partner plus evolving together to serve midsize customers and thrive
TRANSCRIPT
Partner PlusEvolving Together to Serve Midsize Customers and Thrive
Cisco Confidential 2© 2014 Cisco and/or its affiliates. All rights reserved.
The Midmarket Opportunity Is Now
$55Billion
Midsize: 100–1000
Together, with our Authorised Distributors—we can help you get more
1.4M Companies
Products
$25b
Services
$30b
Cisco Confidential 3© 2014 Cisco and/or its affiliates. All rights reserved.
Mobility Big Data Cloud IoT
Source: Gartner & IDC 2014 report
Tablet Sales Up
Smartphone
Sales Up
18% 12%30%Spendin
g Will
GrowSurpassing $14B
SpendingWill Surge
Sales Will Reach
25% $100B
$ 8.9 TRILLION
By 2020 Revenue
Will Reach
With 30B Connected End Points
53% Of CIOs increasing their security budgetSECURITY
Midsize Customers Are Thinking and Buying Differently
Cisco Confidential 4© 2014 Cisco and/or its affiliates. All rights reserved.
Sales and Marketing Engagement Model
Social Networks
EngageEducate
Old Sales Model
Cold Calls
Qualify Leads
SalesDemos
Customers research on-line (web, social media, blogs)
Our opportunity is to engage and educate them during the process
Customer intelligence and analytics will drive our targeted approach
New Sales Model
Cisco Confidential 5© 2014 Cisco and/or its affiliates. All rights reserved.
Driving New IT Needs
Improve Employee Productivity
Customer Experience Innovation
Business Growth
Secure and Reliable Efficiencies
Continuity, Regulatory, and Compliance
Supporting Mobility and BYOD
Private, Public andHybrid Cloud
Rapid Deployment of Apps and Services
Rapid and Secure Infrastructure Deployments
Virtualising Network and Data Center
BUSINESS PRIORITIES IT INITIATIVES
Business Priorities in the Midmarket
Cisco Confidential 6© 2014 Cisco and/or its affiliates. All rights reserved.
Partner Plus Evolves to Offer You More
Partner Plus 2012 Introduction
Cisco Introduced Midsize Business Solutions
Supporting customer awareness and partner enablement resources
What’s New
Benefits scale as you grow your midmarket business. Together with our Cisco Authorised Distributors, you get more.
Partner Plus 2014 Expansion
Increasing Your Potential for Faster Midmarket Growth and Greater Business Profitability
Partner Plus 2013 EnhancementsAccelerating your Cisco Midmarket Business
Cisco Confidential 7© 2014 Cisco and/or its affiliates. All rights reserved.
The Keys to Faster Growth and Profitability
Get your share of the midmarket
Help you prepare, build and expand
Business Enablement
Recognise and encourage your
success
Incentives and Rewards
Attract customers and increase
sales
Marketingand DemandGeneration
Cisco Confidential 8© 2014 Cisco and/or its affiliates. All rights reserved.
Optimise Your Success
DRIVE BUSINESS OUTCOMES
BusinessEnablement
Marketing and Demand Generation
Incentives and Rewards
Take Cisco sales training and achieve Cisco specialisations
Use sales rep tools
Prepare Midmarket Business Plan
Target cross/up-sell opportunities
Target last day of support opportunities
Select the best marketing campaign
Demonstrate Cisco solutions
Get priority for Cisco co-funding
Follow-up leads and prospects from Cisco
Use pre-sales technical help
Offer the best solution and be the expert with your customer
Leverage Midmarket promotions
Continue business development to create more leads
Motivate and recognise your sales teams
Plan Generate Demand
Lead Development
Pitch Close
Cisco Confidential 9© 2014 Cisco and/or its affiliates. All rights reserved.
Your Roadmap for Midmarket Growth
Level of Benefits
Cisco Confidential 10© 2014 Cisco and/or its affiliates. All rights reserved.
Partner Plus Aspire 2 31 Partner Plus Prestige Partner Plus Elite
BENEFITS TO GROW YOUR BUSINESSTake advantage of Midsize Business Solutions resources available to all Cisco partners, plus:
Business Enablement
Select training and exams
Onboarding support Specific annual
Partner Plus event dCloud
demonstrations and training
Marketing and Demand Generation Cisco partner
marketing campaigns and collateral via Partner Marketing Central portal
Distribution marketing support
Distributor Enablement Program
Prioritised for Distributor Enablement program enrollment
Partner Plus Aspire Benefits – Distributor Delivered
Cisco Confidential 11© 2014 Cisco and/or its affiliates. All rights reserved.
