unlock cisco security campaign summary
TRANSCRIPT
Program Review
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Overview Cisco’s renewed focus on the Security product portfolio coinciding with the launch of the Next Generation ASA-‐X Firewalls and refreshed content security products led to Express Data developing the Unlock Cisco Security program led by Corrine Li, Express Data’s dedicated Cisco Security Product Specialist.
The program aimed to identify migration and competitive displacement opportunities within partner’s end-‐customers whilst increasing general awareness of the Cisco security product portfolio providing sales and enablement resources leveraged by partner’s internally and in their customer conversations.
The program, launched September 2013, targeted forty new and existing Cisco Security partner’s, taking them on an awareness, enablement and transacting journey designed to drive the development of leads and generate a sales pipeline for Cisco Security.
Whilst the campaign is ongoing, key achievements to date include:
-‐ 49% YOY growth amongst targeted partners for Cisco Security. -‐ AUD$1mil current quote pipeline of Security products. -‐ 27 unique partner sales and technical team training sessions (face-‐to-‐face & remote) -‐ Launch of an exclusive Security Proof of Concept and Try & Buy program, with 9
participating so far. -‐ Resulting in increased awareness and knowledge of Cisco Security portfolio and
market opportunities available. We welcome your review of the following highlights and key achievements from the program and hope they provide a comprehensive overview of how Express Data has helped Unlock Cisco Security. Regards,
James Bright Cisco Marketing Manager Express Data. Corrine Li Cisco Security Product Specialist Express Data.
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Unlock Cisco Security Program
Activity Review Q1 FY14
September 2013: Unlock Cisco Security Program Commences -‐ Corrine Li is appointed Express Data’ Cisco Security Product Specialist
October 2013: Launch of Express Data Unlock Cisco Security program and road-‐show -‐ Presented by Cisco Security Product Specialists to the targeted security partners in
each state. 36 partners attended. -‐ Please refer to attached program summary for full details on the
Unlock Cisco Security Program.
Q2 FY14
November 2013: Cisco & Express Data joint security target partner selection. -‐ 40 security targets from 5 cities identified
November 2013: Launch of 1st Security Targeted Growth Campaign. -‐ $10k worth of incentives awarded to top 3 performing partners achieving greatest
growth on baseline target within the period: 01/11/13 to 28/02/14 (4 months). -‐ 76 security partners participated across the country. Transacting partners up 7.5%
revenue growth over the same period last year with an increase in quote pipeline. -‐ Partner support provided to help partners achieve results included customisable end
user eDMs, POC demo kit and ASA-‐X Try & Buy program, Customised Firewall migration reports, face-‐to-‐face and virtual training sessions, sales support provided by Corrine li and Express Data Cisco BDM’s.
-‐ Please refer to attached document for details on the eDM sent to participating partners
November 2013: Two day ASA-‐X NGFW Hands-‐on Partner Workshop at Express Data.
-‐ 12 partner attendees invited for exclusive training delivered by Cisco training partner, Global Knowledge.
December 2013: Launch of Firewall migration program. -‐ Firewall migration email campaign sent to 148 partners with 43 Responses. -‐ Followed up with reports and supplemented with Firewall Migration eDM, POC & Try
& Buy eDM, leveraged by 10+ Partners to generate 300+ leads. -‐ Sales of 57 ASA-‐X Firewalls have been achieved to date.
December 2013: Launch of Proof of Concept program. -‐ Provide Next Generation Firewall ASA-‐X & Content Security demo kits with Lab guide
for partner demonstration -‐ Supplemented with Proof of Concept end user eDM
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January 2014: Next Generation ASA-‐X Firewall products Partner WebEx Presentation. -‐ Delivered online by Corrine Li to 16 partner representatives.
Q3 FY14 February 2014: Launch of dedicated Cisco Security lead generation marketing support.
-‐ $2k marketing funds offered to 18 partners executed by Express Data and Cisco MConcierge resources. Currently executing 7 partner lead gen activities.
-‐ Partners submitted a Cisco Security lead generation proposal for how they would use funds to generate opportunities and sales for Cisco Security within their customer base.
