智能业务平台 Intelligent Business Architecture PRODUCER : “Welcome to How to Sell <insert product name here> as a Key Part of Borderless Networks “ This training series provides critical information to our Field Representatives and Channel Partners in support of your sales efforts. Once you’ve completed this program, you’ll be armed with the information you need to sell <insert product name here> successfully. 智能业务平台 Intelligent Business Architecture 思科 Section: Program intro Timing: class start time Overview: Initial page FACILITATOR: BN Solution Team gc-bn-solution@cisco.com

目前思科及合作伙伴面临的问题 思科 合作伙伴 客户 产品线广泛,复杂程度高 内部资源紧缺,尤其是SE资源 成功部署面临挑战 很难跟上思科产品及解决方案的步伐 大多数情况仅限于Box Selling, solution selling及architecture selling难度很大 销售环节多,销售过程缓慢 资源紧缺,销售及工程师素质参差不齐 售后环节问题多多 客户 仍然定位思科与销售路由/交换产品的公司 对思科解决方案理解不深 没有体验到思科技术的与众不同之处

思科智能业务架构(Intelligent Business Architecture) 为体现思科产品长期价值而准备的流程化网络架构设计 为终端数在100～2500或2500～20000的企业所准备 是企业IT建设的架构蓝图 帮助合作伙伴减短销售周期扩大销售产品范畴 经验证测试的解决方案组合 采用模块化的方案架构设计 方便未来扩展的架构设计 无边界网络 协作 数据中心 设计与部署指南 详细实施配置指南 优惠的产品Bundle包 关于产品Bundle，目前尚在计划中 Future Cisco Services 3

I.B.A是客户的网络规划建设蓝图 降低总的拥有成本 - Stability for future applications with a pre-tested design 为未来准备的模块化设计 - Build a network platform ready to support future deployments of UC, switching, wireless, routing, video, and data center 规范的方案与服务 - Pre-selected Cisco solutions and proactive services provide the right functionality for customers 广泛的产品线 各产品有效集成 架构化设计 系统化的方法 提供智能服务

将I.B.A集成进您的销售流程中 评估 设计 方案 部署 运维 5 个集成S.B.A的关键步骤 通过网络评估收 集客户数据，理 解客户业务和技 术的关注点 利用设计指南，通 过思科三个架构方 向高效率推荐和定 制化客户信息 利用思科SBA所提 供包括服务、合作 伙伴奖励计划、产 品回购与快速报价 工具 利用售后部署指 南节省时间 与客户和合作伙伴 发展长期关系 5 个集成S.B.A的关键步骤

IBA为客户带来的价值 节省了时间、金钱与资源 通过思科智能业务架构 低的总拥有成本 客户化的解决方案 模块化的设计 通过思科专业工程师前期所进行的架构验证测试，确证产品与方案能够有效集成，从而提高整个企业IT系统的稳定性与性能 确保选择适当的思科产品与解决方案构建满足业务系统需要的网络平台 网络平台为未来扩展支持无边界网络，协作和数据中心准备就绪 节省了时间、金钱与资源

思科IBA工具集 合作伙伴培训材料 设计指南 基础网络部署指南 概述, 如何销售？客户宣讲材料 设计指南 12-15页 基础网络部署指南 This is an example of the SBA Toolset. A full complement of sales, design, and deployment guides. The toolset is purpose built, with one thing in mind-increasing your productivity. SBA is fully tested, validated, and documented and you are looking at those resources. They are also available to you on the web. The SBA team wil continue to build out new documentation and update the existing documention every six months. Think of our investment Cisco has made in Smart Business Architecture, executive sponsorship, the customer centric model, the investment in people and equipment. …as your companies investment in building a resilient and cutting edge network architecture with the lowest total cost of ownership in the industry! 快速报价工具 EcoPartner 指南 统一通信加速指南 30 页 数据中心、协作 部署指南 配置指南 50页s

IBA设计蓝图 IBA是一种模块化设计 按照IBA的设计原则，即使采用单一的解决方案，客户也可以实现其功能，并与SBA的架构相联系 分步骤的设计方法是一种长期的战略计划，它可以确保客户的每一项投资都按照正确的方向，而不会被过期淘汰变成一种IT浪费

快速报价工具-Quick Pricing Tool Overview IBA Midsize Only 节省设计时间—从4小时变成15分钟 Close quicker and move on to your next sale 减少配置的复杂性 Easy to follow process with wizards Answer questions without engineering assistance See various sizing options to plan for growth 在客户现场就可以落实配置 Desktop application to allow working off-line 和分销紧密连接 Distributor creates a “store-front” in the tool Two-tier partners complete quotes with desired distributor Catalog shows non-Cisco items from distributor

简化的及战略性的销售方法 Creating a Quick & Easy Bill of Material Quick Pricing Tool CLICK CLICK Bill of Material (BOM)

China IBA GTM Summary Re-Brand for China Market…SB (A) not an appropriate name, now change to IBA SBA Lab Franchise in Beijing and Shanghai to support China specific products and ecosystem partners China specific SBA Guides, Sales / Partner presentations and QPT Targeted markets: Key System Integrators, Partners that focus on Commercial Mid-Size Markets, partner road show in May Integrate into STARS,AV and IBLM processes New IBA release renew, focus on BN Service

Call to Action Channel Enablement Regional partner training with IBA AV and STARS partners involvement Internal Study Pilot Partner Nomination Each RM nominate 2-3 key partners to trial IBA IBA Tools adoption: QPT, documents

IBA资源 全球SBA(IBA for China)网站 www.cisco.com/go/sba-实时更新IBA所有英文及中文文档 QPT工具 www.cisco.com/go/qpt 中国Partner IBA资源下载地址 思科无边界网络合作伙伴互动社区 -bn.cisco-club.com.cn/BN资料区-IBA智能业务架构 目前正准备在China CCO上创造一个IBA的链接，将所有中国的IBA相关资源上传，与美国SBA网站保持同步

www.cisco.com/go/sba