Play 1

**Attach Devices to Meeting Customers**

Using This Section

Summary:

The material in this section provides resources & guidance help you attach Cisco video endpoints to your existing Webex Meetings & Teams customers. We’ve aggregated all new marketing content, sales resources, incentive and promotional programs to help you activate this initiative quickly and effectively.

Benefits of activating this play:

Increase life time value of customer
Block out competition
Earn additional margins with incentives
Align more closely to your Cisco AM

Play Overview

Background:

According to Wainhouse Research, 55% of customers will rethink their workplace in the next 12 months driven by the need to support flexible workforce experiences and more effectively use their work spaces. This creates massive opportunity to sell Cisco video devices and endpoints in your existing base.

Opportunity Insight:

The overlap between Webex Meetings and Endpoints Customers is small. 39K+ accounts have meetings without devices representing a $684M potential revenue opportunity.
Larget customers are buying Meetings + Devices at a 40% attach rate but there is opportunity in the mid-market, where the attach rate drops off precipitously.

Objective:

Attach Webex Devices to existing meetings customers to increase customer LTV and deliver amazing collaboration experiences.

Recommended marketing guidance

1. Launch Marketing Velocity Central (MVC)

Launch the Work Smarter with Webex Meetings & Teams campaign on MVC.

(First time users: accept the terms to create your account.)

TIP: Leverage Full-Service Activities (FSAs)

Discuss the FSAs with your Cisco Partner Marketing Manager to maximize your marketing impact based on your campaign objectives. View more information

Recommended marketing guidance

2. Build an inbound marketing strategy

Create awareness and generate new leads

Use inbound digital web tactics like the campaign sharable content and social syndication to drive traffic to the microsite web plug-in. Use Search Engine Optimization (SEO) and display ads to drive traffic to your pre-built microsite.

Set up your microsite (web plug-in)

Set up your free campaign microsite with syndicated content and customize the site with your company's contact information and logo. Use it to drive traffic from social media, email, and other digital tactics and generate more leads.

TIP: Use this inbound marketing quick-start guide to maximize MVC's digital capabilities

Generate and respond to leads

Inbound leads (new and existing contacts) may reveal themselves by providing their email address to access gated offers on your website or microsite. Align with your sales team to make sure qualified leads are contacted in a timely manner. Leverage resources in the "Background and Enablement" section of the MVC campaign.

Suggested Keywords

Conferencing, Meetings, Teleconferencing, Web Meetings, Video Conferencing, Conferencing Webinar, Online Conferencing, Virtual Meetings, Mobile Meetings, Online Meetings, Business Online Meetings, Business Video Meeting Software, Innovative Video Meetings, Video Meetings

*Do not include the Cisco or Webex brand in your keywords

Recommended marketing guidance

3. Build an outbound marketing strategy

Target known customers to drive conversations around cross-selling Webex Meetings & Teams and Webex Devices.

Leverage the 4-point email journey

Take advantage of the 4-point email journey to nurture new leads and send to existing contacts. Depending on the business outcome your organization is looking to achieve, select the assets from the suggested asset list.

Link your social media

Linking MVC to your organization's social media accounts allows you to easily post from your connected accounts and saves you valuable time. Use our Activate Social Media Syndication in MVC Infographic or follow this helpdesk article to link your social media accounts.

Other outbound marketing tactics

Offer a webinar (or series of webinars) and events (breakfast briefings, happy hours, on-site demos, lunch and

learns) to showcase and demonstrate the Cognitive Collaboration in Cisco Webex Meetings & Teams and Webex Devices.

Encourage your sales teams to use proposal generators for their high-touch customer engagements. These are highly valuable co-brandable leave-behind documents that include value prop statements, business outcomes, and more. There is no cost to leverage.

Suggested Assets

For attaching Webex Devices to Meetings customers

Recommended Planning Guidance

Assess Your Customer Base:

Identify your Meetings customers without Webex devices.
Identify your meeting customers ARR and the devices sold in the past three years. Target those with <40% attach.
Work with you Cisco account team to determine your opportunity potential and develop you GTM Strategy
Leverage marketing content and sales resources to get your sales team prepared to engage customers
Get familiar with the incentives and promotion to increase profitability

Tools & Resources:

Cisco Ready - Your first stop to understand and true up your customer’s Install Base and prospect your relevant Sales Opportunities, including: Subscription and Service Renewal, Service Attach and Product Refresh.
Project Workspace - View resources and examples to help transform your customers collaboration workspaces
Collaboration Device Product Matrix - Use this handy guide to learn the features and benefits of Collaboration products and Webex devices

Sales Resources

Planning:

Project Workspace - View resources & examples to help transform your customers workspaces
Cisco Ready for Partners - Cisco Ready is your first stop to understand and true up your customer’s Install Base and prospect your relevant Sales Opportunities, including: Subscription and Service, Renewal, Service Attach and Product Refresh.
Collaboration Device Product Matrix - Use this handy guide to learn the features and benefits of Collaboration devices and share with your customers

Design:

Room Device Developer - Learn about the rich APOS available to integrate your customers workflows and resources
Cisco Unified Workspace for Partners - The CUWP Program gives partners the opportunity to deploy Cisco collaboration solutions in their own business. The Cisco DLT Bundle 12.x is made available to Cisco partners for internal demonstration and testing use.
Webex Trials Program: enrich the customer experience by directly trialing Cisco Webex services and optional Cisco-provided endpoints.
Partner CCEP Toolbox: demonstrate Webex Control Hub Analytics, Webex Teams DLP Compliance and more. Sign-up for a Webex Sandbox and get access to Cisco Webex Meetings, Webex Teams, and Webex Calling in a sandbox environment.

Purchase:

Adopting Video Collaboration - A guide to help your customers adopt all video collaboration features to maximize business benefits of Webex meetings and devices
Team Collaboration - Give your customers the opportunity to try Webex Meeting & Teams for free
Collaboration Ordering Guides - Simplify your order management process with Cisco tools and resources designed specifically for partners
Flex Your Refresh Promotion Guide - A quick selling guide to help you elevate a simple refresh opportunity into a workplace transformation conversation with your Customers

Incentives - The Path Profitability

Ignite the Mid-Market

Collaboration Ignite provides deal protection and the highest margin and profitability on mid-market collaboration offers including up to 62% discount on hardware and a 45% discount on software.

Migration Incentive Program

Cisco Migration Incentive Program (MIP) program is designed to give partners a compelling offer to migrate customers to new technologies and return legacy equipment back to Cisco.