Smart Business RoadMap for Small Business

Ken Thoreson Acumen Management Group LTD Ken@Acumenmgmt.com

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Smart Business RoadMap

Purpose: Describe a sales framework for the partner community designed to increase sales and build long term customer relationships.

Objective: Introduce the SBR process. Explain why a change in the sales process is important and what specific sales and marketing tools will be available for the partner community.

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Smart Business RoadMap

The buying process in small business is radically different from larger companies
Much faster, sometimes a matter of hours!

Buy solutions to address business challenges, not technology

Not constrained to a formal RFP process Self-investigation of solutions (using the web, local resellers, peers, friends etc) Influenced by peers (other SMBs, business chambers, etc) Quick decision and purchase

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

New Categories for Small Business

Elite
Early Adopter Values Technology Architects Growth

high performance fully customizable scalable advanced technology partner installed upgradeable partner managed partner supported off-the-shelf
Reactive Buyer Limited Technology Focus Price Conscious

Services and Functionality

Open to Guidance
Looking to Improve Knows Technology Can Help Not Sure Where to Start

Basic

simple installation easy-to-use affordable

4

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Small Business: A Diverse Market

Elite
Early Adopter Values Technology Architects Growth

Percent of Companies

48%

1%

Open to Guidance
Looking to Improve Knows Technology Can Help Not Sure Where to Start

51%

84% Percent of Spending 12%

Basic
Reactive Buyer Limited Technology Focus Price Conscious

4%

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Cisco Small Business Portfolio

Spectrum of Choices for Diverse Customers Basic
Services and Functionality End-User Do It Yourself Partner Led Installation
Partner Led Installation and Maintenance

Open to Guidance
Managed Service

Business Transactional Products Small Pro Foundation

Smart Business Communication System

System Solutions
Partner Margin
Presentation_ID 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Cisco Solutions for Small Business

Solve Business Challenges Not Point Business Challenges

Designed to Serve the Business Entity

Designed for Total Business Integration

Created to Separate You From the Competition

Designed for the Future Needs of Your Clients

Presentation_ID 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Ciscos Solution Focus Means New Approaches

Increase Levels of Sales Professionalism Increased Focus on Execution

Enhanced Need for Product Knowledge

Need to Out Position Competition

Recognition That Clients Want Long Term Relationship

Sell Solutions Based on Integrated Offerings

Partners Must be Ready!

Presentation_ID 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Product Selling Vs. Consultative Selling

Product Selling
Find an account considering buying React to sales opportunities Explain products and services

Consultative Selling
Find an account with a business challenge to solve Create and develop opportunities Show impact on the accounts business Knowing how to add value is basis of credibility Help determine the budget Seller helps set agenda and process
9

Product knowledge is basis of credibility

Sell on price and features Customer sets agenda and process
Presentation_ID 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential

Customer decisions are driven by need. Take your clients point of view

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

10

What Customers Are Thinking

Be Productive

Connect Employees & Offices

Work From Anywhere

Secure My Business

Serve Customers Better

I need to

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

11

Key Sales Factors

1 The Business Challenge
Creates need to change Can be at any level, from arising to critical

& business challenge

2 The Compelling Event

Experience that motivates or triggers a customers action

3 The Unique Business Value

What you bring to the sale Value of solution to your customers Business Challenge Differentiator
Presentation_ID 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential

12

What Are Business Challenges?

You will learn to Identify your Clients Short/Long Term Their Specific Business Challenges Based Upon:
Operational Efficiency

Cost Containment

Customer Responsiveness

Revenue Growth

Increase of Market Share

13

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

Smart Business RoadMap

WIN!

Pipeline

Solution Recom.

Scripts

Value Assessment

20/20 Plan

Discovery

Marketing Plan

Pre Call Work

Presentation_ID 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential

14

Smart Business RoadMap Program

Training Session One
SBR Guide Book-One Marketing/Campaign Builder-tied to Cisco Plans Sales Tools for SBR Solution Recommendation or Proposal Discovery Process

Training Session Two

SBR Guide Book-Two

Needs Assessment

Sustainability Plan

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

15

Advantages to SBR Selling

Drive more sales opportunities
Accurately assess opportunities Achieve revenue goals

Increase deal size

Increase velocity of orders Increase levels of professional services Map Cisco solutions to clients Need Strengthen long-term relationships
Presentation_ID 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential

16

Call to Action-SBR for Small Business

without discipline and use, education will not be transferred
A professional has a commitment to a callingthe education, training, and expertise that an amateur does not have. This commitment to become a true professional is a key to differentiating yourself in the marketplace. 1. Step One: Register: take course one and complete Guidebook and download available content www.cisco.com/go/smartbusinessroadmap 2. Step Two: Register: and take course two, complete Guidebook and download available content www.cisco.com/go/smartbusinessroadmap 3. Step Three: Go to: Campaign Builder and begin 20/20 campaign 4. Step Four: Practice/Role Play SBR within your sales meetings 5. Step Five: Review SMB Practice Builder:www.SMBPracticeBuilder.com

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

17

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

18

What is Smart Business RoadMap?

A framework designed to improve sales with a focus on solutions and securing a long-term business relationship with clients. SBR Includes enhanced levels of discovery and identifying current and future Business Challenges Aligned with their Needs

SBR creates events and builds value for your solution

SBR will assist in the development of a Solution Recommendation based upon a long term approach to the prospects IT needs.

Presentation_ID

2009 Cisco Systems, Inc. All rights reserved.

Cisco Confidential

19