaborate Edge Solutions





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Midsize Collaboration Solutions

Help customers build a more connected workplace with rich video, voice, web, and mobile collaboration. Designed to complement the way people work, our infrastructure and software solutions are flexible, dependable, and secure.


Cisco Business Edition 6000M/H/6000S/7000M/H

• Customers looking to replace outdated, or maxed out PBX or KTS phone systems

• Customers looking to consolidate disparate multi-vendor telephony, voice,video and contact center solutions

• Organizations looking to enhance employee productivity and embrace an increasingly mobile workforce

http://www.cisco.com/c/en/us/products/unified-communications/call-control/index.html

Cisco Hosted Collaboration Solution • Customers working in varied locations using a variety of devices

http://www.cisco.com/web/solutions/hcs/index.html

Cisco Webex • All customer sizes looking to leverage web bases collaboration from any device

http://www.cisco.com/c/en/us/solutions/collaboration/webex-cloud/index.html

Cisco Spark • Highly distributed teams that need to stay constantly connected to the people, projects and ideas that matter most

http://www.webex.com/ciscospark/index.html

Software application versions of the Cisco Unified Communications portfolio are also available for the Cisco UCS. Learn more here.





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http://www.cisco.com/en/US/prod/collateral/voicesw/ps6790/ps5748/ps378/solution_overview_c22-597556.html

Collaboration Endpoints and Applications

Our rich choice of collaboration endpoints makes it easy to connect any employee in any business.

Cisco IP Phones


Cisco Unified IP Phone 7800 Series • Organizations looking for affordable voice quality communications


Cisco Unified IP Phone 8800 Series • Comprehensive fully featured IP Phones with integrated mobility features


Cisco Unified IP Phone 8900 Series • Customers who need a desktop phone with video options


Cisco Unified IP Phones 9900 Series • Organizations that need a powerful desktop phone with video


Collaboration Endpoints


Cisco DX Series • Businesses seeking a desktop video collaboration system

• Companies that need a solution with a flexible design

http://www.cisco.com/c/en/us/products/collaboration-endpoints/smart-desk-endpoints/index.html

Cisco TelePresence MX Series • Businesses looking for a room-based rich conferencing system

• Organizations looking to connect partners, employees, and customers worldwide

http://www.cisco.com/c/en/us/products/collaboration-endpoints/telepresence-mx-series/index.html





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Cisco TelePresence SX Series • Organizations that want to add a telepresence solution without a major investment in new hardware

http://www.cisco.com/c/en/us/products/collaboration-endpoints/telepresence-quick-set-series/index.html

Collaboration Applications


Cisco Jabber • Highly mobile businesses that want to use collaboration anywhere

http://www.cisco.com/web/products/voice/jabber.html





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Conferencing

Cisco’s conferencing solutions help your customers bring employees, end customers, and partners together to collaborate from anywhere, in scheduled and ad-hoc meetings.


Cisco WebEx Meetings • Customers seeking better collaboration with the extended business worldwide

• Customers looking to improve sales and business agility

http://www.cisco.com/c/en/us/products/conferencing/webex-meeting-center/index.html

Cisco Collaboration Meeting Rooms (CMR) Cloud

• Organizations with dispersed offices and employees

• Businesses seeking more intimate, real-time connections with partners and customers

http://www.cisco.com/c/en/us/products/conferencing/collaboration-meeting-rooms-cmr-cloud/index.html

Cisco TelePresence Content Server • Organizations with employees at dispersed locations

• Customers that need to deliver live or recorded content such as training programs

http://www.cisco.com/c/en/us/products/conferencing/telepresence-content-server/index.html

Cisco TelePresence Server 410V • Customers looking to deploy on-premises video conferencing bridge to support multi-party meetings

http://www.cisco.com/c/en/us/products/conferencing/telepresence-server/index.html

Cisco Collaboration Meeting Rooms (CMR) Hybrid

• Customers looking to bring the best of Telepresence and Webex for a comprehensive conferencing solution

http://www.cisco.com/c/en/us/solutions/collaboration/telepresence-webex-working-together/index.html#~overview





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Customer Collaboration

Our Customer Collaboration products help organizations break free from traditional call centers and proactively engage customers — online, on the phone, or face-to-face on video.


