Cisco Services

Accelerating Partner Success with Consulting Services

Table of Contents

Consulting Brings Success for Partners and Customers . . . . . . . . . . . . . . . . . . . . 1

The Key to a Successful Consulting Practice . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

Leading with Consulting Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

Targeting the Right Customers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Emphasizing Services Earlier in the Sales Cycle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Changing Customer Expectations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

Establishing a Consulting Practice: The Smart Business Roadmap . . . . . . . . . . 5

Becoming a Trusted Advisor . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

A New Way of Doing Business . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

The Smart Business Roadmap Sales Approach . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

A Smart Business Roadmap Partner Success Story . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Expanding Your Consulting Practice: The Lifecycle Services Approach . . . . . 9

The Prepare Phase . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

The Plan Phase . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

The Design Phase . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

The Optimize Phase . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Steps to Success: Enabling Partners . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Best Practices for Selling Consulting Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11

Handling Objections . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .12

Marketing Support . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14

Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14

�

Accelerating Partner Success with Consulting ServicesConsulting Brings Success for Partners and Customers

The IT world is moving to a new business model, where applications run in real time over highly evolved intelligent networks. Businesses need a network that can grow and adapt with their business objectives, not a limited, rigid solution. Consultants can offer a custom-ized solution that positions customers for future success. The consulting approach helps the customer develop a new business model that anticipates growth and expansion.

In response to the changing needs of customers, Cisco® partners are encouraged to lead with consulting services. This guide is designed to help partners expand their consulting focus to meet their customers’ evolving needs and to create greater revenue opportuni-ties for advanced technology solutions.

The guide explores the benefits of leading with consulting services to both customers and partners, helps identify the right customers for partners to target, and provides a series of tools to help partners establish and expand their consulting practices. The information in this guide will help partners think differently about their approach to selling Cisco products and services. It will help partners reinvent their business model to focus their efforts on selling upfront consulting engagements as a means to generating significantly more revenue and profit from follow-on services as well as from pull-through product and services sales.

The Key to a Successful Consulting Practice

The key to a successful consulting practice is helping customers evolve into a smart busi-ness with a network architecture that is resilient and flexible. Helping the customer evolve into a smart business will allow the customer to expand and adapt to an ever-changing marketplace and position the partner as the trusted source of future solutions.

Services Guide

�

The Cisco Smart Business Communications architecture helps customers and partners uncover the networking solution that best fits evolving customer requirements. The Smart Business Communications architecture is an integrated communications platform on which everything runs, supporting critical business applications with ubiquitous con-nectivity. It makes use of IT infrastructure for communications—anytime, anywhere—for immediate access to secure business information. It supports real-time decision making, increased employee productivity, and customer intimacy.

Leading with Consulting Services

A network architecture is a complicated system made up of components, relationships, and principles. Customers rely on Cisco channel partners to ensure that they make the right decisions to get the value they need out of their network. Cisco channel partners can use consulting services early in the sales process to help customers align their IT strategy with their business requirements and evolve into a smart business.

Leading channel partners are positioning themselves as trusted advisors that help customers make sound financial decisions, assess their existing network environment, and design a solution that meets their business requirements. Leading with consulting services can help partners:

• Provide value-added solutions

• Strengthen the customer relationship

• Create new revenue possibilities for advanced technologies and services

Leading with consulting services can also create greater revenue opportunities for advanced technologies such as voice, security, mobility, and support services. To be successful with consulting engagements, partners need to target the right customers, work to leverage services earlier in the sales cycle, and change their customers’ expecta-tions about the value of presales activities. Partners can help customers reap the benefits of the Cisco Smart Business Communications architecture by leading with consulting services to uncover the appropriate networking solution.

“The network is no longer just infrastructure, not just bandwidth. Instead, it is emerging as a secure platform for delivering the customized experience that ��st-century consumers expect.”

–John Chambers, CEO, Cisco

A smart business relies on a network architecture that is resilient and flexible to enable it to expand and adapt to an ever-changing marketplace.

�

Targeting the Right Customers

Partners are positioned for success if they understand which customers are most likely to benefit from consulting services. Small and medium-sized businesses represent an important opportunity. These customers may not have staff in place with the skills necessary to provide in-house networking consulting services. They are likely to favor a single-vendor approach and are less likely to separate services from the hardware solu-tion. Furthermore, they are likely to have more at risk if their network goes down or is not optimized to meet the demands of personalized interactions.

