commercial east february monthly partner update - cisco · commercial east february monthly partner...

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1

Commercial East FebruaryMonthly Partner UpdateGeoff Fancher Vice President - Commercial East AreaFebruary 6, 2007


Area Channels Update – Russell RosaArea Channels Update – Russell Rosa

Agenda

Wrap Up – Geoff FancherWrap Up – Geoff Fancher

Marketing Update – Joseph PuthusseryMarketing Update – Joseph Puthussery

IntroductionsIntroductions


Building Awareness to Pipeline

by Scaling Interactions..

Joseph Puthussery Senior Director, MarketingUS Commercial Marketing

[email protected]


Awareness to Pipeline

Scaling Customer Interactions

Building Awareness

Creating Pipeline

Consideration & Evaluation

Preference


Market Inflections

Getting Connected

1990’s Today

Enterprise Driven Productivity

Being Connected

End User Driven Productivity

Applications, Content Pushed To Employees, Partners, Customers

By Enterprises

Power of The Human Network

Collaboration and Content Created By End Users, Leveraged

By Enterprises

Power of The Physical Network


Corporate Positioning Message Architecture Cisco’s Role

To Enable…

All Forms of Communication, CollaborationEnd-to-End Voice, Data, Video, Mobility Solutions

Quad Play Everywhere

The Internet is a Network of PeopleEnd Users are Connecting, Creating and Collaborating

The Human Network

Technology Improves Peoples LivesCisco is the Platform for Enabling Experiences

Life’s Experiences

To Deliver…

For InnovationEnables Businesses To Be Built On Top Of Cisco

Network As The Platform

Relies On…


Corporate Positioning Message The Human Network


Positioning Cisco Today for the Future

The Network Is the Platform for Life’s Experiences


Positioning Cisco for the Technical Decision Maker

Cisco's integrated systems approach for the Network as a Platform.

“it’s designed in, not bolted on”


The New Cisco.com


Consideration & Evaluation

Building Relevance


Cisco Interaction Network (CIN)

FY07 Content

Webcast

Podcasts

Multipoint &Telepresence Events

Blogs and Chats

Talk to theExpert Live

Content Leveraged in Multiple WaysBroadcast—Interactive and Collaborative


Click to ChatInteractions

• 60 minute show• Technology Centric• Customers & Guests• Lots of Demos• Live discussions• Ask Questions• Evaluation

NetPro forums

TechWise TV


BizWise TV


TechWise CIN Results

4.39

36%

~7,200

37%

14,360

7,190

7,23019,450

US Theater

37%% of registrants opting-in~4.43Customer Satisfaction

1,079New Cisco opt-ins

2,955Total # of registrants1,190Total # of live viewers 394Follow on viewers

1,584Total viewers40%% Attendance

EastMetric

Source: On24

Date: YTD as of 1/31/07


www.cisco.com/go/interact


CAMs have 4 Free Passes to Give to Partners


Extending BizWise to 150,000 Registered Users Connecting into Michael Gerber’s E-Myth Empire

• E-Myth will carry BizWise TV monthly

• E-Myth has 100,000 registered users

• New deal with SCORE, group of business consultants working with the SBA --400,000 members

• Goes live in Jan. 07


Let Partners Leverage CIN Content on Their WebSitesProvide Propagation Tools for Partners

Link intoAsk the Expert

Play TechWise & BizWise TV Link to

PodcastsTopic banners

to media


iTunes & YouTube


Complex Demos That ScaleDec 14th TechWise: Shows Suite of Cisco Products Defending Against a Hacker Attack

Before TechWise

SE scrounges $20K of equipment

1+ Day spent on setup – config – test

1 Customer sees the demo

Now with TechWise

Complex systems demo, done by experts, set up once

$5 DVD…

…to every Cisco & Partner SE

Reach 1,000’s of customers


Q3 Customer Broadcast Calendar

Sec+MobArchitecting a Multi-Layer Security Approach 26-AprThu

--Easter Broadcast Break12-AprThu

UC+MobFind me now! Deploying Scalable Mobile/Remote Solutions 19-AprThu

SMB

-

-

Sec+NS

UC

Sec

-

-

UC

SMB

Audience Track

Manage Growth, Cash Flow for Small and Medium Sized Business

Broadcast Break or Verticals


Engineering for Continuity of Operations

Continuous Communications Before, During and After a Disaster

Reign In The Chaos: Can a Network Really Defend Itself?


Broadcast Break or Education vertical

Supercharge your Business Processes with Communications

How to Foster Innovation in your Company - Part 2

Topic Lead Technology

5-AprThu

29-MarThu

22-MarThu

15-MarThu

8-MarThu

1-MarThu

22-FebThu

15-FebThu

8-FebThu

1-FebThu

DateDay

DEC 21


Q4 Customer Broadcast Calendar

Broadcast Break26-JulThu

Sec+ Mob +NS +UCCustomer Requested Show19-JulThu

July 4th Holiday5-JulThu

Sec+MobSafeguarding the Mobile Knowledge Worker12-JulThu

Sec

DC

SMB

UC+NS

Sec+NS

UC

SMB

Audience Track

Technical Exploration of MARS

Accelerate Your Applications in the Data Center

Recruiting, Inspiring and Training Great Employees

Empowering Branch Offices—Communicating with the Big Dogs

Network Survival Guide for Compliance


Remote Control: Full Functionality for the Mobile Worker


Peak Efficiency: Streamlining Small and Mid-Sized Businesses

Topic Lead Technology

28-JunThu

21-JunThu

14 -JunThu

7-JunThu

31-MayThu

24-MayThu

17-MayThu

10-MayThu

3-MayThu

DateDay

DEC 21


Demo Experience to the Customer

• 86% Utilization• Customer Sat 4.61

853Tradeshows1700138Total

45117Other (e.g. seminars, training)

