Detailed Course Outline
The objective of this course is to teach delegates from our Commercial partners how to position and sell Cisco’s Next Generation Meeting solutions such that it delivers positive business outcomes for any customer and consequently forms the basis for business transformation and business growth. The course encourages AMs and PSSs to work together in positioning Cisco Webex Teams, Meetings and Calling solutions. Extensive exercises are used to re-inforce the material taught.
Delegates should bring a laptop or tablet with which to conduct research and complete exercises.
Introduction & Welcome
Topic 1 – Why Collaborate?
What’s driving the Market? Digital Disruption and Collaboration
- Cisco’s Approach and Vision for Collaboration Simple, Secure and Complete
- Why Next Generation Meetings?
- What’s in it for the Customer?
- Next Gen Meeting Use Cases Benefits to me as a partner?
Demonstration: Delegates will be given an inclusive demonstration of Cisco Webex Teams. All delegates will deploy Cisco Webex Teams on their preferred endpoint and join a Webex Teams Room to collaborate. Delegates will then be given a demo of Webex Teams by the Instructor.
Exercise – Delegates will now work individually and align and define which elements of our Collaboration and Next Generating Meeting story will resonate with their customers and how they would go about starting a conversation
Topic 2 - High-Level Overview of Cisco Solutions
What do we mean by ‘Next-Gen’? Solution Components and Key Differentiators
- The Collaboration Architecture and Platform
- The Collaboration Eco-System
- End Points for Every Need Conferencing (Web and Video) Content Sharing
- Mobility Recording Interoperability
- Deployment Models
- Licensing
- Annuity
Webex Teams Exercise – Delegates will continue on from the previous exercise and now map their customers specific problems and outcomes to relevant Cisco solutions and then identify which promotions and licenses may be relevant for that customer.
Topic 3 – How to sell meeting solutions
Target Markets, Target Customers and Target Stakeholders The Collaboration Journey
- Linking Collaboration to Desired Outcomes
- The Cisco Experience (Cisco on Cisco)
- Selling to Existing UC Customers Who to Target
- Selling to On-Premise Video Customers
- Selling to New Customers
Exercise: Working in teams, each team will prepare a Customer - identifying key users, their problems and then mapping this to desired outcomes and then specific solutions.
Topic 4 - Supporting the sale
- Differentiators
- Competition
- Competitive differentiators
- Partner Tools and Promotion
Topic 5 - Summary
Call to Action
- Plan and Discuss Top 5 Prospects with Cisco through Webex Teams