Any business converting its IT infrastructure to a real-time, high-technology platform is an excellent candidate for consulting services.

Regardless of size, any business that is converting its IT infrastructure to a real-time, high-technology platform to support its business needs is an excellent candidate for consulting services. Customers may have a strong IT staff, but they likely do not have the expertise and support a partner can offer.

As high-technology infrastructures become increasingly critical for doing business, partners should also consider targeting customers in the retail, finance, and travel market segments that are aggressively embracing high-technology infrastructures. Customers in these segments are particularly receptive to the idea of consulting services as a means to identifying business or technology challenges early in their technology evolution to help ensure success.

Emphasizing Services Earlier in the Sales Cycle

Focus selling activities early on securing consulting engagements to help customers define their technology requirements and to deliver a network solutions recommendation. Customers need to understand that this consultative approach reduces the company’s risk and accelerates success by providing a solution that goes above and beyond the limited assessment of a simple sales approach. Consulting services lead to a new busi-ness model, not just a networking solution. These initial consulting services, in turn, drive sales of advanced technologies and follow-on services.

Focus selling activities on securing consulting engagements that will ultimately drive sales of all product and follow-on services.

Services Guide

�

Securing the initial consulting services engagement is key to achieving the greatest revenue potential and generating future revenue from sales of both product and services.

In the example (Figure �), $� of consulting services can lead to $� of design and technical implementation services, which leads to $7 in additional pull-through sales ($5 in product revenue and $� in service revenue). In contrast, a partner that misses the opportunity to secure the initial $� in consulting services loses the ability to influence product sales, and as a result can expect to generate about $� in product and services sales rather than the expected $7.�

The following is an example customer scenario that shows how an initial consulting en-gagement can lead to additional revenue for implementation services as well as product and support service sales.

Figure 2 . Consulting Leads to Greater Overall Revenue

Figure 1 . Consulting Services Drive Product and Support Service Revenue

Pull-Through Product ($5)and Support Services ($2)

Follow-OnServices

Initial ConsultingServices

$7$4$1

$175,000 in Security,Voice, Network Upgrades

+$70,000 in Technical Services

NetworkImplementation

Discovery,Recommendation,

Architectural Design

$35,000 $140,000 $245,000

Over a five-year period, partners can earn as much on the recurring support services revenue as they did on the initial consulting services, follow-on implemen-tation and design services, and hardware and software sales combined .

� The �-�-7 financial model is a generic model that may vary widely by industry, technology, and customer situation. In some customer situations, Cisco has found that the revenue opportuni-ties are significantly greater than the multipliers represented here while in others the resulting revenue has been less. The �-�-7 financial model has been provided as an example to illustrate the potential for additional revenue opportunities, but does not guarantee that every partner in every situation will achieve these same results.

5

Note that in this example (Figue �), the $��5,000 in pull-through sales consists of a one-time sale of $�75,000 in hardware and software applications plus an additional ongoing annuity of $70,000 in support services. The value of this ongoing service annuity is substantial—over a five-year period, by simply renewing the services agreements, partners can earn as much on the recurring support services revenue as they did on the initial consulting services, follow-on implementation and design services, and hardware and software sales combined.

Changing Customer Expectations

Many successful Cisco partners begin their conversations with a customer by discussing the customer’s challenges and business objectives. In many cases, this results in an informal whiteboard architecture sketch that leads to a solution recommendation in the form of a list of hardware components. Customers often expect that this casual design of an architecture is a standard component of the partner’s presales work and do not normally expect to be charged a consulting fee for this expertise.

Partners can take a much more comprehensive approach to network architecture design that is infinitely more valuable to customers.

Although this informal architecture design is useful to customers, partners can take a much more comprehensive approach to network architecture design that is infinitely more valuable to customers, and Cisco encourages partners to charge a consulting fee for these critical services. This comprehensive approach offers significantly more value than the casual architecture plan and product list, and customers will pay for this perceived value. Partners can start resetting customer expectations to position them-selves to provide this higher level of consulting service for a fee. Achieving that puts partners in an excellent position to create the comprehensive plan that leads to more revenue in follow-on implementation and design services, as well as pull-through product and support services, and of course, greater revenue from the ongoing services annuity.

Establishing a Consulting Practice: The Smart Business Roadmap

The key to establishing a consulting practice is learning how to engage in a consultative sales approach with customers. Cisco makes this easy by providing a consultative road-map and partner enablement tools.