Cisco Unified Contact Center Express • Customers that need a complete “contact center in a box”

http://www.cisco.com/c/en/us/products/customer-collaboration/unified-contact-center-express/index.html

Cisco Hosted Collaboration Solution for Contact Center

• Customers needing an Enterprise grade contact center hosted in the cloud

http://www.cisco.com/web/solutions/trends/cisco-powered/cloud_hosted_collab.html

Collaboration Edge Solutions


Cisco Unified Communications Gateways and Services

• Customers working together using diverse communication devices and solutions

http://www.cisco.com/c/en/us/products/unified-communications/communications-gateways/index.html





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Services for Midsize Customers

Get the latest sevices descriptions and detailed specifications on Cisco’s Midsize Business Solutions Website.

Today’s escalating customer challenges are placing new demands on technology partners like you. And support services, as part of a solution selling approach, play an important part in helping you turn these challenges into opportunities. They can help you move from a product-centric strategy to a more balanced mix of products and recurring services revenues. And you can gain in-depth insight into your customer’s business needs and an inside track on new selling opportunities.

Cisco offers an integrated services experience. It combines the smart-enabled portfolio, programs, and resources that allow you to optimize and evolve your services business. This includes proactive problem resolution, including real-time service delivery; and early upsell and cross-sell opportunities.

With Cisco Services, you can promote growth, increase profitability, and set yourself apart from your competitors.

• Solution selling leads to more satisfied and loyal customers, more recurring revenue on services—and increased profitability for your business.

• Attaching services to new and existing customers helps you build a foundation for continued growth.

• A service-based model will differentiate you from your competitors. Anyone can sell a box, but it’s the value that you add to the overall customer experience, from planning and design to deployment and optimization, that sets you apart.

Cisco offers a deep set of services offers and marketing assets to assist you in addressing customers’ needs and to create demand in the midmarket. Visit the Cisco Services Optimize and Evolve website and take advantage of up-to-date resources to help you increase demand and win more business with your midsize customers.

The following set of offers will help you respond to diverse customers’ services needs such as technical, managed, cloud, and professional services.





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

Smart Net Total Care

Help your customers more proactively manage their networks and save money by migrating them to Smart Net Total Care. Smart Net Total Care provides visibility into your customers’ contracts, installed base, and end-of-sale items. And you can manage them all through a single portal. With smart capabilities, you can provide proactive—not reactive—support that builds customer relationships and opens up new revenue channels.

With Smart Net Total Care your customers also get:

• 24-hour access to the Cisco TAC

• Online resources for fast self-support

• OS upgrades

• Next-day hardware replacement

Upgrade your customers from basic support to smart capabilities. You’ll see problems resolved faster and improved risk management. Your customers will notice the improved performance.

For information, visit www.cisco.com/go/smartnettotalcare.

Smart Care

Move from product support to managed services to become more proactive in meeting customer needs. Smart Care helps you make customers’ networks secure and reliable—and can improve the ROI in their technology investments. You can use Smart Care to provide customers with reliable managed service that verifies that networks are secure and optimized. Smart Care gives you greater visibility into your customers’ networks through smart proactive capabilities, network security, and foundational services so you can get to market faster, increase revenue, and improve the ROI of technology investments.

Smart Care combines traditional network support with smart monitoring to allow you to build customized services that suit your customers. Part of Cisco Collaborative Services, you can co-brand with Cisco or wrap Smart Care into your own rebranded offer. Depending on what you need for your customers, Smart Care can provide operating system and application software updates, next-business-day hardware replacement, real-time device monitoring, and online access to Cisco tools and resources.

For information, visit www.cisco.com/go/smartcare.





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

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

Partner Support Service

Strengthen and develop the support you offer your customers with Partner Support Service. This Collaborative Service combines traditional network support, smart capabilities, and a deep knowledge base to offer modular assets that you can select, customize, and deliver cost-effectively to your customers. Actionable intelligence and proactive support promote increased customer satisfaction and incremental sales. Partner Support Services provides:

• Network insight derived from comparing collected device diagnostics with Cisco’s extensive knowledge base to provide proactive services and recommendations

• Best-practice experience captured from thousands of enterprise-level deployments to help provide effective recommendations and technical support

• Timely reports that correlate Cisco products on your customer’s networks with product lifecycle announcements so you can proactively advise customers on technical issues, improve installed base management, and plan for future investments

• Leading service delivery, subject matter experts, and methodologies to support your deployments of advanced or emerging technology solutions

• A smart service platform that facilitates your collaboration with Cisco and automates delivery of services and reports to customers through system-level and application- level interfaces, as well as access to online information and subject matter experts

For information, visit www.cisco.com/go/collaborativepss.

