2011 Cisco and/or its affiliates. All rights reserved.

Cisco Confidential 1
Sandra Castineiras
Matt Caller
Hana Simkova

Sales Collaboration Platform
Cisco Partner Training

22nd May 2013
Cisco Confidential 4 2012 Cisco and/or its affiliates. All rights reserved.
Agenda

Introducing the Sales Collaboration Platform

Using the Sales Collaboration Platform:

Target Prospects

Leads

Support and Next Steps
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
Message from Sean Gallagher and Yousef Khalili
At Cisco were extremely proud of and committed to our partner-centric selling
model in general and in particular when it comes to our Partner Led approach. We
feel strongly that by bringing our sales teams closer together to drive joint sales
and marketing activities to address our target customers, we can accelerate growth
and gain share. This is the objective of a new component of our Partner Led model
called the Sales Collaboration Platform that we are introducing in FY13.

Sean Gallagher
Vice President, EMEAR Partner Led Commercial Sales
It will require changing the way we do some things and so will require effort to
make this work. I am personally very committed to making this a success as I truly
believe that it will take the Partner Led model to the next level and drive more sales
for us both. I am asking for your support to engage with us on making the Sales
Collaboration Platform a major enhancement to the way that we work and win
together.

Yousef Khalili
Director, EMEAR Partner Led - Named
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
SCP Integral part of the Partner Plus Framework

1. SCP is an integral part of the
Partner Plus Framework and so is
exclusively offered to you - our
Partner Plus Partners.
2. A gradual deployment across
EMEAR as outlined below:
Wave 1 (launched already in December
2012): UK, Ireland, France, Italy, Germany,
Sweden, Norway, Belgium, Luxembourg,
Switzerland, Spain, Netherlands, Finland,
Greece, Portugal, Austria and Israel
Wave 2 (Q4 FY13 mid-May
launch): Poland, Romania, Saudi Arabia,
Turkey and the Czech Republic


2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
Sales Collaboration Platform:
What is it?
Helping Partners Take the Lead
Partner Plus Connect as single entry point

3. Gain
business
analytics

5. Earn
Cisco
Rewards

The environment to
4. Help you
succed on
your joint
business plan
2. Be explicit
with Partner
Preference
1. Enable
Sales
Acceleration
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
The environment to collaborate
Engage With
Customer and
Update
Accept and Assign
to
Sales Rep
Convert
to Deal - CCW
Integration
5. Close
Deal
Receive
Leads and
Prospects
1
2
3
4
5
Partner generated
leads
Cisco generated
leads
Uncovered
accounts
Accounts / Target
Prospects
The only net new step for you to take
A Target Prospect is
customer account information
that, based on intelligence
and analytics, has a high
potential to generate sales
opportunities for one or more
technologies or solutions.
A Lead is an account that
has expressed an interest in a
Cisco solution, and that is
qualified by Cisco, a vendor,
or a partner to have budget,
need, and timeline.
Cisco Confidential 9 2012 Cisco and/or its affiliates. All rights reserved.
Agenda

Introducing the Sales Collaboration Platform

Using the Sales Collaboration Platform:

Target Prospects

Leads

Support and Next Steps
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
The Cisco Sales Collaboration Platform
Its as easy as 1,2,3!

Its as easy as 1,2,3 for you to use the
Sales Collaboration Platform to execute
on your sales planning and achieve great
results.
1 Share
2
Collaborate
3 Succeed
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
Sales Collaboration Platform Users
Two user types
Grants access to other employees and
contacts.
Responsible for accepting or rejecting
leads and prospects for your company.
Assigns leads and prospects to your
PSRs.
Partner Sponsor / Administrator (PA)

Accept/reject, and manage leads and
prospects in the Platform
*Enter deals in Cisco Commerce
Workspace (CCW)


* One click to create a new deal in CCW which will copy across the
information held within the lead and prospect automatically
Partner Sales Rep
(PSR)
Partner Sponsor can also perform the role of the PSR
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
Target Prospects

Sales Collaboration
Cisco will identify and upload high
potential account lists, with Customer
Intelligence (CI)*
Partner assigns Sales Rep, engages
with customer and converts to Deal in
CCW.
Each Target Prospect is only visible to
the Partner it has been shared with and
any information you add to it is visible
only to you and your Cisco Sales
Contact.
* When available

Partner Benefits
Allocate your sales resource to high-
potential accounts, engage early with the
customer, track progress.
3. Engage With
Customer
and Update
2. Accept and
Assign to
Sales Rep
4. Convert
to Deal - CCW
Integration

5. Close
Deal
1. Receive
Leads and
Prospects
Lead and Prospect
Management
Early Opportunity
Engagement
Customer Intelligence
Joint Progress Tracking
One-Click to CCW
Target
Prospects
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
Leads

Sales Collaboration
Cisco will assign Leads with
Customer Intelligence (CI)* to
Partners through the platform.

Partner assigns Sales Rep, engages
with customer and converts to Deal in
CCW - using New Deal button from
within SCP.

