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Fast Start to Real Smart
Smart Services BDM
In this Guide
� 3 week guide to Selling Smart Care Now � Slides 3-5
� 12 week guide to Complete Smart Care Development � Slides 6-15
Sell Smart Care NOW: Week 1 ENGINEERING
q Assign Engineer to take exams/register
q Training links, and COLT exam: https://supportforums.cisco.com/community/netpro/solutions/smart_services/smartcare/training_library
q To register to sell Smart Care please go to: https://supportforums.cisco.com/community/netpro/solutions/smart_services/smartcare on the right hand side under "Useful Links" you can register
OPERATIONS
q Watch the Smart Care jump start video: http://www.cisco.com/web/partners/services/training/accelerate/downloads/growing-your-business-with-cisco-smart-care/index.html
q Portal Admin Training. Portal “How To” https://supportforums.cisco.com/docs/DOC-34033
SALES q Train Sales on Value Message: http://www.cisco.com/E-Learning/gfo_npi_training/cdc_bulk/Smart_Care/1.11_Sales_Demo/Sales_Demo_SKU_Based.htm q Learn what is currently covered under Smart Care http://www.cisco.com/web/partners/services/programs/smartcare/downloads/smartcaresupporteddevicelist.pdf
Sell Smart Care NOW: Week 2 OPERATIONS
q Quote from Disti. Send disti: q Customer information q SN/PIDs & Qty each q Service level on ea device
(premium, basic, ESW etc) q Quoting and ordering guide
http://www.cisco.com/web/partners/services/programs/smartcare/downloads/smart_care_1_11_disti_and_resellers_ordering_guide.pdf
q Develop MSA
SALES q Sell! Smart Care pitch to
customers
ENGINEERING
q Take detailed technical training q Introduction VOD
https://supportforums.cisco.com/docs/DOC-33959
q New User Training – Training Lab https://supportforums.cisco.com/community/netpro/solutions/smart_services/smartcare/training_library
Sell Smart Care NOW: Week 3 ENGINEERING
q Customer kick off
q Schedule SSB to assist on first launch: [email protected]
OPERATIONS
q Add customers into portal
q Add internal users into the portal
q Create SC process flow
q Assign portal admin & processes
SALES q keep selling!
ON GOING q Engineering & Sales Process Flow q Assign Rebate responsibilities q Cadence with BDM
Week 1: Analyze and Decide q Smart Care, Smart Net Total Care or both?
q Read Reasons to adopt Smart Care http://www.cisco.com/web/partners/services/programs/smartcare/index.html
q Read Smart Care Jump Start Guides https://supportforums.cisco.com/community/netpro/solutions/smart_services/smartcare/marketing-sales
� Smart Care? Slides 2 – 10
� Smart Net Total Care? Slides 11 - 15
Week 2: Assign Ownership � Name Executive Sponsor that will own all Smart Services
_________________ � Coordinate Cisco/Internal meetings � Strategic Decisions about Smart Adoption � Coordinate and decide internal process flow for Smart Services and drive
development
� Assign Technical Lead ____________ � Engineer that will be responsible for your company’s technical expertise
on Smart Services. � Take or assign training/certifications � Coordinate and manage the process flow for technical customer support
� Assign Sales Lead _______________ � Responsible for your company’s sales expertise in Smart, determining sales
lifecycle, and driving Smart Service bookings � Responsible for creating a GTM strategy, pricing, branding � Coordinate Marketing documents and events
Week 3: Register and Start Development Tracks
Intro discussion Register
Technical docs
Jump Start Guides
Engineering Trained
Engineering Hands on
Engineering Call Flow Defined
Sales Lifecycle Defined
Quoting training
Quoting exercise
Metrics/ Portal Admin Defined
Portal Admin Hands on Pricing Branding
Marketing Docs Created
Sales Trained
GTM Strategy
dave TOM
Engineering Track Operations Track Sales Track
E-learnings and COLT exam: https://supportforums.cisco.com/community/netpro/solutions/smart_services/smartcare/training_library Register: https://supportforums.cisco.com/community/netpro/solutions/smart_services/smartcare Order Internal NFR Smart Care contract
Week 4 & 5: Details q Engineering Initial Training Done
q Schedule Training Lab time q Schedule Live training if needed q Internal Portal set up
q Document post sales Engineering flow/ customer engagement
q Portal Admin Training completed q Add customers & sites q Quote Smart Care q Tracking Rebates q Pricing and packaging defined q Create customer facing collateral q Create internal selling collateral
q Determine Sales Compensation
q Document Sales Lifecycle
q Create your MSA
Week 6: Strategize
q Develop Go to Market Plan q Clear and unique value message
q Develop Account Strategy q Top renewals q New Business q Existing MS customers
q Engineering live tests in internal environment q Run D & I q Run & schedule Assessments q Add internal users
q Define Quoting process with Disti
q Establish point of contact & escalation procedures on both sides
Week 7: Launch q Train Sales on unique value message
q Develop Sales Campaign if needed
Week 8: First Opportunity q Walk through first quote
Week 9: First Order Booked! q Schedule customer kick off
Week 10: First Customer Deployment
q Customer kick off
q Schedule SSB to assist on first launch
q First Win – internal document
Week 11: Adjustments
q Evaluate process q Adjust Sales process, Admin process or Engineering post
sales process as needed q Adjust roles/responsibilities as needed q Adjust disti/ quoting process as needed
Week 12: Cadence
q Develop a sales forecasting cadence with your BDM
q Develop cadence with Disti for help/assistance
q Check your profile for rebates is set up in the Parnter Self Service Tool:http://apps.cisco.com/WWChannels/GETLOG/login.do
q Develop engineering cadence
Important Resources � Technical Help & Q/A: Smart Services Bureau
� Open a case online: http://www.cisco.com/cisco/psn/web/workspace
� Strategic Direction: Smart Services BDM � Andrés Carcache [email protected]
+506 8840 7106
Technical, Sales, Marketing and Operations Documents � http://www.cisco.com/web/partners/services/programs/
smartcare/index.html
Fin!
