© 2008 cisco systems, inc. all rights reserved.cisco confidential 1 didier chesneau sales business...
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© 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1
Didier Chesneau
Sales Business Development Manager - EAST
Public Sector & Technology Solutions Segment
Cisco SLED Team and SLED Offers Overview
Q3 FY 2010
“One Channel, One Public Sector, One Cisco”
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2
Agenda
Introduction to new Cisco State & Local Government and Education (SLED) team
Opportunities in Government & Education
Cisco value proposition to customers in Government and Education
Cisco's value to resellers in Government and Education
Success Stories
Education and Government Offers/Programs for 2010
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 4
Capacity Development Requirements Capacity Development Requirements
Economic Stimulus
Domain Expertise
Funding impulse for PS GTM
Incremental Revenue
Tier 3/4
Geographic Coverage
Geography Coverage
GTM Plan
Partner Gaps (locations)
Vertical Solutions
Safety & Security
CRE
Healthcare
Etc.
Partner Development/Recruitment
Top SLED Partners (Existing)
Enablement: Selling in SLED
Recruitment: Selling in SLED
Contracts Identify Relevant RTMs– State/Regional
– Country Wide
Partner/Technology Mix (i.e. ensure AT’s have RTM)
Alternate Funding
E-Rate
Grants
Bonds
Cisco Capital
Lead Efforts in…
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5
Tier 3/4: A Definition (sort of)
Cisco Accounts: 24,000 Named Tier 3/4 *
*Excluding markets: ND, SD, Montana, & Alaska
Represents approximately 50% of SLEDRepresents approximately 50% of SLED
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6
Win Profile in Tier 3/4
Tier 3 Customer business needs:
–802.11n coverage for 28 schools
–Local partner trusted advisor
–Flexible budget to seed weight loss application
–Jamie Oliver “Food Revolution USA” - ABC
(VAR) Partner drivers
–Profitability
–Ease of sale
–Customer price sensitivity
Impact
–Growth: ~$600,000 sale
–Profitability: Borderless Offer For Education Discounts
–Competition: Beachhead in HP/3COM account
–Improving kids’ lives through better food choices
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7
Cisco SLED Team Alignment
SLED Field
Channels Field
SLED
Cha
nnel
s Te
am
Alignment and Consistent Focus on SLED Priorities
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8
Public Sector Program Management OfficeVision: A loyal and profitable PS partner eco-system that acts as a transformational force for government.
Penny JohnsonHoralek/Semler
Schlereth
Suzanne JenningsJauch/Cooper
Betts
Didier ChesneauDoyle/Morelli
Rosa
Rusty SmithVinceAdair
TBD
Sales Business Development Managers
TBDEducation
Peter HirschHealthcare
Bob StanberrySafety & Security
John SchlabachCRE
Solutions Business Development Managers
??
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9
Engagement
CAM/VCAM lead
SLED Team as subject matter experts
Business development in…–Economic Stimulus
–Alternate Funding
–Contracts
–Tier ¾
–Partner Development & Recruitment
–Vertical Solutions
© 2008 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10
Opportunities in Government and Education and Value Propositions
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11
Opportunities in Government and Education
Broadband (Telehealth, distance learning, Public safety
Online services for Constituents – dashboards
Community College Renovations
Classroom modernization (DMS, paging, power management
Security and Alert systems
IP Surveillance and Physical security
Upgrades in Emergency response communications
State wide Education Data Systems
Expanded requirements for data warehouseng/analytics
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12
Addressing Customer Problems
Broadband Online services for Constituents Community College renovations (Power mgmt.) Classroom modernization Security and Alert systems Connection of Parents through Technology
Increased distance learning efforts evolving College experience
IP Surveillance and Physical Security solutions
Upgrades to Emergency response Communications
Community College renovations (DMS)
Statewide Education Data Systems
Expanded requirements for data warehousing/analytics (ARRA compliance)
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13
ATP
Advanced UC
UC Express
Premier
Registered
Status Data Center
Reseller Opportunity
CollaborationBorderless
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15
Borderless Network Case Study
Industry Leadership WorldwideIndustry Experience
This customer operates the primary interstate law-enforcement network in the United States.
The information in messages that travel over their system is instrumental in saving the lives of citizens as well as first responders. They carry over 90 million messages each month to over 30,000 agencies and 500,000 devices at the local, state, and federal levels in the U.S. and Canada.
Because the security, reliability, and flexibility of the network directly affect public safety, they chose a reliable foundation infrastructure from Cisco.
“Our system is defined by the fact that it’s always there. It’s mission-critical, it’s life or
death, and we need equipment we can rely on. That’s why we
chose Cisco.”