Partner Plus Aspire 2 3Partner Plus Prestige Partner Plus Elite1
Partner Plus Prestige Benefits – Distributor Delivered
BENEFITS TO GROW YOUR BUSINESSTake advantage of all Partner Plus Aspire benefits, plus Distributor Service Catalogue offerings
Business Enablement Sales Excellence
training Architecture &
technical training Customer network
assessments Dedicated pre-sales
support
Marketing & Demand Generation Demand generation support Lead generation services Other Distributor Marketing-
as-a-Service offerings Marketing training
Incentives and Rewards Distribution Service
Catalogue offerings Winners’ Circle (limited
spaces)
(upon achievement of quarterly targets and where
offered)
Cisco Confidential 12© 2014 Cisco and/or its affiliates. All rights reserved.
Partner Plus Aspire 32 Partner Plus Prestige Partner Plus Elite1
Partner Plus Elite Benefits – Cisco delivered
BENEFITS TO GROW YOUR BUSINESSTake advantage of all Partner Plus Aspire and Partner Plus Prestige benefits, plus:
Business Enablement
• Sales Excellence training
• Partner Interactive Webinars
• In-Class training
• Virtual Engineering
Marketing and Demand Generation• Demand generation
services and support
• Sales generated leads
• Joint Marketing Funds
• Customer Intelligence
• Sales Collaboration Platform (SCP)
• Marketing training
Incentives and Rewards
• Products and Services benefits setting
• Cisco Rewards
• Virtual Wallet
• Winners’ Circle
Cisco Confidential 13© 2014 Cisco and/or its affiliates. All rights reserved.
Level of Benefits All Cisco Partners Partner Plus Aspire Partner Plus Prestige Partner Plus Elite
BUSINESS ENABLEMENT
Select training & exams - X X -
Midmarket-focused Sales Resources (Sales Excellence on-line training, Customer Conversations Guide, Sales Connect etc.)
X X X X
Support through Cisco Partner Help or Authorised Distributors X X X X
2nd level pre-sales support -- --X Supported by Cisco Authorised
Distributors X Cisco Partner Help Plus
Sales Excellence Instructor Led Training (ILT) or Virtual (ILT)
-- -- X V-ILT Smart Business Roadmap (SBR)
X ILT
MARKETING AND DEMAND GENERATION
Marketing support (Resources to assist with planning and execution)
--X Supported by Cisco
Authorised Distributors (*) X Supported by Cisco Authorised Distributors (*)
X Marketing Support (Cisco Partner Marketing Manager Resource)
Cisco generated leads and prospects with Customer Intelligence
-- -- -- X (*)
Lead generation services -- --X Supported by Cisco Authorised
Distributors (*)X Support via Partner Demand
Centre vendor network
Joint Marketing Funds -- -- -- X (*)
Marketing training -- -- X(*) X (*)
(*) Limited availability
Cisco Confidential 14© 2014 Cisco and/or its affiliates. All rights reserved.
Level of Benefits All Cisco Partners Partner Plus Aspire Partner Plus Prestige Partner Plus Elite
INCENTIVES AND REWARDS
Midsize Business Solutions sales promotions X X X X
Cisco Rewards -- -- -- X
Cisco Winners’ Circle -- -- X (limited spaces) X
Partner Plus Incentives -- --
X - Prioritisation to Distributor- offered Services
(MBO benefit)
X - Virtual Wallet for business acceleration (MBO benefit)
(*) Limited availability
Cisco Confidential 15© 2014 Cisco and/or its affiliates. All rights reserved.
What Partner Plus Can Do For You
“Cisco distribution has allowed us to grow our Cisco business by 400% and the financing programs that they have allow us to engage in much larger deals that we ever would before”
Brian Lee, CEO, Forte Systems, United States, Premier Partner
“..as a Partner Plus partner we now realize a
35% growth by maximizing our incentives dollars on big bet marketing activities, education and events”
Patrick Hempele, Chief Sales & Marketing Officer, Netcloud, Switzerland, Gold Partner
“Increased our Cisco business by about 30%. The service revenue growth has been substantially higher at close to 600%.”
