© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1Cisco Confidential 1© 2011 Cisco and/or its affiliates. All rights reserved.

Strategic Upselling with CiscoBrian Avery, Cisco Partner Development Manager

To join the audio portion, enter a call-back number in the Audio Conference dialog box.

Cisco Quick Hit Briefing

Alternatively, you can call into the meeting by dialing:

1. Toll-Free: (866) 432-9903

2. Enter Meeting ID: 206 301 695

3. Press “1” to join the conference.

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

Brian Averybravery@cisco.comPartner Development ManagerPriors:

President and CEO (6 yrs)Cisco Premier Partner

Director of Sales (2 yrs)Cisco Silver Partner

Financial Analyst (7 yrs)Sprint Corporation

Agenda Introduction Quick Hit Overview Evolution of Technology, The

Power of Cisco: Design Strategic Upselling Tips

Switching Routing Wireless Security Collaboration Datacenter Resources

Don’t Lose Alone: Who Is My Cisco Rep?

Resources, Wrap-Up, Q&A

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3

What Is a Quick Hit Briefing?• A weekly partner briefing series

designed for Cisco Commercial Territory partners

• Concise, relevant updates on:Cisco products and solutionsPartner programs and promotionsPartner Enablement – Demand Generation, Selling Skills, Closing Tools, etc.

• Next Quick Hit Briefing: “Business Edition 6000 Deep Dive”Thursday April 11th, 9:30 EThttps://ciscosales.webex.com/ciscosales/j.php?ED=205804467&RG=1&UID=0&RT=MiMxMQ%3D%3D

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4Cisco Confidential© 2011 Cisco and/or its affiliates. All rights reserved. 4

Would You Like Fries With That?

Strategic Upselling with CiscoBrian Avery – Partner Development Manager

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5

Strategic Upselling Happens Every DayCustomer walks into McDonald’s for lunch, asks for a Quarter Pounder with Cheese

Associate says “Would you like fries and a drink with that?”

“We also have a special! Two Apple Pies for $1”

Associate converts a $2 sale into an $8 sale!

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6

Evolution of Technology

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7

It All Started With…

And people were happy and life was good.

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8

But then came along…

And people liked it and wanted more. So…

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9

And now… Today’s Network

• Phone

• Phone + Computer

• Phone + Computers

• Phone + Computers + Switch

• Phone + Computers + Switch + Server

• Phone + Computers + Switch + Server + Router

• Phone + Computers + Switch + Server + Router + Firewall

• Phone + Computers + Switch + Server + Router + Firewall + Wireless

• Phone + Computers + Switch + Server + Router + Firewall + Wireless + VPN

• Phone + Computers + Switch + Server + Router + Firewall + Wireless + iPads + ?

199519961996199719981999200020012002200520062010

# of different technology products

Year

s

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10

Typical Multiple Vendor Network

Switching Routing Security Wireless Voice

CiscoHPDell3ComDlinkNetGearLinksys

Cisco3ComJuniperHuwaiAdtran

CiscoWatchguardSonicwallAxisCheckpointNetGearDlinkLinksys

Cisco3ComNetGearDlinkAruba

CiscoNortelAvayaMitelSiemensShoretelSamsungPanasonicToshibaIntertelComdialNECAlcatel

Average of 5 to 7 technology products in a typical business network!

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11

Results in The Frankenstein Effect!

=

Reliability challenges Inconsistent warranties Higher maintenance costs No single point of support Basic level of integration

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12Cisco Confidential© 2011 Cisco and/or its affiliates. All rights reserved. 12

The Powerof Design

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13

The Power of Design

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14

The Power of Design

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15

The Power of Cisco: DesignCore and Datacenter

Wirelessand

Mobility

Security

Unified Communications

Collaboration and Video

Cisco is the only vendor to offer a highly integrated, consistent, scalable solution

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16Cisco Confidential© 2011 Cisco and/or its affiliates. All rights reserved. 16

StrategicUpselling

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17

Switching - Upselling Opportunity“Can you get me a quote for some new network switches?”

Rec

omm

enda

tions

Que

stio

ns

Are you interested in gigabit switching?

Are you planning any phone system upgrades?

Do you have a need for wireless in your facility?

