Capture The Midmarket - Usa.ingrammicro

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Capture the MidmarketPresenter - TitleFebruary 2013 2013 Cisco and/or its affiliates. All rights reserved.1

Midmarket defined as 100 to 1,000 employees3.7M midmarket companies worldwide1 in 6 employees work for a midmarket company 7.1B Global Collaboration Opportunity 2013 Cisco and/or its affiliates. All rights reserved.2

Midmarket customers are dealing with a multitude ies .considerationsasto howvideo as a the anexplosionconsumerizationof devicesofinfiltratingITtheytheir businessincluding business strategy 2013 Cisco and/or its affiliates. All rights reserved.3

Midmarket customers arelooking for business-impactingcollaboration solutions that Address evolving trends Increase agility Improve customerresponsiveness Solve business challenges Help grow their business 2013 Cisco and/or its affiliates. All rights reserved.4

Midmarket customers needtrusted business partners who Understand their business goals andobjectives Design collaboration solutions thatmeet these objectives Support their business fromconception to deployment andbeyondResults 2013 Cisco and/or its affiliates. All rights reserved.Increased sales, services andprofitability for Cisco Partners5

Cisco delivers the mostcomprehensive offer topartners Award-winning partner programs Financial strength and stability Marketing and demand generationresources Award winning technical support Industry-leading collaborationportfolio 2013 Cisco and/or its affiliates. All rights reserved.6

Customer BenefitsAward-winning WebEx Optimized Architectural Approach Enterprise-Class CollaborationServices Packaged and Pricedfor Midmarket Scalability and InvestmentProtectionTelePresencePartner BenefitsMobilityMessaging & PagingWIRED 2013 Cisco and/or its affiliates. All rights reserved.WIRELESS Accelerated and SustainableSales and Services Profitability Simple Quoting, Ordering andFulfillment Processes Technology Leader, FinancialStrength, and Stability7

Affordable Lowers TCO with server consolidation for reducedhardware footprint, power, and cooling; serves up to1,000 users and 50 sitesInteroperable Links multiple 3rd party and legacy TelePresencedevices seamlessly together to form a trueCollaboration platformSimple Streamlines operations, administration, andmanagement with deployment flexibility throughunified provisioningHighly-AvailableCisco Business Edition 6000 Enterprise-Class Collaboration forOffers optional server redundancy and SurvivableBranch (SRST) providing peace of mindMidsized BusinessesScalable Increases ROI with agility and 99% investmentprotection; grows with the company 2013 Cisco and/or its affiliates. All rights reserved.8

Solution Flexibility/ComplexityExpress CollaborationSpecialization Partner Profiles: TelePresence partners movingto Collaboration SMB Collaboration partnersmoving to Midmarket New UC partners moving toCollaborationMaster Unified CommunicationsSpecializationAdvanced CollaborationArchitecture SpecializationExpressCollaboration SpecializationSmall terATPATPMaster ATPTPTP s ATPMidmarketEnterpriseMarket/SegmentSpecialization 2013 Cisco and/or its affiliates. All rights reserved.Advanced Technology Program9

Cisco Express CollaborationSpecialization addresses thegrowing midmarket opportunitywith New entry-point into Cisco’scollaboration partner programs50% lower partner training andinvestment requirements Premier Certification Partner Investment Protection Enhanced Profitability with Cisco’sValue Incentive Program (VIP)Payments up to 15% 2013 Cisco and/or its affiliates. All rights reserved.10

New! Express CollaborationSpecialization (ECS)Includes all Small Business & ExpressFoundation Specialization, plus: Small Business & Express Foundation Specialization Business Edition 3000 UC 500 Series UC 300 Series WebEx WPL All SPA Phones Selected Unified IP Phones 2013 Cisco and/or its affiliates. All rights reserved.Business Edition 6000Unified Communications Manager ExpressAll Unified IP and Video PhonesPrime Unified Provisioning Manager Business EditionPrime Collaboration ProvisioningJabber (Unified Presence)Unified MobilityUnified Border ElementUnified SRSTUnified Attendant Console Business EditionWebEx MeetingsTelePresence MX300/MX200TelePresence EX90/EX60TelePresence C20 QuicksetTelePresence SX20 QuicksetTelePresence MCU 5300/4500/4200TelePresence Profile 42 with C40TelePresence Profile C65/55/52TelePresence Integrator C90/60/40TelePresence Edge 95 or 75 MXPTelePresence VCS Starter PackTelePresence VCS Expressway with TMSTelePresence VCS Control with TMSMaster Unified CommunicationsSpecializationIncludes all Cisco Collaboration productsexcept those designated restricted by ATPrequirementsAdvanced CollaborationArchitecture Specialization (CAS)Includes all ECS Specialization, plus: Unified Communications Manager(Enterprise Edition) Unified Contact Center Express Unified Workspace Licensing (Allversions) Unified Enterprise Attendant Console WebEx Meeting Server WebEx Social VXI/VDI Session Border Controller11

