Ingram Micro's Cisco Evolve & Optimize Event
This unique, no-cost event was developed to help partners establish services marketing, sales and delivery practices that will maximize your profitability and increase sales of your own brand of services by leveraging Cisco tools, systems and leading practices.
Hosted by Cisco and Ingram Micro, CEO combines your input around the state of your business and where you want to go, with in-depth industry trends, Cisco Smart Services workshops and 1:1 consultations--all to get your business to best-in-class. A best-in-class solution provider may experience three times more profitability than a median solutions provider, and have maximized their profitability utilizing business best practices.
- How do I transition from my current business model to my desired future state?
- How do I optimize my existing business model?
- Am I a best-in-class solution provider? If not, how do I become one?
- How do I accelerate growth and profitability with Cisco?
Please see Power Point presentations from this event:
Transforming the Services Business
The Future of IT Services
Cisco Smart Services
Ingram Micro Cloud--Simplifying Success in the Cloud
Optimize Your Installed Base
Smart Services Acceleration Plan
Ingram Micro Service Advantage
CEO Nashville Agenda
Smart Services Information Sheets: Smart Care and CPS
Cisco Smart Net Total Care Exposes What Your Network May Be Hiding
IT managers hate solving network mysteries--particularly those involving device status, contract coverage and software updates. Cisco Smart Net Total Care gathers the necessary clues to paint a clear picture, providing customers with visibility into their contracts, installed base and end-of-support items--all managed through a single portal.
- Access to installed-base information and reports
- Personalized alerts for devices in the installed base
- Device diagnostics and real-time alerts
- 24-hour access to Cisco's Technical Assistance Center (TAC)
- Advance hardware replacement
- Operating system upgrades
- Online resources
- Increase your services revenue opportunities
- Identify products that can be refreshed
- Reduce renewal time
- Better service customers with a large and complex installed base of Cisco products
- Help customers efficiently track devices covered by service agreements as well as end-of-life or end-of-service devices
- Make your sales conversations more consultative than transactional.
Contact Mark Utzig, Ingram Micro Smart Services channel account specialist, or visit info.im-advancedcomputing.com/cisco.
Hardware Warranty Vs. Service Contract
The introduction of Cisco Limited Lifetime Warranty and Enhanced Limited Lifetime Warranty has some customers believing even more firmly that they can rely on warranty instead of a service contract. Whether the product comes with Cisco's standard 90-day warranty, LLW or E-LLW, there's still a strong value proposition for Cisco Services, as your customers are not fully protected without a service contract. A service contract can provide important benefits to customers that aren't available through warranty alone, including:
- Hardware replacement in a little as two working hours compared to as many as 10 business days
- Parts shipped to the customer rather than the original 'ship to' address
- Access to remote technical support via the Cisco Technical Assistance Center (TAC)
- Operating system and premium software updates
- Online privileges to access technical tools and resources
- Proactive diagnostics and alerts on select devices
- Warranties expire and cannot be renewed
- Warranties don't provide customers with priority status in the Cisco TAC queue
Learn more about the difference between services and warranty:
Positioning Services Against Warranty At-A-Glance
The Value of Services Over Warranty: Quick Reference Guide
Taking Services to Market: Options for You and Your Customers
Build a robust services practice. Strengthen the services you sell under your
own brand or the Cisco brand. Add depth and breadth to your portfolio. With
Cisco Services, partners have access to Cisco technology experts,
Web-based support tools, software support and updates, Cisco industry
Turn Your Inbox Into An ATM--Auto Quotes from Ingram Micro and Cisco
Auto Quote delivers easy money to you and ensures service coverage for your
customer. Ingram Micro's Reseller Services Portal (RSP) generates Cisco
SMARTnet quotes for renewal and unattached opportunities and sends them to your
inbox, making it easy to renew and attach SMARTnet contracts.
The Auto Quote email helps you reach out to customers to close more SMARTnet
sales. It also provides all the information necessary for you to immediately
renew and attach a SMARTnet contract on behalf of your customer. The Auto Quote
email includes an approval and validated Cisco Quote number, making it fast and
easy to transact service sales.
