Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 1 Cisco Sales Update Steven Heinsius Territory Business Manager.

Presentatie over: "Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 1 Cisco Sales Update Steven Heinsius Territory Business Manager."— Transcript van de presentatie:

1 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 1 Cisco Sales Update Steven Heinsius Territory Business Manager

2 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 De Cisco organisatie Succesvol met de Cisco Tools! Open Forum....

3 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 3 De Cisco organisatie

4 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4

5 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5 AgilitySimplified Consistency and Scale Three Geographic Regions Two Global Market Segments: Enterprise and Service Provider Two Go-to- Market Models: Customer Led and Partner Led Ease of Doing Business Streamline & Simplify Tools Alignment With Services Sales, Engineering and Marketing

6 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6

7 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7 Direct bij Cisco (Tier 1 Partners) Via distributeurs (Tier 2 Partners): Azlan/Tech Data Ingram Micro Comstor Magirus Let op! In Nederland zijn dit de enige officiële distributeurs

8 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8 Network as the Platform IT as a Service Anywhere / Any Time Mobility Collaboration Datacenter Borderless Networks

9 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 9 Cisco UCS & FlexPod Systems Engineer Patrick Peeters

10 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 10 Succesvol met de Cisco Tools!

11 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11 1. Certificering 2. Programma’s 3. Promoties 4. Partner tools

12 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12 TOEGEVOEGDE WAARDE Individuele Produkten Technologie Gespecialiseerd Geïntegreerde technologiën Zakelijke oplossingen PARTNER WINSTGEVENDHEID VIP SIP

13 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13 Entry Foundation UnifiedCommunications Express Small Business Security Unified Communications Master Master Security Wireless LAN Unified Communications Data Center Networking Infrastructure Advanced Advanced Data Center Collaboration Borderless Networks Architectuur Routing & Switching Switching Data Center Storage Networking b Unified Computing Unified Fabric Technolog

14 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14 Depth of Expertise Master Silver Specialisatie Vereisten: (2) Advanced Architecture Specializations Of (1) Advanced Technology + (1) Advanced Architecture Specialization Advanced Express Gold Specialisatie Vereisten: (3) Advanced Architecture Specializations Select Specialisatie Vereisten: Small Business Specialization Premier Specialisatie Vereisten: Express Foundation Specialization Of (1) Advanced Architecture Specialization Breedte van de kennis Entry

15 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 15

16 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16 Extra korting om een opdracht binnen te halen en klanten te bewegen nieuwe producten aan te schaffen Biedt de mogelijkheid netwerk te optimaliseren en tegelijkertijd bestaande investering te beschermen Cisco retour proces haalt de producten gratis op Oude apparatuur komt niet op de grijze markt terecht.

17 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 ‘Reward & Protect’ Cisco gecertificeerde Partners in “new business” situaties Beschermt Partners die pro-actief werken met klanten in “pre-sales and design” situaties Eenvoudige ‘deal’ registratie in de ‘Cisco Commerce Workspace’ of PSPP tool

18 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18 Extra korting in competitieve situaties Extra korting om te voorkomen dat deals worden verloren aan brokers Motivatie voor Partners om Cisco aan te bieden

19 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19 Het project is door de Partner geïdentificeerd Project staat nog niet in Cisco’s forecast Project is niet geregistreerd door een andere Partner

20 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20 Economische prikkels bieden voor Partners die actief identificeren, ontwikkelen en sluiten van nieuwe deals Programma doelstelling Enterprise Programma periode Programma details 8% extra korting op GPL Min. deal waarde $5k Programma eisen Silver, Gold, ATP en DC gespecialiseerde Partners Select, Premier, Silver en Gold Partners 8% extra korting van GPL Min. deal waarde $25k Aanvullende details Partner gedreven, additionele projecten Registratie geldig voor 6 maanden Van 1 augustus 2010 tot 31 juli 2012 Van 27 september 2010 tot 31 juli 2012 Nieuw Commercial / SB

21 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21 Project XYZ Standaard inkoop distributeur/direct $30.000 OIP korting 8% Netto inkoop $27.600 Trade-In quote $ 4.500 Totale Netto waarde$23.100 Extra Marge/discount$ 6.900

