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Collaboration ClubPartner Update – April 2016
Sonia Chamberlain | ANZ Comstor EDGE Partner Program Manager
Maarten Rooij | Cisco Collaboration Specialist
Irshad Ali | Comstor Collaboration Solutions Architect
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Agenda
EDGE & Collaboration Club Sonia Chamberlain
Commercial Xcelerate Maarten Rooij
Cisco Product Update Irshad Ali
Special Offers
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Comstor Presents EDGE
Close more deals
Investing to reach your goals
Accelerate sales growth
A framework helping partners
Engage, Develop, Grow and Extendtheir Cisco business
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Collaboration Club – The Program
Benefits
Welcome
Promotion offers
Presales
Network events
Certification assistance
Technical Services
Marketing activities
Demo kit & Demo lab
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EDGE – The Program
On Boarding(to Cisco)
Kick start your
Cisco journey
Building the
Foundations,
Enhance success:
Accelerate sales
through partner
Enablement
Advance your
business:
• Architecture
specialisations
• Certifications
• New markets
• Services
Optimise business
Global reach:
• Cloud
• GPN
Tier 2 Partners Tier 1
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au.ComstorEDGE.com
au.ComstorCollaborationClub.com
Go to Contact for full Comstor Team details
For more information
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Velocity Product Xcelerator
Focus Product Xcelerator
Midmarket Solution Xcelerator
Strike Gold with Midmarket
Collaboration
Sales Performance
Rewards
Sales Activity Rewards
• SX10 & SX20
• DX70 & DX 80
• MX200 & MX300 (ANZ only)
• BE6K Solution sales (triple points)
• Video End points & SW licenses
• WebEx/CMR/Spark annuity (soon)
• Total Commercial Collaboration
revenue
(based on target achievement)
• 4 Sales Activities Up to 1,000,000 pts
2% or 4% of total
Commercial Collaboration
revenue
Up to 100,000 pts per claim
3,500 ~ 5000 pts / unit *pts/unit varies by theater
4,000 ~ 16,000 pts / unit*pts/unit varies by theater
www.cisco-commercialxcelerate.com
Program Rewards Overall(Commercial Architecture Xpert + Commercial Xcelerate )
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• Each partner will get a quarterly target based on FY15 average quarterly Cisco Collaboration Sales revenue.
• If the partner’s FY15 average quarterly revenue is below than US$25,000, then US$25,000 will be the quarterly target.
• Partners can earn more points based on target achievement
100% achievement of quarter target: 2% of Total Commercial Collaboration
Sales Revenue up to US$5,000 worth of CX points
125% achievement of quarter target: 4% of Total Commercial Collaboration
Sales Revenue up to US$10,000 worth of CX points
Sales Performance
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Demand GenUse it, Know it,
Sell itCase Studies
Reward: 10K Pts
for CBC / 20K Pts
for Deal
Registration
Host customers for
CBC/Briefings at
Partner
Disti or Cisco
locations
Register Deal in OIP
(Min. $5k)
Reward: 25K
Pts
Demonstrate
Internal Use of
Cisco’s
Collaboration
Solutions
Reward: 50K
Pts each
Document customer
success stories in a
simple template
Specialisation
Reward: 150K
Pts
Achieve Express
Collaboration
Specialisation
Milestone rewards for
AM module (25K pts)
SE Module (50K pts)
ECS Achievement
(75K pts)
Partners can earn max 1,000,000 points from all four activities in FY16
Sales Activity
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Profile: T2 Partner – $35,000 / Qtr average
25% YoY growth target = $43,750
Partner Sales Performance Rewards:
• Achieves $45,000 in Sales revenue next Quarter or >125% of target achieved
• Payout = 4% of Total $45,000 = $1800 worth of CX points
Partner Sales Activity Rewards:
• Hosts x5 Customer Briefings (5x 10,000 Pts), and Registers x3 New Opportunities in OIP (3x 20,000 Pts)
• Demonstrates internal Collaboration Use (1x 25,000 Pts)
• Delivers x2 Customer Case Studies (2x 50,000 Pts)
• ECS: Achieves AM Module (25,000 Pts)
Rewards Example
TOTAL REWARDS: $4,400 worth of CX points$1800 (Sales Performance Rewards) + $2,600 (260,000 Pts – Sales Activity Rewards)
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32,249 points
3500 points
Total 44,249 points
Total 44,249 points earned (100 points = approximately US$1)
~AU$600
8,500 points
32,249 points
8,500 points
3,500 points
Products and Solutions Unit
Velocity Products
Xcelerator
Focus Products
Xcelerator
Mid Market Solutions
Xcelerator
CTS-SX10-K9 1 3500 2993
CP-DX70-K9 1 3500 2063
CP-DX80-K9 1 5000 2993
BE6S-PRI-M2-K9(mandatory
SKU for MM Solution Xcelerator) 1 21600
BE6K-START-UCL35 1 500
BE6K-UCL-ESS 35 2100 (60 points *35)CP-7821-K9= 35
Commercial Xcelerate
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Packaged Collaboration Solutions
Collaboration Meeting Room
Spark
Collaboration Vision & Strategy
Today’s Agenda
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The Challenge for Most Organizations
Phone Users Video Users UC Users Conferencing Users
Video units in dedicated rooms
Multiple OS’ on multiple devices
Mostly connecting through the cloud
Basic phones running on a separate platform
PBX/PhonesAudio and/or Web
ConferencingVideo Systems UC and Mobile
Clients
No Common User Experiences
Siloed Applications
No Network Intelligence
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EveryDesk
Our mission is to provide a no-compromise and seamlesscollaboration experience to:
EveryRoom
EveryPocket
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Right Solution for the Right Interactions
One size does not fit all
Better collaboration
results in greater productivity and
innovation
Your employees want choiceand freedom
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WORKSTYLES & COLLABORATION TOOLS
Shift to Pervasive Team Collaboration
Persistent Team Collaboration
Persistent Conversations
Small Team Collaboration
Time Shifted
Iteration
Meetings
Audio, Video, Web
Structured Meetings
Real-Time
Share Content
UnifiedCommunications
Phones, Video and IM
Premise-based communication
Real-Time
Messaging and Calling
CiscoCollaboration Cloud
1:1
Teams
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What is Cisco Spark?