-‐ Partner lead gen activities have included the purchase of Dunn & Bradstreet industry customer lists, telesales and events. Partners have also leveraged Express Data customised Cisco security collateral to communicate to their customers as part of lead gen activities.
March 2014: QLD Cisco Security Morning Tea. -‐ Content security demonstration and sales training for selected partners delivered by
the Cisco QLD Security Team.
March 2014: Launch of ASA-‐X Try & Buy Program. -‐ Cisco ASA-‐5512X Next Gen Firewall in stock and promoted with Try & Buy offer to
end-‐users and communicated to partners with customisable eDM collateral created by Express Data.
April 2014: Launch of 2nd Security Targeted Growth Campaign – Partner Appreciation Evening.
-‐ Top performing partners between April 7th to June 27th, 2014, invited to attend an exclusive security briefing at the Cisco North Sydney CBC and dinner at Tetsuya’s restaurant.
-‐ Partner’s selected demonstrated commitment to the Unlock Security program, achieved revenue growth and participated in various lead gen activities during the period.
-‐ Targeted partner growth up 49% YOY overall with 15 winners selected to attend. April 2014: Express Security Specialisation (ESS) Partner WebEx presentation
-‐ Delivered online by Corrine Li to 15 partner representatives.
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Q4 FY14 May 2014: Cisco Inner Circle Roadshow.
-‐ Express Data featured the Unlock Cisco Security Stand to partners attending the Cisco led roadshow in each state.
-‐ Demonstrations of the Cisco Next Gen ASA-‐X appliances were presented by Corrine Li and hardcopies of the program with supporting collateral placed in partner show bags.
-‐ 76 entries from partners for the “Win a FitBit” competition identified leads and opportunities for further sales team engagement.
June 2014: Getaway & Save Promotion.
-‐ Featuring selected ASA 5512-‐X & 5515-‐X Firewall SKU’s offering applicable fast track discounts and $100 travel vouchers to T2 partners purchasing from the featured SKU’s during the period 21st May to 25th July, 2014.
-‐ 7 appliances sold generating $20k in revenue across 6 partners.
July 2014: Cisco Security Partner Appreciation Evening.
-‐ On Thursday the 17th of July 2014, Express Data hosted 15 representatives from selected key target partners participating in the Unlock Cisco Security program, along with senior Cisco Security product leads. The event commenced with an exclusive afternoon security briefing at the Cisco North Sydney offices followed by a fine dining experience at the renowned Tetsuya’s restaurant in the Sydney CBD.
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Partner Feedback “It was great to attend such an event. I have worked in IT for 20 years and it has been a while since such a great event was held. Keep up the good work!” Ben Robinson, Sales Manager, Technology Effect. “Thanks again for last week! Was a blast and had a good chat with Express Data, Cisco and other partners”. Chris Haigh, Network Services Director, Mercury Information Technology. “Thank you for a great evening and awesome gift. Much appreciated!” David Abouhaidar, Sales Director, Klikon Solutions. “Thank you kindly for the hospitality, the session was informative and the dinner was amazing. Let’s hope we’re able to achieve even more success so we can do it again!” Phon Nasavanh, Director, Integrated Solutions Group Queensland. “Very impressive! You have our promise to double our Cisco security business!” Jake Wynne, Managing Director, Oriel. Just want to express my thanks for yesterday and last night. It was really well organised and the dinner was absolutely amazing! We’ll Triple our Cisco security business!” Keiran Barber, Director, North Sydney IT. “We’ll take all the Cisco Security opportunities we can get!” Damian Higgins, Managing Director, CustomTec.
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Close Going forward, Unlock Cisco Security with Express Data will continue to evolve in-‐line with the recent acquisition by Cisco of Sourcefire Network Security Solutions and the many new opportunities now available to our partners whom are very keen to explore and leverage our program resources.
There will also be a focus from our business development team around Cisco Content Security migration across existing and new security partners.
Sincere thanks to Cisco for the assistance, support and resources to develop and market this program.
Regards,
James Bright Cisco Marketing Manager Express Data. Corrine Li Cisco Security Product Specialist Express Data.