Download Marketing/Sales Representative

Cisco “Pick 3” Q&A
Distribution Sales Representative
Program
Q. What is the Pick 3 Program?
A. Pick 3 is a solution selling program designed to improve the attach rates of Cisco wireless solutions with
some of our best selling SMB products (e.g., ASA 5500 Series, Catalyst 2960 Series). The program
includes marketing and sales resources as well as incentives for participating partners.
Q. How do my reseller partners benefit from up-selling Cisco wireless solutions?
A. Adding on Cisco wireless solutions increases average deal size and technology attach rates
A. Adding mobility provides additional service revenue opportunities for installation and configuration as
well through enabling additional business applications
A. Building stronger customer relationships by consultative selling of integrated technology solutions that
solve business problems rather than point products
Q. How do end customers benefit from Cisco wireless solutions?
A. A Cisco WLAN enables secure access to business applications anywhere employees need to work,
providing greater productivity
A. Cisco mobility solutions provide a platform for enhanced collaboration between employees, contractors,
vendors and customers
A. Customers can deploy a few Cisco APs for reliable connectivity and add more APs and a controller for a
solution that grows with their needs
Q. How do I attach Cisco wireless solutions?
A. Identify wireless customer opportunities when customers are purchasing security, switching, routing or
unified communications solutions
A. Use the trigger questions in this presentation to understand your customers’ pain points and underlying
business opportunities
A. Position the benefits of Cisco wireless products and the incremental benefits of the combined solution
A. Close the sale and take advantage of partner and end-user incentive programs
Q. How do I identify wireless opportunities?
A. Does the company:

Experience reliability problems

Want to increase their WLAN coverage to more areas in the business

Want more out of their WLAN, eg. Secure guest access, voice over WLAN

Worry about their current WLAN is not secure enough

Have too many different types of APs and the WLAN is hard to manage

Need to upgrade business software with a more reliable platform

Want to extend the network, but pulling new wire is a problem

Plan to move to a new building

Plan to merge with another company
Q. What programs and incentives are available for reseller partners selling Cisco solutions?
A. Small and Medium-Sized Business Opportunity Incentive Program (SMB OIP): Rewards and protects
Cisco Certified partners who actively work with customers on presales and design in order to win new
business. More information may be found at: www.cisco.com/web/partners/pr11/incentive/smb.html
A. Technology Migration Program (TMP) / Trade-in Accelerator Program (TAP): Rewards Cisco partners
who upgrade customers’ installed base of legacy network equipment. More information may be found
at: www.cisco.com/web/partners/pr11/incentive/tap/index.html
A. Cisco Select Certified Partners benefit from an increased level of support from Cisco, including access
to best-in-class products and services, technical support, productivity tools, online training, and
marketing resources.. More information may be found here:
www.cisco.com/web/partners/program/certifications/select/index.html
A. Resellers will also have access to brochures (pdf files) that can be printed out and handed to the end
customers so that they better understand the combined product benefits. Distributor will email pdfs to
reseller when product combos are purchased.
Q. How do I receive the incentives from this program?
A. [Theaters will determine incentive specifics]
Products
ASA 5500 Series + 1130AG Series APs-----Secure Wireless Trigger Questions
Q. Do you need to secure your wired and wireless networks?
A. Complete security requires more than just securing the gateway. The wireless network is also
vulnerable to threats if not protected correctly. The combination of the Cisco ASA 5500 with Cisco
wireless access points provides a complete network security solution.
Q. Are you worried that your current wireless solution is not as secure as it should be?
A. Many of the wireless solutions available from retail stores do not have the robust security features that
businesses need. These features include rogue access point detection and protection, support for all
wireless security standards so that wireless traffic to handheld devices and IP phones is protected, and
hardware assisted encryption to avoid performance concerns with the use of the strong security
features.
ASA 5500 Series + 1130AG Series APs-----Secure Wireless Product Benefits
Q. What are the ASA product benefits?
A. Protects against threats entering via the internet gateway such as hackers, worms, spam, spyware,
viruses, and other malware
A. Enables secure remote access with either IPsec or SSL VPN
A. Includes application layer firewall, Intrusion Prevention, and Content Security capabilities
Q. What are the 1130AG Series product benefits?
A. Enables workers to be more productive since they can work from any location in the office
A. Works stand alone for basic coverage and mobility or with Cisco wireless LAN controllers for advanced
services
A. Supports secure guest access and reliable voice over WLAN
Q. What are the benefits of a combined solution?
A. Security for both the wired and wireless portions of your network
A. Increased employee productivity - work from anywhere with remote access via the Cisco ASA 5500,
and wireless roaming in the office with Cisco access points.
A. Simplified deployment by powering Cisco access points directly from the Cisco ASA 5505 with its built
in Power over Ethernet ports
Q. Where can I go to find more detailed information about the products?
A. Cisco ASA 5500 Series: www.cisco.com/go/asa
A. Cisco Aironet 1130AG Series: www.cisco.com/go/aironet
Catalyst 2960 Series + 1130AG Series APs-----Wired and Wireless LAN Trigger Questions
Q. Do your employees work away from their common work space?
A. The Catalyst switches and wireless solutions extend the network reach of employees beyond their
workspace to improve employee productivity and customer service. Employees can access critical
business applications wherever they are within the business.
Q. Are you planning to add wireless LANs in the future? If so, have you considered the cost of
rewiring power lines to accommodate the new technologies?
A. Power over Ethernet (PoE), also called in-line power, is the ability for the LAN switching infrastructure to
provide power over a copper Ethernet cable to networked-attached devices, or endpoints such as
wireless access points. Power can be offered over a lower-cost Ethernet cable allowing for more
placement options.
Q. Are you currently using unmanaged switches and unsecured access points? Do you require
more control over who has access to your network?
A. The switch and access points you currently use may provide basic connectivity, they may not include
the advanced features you need to create a secure, high-performing network that can easily grow with
your business. In particular, when you use consumer-grade products in a business environment, you
might be leaving your network vulnerable to a damaging security breach that can cause network
downtime, lost opportunities, and loss of customer trust.
Catalyst 2960 Series + 1130AG Series APs-----Wired and Wireless LAN Product Benefits
Q. What are the Catalyst 2960 product benefits?
A. Enhanced L2+ security, QoS, and availability to deliver converged applications
A. Wire-speed performance for security and QoS policies
A. Scalable management and lower total cost of ownership
A. Limited lifetime warranty and free software updates
Q. What are the 1130AG Series product benefits?
A. Dual radios operating in both 2.4 and 5GHz bands for best flexibility, coverage, and client device
support
A. Slim, lightweight design with lockable installation
A. Support for all wireless security standards ensuring protection for all WLAN clients
A. Works with Cisco Unified Wireless Network
A. 1 year warranty
Q. What are the benefits of a combined solution?
A. Extend the reach of your wired network to mobile employees with wireless connectivity
A. Single vendor solution for wired and wireless networking simplifies service, support and financing
Q. Where can I go to find more detailed information about the products?
A. Cisco ASA 2960 Series: www.cisco.com/go/cat2960
A. Cisco Aironet 1100 Series: www.cisco.com/go/aironet
Catalyst Express 520 Series + Mobility Express-----Wired and Wireless LAN Product
Benefits
Q. What are the Catalyst 520 Series product benefits?
A. Power over Ethernet (PoE) to power network attached devices
A. Robust integrated security to protect management traffic
A. Non-blocking, wire-speed switching on all ports increases network availability and bandwidth
A. Limited lifetime warranty and free software updates
Q. What are the Mobility Express product benefits?
A. Slim, lightweight design with lockable installation
A. Support for all wireless security standards ensuring protection for the broadest range of WLAN clients
A. Scalable solution that grows as your mobility needs increase
A. Works with Cisco SBCS system
A. 1 year warranty
Q. What are the benefits of a combined solution?
A. Easily deploy and manage Catalyst Express and Mobility Express via Cisco Configuration Assistant - a
simple to use software tool
A. Power over Ethernet simplifies the deployment and allows for more placement options by directly
powering the access point from the switch
A. Extend the reach of your wired network to mobile employees with wireless connectivity
A. Single vendor solution for wired and wireless networking simplifies service, support and financing
Q. Where can I go to find more detailed information about the products?
A. Cisco Catalyst Express 520 Series: www.cisco.com/go/ce520
A. Cisco Mobility Express : www.cisco.com/go/mobilityexpress
Cisco Airo1100 Series Benefits
Smart Business Communications System----Trigger Questions
Q. Would your employees benefit from being able to connect their notebook and other mobile
computers anywhere in the office or on campus?
A. Mobility Express extends the reach of your UC500 by providing a secure wireless platform for anywhere
access to network resources and applications. Improve productivity by enabling employees to
communicate and collaborate while away from their desk.
Q. Do you have visitors come on site who would like to use your network to connect to the
Internet?
A. Mobility Express provides secure guest access so visitors such as consultants, vendors and customers
can connect to the Internet while protecting your network and data resources. It’s simple to provide
visitors with Internet access, and you can even create a web login portal to authenticate users.
Q. Do you have employees who would benefit from having voice connectivity over the WLAN?
A. Extend the voice capabilities and applications of the UC500 with Mobility Express. You can have high
quality voice calls even while roaming your offices. This enables your mobile employees to take and
place calls, even while away from their desk.
Smart Business Communicaiton System----Product Benefits
Q. What are the UC 520 Series product benefits?
A. Voice messaging raises the level of professionalism, productivity, and customer service available to
small business customers with built-in Automated-Attendant and advanced voicemail capabilities
A. With Professional Automated Attendant, all calls can be handled efficiently and reliably 24 hours a day
A. Integrated messaging allows you to check your voicemail using Internet Mail Access Protocol (IMAP)
email clients, including Microsoft Outlook, Outlook Express, or Lotus Notes. You can also access
voicemail features using the XML display on Cisco Unified IP phones
Q. What are the Mobility Express product benefits?
A. Extend the reach of your network with a secure and reliable WLAN
A. Improve productivity by enabling employees and guests to work from anywhere onsite
A. Improve collaboration and communication with mobility services such as guest access and voice over
WLAN
A. Protect your WLAN investment with a system that can grow with your business needs
Q. What are the benefits of a combined solution?
A. Leverage new ways to communicate with a world-class communications system designed for small and
medium businesses
A. Mobilize your workforce
A. Simplify deployment with a single integrated system
Q. Where can I go to find more detailed information about the products?
A. Cisco Smart Business Communication System: www.cisco.com/go/SBCS
A. Cisco Mobility Express : www.cisco.com/go/mobilityexpress