A complete business collaboration service from the Cisco cloud that enables customers to message, meet, or call anyone, anywhere, and anytime.
Cisco Spark is hosted by Cisco, and sold by partners.
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Spark – this one is Free https://web.ciscospark.com/
- Big file transfers- Instant messaging : group and p2p- 3 way video- SIP URI dialling to VC systems
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Message Meeting Call1:1 and team messaging in virtual rooms
Persistent Chat, Content Sharing, Iteration
A Cloud-based phone system1 plus much more
Make calls within or outside organization via the PSTN1
Audio, video, and web meetings
Before/during/after-meeting messaging and content
Spark Services
1 The Cisco Spark service doesn’t include PSTN services. Customers need to purchase PSTN services from a 3rd party provider. For the complete Spark service, Cisco preferred media provider ecosystem partners can provide PSTN local, long-distance, and direct-inward-dial services. Existing Cisco UC customers will use Spark Hybrid Services to connect on-premises call capabilities to Cisco Spark capabilities in the cloud.
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Customer Size
0–100 1000+
Large-ScaleBE7000H1000+ Users2500 Devices8–10 Apps
Voice /Video / IPT UC / Collaboration Apps Video Conferencing Contact Center3rd Party Apps
Large-ScaleBE7000M1000+ Users3000+ Devices4–6 Apps
Voice / Video / IPTUC / Collaboration Apps Contact Center3rd Party Apps
Medium-ScaleBE6000H1000 Users2500 Devices8+1 Apps
Voice / Video / IPTUC / Collaboration Apps Video Conferencing Contact Center3rd Party Apps
Medium-ScaleBE6000M1000 Users1200 Devices4+1 Apps
Voice / Video / IPTUC / Collaboration Apps Contact Center3rd Party Apps
Small-ScaleBE6000S150 Users300 DevicesCore UC Apps Only
Voice / Video / IPT Core UC Apps Paging Services
On-Premise Family Model Options
Basi
c IP
T t
o F
ull
Colla
bora
tion
Cisco Packaged Collaboration Solutions
100–1000
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Now Shipping with Cisco Pre-Installed Image
Call ControlCUCM
150
MessagingUnity®
Connection
IM/PJabber
Paging Cisco Paging
Server
Provisioning Management
Prime
150 VM/UM 150 IM/P Users 50 Users/Group 150 Users
BE6
00
0 S
Cisco ISR 2921 with Integrated
Gateway
1x PRI or 4x BRI or 4x FXO+ 10x CUBE Licenses
Five preloaded apps
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Call ControlCUCM
1000
MessagingUnity®
Connection
IM/PJabber
Paging Cisco Paging
Server
Provisioning Management
Prime
1000 VM/UM 1000 IM/P Users 50 Users/Group 1000 Users
Attendant Console
Adv/Standard
Contact CentreUCCX
ManagementTP Management
Suite
Record Stream Video
TP Content Server
ControlCisco TP
Conductor
100 Agents 4 MCU’s 1vCPU
1 Recording 2 Streaming
2vCPU
30 MCU’s
BE6
00
0
M/H
Media Processing
Cisco Telepresence
Server
Collaboration Edge
Expressway
10 HD ports per instance/VM
200 Audio
100 Video
Cisco UCS® C220 M4*Rack Server
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cs.co/marooij
One Meeting
Hear > See > Share
Desktop Collaboration
Cisco TelePresenceEndpoints
3rd Party Standards BasedTelepresence Endpoints
WebEx Desktop & Mobile
Jabber Desktop & Mobile
S4B/Lync
Collaboration Meeting Room
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Tools on Collaboration Club Website
• Dynamic Room Designs
• Cisco Video End-Points
• Technical Drawings
• Resources for Partners
• iPad application or browser
• Great conversation starter tool for topics like:
• Activity Based Working
• Hot-Desking and Teleworking
• Reducing Real-Estate costs
http://www.cisco.com/go/projectworkplace
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Collaboration Club – Special Offer
• Mention “Collaboration Club”
and receive a $200 VISA gift card,
Limited time offer available till 6th May 2016*
• Contact Irshad for Free TRIAL CMR License
Use and experience CMR for yourself
Email: [email protected]
• Cisco Commercial Xcelerate – Big Rewards for your Cisco sales,
www.cisco-commercialxcelerate.com/
*Terms and Conditions apply, Cisco Tier 2 Partners only