Collaboration

**Video First**

Target Accounts: Conferencing and/or Video whitespace list

Accounts who haven’t bought Cisco Conferencing in past 4 years

Those who have done so, but haven’t bought our video in past 4 years

Those who have bought Cisco video, but not conferencing in past 4 years

Accounts who haven’t bought Cisco conferencing or video in past 4 years

Meet with accounts, using your:

https://acecloud.webex.com account and video endpoints (to show new meeting experience).

Sell Webex Meetings software with video endpoints. Offer Free Trial of Webex Meetings, if appropriate.

Use Flex Plan as the purchase vehicle and include Collaboration Services to ensure best rollout, adoption, and measurement.

Engage:

Intro e-mail copy

Partner Marketing Central: Work Intuitive (Webexceptional) campaign in PMC (available thru July)

Social Posts

Customer leave-behinds:

Infographic on Meeting A vs B; more detailed Solution Overview
Video on Cisco Webex Room Kit series; more detailed AAG on Rooms 55/70 and Room Kits; and Room Kit Mini's AAG

BDM Deck – Also offer Free 30-day Webex Meetings Trial

Demo: Watch Cisco Quick Class recording (18 mins) to learn how to provide a video-first meetings demo OR direct customer to self-guided demo.

Short customer-facing video (optional) – Overview: Video-First Meetings
Webinar recording link (optional) – “Bringing Video Conferencing to Huddle Spaces”

Prove:

Competitive: Webex Meetings vs. Zoom, Skype, MSFT Teams

Customer case studies

Analyst reports

Gartner 2018 Magic Quadrant and Critical Capabilities Reports for Meeting Solutions
ZK Research: Cisco Webex Meetings v. Zoom

Learn:

How to sell VOD
Global Sales Academy for Collaboration
SalesConnect hub for Webex Meetings
Flip to Flex discovery tool for Cisco Sales & Partners
Americas Partner learning map

Propose:

Ordering guides - Video Devices and Flex Plan (includes Webex Meetings) – See also Flex Plan Infographic and Understanding the Offers

Partner proposal templates (Webex Meetings and Video)

Applicable internal or partner incentives/offers

CUSTOMER-FACING: None
PARTNER: Cheat sheet for Q4 promotions and main promotions page (including Collaborate Everywhere, Flex Plan, and NEW MIP Video Device and Meetings Accelerator Promotion with MIP overview deck)

Relevant Services and Cisco Capital content

Cisco Video Adoption Portal (shows customer what to expect, how to roll video out)
Collaboration Services and Cisco Solution Support eBook
Cisco Capital 0% Financing (customer flyer is here)

Quick Call Script – Video-First Meeting Opening Conversation

Have you heard about the latest benefits of Cisco Webex?

With Cisco Webex Meetings, people can meet face-to-face wherever they are, share their screens, and schedule and join meetings from anywhere. The experience is consistent and secure across any device – including mobile, desktop or room system – or operating system. In fact, joining meetings with Cisco Webex is simple, audio and video are clear, and screen sharing is easier than ever. Cisco’s award-winning video solutions, like Webex Room Kits, allow teams to meet, create and share with the swipe of a button across the Webex interface.

From an IT perspective, Cisco Webex is an open platform that allows customization and integration of features into your own unique workflows. Enterprise-grade security provides end-to-end data encryption and protection, keeping work safe whether in transit, in use, or at rest. And the Flex Plan subscription agreement enables you to select the best collaboration tools and services based on the size and need of your organization (and by user), including access to the latest release of each solution and technical support. At the same time, you can deliver those collaboration services cost effectively, using on-premises infrastructure, cloud-based services, or a hybrid approach.

In addition, we offer a variety of Cisco Collaboration services – from helping close the IT talent gap – to strategy and scaling – to security advice and optimization – to training and rollout of the Collaboration solutions for staff and/or your users – and other types of support.

DiscoveryCurrent State of Collaboration Tools/Services and Meeting Experience

Which tools/vendors and services are being used for internal and external collaboration with remote workers, dispersed teams, customers, vendors and business partners – including those on mobile devices?

What are your teams saying about their current meeting/video experience? Is it easy to join and participate? What’s at stake if collaboration is not improved?

IT Management of Collaboration Tools/Meeting Experience – including Scalability, Security and more

Are you responsible for managing and deploying your communication tools? If yes, how easy is it to manage and deploy those tools?

