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Capture the Midmarket

Capture the Midmarket. Sally Windman – Collaboration, Sr. Sales Business Dev Manager– Americas Distribution . March 5 th , 2013. Midmarket defined as 100 to 1,000 employees. 3.7M m idmarket companies w orldwide . 1 in 6 employees work for a midmarket c ompany .

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Capture the Midmarket

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  1. Capture the Midmarket Sally Windman – Collaboration, Sr. Sales Business Dev Manager– Americas Distribution March 5th, 2013

  2. Midmarket defined as 100 to 1,000 employees 3.7Mmidmarket companies worldwide 1 in 6 employees work for a midmarket company $7.1B Global Collaboration Opportunity

  3. ……the consumerization of IT …an explosion of devices infiltrating their business …..considerations as to how they leverage video as a business strategy Midmarket customers are dealing with a multitude of technology trends, challenges and opportunities including……

  4. Address evolving trends Increase agility Improve customer responsiveness Solve business challenges Help grow their business Midmarket customers are looking for business-impacting collaboration solutions that …

  5. Customer Needs • Midmarket customers need trusted business partners who … • Understand their business goals and objectives • Design collaboration solutions that meet these objectives • Support their business from conception to deployment … and beyond • Results … • Increased sales, services and profitability for Cisco Partners

  6. Cisco Advantages • Cisco delivers the most comprehensive offer to partners … • Award-winning partner programs • Financial strength and stability • Marketing and demand generation resources • Award winning technical support • Industry-leading collaboration portfolio

  7. Sophistication Meets Simplicity with Cisco Business Edition 6000 • Affordable • Lowers TCO with server consolidation for reduced hardware footprint, power, and cooling; serves up to 1,000 users and 50 sites • Interoperable • Links multiple 3rd party and legacy TelePresence devices seamlessly together to form a true Collaboration platform • Simple • Streamlines operations, administration, and management with deployment flexibility through unified provisioning • Highly-Available • Offers optional server redundancy and Survivable Branch (SRST) providing peace of mind • Scalable • Increases ROI with agility and 99% investment protection; grows with the company Cisco Business Edition 6000 Enterprise-Class Collaboration for Midsized Businesses

  8. Complete Collaboration Portfolio for Midsized Businesses • Customer Benefits • Optimized Architectural Approach • Enterprise-Class Collaboration Services Packaged and Priced for Midmarket • Scalability and Investment Protection • Partner Benefits • Accelerated and Sustainable Sales and Services Profitability • Simple Quoting, Ordering and Fulfillment Processes • Technology Leader, Financial Strength, and Stability Award-winning Collaboration Unified Communications Jabber WebEx Management TelePresence Mobility Messaging & Paging WIRELESS WIRED

  9. Cisco Collaboration Partner Specializations • Express Collaboration Specialization Partner Profiles: • TelePresence partners moving to Collaboration • SMB Collaboration partners moving to Midmarket • New UC partners moving to Collaboration Master Unified Communications Specialization TP Video Master ATP TP Video Master ATP TP Video Master ATP TP Video Master ATP Master TP ATP Advanced Collaboration Architecture Specialization Solution Flexibility/Complexity TP Video Advanced/Advanced Plus ATP TP Video Advanced/Advanced Plus ATP TP Video Advanced/Advanced Plus ATP TP Video Advanced/Advanced Plus ATP Express Collaboration Specialization Small Business Specialization TP Video Express ATP Express TP ATP TP Video Express ATP TP Video Express ATP TP Video Express ATP Express TP ATP SMB Midmarket Enterprise Specialization Advanced Technology Program Market/Segment

  10. New Cisco Express Collaboration Specialization (ECS) • Cisco Express Collaboration Specialization addresses the growing midmarket opportunity with … • New entry-point into Cisco’s collaboration partner programs • 50% lower partner training and investment requirements • Premier Certification • Partner Investment Protection • Enhanced Profitability with Cisco’s Value Incentive Program (VIP) • Payments up to 15%

