commercial sled cheat sheet -...

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Commercial SLED Cheat SheetWhat You Need to Know to Help Make Your Commercial SLED Numbers


K-12Need to KnowWhat is the K-12 Market? • K-12 for Cisco represents a $10B market opportunity, 80

percent of which is Commercial.

• There are nearly 13,000 school districts in the United States.

Education Buying Cycle • Sept-Nov Planning for organization needs

• Oct-Feb Projects defined, RFPs out

• Mar-July Purchases made

• June-Aug Deployment/installations

Cisco Solutions: • Online Standardized Testing-BYOD

• Distance Learning – Cisco WebEx and TelePresence

• Flipped Classroom – Show and Share

• Safety & Security

• Collaboration

Source of School Funding: E-Rate and GrantsWhat is E-Rate?Federal Government-funded, discounted telecommunications for

eligible U.S. public and private schools and public libraries

• More than $2.25B worth of discounts available each year on the purchase of telecommunications services, Internet access, and networking equipment

Why Should I Care About E-Rate?Provides access to 21st century technologies to urban, rural and low-income schools and communities nationwide

• Enhances purchasing power and stretches budgets

• Speeds deployment of IT services

What is the difference between Priority (P1) and Priority 2 (P2)?• E-Rate is divided into two classes of service

• P1 covers Telecommunications Services and Internet Access

• P2 covers Internal Connections (network infrastructure products) and Basic Maintenance

Note: P1 gets funded first and any remaining dollars go toward P2

How do Schools Participate in E-Rate?All program participants must carry out a competitive bidding process to select the most cost-effective companies to provide the goods and/or services requested.

• All schools must publicly post their telecommunications and internet access requirements.

• Schools with the highest percentage of kids in the school lunch program receive the greatest discount or funding for internal connections.

• Only schools with a high percentage of kids who qualify for school lunch are likely to receive funds for P2 services.

• Eight of our partners offer Hosted Cisco services that qualify for P1 funds. Contact Dan Leister, [email protected], if you have a school interested in hosted voice.

E-Rate Timeline

• The last day for a school or library to post their requirements via a Form 470 is 2/14/2013

• The filing window closes for this funding year on 3/14/2013

• P1 gets funded first and whatever is leftover goes to P2

GrantsSLED accounts with a project plan can apply for Federal grant funding, which might or might not be awarded. Grants represent about $35B for SLED accounts.

Sample Grants:• K-12: 21st Century Community Learning Center, Race to the

top, School Improvement Grants, Individuals with Disabilities Education Act (IDEA)

• Higher Ed: H-1B Technical Skills Training Grant, TAACCCT, Advanced Technological Education, Workforce Innovation Fund

• Public Safety: State Homeland Security Program, Urban Areas Security Initiative (UASI)

SLG Buying Cycle • Sept-Nov Planning & begin RFPs

• Jan-March RFPs in full swing

• April-May Awarding of contracts

• June-Aug Purchasing

COMMERCIAL SLED CHEAT SHEET


ResourcesFor You• http://iwe.cisco.com/ws#web/sellingtoeducation/us-education

• You can also reach out directly to Funds for Learning at [email protected]

• Monthly Grants office customer webinars - https://grantsofficeevents.webex.com/

• [email protected]

• www.SchoolITGrants.info

• Grants Strategy Desk: If you have $150K + opportunities, where a customer has a project, (not a product sale), the Grants Strategy desk is a resource. Work with Jennifer Messinger, [email protected], on the opportunity. Stephanie L. Jones, is another resource within the Grants Strategy Office: 219-766-0821

For Partners• E-rate partner central:

• http://www.cisco.com/web/partners/downloads/partner/WWChannels/industry/downloads/compliance_guide_2012-2013.pdf

• E-Rate discount for partners. http://www.cisco.com/web/partners/sell/industry/education-k12/e-rate.html

TrainingFor You• Reaching K-12 School Leaders Simulation

http://wwwin-tools.cisco.com/WWSales/sld/servlet/sld/template/SLDSiteDatasheetPreview.vm?appid=2&env=LIVE&datasheetid=2610

For Partners• Monthly training for the partners: Look for Amy Hershman’s

invitations.

• On Trend: Monthly webinar for partners to update partners on trends in SLED https://cisco.webex.com/cisco/lsr.php?AT=pb&SP=EC&rID=65292967&rKey=e1012e74edafb1d8

End User Demand Generation• SLED Power Play: Ongoing. White space accounts. 60,000.

• March 19th Education Virtual Forum – Victoria Ryan

• Local Events organized by TMMs: To find out about the local events in your area – Betsy Steele (West), Laura Donati (East), Gwendolyn Brantley (South), Cindy Klund (Central)

• Education Trade Shows & Conferences – John Tuohy

• Educause, ISTE, ACUTA, AHECTA, FETC, TCEA, CETPA

• Exhibit booths, presentations, solution demos, customer briefings

• VSAM call-out (tied to HCS sub-500 campaign)

Q3 Actions• Identify which of your partners have a SLED practice

• Review this site for opportunities you may not be aware of and encourage your partners to meet with school contacts to discuss their requirements. http://www.slforms.universalservice.org/Form470Expert/Search.aspx

• For those partners developing a SLED practice, make sure your partner has a Form 498 on file (SPIN Number)

• Work with FSA’s on spend detail to target accounts ready for an upgrade. School Districts can only apply for internal upgrades two out of five years.