Collaborative Professional ServicesBuild, expand, or strengthen your professional services practice with intelligent Cisco tools, talent, and repeatable leading practices. Enhance your portfolio with high-value services for planning, building, and managing your customers’ networks.

The Collaborative Professional Services portfolio includes:

• Assessment services. See a complete view of your customer’s infrastructure to make network planning easier.

• Design services. Offer planning and design assistance for partners starting a new practice area or engagement.

• Validation services. Get a review of your design and implementation plans, and recommendations from experts.

• Technical Knowledge services. Access a technical knowledge library and best practices on Cisco products and methodologies.

For information, visit www.cisco.com/go/cps.





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

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

Vertical Solutions


You’re serving customers in a wide range of industries, and many of them have very specific business needs. But one size does not fit all. That’s why Cisco offers proven solutions designed specifically for the requirements of your vertical customers.

RetailWhether a retailer’s customers are in the store, online, or on the phone, they expect to get the service they need promptly and efficiently. Great service improves loyalty and grows revenues. On the phone, a successful experience means answering calls quickly and routing customers to the right resource immediately, regardless of where that associate may be located.

Online, a superior experience means easy access to the right information or resource—whether that information resides in an online repository, or through personal interaction with a web agent. In the store, good service means delighting customers with a retailer’s brand, store appearance, merchandising, as well as a knowledgeable and attentive staff on the sales floor.

Cisco offers several solutions that can help retailers:

• Improve sales and shopper loyalty by transforming both the phone and in-store experience for customers

• Optimize the data center and applications over the WAN to do more with less. Reduce energy cost in stores

• Protect inventory, customer information, and brand assets

• Combat show rooming and provide relevant, personalized information on mobile devices using the Wi-Fi network





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ManufacturingManufacturing is changing, as robots, vehicles, and industrial control systems connect to the Internet. This means more automation, not just at the factory level, but throughout business processes. Help customers take advantage of these benefits by transitioning operational technology to standard Ethernet and IT.

Cisco is uniquely positioned to address these new demands on industrial networks, which require a greater need for improved inter-connectivity across industrial equipment and enterprise networks. For example, the Cisco IE 2000 Industrial Ethernet series switches provide consistent network services between industrial networks and enterprise business applications. They also provide integrated security and better manageability, creating a truly intelligent network. Cisco Connected Factory:

• Converges factory floor systems with IT networks for greater efficiency.

• Extends access, visibility, and data integration across the entire supply chain more securely

• Increases visibility across the supply chain to help make informed business decisions

HospitalityHelp customers deliver sophisticated services that differentiate their brand and create a personalized experience for each guest. Cisco Connected Hotel and Hospitality solutions are a comprehensive suite that helps hotel owners and operators:

• Support the newest mobile applications and wireless services

• Improve operational efficiency by reducing expenses, such as energy costs

• Generate new revenue streams through next-generation technologies

EducationLearning was once limited by the constraints of time and place. But today, the Internet of Everything is opening up a new world of opportunities for your education customers. It’s helping students learn more, in new ways, in new places, with new connections to resources around the globe.

Cisco Connected Learning is leading this new world of education with visionary technologies offering everything from safe, instant communications to blended learning experiences, worldwide collaboration, and rich media. With Cisco solutions, you can help your education customers:

• Support mobile education so students can learn wherever they are, from the classroom to their homes – and everywhere in between

• Enable rich collaboration so students and teachers can share their insights and questions with others

• Use cloud technologies to easily blend the physical and virtual classroom and provide fingertip access to content anywhere

• Apply big data analytics to help students and educators conduct better research, refine teaching methods and improve the education experience

• Minimize risk with strong security to quickly detect, prevent, and respond to vulnerabilities and attacks





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Local Government Technology is changing the ways we interact as citizens and how we govern. Billions of online citizens expect to connect with governments and public sector agencies securely, smoothly, and reliably. Public service employees need to work together across multiple agencies and geographies in real time.

