Collaboration Club - Westcon-Comstormedia.gswi.westcon.com/.../Comstor_CollaborationClub_2016_-_Part… · Collaboration Club Partner Update –April 2016 ... • Demonstrates internal

Collaboration ClubPartner Update – April 2016

Sonia Chamberlain | ANZ Comstor EDGE Partner Program Manager

Maarten Rooij | Cisco Collaboration Specialist

Irshad Ali | Comstor Collaboration Solutions Architect

2

Agenda

EDGE & Collaboration Club Sonia Chamberlain

Commercial Xcelerate Maarten Rooij

Cisco Product Update Irshad Ali

Special Offers

3

Comstor Presents EDGE

Close more deals

Investing to reach your goals

Accelerate sales growth

A framework helping partners

Engage, Develop, Grow and Extendtheir Cisco business

4

CSI

EDGE – Partner Programs

Leap into Data Centre

Collaboration Club

Enterprise Networking

5

Collaboration Club – The Program

Benefits

Welcome

Promotion offers

Presales

Network events

Certification assistance

Technical Services

Marketing activities

Demo kit & Demo lab

6

EDGE – The Program

On Boarding(to Cisco)

Kick start your

Cisco journey

Building the

Foundations,

Enhance success:

Accelerate sales

through partner

Enablement

Advance your

business:

• Architecture

specialisations

• Certifications

• New markets

• Services

Optimise business

Global reach:

• Cloud

• GPN

Tier 2 Partners Tier 1

7

au.ComstorEDGE.com

au.ComstorCollaborationClub.com

Go to Contact for full Comstor Team details

For more information

Commercial Architecture Xpert and Commercial Xcelerate

Maarten Rooij – Collaboration Specialist

9

Velocity Product Xcelerator

Focus Product Xcelerator

Midmarket Solution Xcelerator

Strike Gold with Midmarket

Collaboration

Sales Performance

Rewards

Sales Activity Rewards

• SX10 & SX20

• DX70 & DX 80

• MX200 & MX300 (ANZ only)

• BE6K Solution sales (triple points)

• Video End points & SW licenses

• WebEx/CMR/Spark annuity (soon)

• Total Commercial Collaboration

revenue

(based on target achievement)

• 4 Sales Activities Up to 1,000,000 pts

2% or 4% of total

Commercial Collaboration

revenue

Up to 100,000 pts per claim

3,500 ~ 5000 pts / unit *pts/unit varies by theater

4,000 ~ 16,000 pts / unit*pts/unit varies by theater

www.cisco-commercialxcelerate.com

Program Rewards Overall(Commercial Architecture Xpert + Commercial Xcelerate )

10

• Each partner will get a quarterly target based on FY15 average quarterly Cisco Collaboration Sales revenue.

• If the partner’s FY15 average quarterly revenue is below than US$25,000, then US$25,000 will be the quarterly target.

• Partners can earn more points based on target achievement

100% achievement of quarter target: 2% of Total Commercial Collaboration

Sales Revenue up to US$5,000 worth of CX points

125% achievement of quarter target: 4% of Total Commercial Collaboration

Sales Revenue up to US$10,000 worth of CX points

Sales Performance

11

Demand GenUse it, Know it,

Sell itCase Studies

Reward: 10K Pts

for CBC / 20K Pts

for Deal

Registration

Host customers for

CBC/Briefings at

Partner

Disti or Cisco

locations

Register Deal in OIP

(Min. $5k)

Reward: 25K

Pts

Demonstrate

Internal Use of

Cisco’s

Collaboration

Solutions

Reward: 50K

Pts each

Document customer

success stories in a

simple template

Specialisation

Reward: 150K

Pts

Achieve Express

Collaboration

Specialisation

Milestone rewards for

AM module (25K pts)

SE Module (50K pts)

ECS Achievement

(75K pts)

Partners can earn max 1,000,000 points from all four activities in FY16

Sales Activity

12

Profile: T2 Partner – $35,000 / Qtr average

25% YoY growth target = $43,750

Partner Sales Performance Rewards:

• Achieves $45,000 in Sales revenue next Quarter or >125% of target achieved

• Payout = 4% of Total $45,000 = $1800 worth of CX points

Partner Sales Activity Rewards:

• Hosts x5 Customer Briefings (5x 10,000 Pts), and Registers x3 New Opportunities in OIP (3x 20,000 Pts)

• Demonstrates internal Collaboration Use (1x 25,000 Pts)

• Delivers x2 Customer Case Studies (2x 50,000 Pts)

• ECS: Achieves AM Module (25,000 Pts)

Rewards Example

TOTAL REWARDS: $4,400 worth of CX points$1800 (Sales Performance Rewards) + $2,600 (260,000 Pts – Sales Activity Rewards)

13

32,249 points

3500 points

Total 44,249 points

Total 44,249 points earned (100 points = approximately US$1)

~AU$600

8,500 points

32,249 points

8,500 points

3,500 points

Products and Solutions Unit

Velocity Products

Xcelerator

Focus Products

Xcelerator

Mid Market Solutions

Xcelerator

CTS-SX10-K9 1 3500 2993

CP-DX70-K9 1  3500 2063

CP-DX80-K9 1 5000 2993

BE6S-PRI-M2-K9(mandatory

SKU for MM Solution Xcelerator) 1 21600

BE6K-START-UCL35 1 500

BE6K-UCL-ESS 35 2100 (60 points *35)CP-7821-K9= 35

Commercial Xcelerate

Collaboration Update

Irshad Ali | Comstor Collaboration Solutions Architect

[email protected]

15

Packaged Collaboration Solutions

Collaboration Meeting Room

Spark

Collaboration Vision & Strategy

Today’s Agenda

16

workhome

17

The Challenge for Most Organizations

Phone Users Video Users UC Users Conferencing Users

Video units in dedicated rooms

Multiple OS’ on multiple devices

Mostly connecting through the cloud

Basic phones running on a separate platform

PBX/PhonesAudio and/or Web

ConferencingVideo Systems UC and Mobile

Clients

No Common User Experiences

Siloed Applications

No Network Intelligence

18

What is Cisco Doing?What is Cisco Doing?

19

Making Collaboration Simple.

20

EveryDesk

Our mission is to provide a no-compromise and seamlesscollaboration experience to:

EveryRoom

EveryPocket

21

Right Solution for the Right Interactions

One size does not fit all

Better collaboration

results in greater productivity and

innovation

Your employees want choiceand freedom

22

SX20 SX80SX10

MX200 G2MX300 G2MX700MX800IX5000

EveryRoom

23

SX20 SX80SX10

MX200 G2MX300 G2MX700MX800IX5000

EveryRoom

24

DX70DX80 DX650

EveryDesk

8800 7800

25

EveryPocket

26

WORKSTYLES & COLLABORATION TOOLS

Shift to Pervasive Team Collaboration

Persistent Team Collaboration

Persistent Conversations

Small Team Collaboration

Time Shifted

Iteration

Meetings

Audio, Video, Web

Structured Meetings

Real-Time

Share Content

UnifiedCommunications

Phones, Video and IM

Premise-based communication

Real-Time

Messaging and Calling

CiscoCollaboration Cloud

1:1

Teams

27

What is Cisco Spark?

A complete business collaboration service from the Cisco cloud that enables customers to message, meet, or call anyone, anywhere, and anytime.

Cisco Spark is hosted by Cisco, and sold by partners.

28

Spark – this one is Free https://web.ciscospark.com/

- Big file transfers- Instant messaging : group and p2p- 3 way video- SIP URI dialling to VC systems

29

…Spark Offer (commercial)

+ | |Message CallMeeting

1 2 3

App, Phones, Video Rooms

Roadmap

30

Message Meeting Call1:1 and team messaging in virtual rooms

Persistent Chat, Content Sharing, Iteration

A Cloud-based phone system1 plus much more

Make calls within or outside organization via the PSTN1

Audio, video, and web meetings

Before/during/after-meeting messaging and content

Spark Services

1 The Cisco Spark service doesn’t include PSTN services. Customers need to purchase PSTN services from a 3rd party provider. For the complete Spark service, Cisco preferred media provider ecosystem partners can provide PSTN local, long-distance, and direct-inward-dial services. Existing Cisco UC customers will use Spark Hybrid Services to connect on-premises call capabilities to Cisco Spark capabilities in the cloud.