- Never miss a SMARTnet renewal or attach opportunity
- Cost removed from generating quotes and managing service contract
- Increase Cisco SMARTnet renewal and attach rates
- Receive proactive, preapproved and validated Cisco quotes
- Decreases time-to-close ratios
- Easily transact SMARTnet contracts
Fast, Easy, Auto Quote
Log into Ingram Micro's Reseller Services Portal today to get all the
information you need to create an orderable valid Cisco quote and immediately
renew and attach a SMARTnet contract on behalf of your customer. It's free, fast
For details, contact us at (866) 490-1304 or firstname.lastname@example.org. Ask
about Auto Quote.
Cisco Collaborative Professional
Providing assets for building new capabilities to profitably expand
Cisco Collaborative Professional Services (CPS) are designed to provide
qualified Cisco channel partners assets that can be used for building a range
of new services to profitably expand their professional services practice. It
provides partners with access to Cisco engineering expertise, Smart Services
innovation, best practices and proprietary methodologies to cost-effectively
develop and deliver high-value services for planning, designing and optimizing
Cisco technologies for your customers.
- Automation to embed Cisco's knowledge, experience and expertise into
services that we sell directly to you to help you deliver professional or
managed services to your customers
- Service delivery available through a scalable infrastructure so you can
access CPS no matter where you are in the world
- Intellectual capital with smart capabilities to get you to market faster
and help you deliver services more profitably and with less risk
Delivered by specialized partners with a strong professional services
practice, CPS solutions enhance your business practice across a compelling
portfolio that includes offers for:
- Routing and switching
- Unified communications
- Data center
Partner eligibility for CPS:
- Partners must (1) have a Cisco Gold, Silver or Premier
Certification, and (2) have achieved an Advanced-level or Master-level
specialization from Cisco in the technology to be ordered by the
- Cisco may also require that the partner have a Cisco Authorized
Technology Provider (ATP) designation or other partner designations in
order to meet the requirements for purchasing certain CPS offerings.
Download the following available resources for a detailed overview of CPS offerings by architecture:
Partner Field Guide: Provides an overview of CPS offerings with links to supporting documentation (data sheets, training VODs, QRGs, etc.) on Partner Central.
Eligibility Requirements/ Price List: Provides CPS Certification/Specialization requirements and list prices.
Cisco Smart Care Service--A Collaborative Service
Cisco Smart Care Service with smart, proactive capabilities enables you to
build powerful, personalized services. You can combine Cisco intellectual
property, delivery infrastructure and tools with your own value-added
capabilities in a unique offering tailored to your customers' needs.
Smart Care covers your customers' entire networks, so they can focus on
their business. As their trusted advisor, you build unparalleled loyalty. And
because Smart Care is embedded in your customers' networks, it's difficult for
them to go to a competitor.
Smart Care also provides you with the opportunity to:
- Catch more sales opportunities. When you perform an Inventory and
Discovery with Smart Care, you'll see that on average, 80% of your customers'
networks are not covered by services and that 16% of the products need to be
refreshed. So your next sale with your customer is right in front of you.
- Attract more customers by combining Cisco intellectual property, delivery
infrastructure and tools with your own branded services. This creates a unique
offering and price structure you can tailor to your customers? needs.
- Grab higher margins, higher attach rates and recurring revenue because
all devices are covered on one contract.
- Get proactive monitoring, near-time alerts and all the support you need
to fix issues fast. Your customers get peace of mind knowing that their risk of
downtime is greatly reduced and that they have a consistent, knowledgeable
advisor watching over them.
To learn how you can boost your business with Smart Care, contact your
Ingram Micro dedicated Smart Care specialist, Kait Miller, at (800) 456-8000, ext.
Cisco SMARTnet Service
An award-winning technical support service that gives you direct, anytime
to Cisco engineers and an extensive range of technical resources, SMARTnet
delivers rapid issue resolution, flexible device-by-device coverage, and
service options to help you maximize operational efficiency. More
Smart Call Home
Cisco Smart Call Home is an award-winning, embedded support feature
on a broad range of Cisco products. Smart Call Home enabled devices
perform proactive diagnostics on their own components to provide real-time
and remediation advice when an issue is detected.
This proactive, support capability is provided at no additional cost when you
have an active SMARTnet Service contract for the designated products. Problems
can be identified before they affect your business. Spend less time
experience a speedier resolution to network issues and gain higher network
Cisco Smart Call Home offers:
- Visibility into your network through diagnostic reports on Smart Call Home
- Real-time trouble shooting, alerts and remediation advice
- Automatic generation of Cisco service requests to Cisco technical
- Secure, reliable data transport
- Personalized web-based portal to review Call Home messages, detailed
recommendations and inventory
Smart Call Home is currently available only on selected Cisco products.
