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New Collaboration Tools and Tips to Help Partners Capture the Midmarket

- February 12, 2013 - 0 Comments

The midmarket segment (100-1,000 employees) is huge, representing a $7.1 billion opportunity. And we’re here to help you get your fair share.

Midmarket customers have the same collaboration needs as larger enterprises, yet require scalable and tailored IT solutions that allow them to communicate effectively, make decisions faster, and compete in this increasingly global economy. Tapping into this segment can lead to increased sales opportunities, and ultimately, growth for your collaboration practice.

To help you win big in midmarket, Cisco is providing a number of new product, program and partner enablement tool updates designed specifically for this segment.  Cisco continues to invest in programs like Partner Plus, as well as enhanced solutions and services offers to help partners succeed with midmarket customers..

What are the updates and how can it help you get your share of this untapped opportunity? 

From a product perspective, your midmarket customers do not have to settle for low-end collaboration. The Cisco Business Edition 6000 delivers enterprise-class voice, messaging, instant messaging, presence, and TelePresence at a more attractive price point for smaller organizations. The new 25-user bundle makes it even more attractive for customers, with simplified licensing to help your business.

You also have new benefits in Cisco programs. For example, Cisco has simplified Advanced Technology Provider (ATP) requirements for partners who wish to remain focused on TelePresence for the midmarket. Those offering a broader portfolio will also find an entry point in the Express Collaboration Specialization, with partner investments and requirements that align to the Cisco midmarket portfolio.

To accelerate sales, we have a number of new ways to help you quickly expand your midmarket practice. Our migration program can help speed upgrades, the new pricing promotion offers incentives and capital financing support, and a new demand generation kit is coming later in the month to help identify new leads.

So, if you want to get your fair share of this fast-growing market segment, follow my midmarket action plan:

  1. Build a business plan leveraging the Cisco specialized midmarket collaboration portfolio based on the Cisco Business Edition 6000.
  2. Task your service delivery organizations to develop midmarket appropriate services offerings.
  3. Incentivize your sales teams to focus on midmarket customers.
  4. Develop local marketing plans leveraging the Cisco demand generation resources.

Now more than ever, Cisco is making it easier for our partners to do business in the midmarket. By turning your attention to this segment, you can benefit from profitable new services, increase customer loyalty, and achieve business-relevant collaboration sales.

Give us your comments below so we can hear how you are finding the midmarket to be a great opportunity. How do you think midmarket collaboration needs differ from enterprise customers? How can Cisco help you win big in this market? Above all, let’s win in this important segment together.

Good selling!


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