Module 5: Software Support

Overcoming Objections

When discussing the benefits of having a service solution that provides your customers with software support for either their Cisco IOS Software or network application software, it will be natural for some customers to have objections. The following two pages contain examples of common questions and objections that Cisco customers have had about Cisco IOS Software in the past.
 
To ensure that you are prepared for these questions if a customers asks you, review the suggested responses listed for each objection.

Objection:

Your customer is telling you that their current version of Cisco IOS Software meets all their requirements. Doesn’t the current version do everything I need?

Response:

The first question you should ask your customers in response to this question is:

“Wouldn’t you want features that could decrease network down time and potentially add new revenue sources?”

Emphasize the following points with customers when discussing the value of keeping their Cisco IOS software up-to-date

		Cisco IOS updates will add new functionality to your networking devices so that you can increase their functionality and “power” beyond that which you originally purchased.
		Generally, each Cisco IOS Software release has new features in the following areas: IP/Routing, Connectivity/, Scaling, IBM, Management, Multimedia, QoS, Security, Switching, Voice.
		For example, a diligently maintained Cisco 3640 multi service router originally purchased two years ago with version 11.2 might have gone through 4 Cisco IOS Software updates to date.
		With version 11.3 there were 33 new features focused on Connectivity and Scalability and 11 focused on integrating IBM technology. In addition new features were added to each of the other categories.
		Versions 12.1 and 12.1T continued that trend with additional focus on voice technology, all of which continue to evolve the multi-service capabilities of the 3640.
		With version 12 the focus continued with Connectivity and Scalability, but with a renewed focus on core IP Routing technology.

<  Previous  |  Next  >