The Internet of Everything (IoE) is putting these capabilities in reach for your local government customers. It’s enabling them to take advantage of growing connections between people and things to extract and analyze more useful data. Creating a $4.6 trillion opportunity for global public-sector organizations over the next decade, the IoE helps customers:

1. Improve employee productivity and improve service effectiveness, a $1.8 trillion opportunity

2. Connect militarized defense, unlocking $1.5 trillion through improved situational awareness and connected command centers, vehicles, and supplies

3. Reduce operational costs by $740 billion with improved labor efficiency and capital-expense utilization

4. Enhance the citizen experience with shorter search times, improved safety, and better health outcomes, creating a $412 billion opportunity

5. Drive economic growth by $125 billion, matching supply with demand better and enhancing monitoring and compliance

HealthcareYour healthcare customers are looking for better ways to improve patient outcomes, improve caregiver efficiency, and control costs. The Internet of Everything (IoE) connects patients, care providers, hospitals, and suppliers to create more secure, productive, and affordable healthcare systems.

There is $106 billion value at stake in connected healthcare and patient monitoring by 2022. To capture this value and embrace technologies like cloud, mobility, security, big data and analytics, healthcare organizations need a new fast IT model that is simple, smart, and secure.

Cisco and our ecosystem of partners are at the forefront of using the IoE to improve healthcare and wellness. Together, we are creating innovative solutions that enable healthcare providers to:

• Transform patient care and enhance clinical and IT workflows with cloud solutions

• Mobilize and improve healthcare delivery by providing secure wireless, mobile care applications, and context-aware services

• Bring together data virtually from highly distributed data sources, available on a scalable network and compute infrastructure and powerful management tools

• Protect patient data, enforce access policies, and receive real-time privacy violation alerts with robust security solutions





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Vertical Case StudiesCisco has a variety of case studies that you can share with your customers. Visit the links below and sort by industry.

Network Infrastructure Solutions Case Studies• Enterprise Networks

• Security

• Switching

• Routers

• Wireless

• Services

Collaboration Case Studies• Collaboration

• Unified Communications

• Services

Data Center Case Studies• Data Center and Virtualization

• Services





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http://www.cisco.com/en/US/netsol/ns1015/industries.html

http://www.cisco.com/en/US/partner/products/hw/vpndevc/products_category_customer_case_studies.html

http://www.cisco.com/en/US/products/hw/switches/products_category_customer_case_studies.html

http://www.cisco.com/en/US/products/hw/routers/products_category_customer_case_studies.html

http://www.cisco.com/en/US/products/hw/wireless/products_category_customer_case_studies.html

http://www.cisco.com/web/services/it-case-studies/enterprise-networking-category.html

http://www.cisco.com/en/US/solutions/ns1007/case_studies.html

http://www.cisco.com/en/US/partner/products/sw/voicesw/products_category_customer_case_studies.html

http://www.cisco.com/web/services/it-case-studies/collaboration-category.html

http://www.cisco.com/en/US/partner/netsol/ns340/ns394/ns224/networking_solutions_customer_success_stories_list.html

http://www.cisco.com/web/services/it-case-studies/data-center-virtualization-category.html

Cisco Small Business Portfolio

Cisco Network Solutions for Small Business

Switches Cisco offers the industry’s broadest portfolio of switching solutions for small businesses, allowing you to find exactly the right features, at the right price, for any customer’s need.


Cisco Small Business 300 Series Managed Switches

• Advanced technical user

• Want advanced managed features and power over Ethernet options

http://www.cisco.com/c/en/us/products/switches/small-business-300-series-managed-switches/index.html

Cisco Small Business 500 Series Stackable Managed Switches

• Advanced technical user

• Want advanced features and fast spesds

• Want a stackable switch solution with 10-Gigabit speeds

http://www.cisco.com/c/en/us/products/switches/small-business-500-series-stackable-managed-switches/index.html

Get up-to-date details and specification about these and other Cisco Small Business Solutions.





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http://www.cisco.com/cisco/web/solutions/small_business/index.html

Wireless Cisco Small Business Wireless Access Points provide Cisco partners with a dependable, easy-to-deploy line of wireless products designed and priced specifically for small business and can scale to support midsize customers.

Cisco wireless solutions for small and midsize business lets your customers deliver highly secure, easy to deploy high-speed wireless N or wireless AC connectivity to employees, guests, and business partners—anywhere around the office. This helps them stay productive and work more flexibly.


Cisco Small Business 300 Series Wireless Access Point

• Businesses that need faster wireless, better coverage, cost-effective and secure WiFi connection, and simplified configuration and easy deployments

http://www.cisco.com/c/en/us/products/wireless/small-business-300-series-wireless-access-points/index.html

Cisco Small Business 500 Series Wireless Access Point

• Businesses that need high performance and wide coverage, higher capacity, easy scalability, strong security and simplified deployments






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RoutersCisco small business routers let your customers connect their business to the outside world while providing highly secure VPN access for remote employees. From networking-in-a-box wireless routers to wired dual-wan models, they are a great option for your small and midsize business customers.