The Cisco Smart Business Roadmap includes examples of technology solutions designed to enable businesses to align their network technology with their short- and long-term business priorities. It brings together tailored technology solutions, world-class service and support, and flexible financing options. Businesses can implement the IT solution over time, in incremental steps, at the pace that is right for their business.

Services Guide

Figure 1 . Consulting Services Drive Product and Support Service Revenue

The Cisco Smart Business Roadmap helps businesses adopt network technology to meet their current and future business objectives by implementing a comprehen-sive IT solution over time, in incremental steps. In short, the Smart Business Road-map creates a new way of doing business.

�

Becoming a Trusted Advisor

The Cisco Smart Business Roadmap is a new sales methodology that enables partners to build long-term relationships with customers by helping them develop a technology roadmap based upon their business needs today and their goals for tomorrow.

The Smart Business Roadmap strategy enables partners to:

• Gain relevance and increase profitability with small and medium-sized business customers

• Solidify long-term customer relationships and profitability by truly understanding and addressing the business needs of customers

• Translate business needs into technology and service solutions

• Demonstrate a combined commitment to this important market by partners and Cisco

The Cisco Smart Business Roadmap sales methodology provides the opportunity to build long-term consultative relationships with customers.

A New Way of Doing Business

The Smart Business Roadmap can help partners increase profitability by driving larger deals and product attachment sales. The Smart Business Roadmap also provides a holistic view of the customer’s business needs—not a view of just a single business chal-lenge—creating opportunities to present larger, more comprehensive solutions that map directly to the customer’s business goals.

Partners that use the Smart Business Roadmap approach can help their customers:

• Create a link between business plans and IT planning

• Define a roadmap for building a flexible IT infrastructure that protects and builds on pre-vious investments

• Gain confidence that the solutions they purchase and implement today will service them in the future without major hardware upgrades

• Improve business agility by accelerating implementation of new business applications

• Lower their total cost of ownership

A consultative relationship with customers opens the door to repeat business and helps customers prepare for future needs. It positions partners as trusted advisors with a solution different from the competition, and it creates opportunities for greater margins. Proactive planning enhances customer satisfaction and results in reducing total cost of ownership.

Cisco Smart Business Roadmap training and sales tools are resources for conducting a consultative sales engagement. These resources demonstrate how to use consultative sales skills in the context of the Smart Business Roadmap and the technology solutions available to address customers’ priority business challenges.

The Cisco Smart Business Roadmap helps to increase partner profitability:

• Larger deal size and product attachment sales

• More service and support offerings deliver ongoing revenue stream

• Solution differentiation from competition allows premium margin

The Cisco Smart Business Roadmap helps to increase customer loyalty:

• Solution roadmap allows partners to retain customers by planning for long-term optimization

• Proactive planning enhances customer satisfaction

• Cisco training and sales tools enable consulta-tive sales engagements

7

The Smart Business Roadmap Sales Approach

The Smart Business Roadmap includes two important tools to define and present a network plan to the customer: the Discovery Guide and the Solutions Recommendation Guide. The Smart Business Roadmap Discovery Guide provides in-depth guidance on determining customers’ top business challenges, how far along they are in implementa-tion, and recommended solutions to address those business challenges.

The Discovery Guide is divided into sections based on the primary business challenges facing small and medium-sized customers:

• Cost containment

• Operational efficiency

• Customer responsiveness

• Security

The Smart Business Roadmap approach is simple and easy to use.

The Discovery Guide helps score and prioritize the customer’s pain points and then determine the evolution phase of the customer’s network: foundation, growth, or optimize. The outcome from the Discovery Guide is used by the Solutions Recommendation Guide to formulate a recommended solution to address the customer’s business challenges and to help the customer plan for the evolution of the network (Figure �).

Together, the Discovery Guide and the Solutions Recommendation Guide help partners present a viable network architecture plan that can be implemented incrementally, based on the customer’s resources and priorities. Partners can easily charge a consulting fee for this service, or if the competitive situation requires it, these services can be included at no charge.

Services Guide

Figure 3 . The Smart Business Roadmap Sales Approach

Discovery Guide

Business Challenge andImplementation Assessment

Calculate Business ChallengePriority and Evolution Phase

Solutions Recommendation Guide

Prioritize and PrepareSolution Recommendations

Pre-MeetingPrep

Meet withProspect

EvaluateResults

Prepare toPresent

Present toProspect

Business Need-BasedSolution Recommendations

Questions to Ask to Initiate a Smart Business Roadmap EngagementOperational efficiency

• Do you need to provide employees with remote and mobile access to valuable corporate information?