Are you subject to PCI compliance?

Are you concerned about uptime, scalability?

Power over Ethernet switching Addition of wireless controller

and APs Unified Communications

Upgrade Gigabit Ethernet, Stackability,

Redundant Power options, chassis based switch vs. rack mount

TrustSec – local network security

Why

C

isco

Catalyst is #1 switch line (72% share) Most comprehensive switch line Lifetime warranties with advance

hardware replacement Full support for IPV6, Energywise

Mor

e

www.cisco.com/go/catalyst Switching Resources for Partners Partner Helpline www.cisco.com/go/ph/ Competitive Information

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18

Routing - Upselling Opportunity“Can you get me a quote for some new routers?”

Rec

omm

enda

tions

Que

stio

ns

Are you concerned about WAN performance?

Are you planning to replace your phone system in the next 18 months?

Are you planning to deploy video in the future?

Are you concerned about network security?

Are you concerned about uptime, scalability?

ISR G2 Router Upgrade Upsell to Security Bundles Upsell to Voice (SRST) Bundles Gigabit Ethernet switch modules Content Security Engine

modules for content security Medianet to optimize bandwidth

and video performance Service Ready Engine (SRE)

modules support virtual servers in routers

Why

C

isco

Cisco makes #1 router (55% share) Most advanced and broadest line Multi-service platforms support

routing, security, voice and video New SRE modules for virtualization

Mor

e

www.cisco.com/go/routing/ Routing Resources for Partners Partner Helpline www.cisco.com/go/ph/ Competitive Information

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19

Wireless - Upselling Opportunity“I need to get a new access point.”

Rec

omm

enda

tions

Que

stio

ns

Do you currently run wireless and is it 802.11n?

Are your employees asking for access from mobile devices (iPads, etc)

Would you like to offer guest access?

How do you manage your wireless network today?

Are you familiar with the security risks over wireless?

Addition of wireless controller with APs

CleanAir for high interference Cisco Anyconnect for wireless

security Network Control System (NCS)

for unified management (wired, wireless, security)

802.11n access points! Power over Ethernet switching BYOD Smart Solution

Why

C

isco

Aironet is #1 wireless (51% share) Clean Air, Videostream, Clientlink,

Mesh, Controller Unified Management wireless,

security with NCS

Mor

e

www.cisco.com/go/byod/ Wireless Partner Resources Partner Helpline www.cisco.com/go/ph/ Competitive Information

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20

Security - Upselling Opportunity“I need to replace my firewall.”

Rec

omm

enda

tions

Que

stio

ns

Do you have mobile or remote users?

Do you currently have a wide area network?

Are you concerned about content security and web threats?

Do you want to limit access to web content and social media?

Do you have a wireless network?

ASAs provide solid security foundation

AnyConnect clientless VPN for remote and mobile users!

VPN to enable secure site to site Scansafe – cloud based content

security and threat protection Web Security Appliance – Anti-

spam, anti-virus, web and social media controls

ISE – Identity Services Engine

Why

C

isco

Most comprehensive security solution Manage all security via one interface AnyConnect + Scansafe for mobility Best in class Web+Content Security #1 in Security (31% share)

Mor

e

No naked ASAs – Upselling Guide www.cisco.com/go/security/ Security Resources for Partners Partner Helpline www.cisco.com/go/ph/

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21

Collaboration - Upselling Opportunity“I’m looking to get a new phone system.”

Que

stio

ns

Do you have employees who work part-time or full-time away from the office?

Are you interested in presence and instant messaging communication to stay in touch?

Are missed calls and voicemail tag a challenge?

Do you have groups of employees who answer calls?

Do you have multiple offices?

Cisco Unified Communications Single Number Reach,

Integrated Messaging Multisite connectivity Virtual Contact Center Redundancy, virtualization

Cisco Jabber for smartphone, desktop integration, presence and IM

WebEx and Telepresence for collaboration and video

Why

C

isco

Cisco makes the #1 phone system with 37% market share - 95% of the Fortune 500 use Cisco phones

The ONLY single vendor solution 50,000,000 phones sold to date!

