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

Sandra Castineiras

Matt Caller

Hana Simkova

Sales Collaboration PlatformCisco Partner Training

22nd May 2013

Cisco Confidential 4© 2012 Cisco and/or its affiliates. All rights reserved.

Agenda

Introducing the Sales Collaboration Platform

Using the Sales Collaboration Platform:

Target Prospects

Leads

Support and Next Steps

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Message from Sean Gallagher and Yousef Khalili

“At Cisco we’re extremely proud of and committed to our partner-centric selling model in general and in particular when it comes to our Partner Led approach. We feel strongly that by bringing our sales teams closer together to drive joint sales and marketing activities to address our target customers, we can accelerate growth and gain share. This is the objective of a new component of our Partner Led model called the Sales Collaboration Platform that we are introducing in FY13.”

Sean GallagherVice President, EMEAR Partner Led Commercial Sales

“It will require changing the way we do some things and so will require effort to make this work. I am personally very committed to making this a success as I truly believe that it will take the Partner Led model to the next level and drive more sales for us both. I am asking for your support to engage with us on making the Sales Collaboration Platform a major enhancement to the way that we work and win together.”

Yousef KhaliliDirector, EMEAR Partner Led - Named

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SCP – Integral part of the Partner Plus Framework1. SCP is an integral part of the

Partner Plus Framework and so is exclusively offered to you - our Partner Plus Partners.

2. A gradual deployment across EMEAR as outlined below:

• Wave 1 (launched already in December 2012): UK, Ireland, France, Italy, Germany, Sweden, Norway, Belgium, Luxembourg, Switzerland, Spain, Netherlands, Finland, Greece, Portugal, Austria and Israel

• Wave 2 (Q4 FY13 mid-May launch): Poland, Romania, Saudi Arabia, Turkey and the Czech Republic

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Sales Collaboration Platform: What is it?

Helping Partners Take the Lead

Partner Plus Connect as single entry point

3. Gain business analytics

5. Earn Cisco

Rewards

The environment to

4. Help you succed on your joint

business plan

2. Be explicit with Partner Preference

1. Enable Sales

Acceleration

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The environment to collaborate

Engage With Customer and

Update

Accept and Assign to

Sales Rep

Convert to Deal - CCW

Integration

5. CloseDeal

Receive Leads and Prospects

1

2

3

45

Partner generated leads

Cisco generated leads

Uncovered accounts

Accounts / Target Prospects

The only net new step for you to take –

A Target Prospect is customer account information that, based on intelligence and analytics, has a high potential to generate sales opportunities for one or more technologies or solutions.

A Lead is an account that has expressed an interest in a Cisco solution, and that is qualified by Cisco, a vendor, or a partner to have budget, need, and timeline.

Cisco Confidential 9© 2012 Cisco and/or its affiliates. All rights reserved.

Agenda

Introducing the Sales Collaboration Platform

Using the Sales Collaboration Platform:

Target Prospects

Leads

Support and Next Steps

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

The Cisco Sales Collaboration Platform – It’s as easy as 1,2,3!

It’s as easy as 1,2,3 for you to use the Sales Collaboration Platform to execute on your sales planning and achieve great results.

1 Share

2 Collaborate

3 Succeed

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Sales Collaboration Platform UsersTwo user types

• Grants access to other employees and contacts.

• Responsible for accepting or rejecting leads and prospects for your company.

• Assigns leads and prospects to your PSRs.

Partner Sponsor / Administrator (PA)

• Accept/reject, and manage leads and prospects in the Platform

• *Enter deals in Cisco Commerce Workspace (CCW)

* One click to create a new deal in CCW which will copy across the information held within the lead and prospect automatically

Partner Sales Rep(PSR)

Partner Sponsor can also perform the role of the PSR

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Target Prospects

Sales Collaboration• Cisco will identify and upload high

potential account lists, with Customer Intelligence (CI)*

• Partner assigns Sales Rep, engages with customer and converts to Deal in CCW.

• Each Target Prospect is only visible to the Partner it has been shared with and any information you add to it is visible only to you and your Cisco Sales Contact.

* When available

Partner BenefitsAllocate your sales resource to high-potential accounts, engage early with the customer, track progress.

3. Engage With Customer

and Update

2. Accept and Assign toSales Rep

4. Convert to Deal - CCW

Integration5. Close

Deal

1. Receive Leads and Prospects

• Lead and Prospect Management

• Early Opportunity Engagement

• Customer Intelligence

• Joint Progress Tracking

• One-Click to CCW

Target Prospects

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Leads

Sales Collaboration• Cisco will assign Leads with

Customer Intelligence (CI)* to Partners through the platform.

• Partner assigns Sales Rep, engages with customer and converts to Deal in CCW - using ‘New Deal’ button from within SCP.

*When available.

Partner BenefitsSimpler lead sharing and progress tracking, easier conversion to Deal.

3. Engage With Customer

and Update

2. Accept and Assign toSales Rep

4. Convert to Deal - CCW

Integration5. Close

Deal

1. Receive Leads and Prospects

• Lead and Prospect Management

• Early Opportunity Engagement

• Customer Intelligence

• Joint Progress Tracking

• One-Click to CCW

Leads

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Different ways to access SCP

• Our Partners access SCP via Cisco Commerce Workspace (CCW).

