© 2004 Cisco Systems, Inc. All rights reserved. Commercial Channel Advisory Board 9 th -10 th Nov APAC Commercial Channel Advisory Board 2 Action Plan

© 2004 Cisco Systems, Inc. All rights reserved.

Commercial Channel Advisory Board 9th-10th Nov

APAC Commercial Channel Advisory Board 2

Action PlanJan’ 05

222© 2004 Cisco Systems, Inc. All rights reserved.9584_04_2004_c1

Selling IPT to Commercial Customers


Feedback Objective Action Plan Status Update

1. Trade in Programme on IPC

Enhance Partner’s Profitability on selling IPC with some incentive programmed

Win customer without Channel Conflict

Removes the financing burden from the partners.

Provide deals registrations protects for Partners’ leads and margins

Program provided a new tool/message for Partners to bring to the customer

Implemented a new campaign called IPC Welcome.

This is a PBX take-out program which:

- Uses Cisco Capital to buy-back the competitors’ PBX and phones

- Complements the IPC Awareness Campaign to expedite the sales closing process

This holistic campaign targeted at partners and customers involving a mass media campaign, on-line webinars, partner co-brand collaterals, sales kit .

Targeted launch in FY05Q3.

Program to run in all countries where Cisco Capital operates:

-Singapore

-India

-ANZ

-Korea

-Taiwan

-HK

-Malaysia

Selling IPT to Commercial Customers


Cisco Services and Support



1. Cisco SMB Support Assistant program

Lack of awareness of the SMB Support Assistant (SMB SA) program.

Increase Awareness and Relevance of Cisco services in SMB

Launch SMB Support Assistant (SMB SA) program for APAC countries

Develop service communication toolkit

In Country launch of campaign with participating Resellers

Completed reseller roadshows in South Asia

Other similar events planned for other countries

New SMBSA Starter kit developed, will be available on Cisco website for downloading

2. Better access to Why Cisco Services? " Information

Core part of First phase of lifecycle, partner need to have clear view of all available competitive information

Equip partners with knowledge to sell Cisco services better

Ensure appropriate content in available on Cisco external website for partners access

Leverage 360 degree website to reach out to partners

Finalising content on Cisco Technical Support Services user guide.

Additional content are being reviewed for external distribution




3. S2S simplified & extended across all PPDIOO stages

Bring Steps to Success (S2S) similar tools across the PPDIOO framework

• Focused on specific AT driven solution & possible verticals segment

Commercial sized focus solution current PPDIOO too complicated for Commercial Market

Enable partner lifecycle services and drive advanced technologies in the commercial space

To develop a commercial version of the services stacks for commercial customers

2 top focus: Security and Voice.

In a format similar to "Step-To-Success" tool which is easy to comprehend and communicate

Working with Cisco Corporate to develop a lifecycle services commercial version for Security

A focus group will be formed to help in the validation of the framework.




4. Pricing Alignment

Premier Versus SI Service Pricing.

Cisco Confirmed that SIS98 EOL replaced by CSSP

To achieve better alignment of services pricing between Tier 1 and Tier 2 in order to ensure competitiveness of Premier partners

EOL of SIS98

Launch CSSP for Gold and Silver partners

Launch of SMBSA for Tier 2 partners

EOL of SIS98 for Gold/Silver partners announced for APAC

General Availability of CSSP announced

General Availability of SMBSA announced, launched in key countries:

-Singapore

-Malaysia

-Indonesia

-Thailand

-Philippines

-Hong Kong

-Taiwan

The rest of APAC countries are scheduled to launch SMBSA by May 2005



Channel Engagement and Resources: Commercial & SMB



1. SDN Wave 1

Partner find the content useful and informative.

Develop Integrated Channel and End User Demand Generation Programmes

Included Wave 2 Partner Q&A miscrosite and End User Demand Generation Launched.

During Q2, End User Demand Generation Phase II was being rolled out in Singapore, Thailand & Korea. India will be targeting to launch in Q3.

2. Lead Generation

Clear criteria on how leads are distributed to Resellers

To achieve a clear transparency of understanding the distribution process.

Review lead distribution criteria with each country Commercial sales/marketing teams.

For each new Marketing Campaign Country teams to communicate lead distribution criteria with participating Resellers

In Progress to be completed in Feb

Ongoing from February

Channels: Commercial & SMB



3. KNET :

Lack of awareness in this program

Partner request for a one page simple page overview

Remote Lab: need to more awareness creation

Expand AT training development coverage to 2-Tier Partners

Promote and drive Premier registration partners with CAM

32% of 1700 registration at KNET are from Premier Partners.




4. Appropriate SMB Products

Cisco need to create the “right” products with the appropriate price/value trade-off for customers

Introduce products tailored to Commercial & SMB space

“Corporate” is actively working new product development for Commercial customers, including both new hardware and software functionality

New SMB focus Foundation Technology products will be introduce in Q3 FY05, detail update will be release in Feb.

Additional Advance Technologies products will be introduce in next 6 months.

5. Partner Profitability

Cisco need to consider the protection of partners’ profitable interesting on hunting new customers, programmatically.

To provide incentives for partners that actively, develop, and close new business opportunities.

Launch Opportunity Incentive program (OIP) Pilot in Malaysia in FY05Q1

Open to Gold Silver, Premier & Registered Partners

Provide a 5% backend rebate on new opportunity deal.

In progress to launch the following countries in Q3 FY05:

-Singapore

-Vietnam

-India




7. Marketing Awareness

Increased marketing to drive relevance of networking in SMB space

To enable SMB Partners’ in Marketing support

SMB Partner Sales kit developed to equip partners with sales tools and information to target the SMB market.

Co-branded with SMB Class solutions an direct mailers available for partners to sent out to customers.

All CCAB members will receive the first preview of this Sales Kit.

Direct mailing will be sent within the month of Jan.

Partners will be able to leverage on their countries’ JMF dollars to co-funds the future printing for their own usage


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© 2004 Cisco Systems, Inc. All rights reserved. Commercial Channel Advisory Board 9 th -10 th Nov APAC Commercial Channel Advisory Board 2 Action Plan