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Cisco Partner Plus: Premium Enablement Accelerate Your Competitive Edge. $61 Billion Opportunity Growing at 5-7% Small and Mid Sized Companies. SMALL 1-249 Employees. MID SIZED 250 – 999 Employees. LARGE 1000+ Employees. Growing Commercial is one of Cisco’s top 5 sales priorities for FY13

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cisco partner plus premium enablement accelerate your competitive edge

Cisco Partner Plus: Premium EnablementAccelerateYourCompetitiveEdge

61 billion opportunity growing at 5 7 small and mid sized companies
$61 Billion Opportunity Growing at 5-7%Small and Mid Sized Companies

SMALL1-249 Employees

MID SIZED250 – 999 Employees

LARGE

1000+ Employees

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.

Number of Companies

108 M

493 K

81 K

$12 B

$21 B

$28 B *

2015 Opportunity

4 - 6 %

5 - 7 %

5 - 7%

CAGR 2010-2015

Collaboration

Switching/Routing

Security

UCS

Collaboration

Switching/Routing

UCS

Switching/Routing

Collaboration

Top 3 Technologies

Sources: IDC, D&B, Cisco internal analysis

slide3
Partner Plus offers preference, supportand investment…in return for commitment,engagementand businessgrowth

Empower and Scale

Reward and Reinvest

Target and Sell

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 )

Target and Sell:

Greater benefits to partners who invest in selling to midsized customers, such as:

customerintelligence

marketing campaigns

Support

Improve performance at every stage of the sales cycle

Investment

Preference

Reward and Reinvest:

Target-based financial rewards to help accelerate and further grow your business.

premium enablement c isco sales excellence partner learning m odules
Premium EnablementCisco Sales Excellence Partner Learning Modules

Preference

Support

Investment

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 .

Empower and Scale

Partner Benefits

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

key sales proficiencies enabling accelerating partner led sales model
Key Sales ProficienciesEnabling & Accelerating Partner Led Sales Model
  • Mastery of the Partner Led Sales Motion
  • Advanced Soft Selling Skills
  • Sales Acceleration
premium enablement e learning modules
Premium EnablementE-Learning Modules

Preference

Support

Investment

Partner Sales Excellence

Next Releases

Empower and Scale

  • Territory and account planning
  • Sales management
  • Competitive selling
  • Consultative selling
  • Financial selling

Available in 10 languages

Architectural Selling

Sales Excellence Certification

Local Instructor-Led Workshops & Webex

Via Learning Partners

Varies by Region

premium enablement territory account planning
Premium EnablementTerritory & Account Planning

Preference

Support

Investment

Content

Outcomes

Empower and Scale

  • 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
  • Planning as a process
  • Planning best practices
  • Portfolio Planning
  • Account Planning
premium enablement advanced selling
Premium EnablementAdvanced Selling

Preference

Support

Investment

Content

Outcomes

Empower and Scale

  • Solution & Value Added Selling
  • Technology Adoption Lifecycle
  • Addressing Verticals Opportunities & Trends
  • Addressing Business Pain Points
  • Steps for Success
  • 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
premium enablement competitive selling
Premium EnablementCompetitive Selling

Preference

Support

Investment

Content

Outcomes

Empower and Scale

  • Displace & Differentiate
  • Deliver value & increase value add
  • Deflect competition arguments
  • Switch the conversation to Cisco and Partner value add
  • 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
premium enablement financial selling
Premium EnablementFinancial Selling

Preference

Support

Investment

Content

Outcomes

Empower and Scale

  • Business Relevance
  • Influencing Financial Decisions
  • Financial Concepts & Exercises
  • When to apply Financial Selling
  • Consumption Models - Update
  • Roadmap & Next Steps
  • 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
premium enablement sales management
Premium EnablementSales Management

Preference

Support

Investment

Content

Outcomes

Empower and Scale

  • Sales Management Best Practices
  • Driving Outcomes with the Cisco Integrated Selling Process (ISP)
  • Running Effective Sales Reviews on your own Territory
  • 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
slide12

Premium EnablementMeans Accelerated Sales for Partners

Sample Returns

  • $500kpipeline 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
premium enablement accelerate your competitive edge
Premium EnablementAccelerateYOURCompetitiveEdge!
  • Sell more Cisco!
  • Check out the e-Learning Modules on the Partner Education Connection at: www.cisco.com/go/pec/premiumenablement/