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Cisco Partner Plus: Premium EnablementAccelerate Your Competitive Edge

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Sources: IDC, D&B, Cisco internal analysis

$61 Billion Opportunity Growing at 5-7%Small and Mid Sized Companies

Number of Companies

2015 Opportunity

CAGR 2010-2015

Top 3 Technologies

SMALL 1-249 Employees

MID SIZED250 – 999 Employees

LARGE1000+ Employees

Collaboration Switching/Routing

Security

UCSCollaboration

Switching/Routing

UCS Switching/Routing

Collaboration

108 M

$12 B

4 - 6 %

81 K

$28 B *

5 - 7%

493 K

$21 B

5 - 7 %

Growing Commercial is one of Cisco’s top 5 sales priorities for FY13

A key business accelerator for the Partner Plus program, Premium Enablement provides skills & resources to accelerate sales growth within the Commercial segment and improves transparency and confidence between Cisco and you - our partners.

Take advantage of these resources to maximize our revenue and profit opportunities with this segment.

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Investment

Preference SupportImprove

performance at every stage

of the sales cycle

Target and Sell:Greater benefits to partners who invest in selling to midsized customers, such as:customer intelligencemarketing campaigns

Partner Plus offers preference, support and investment …in return for commitment, engagement and business growth

Reward and Reinvest:Target-based financial rewards to help accelerate

and further grow your business.

Empower and Scale:Cisco’s full technical resources and capabilities to help scale and ramp up your sales function:pre-sales technical support Premium Enablement (Cisco Sales excellence Learning )

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Premium EnablementCisco Sales Excellence Partner Learning Modules

What is it?A flexible and scalable learning curriculum & set of learning resources that equip you with the right set of sales and teaming skills to capitalize on the opportunities within small & mid-size companies.The curriculum covers territory and account planning, sales management, competitive selling, consultative selling and financial selling .

Partner BenefitsAccelerate revenue and margin growth through rapid ramp-up of sales and sales management skills in your business.

PreferenceSupport

Investment

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Mastery of the Partner Led Sales Motion

Advanced Soft Selling Skills

Sales Acceleration

Key Sales ProficienciesEnabling & Accelerating Partner Led Sales Model

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Premium EnablementE-Learning Modules

• Territory and account planning

• Sales management

• Competitive selling

• Consultative selling

• Financial selling

Available in 10 languages

Partner Sales Excellence

• Architectural Selling • Sales Excellence Certification• Local Instructor-Led

Workshops & Webex Via Learning Partners Varies by Region

Next Releases

PreferenceSupport

Investment

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Premium EnablementTerritory & Account Planning

Planning as a process

Planning best practices

Portfolio Planning

Account Planning

Content

Drive and build revenue generating Territory Plans

Enhance Business Analytical skills and leverage the data to make confident business decisions

Enable the co-design and co-execution of these Plans

Prioritize growth opportunities to the key set that will make a difference

Outcomes

PreferenceSupport

Investment

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Premium EnablementAdvanced Selling

Solution & Value Added Selling

Technology Adoption Lifecycle

Addressing Verticals Opportunities & Trends

Addressing Business Pain Points

Steps for Success

Content

Share consultative selling techniques

Improve consultative selling skills

Enable Whole Offer positioning across Cisco’s 3 Architectures

Fact find and match solutions to business pain points

Share ways to articulate business outcomes in a Vertical language

Outcomes

PreferenceSupport

Investment

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Premium EnablementCompetitive Selling

Displace & Differentiate

Deliver value & increase value add

Deflect competition arguments

Switch the conversation to Cisco and Partner value add

Content

Discover, reveal & displace competitive vendors

Understand competitor’s weaknesses in GTM strategy, portfolio, programs & offerings through case studies

Master differentiation techniques

Improve competitive selling skills & techniques

Outcomes

PreferenceSupport

Investment

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Premium EnablementFinancial Selling

Business Relevance

Influencing Financial Decisions

Financial Concepts & Exercises

When to apply Financial Selling

Consumption Models - Update

Roadmap & Next Steps

Content

Learn Financial Selling techniques for today’s economic environment and improve Financial selling skills

Prepared for CFO \ Procurement team engagements

Learn to position business and financial benefits of Cisco solutions to prove the value of Cisco premium

Outcomes

PreferenceSupport

Investment

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Premium EnablementSales Management

Sales Management Best Practices

Driving Outcomes with the Cisco Integrated Selling Process (ISP)

Running Effective Sales Reviews on your own Territory

Content

Improve the execution and management of sales through Demand Generation activities

Build deeper Cisco relationship to further drive Funnel and Sales opportunities

Understand which Cisco programs can make a difference in accelerating deals and increasing their size at every stage of the ISP process

Outcomes

PreferenceSupport

Investment

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Premium EnablementMeans Accelerated Sales for Partners

$500k pipeline before joint territory & account planning… 3 months after the sessions had $12M Pipeline

Distributor recognized a $20M incremental goal… $3M of which was achieved 30 days after joint territory & account planning and $900K in new revenue in the first month of adding Tandberg Business Video to their inventory

Sample Returns

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Sell more Cisco!

Check out the e-Learning Modules on the Partner Education Connection at: www.cisco.com/go/pec/premiumenablement/

Premium EnablementAccelerate YOUR Competitive Edge!

Thank you.