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Sales Call Readiness: Win Against the Competition by Selling Cisco SMB Products. Welcome to the Cisco Connect and Grow webinar Series. Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice. Sept 12, 2012 11 a m p st

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Presentation Transcript
welcome to the cisco connect and grow webinar series
Welcome to the Cisco Connect and Grow webinar Series

Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice

  • Sept 12, 2012 11 am pst
  • Focus on: Sales Call Readiness
  • Get all you need to know – when a leading Cisco Solutions Engineer and Account Manager role- play scenarios on how to present a Cisco solution vs. a single product to your customers, as well as how to prepare product information for the sales call, anticipate objections and respond to those objections
  • Oct 10, 2012 11 am pst
  • Focus on: The Sales Call
  • Gain insights directly from a Cisco Solutions Engineer and Account Manager when they role- play a sales call with a prospective customer - and - demonstrate how to position yourself as a trusted solution provider in the conversation. You’ll learn the top 3 questions to ask the customer and how to position the sales call for follow up
  • Nov 14, 2012 11 am pst
  • Focus on: Presenting the Solution and Closing the Sale
  • In this final webinar of the series, you’ll learn how to present the Cisco solution to the customer in a live role-play scenario. Highlights include both common and unusual questions/objections from a cranky customer.


how to sell cisco smb products and win against the competition
How to Sell Cisco SMB Products and Win Against the Competition!

Marty Kertman was “transferred” onto the Cisco

Sales Team at Kerrek’s Technologies, and he is not excited!

His first quarter on the job has been challenging.

He was the Sales Leader on the General Networking team, and

is worried about having to focus on selling CISCO only.

Bill Dyrek is the Cisco Technology Sales Director at Kerrek’s

Technologies and is tasked with bringing Marty up to

Speed on CISCO! Marty sales are starting to grow as anticipated

sales call
Sales Call

Who: Maloney Marina, Pete Avino

When: November 14, 2012 2:00 pm

Where: Niagara Falls, NY



Decision Makers

technology needs
Technology Needs
    • Conference Center with Multiple Meeting Rooms
      • Business Center
      • Banquet Hall
  • Network Needs
    • (2) 48 ports switches
    • Wireless Access for Guest
    • Unified Communication
    • SMB WebEx TelePresence
catalyst 2k and sb positioning for smb
Catalyst 2K and SB Positioning for SMB


SB / Mid Market / Enterprise





  • Cisco 100, 200, 300, 500 Series
  • Purpose built for Small Business
  • Optimized for deployment in small and medium size networks
  • Lower CapEx
  • A fundamental building block of Cisco Small Business solutions
  • Catalyst 2960-S
  • Foundation for Borderless Access solutions
  • World-class switching portfolio for any size business
  • Reduced OpEx with Smart Operations & EnergyWise
  • Foundation for open, flexible and feature-rich communications solutions

Optimized OpEx / Scalability / Supportability


Catalyst and SB Portfolio Positioning

Optimized OpEx / Scalability / Supportability

cisco wireless one portfolio a spectrum of choices
Cisco Wireless One portfolio – a spectrum of choices

Aironet3500 & 3600 Series



1260 Series

Aironet600 Series

Price, Performance






Function, Flexibility, Scalability

cisco small business unified communications 540 560 models
Cisco Small Business Unified Communications 540 & 560 models
  • Cisco Small Business Unified Communications
    • Complete Communications and Messaging
    • Simplified Licensing Model – Buy what you need!
    • Connects to CRM, etc
    • Grows from 24 to 138 Users

Product SKU

Detailed Description

USD List Price

uc320 overview
Up to 24 users

Up to 12 PSTN, via SPA 8800

Up to 4 SIP accounts/trunks

Lifeline (FXS – FXO failover)

Local 911 even with SIP

2 USB, back up VM & Config

Small business Firewall/NAT

Support for SPA300 & SPA500 wired and wireless phones

Support for SPA8800 Gateway for additional FXO/FXS Ports

Support for Mediatrix ISDN Gateways

UC320 Overview
  • Wireless B/G/N Access Point
  • Wireless Voice LAN

Internal Voicemail, 12h capacity

4 FXO/Line ports

(universal config)