31

Customer Size

0–100 1000+

Large-ScaleBE7000H1000+ Users2500 Devices8–10 Apps

Voice /Video / IPT UC / Collaboration Apps Video Conferencing Contact Center3rd Party Apps

Large-ScaleBE7000M1000+ Users3000+ Devices4–6 Apps

Voice / Video / IPTUC / Collaboration Apps Contact Center3rd Party Apps

Medium-ScaleBE6000H1000 Users2500 Devices8+1 Apps

Voice / Video / IPTUC / Collaboration Apps Video Conferencing Contact Center3rd Party Apps

Medium-ScaleBE6000M1000 Users1200 Devices4+1 Apps

Voice / Video / IPTUC / Collaboration Apps Contact Center3rd Party Apps

Small-ScaleBE6000S150 Users300 DevicesCore UC Apps Only

Voice / Video / IPT Core UC Apps Paging Services

On-Premise Family Model Options

Basi

c IP

T t

o F

ull

Colla

bora

tion

Cisco Packaged Collaboration Solutions

100–1000

32

Now Shipping with Cisco Pre-Installed Image

Call ControlCUCM

150

MessagingUnity®

Connection

IM/PJabber

Paging Cisco Paging

Server

Provisioning Management

Prime

150 VM/UM 150 IM/P Users 50 Users/Group 150 Users

BE6

00

0 S

Cisco ISR 2921 with Integrated

Gateway

1x PRI or 4x BRI or 4x FXO+ 10x CUBE Licenses

Five preloaded apps

33

Call ControlCUCM

1000

MessagingUnity®

Connection

IM/PJabber

Paging Cisco Paging

Server

Provisioning Management

Prime

1000 VM/UM 1000 IM/P Users 50 Users/Group 1000 Users

Attendant Console

Adv/Standard

Contact CentreUCCX

ManagementTP Management

Suite

Record Stream Video

TP Content Server

ControlCisco TP

Conductor

100 Agents 4 MCU’s 1vCPU

1 Recording 2 Streaming

2vCPU

30 MCU’s

BE6

00

0

M/H

Media Processing

Cisco Telepresence

Server

Collaboration Edge

Expressway

10 HD ports per instance/VM

200 Audio

100 Video

Cisco UCS® C220 M4*Rack Server

34

Web Conferencing

Video Conferencing

AudioConferencing

Conferencing

35

[email protected]

cs.co/marooij

One Meeting

Hear > See > Share

Desktop Collaboration

Cisco TelePresenceEndpoints

3rd Party Standards BasedTelepresence Endpoints

WebEx Desktop & Mobile

Jabber Desktop & Mobile

S4B/Lync

Collaboration Meeting Room

36

Personal Rooms

37

Tools on Collaboration Club Website

• Dynamic Room Designs

• Cisco Video End-Points

• Technical Drawings

• Resources for Partners

• iPad application or browser

• Great conversation starter tool for topics like:

• Activity Based Working

• Hot-Desking and Teleworking

• Reducing Real-Estate costs

http://www.cisco.com/go/projectworkplace

39

Collaboration Club – Special Offer

• Mention “Collaboration Club”

and receive a $200 VISA gift card,

Limited time offer available till 6th May 2016*

• Contact Irshad for Free TRIAL CMR License

Use and experience CMR for yourself

Email: [email protected]

• Cisco Commercial Xcelerate – Big Rewards for your Cisco sales,

www.cisco-commercialxcelerate.com/

*Terms and Conditions apply, Cisco Tier 2 Partners only

Thank you

au.comstorcollaborationclub.com