1. Cisco Small and Midsize Business (SMB) Specialization
September 2013
Entry Point into Cisco’s Partner Specialization Framework

2. Agenda Overview SMB Benefits Specialization Portfolio
SMB Specialization: Support
SMB Specialization: Profitability
Review
Next Steps
Q & A

3. Cisco Small Midsize Business Specialization
The program will evolve effective September 3, 2013.
This change will capture several market and technology trends critical to our customer needs, and will position existing and future Cisco SMB Specialized Partners to succeed in the space.
Cisco Small Midsize Business Specialization

4. Factors critical to SMB Development
Program
Purpose fit programs for partner/customer segment
Focus
Significant TAM in SMB Space
High growth potential
Quality
Proven UC Solution
Robust Architecture
High Reliability
Solutions
Product positioning strong in Sub-250 space
Competitively priced
Partners
Registered partners moving up
Select Partner Recertifying
Partners new to Cisco 4

5. Small and Midsize Business Specialization
The SMB Specialization’s curriculum is now reformulated to mirror the architectural go-to-market strategy employed by Cisco’s advanced level specializations.
This new design will position our SMB partners to sell strategically across all technologies. Borderless Networks, Collaboration, Data Center, and Services topics will headline the major training tracks.

6. Small Business Specialization Benefits
Marketing
Competitive
Financial
Recognized in Cisco Partner Locator
Achieve Partner Branding through Cisco Select Certification
Visit the Design Zone for tested designs and configurations
Access to industry- leading product across routing, switching, security, collaboration, and other portfolios
Financing for small businesses and channel partners
Eligibility to sell Cisco Smart Care Service
Participation in channel incentive programs
Quarterly payments to qualifying partners based on VIP-Express track
Program intelligence tools provide simplified enrollment and sales- tracking capabilities

7. Specialization Portfolio
Architecture
Collaboration
Data Center
Borderless Network
IP NGN
Technology
Unified Computing
Unified Fabric
Wireless LAN
Express Collaboration
Security
Small Midsize Business Specialization
Express Foundation
Routing & Switching
Select
Premier
Premier / Advanced
Master

8. Small Business Specialization Product Portfolio
Borderless Networks
Collaboration
Data Center
Campus LAN Access / 2960-s / x / 3750-x/3850
SRP500 / RV Series Routers
ISR 19xx /29xx /39xx
Cisco Cloud-Managed Access Switches
Cisco SA500 Series
Cisco ASA 5500 Series
Web and Security
ISR-embedded security features
Cisco Cloud-Managed Wireless
Cisco Access Points
Cisco Wireless LAN Controllers
Cisco SMB Telepresence
Cisco Webex
UCS E-Series
UCS C-Series
Data Center Switching (Nexus 3000 series)
Flexpod Express
VSPEX
Product Drilldown

9. SMB Specialization Curriculum
E-Learning Training
SMB Specialization Curriculum
Online Exam
AM 10 Hrs
ENG 15 Hrs
Cisco Story / Selling Strategically
Value-added Selling 45 mts
Services & Support
TAC 15 mts
SBSC 15 mts
Partner Tools
Cisco Tools / Resources for AM 45 mts
Promotions/Incentives (NFR, TMP) 30 mts
Services & Support
TAC 15 mts
SBSC 15 mts
Partner Tools
Cisco Tools / Resources for ENG 60 mts
1. Partnering with Cisco for SMB Sales
Borderless Networks
SMB Routing 45 mts
SMB Switching 45 mts
SMB Competitive Positioning 30 mts
SMB Security 30 mts
SMB Wireless 30 mts
SMB Cloud Device Mgmt Overview 30 mts
Collaboration
Cisco Collab. for SMB (intro to ECS) 30 mts
Cisco Webex Meeting Center 30 mts
SMB TelePresence 30 mts
Data Center
Compute and Virtualization for AM 60 mts
Data Center Switching for AM 30 mts
Express Pod and VSPEX 60 mts
Borderless Networks
SMB Routing for ENG 90 mts
SMB Switching for ENG 90 mts
SMB Competitive Positioning 60 mts
SMB Security for ENG 120 mts
SMB Wireless 60 mts
SMB Cloud Device Mgmt Overview 90 mts
Collaboration
Cisco Collab. for SMB (intro to ECS) 30 mts
Cisco Webex Meeting Center 30 mts
SMB TelePresence 30 mts
Data Center
Compute and Virtualization for ENG 90 mts
Data Center Switching for ENG 60 mts
Express Pod and VSPEX 60 mts
2. Cisco Architectures for SMB Sales
SMB Solutions for Account Managers ( )
SMB Solutions for Engineers ( )