• Would network applications help you improve online relationships with partners and suppliers?

Customer responsiveness

• Do your employees require access to vital customer and partner information—anytime, anywhere?

• Do you need to improve customer satisfac-tion by delivering faster response times and improved access through your Website?

Cost containment

• Do you want to reduce administrative costs by providing employees with self-service access to their personal information over the network?

• Do you need to reduce telecom charges, telecom/network management costs, and employee communications costs?

Security

• Do you need online commerce capabilities that allow you to safely store customer information?

• Do you need to work with other agencies and share information over the network?

�

A Smart Business Roadmap Partner Success Story

Boice.net used the Cisco Smart Business Roadmap to guide Kentucky’s Seven Counties Services through a network upgrade. Boice.net is a Louisville, Kentucky-based consult-ing firm that specializes in helping businesses achieve strategic goals and investments through technology investments. Seven Counties Services is a private, nonprofit corpo-ration that provides support services for mental health, alcohol and drug abuse, mental retardation, and developmental disabilities. With �500 employees, Seven Counties is one of the largest community mental health centers in the United States, serving ��,000 clients per year.

Using the Smart Business Roadmap, Boice.net was able to help assess its customer’s challenges, provide a solution, and achieve results, ultimately positioning Boice.net as the trusted advisor and illustrating that services wrapped around a technology solution were a key element of the successful implementation.

Business Challenge

• Understand customer’s current and future business needs

• Translate customer’s business needs into technology solutions

• Ensure that the customer’s technology solutions are positioned to evolve with the business

Network Solution

• Comprehensive Cisco network infrastructure with primary and backup data centers

• Redundant Cisco IP Communications systems with voice and video applications

• Cisco firewalls and intrusion detection systems

Business Results

• Technology solution addressed customer’s business initiatives with increased employee productivity and improved patient services

• Strong business relationship created by successful planning and implementation encouraged Seven Counties to continue working with Boice.net on additional projects

• Aligning technology and business needs helps Boice.net plan technology upgrades and work more efficiently with Cisco

For more information about how Boice.net used the Cisco Smart Business Roadmap, visit www .cisco .com/web/partners/downloads/partner/sell/smb/CS_CiscoPartnerEx-ceedExpectationswithSBR_v2 .pdf

�

Expanding Your Consulting Practice: The Lifecycle Services Approach

The Cisco Smart Business Roadmap offers a foundation for providing consulting ser-vices early in the sales process. In addition to the Smart Business Roadmap, partners can also follow the methodologies outlined in the Cisco Lifecycle Services approach to expand their consulting practice.

The Cisco Lifecycle Services approach defines the minimum set of activities needed, by technology and by network complexity, to help successfully deploy and operate Cisco technologies and optimize their performance throughout the lifecycle of a customer network (Figure �).

The Lifecycle Services framework provides the methodologies and practices that part-ners can use to support their customers’ network evolution by offering consulting services tailored to each phase of the network lifecycle.

Figure 4 . The Cisco Lifecycle Services Approach

Once the Smart Business Roadmap has produced a recommended network solution, the Lifecycle Services approach highlights value-added services that enhance the solution at key stages of the network lifecycle. The prepare, plan, design, and optimize phases of the network lifecycle provide opportunities for offering valuable consulting services, and the Cisco Lifecycle Services approach defines exactly which services customers need during each of these phases.

Services Guide

The Cisco Lifecycle Services approach offers a defined set of activities that a partner can use to build a consulting services practice.

Achieve operationalexcellence throughongoing improvements

Maintain networkhealth throughday-to-day operations

Deploy newtechnology

The Cisco Lifecycle Services Approach

The unique Cisco Lifecycle Approach to services defines the requisite activities at each phase of the network lifecycle to help ensure service excellence . With a collaborative delivery methodology that joins the forces of Cisco, our skilled network of partners, and our customers, we achieve the best results .

Develop a businesscase for a technologyInvestment

Assess readiness tosupport proposedsolution

Create a detaileddesign to addressbusiness and technicalrequirements

Prepare

Plan Operate

Design Implement

Optimize

�0

The Prepare Phase

The prepare phase of the network or solution lifecycle offers opportunities to provide consulting services that help customers make sound financial decisions by developing a business case that establishes the financial justification for making a technology change.