Instructor-Led TrainingE-Learning TrainingExamAccount Manager10 training hrsArchitectureSystem EngineerField Engineer101 training hrs43 training hrsCisco Sales Expert6 hrsAdministering Cisco Voice & UnifiedCommunications40 hrsBE6000 for Account Managers2 hrsTelePresence Video Sales Specialistfor Express2 hrsBE6000 for Sales Engineers3 hrsImplementing Cisco VoiceCommunications and QoS v8.0 /40 hrsImplementing Cisco UnifiedCommunications Manager, Part 1 /40 hrsImplementing Express TelePresenceVideo Solutions 16 hrsTelePresence Video Field Engineer forExpress5 hrsCisco Sales Expert#646-206 CSECVoice & QOS#641-437BE6000 AM#700-104Administering Cisco Voice & UnifiedCommunications (ICOMM) #640-461CIPT1#642-447TelePresence Video Sales Specialistfor Express (PATVSSE v1.0)#650-292BE6000 SE#500-101Implementing ExpressTelePresence Video Solutions ILT(PAIETVS v1.0) #650-294 2013 Cisco and/or its affiliates. All rights reserved.12

Maximum Recommended Training Hours154(Note: may be as little as 45 hours)With CSE(6)148With TP ATP(23)125With CCNP Voice(80)45Roles(AM/SE or SE/FE may be shared)Account Manager (AM)1Sales Engineer (SE)1Field Engineer (FE)1Estimated Partner InvestmentExam CostUSD 1.2KTraining CostUSD 2-10K 2013 Cisco and/or its affiliates. All rights reserved.13

Deal DetailsAnnual Opportunity250 User Customer Opportunity1 Deal per Month 300 75 250PartnerServices 200 135Core 4.1M 150 100 10 50 125 0Total Revenue 345KTotal Margin 97.5K*BE6000 withTelePresence 1.2MRevenueMargins*Partner margin calculations include 25% product margins (includes potential VIP rebates) and 40% partner services margins 2013 Cisco and/or its affiliates. All rights reserved.14

Close Deals Faster Compelling pricing offers on thecomplete Cisco Business Edition6000 portfolio Simple, one-step dealregistration and fast approvalcycle “Any 3” additional discountincentive on eligible CiscoTelePresence endpoints* Available through July 31, 2013*Available in the Americas &Asia regions from 2/14/2013 2013 Cisco and/or its affiliates. All rights reserved.15

Customer Path from CiscoUC to Collaboration Designed to help partners movecustomers to Cisco’s fullCollaboration suite Enables smooth customertechnology migrations Provides for customerinvestment protection Leverages MidmarketCollaboration Promotion forcompelling pricing offers 2013 Cisco and/or its affiliates. All rights reserved.16

Demand Generation kit: Email Campaign Customer Interest Offers(whitepapers, analyst reports, etc.) Partner Marketing Guide Seminar-in-a-boxPartner Enablement Assets: Play BriefCall GuideCompetitive BattlecardsCopy BlocksAvailable in 10 languages 2013 Cisco and/or its affiliates. All rights reserved.17

SALES & MARKETINGENABLEMENT & SUPPORT Partner Marketing Central Partner Education Connection (PEC) Midmarket Collaboration Promotion Not-for-Resale Program (NFR) Quick Pricing Tool (QPT) Partner Helpline & Communities Collaboration Expert Sales Tool for Tablets Cisco Services dCloud Collaboration Demonstrations Technical Assistance CenterDIFFERENTIATEDPROGRAMS 2013 Cisco and/or its affiliates. All rights reserved.Cisco Certifications & SpecializationsCisco Incentive Programs (VIP, OIP, etc.)Cisco Capital FinancingCisco Rewards18

nWorkspace AppsCustomerCollaborationOne Vendor, Complete Portfolio 2013 Cisco and/or its affiliates. All rights reserved.19

Significant MarketOpportunityAward-winningPartner Programs Evolving Trends Simple Requirements Business Challenges Enhanced Profitability Embracing Collaboration Investment ProtectionIndustry-leadingCollaboration PortfolioStrong ValueProposition Complete Portfolio Architectural Approach Award-Winning Collaboration Enterprise-Class Collaboration Continued Innovation Investment Protection 2013 Cisco and/or its affiliates. All rights reserved.20

2013 Cisco and/or its affiliates. All rights reserved.Cisco Confidential21

Program is going to be part of On Course Select partners need to take the following classes 2013 Cisco and/or its affiliates. All rights reserved.Cisco Confidential22

Program will be part of On-Course AUC or ACAS partners need to take the following 2013 Cisco and/or its affiliates. All rights reserved.Cisco Confidential23

Program will be part of On-course CCME Partners need to take the following 2013 Cisco and/or its affiliates. All rights reserved.Cisco Confidential24

Program will be part of On-Course Business Edition Partners need to take the following 2013 Cisco and/or its affiliates. All rights reserved.Cisco Confidential25

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 o

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