Cisco Smart Foundation Service
Formerly called SMB Support Assistant, Cisco Smart Foundation Service is
designed for small and medium-sized businesses, this service provides
cost-effective network support to help SMB customers ensure operational
and protect technology investments on select SMB products.
Cisco Application Support
Software Application Support (SAS), Software Application Support plus Upgrades
(SASU), and Unified Communications Essential Operate Service cost-effectively
provide timely, uninterrupted access to application software updates and
technical support resources to help you keep your network available and
Cisco Small Business Service & Support
Cisco offers an innovative portfolio of services and support resources to help
you and your partners sell, design and deploy solutions that build customer
Small Business Support Services At-A-Glance
Cisco Technical Education (CTE)
You may face increasing demand to deliver applications and services, while
reducing costs and maintaining high levels of service- wherever you're located.
At the same time, you may be challenged with the rising complexity of network
infrastructure. Now, you can access Cisco Technical Education--a cloud-based,
e-learning portal, which provides easy access to a variety of technical
training modules including break/fix and new product introduction (NPI)
training used by Cisco's own TAC engineers.
Cisco Technical Education helps:
- Reduce Problem Resolution Time: By providing searchable,
focused online training modules, partners will find the tools they need to
quickly resolve customer issues.
- Raise Customer Satisfaction: With a reduced problem
resolution time, the customer satisfaction rate can go up. This helps reduce
service requests flagged and therefore increases service discount rates.
- Increase Operational Efficiency: With 24/7 access to
premium training content, Cisco Technical Education helps contribute to
developing greater workforce effectiveness
Primary features of the e-learning portal include:
- More than 10,000 training modules available, with additional
content being continually added
- Short, easily consumable modules--each module is typically no more
than 20 minutes
- Guidance and direction through training roadmaps, which group
selected modules into logical, progressive curricula made up of e-courses
- Administration features, such as student access on training modules
and overall utilization of the e-learning portal
- Online access to Cisco equipment for students to perform
self-directed lab exercises
- Support for a variety of technology packages: Network
Fundamentals, Routing and Switching, Service Provider, Data Center, Security,
Collaboration, and Wireless
Cisco SMARTnet Service for SBCS
An award-winning technical support service that gives you direct, anytime
to Cisco engineers and an extensive range of technical resources, Cisco
Service delivers rapid issue resolution and complete, solutions-level
support for the Smart Business Communications System.
Cisco TelePresence Essential Operate Service
Provides system-level, ongoing technical support to maintain the high
of Cisco TelePresence solutions.
Cisco Unified Communications Operate Services
Simplify your customer's post-sales support and reduce their downtime with
systems-level support for Cisco Unified Communications deployments.
Cisco Unified Computing Support and Warranty Services
Increase uptime, quickly resolve issues, and get the most from your unified
Cisco Security IntelliShield Alert Manager Service
Provides a customizable, web-based threat and vulnerability alert service that
allows organizations to easily access timely, accurate and credible
about potential vulnerabilities in their environment.
Cisco Services for IPS
Keep your Cisco Intrusion Prevention System (IPS) updated and effective
ongoing security threats with a comprehensive service that includes
technical support, hardware replacement, software and signature file updates,
and dynamic global threat information.
SMS3 Quoting Tool
Learn how to use the SCC Quoting Tool to create, modify, share, manage and
service quotes based on the Enterprise services price list. Benefits include:
- Auto registration -- up to 100% registration rate
- Co-term pricing and multi-year discounts are automatically
- Enables you to take control of the service quoting process
- Productivity gains due to less administrative work and more
processes, freeing up your sales teams to focus on selling
- Same-day contract entitlement
As a prerequisite to attending one of the above sessions, you must have a
Connection Online (CCO) User ID. If you don't already have one, create
a login now. Select the "Login Name" section to choose your CCO User ID.
Remember your CCO ID and password, so you can access Cisco's online tools.
Join the Service Support
Providing a Next-Generation Support Experience
The Service Support Center community is targeted toward users of
Cisco Service Tools, including Cisco Service Contract Center (Cisco SCC),
SCC indirect resellers (SMS3), and Performance Metrics Central (PMC).
Community members have access to a variety of regularly updated support
articles, discussions, blogs and web-based training videos.
