Cisco Small Business - Stimulate Your Business Call Guide

1. Overview
This call guide is designed to help you take advantage of
the Cisco®
Stimulate Your Business program messaging to
help you position and sell Cisco networking, security and
communication products designed and priced for small
businesses.
Use this call guide to easily and informatively understand,
assess and qualify potential prospects based on their
business needs. This call guide will alleviate much of the front-
end work it takes to engage the small business owner .
Small businesses today are under increasing pressure to
run more efficiently. It’s a tough challenge in the 24/7 world
of business and even tougher when you consider that most
businesses have finite resources of time and money. To
find the answer that stimulates their own operations, more
businesses are turning to technology. Cisco small business
networking, security and communication products are
specifically designed and priced so businesses can efficiently
handle more customers, more locations, and more inventory.
Your small business clients are looking for enhanced mobility,
flexibility and security. That is bandwidth that can save them
time and money. You can help stimulate your own business,
as well, when you deliver Cisco small business products.
Objective of Call
Generate awareness and drive interest in meeting with a
Cisco Certified Partner.
Call to Action
Meet with a Cisco Certified Channel Partner to discuss their
specific networking, security and communications needs.
Target Customer Profile
The Stimulate Your Business program is designed for small
business prospects with under 250 employees that need the
extra bandwidth and connectivity to be able to handle more
business. Their employees need to access key business data,
communicate with staff and conduct meetings off-site. To
do these things, they need to be able to access the network
from any location, while keeping their data secure. The target
audience who would benefit from this promotion is:
• Familiar with Cisco, though they may not know of specific
products designed and price for small business.
• Looking for technology that saves time and money, and
can ultimately help their business grow.
• Interested in lowering costs, and increasing employee
productivity.
• Motivated by affordable solutions that deliver reliable
performance.
• Interested in networking more than one office location.
• Looking for wireless mobility that enables employees to
connect, access information and work from anywhere.
• Interested in extending network access to employees
working remotely and authorized guests.
• Interested in the ability to share documents and resources,
such as printers.
• Interested in increasing network security.
• May be considering Unified Communications or advanced
applications down the road.
• May be concerned about cash flow and paying a lot of
money for a networking system.
Cisco Small Business
Stimulate Your Business Call Guide

2. Top Customer Concerns Regarding
Networking Products
Prospective customers for Cisco small business networking,
communications and security are concerned with:
• Expanding bandwidth in order to more efficiently handle
additional customers, and inventory, and multiple locations.
• Reducing costs. Having one network for data, voice, and
wireless simplifies network installation and management,
which reduces costs. It helps cut phone costs and long-
distance charges, too. Customers can start with a basic
“start up” package and add products as they grow.
• Protecting their business network from a variety of
network threats.
• Providing secure wireless support for mobility within the
office and beyond. Extending your phone system to mobile
workers over wired and wireless connections.
• Providing remote network access. Giving employees
and guests access to the tools they need to communicate
effectively and collaborate easily, even when they’re on the
go.
• Having a complete network security solution in one
appliance that combines firewall, content (email and web)
security, and secure access, without any loss of functional
quality, and no risk to their data or company.
• Increasing employee productivity. Connecting
employees computers, and printers in one network to
increase productivity and share resources.
• Future growth. Customers want to know that their Cisco
technology solutions are compatible with solutions and
applications they may want to add on later.
Cisco solutions packaged
for small businesses
We’ve created packaged solutions designed to provide
competitive, integrated solutions for common small business
needs. For Cisco Certified Partners, these packages speed
the specification and installation phases, freeing up design
and installation engineers. For customers, these packages
offer confidence that these designs are prescribed and
recommended by Cisco.
Two Cisco packages are available, specifically designed
to expand a small business’s bandwidth and help business
teams be more productive through better collaboration.
• Create a highly secure network foundation that connects
devices, such as PCs, servers, and printers to keep
everyone in sync and productive wherever they’re
working.
• Quality features help maximize a network’s uptime so
business can keep moving forward without delays or
downtime.
• Security features offer wireless, site-to-site and remote
Internet access secured by firewall and protection from
spam, viruses, and malware, so clients can be confident
that their business assets are protected.
• Customer interactions are not affected by security
issues.
• Highly secure and resilient solutions help increase
employee productivity and reduce network costs.
• Cisco Small Business packages are designed and priced
to provide the performance and reliability small business
networks need.
• Available finance lease programs keep monthly
payments manageable for eligible customers.
Two recommended solution packages
to suit your clients’ needs:
The Basic “Start Up” Package
The basic package has been created for businesses with
limited technology needs and are very cost-conscious.
The owners tend to wait until they need a product, and only
then do they move to acquire it. They want a simple, clean
transaction. Our Basic package is targeted to the small
business customer who:
• Has a limited technology focus.
• Needs someone they can call for service and support.
• Simply wants to create a basic network infrastructure.
• Prefers products that are easy to install and manage.
• Has no, or limited, experience among in-house staff.
Benefits of the Basic “Start Up” Package:
• Basic, business-class connectivity.
• Strong security to help keep business assets safe,
including firewall, support for IPsec VPN, and protection
from spam, virtuses, and malware.
• Dual WAN links enable redundant connections to support
business continuity.