10. SMB Cost to Specialize $ 160 10 Hrs $ 0 $ 80 $ 80 15 Hrs $ 0 $ 80 $ 80
SMB Team
Training
Training
Cost
Test Cost
Total
Investment
Small and Midsize
Business
Specialization
(SMB)
10 Hrs
$ 0
$ 80
$ 80 AM
15 Hrs
$ 0
$ 80
$ 80 EN
Often asked what is investment, how many hours training and what are the exams,
what is the ROI
Set out here the total costs assuming $100 an hour for engineering time, typical cost of training (UCS tech training is classroom only, UFT can be done WBT currently)
The total cost is $15k approx which makes it a viable investment if Partners are committed to developing businesss in this area
We will always look for ways to reduce investment needed - if we can part fund training then can see this possibly being reduced down to $10k or less.
Couple of offers available - our WW team are offering limited # seats on funded virtual classes, also 1st 500 Partners WW to start working on DC architecture Spec can qualify for $5k worth of learning credits or funding
So that’s what it costs for a new partner to get UCT specialized or if you hold DCNI / DCSN today for you to add UCS and move into DC Arch
25 Hrs
$ 160
$ 160

11. Products Support Profitability
We offer you the broadest portfolio of small business products to help you meet your customers’ needs.
Support
We’re invested in your success. We offer you personalized
support, tools, and training to help you sell and deliver solutions
that build customer loyalty.
Profitability
We want to help you grow your bottom line with programs and incentives.

12. Cisco SMB Specialization: Support
Get free support for presales questions
Take advantage of the Partner Helpline and distribution sales support – two invaluable resources at your disposal.
Access to free customized sales and reseller training
Learn how to increase your ability to successfully sell, design and deploy Cisco solutions to SMBs with Partner Education Connection.
Technical training – target new markets, customers and opportunities with advanced training and certifications

13. Cisco SMB: Profitability
Cisco SMB Specialized Partners have access to a vast collection of cost-saving tools, product discounts, and profitability programs that can help them grow their business.
Cisco SMB: Profitability

14. Cisco Small Business Advantage: Profitability
Get on the fast track to discounts
Respond quickly to customer requests and deliver the solutions they demand with the Cisco Fast Track program. This end-to-end program speeds availability and simplifies delivery and pricing.
Earn more immediately
Take advantage of Cisco VIP-Express – a profitability program that provides payments based on sales of Cisco Small Business and Commercial solutions. Partners can use these payments to invest in the growth of their Cisco practice or simply enhance their profitability. US and Canada partners using VIP-Express have a 14% higher bookings growth rate than non-enrolled partners.
Co-branded marketing materials to drive revenues
Take advantage of Partner Marketing Central, which provides free, customizable campaigns and marketing assets like direct mail and banner ads.
“US and Canada partners using VIP-Express have a 14% higher bookings growth rate than non-enrolled partners.”

15. Cisco SMB Advantage: Profitability
Access to the Select Resale Certification
VIP-Express
Eligibility to sell Cisco Smart Care Service
Cisco Certified Partner Kit with sales tools, logos, guidelines, and information
Co-branded marketing materials to drive revenues
Take advantage of Partner Marketing Central, which provides free customizable campaigns and marketing assets like direct mail and banner ads.
EasyLease financing for your customers
By offering Cisco EasyLease* financing as part of your sales strategy, you can overcome common customer budget objections and enable your clients to acquire technology solutions based on their business needs, not their budget. (* Theatre-dependent)
Additionally, the following profitability resources are available to you:
Sales incentives and promotions on select Cisco products
Classic Products NFR Program

16. Gain Market Differentiation
Cisco is the worldwide leader in networking and communications. Partnering with Cisco provides you with industry recognition and a range of benefits to support you in building and sustaining a profitable SMB practice.
Gain Market Differentiation

17. Access the Broadest Portfolio of Products in the Industry
Cisco technology helps your customers connect their business to the world, secure it, and communicate more effectively using reliable, affordable options that fit their unique needs.
Access the Broadest Portfolio of Products in the Industry

18. Increase Your Overall Profitability
Cisco Small Business solutions help businesses become more productive and more profitable, providing a competitive edge. Take advantage of the vast collection of cost-saving tools, product discounts, and profitability programs that Cisco offers to help you grow your business.
Increase Your Overall Profitability

19. SMB Partners: Getting Started
Enroll and earn
Reap immediate rewards with Value Incentive Program (VIP)-Express, the partner payment program designed to increase your profitability as you expand your business.
Generate leads
It’s easy to build an effective, customized campaign that drives business with Cisco Partner Marketing Central.
New to Cisco? Sign up to be a registered partner today and start earning more with Cisco.

20. Product Access Matrix
Product access varies by Theatre. Rewards for product SKU’s are aligned most closely with the Fast Track family of VIP-Express.
The products listed are those meant for resale by partners in the Small and Midsize Business Specialization. Higher-level products are intended for partners who have attained more advanced Specializations.