Streetwise Service Pricing for C2K and
As a result of a thorough competitive comparison and review of support
strategies, Cisco Services announced a price change across the C2K and C3K
switch service portfolio, effective Feb. 1, 2013. The result is simple,
consistent and competitive service pricing across this family of switches.
Cisco has taken care to keep special service pricing, such as the discounted
Shared Support for partners, aligned with new service pricing. Also in line, the
support price for a C3K with IP Services is equal to that same switch with IP
Base. Current business unit SW policy applies, requiring a SMARTnet contract for
customers to get updates to IP Service Level IOS.
Partner Tips for Attaching Cisco Services
The best time for your partners to make a case for services is at the
beginning of discussions when they're determining their customers' overall
For more information about the C2K and C3K service pricing change, direct your
partners to www.cisco.com.
- Sell complete solutions, not just products or services
- Define customer spend to include services
- Promote the value of services
- Offer financing solutions from Cisco Capital
The new Cisco Services Partner Program began Oct. 29, 2012, giving every
partner the opportunity to earn performance-based cash rebates for selling Cisco
Services. Join today at www.cisco.com/go/cspp. Whether you're new to Cisco Services
or looking to grow your existing business, use Road to Services Rebates, an
interactive web portal that maps a simplified route to help you build your Cisco
Services business practice and increase your opportunity to earn
performance-based rebates in the Cisco Services Partner Program. It also:
- Outlines an enablement path to initiate, build and grow your Cisco
Services business practice
- Provides easy access to the relevant tools and resources
Announcing: Cisco Services
Added to the Cisco Rewards Program
Cisco Rewards is a global loyalty program designed to help you improve sales
and grow your Cisco business. Points are rewarded for selling eligible Cisco
products. Points can then be redeemed for merchandise, enriching experiences,
travel and more. Cisco Services will be added to the program in Q1-FY13.
Designed as an attach play, we have partnered with our product counterparts
and are offering bonus points for attaching services to your eligible products.
Simply sell Cisco Rewards-eligible products, attach services to those products
and claim your points.
For the promotional flyer and eligible U.S. SKU list, please visit www.cisco.com/go/ciscorewards.
The Cisco Services Accelerate Program is a training and incentive program
to help you and your teams sell Cisco Services more effectively and grow your
business. The Cisco Services Accelerate Program:
- Offers easy-to-use, self-paced online training at no cost
- Provides a comprehensive range of learning topics
- Helps partners sell services effectively to SMB customers
- Rewards individuals for time investment with an opportunity to earn prizes
- Helps partners effectively position and sell Cisco Services
- Helps partner increase services bookings
- Can assist partners retain and satisfy customers
Smart Care Education
To meet the growth and interest in Smart Care services for state and local
education institutions, the Cisco Smart Care program is pleased to announce
that a special discount has been approved and integrated into the program
Specific price details must be acquired from Ingram Micro and are consistent
with other Cisco service discounts for this market segment. This promotion is
available for K-12 and higher education customers only.
Services NFR Program
Rewards resellers that have purchased products used for their labs, demos and
sales office infrastructure with a generous discount on the corresponding
Get a 70% discount on all Cisco services purchased for product purchased under
the NFR program. A corresponding NFR product deviation approval must be
All Cisco SMARTnet products are eligible.
Registered partners and above are eligible. For more details, please contact
your Cisco CAM.
Smart Care Service NFR
Purchase a Smart Care NFR contract today at 70% off the established Cisco
to partners. Add a router and switch under an internal Smart Care contract and
you will have a Smart Care appliance in house for as low as $585.
Optimize your business with Cisco Partner Practice Builder.
They're making E-Consulting work for you. Accelerate profitable growth by
your strengths and improvement areas. Cisco E-Consulting for Partners resource
provides a detailed snapshot of your current performance.
Use this free web-based tool to help you identify service contracts ready to
expire, assets you've sold that need coverage and product-refresh opportunities.
As companies continue to reduce purchases of hardware and software, you can find
new opportunities selling renewal contracts for existing hardware. View the
service contracts you have sold to your end clients on this free portal.
Choose one of three ways to request an ID and password:
- Visit the login
page and select New User
- Call (866) 490-1304
- Email us and include your
Ingram Micro customer number
Services Quoting and Ordering Services
Quoting and Ordering for Resellers and Distributors SCC for Indirect
and Distributors (SMS3) provides distributors and resellers with a streamlined
and globally consistent method to quote, order and register new and renewal
service contracts. Training
for SCC for Indirect Resellers and Distributors (SMS3).