Transcript
Page 1: Evolve Your Services Business

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Evolve Your Services Business

Richard HorsfieldJune 19, 2013

Page 2: Evolve Your Services Business

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Evolve Your Services BusinessWe Are On a JourneyWhat is Evolve and Optimize?Why Services?Strategy and PlanningBuilding ServicesMarketingSellingNext Steps

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Cisco Is On a Journey

Future Vision 3 to 5 years: “The Internet of Everything”

Industry Trends

1 to 3 yearsNowCisco CampaignsMOBILITY CLOUD

SDN/Open

Networking

Internet of

Things (Verticals)

Customer ExperienceSecurity: Evolving LandscapeData in Motion

…and we want Partners to join

us

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What is Evolve and Optimize?

Attach, Renew and Migrate more – through automation, upsell and effective installed base

management

Increase your value add by delivering more

services and software powered by smart

capabilities

Reduces costs, increases attach and renew. Increases renew, creates opportunity to turn base, increases account control

Gain market share, create unique value, maximize profitability

Increase differentiation, Build and grow recurring revenue stream, increase profitability and provide greater account control

New solutions, new business models

Evolve Engine Optimize Engine

Innovate Engine

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What We’re Doing to Help

What + WhyPrograms + Offers Resources + Incentives

What to Sell

Increase services revenues(Leveraging Smart capabilities)

Move up the decision tree to transformation opportunities

Evolve

Where to Sell It

Maximize your installed base (Opportunity Development with IBLM)

Reduce operational costs and create space to transform

Optimize

Where We’re Going

Create new profit centers(Partner of the Future)

Take advantage of future opportunities

Transform

What Services?Product Support Managed

Services Professional Services

What Solutions?Cloud Mobility Apps

Leading PracticesIncentives (DIY)

Services/Plays (Outsource)

Leading PracticesIncentives (DIY)

Services/Plays (Outsource)

Leading PracticesIncentives (DIY)

Services/Plays (Outsource)

Renewal Engine Migration Engine

Attach RenewCover Refresh

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Best-in-Class ApproachWhatever your business model…

Selling services is an opportunity to boost

your bottom line

Optimize Your

Profitability

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How Does Smart Help?Services that have …which collect …which is analyzed

and compared to…to provide

C I S C O I N T E L L E C T U A L C A P I T A L

+Automated Software-EnabledCapabilities

Network DiagnosticData

Actionable Insight

Cisco’s Intellectual Capital+

90K+ technical documents6M

annual customer interactions50M installed

devices25 networkinginnovation leadershipyears

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Strategy and Planning Building Services with Cisco

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M A N A G E D S E R V I C E SService Desk Stewardship Remote Backup Contract Management Remote Monitoring and Management Pre-Paid Professional Services Optimization Operations Management Solution Support

P R O F E S S I O N A L S E R V I C E SStrategy and Analysis Assessment Design Validation Deployment Migration Product Support Solution Support Operations Management Optimization

What Services Are There?P L A N B U I L D M A N A G E

P R O D U C T S U P P O R T S E R V I C E SCore Product Support Repair and Replacement Alerting, Patching and Updating Installed Base Management Contract Management

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

Page 10: Evolve Your Services Business

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The Path to a Services Practice

Strategy + Planning

What do we sell, and why?

Marketing

How do we create demand and discover

opportunities?

Selling

How do we position and close deals?

Building Service Offers

How do we establish and deliver these solutions?

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Key Service Practice Ingredients

Partner Resources

Partner Investment

Partner Strategy

Leading Practices(Process, Methodology, Tools)

Cisco Services(Cisco Branded Resale,

Collaborative Services, Data Collection)

Standardized Architectures

(Smart Business Architecture)

INCREASED Services Sales Profits

Reduce Cost

Speed to

Market

Reduce Risk+ =

Cisco-Branded Resale Services

Enabled Partner Services Offers

IMPROVEDDifferentiation

Customer Satisfaction

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Maturity Level = Better Profits

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Standardized Architectures

Tested and Validated Solutions Work Together

Comprehensive Architectural Solutions

Modular, Systematic Approach

Reduces risks

Removes complexity

Accelerates pre-sales cycle

Speeds deployment

Reduces / Eliminates post-sales issues

Cost benefits / savings

Trusted adviser relationship

Protects investments

More service selling time

Future services and solutions

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Resell or Build? Which is Best?Resell BuildHybrid

Customer

Solution

Provider Partner

Cisco or 3rd Party Provider

Customer

Solution

Provider Partner

Customer

Solution

Provider Partner

Cisco or 3rd Party Provider

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Customer Needs / Services Lifecycle

Plan Build Manage

Cisco ServicesEnable Services Offerings

Cisco Service Cisco Smart Service

Cisco-Branded Services(Cisco Delivers)

SMARTnet

Smart Net Total Care

Collaborative Services(Partner Delivers)

Smart Care

Partner Support Service

Collaborative Professional Services

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BuildingService Offers

Establishing + Delivering Solutions

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Professional Services

Services + Support Building Blocks

Services Delivery Skill Building and AllocationProject Management Framework

Business Fundamentals

Operational Excellence

Creating Customer

Value

Project Handover and ClosureDiscovery/Readiness FrameworkDesign FrameworkImplementation Framework

Engagement Quality Assurance and BenchmarkingCustomer Satisfaction Surveys and References

Support Services Skill Building and AllocationHelp Desk and Adv. Tech Support Services

Onsite Support ServicesFunctional Knowledge Transfer

Network MonitoringOperations Framework

Technical Account ManagementLong Term Support Services

Optimization Framework

Reference: Cisco Partner Field Guide

Support and Managed Services

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MarketingCreating Demand for Your Services

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EXIST ING C U S T O M E R S

Where Opportunities ResideNEW C U S T O M E R S

New CustomersNew product and services opportunities to companies you’ve never worked with before

New installed based opportunities with new companies (someone else’s customer)

Opportunities within Existing CustomersNew departments / divisions

New technology / solution

New services that you don’t currently offer

Existing Customer Installed BaseRenewals

Last Day of Support (LDOS)

Uncovered equipment

Monitoring / Management / Support

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Creating OpportunitiesExisting

Engagement Add-onsCustomer

Discovery Meetings

Workshops and Events

Data Collection and Analysis

Marketing Campaigns

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What Do You Need?Action Plan – Who, What, and HowA Services / Solutions PortfolioPartner Branded Cisco Branded

New Markets: Target Data + Marketing PlanExisting Customers: Customer Data and AnalysisMarketing MessagingPresentation Education Materials Collateral Materials

Trained Technical and Sales TeamsTracking / Reporting System

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Positioning and Closing DealsSelling Services

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Adopt a Sales ProcessIdentify Sales Opportunity

Customer Discovery Meeting

Service Positioning

Service Demonstration

Obtain Pricing, Generate Quote

Present Quote to Customer

Handle Objections Close Sale

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Next StepsComplete an assessment to understand where you are today

And how you compare to others in your field

Decide on your services strategyDetermine your build versus buy strategyLeverage Smart Services “engines” to help grow your services businessContinue to work with us on your strategy and planLeverage our resources, programs, and incentives To help accelerate the growth of your business

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Thank You


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