• Sign contracts with schools and ensure they file their Form 471

• Form 471 Filings Window: Dec-March

• Read the Central Public Sector Newsletter

• Identify the SLED events at which we should have a presence and work with the TMM for your area to ensure either Cisco, Comstor, or a partner is participating and if the funding has been secured

• Identify your top 25 SLED opportunities and track the progress toward closing those opportunities



Need to Know• The Higher Ed Market is an $11B market opportunity for Cisco and about $4B for Commercial

Blended, Online, Distance Learning • Our customers want to hold classes anytime, anywhere, in

class, on the web, and over mobile devices. Blended learning takes place part of the time in person, and other times online, either synchronously or asynchronously.

• We offer customers the option of building rich collaborative tools into their online courses. Distance-learning uses many of the same technologies and provides courses for students who are not able to physically attend a course.

• Cisco Products:: WebEx, UC with Jabber, TelePresence, TelePresence Synch, Show and Share

Lecture Capture/Flipped Learning • One of the hottest trends hitting education today, flipped

learning is when students review lecture and other materials that they would normally review in class, in advance of class. Class time is then used to complete homework that would normally be assigned in advance, engage in dialogue, discuss important topics, and work on projects and in groups. Cisco Lecture Vision makes it easy for teachers to capture lectures in multiple ways, transform them into a variety of formats, and share them with students on any device.

• Cisco Products: Show and Share, Media Processing Engine (MXE), Pulse Analytics

Resources For You• http://www.higheredgrants.info/

For Partners• Sales Tools

• Cisco Connected Learning Interactive Demo: http://ciscolearningexperience.cisco.com/#start

• Partner Central

• Cisco Connected Learning Sales Tools: http://www.cisco.com/web/strategy/education/index.html

• “The Sell” Partner Sales Enablement: http://www.cvent.com/the-sell

End User Demand Generation• BYOD prolific email

• Higher Education non IT = 2595

• Higher Education IT = 1255

Q3 Actions• Find out about local Higher Ed “watering hole events”

• Identify your top Higher Ed opportunities and track progress

TrainingFor You• Reaching University Leaders Sales Simulation

http://wwwin-tools.cisco.com/WWSales/sld/servlet/sld/template/SLDSiteDatasheetPreview.vm?appid=2&env=LIVE&datasheetid=2838

Higher Education


Need to KnowWhat is the Addressable Market?• Public Sector SLED is a $43B market opportunity

• Local/Muni is a $20B market opportunity

Resources For You• Public Sector IWE site: http://iwe.cisco.com/ws#web/us-public-sector-marketing

• State and Local Government: http://iwe.cisco.com/ws#web/us-public-sector-marketing/slg-state-and-local-government

• Connected Justice IWE site: http://iwe.cisco.com/ws#web/selling-connected-justice

• Connected Justice External site: www.cisco.com/go/connectedjustice

• Grants Information

• www.PublicSafetyGrants.info

• www.HealthITGrants.info

For Partners• SLED Resources for Partners http://www.cisco.com/web/strategy/government/index.html

• Tool kit: Enablement programs: Presentations on latest trends

• http://iwe.cisco.com/c/document_library/get_file?groupId=224210717&folderId=385212826&name=DLFE-239118511.pdf

• Grants office training: https://grantsofficeevents.webex.com/

• On Trend: Monthly webinar for partners to update partners on trends in SLED http://iwe.cisco.com/ws#web/us-partner-marketing/public-sector

Q3 Action• Go to the IWE site before a call to review the information

on the four pillars: Public Safety, Healthcare, Government Efficiencies, and Economic Development http://iwe.cisco.com/ws#web/us-public-sector-marketing

• Help your partners find the funding to support the public sector sales initiatives in their markets by following the Cisco Grants Office Webcast Series

• Health IT Grants Webcast Series

• Public Safety & First Responder Grants Webcast Series

Contact Susan Zeronda ([email protected]) for information on products and partners on your state contracts.

End User Demand Generation• Marketing to End Users with partners http://www.

publicsectorevent.com/calendar.cfm

State and Local Government

Americas HeadquartersCisco Systems, Inc.San Jose, CA

Asia Pacific HeadquartersCisco Systems (USA) Pte. Ltd.Singapore

Europe HeadquartersCisco Systems International BV Amsterdam, The Netherlands

Cisco has mo re than 200 offices worldwide. Add resses, phone num bers, and f ax numbers are listed on the Ci sco Website at www.cisco.com/go/offices.

Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R)


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