Cisco Small Business RV Series Routers • The RV Series attracts Small Businesses owners from those with Small Home Offices, Small Business Parks, and Branches to Medium-sized businesses with up to 50+ employees






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Cisco Security for Small Business

Safeguarding the network from hackers, intruders, and other threats is key for any size business, and small companies are no exception. Your customers need access to legitimate business applications while using their device of choice. But with that choice comes the need for greater visibility and control. Cisco delivers both, in an end-to-end network security solution with the Cisco ASA 5500-X Series Next-Generation Firewalls.


Cisco ASA 5505 Adaptive Security Appliance • Businesses that need high-performance security and firewall, SSL and IPsec VPN, and rich networking services

http://www.cisco.com/c/en/us/products/security/asa-5500-series-next-generation-firewalls/index.html





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Cisco Voice Solutions for Small Business

Phones are the communications lifeline for small businesses, and Cisco offers a rich portfolio of voice solutions to suit any customer need.

Cisco SPA IP Phones ModelsAffordable, reliable and easy-to-use, Cisco SPA IP phone models are ideal for small businesses and home offices. They offer a variety of features, from basic functions to more advanced voice, data, and call handling capabilities. Your customers get the benefits of IP telephony while keeping costs low.


Cisco Small Business SPA300 Series IP Phones

• Businesses that need basic IP and Digital Enhanced Cordless Telecommunications phones with extensive feature sets

http://www.cisco.com/c/en/us/products/collaboration-endpoints/small-business-spa300-series-ip-phones/index.html

Cisco Small Business SPA500 Series IP Phones

• Businesses that need to improve and simplify communications across an entire company while keeping costs low






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Cisco Mobility Enhanced Cordless SolutionThe Cisco Mobility Enhanced Cordless Solution can enable small businesses, home offices, and residential environments to take advantage of high-quality, comprehensive VoIP service using broadband Internet connections. On-premise mobile employees can remain in touch using support from its integrated Digital Equipment Cordless Telephony (DECT) base station. Designed to provide the convenience of a cordless telephone, the SPA302D handset and SPA232D Analog Terminal Adapter (ATA) unite clear, high-quality voice communication with fundamental business call control features.


Cisco SPA232D Multi-Line DECT ATA • Businesses that need a high-quality, comprehensive voice over IP (VoIP) service using broadband Internet connections

• Businesses that want an easy-to-use solution that is and cost-effective

http://www.cisco.com/c/en/us/products/unified-communications/spa232d-multi-line-dect-ata/index.html

Cisco SPA302D Multi-Line DECT Handset • Businesses that want high-quality, feature-rich, business-quality VoIP calls with cordless handset convenience

http://www.cisco.com/c/en/us/support/collaboration-endpoints/spa302d-multi-line-dect-handset/model.html





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Cisco ATAs and Voice GatewaysCisco can help small businesses deploy the power of IP telephony with best-in-class products at an exceptional value. With Cisco Small Business Voice Gateways and Analog Telephone Adapters (ATAs), your customers can attach their analog and cordless digital (DECT) phones, as well as fax machines, to a VoIP service with an IP telephony service provider.


Cisco SPA112 2-Port Phone Adapter • Businesses that want an easy to install high-quality VoIP without the need to upgrade existing analog phones

http://www.cisco.com/c/en/us/products/unified-communications/spa112-2-port-phone-adapter/index.html

Cisco SPA122 ATA with Router • Businesses that want an affordable solution that enables high-quality VoIP service with a comprehensive feature set through a broadband Internet connection

http://www.cisco.com/c/en/us/products/unified-communications/spa122-ata-router/index.html

Cisco SPA8000 8-Port IP Telephony Gateway • Businesses that need enhanced communication services through a broadband internet connection, allowing connections between eight analog telephones and an IP-based data network

• Ideal for multi-dwelling environments or business settings such as call centers

http://www.cisco.com/c/en/us/products/unified-communications/spa8000-8-port-ip-telephony-gateway/index.html





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Services for Small Business Products

Help your customers get the most out of their small business products with Cisco Service offerings.

Cisco Small Business Support ServiceThe Cisco Small Business Support Service (SBS) helps increase network availability, which improves employee productivity and customer experiences. The Small Business Support Service is a device-level service agreement that expands and enhances the technical support exclusively for Cisco Small Business Products. Buying this device-level service plan extends phone support to three years; adds next-business-day, advance product replacement; and expands Cisco phone support from eight hours, five days a week to 24-hours, seven days a week.