Mor

e

Business Edition 6000 www.cisco.com/go/voice/ Collaboration Resources for Partners Competitive Information

Rec

omm

enda

tions

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22

Datacenter - Upselling Opportunity“Can you quote me a new server?”

Que

stio

ns

How many servers do you have or plan to deploy in the future?

Are you using or considering storage networking?

Have you thought about server virtualization?

Did you know that Cisco makes servers and is the #2 server vendor in the world?

Are you concerned about business resiliency?

Cisco Unified Computing Innovative x86 rack and blade

servers with accelerated memory and storage networking ASICs

Reduced cost of network connectivity, power, and cooling

Designed for redundancy, virtualization with EMC, NetApp, vmWare and Citrix

70 world record benchmarks, 50% of the Fortune 500

Why

C

isco

Cisco makes the #2 blade server platform in the world – in just 3 years!

Cisco is the leader in datacenter networking and UCS integrates x86 processing into this architecture

Mor

e

Cisco Unified Computing UCS Acceleration Partner Playbook UCS Resources for Partners Competitive Information

Rec

omm

enda

tions

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23

0%

20%

40%

60%

80%

100%Digital Video: IPTV

65%Cisco/SA

0%

20%

40%

60%

80%

100%Switching: Modular/Fixed

Cisco/SA72%

0%

20%

40%

60%

80%

100%

0%

20%

40%

60%

80%

100%Security

Cisco

Security

31%

0%

20%

40%

60%

80%

100%Voice

Cisco38%

0%

20%

40%

60%

80%

100%Wireless: LAN

Cisco 51%

0%

20%

40%

60%

80%

100%Storage: Area Networks

Cisco 43%

0%

20%

40%

60%

80%

100%Routing: Edge/Core/Access

Cisco 55%

100%

0%

20%

40%

60%

80%

Networked Home

Linksys 24%

0%

20%

40%

60%

80%

100%Web Conferencing

Cisco/WebEx

39%

Market Share Leadership

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24

Don’t Lose Alone: Who is My Cisco Rep?

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25

Cisco Commercial Sales Team Coverage

Enterpris

eSelect

Mid-Market250 – 1500 employees

Geo1 – 250 employees

Mid-Market250 – 1500 employees

Named Accounts

Joint EngagementCisco-Partner

Geo1 – 250 employees

Named and non-named accounts

Partner-LedTeaming with Cisco

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26

Who Is My Cisco Rep? If the tool returns, no result, it is non-named!

http://tinyurl.com/whoismyciscorep

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27

Register your Deals!• Primary e-Commerce tool for Cisco/Partner interaction

Register deals, whether or not you order directly from CiscoQuote, configure, and order products, software, and related serviceNot-for-Resale (NFR) special pricing requestshttp://www.cisco.com/go/commerceworkspace/Training: http://www.cisco.com/go/commerceworkspace-training

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28

OIP At - A - GlanceGoal – Provide incentives for partners that actively identify, develop, and close new business through deal registration

Program Requirements All Cisco Certified Partners

All technologies and markets

Partner Driven, Incremental Opportunities

Qualification necessary pre RFx

Qualification requires customer meeting

Approval requires BOM upload

Minimum Deal: $10,000 List product (Min 1st order $5k list)

Program Benefits Rewards partners for

bringing net new business to Cisco

Provides partner differential on approved opportunities

Streamlined OIPs for Commercial and Public Sector sub 50K list

Awarded very early on in an opportunity & valid for 6 months from qualification & eligible for renewal

Program Details Fixed Discount off List Price

on eligible products -UCS up to 65%

-Desktop Virtualization up to 62%

-Legacy Tandberg up to 58%

-Catalyst Switching up to 52%

-HW up to 50% -SMB up to 45% -SMARTnet up to 25%

Registration Valid for 6 months from qualification and eligible for renewal

One registration per opportunity

OIP may include TMP/trade-in

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29

Leverage Incentives and Promotions!Examples:

• UCS New Account Breakaway

• Mid-Market Collaboration Promotion

• BYOD Smart Solution

• Try and Buy Program for Email and Web Security

• Cisco UC 9 & 3 Upgrade Offer

• For more: http://www.cisco.com/go/promotions

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30

Resources, Wrap-Up, Q&A

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31

Partner Centralhttp://www.cisco.com/web/partners/index.html

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32

BYOD Resources• Cisco BYOD Smart Solution

The Cisco BYOD Smart Solution delivers a superior solution to the bring-your-own-device (BYOD) trend: unified policy for highly secure access, an uncompromised user experience, and simplified operations for IT. Flexible configuration options, integrated and validated by Cisco, help you to meet the needs of your customers reliably and profitably.