The Plan Phase

The plan phase of the network or solution lifecycle requires services that help custom-ers assess their existing environment to determine whether it can support the proposed system sufficiently and securely.

The Design Phase

The design phase of the network or solution lifecycle involves designing a solution that meets business and technical requirements.

The Optimize Phase

The optimize phase of the network or solution lifecycle requires services that help customers continually adapt to changing business requirements.

Figure 5 . Consulting Opportunities in the Prepare, Plan, Design, and Optimize Phases

The Cisco Lifecycle Services Approach

• Business requirements development• Technology strategy development• High-level design development• Business case development

• Business case alignment• Technology assessment• Operations assessment• Security assessment

• Deployment project management• Network readiness assessment• Site readiness assessment• Operations readiness assessment• Security vulnerability assessment

• Detailed design development• Implementation plan development• Systems acceptance test plan development• Migration plan development• Business readiness test plan development

Prepare

Plan Design

Optimize

��

Each of these phases offers a variety of opportunities for consulting services. Securing a consulting service engagement early in the sales cycle to deliver services focused on the four phases of the network lifecycle positions partners to win the architecture battle and multiply product and service sales revenue.

Steps to Success: Enabling Partners

Steps to Success is a Web-based resource that provides Cisco partners with step-by-step methodologies for selling and delivering service and support throughout the network lifecycle. The Steps to Success portal is divided into technology areas, with the step-by-step tasks for selling, deploying, and supporting each technology presented by lifecycle phase. Partners can download a full complement of resources, from how-to-sell and why-to-buy presentations to tools, templates, checklists, guides, manuals, articles, case studies, Q&As, and white papers.

To access Steps to Success, visit www.cisco.com/go/stepstosuccess.

Best Practices for Selling Consulting Services

By leading with consulting services, partners address customer business issues with a value-based approach that offers an end-to-end solution. The best practices in consult-ing include key steps to creating a successful plan for the customer:

• Focus on customers’ business objectives and how their network can help achieve those goals.

• Discuss their short- and long-term IT plans with them to understand their current environment and any major changes planned to their network infrastructures.

• Use the Cisco Smart Business Roadmap Discovery Guide and Solutions Recommen-dation Guide to prepare and structure customer discussions and consulting proposals.

• Follow the methodologies outlined in the Cisco Lifecycle Services approach to propose consulting services that help customers manage their technology investment across all phases of their network lifecycle and all key functional domains.

• Access Steps to Success templates and tools to identify consulting services for every phase of the network lifecycle.

Additional best practices can be found in the Cisco Partner Practice Field Guide. The guide outlines a detailed approach to establishing and measuring a successful partner business. See the link in the Resources section of this guide.

Services Guide

Steps to Success has all the tools for a partner to build a consulting practice around the Cisco Lifecycle Services approach.

��

Handling Objections

Objection

Thinking long term is a luxury. I have to focus on my current business and networking needs.

Response

Although addressing the demands of the present is essential to running a successful business, planning for the future is critical to maintaining a competitive advantage and achieving business results. Providing the customization and personalization that their end customers demand is not a luxury—it is a business reality. Intelligent networks are vital to enabling companies to offer this customer value. For most customers, the network represents a sizable investment, and the companies that are most successful in realizing strong returns on their investments are those that started early in planning for their future needs and budgeted for the appropriate services.

Objection

I do not need a long-term plan. I just want to address a specific business issue.

Response

Cisco channel partners can provide a solution recommendation that gives customers the flexibility and scalability to do both. A solution can be designed to address immediate business challenges, yet be a scalable, cost-effective and support long-term goals.

Objection

Cisco solutions are too expensive.

Response

Cisco channel partners can offer a solution designed to reduce total cost of ownership by helping customers derive the most benefit from their technology investments.

Objection

I do not have the time or resources to develop and maintain a strategic technology plan.

Response

Lack of planning often slows the process of implementing new technology and results in greater frustration and higher costs down the road. Cisco and its partners act as advisors, working closely with customers to identify the state of a customer’s business and network and provide a solution that closely aligns with a business’s unique needs.

��

Objection

Cisco solutions require me to replace my entire existing network.

Response

The pace of migration is flexible, because the network recommendations are designed to provide a scalable network foundation that will change and grow as a business evolves. Standards-based Cisco solutions are interoperable with a wide range of voice and data networking products and applications. Customers gain the benefits of a converged IP network without removing existing systems.

