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Cisco SMB Unique

Cisco SMB Unique is designed to help you as a key Cisco Partner deliver go-to-market propositions aimed at the SMB sector. It sets out a framework for the relationship between Cisco and its participating Partners that allows the delivery of unique compelling and competitive propositions to SMB customers.

This page focuses on the training element of the program that is developed and delivered by Fast Lane, a worldwide Cisco Solutions Learning Partner for many years.

There are three key elements to the recommended training plan for Cisco SMB Unique:

	Cisco Sales Essentials (CSE)
	SMB University
	Softskills

To register your interest in any of these areas please complete the form

here and you will be contacted by a member of the SMB Unique training team.

If you have any questions please do not hesitate to contact us on +44 (0)845 470 1000 or

smbuniquetraining@flane.co.uk.

Further details on these courses can be found below.

Cisco Sales Essentials (CSE)

The knowledge gained by the CSE is essential for any Cisco sales person and is the basis of the Cisco Sales Expert certification. This course has been designed for Partner AMs to gain the introductory information they need to resell Cisco products and solutions. After completing the course the delegates will be able to recognize the following solutions:

	Campus LAN
	Wireless
	WAN
	Optical Networking
	IP Telephony/Contact Center
	Storage Networking
	Video
	High speed access (global DSL and Cable)
	Security/VPN
	Network Management

The CSE will provide delegates with the understanding of the value of Cisco products and solutions to the customers business; a fundamental understanding of the key technologies and the ability to recognize key business opportunity indicators for each technology.

It is recognized that we need to limit the time an AM spends out of the office. Fast Lane would therefore like to offer a 1 day consolidated CSE as an instructor led event. Some of the exercises will be omitted and the day slightly longer but essentially delegates will be prepared for the CSE exam.

There is also a FOC e-learning CSE course available on PEC for those that require further study (to complement the ILT event) or for those that prefer this learning style.

SMB University

Fast Lane has consolidated the 2 day SMB Select AM course to a one day Boot camp. This is an instructor led event and aimed at the SMB Account Manager. Please find a summary of the day’s agenda below:

	Why Cisco
	Meeting customer needs
	Cisco focus on SMB
	Financial strength of Cisco
	Networking Fundamentals
	Functions/operation of a Hub, Switch and Router
	Functions/operation of a Firewall
	Layer 2&3 Switching & Routing
	OSI Layers
	LAN, WAN overview
	Media type LAN, WAN
	Services for Resellers
	Why sell services, how to position
	Cisco services portfolio
	SMARTnet
	SMB SA
	Available tools
	Resources and Tools
	Describe tools for resellers and partners
	Functionality and use of tools
	Interactive tools
	Selling Foundation Solutions
	Recognize key technologies
	Identify resources opportunities
	Interact with CCO tools
	Selling Security Solutions
	SBCS Solutions – product overview
	How to become a Trusted Advisor

Softskills

The registered Cisco SMB Unique account managers will require softskills training to help them become more effective sales professionals. They will come from a variety of backgrounds with diverse skills and experience. A structured training program which includes softskills will ensure a consistent and strategic approach to business development and sales.

Fast Lane has developed a one day instructor led event that focuses on a number of areas such as presentation training and how to effectively engage with a customer.

Further discussions regarding content will be held with Cisco SMB Unique Partners during the planning phase to ensure the most valuable modules are included.

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