Simon Jacobson, Head of Marketing, Axonex, United Kingdom, Silver Partner
“Datacom Australia grew 37% YoY as a result of Partner Plus and the investment made in this partnership.”
Tim Fitzgerald, Business Development Manager,Datacom Systems, Australia,Silver Partner
Cisco Confidential 16© 2014 Cisco and/or its affiliates. All rights reserved.
Together with Our Authorised Distributors Brings Added Value To You
Find New Customers Through Stronger Marketing
Close Deals Faster with pre-sales Support
Increase Margins by Selling Services
Earn Valuable Rewards for Achieving Results
Cisco Confidential 17© 2014 Cisco and/or its affiliates. All rights reserved.
Partner Plus Eligibility – EMEAR
Partner Plus Aspire
Partner PlusPrestige
Partner PlusEliteEligibility
RequirementsCisco Status or
Certification Level Registered and above Select and above Premier and above
Minimum Annual Cisco Midmarket
Revenue
Cisco Midmarket Business Plan
Not Required Required Required (Minimum 5% midmarket service sales penetration)
$25,000 Small $75,000
Medium $100,000Large $100,000
Extra Large $300,000
Small $200,000Medium $250,000 Large $300,000
Extra Large $1,000,000
Maintenance RequirementsRequired to Maintain Status Through Cisco
FY16 in addition to above eligibility
requirements
—Working with their Distribution Partners, Prestige partners are required to execute marketing
demand generation in support of business plan targets and goals
Elite partners are required to execute a consistent level of
marketing demand generation in support of business plan
targets and goals
Achieve a minimum of two quarterly target-based product incentive goals or
annual target incentive goal
Cisco Confidential 18© 2014 Cisco and/or its affiliates. All rights reserved.
Simple Enrollment Process
*Partner Plus Elite and Prestige levels
Partner Admin receives and responds to
enrollment email invitation
Prepare your jointly owned Midmarket Business Plan with
your Cisco Rep*
Receive your growth targets
Complete the Enrollment
Questionnaire and agree to the Terms
and Conditions
FY15 ENROLLMENT PERIOD RUNS SEPTEMBER – DECEMBER 2014
Partner Admin responsible for
enrolling company into Partner Program
Enrollment (PPE)
Cisco Confidential 19© 2014 Cisco and/or its affiliates. All rights reserved.
StrategicSolutionPartners
Preferred SolutionPartners
SolutionPartners
SolutionPartnerProgram
SolutionTechnology Integrator
Learning PartnerProgram
Cloud &ManagedServices
GlobalPartnerNetwork
Solutions
Marketplace
Distribution
CiscoPartner
Ecosystem
PartnerPlus
Certifications
Specializations
Cisco ServicesPartnerProgram
Cloud & ManagedServicesProgram
ChannelPartnerProgram
Gold Premier Select
AuthorizedTech.
Provider
Master Advanced Express
Offer Your Customers More
Partner Plus partners belong to an ecosystem to address every business environment and customer need.
Access the Opportunity
Realise more business potential than you ever thought possible.
Gain the Advantage
Broad spectrum increases your portfolio with advanced architectures, solutions, software, and services.
Together, with our Authorised Distributors, we can help you get more.
Take a step forward with us.
Connecting You to a World of Possibilities
PartnerPlus
Certifications
Specialisations
Cisco ServicesPartnerProgram
Cloud & ManagedServicesProgram
ChannelPartnerProgram
Gold Premier Select
AuthorizedTech.
Provider
Master Advanced Express
Cisco Confidential 20© 2014 Cisco and/or its affiliates. All rights reserved.
Together, We Can Thrive
Partner Plus
Program
PartnershipOur greatest asset is working together to increase our potential and grow faster and more profitably. By partnering with our authorised Distributors you get the resources to help you get more of what you need to make your business soar.
CustomersGuide our customers’ evolution to become technology companies
BusinessCapture market transitions by rapidly adapting to ever-changing conditions
TechnologyContinually improve and innovate to provide best in class solutions
Thank you.
cisco.com/go/ppc