22 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22 Program Period Program Goal Architectures Program Requirements Additional Details July 31, 2011–January 28, 2012 Enrollment Dates: August 14–September 16 (6 Month) Enrollment Dates: October 31– November 18 (3 Month) Borderless Networks: WAN Optimization, Security, Wireless, Routing and Switching, Small Business Collaboration: Unified Communications, TelePresence, WebEx Data Center: Data Center Unified Fabric, Data Center Unified Computing All three VIP tracks have minimum bookings requirements per subtrack All VIP tracks require associated advanced specializations or ATPs Minimum CSAT scores and number of valid surveys Enrollment in VIP tracks is required The Cisco Value Incentive Program (VIP) rewards partners that have a comprehensive business practice focused on three major architectures. Participating partners receive a semiannual payment when they meet program requirements.

23 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23

24 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24 Fast Track 2CTMPOIPPDFVIPTAP Fast Track 2XYesNoYesNoYes CTMPYesX OIPNoYesX PDFYes XNo VIPNoYes NoXYes TAPYes X Winstgevende Programma’s Prijs & Kortings Programma’s

25 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25 Bedoeld voor concurrerende situaties wanneer: Budget van de klant beperkt is Klant wil een keuze kunnen maken Onderscheidende offerte opstellen ten opzicht van concurrentie Geteste en gecertificeerde producten (zowel nieuwe als “end of sale”) Producten hebben dezelfde garantie als nieuwe producten; Kunnen in onderhoudscontract worden opgenomen Kan in combinatie met Cisco Capital

26 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 26

27 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27 0% financiering Renteloze gespreide betaling Maximale looptijd36 maanden Dealwaarde tussen€ 1,000 - € 250,000 Minimale Cisco oplossing (hardware, software, 1 jr SmartNet) 70% Minimaal Cisco hardware component10% Geldig tot31 januari 2012 Onder voorbehoud van normale kredietvoorwaarden

28 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28 Voorbeeld: €1,000 per maand + 1% (= €360) koopoptie na looptijd Cisco Hardware € 24.000 Non-Cisco Hardware € 4.000 Implementatie € 8.000 Totale Investering € 36.000  Nu aanschaffen i.p.v. wachten op budget  Behouden van werkkapitaal en toegang tot nieuwe markten versnellen  “Niet meer alleen wat te investeren, maar hoe te investeren” Niet gebruiken = weggegooid geld!

29 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 29

30 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30 SmartNet & SmartCare Wegens succes verlengd: 3 jaar voor de prijs van 2 Beschikbaar tot 29 januari 2012 Cisco Services Unified Computing 3 jaar voor de prijs van 2: Unified Computing Warrenty Plus en Support Service Beschikbaar tot 29 januari 2012 Cisco Services SMARTnet SMB resellers 10% Korting op eenjarige SMARTnet. Niet alleen beperkt tot het Fast Track portfolio Beschikbaar tot 29 januari 2012

31 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 31

32 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32 Geïntegreerde aanbiedingstool Partners hebben toegang tot Cisco’s prijzen, programma’s & promoties Mogelijkheid om samen te werken met Cisco Account Managers op gemeenschappelijke deals Zelfstandig deals en beslissingen managen vanuit uniforme omgeving Geïntegreerd met Salesforce.com

33 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33 ORDER Cisco Direct met deal ID Distributie prijs naar disti and/or Partner Approve for some promotions* Qualify QUOTE Wie is betrokken/ de aanbieding/ Promotions DEAL QUOTE Items/ Inkoop methode kortingen/Credits Samenwerken met Cisco Sales m.b.t. prijs

34 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34

35 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 35

36 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36 Sales en technische trainingen In samenwerking met Cisco learning partners Inhoud trainingen gebaseerd op Architecturen Trainingen zij een aanvulling op het standaard Cisco trainingsaanbod, zoals; CSE (Cisco Sales Expert) en CCNA (Cisco Certified Networking Associate) Kosteloos voor Cisco Partners

37 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37 Kalender met alle actuele Cisco Partner evenementen, trainingen en workshops Met persoonlijke CCO ID toegang tot registratie van interessante trainingen en evenementen

38 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 38 Open Forum....

39 Thank you.