  11. New ECS Specialization Details

  12. Collaboration Specializations Portfolios • New! Express Collaboration • Specialization (ECS) • Includes all Small Business & Express Foundation Specialization, plus: • Business Edition 6000 • Unified Communications Manager Express • All Unified IP and Video Phones • Prime Unified Provisioning Manager Business Edition • Prime Collaboration Provisioning • Jabber (Unified Presence) • Unified Mobility • Unified Border Element • Unified SRST • Unified Attendant Console Business Edition • WebEx Meetings • TelePresence MX300/MX200 • TelePresence EX90/EX60 • TelePresence C20 Quickset • TelePresence SX20 Quickset • TelePresence MCU 5300/4500/4200 • TelePresence Profile 42 with C40 • TelePresence Profile C65/55/52 • TelePresence Integrator C90/60/40 • TelePresence Edge 95 or 75 MXP • TelePresence VCS Starter Pack • TelePresence VCS Expressway with TMS • TelePresence VCS Control with TMS Master Unified Communications Specialization Includes all Cisco Collaboration products except those designated restricted by ATP requirements • Advanced Collaboration Architecture Specialization (CAS) • Includes all ECS Specialization, plus: • Unified Communications Manager (Enterprise Edition) • Unified Contact Center Express • Unified Workspace Licensing (All versions) • Unified Enterprise Attendant Console • WebEx Meeting Server • WebEx Social • VXI/VDI • Session Border Controller • Small Business & Express Foundation Specialization • Business Edition 3000 • UC 500 Series • UC 300 Series • WebEx WPL • All SPA Phones • Selected Unified IP Phones

  13. Instructor-Led Training E-Learning Training Cisco ECS Training Requirements Exam Field Engineer 101 training hrs Architecture System Engineer 43 training hrs Account Manager 10 training hrs Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Administering Cisco Voice & Unified Communications 40 hrs Cisco Sales Expert 6 hrs BE6000 for Account Managers 2 hrs Implementing Cisco Unified Communications Manager, Part 1 / 40 hrs BE6000 for Sales Engineers 3 hrs TelePresence Video Sales Specialist for Express 2 hrs Implementing Express TelePresence Video Solutions 16 hrs TelePresence Video Field Engineer for Express 5 hrs Cisco Sales Expert #646-206 CSE CVoice & QOS #641-437 Administering Cisco Voice & Unified Communications (ICOMM) #640-461 BE6000 AM #700-104 CIPT1 #642-447 TelePresence Video Sales Specialist for Express (PATVSSE v1.0) #650-292 BE6000 SE #700-101 Implementing Express TelePresence Video Solutions ILT (PAIETVS v1.0) #650-294

  14. Express Collaboration Specialization Partner Investment

  15. Increasing Profitability with Higher-value Collaboration Sales Deal Details250 User Customer Opportunity Annual Opportunity1 Deal per Month Partner Services Core BE6000 with TelePresence • Total Revenue $345K • Total Margin $97.5K* *Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins Revenue Margins

  16. Offers & Enablement

  17. Cisco MidmarketCollaboration Promotion • Close Deals Faster … • Compelling pricing offers on the complete Cisco Business Edition 6000 portfolio • Simple, one-step deal registration and fast approval cycle • “Any 3” additional discount incentive on eligible Cisco TelePresenceendpoints* • Available through July 31, 2013 • *Available in the Americas & • Asiaregions from 2/14/2013

  18. Cisco Midmarket Collaboration Migration Program • Customer Path from Cisco UC to Collaboration … • Designed to help partners move customers to Cisco’s full Collaboration suite • Enables smooth customer technology migrations • Provides for customer investment protection • Leverages Midmarket Collaboration Promotion for compelling pricing offers

  19. Cisco Midmarket CollaborationDemand Generation • Demand Generation kit: • Email Campaign • Customer Interest Offers (whitepapers, analyst reports, etc.) • Partner Marketing Guide • Seminar-in-a-box • Partner Enablement Assets: • Play Brief • Call Guide • Competitive Battlecards • Copy Blocks • Available in 10 languages