• Cisco BYOD Smart Solution (general resources for the BYOD Smart Solution)

• Cisco BYOD Smart Solution for Enterprise Customers (resources specific to the enterprise solution)

• Cisco BYOD Smart Solution for Midsize Customers (resources specific to the midsize solution)

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33

Collaboration Resources• Smart Business Architecture for Midsize Organizations

• Helps you increase sales and profitability, and service customers with networks of 100 to 1,000 users. Use it to solve any problems with:

Accelerating the process of designing, quoting, and ordering solutionsSimplifying network deployments and freeing up senior level engineersSelling complete solutions by positioning architectures rather than point productsClearly articulating a complete solution of products, services, and your professional services

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34

VXI Resources• Cisco Desktop Virtualization Infrastructure (VXI) Smart Solution

Combining Cisco data center, network, and collaboration technologies with services and an industry-leading partner ecosystem, the Cisco VXI Smart Solution increases the business efficiency, productivity, and agility of your customers

• Cisco VXI Smart Solution (general resources for the VXI Smart Solution)

• Cisco VXI Smart Solution with Citrix (resources specific to the Citrix solution)

• Cisco VXI Smart Solution with VMware (resources specific to the VMware solution)

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35

Borderless Networks ResourcesNew Marketing Materials for Upsell, Migrate and Cross-Sell Opportunities

• Is Your Network Ready for Unified Access?

• Is Your Network Ready for Next Generation Services in the Campus and Data Center?

• Is Your Data Center Secure?

• http://www.cisco.com/web/partners/sell/technology/borderless/bn_mktg_plays.html#~Plays

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36

The “SELL”• Easy-to-use online

resource designed for your account managers and sales engineers.

• Created to assist you with becoming more productive, knowledgeable and competent in selling Cisco solutions

www.cisco.com/go/thesell

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37

Cisco Central• New desktop app for partners

• Simplify Cisco’s value proposition and allow sales reps to access prospecting information

• Download it today

• http://d2gljnx36ylb6z.cloudfront.net/CiscoCentralSetUp-v1.EXE

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38

Collaboration Expert Selling Tool• Cisco Collaboration Expert is a mobile

sales tool for Cisco partner AMs.

• Cisco Collaboration Expert contains video demonstrations of Cisco's Collaboration portfolio including solutions including:

Cisco Business EditionCisco JabberCisco WebExCisco Telepresence and many more.

• IOS - https://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?mt=8

• Android - https://play.google.com/store/apps/details?id=com.cisco.midmarket&hl=en

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39

dCloud: The Cisco Demo Cloud

• dCloud is a virtual demonstration service that allows you to conduct, customize, and share demonstrations anywhere, at anytime.

• Demo a wide variety of scripted Cisco solutions and products with optional endpoint equipment at tradeshows, on customer sites, in Cisco offices, or virtually.

• Demonstrations offer administrative access for complete customization of the demonstration scenarios and environment.

• www.cisco.com/go/demo/

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40

Competitive Information• http://www.cisco.com/web/partners/sell/competitive/index.html

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41

Cisco Partner Marketing Central• Self-service e-

Commerce marketing engine for partners

• Campaigns

• Events

• Customized Marketing Activities

• Marketing wallet

http://www.ciscopartnermarketing.com

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 42

Distribution Teams• Cisco Authorized Distributors

D&H, www.dandh.com

(800) 877-1200 Opt 4,x6630

Ingram Micro, www.ingrammicro.com(800) 445-5066 x24041

Scansource, www.scansource.com

(800) 944-2432

Tech Data, www.techdata.com

(800) 237-8931 x77776

Comstor www.comstor.com

(877) 937-8737 x51131Avnet, KBZ, Visitec, TelcoBuy

• For more information, visit the Cisco Distributor Locator

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 43

Let’s go sell something.