Objection

I do not need upfront assessments of the network, a comprehensive architecture, or ongoing optimization activities.

Response

These services assist in validating the operability of the solution as well as targeting the continued evolution of the customer’s business processes. The problem with omitting these steps is that customers might end up with a solution that does not do what they expected of their investment throughout its lifecycle.

Objection

Why should I invest in consulting services when I already get a free assessment of my business needs from my salesperson?

Response

A salesperson can assess your immediate need and provide a solution. A consultant can assess your needs now and in the future and help you develop a new business model. A consultant will help you build an infrastructure to grow with the company. This full-scale approach reduces risk and accelerates success. It can also save money by avoiding downtime that would be required for future unplanned network expansions or inefficien-cies caused by adding onto a less-than-adequate system.

Services Guide

��

Marketing Support

Marketing campaigns can generate new business and reinforce the reason for buying services. Campaign Builder is a Cisco resource for partners that want to create customiz-able e-mail blasts, postcards, ads, flyers, and other communications to build customer awareness, while reducing time to market and overall costs. Campaign Builder is for Cisco Registered, Certified, and Specialized Partners in Australia, Canada, France, Germany, Italy, Latin America, New Zealand, the United Kingdom, and the United States.

To access Campaign Builder, visit www .cisco .com/go/campaignbuilder.

Resources

Cisco Services Training Resources (US)

www .cisco .com/web/partners/sell/promotions/services/arm/resources .html

Cisco Services Training Resources (Canada)

www .cisco .com/web/CA/go/arm/resources/index .html

Lifecycle Services Website

www .cisco .com/en/US/products/ps6890/serv_category_home .html

Campaign Builder Website

www .cisco .com/web/partners/market/campaign-builder/index .html

Steps to Success Website

www .cisco .com/web/partners/support/steps-to-success/index .html

Cisco Partner Practice Field Guide

www .cisco .com/application/pdf/en/us/partner/products/ps6888/c1958/cdccont_0900aecd805b490c .pdf

Cisco Partner Central

www .cisco .com/web/partners/index .html

Cisco Partner E-Learning Connection

www .cisco .com/go/pec

Cisco Smart Business Roadmap

www .cisco .com/web/partners/sell/smb/smart_business_roadmap .html

Legal Contract Service Descriptions

www .cisco .com/go/servicedescriptions

Services Guide

Cisco has more than �00 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www .cisco .com/go/offices .

©�007 Cisco Systems, Inc. All rights reserved. CCVP, the Cisco logo, and the Cisco Square Bridge logo are trademarks of Cisco Systems, Inc.; Changing the Way We Work, Live, Play, and Learn is a service mark of Cisco Systems, Inc.; and Access Registrar, Aironet, BPX, Catalyst, CCDA, CCDP, CCIE, CCIP, CCNA, CCNP, CCSP, Cisco, the Cisco Certified Internetwork Expert logo, Cisco IOS, Cisco Press, Cisco Systems, Cisco Systems Capital, the Cisco Systems logo, Cisco Unity, Enterprise/Solver, EtherChannel, EtherFast, EtherSwitch, Fast Step, Follow Me Browsing, FormShare, GigaDrive, GigaStack, HomeLink, Internet Quotient, IOS, iPhone, IP/TV, iQ Expertise, the iQ logo, iQ Net Readiness Scorecard, iQuick Study, LightStream, Linksys, MeetingPlace, MGX, Networking Academy, Network Registrar, Packet, PIX, ProConnect, RateMUX, ScriptShare, SlideCast, SMARTnet, StackWise, The Fastest Way to Increase Your Internet Quotient, and TransPath are registered trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries.

All other trademarks mentioned in this document or Website are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (070�R)

Americas HeadquartersCisco Systems, Inc.�70 West Tasman DriveSan Jose, CA �5���-�70�USAwww.cisco.comTel: �0� 5��-�000�00 55�-NETS (���7)Fax: �0� 5�7-0���

Asia Pacific HeadquartersCisco Systems, Inc.��� Robinson Road#��-0� Capital TowerSingapore 0�����www.cisco.comTel: +�5 ���7 7777Fax: +�5 ���7 77��

Europe HeadquartersCisco Systems International BVHaarlerbergparkHaarlerbergweg ��-����0� CH AmsterdamThe Netherlandswww-europe.cisco.comTel: +�� 0 �00 0�0 07��Fax: +�� 0 �0 �57 ��00

C07-���5�7-00 0�07