Up to 1 Gb WAN Ethernet; Remote access

Paging out

Integrated Auto-attendant

Music on Hold

1 FXS port for Phone/fax

4 Gb LAN ports

cisco uc320 software feature summary
Cisco UC320 Software Feature Summary
  • Business Call Control Features
    • Shared Line Call Appearance
    • Call Forwarding (All, Busy, NA)
    • Call Transfer - Attended and blind
    • Call Pickup - Selective and Group
    • Intercom and paging (5 groups)
    • Do Not Disturb
    • Three Party Conference Calling
    • Call Park and Retrieve
    • Extension status monitoring
    • Call Hunt Groups
    • Direct Inward Dialing
  • Corporate directory
  • Embedded configuration utility
  • Syslog for SBSC
  • Localization for ANZ, CAN, HK, UK & US
    • 2.1 add (Europe): AT, DE, E, FR, IE, IT, PT
  • 1 to 24 IP Telephones
  • Up to 4 SIP accounts
  • Up to 12 PSTN trunks (4 built-in)
    • - Up to two SPA8800 for FXS & FXO
  • Mediatrix 4400 for BRI Gateway
  • SIPv2 Call Control Configuration
    • Key System and PBX mode
    • Day/Night Ring mode
  • Automated Attendant (2x9 menu)
    • Pre-recorded Customizable
  • Internal Voice Mail
    • Pre-recorded Customizable
    • Voice to email notification with audio file
  • Music on Hold
    • - Internal or external
    • - Pre-recorded MOH file
cisco webex telepresence
Cisco WebEx TelePresence

WebEx TelePresence with a cloud based “HOSTED TELEPRESENCE SERVICE” Hosted and Operated by Cisco; Sold through Channel partners

Optimized for mid to low end of the market with “COMPELLING COST OF OWNERSHIP” and “BUSINESS CLASS EXPERIENCE”

Ideal for “VIDEO ENTRANTS” and small deployments looking to do more through “B2B, REMOTE WORKERS”use cases

cisco webex telepresence concept what is cisco webex telepresence
Cisco WebEx TelePresenceConceptWhat is Cisco WebEx TelePresence ?




(Hosted service)



  • Call control for basic calling
  • Firewall traversal for intercompany
  • Gateways (including PSTN calling)
  • Mgmt suites (including directory)
  • Multi-conferencing units

Multitenant Hosted Infrastructure

Customer site


The CISCO Quick Pricing Tool

  • Small and Commercial (Mid-Market) Partners
    • Easy to follow process with wizards
    • Answer questions without engineering assistance
    • See various sizing options to plan for growth
  • Perform quote at customer site
    • Use desktop application offline, synchronize online
  • Connect with Distributors
    • Ingram Micro creates a “store-front” in the tool
    • Complete quotes with desired Ingram Micro
    • See catalog of non-Cisco items from Ingram Micro
    • Improve overall Ingram Micro relationship
  • Save time
    • Complete quote in minutes versus days

Quick Pricing Tool Modules

Partner site:

virtual ready for anything wireless promotion
“Virtual - Ready for Anything” Wireless Promotion
  • Objective: Grow your Cisco Wireless business by leveraging these offers to compete against other vendors to close deals
    • Target:SMB and Mid-market customers
  • Promotion Duration: November 15th – April 27th
  • Offer 1: NEW: Access Points
    • Additional 5 pts Accelerator on NEW 2600 series provides a more feature-rich option for mid-market customers with more sophisticated wireless networking needs
  • Offer 2: NEW: Virtual Wireless LAN Controller (vWLC)
    • Additional 5 Pts Accelerator on NEW Virtual Wireless Controller - cost efficient alternative to investment in hardware controller. Helps to graduate customers from autonomous networks
    • Designed to compete directly with hosted services of Meraki and Aerohive who have exploited the fact that often Cisco has not been priced competitively due to the cost of our controllers
  • Offer 3: NEW: Lower Pricing on the 2500-Series Controllers
q2 fy13 small business promotion
Q2FY13 Small Business Promotion
  • Objective: Drive mindshare and sales on Cisco Small Business products with partners who have certifications of Select and above. Provide Select certifications and above a more favorable discount structure on Small Business products.
    • Target Partner:SMB Select certified and above
  • Promotion Duration: October 29th, 2012 July 27th, 2013
  • Offer 1: Upfront Discounts
    • Up to an additional 5 points off on ALL Small business products for Select certification partners and above only.
cisco capital and ingram micro
Cisco Capital and Ingram Micro

The Ingram Micro program, in partnership with Cisco Capital, allows Ingram resellers the ability to offer end-customer an array of financial benefits:

  • Dedicated relationship manager
  • Quick turnaround on approvals, usually within 4-24 hrs.
  • Assistance in managing entire process
  • Funding within 24 - 48 hrs of delivered solution
  • Financial sales training to enable you to build leasing into your sales process
  • WE represent Cisco Capital – quote deal; submit for credit; request docs; PO to reseller; deal funded
contact info
Contact info
  • Cisco Capital – 36 month $1 out 3% interest on Cisco Hardware, 3 Year Smartnet and up to 30% labor (valid until 7/31/13-restrictions apply)
  • Ingram Leasing Contact Info: 877-877-0035

David Bishop, ext. 65284

Tony Sindoni, ext. 64031