autoquote® and cisco impact demo
TRANSCRIPT
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AutoQuote® & Cisco Impact Demo
Today’s Host: Nichole Lemieux
Partner Experience ArchitectGlobal Virtual Sales & Customer Success Cisco Systems, Inc.
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2© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Customer Success Methodology#successtalk
People
Automation
Process Analytics
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3© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
On demand webinars, videos, infographics, blogs, whitepapers and much more!
Visit SuccessHub
Visit Success Hub
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AutoQuote® & Cisco Impact Demo
Guest Presenter: Grace Jackson
Business Operations AnalystGlobal Virtual Sales & Customer Success Cisco Systems, Inc.
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5© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
What’s the difference?
=
=
AutoQuote®
Cisco Impact
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6© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
High Dollar/Low Volume Coverage With Direct Sales Support
Low Dollar/High VolumeNo Coverage = Lost Revenue
Mid Dollar/Medium VolumeCoverage with Inside Sales / Virtual Sales
So many opportunities. So little time.
Threshold
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7© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Reaching every customer.
$4
$5$1
$1
$8$1 $6
$3$1
$6
$6
$1
$1$1
$1
$1
$1 $1
$1
$1$1
$50
$70
$50
Do you currently have the man power to support every expiring contract and unattached product?
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8© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Who has access to AutoQuote®?
Distribution Chain Y/N Next Steps
Tier 1 Reseller Yes Complete Onboarding Form
Tier 2 Reseller No Direct access unavailable – Contact Primary Distributor
Tier 2 Distributor Yes Complete Onboarding Form
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9© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
AutoQuote® resources & purpose.
E-mail Notifications
Metrics Reports
Valid quote ready to order in CSCC
Cisco Impact
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10© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Single Contact Mode Multi Contact ModeMetrics Reports & Zip File (Individual E-mail Notifications)
AutoQuote® E-mail Notification Options
Metrics Reports & Zip File (Individual E-mail Notifications)
Emails Distributed Individually to Contacts
No Contact
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11© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Common use cases
Consolidate data sources
Prioritize expiring contracts
Enable company-wide visibility
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12© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Consolidate data sources
Inventory Management Contact Maintenance Custom E-mail Notifications
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13© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Contract Details• Days to Expiration• Contract Details • Reseller/Customer Name• Start/End Date of the Contract• Existing Contract TotalProduct Details• Serial Number• Days to Expiration • Reseller/Customer Name• Part Number/Description • End of Life/End of Service • Contract details (Number, Description,
Level, Type)• Product Purchase Date • Contact• PO # Reseller/Distributor• Other (Man. Service Order No, Invoice
No, Invoice Date)
Inventory Management
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14© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Contact Tab • Easily add and manage
contacts• Bulk contact import• Verify Eligibility
(Renewal/Unattached)
Centralized location• Up to date information for all
team members• Enable e-mail notifications to be
delivered directly to reseller/customer
Contact Maintenance
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15© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Customize the standardized e-mail notification template• Include promotional details • Customize most fields within the
notification• Provide direct access to quotes
utilizing ‘Order Button’ feature which hyperlinks the reseller to the quote in CSCC
• Include pricing details in your native currency
• Add or remove product details from e-mail notifications
Custom E-mail Notifications
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16© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Prioritize expiring contracts
Focus your efforts Organize opportunities
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17© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
• Consolidate your target list
• Rank expiring contracts and uncovered products by list price
• Plan an approach to addressing opportunities
Focus your efforts
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18© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Organizing monthly quotes by list price across multiple campaigns • Renew Opportunities• Unattached Hardware• 2nd Chance Attach
Organizing your opportunities
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19© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Enable company-wide visibility
Manage quotes Create custom queries
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20© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Manage Quotes • AutoQuote® Number• Contract #• Quote Date/Status/Type• Price• Currency • Reseller/End Customer
information
Manage your quotes
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21© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
Refreshable Web Query • Create unique query
accessible from your desktop!
Create custom queries
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22© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
How to sign up?
• Step 1 – Open the Link
• https://maintenancenet.atlassian.net/servicedesk/customer/portal/7
• Step 2 – Create an Account
• Step 3 – Complete the Onboarding Form
• Step 4 – Cisco Impact team will begin onboarding.
• Setup takes up to 3 weeks
• First deliverable may take up to a month
• Step 5 – Receive First Deliverable
• Step 6 – Cisco Impact representative will provide resources for navigating AutoQuote® and Cisco Impact
Onboarding Form Fields
Values
Tier DistributorDVAR
Certification Level GoldMultinational & GlobalPremierOther
BEGEOID (Optional field)
Bill to IDs (Optional field)
AQ Campaign Type RenewalUnattachedRenewal & Unattached
Primary Contact Information
Name & E-Mail
Additional Details Include any CCOIDsAdditional Bill to IDs
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23© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
@CiscoImpact
Let us know what you think!
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24© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
#successtalk
In the land of renewals, data is king. The right intelligence can help you engage more effectively with customers to increase your retention rates. Discover what the right information tells you about your customers.
Connecting Data to Fuel Recurring RevenueSeptember 27, 2016
Upcoming Sessions#successtalk
Sign up for a webinar
Join Scott Brown, Senior Vice President of Cisco’s Global Virtual Sales & Customer Success organization, as he shares his perspective on the concept of Outcome Engineering and ways to accelerate growth for your business.
Outcome Engineering: Customer Success 360October 11, 2016
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Thank you.
#successtalk