- Director of Operations
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 16
Collaboration Case Study
Cisco IP Communications, VPN, and Security solutions
New Catalyst 6500 switches with firewall services module
Intelligent access routers with SRST
Call Manager, IP Phones, and Unified Messaging
Results
Replacing Centrex system with Cisco IP Communications will save the city $100,000/year
Reduced time of network management and adds, moves, and changes
Citizens’ needs are met more quickly
Better protect sensitive data and communications
Upgrade over-loaded foundation network and simplify network management
Improve communication between offices/agencies
SolutionsGoals
“No vendor other than Cisco was able to provide the complete solution from one manufacturer. All the other vendor solutions included partners. We tried multiple vendors in the past and there was a lot of finger pointing and it did not work for us. The all-Cisco solution provides us with what we need today and allows us to be able to add what we need in the future, without breaking the bank.”
-Director Of Technology
City government
client
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 17
Data Center Case Study
Network and strategy support ‘No Child Left Behind’ legislation
Improved security for data and records
Future
Opportunity
Network architecture is foundation for future growth
Digital video enables enhanced curriculum, improves collaboration
IP telephony improves communications, reduces teacher overhead
Regulatory
Compliance
Enhanced
Education
“Our mission is to provide a world-class education for all of our students, to educate them to their full potential, and to challenge them in ways they’ve never been challenged before.”
Public school system in
metropolitan Washington
Routing and Switching
WLAN
Security
IP voice
Ad
van
ced
Tec
hn
olo
gie
s
IP Video
Content Management
31 Campus/Branches
Data CenterWAN
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 18
Education
Orchestrator Case Studies
Government
$ 3 millionannual savings
50,000 PCs centrally managed
across 2,239 retail bank branches in 15 states plus dozens of corporate office locations
- 65% CO2annual reduction
Financial Sector
$ 800,000annual savings
30,000 PCs across 19 campuses with
centralized server & reporting with distributed PC power policy administration
- 7,800 tons CO2annual reduction
$ 480,000annual savings
60,000 PCs across 47 geographically
dispersed state agencies with independent power policy administration
- 4,000 tons CO2annual reduction
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19
Challenges Facing Schools in Today’s Global, Dynamic Economy
Increase efficiencies and contain costs
Improve school safety and security
Facilitate next generation learning to prepare the future workforce
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20
AnyoneAnywhere
Any Device
Any Resource
BORDERLESS NETWORKSA Next Generation Architecture for the Agile Delivery of
Services and Applications
The Transformation: The World Is Our New Campus/Workspace
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 21
Schools Are Using Cisco’s Service Ready ArchiteBorderless nesaacture [SRA] and Solutions to…
Benefits:
Enable next generation learning
Enhance safety and security
Increase administrative, operational, and energy efficiency
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22
What could we be doing better? Gaps?
Versus industry peers
Versus competition
What more do we need to grow the reseller?
What more do we need to grow Tiers 3 & 4
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 24
SLED Offer Update
Technology–Borderless – Borderless offer for Education
–Collaboration –
•Singlewire (ex-Berbee) Informacast SPIF
–All expense-paid vacation for VCAM, CAM or partner
Business–GE Capital
–Grants Office
Other – –Portal - www.cisco.com/go/econstim
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25
Borderless - Smart $aving for your Education Customers in 3 easy Steps
Step 1: Position Cisco’s 802.11n and switch technology
Step 2: Make your customers aware of the 10% - 15% discounts they get through buying bundles:
Step 3: Make your customers aware of the additional 5% - 10% offyou could get them by leveraging the Limited offer for Education
http://www.cisco.com/web/partners/sell/promotions/index.htmlhttp://www.cisco.com/web/partners/sell/promotions/index.html
Collaboration - Informacast
Overview:• InformaCast software ordered for a SLED or FED
customer between March 1st and July 31st, 2010• Partners will be measured on InformaCast sales
to FED and SLED customers• Partner registration and deal reporting is required• Partners can register to play at –
www.singlewire.com/register
8 Partner Winners8 Partner Winners2 CAM/VCAM Winners2 CAM/VCAM Winners
The more you sell the The more you sell the better your chancesbetter your chances
Channel Finance Program StructureGE makes it easy for your partners
$50,000 to $500,000 of incremental credit lines
Apply online: www.echannelfinancing.comRequire at least 1 year in business, registered with Dun & Bradstreet, and annual revenues at least $250,000
No interest 60 day payment terms for Cisco Partners
24-48 hour approvals
Distributor can ship immediately Partners can later apply for credit lines > $500K
Easy to use, reliable, online account management
Nikolas ScaliseFederal & Commercial TechnologyBusiness Development
P: 571-212-6632F: 202-478-5187E: [email protected]
Barry LeporeCisco On-Site ManagerBusiness Development
P: 408-525-3965E: [email protected]
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 28
Grants Office Engagement
New Cisco Grants Support Program available to any partner on an opportunity by opportunity basis
Document describes the program, offers best practices, and explains how to engage
Posted on the Economic Stimulus Partner Community https://www.myciscocommunity.com/docs/DOC-15401
Reach out to your CAM to engage the SLED SBDM team for additional questions
© 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential 29
Portal
www.cisco.com/go/econstim
Playbooks
Partner Advantage monthly webcast information
Much, much, more!