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SMBEN v2.09-1
Module Objectives
Upon completing this module, you will be able to define key resources and programs for Cisco and Linksys and apply them to meeting customer needs. This ability includes being able to meet these objectives:
Identify Cisco Smart Services for Small and Medium Business and how best they can meet customer needs Identify resources and programs to help partners succeed in the SMB segment
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Services
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Lesson Objectives
After completing this lesson, you will be able to meet these objectives:
Explain the value of Cisco Services to both partners and customers Describe the Cisco portfolio of services for small and mediumsized businesses Explain how to position and recommend the most appropriate service
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SMB Customers with a Service Relationship with Cisco Are More Loyal
Average Loyalty Rate
72% 48%
Industry Average* Cisco Corporate**
79%
* Source: Walker, August 12, 2005 for Networking Equipment in the US ** Represents FY06 as of 7/26/06
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75% increase
5% increase
Customer Loyalty
yields
A 5% increase in customer retention, due to increased loyalty, yields a staggering 75% increase in the net present value of an existing customer
Source: Frederick F. Reichheld, Loyalty Rules!
2008 Cisco Systems, Inc. All rights reserved. SMBEN v2.09-9
Partner Margins
20%
10%
0%
<20% 21-40% 41-60% 61-80% >80%
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Assess Readiness
Prepare
Plan
Design
Operate
Maintain Network Health
Implement
Implement the Solution
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Partner Services
Partner Enablement
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*Cisco Smart Foundation Service was previously called SMB Support Assistant
2008 Cisco Systems, Inc. All rights reserved. SMBEN v2.09-17
Go-to-Market
Partner delivered, collaborative service
Features
Proactive network-wide monitoring, assessments and notifications Advance Hardware Replacementnext business day/same day ship, 4-hour 24x7 partner access to the Cisco Technical Assistance Center Cisco.com knowledge base and Smart Care Portal Operating system software updates and upgrades Software application updates
2008 Cisco Systems, Inc. All rights reserved. SMBEN v2.09-18
Go-to-Market
Cisco delivered, Cisco service
Features
Advance Hardware Replacement(NBD/same day ship, 2-hour, 4-hour and/or onsite parts replacement and installation) 24x7 direct customer access to TAC Cisco.com knowledgebase and tools Operating system software updates and upgrades
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Go-to-Market
Cisco delivered, Cisco service
Features
Advance Hardware ReplacementNBD/same day ship Business hours access to SMB TAC Cisco.com SMB knowledge base Online network troubleshooting tools designed for SMBs Operating system software updates for bug fixes
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*Cisco Smart Foundation Service was previously called SMB Support Assistant
2008 Cisco Systems, Inc. All rights reserved.
8 x 5 x NBD 8x5x4 24 x 7 x 4 and/or 24 x 7 x 2 (on-site parts replacement) Only with on-site option 24 x 7 access
8 x 5 x NBD
On-site Engineer Cisco Technical Assistance Center (TAC) Hotline Cisco.com Knowledge Base and Tools Operating System and Application Software Eligible Devices Integrated PlatformSpecific 24 x 7 access
Business hours (8 a.m.5 p.m.) access to special SMB TAC (access levels vary by region) Cisco.com SMB knowledge base Operating system software updates for bug fixes Select SMB class data products
Full access Ongoing updates and upgrades All Cisco Services for ISRs Cisco SMARTnet Service for Smart Business Communications System
Delivered By:
Cisco
Cisco
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Smart Care
Proactive
Critical
Partner
Network
NBD, 4-hour
Coverage Preference
SMARTnet
Responsive*
Cisco
Device
Smart Foundation
Responsive
Important
Cisco
Device
NBD
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Industry Awards
Consistently recognized for industry-leading services innovation and excellence Best practices in Service Supply Chain, Web-based Support, and Certification Programs
2008 Cisco Systems, Inc. All rights reserved. SMBEN v2.09-26
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Lead with consulting services in order to drive higher product and service sales
Prepare customers for the cost of service Lead with multiyear service at every opportunity Attach services to every Cisco solution Pursue opportunities to sell services on uncovered equipment Manage your services contracts and renew service agreements Offer financing solutions to enable small and medium-sized business customers to acquire the complete solution that meets their needs Focus sales efforts on the Cisco Smart Services for Small and Medium Business portfolio
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Importance of Network
Important
Service Needs
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Q&A
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Lesson Summary
Cisco Services enhance customer satisfaction and improve partner profitability.
Cisco Smart Services for Small and Medium Business can help small and medium-sized businesses realize the full potential of their network investment.
Selling service solutions to small and medium businesses helps them effectively manage their cash flow while providing the benefit of consulting services and technical support services.
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