Does your existing collaboration infrastructure allow you to scale as your business grows? Does the infrastructure exist on-premises and if so, do you have a migration plan to the cloud?

How important is it that your collaboration tools/services integrate with third-party technologies?

How important is security and compliance to your organization? How secure are your collaboration tools? Do they comply with government regulations and meet industry standards?

As we look at the proper tools you need, are you anticipating needing help covering any of the following situations? (NOTE: Responses will help uncover Collaboration Services opportunities.)

IT talent gap (all Collab services)
Collab solution strategy and scaling (advise)
Collab solution security (advise, optimize)
Collab solution adoption among staff (training)
Collab solution reliance (support)

Detailed Call Script – Video-First Meetings

Conversations

Are you aware of the benefits of Collaboration solutions?

84% of organizations say collaboration technologies have improved the productivity of individual employees. And 48% of employees spend at least 30% of their time away from their primary workspace.

Do you know about the new benefits of Cisco Webex, now that it’s more than just a meeting service?

With in-meeting digital whiteboarding, team collaboration solutions and video-first meetings, Cisco Webex can lead to increased productivity, enhanced engagements, the ability to capture creativity and IP, improved effectiveness, faster, smarter decision making, and accelerated results.

Do you know how Cisco Webex works today?

It’s bigger and better than you might think. It’s now a single platform for calling, meetings and team collaboration.

You can schedule and join meetings from anywhere, meet face-to-face wherever you are, share your screen, and even digitally whiteboard. We even have Room Kit Minis that convert your existing gear into collaboration tools – including turning underused facility areas into meeting huddle spaces.

Did you know Cisco excels in meeting capabilities, video quality, and much more across the industry?

See how Cisco stacks up against other vendors’ meetings products – especially for video quality and optimized meeting services for audio and video: Online Meetings Products Comparison.

Objections

Cisco is expensive, difficult to use, and lacks modern features that users expect.

We offer price-competitive Cisco conferencing subscriptions with more ‘included’ capabilities. We encourage you to take advantage of VoIP/OTT calling to reduce PSTN audio charges, and work with audio integration partners offering CCA-SP to optimize costs when PSTN services are required. You can also purchase Cisco video endpoints as a cloud subscription or as a CapEx item with 0% financing.

Users have a consistent experience across devices and operating systems, whether in the office or on the go, with both Cisco Webex Meetings and Webex Teams. Joining meetings simply requires pressing the big green button, and the video-first experience puts attendees and content at the center of the meeting.

What’s more, the SVP/GM of Cisco’s Collaboration business (Amy Chang) shared their cutting-edge work on Cognitive Collaboration in her keynote at the mid-March Enterprise Connect event.

Zoom Rooms can be purchased for a fraction of the cost of traditional video conferencing systems.

Zoom is comparing its solutions and price to those that were available a decade ago (“traditional”). In addition, Zoom relies 100% on 3rd party video vendors – which brings an inconsistent user experience, depending on which equipment you might buy – and Zoom has to pay thousands of dollars (and sometimes hundreds of thousands of dollars) for AV integrators to get your video working (whereas Cisco’s video is ready out-of-the-box, at no additional cost). Cisco leads the market with all-in-one systems designed for personal, executive, huddle, and large rooms that offer more capability at a competitive price.

Avaya is a market leader in Unified Communications.

Highly respected market analysts and customers don’t agree. The 2017 Gartner Magic Quadrant for Unified Communications dropped Avaya from a Leader to a Visionary, highlighting their decrease in the ability to execute on any vision. The 2018 Gartner Magic Quadrant for Unified Communications sees a slight improvement for Avaya, barely pushing them into the leaders’ quadrant. Cisco is an 11+ year leader in this signature research piece. Customers have also cast their vote, with their market share at 13.6% vs. Cisco’s 43%.

Cisco requires on-premises components to make its CMR (Collaboration Meeting Room) solution work, which adds to the complexity and cost of the solution.

Cisco cloud meetings are 100% cloud powered – zero premises gear required. Cisco listened to customers and created Cisco Webex Video Mesh (formerly Hybrid Media Service) to reduce the load that video has on their network. Video Mesh is far superior to Zoom’s Room Connector (‘hybrid’), as Cisco allows both the cloud/premises to work together simultaneously for the same meeting, whereas with Zoom it’s an either/or choice