*When available.
Partner Benefits
Simpler lead sharing and progress tracking,
easier conversion to Deal.
3. Engage With
Customer
and Update
2. Accept and
Assign to
Sales Rep
4. Convert
to Deal - CCW
Integration

5. Close
Deal
1. Receive
Leads and
Prospects
Lead and Prospect
Management
Early Opportunity
Engagement
Customer Intelligence
Joint Progress
Tracking
One-Click to CCW
Leads
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
Different ways to access SCP
Our Partners access SCP via Cisco
Commerce Workspace (CCW).
You can do this via Partner Plus
Connect: www.cisco.com/go/ppc
Or access CCW directly:
www.cisco.com/go/ccw
Once TPs and / or Leads have been
shared you will have the view shown
to the right, within CCW. Click on
any row where Leads / TPs are
shown in the Tabs or just click on
the link to the right which goes
directly to SCP
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
Cisco Confidential 15 2012 Cisco and/or its affiliates. All rights reserved.
Target Prospect & Lead Management:
SCP Simulation
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
Cisco Sales Collaboration Mobile
Take the Platform with you when you leave the office by using the SCP
mobile app, available for Apple iOS & Android smart phones and tablets
SCP Mobile
An extension of your desktop intuitive and easy
to use
Easy to download from iTunes and Google Play
Link to iTunes & Link to Google Play

EMEAR Languages available from May 20
th

English, Czech, French, German, Italian, Spanish,
Polish, Turkish & Russian

Visit the Partner Plus Connect and the Sales
Collaboration Platform page for more information.

Get support via: scp-mobility-support@cisco.com

List and Map
of Target
Prospects
Lead Notification /
Acceptance
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
Cisco Confidential 17 2012 Cisco and/or its affiliates. All rights reserved.
Lets review SCP Mobile App video
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
May Enhancements to SCP:
Bulk assignment of Target Prospects to PSR
1. Partner Admin views My Newly
Assigned Prospects
2. Click the Target Prospects that you
wish to Assign / Share with your PSR
3. Click Assign to PSR
4. Select PSR from list
5. All selected Target Prospects will
now be shared with the chosen PSR

1
2
3
4
5
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
May Enhancements to SCP:
Assign Target Prospects to a Cisco Recommended PSR with one click
1. Partner Admin opens a Target
Prospect from the SCP home page
2. Check if your Cisco Sales contact
has recommended a PSR
3. If you would like to assign the Target
Prospect to the PSR who has been
recommended just click on Assign
4. If you would like to assign the Target
Prospect to another PSR just click
Edit and assign as usual
1
2 3
4
5
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
May Enhancements to SCP:
View your Target Prospects by Geography, Target Architecture,
Propensity to Buy, Wallet or Industry
1. All Partner SCP users can now
choose to view their Target
Prospects by:
Geography
Target Architecture
Propensity to Buy
Wallet
Industry
2. Once a view has been selected you
can still click on any column header
to sort the Target Prospects
displayed
3. You can reset the filter to see all TPs
at any time by clicking on the Clear
Filter button
4
5
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
May Enhancements to SCP:
View your Target Prospects by Geography, Target Architecture,
Propensity to Buy, Wallet or Industry
5
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22
May Enhancements to SCP:
View your Target Prospects by Geography, Target Architecture,
Propensity to Buy, Wallet or Industry
4
5
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23
The Cisco Sales Collaboration Platform
Its as easy as 1,2,3!
Partner User Experience

1 Share
2
Collaborate
3 Succeed
Partner Admin will
assign Leads &
Target Prospects
Quickly to their
PSRs
PSRs will review all
the information
available, engage
customer and
update the Target
Prospect
Create deals in CCW (via
SCP New Deal button) to
get Cisco Reward points.
Participate in regular
business / plan review with
your Cisco Sales contact
Cisco Confidential 24 2012 Cisco and/or its affiliates. All rights reserved.
Agenda

Introducing the Sales Collaboration Platform

Using the Sales Collaboration Platform:

Target Prospects

Leads

Support and Next Steps
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25 Cisco Confidential 25 2012 Cisco and/or its affiliates. All rights reserved.
SCP: How to get Support
For Technical Support contact the
Cisco Partner Relationship Team (PRT)
Visit their website to access contact numbers relevant for
your country:
www.cisco.com/go/prt/

For Business (non-Technical) Support contact
the Cisco Sales Collaboration Business Team
Visit the Sales Collaboration Tab on Partner Plus Connect:
www.cisco.com/go/ppc/

or email the team directly at:
scp-partner-support@cisco.com

For support on the SCP Mobile Application contact the
team directly on: scp-mobility-support@cisco.com



2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26 Cisco Confidential 26 2012 Cisco and/or its affiliates. All rights reserved.


Visit Partner Plus Connect
www.cisco.com/go/ppc
to access training and resources:

Review the SCP At A Glance summary

Review demonstrations on how to use the tool at your
own pace and time

Access a recording of the live training

Assets will be made available in English,
French, German, Italian, Spanish and *Turkish

All of this content can be found in the Sales Collaboration
Platform section accessible from the menu to the left of the
Partner Plus Connect home page

*Turkish from June 2013


Resources
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27 Cisco Confidential 27 2012 Cisco and/or its affiliates. All rights reserved.
Next Steps
Secure some time for your first business review
with your Cisco sales contact

Start to familiarize yourself with the Sales
Collaboration Platform*

Enjoy the Cisco Rewards campaign set for SCP
adoption

Extend the training to relevant people within your
organization (live session or e-learning available at
www.cisco.com/go/ppc)

Access to Customer Intelligence (CI) via Partner
Plus Connect will now be removed SCP will
deliver you Target Prospects and Leads with CI





* Your Partner Plus sales team are already on-boarded to SCP


2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
Question and answer session
Thank you.
2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
The Partner Sales Collaboration Journey
You have automatically been given access
to the Sales Collaboration Platform as part of
your Partner Plus enrolment activities
You can then then attend a live training
session and / or view the e-learning
materials on Partner Plus Connect
(www.cisco.com/go/ppc)
You should incorporate SCP into your
business plan discussions with your Cisco
Sales Contacts
Following training you can then access
Target Prospects and Leads via SCP and
when ready create deals directly from the
New Deal button within the Target Prospect
or Lead