54878Customer visit61637Partner-led

Total Attended# StopsEvents

• 4+ days out of 5, doing customer events

• NOW Van Demo Team


Preference & Pipeline

Building Demand


Q3 Key Account & Territory Account Pipeline Plays

• Pipeline Builder, Security

• Bullseye, Security Discovery

• Show Me the Money, Installed Base

• Nortel Competitive

• UC for Schools -Superintendents Breakfast


KAM Initiative - Cisco BullsEye! Personalized Pipeline Generation

3 dimensional BullsEye! box

• A unique Personalizeddemand creation program

• Goal is to obtain a meeting to conduct a Secure Business Advisor assessment and/or Demo

• Provides KAM with instant notification of prospect availability and their areas of interest

• Indication of HOT lead via instant notification to your email

Results:703 customers57% response rate$6M+ recorded pipeline


Bullseye Security Pipeline CampaignCommercial Results

57%

64%

48%

58%

Response Rate

$2.4M56190354Region 2

124

13

55

Leads

$6M+400703Total

$585K69107Region 3

$2.3M141242Region 1

OpportunityResponsesDirect Mail Dropped

Region


2nd Half Pipeline Plays for Inside Sales

• Continuity of Operations (Mar)

• Optimize for Compliance (May)Security

• Continuity of Operations (Mar)

• Scalable Campus (Apr)

• Cisco Unified Wireless Network: Cost effective, Self defending wireless solutions (Jun)

Network Systems

• Optimize for Compliance (May)

• Scalable Campus (Apr)

• Cisco Unified Wireless Network: Cost effective, Self defending wireless solutions (Jun)

• Optimizing your technology investment (Feb)

• Leveraging Integrated Applications to Empower Branch Offices and Remote Sites (June)

• Rapidly Deployable Communications

• UC for Schools

National Inside Sales Play

Data Center

Mobility

UC

Technology


FY07 Results

6 programs

99% ISAM participation

8380 Leads/Appointments

5318 Opportunities

2 Bullseye Programs

Q1/Q2 Sales Goal AttainmentActive Participants, 117%+Inactive Participants, 85%-

0

500

1000

1500

2000

2500

AugustFoundation

SeptemberVoice

OctoberMobility

NovemberVoice

DecemberSecurity

JanuarySecurity

Leads/Appointments Opportunities

Golden FunnelOMF Pipeline

Added Over $197M

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 32© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID

H2 H2 TopicsTopics

ISAMPlays

Channel

Enablement

Mid M

kt

Plays

SMB

Play

s

TMMPlays

NOWVan

s

Playbooks

Registration

Demand GenCAT

Tools

Cal

enda

rs

BroadcastsDMS

Metrics

Topics are Center of Gravity


Your East Marketing team

Helen Thompson

[email protected]

TracyCassino

[email protected]

MargaretMadigan

[email protected]

JoeZakir

[email protected]


Call to Action

• Share the excitement, use the content• Give us feedback • Talk to your Cisco AM about pipeline plays• Bring ideas, with your AMDs

Make it your Competitive Differentiator


Commercial East Channels February Update

Russell Rosa – ODJeff Cohn - SSEM


1-2-3-4: Quad Play

Cisco Partner AM earns Big Rewards

$250-$1000 PointsPer deal

Cisco Partner AM earns Big Rewards

$250-$1000 PointsPer deal

1:OIP Registered UC CM or

CME Deal

2:Add UM , MP, IPCC,MARS, CCA, or CSA

3:Attach Service 4:Lease it all withCisco Capital


Quad Play: “Sell the experience”

Cross Functional PlayAT: UC Applications / Advanced SecurityChannels: Partner Rep IncentiveCA: Service AttachCisco Capital: 3-5- year lease

Reward Partner Sales Reps for selling SolutionsMust be a OIP Registered with Service attach, on a LeaseMust Be a UC CM or CME deal with UM, IPCC, MP, MARS, or CSA.$250-$1000 Points in JMF and Partner Rewards Programs

Program Dates: Feb1- July 30th 2007


Quad Play: Awards ScheduleStart with 1 Call Manager or CM Express and ADD:

MARS, CCA CSA

MARS, CCA CSA

MARS, CCA,

CSA

1 CME with

Call Connector

TelePresenceTelePresenceTelePresenceUnified CCX

or

MP Express or UM, Unified CCX or

MP Express or UM, Unified CCX or

MP Express or UM ,Unified CCX or

MP Express / UM

or

1000 Points 3 additional Apps

(4 Apps total)

750 Points2 additional Apps

(3 Apps total)

500 Points1 additional App

(2 Apps total)

250 Points1 of these Apps

Remember to add Cisco Branded Services and to lease the solution with Cisco Capital to qualify for awards!!!


Partnering Together Leading with Secure Voice

2007 & Beyond

commercial east february monthly partner update - cisco · commercial east february monthly partner...

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