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The Cisco SmartBusiness Roadmap

The SMB Marketplace

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Lesson Objectives

Upon completing this lesson, you will be able to:

Describe the Cisco Smart Business Roadmap

Articulate the value of the Smart Business Roadmap for you andyour customer

Relate business challenges to specific customer needs

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Cisco Smart Business Roadmap for SMB

What Is It?

A clear process that aligns a networktechnology plan with businesspriorities

Allows customers to implement an ITsolution in small, incremental steps

What Are The Benefits?

Increases customer confidence, thatyour solution is best for today andtomorrow

Reduces risk

Provides better total cost ofownership

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Why Do We Need theSmart Business Roadmap?

IT vendors need to sell complete solutions and differentiate themselves

Customers need to trust solutions for today and tomorrow

IT vendors need to understand the customers business challenges

IT vendors need to speak in a business language, not technical jargon

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A Common Sales Situation Today

Partner TechnicalDecision Maker BusinessDecision Maker

ProposesCisco

TooExpensive

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A Common Sales Situation Today (Cont.)

Partner TechnicalDecision Maker BusinessDecision Maker

ProposesCisco

TooExpensive

Positionsalternatives

Missing link tobusiness

challenges

MissingRelevance to

business

challenges

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Small and Medium Business Challenges

Customer Responsiveness Enhanced customer service

Flexible channel and delivery options

Operational Efficiency

Do more with less

Improve business processes

Access real-time business information

Cost Containment

Improved business models, lower cost

structure Ease adoption of new applications and

services without incurring costly upgrades

Security

Data security

Regulatory compliance

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Business Strategy

Early engagement= higher $$$ sale

SBR Approach

Product DrivenTactical Approach

Compete on price= low $ sale

Business Solutions

Technologies

Products

Business Decision Value Chain

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Phases of Support Services Adoption

Technical Services TechnicalServices

NetworkReadinessAssessments

Professional Services

Professional Services

ProactiveMonitoring &Management

Business AdvisoryServices

T

R

U

S

T

Network Level CoverageDiscovery

Technical Services

P R O F I T A B I L I T Y

OptimizedGrowthFoundation

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Q&A

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Lesson Summary

In this lesson, you learned how to:

Explain the Cisco focus on the SMB market

Describe the Cisco Smart Business Roadmap

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Module Summary

In this module you learned:

That the SMBEN course is designed to start you on the road tosuccessful engineering of the Cisco SMB solutions.

Requirements for the Cisco Select Certification.

How to use the Cisco Smart Business Roadmap to understandcustomer business requirements that drive purchasing decisions.

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