3. • Simplified configuration through web-based device
manager.
The Accelerated Package
Businesses in the “Accelerated” segment understand that
the right technology will help their business grow. They
recognize that the right tools are integral to productivity,
efficiency and performance. These decision-makers
are forward-thinking and actively research technology
in anticipation of growth. Our Accelerated Package is
designed for the early adopter who:
• Values technology
• Is growth conscious
• Needs a team of experts in terms of service and support
to keep things running and help them plan for the future
Benefits of the Accelerated Package:
• High availability and reliability to support nonstop
connectivity for businesses that depend on technology.
• Cisco IOS Software offers a broad array of services and
support for multiple industry standards to deliver optimal
flexibility.
• Additional security options and support for more flexible
VPN connections extend security to more users and to
cover regulatory compliance requirements.
• Fast Ethernet and Gigabit Ethernet connectivity for
personal computing devices and servers in high-
performance, flexible PoE or non-PoE configurations.
• Extends the network to remote sites and gives users
access to the business applications running in the main
office with a diversity of WAN links: Fast Ethernet, Gigabit
Ethernet, xDSL, G.SHDSL, 3G, and ISDN.
Initiating a Conversation:
Cisco Stimulate Your Business Solutions
The following probing questions may help customers
understand how Cisco small business solutions can enhance
the flexibility and resiliency of their network, security and
communications, and in the end, save their small business
time and money:
Do you want employees to have the freedom to work
remotely or wirelessly within your office while maintaining a
highly secure connection?
• You can enable employees and partners to remotely and
securely access the network with highly secure, flexible
and easy to use built-in VPN support. And while connected,
they can benefit from content protection for email and web
security threats.
Do you have a network security solution? What kind of
security solution do you have?
• Each of our packages includes a security solution that
combines highly-secure Internet, wireless, site-to-site and
remote access with a firewall and optional email and web
security capabilities, so you can feel confident that your
business is protected from intrusion, data theft, etc.
How much time do you spend each year worrying about
digital and network threats to your business, employees, and
data?
• Our security products give you confidence that your
company’s most critical assets are increasing productivity
and optimizing bandwidth usage, and that your employees
will spend far less time with spam, viruses, or recovering
lost data. You can also restrict them from randomly surfing
inappropriate websites.
What plans do you have to update your networking package?
• Each of the Cisco networking, communications and security
packages makes updating your network simple. The
switches, routers, communications and security solutions
are all designed to work together to immediately bring you
better performance, saving you time and money.
Objection: Why should I buy a Cisco solution package right
now?
Response: These solutions are designed to boost your
bandwidth, allowing you to handle more customers and
process transactions faster, while giving you a high level of
compatibility and flexibility, so you can run your business
network more efficiently.
Objection: We are not ready to make another investment in
our network right now.
Response: Right now is actually an optimal time to upgrade
your network because Cisco can offer finance lease programs
designed for small business - you get the help you need at an
affordable monthly cost.

4. Objection: I’ve priced the competitor’s networking,
communications and security products and they tend to be
cheaper than Cisco’s.
Response: Though many of the competitor’s products may
be lower priced, they are unlikely to be designed to scale
as you grow, or support other technologies, and perform
as well as Cisco products do in the long run. Cisco is the
industry leader because of the unmatched performance,
flexibility and reliability of products that simply deliver what
the competitors cannot.
Objection: My IT staff does not have the time to learn a
new product.
Response: The transition to a Cisco network is easy
because it is an all-in-one, integrated solution that is easily
managed through a unified interface. Cisco also has a
network of trusted advisors who can recommend, install and
support your network. Our available support and service
packages let you leave the technology to us and focus on
running your business.
If the customer is not interested in Cisco’s products or
has an existing solution, move to this section.
Benefits of Cisco Solutions
Cisco small business solutions provide end-users the
highest reliability and performance in network designs
and integration. For Cisco Certified Partners, solutions
accelerate bottom line profit and productivity by:
• Providing the confidence and reliability of Cisco-tested
network designs and implementation plans.
• Product breadth that allows Cisco Certified Partners to
deliver single-source designs that enhance the ability of
Cisco Certified Partners to easily configure and manage
the network.
• Backed by Service and Support options that are designed
for the specific needs and budgets of small businesses.
• Reduce ongoing maintenance and network downtime
because Cisco small business products are designed to
work together.
• Customers will come back to you when they’re ready to
add new technology to their growing business.
Why Cisco?
Small businesses everywhere are facing serious, worldwide
challenges to their network productivity. Cisco is trusted by
businesses around the world to help keep their networks,
and businesses running smoothly, securely, and efficiently.
Cisco networking, communications and security packages
help small companies grow with simple, integrated solutions.
Advantages of Cisco solutions packages:
• Cisco leading-edge technology for small business
• Customers can invest now, and as your business
grows you can add capabilities for better competitive
advantage
• Competitive product warranties
• Available finance lease programs reduce costs to a low
monthly payment for qualified customers
Move to Close
If they don’t engage, pitch this one last point:
Many companies don’t realize the advantages of enhanced
networking efficiency, high-performance communications,
and solid security and mobility. If you take the time to assess
the potential impact that a constricted network could have
on your business, you may find that Cisco can offer a cost-
effective solution. Would you like to spend a short session
looking at the specifics for your company?
• If yes
Great, let’s schedule a time to assess your organization’s
networking, communications and security needs through
Cisco’s Small Business Advisor.
• If there is a pause
Cover any additional benefits from the listing on the
previous pages as they pertain to the conversation.
Provide contact information, and direct customer to
www.cisco.com/smb and the newsletter.
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