Selling Cisco Services increases your business value and revenue potential. The training materials and resources available through the ARM Service Incentive Program give you valuable information about Cisco Services, and help you position and sell Cisco Services to your customers.
The ARM Service Incentive Program rewards you for the added value you can bring to Cisco deals by giving you opportunities to win great prizes.
If you do not qualify for partner registration, you can still review the training resources listed below to increase your knowledge and sales of Cisco Services. Please note that the ARM Service Incentive Program Contest is only available to those who meet the eligibility requirements, and/or formally register for the program.
Available Training Resources:
Making the First Sale | Cisco SMB Support Assistant | Uncovered Equipment | Cisco Campaign Builder | Selling Multiyear Service Agreements
| Selling Service Contract Renewals | The Value of Selling Services | Leading with Consulting Services | Lifecycle Services
Training Resources
The training materials available on this Website and through the ARM Service Incentive Program will be updated and refreshed on a bi-monthly basis. Each period's training offerings will build upon your previous training and continue to educate you on additional aspects of Cisco Services. Be sure to check back often for the most current training materials and information.
Making the First Sale
The Cisco "Making the First Sale" campaign is designed to help distributors, resellers, and channel service account managers boost revenues, increase margins, and build long-term customer loyalty through sales of Cisco Systems® Technical Support Services to commercial customers. The campaign includes a sales guide, at-a-glance quick reference tool, and learning module to help sales people sell Cisco Technical support Services as part of a complete solution at the very first sales opportunity.
Sales Guide
Read this 15-page guide for an overview of the services market, Cisco® Technical Support Services, sales best practices, and objection handling tailored to the specific requirements of selling to commercial customers with up to 1500 employees. You'll also find marketing resources to help jump start marketing campaigns to promote the value of services and generate demand for these services.
Partner Sales Guide (PDF - 1.5 MB)
At-A-Glance Guide
Scan this 2-page quick reference tool for easy access to service program overviews, service sales best practices, objections handling, and more.
Services At-A-Glance (PDF - 82 KB)
Learning Module
View this short learning module to prepare for the quiz. Learn about using a solutions selling approach to promote service as part of an integrated solution and about how to you can make the most of your first sales opportunities to set the stage for effectively selling Cisco Technical Support Services.
Learning Module (PDF - 295 KB)
Cisco SMB Support Assistant Resources
The Cisco SMB Support Assistant has been specifically designed for small and medium-sized businesses (SMBs) and provides the easy, cost-effective network support that businesses need to help ensure operational reliability, contain costs, and protect their investment on Cisco SMB Class networking solutions. View the resources available below to learn more about Cisco SMB Support Assistant, and how it may meet your customer's network support needs.
View several short multimedia presentations to determine which support best meets your customer's service and support needs:
Launch the Cisco SMB Support Assistant Overview * Launch the Portal Overview * Launch the Decision Tool *For more information, please visit the Cisco SMB Support Assistant Website, or review the Cisco SMB Support Assistant CSEP Training:
Selling Services on Uncovered Equipment
The Cisco "Selling Services on Uncovered Equipment" campaign is designed to help distributors, resellers, and channel service account managers boost revenues, increase margins, and build long-term customer loyalty through sales of Cisco Systems® Technical Support Services to commercial customers. The campaign includes a sales guide, at-a-glance quick reference tool, and learning module to help sales people sell Cisco Technical Support Services to commercial customers with Cisco hardware or software that is not covered under an existing Cisco service agreement.
Sales Guide
Read this 20-page guide for an overview of the services market, Cisco® Technical Support Services, sales best practices, and objection handling tailored to the specific requirements of selling services on uncovered equipment. You'll also find marketing resources to help build marketing campaigns to promote the value of services and generate demand.
(PDF - 1.5 MB)At-A-Glance Guide
Scan this 2-page quick reference tool for easy access to service program overviews, service sales best practices, objections handling, and more.
(PDF - 81 KB)Campaign Builder Materials
Build your marketing campaign with Campaign Builder from Cisco. Create customizable e-mail blasts, postcards, ads, flyers and more to build customer awareness and generate leads, while reducing time-to-market and overall costs. Browse through the latest campaign kits/materials, or follow the instructions available below to view Commercial or SMB specific Technical Support Service training materials. To access commercial or small to medium-sized business (SMB) materials in Campaign Builder, you'll want to follow these steps:
Selling Multiyear Service Agreements
(Training Period: November 1, 2006 - January 31, 2007)
The Cisco "Selling Multiyear Service Agreements" campaign is designed to help distributors, resellers, and channel service account managers boost revenues, increase margins, and build long-term customer loyalty by selling multiyear Cisco Systems® Technical Support Service agreements to commercial customers. The campaign includes a sales guide, at-a-glance quick reference tool, and eLearning module to help sales people sell multiyear Cisco Technical Support Service agreements to commercial customers with existing Cisco hardware or software.
At-A-Glance Guide
Read this sales guide for an overview of the services market, Cisco Systems® Technical Support Services, sales best practices, and objection handling tailored to the specific requirements of selling multiyear service agreements to commercial customers with up to 1500 employees. You’ll also find marketing resources to help jumpstart marketing campaigns to promote the value of Cisco services and generate demand for these services.
Selling
Multiyear Service Agreements - Partner Sales Guide (insert the M.Y. Partner GUide I sent
you)At-A-Glance Guide
Scan this 2-page quick reference tool for easy access to service program overviews, service sales best practices, objections handling, and more.
Selling
Multiyear Service Agreements - At-A-Glance (Insert the M.Y. AT A GLANCE GUIDE that i sent
you.)
Selling Service Contract Renewals
Leading with Consulting Services
Cisco encourages partners to focus their efforts on selling up front consulting engagements as a means to generating more revenue and profit from follow-on sales of products and services. Accelerating partner success with consulting services benefits partners and customers. The resources on this page can help partners think differently about their approach to selling Cisco products and services and help them reinvent their business model incorporate a consultative approach.
Read this services guide to learn about accelerating partner success with consulting services. This guide will help partners think differently about their approach to selling Cisco products and services and help them reinvent their business model to focus their efforts on selling up front consulting engagements as a means to generating more revenue and profit from follow-on sales of products and services. The guide explores the benefits of leading with consulting services, helps identify the right customers to target, and provides tools and resources to help partners establish or expand a consulting practice.
Quick Reference Guide (PDF - 126KB)
Scan this 2-page quick reference tool for easy access to information about accelerating partner success with consulting services.
Learning Module(Flash plugin required)
View this short learning module to learn about accelerating partner success with consulting services.
The Lifecycle Services approach helps you gain valuable opportunities to increase profitability, improve end-customer satisfaction ratings and loyalty as well as reduce risk in deploying and supporting new complex technologies. Learn more about Lifecycle Services.
Lifecycle Service Guide (PDF – 8.7MB)
Learn about accelerating partner success with the Cisco Lifecycle Services approach. The guide provides an introduction to the Cisco Lifecycle Services approach and offers guidelines and best practices for integrating Lifecycle Services into partner service practices.
Lifecycle Quick Reference Guide (PDF – 178KB)
Scan this 2-page quick reference tool for easy access to information about accelerating partner success with the Cisco Lifecycle Services approach.
eLearning Module (Flash plugin required)
Scan this 2-page quick reference tool for easy access to information about accelerating partner success with the Cisco Lifecycle Services approach.