  20. Developing Your CiscoPractice Cisco Certifications & Specializations Cisco Incentive Programs (VIP, OIP, etc.) Cisco Capital Financing Cisco Rewards DIFFERENTIATED PROGRAMS SALES & MARKETING • Partner Marketing Central • Midmarket Collaboration Promotion • Quick Pricing Tool (QPT) • Collaboration Expert Sales Tool for Tablets • dCloud Collaboration Demonstrations ENABLEMENT & SUPPORT Partner Education Connection (PEC) Not-for-Resale Program (NFR) Partner Helpline & Communities Cisco Services Technical Assistance Center

  21. Cisco Collaboration Architecture Differentiated Solution TelePresence Cisco Collaboration Unified Communications Workspace Apps Customer Collaboration • One Vendor, Complete Portfolio

  22. Cisco Midmarket CollaborationAll the Right Pieces • Award-winning Partner Programs • Simple Requirements • Enhanced Profitability • Investment Protection • Significant Market Opportunity • Evolving Trends • Business Challenges • Embracing Collaboration • Industry-leading Collaboration Portfolio • Complete Portfolio • Award-Winning Collaboration • Continued Innovation • Strong Value • Proposition • Architectural Approach • Enterprise-Class Collaboration • Investment Protection

  23. Partner Resources Cisco Business Edition 6000, Promotions & Programs www.cisco.com/go/be6000 Cisco Collaboration Programs www.cisco.com/go/specializations Cisco Express Collaboration Specialization www.cisco.com/go/ecs Cisco Value Incentive Program www.cisco.com/go/vip BE6000 Playbook www.cisco.com/go/be6kplaybook

  24. Global Learning Locator

  25. E-LearningPartner Education Connection (PEC)

  26. ECS Partner Investment at a Glance CCNA Voice CCNP Voice Exams Already Passed Role Sharing ATP TP-Video Express Express UC Specialized SE/FE AM/SE

  27. Instructor-Led Training E-Learning Training ECS Training Requirements Exam Sales Engineer 43 training hrs Account Manager 15 training hrs Field Engineer 101 training hrs Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Cisco Sales Expert 6hrs Administering Cisco Voice & Unified Communications 40 hrs 154 Training Hours BE6000 for Account Managers 2 hrs Implementing Cisco Unified Communications Manager, Part 1 / 40 hrs BE6000 for Sales Engineers 3 hrs TelePresence Video Sales Specialist for Express 6hrs Implementing Express TelePresence Video Solutions 16 hrs TelePresence Video Field Engineer for Express 5 hrs CVoice & QOS #641-437 Cisco Sales Expert #646-206 CSE Administering Cisco Voice & UC (ICOMM) #640-461 BE6000 AM #700-104 CIPT1 #642-447 TelePresence Video Sales Specialist for Express (PATVSSE v1.0) #650-292 BE6000 SE #500-101 Implementing Express TelePresenceILT(PAIETVS v1.0) #650-294

  28. Instructor-Led Training E-Learning Training If I am Currently Express UC Specialized Exam Sales Engineer 43 training hrs Account Manager 15 training hrs Field Engineer 101 training hrs Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Cisco Sales Expert 6hrs Administering Cisco Voice & Unified Communications 40 hrs 154 BE6000 for Account Managers 2 hrs Implementing Cisco Unified Communications Manager, Part 1 / 40 hrs BE6000 for Sales Engineers 3 hrs TelePresence Video Sales Specialist for Express 6hrs Implementing Express TelePresence Video Solutions 16 hrs 148 TelePresence Video Field Engineer for Express 5 hrs Training Hours CVoice & QOS #641-437 Cisco Sales Expert #646-206 CSE Administering Cisco Voice & UC (ICOMM) #640-461 BE6000 AM #700-104 CIPT1 #642-447 TelePresence Video Sales Specialist for Express (PATVSSE v1.0) #650-292 BE6000 SE #500-101 Implementing Express TelePresenceILT(PAIETVS v1.0) #650-294

