Cisco FY20 Q3 Small Business sprint partner guide
Find out what the Q3 Small Business SecurityPlus Sprint means for Cisco Partners. How can you take security to the next level? All the answers are here.
Cisco Small Business Q3 Sprint:
Take security further with SecurityPlus
Guide for partners and distributors
Start here
What's the Sprint all about?
Sprint with us and take security to the next level
Welcome
Small businesses need security just like enterprises — but they often lack the awareness, skills and budget to adequately protect themselves.
This quarter we're going to change that, by showing customers two really quick, easy and cost-effective ways to protect their users and data.
It's a huge opportunity for partners like you — so get ready to Sprint with us!
What's included?
This is an extremely targeted Sprint focused on two products that we know work wonders for small businesses: Umbrella and Duo. And to drive the quickest and strongest results, we're specifically concentrating on existing customers with upsell motions:
- AnyConnect VPN > Duo
- Meraki MR wireless access points > Umbrella
Both motions build on the strengths of class-leading products that are bigger and better together, adding value to you and your customers. We're calling it SecurityPlus.
This Sprint is for you if you currently sell only Cisco or Meraki networking, or if you only sell one or two products from our security portfolio. These upsell motions will help you branch out into new software revenue streams.
Why and why now?
Why are we focusing this Sprint on this particular combination of products? Because:
- Security remains the top customer careabout. Yet most Cisco security customers only have one product from us. You're leaving money on the table!
- Duo is hot. It premiered on the Cisco Global Price List at the end of 2019, which means it's ready for you to sell as a Cisco partner. We're already seeing huge demand for it, and this is the perfect way to position it.
- Cloud-based security for cloud-based networking? A perfect match. Meraki is an incredibly successful product, and customers that are attracted by a cloud-based, cloud-managed network infrastructure will naturally be attracted by a cloud-based product like Umbrella — especially if they can get all its benefits without any new hardware or downloading any new software.
Did you know? Securing VPNs is the #1 use case for Duo — and in fact one third of AnyConnect customers already protect their VPNs with Duo. The huge AnyConnect VPN install base is ready for you.
See results, quickly and easily
We've engineered this Sprint to make it as easy for you as possible. You'll benefit from:
- Strong differentiation. Cisco security products are tightly integrated and better together, and both Duo and Umbrella have an outstanding reputation in the market.
- Clear sales and marketing motion. We've had great success selling Duo and Umbrella through webinars, demos and trials. So can you. These give you a strong call to action in your customer communications and help you convert interest to action.
- Simple post-sales. The actual integration of Duo and Umbrella into the environment is quick and can often be performed by the customer — so you can concentrate on selling.
Get ready to sell
All the resources and support you need
See, try, buy
Both of these upsell motions work for small businesses at scale because we make it easy for customers to see the value.
For customers that need lots of details about the product and integrations and prefer to read, we have ebooks and white papers that should give them everything they need.
We also have numerous case studies, blogs and other materials that can help them feel comfortable with Duo and Umbrella.
However, our experience shows that getting through a process we call 'see, try, buy' as soon as possible is the best approach. We see more than 40% conversion rates for customers that engage with a trial.
We know that small business customers can be extremely price sensitive and financially constrained. Don't forget that if you're discussing a significant hardware, software or services investment, you can always position Cisco Capital to provide competitive financing.
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Duo
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Umbrella
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Learn Resources for customers that need more information.
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Ebook
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White paper
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See Get your customers on a webinar so they can see the products in action.
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Webinar
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Webinar
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Try Get them to try a self-guided demo, or guide them through it yourself.
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Demo
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Demo
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Buy Sign your customers up for a free trial.
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Trial
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Trial
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Customer value proposition
Here's how to position the upsell motion to your customers. The key point is that these products are better together and they're so easy to integrate, manage and use. See the campaign kit on Marketing Velocity Central for emails, social posts and copy blocks you can use in your campaigns.
AnyConnect to Duo
You already know the importance of securing your users’ remote connections to business resources; that’s why you use a VPN.
Multi-factor authentication is a key part of making your remote access effective, and Duo makes it easy for you and your users.
- Add Duo MFA with AnyConnect in less than 30 minutes
- 3,000+ customers already protect AnyConnect access with Duo.
- Duo can secure access to every application including on-premises and cloud.
- End users love Duo’s ease of use with push and flexible authentication options.
- You can get a free trial for 30 days, and 10 free licenses!
Meraki to Umbrella
What if you could protect every user on your Meraki network in minutes and you could do it without an additional appliance?
That’s the magic of combining the Meraki MR wireless access points and Cisco Umbrella: a match made in the cloud.
- Deploy Umbrella in minutes across your access points
- Instantly gain protection against threats like malware, ransomware, and C2 callbacks.
- Apply Umbrella policies directly in the Meraki dashboard.
- Create the most granular policies on a per-SSID basis or by using Meraki group policies.
- You can get a free 21-day trial, no credit card required!
All about marketing
Create opportunities for better conversations
Marketing resources to accelerate your growth
Assets on MVC for you to use
We've created a kit of awareness and demand-generation assets for both upsell motions that you can use in your campaigns, including:
- Copy blocks (25, 50, 150 words)
- Web banner copy (multiple versions
- Demand-generation email
- Landing page copy
- Social copy (multiple versions)
- A call guide to support telesales
As follow-on assets we've also provided a Solution Brief PDF and a Cisco-branded white paper/ebook for each product integration.
The kit is available now on Marketing Velocity Central, in English. Other language versions will follow later in the year.
Along with the copy and shareable assets, we've created Cisco-branded banner graphics, email header graphics and social graphics in a range of sizes, supplied in Adobe Illustrator format with space for your agency to co-brand.
As always we encourage you to adapt the campaign to your unique value proposition and execute it in your own brand.
Assets available on Cisco.com
A host of Cisco-branded assets are available, including case studies, documentation and blogs, available from clear and persuasive product pages. Check them out here.
What we're doing at Cisco
Cisco is investing heavily in marketing this campaign. We've created two new pages to drive small businesses through the same webinar, demo, trial flow that we recommend you follow. Check out the two pages here:
We're also posting all of our small business webinars here.
Offers
A range of offers are available for your customers to accelerate the sales cycle. These include:
- Umbrella: 21 days free trial
- Duo: 30 days free trial, with up to 10 free licenses
- Meraki: First Year On Us
Duo is new on the Cisco Global Price List as of the end of 2019, and it is eligible for Security Ignite incentives.
Key to the sales experience for Duo is live, real-world demos. For this purpose we have made available a 100% discounted NFR offer for Duo, which provides for up to 2,000 seats of internal-use licenses of any Duo edition, for redemption before 25 July 2020. This lets you sit next to your customer and show them just how easy Duo is to use.
Delivering webinars
If you're interested in driving customers to a webinar as part of the 'see, try, buy' motion, you can:
Demos and trials are available for your customers to access directly.
Partners may register to run their own Umbrella trials here.
Audience targeting and segmentation
Naturally, given this Sprint is all about upsell, look to your install base first.
But don't stop there. Meraki MR and Umbrella, and AnyConnect and Duo, can be sold together jointly to new customers. Consider using the Meraki First Year On Us offer to open the door.
Duo is a realistic sale for even micro-businesses as small as 1 user, and all of the products in this Sprint are relevant to organisations with fewer than 50 employees.