Three-year peace-of-mind support for Cisco Small Business products

• Unlimited telephone and online chat support with Cisco Certified engineers, 24 hours daily in English; business hours in other languages

• Next-business-day hardware replacement where available

• Major and minor software releases

• Open service requests online

See available Small Business Service options for your country.





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www.cisco.com/go/sbsavailable

SummaryWe understand that you’re best positioned to work with your customers to know their individual business needs and help them select the right technology solution. As their trusted advisor, you can help customers make selection, deployment, and management simple, so they can focus on their business.

Cisco is here to support you every step of the way. The Cisco Made-for-Midmarket products and services are just part of what we offer. We provide the sales tools, marketing, and global resources you need to get out in front of customer needs and transform their business for the better—and set the stage for success.





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ResourcesFlexible Finance OptionsEase sales and help customers lower their total cost of ownership with Cisco Capital financing solutions.

Midsize Business Solutions WebsiteFind resources to help capture your share of midmarket revenue. Visit the Midsize Business Solutions Website and take advantage of up-to-date resources to help you increase demand and win more business with your midsize customers.

Small Business Solutions WebsiteWe offer a complete portfolio of small business solutions, many of which are also appropriate for your midsize customers. Visit our Small Business Website for details.

Individual Product Details and DatasheetsThe Midsize Business Solutions Website provides links to detailed technical descriptions and ordering information for every Cisco product. Find the product you’re looking for and click to view or download the datasheet you need.

Incentives, Promotions, and OffersCisco offers a wealth of midsize partner programs designed to help you grow your practice, drive new sales, and boost profitability.

Unlock new opportunities and revenue with our incentives and promotions.

Partner Plus Accelerate sales in the midmarket by taking advantage of all the resources available to Partner Plus partners.

Marketing CampaignsCisco has created a number of demand-generation campaigns targeted for your use with midsize customers. Each campaign provides you with a wealth of marketing assets and offers to assist you in creating demand in the midmarket.

These campaigns include details on pricing promotion, funding, and finance offers. You’ll also get access to execution support, including partner executed support, regional anchor programs, and Partner Demand Center programs. These resources are all aligned to meet your needs.

Visit Partner Marketing Central (PMC) to learn more about Cisco marketing campaigns. PMC provides co-branded marketing materials and end-to-end campaigns to help you:

• Customize ready-to-use templates for email communications, web banners and pages, and invitations

• Create and promote events, then track registrations and results

• Find a vendor to help you build and execute your campaign

• Get access to Cisco logos and photos





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http://www.cisco.com/web/ordering/ciscocapital/index.html

http://www.cisco.com/web/midsize/partners.html




http://www.cisco.com/web/midsize/sales_marketing.html



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

https://www.ciscopartnermarketing.com/

Sell ServicesComplement your Cisco portfolio with smart service capabilities and solutions.

TrainingEnhance your technical knowledge with Cisco specializations and certifications.

Find training offered by Cisco Distributors on Disti Compass. Download at the Apple App Store and at Google Play.

Competitive InformationGet competitive comparisons and positioning for Cisco Midsize Business Solutions.

Case StudiesShare our success stories with your midsize customers, and show them the possibilities of Cisco solutions.

Visit our Cisco Case Studies Website and sort by company size to view midsize case studies.

To learn more about how customers have benefitted from Cisco Services, visit our Services Customer Case Studies Website.

Our Services Partner Case Studies Website presents services case studies from a partner perspective.





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http://www.cisco.com/web/partners/services/index.html

http://www.cisco.com/web/partners/services/index.html



https://itunes.apple.com/us/app/cisco-disti-compass/id565287913?mt=8

https://play.google.com/store/search?q=cisco+disti+compass&c=apps

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

http://www.cisco.com/web/about/success-stories/index.html

http://www.cisco.com/web/services/it-case-studies/index.html

http://www.cisco.com/web/partners/services/case-studies/index.html

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Midsize Solutions Guide

www.cisco.com/go/partnermidmarket

© 2016 Cisco Systems, Inc. All rights reserved. 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) C07-729758-01 1/16

www.cisco.com/go/partnermidmarket

www.cisco.com/go/trademarks

cisco midsize solutions guide partners · selling to midmarket: a smart way to promote growth in a...

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