Open the door and unlock opportunities with the Cisco Services Icebreaker Program. What s hidden in your Cisco Installed Base? TD Azlan, Services

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1 What s hidden in your Cisco Installed Base? Open the door and unlock opportunities with the Cisco Services Icebreaker Program Your Personalised Business Case - prepared for TD Azlan, Services

2 Your Personalised Business Case Here is your personalised Icebreaker Business Case. Within this document that you have built, we ll share with you what you can achieve by working with us to uncover opportunities that exist within your customer s network and IT environment. The Icebreaker program is being used by over 700 partners across EMEAR and in just 3 years, we have helped to reduce the administration burden on customers and partners, and with the intelligence we provide, we can help you find net new opportunities to expand deals, migrate or upgrade, and even to cross-sell and upsell in others. Start your Icebreaker journey today. There are lots of opportunities we ll share with you through the Icebreaker journey. Contract Consolidation: reduce the burden on your own organisation and that of your customer by reviewing and reducing the amount of contracts you have. Co-termination of contracts: significantly reduce the amount of end dates on the contracts you have sold to reduce your administration. Renewals: get full visibility over the support renewals you have, and make forecasting easier by reducing contract numbers and end dates. Limited Lifetime Warranty (LLW): every Cisco product comes with warranty, but sometimes warranty is simply not enough. We ll show you what those products are, what the potential risks are and what to do about it. Last Day of Support (LDoS): Last Day of Support is applied to Cisco technology that is more than 5 years old after an end of sale notification has been made. Your customers are at risk as you cannot obtain any type of support for them including TAC, hardware replacement, bug fixes, security patches or software updates. We ll show you what that equipment is, and what you should do about it. Energy Management: your customers are under pressure to reduce energy costs and typically between 35% and 65% can be consumed by IT. Based on the Icebreaker report, we ll present the opportunity to you by showing how much money you could save your customers and also the revenue opportunity in licences to your business.

3 Demand Generation Campaigns Now you have the data through Icebreaker, start creating demand with a range of services campaigns. Once you have investigated your install base data with us through Icebreaker, it s time to take action. Creating demand based on this new found intelligence is easy with one of our demand generation campaigns all available on Partner Marketing Central. Getting Started From your Icebreaker data, simply choose the area you want to target (for example LDoS or LLW) and then select the appropriate campaign. You can choose to execute yourself by perhaps holding a sales call-out day, or you can outsource completely to a specialist telemarketing agency. They can provide you complete support including templates, landing pages, social media elements and lead creation by calling your customers directly on your behalf. If you have access to Cisco funding, you can use this resource as well. All of our campaigns come with different sets of assets, from off-the-shelf self-executable messages, telemarketing scripts, templates, copy blocks, call guides, battlecards and more.

4 Demand Generation Campaigns SMARTnet Service Provide your customers with ongoing availability and performance from their Cisco devices. Cisco SMARTnet Service keeps your customer s Cisco technology up-to-date and mitigates the risk of network downtime with software maintenance, 24/7 access to the Technology Assistance Center (TAC) as well as proactive device diagnostics enabled by Smart Call Home technology. A nine-time TSIA Excellence in Online Support winner with an award winning mobile app, SMARTnet is the best way to help your customers manage their total cost of ownership and maximise the value of their devices. com/orgs/initiative.aspx?id=2256 SMARTnet Service for coverage of products with Limited Lifetime Warranty Generate leads for SMARTnet Service with your customers who are currently relying on the Limited Lifetime Hardware Warranty alone for their Cisco devices. Ongoing network availability and performance require more than just repair and replacement services provided by limited lifetime hardware warranties. Meeting the demands of a network requires enhanced support, regular software upgrades, advice from experts, and a device that proactively calls home for help when it has a problem. The industry agrees. Cisco SMARTnet Service has won many recent awards, including being rated #1 in post-sales support in the 2012 CRN Channel Champions Awards. In addition, Cisco is the only company to have achieved the J.D. Power and Associates CTSS certification 6 times, for providing An Outstanding Customer Service Experience. com/orgs/initiative.aspx?id=2256

5 Demand Generation Campaigns Smart Care The annual growth rate for support services is showing no signs of slowing down. You have a major opportunity now to be more profitable and strengthen your position as a trusted advisor through your service offerings. This increase in customer demand can make network support services a key differentiator for your business. These campaigns are designed to be easy-to-execute and focused-on partner sales engagement opportunities to help drive your services revenue. Which Partners adopt Smart Care? Partners who focus on selling products who do not have the infrastructure to support their own brand of managed services offers Entry level or small service-centric partners who want to leverage Cisco to build out a managed services practice What do you get by offering Smart Care Services as a Partner? Pre-built managed services engine that is easy to quote and order Entry point into annuity-based partner-branded services Where do you fall in the services maturity model? You must have the business maturity to support the infrastructure needs (help desk, field support) of Smart Care com/orgs/initiative.aspx?id=2439 Partner Support Service (PSS) Annual growth rate for support services is showing no signs of slowing down. You have a major opportunity now to be more profitable and strengthen your position as a trusted advisor through your service offerings. Cisco s Partner Support Service provides qualified Cisco channel partners the tools and assets to build a range of new services to help profitably expand your business. These campaigns are designed to be easy-to-execute and focused-on partner sales engagement opportunities to help drive your services revenue. Which Partners buy PSS? 1-Tier CSPP members Service-centric Partners with robust support capabilities What do you get as a Partner by offering a Partner Support Service-based offer? Increased margin, decreased cost Maintain your own brand and control com/orgs/initiative.aspx?id=2440