  29. Instructor-Led Training E-Learning Training If I am Currently ATP TP-Video Express Exam Sales Engineer 43 training hrs Account Manager 15 training hrs Field Engineer 101 training hrs Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Cisco Sales Expert 6hrs Administering Cisco Voice & Unified Communications 40 hrs 154 BE6000 for Account Managers 2 hrs Implementing Cisco Unified Communications Manager, Part 1 / 40 hrs BE6000 for Sales Engineers 3 hrs TelePresence Video Sales Specialist for Express 6hrs Implementing Express TelePresence Video Solutions 16 hrs 127 TelePresence Video Field Engineer for Express 5 hrs Training Hours CVoice & QOS #641-437 Cisco Sales Expert #646-206 CSE Administering Cisco Voice & UC (ICOMM) #640-461 BE6000 AM #700-104 CIPT1 #642-447 TelePresence Video Sales Specialist for Express (PATVSSE v1.0) #650-292 BE6000 SE #500-101 Implementing Express TelePresenceILT(PAIETVS v1.0) #650-294

  30. Instructor-Led Training E-Learning Training If I have a current CCNA Voice on staff Exam Sales Engineer 43 training hrs Account Manager 15 training hrs Field Engineer 101 training hrs Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Cisco Sales Expert 6hrs Administering Cisco Voice & Unified Communications 40 hrs 154 BE6000 for Account Managers 2 hrs Implementing Cisco Unified Communications Manager, Part 1 / 40 hrs BE6000 for Sales Engineers 3 hrs TelePresence Video Sales Specialist for Express 6hrs Implementing Express TelePresence Video Solutions 16 hrs 114 TelePresence Video Field Engineer for Express 5 hrs Training Hours CVoice & QOS #641-437 Cisco Sales Expert #646-206 CSE Administering Cisco Voice & UC (ICOMM) #640-461 BE6000 AM #700-104 CIPT1 #642-447 TelePresence Video Sales Specialist for Express (PATVSSE v1.0) #650-292 BE6000 SE #500-101 Implementing Express TelePresenceILT(PAIETVS v1.0) #650-294

  31. Instructor-Led Training E-Learning Training If I have a current CCNP Voice on staff Exam Sales Engineer 43 training hrs Account Manager 15 training hrs Field Engineer 101 training hrs Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Cisco Sales Expert 6hrs Administering Cisco Voice & Unified Communications 40 hrs 154 BE6000 for Account Managers 2 hrs Implementing Cisco Unified Communications Manager, Part 1 / 40 hrs BE6000 for Sales Engineers 3 hrs TelePresence Video Sales Specialist for Express 6hrs Implementing Express TelePresence Video Solutions 16 hrs 34 TelePresence Video Field Engineer for Express 5 hrs Training Hours CVoice & QOS #641-437 Cisco Sales Expert #646-206 CSE Administering Cisco Voice & UC (ICOMM) #640-461 BE6000 AM #700-104 CIPT1 #642-447 TelePresence Video Sales Specialist for Express (PATVSSE v1.0) #650-292 BE6000 SE #500-101 Implementing Express TelePresenceILT(PAIETVS v1.0) #650-294

  32. Instructor-Led Training E-Learning Training If I am TP ATP Express with CCNP Voice Exam Sales Engineer 43 training hrs Account Manager 8 training hrs Field Engineer 101 training hrs Implementing Cisco Voice Communications and QoS v8.0 / 40 hrs Cisco Sales Expert 6hrs Administering Cisco Voice & Unified Communications 40 hrs 154 BE6000 for Account Managers 2 hrs Implementing Cisco Unified Communications Manager, Part 1 / 40 hrs BE6000 for Sales Engineers 3 hrs TelePresence Video Sales Specialist for Express 6hrs Implementing Express TelePresence Video Solutions 16 hrs 8 TelePresence Video Field Engineer for Express 5 hrs Training Hours CVoice & QOS #641-437 Cisco Sales Expert #646-206 CSE Administering Cisco Voice & UC (ICOMM) #640-461 BE6000 AM #700-104 CIPT1 #642-447 TelePresence Video Sales Specialist for Express (PATVSSE v1.0) #650-292 BE6000 SE #500-101 Implementing Express TelePresenceILT(PAIETVS v1.0) #650-294

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