• You can do this via Partner Plus Connect: www.cisco.com/go/ppc

• Or access CCW directly: www.cisco.com/go/ccw

• Once TP’s and / or Leads have been shared you will have the view shown to the right, within CCW. Click on any row where Leads / TP’s are shown in the Tabs – or just click on the link to the right which goes directly to SCP

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Target Prospect & Lead Management: SCP Simulation

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Cisco Sales Collaboration MobileTake the Platform with you when you leave the office by using the SCP mobile app, available for Apple iOS & Android smart phones and tablets

SCP Mobile• An extension of your desktop – intuitive and easy

to use• Easy to download from iTunes and Google Play • Link to iTunes & Link to Google Play

EMEAR Languages available from May 20th • English, Czech, French, German, Italian, Spanish,

Polish, Turkish & Russian

Visit the Partner Plus Connect and the Sales Collaboration Platform page for more information.

Get support via: scp-mobility-support@cisco.com

List and Map of Target

Prospects

Lead Notification / Acceptance

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Let’s review SCP Mobile App video

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May Enhancements to SCP:Bulk assignment of Target Prospects to PSR

1. Partner Admin views ‘My Newly Assigned Prospects’

2. Click the Target Prospects that you wish to Assign / Share with your PSR

3. Click Assign to PSR

4. Select PSR from list

5. All selected Target Prospects will now be shared with the chosen PSR

1

2

34

5

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May Enhancements to SCP:Assign Target Prospects to a Cisco Recommended PSR with one click

1. Partner Admin opens a Target Prospect from the SCP home page

2. Check if your Cisco Sales contact has recommended a PSR

3. If you would like to assign the Target Prospect to the PSR who has been recommended just click on ‘Assign’

4. If you would like to assign the Target Prospect to another PSR just click ‘Edit’ and assign as usual

1

2 3

4

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May Enhancements to SCP:View your Target Prospects by Geography, Target Architecture, Propensity to Buy, Wallet or Industry

1. All Partner SCP users can now choose to view their Target Prospects by:

• Geography

• Target Architecture

• Propensity to Buy

• Wallet

• Industry

2. Once a view has been selected you can still click on any column header to sort the Target Prospects displayed

3. You can reset the filter to see all TP’s at any time by clicking on the “Clear Filter” button

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

May Enhancements to SCP:View your Target Prospects by Geography, Target Architecture, Propensity to Buy, Wallet or Industry

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

May Enhancements to SCP:View your Target Prospects by Geography, Target Architecture, Propensity to Buy, Wallet or Industry

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The Cisco Sales Collaboration Platform – It’s as easy as 1,2,3!Partner User Experience

1 Share

2 Collaborate

3 Succeed

Partner Admin will assign Leads & Target Prospects Quickly to their PSR’s

PSR’s will review all the information available, engage customer and update the Target Prospect

Create deals in CCW (via SCP New Deal button) to get Cisco Reward points. Participate in regular business / plan review with your Cisco Sales contact

Cisco Confidential 24© 2012 Cisco and/or its affiliates. All rights reserved.

Agenda

Introducing the Sales Collaboration Platform

Using the Sales Collaboration Platform:

Target Prospects

Leads

Support and Next Steps

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25Cisco Confidential 25© 2012 Cisco and/or its affiliates. All rights reserved.

SCP: How to get SupportFor Technical Support contact the Cisco Partner Relationship Team (PRT)Visit their website to access contact numbers relevant for your country:www.cisco.com/go/prt/

For Business (non-Technical) Support contact the Cisco Sales Collaboration Business Team Visit the Sales Collaboration Tab on Partner Plus Connect: www.cisco.com/go/ppc/

or email the team directly at:scp-partner-support@cisco.com

For support on the SCP Mobile Application contact the team directly on: scp-mobility-support@cisco.com

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Visit Partner Plus Connect www.cisco.com/go/ppc

to access training and resources:

• Review the SCP ‘At A Glance’ summary

• Review demonstrations on how to use the tool at your own pace and time

• Access a recording of the ‘live’ training

• Assets will be made available in English, French, German, Italian, Spanish and *Turkish

• All of this content can be found in the Sales Collaboration Platform section accessible from the menu to the left of the Partner Plus Connect home page

*Turkish from June 2013

Resources

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Next Steps• Secure some time for your first business review

with your Cisco sales contact

• Start to familiarize yourself with the Sales Collaboration Platform*

• Enjoy the Cisco Rewards campaign set for SCP adoption

• Extend the training to relevant people within your organization (live session or e-learning available at www.cisco.com/go/ppc)

• Access to Customer Intelligence (CI) via Partner Plus Connect will now be removed – SCP will deliver you Target Prospects and Leads with CI

* Your Partner Plus sales team are already on-boarded to SCP

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

Question and answer session

Thank you.

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The Partner Sales Collaboration Journey• You have automatically been given access

to the Sales Collaboration Platform as part of your Partner Plus enrolment activities

• You can then then attend a live training session and / or view the e-learning materials on Partner Plus Connect (www.cisco.com/go/ppc)

• You should incorporate SCP into your business plan discussions with your Cisco Sales Contacts

• Following training you can then access Target Prospects and Leads via SCP and when ready create deals directly from the “New Deal” button within the Target Prospect or Lead