6 Demand Generation Campaigns Partner Optimisation Service The Cisco Partner Optimisation Service enables you to deliver network optimisation services, under your own brand, based on intellectual capital, tools, and best practices developed and backed by Cisco. Now you can customise your own CPS portfolio. Choose any combination of assessments and services. The assessments can be delivered to your customers throughout a one-year subscription to: Reduce downtime and optimise their network Improve your relationship Provide access to Cisco best practices com/orgs/initiative.aspx?id=2441 Cisco Energy Management Suite The Cisco Energy Management Suite software is a proven solution that can cut an organisation s energy bill helping your customers meet carbon targets and reduce emissions. You have plenty of choice when it comes to building demand. Engage your customers with our hard or soft offers, limited trials or a complete Proof of Concept engagement. Use our online calculator to get indicative figures on potential cost savings. Utilise Cisco funding elements to get your campaign up and running quickly. Grow your pipeline, engage new buyers, build new relationships, and close new software business resulting in quick customer return on investment (ROI), in typically less than 18 weeks. And once you engage a customer or prospect, the buying cycle can be just as quick. With this demand generation campaign we ll help you find new opportunities in your existing customer base and with new prospects.. com/orgs/initiative.aspx?id=2602

7 Collaborative Professional Services Don t be held back by limited resources let Cisco help you deliver leading edge Services to your customers through our Collaborative Professional Services (CPS) portfolio. Our Collaborative Professional Services have been created to allow you access to Cisco engineering expertise, smart services innovation and proprietary methodologies that you can combine with your own services and expertise to deliver new levels of value to your customers. There are a complete range of services available to you from assessment to design, guidance and development. These services are also available across our architecture portfolio including routing and switching, Unified Communications and Datacenter. Through CPS you can obtain: Automated audits that analyse devices in your customer s network and provide improvement recommendations. A holistic view of the customer s network to support development of an action plan for resolving misconfigured devices. Timely reports that correlate Cisco products on the customer s network to field notice alerts and product lifecycle announcements. Relevant leading practices captured from hundreds of Advanced Services deployments. Industry-leading service delivery, subject matter experts, methodologies, and templates. A scalable service delivery platform that facilitates collaboration between you and your customers. Practice development and enhancements. Use these Services to grow your own business, improve operational efficiency, and scale to meet demand, all of which can help you to further differentiate your business and increase customer interaction and retention. For more information on Collaborative Services and to watch our video: programs/collaborative/cps/index.html

8 Cisco Capital Help your customers to preserve cash and accelerate ROI With flexible financing options from Cisco Capital your customers can avoid the need for an upfront cash investment and spread their costs over time. How could you benefit? Overcome budget objections and accelerate the deal Differentiate from your competitors Protects your margins and prevent discounts How could your customers benefit? Align investment with payback Remove budget constraints, and in some cases, financing can provide additional savings Accelerate their technology adoption and ROI Get started today For practical advice and resources to help you position and include financing in your sales strategy, please visit the Cisco Capital website

9 Where do you want to go? The next step is with you. Now you have built your Business Case and you can see for yourself what s possible, your next step is to get involved in the Icebreaker journey. Using your install base data, we can see what new opportunities we can find to help you build your Cisco business. We re sure that once you ve experienced Icebreaker, you ll wonder why you didn t do it sooner! Ready? To be successful with Icebreaker, the following checklist will help: It s a partnership: make sure you work with your respective Cisco colleagues your main point of contact will be your Virtual Partner Account Manager (VPAM). Find out who this is if you don t know by ing icebreaker-bdm@cisco.com or by requesting an Icebreaker report. Keep everyone in the loop: although it s a given, highlight in your own business your interaction with the Icebreaker program and the success you are enjoying. Data integrity: the first pass of an Icebreaker report data is typically 80% accurate. Sometimes it s less, sometimes more. In any case, the intelligence you hold about your accounts is key and by talking through this information with your VPAM we can work on making it even better. Work on specifics: with all the opportunities you are presented with, remember to focus on ones you can manage effectively. Talk them through with your VPAM and prioritise. Get marketing support: if you have marketing capability, run campaigns based on your business brand around the data and opportunities that have been uncovered. Don t be afraid to outsource: sometimes the quickest route to market can be via outsourcing a campaign. You could start building a healthy pipeline within 4 weeks or less. Use Sales Force (SFDC): remember with your opportunities, forecasting accurately is essential and means we can track them through to closure, offering help and advice where needed. Utilise Collaborative Professional Services (CPS): by using CPS services, you get access to leading edge services delivered on your behalf by Cisco, that you can use to enhance your own services capability for deeper interaction with your customers.