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Cisco Avant Garde Plus Program
An exciting new approach to partnering
With Avant Garde Plus, you get closer to Cisco
than ever.
This newly launched collaborative sales enablement
program is the easiest possible way to grow your business
through financial rewards and improved sales skills.
It specifically targets commercial and small business
accounts with up to 1499 employees.
And with five unique elements, and generous rewards,
it’s exactly the program you need for the future.
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
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Avant Garde Plus is
specifically for you
Your business profile and performance
pre-qualifies you to participate
Simplified elements are
easily accessible
Cisco personnel are dedicated
to your business
To take part simply register online,
select your sales targets and submit
a business plan
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
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The small business and
commercial opportunity
$4.19bn revenue opportunity
113,000 accounts to target in
this segment
Commercial accounts have 1.14
Cisco technologies: opportunity
to increase technology and
services penetration
28% of each customer’s technology
spend captured: opportunity to
increase our customer wallet share
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
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Avant Garde Plus benefits
Sharpens your sales skills and technical
understanding
Shares Cisco customer intelligence and
highlights new revenue opportunities
Drives more business through migration sales
with the first joint business development
initiative, IBLM – Migrate to Accelerate
Gives extensive access to co-marketing
resources and materials
Delivers industry leading financial rewards
based on collaborative performance
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
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Avant Garde Plus Elements
Sales and technical training
Train your sales and engineer team
Shared customer
Intelligence
Financial Reward
Gain MBO rewards
when meeting agreed
business targets
Use Cisco intelligence to
target and win new business
Cisco and Partner Teaming
to close Sales profitably
Co-marketing
Joint Business Development
Leverage Cisco co-marketing
resources to drive campaigns
Develop business with Cisco
IBLM – Migrate to Accelerate
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
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Element 1: Sales and technical training
Tailored to your specific partner needs:
A no-cost curriculum of training and
workshops for partner account managers
and technical personnel
Aligned with Cisco’s Technology Master curriculum
In-person and online via Cisco’s Webex
Improves your sales ability with commercial
and small business accounts
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
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Avant Garde Plus training content
Collaboration
Virtualization
Borderless
Network
Partner Led
 Architecture
 Architecture
 Architecture
 VCX
Workshop
Workshop
Workshop
 Opportunity
 Opportunity
 Opportunity
Discovery
Workshop
Discovery
Workshop
Discovery
Workshop
 ROI/TCO
 The
Executive
 The
Executive
Sale
 The
Executive
 CIO
Relevance
 Cisco/MS
Competitive
Workshop
Sale
Sale
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
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Element 2: Shared customer intelligence
Using Cisco’s Intelligence Network Effect to more
effectively target and win new business:
Shared high-value intelligence on customers
Support for territory planning, account planning
and demand generation
Targeting uncaptured revenue and incremental
revenue opportunities
Campaign of continuous customer engagement
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
9
Intelligence: how it works
CUBE
The Intelligence Network Effect
Targeting customer / prospect according to value and propensity to buy data
Retain
Small
Retain
Medium
Retain
Large
D
Develop
Small
Develop
Medium
Develop
Large
A
Acquire
Small
Acquire
Medium
Acquire
Large
S
M
L
Share of Potential
R
Size of Potential
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
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Element 3: Migration sales with Joint Business
Development, IBLM – Migrate to Accelerate
Drive more business with Cisco’s Installed Base Lifecycle
Management - Migrate to Accelerate program:
Identify opportunities by understanding your
customer’s business and technology needs
Tools to assess and optimise the customer’s
network architecture
Incentive rewards for following the sales methodology
Increases your customer retention and loyalty
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
11
Element 4: Co-Marketing
Help to create, qualify and close deals:
Materials and training to execute
professional marketing campaigns
Data intelligence on best customer prospects
Sales enablement support including
‘Reason to Call’ telemarketing guides
Full support of a Cisco internal channel
account manager
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
12
Co-marketing: how it works
1. Which technology?
WLAN
5%
2. Which Co-Marketing
campaign?
LAN
Switching
20%
Commercial
Routing
10%
UC 40%
CUBE
Security
25%
Small business
3. What type of activity?
4. Who to target?
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
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Element 5: Financial rewards
A 3-tiered quarterly reward scheme based on
agreed Management by Objective (MBO) targets:
MBO 1: Total commercial net bookings,
pays out 1% of achievement
MBO 2: Net new customer bookings, pays
out 4% of achievement
MBO 3: Rewards specific behaviours,
pays out 0.5% of commercial net bookings
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
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Rewards: how they work
Rebate calculations
MBO2
MBO1
130%
6% Rebate
115%
5% Rebate
70%
Linear scale: 80% achieved
Payout= 80% x achievement
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
MBO2 Target
MBO1 Target
130% 1% Rebate
4% Rebate
70%
Cisco Confidential
Linear scale: 80% achieved
Payout= 80% x 4% x
achievement
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Avant Garde Plus:
Benefits summary
Enables closer working with
our partners
Reduces complexity
Improves rewards and support
elements
Exclusively for our best
performing partners
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
16
Your next step: Registration
Provide your details online at
www.cisco.com/go/ppe
Select your target commercial booking
and provide a business plan
Commit to a target higher than
110% of FY09 revenues
Allocate sales account managers
and engineers
Begin targeting and winning new
revenue streams
Cisco Avant Garde Plus Program
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
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