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Cisco Simple IT sales 101: discover your customers’ needs first

November 27, 2018

Cisco Simple IT sales 101: discover your customers’ needs first
  1. Cisco Umbrella—This cloud-delivered network security offering protects users on and off the network, anywhere they go, even when they’re not using a VPN (virtual private network). Plus, there’s no hardware to install, it’s always up-to-date and you can manage all your customers from a single portal.
  2. Cisco Meraki—A leader in cloud-controlled Wi-Fi, Cisco Meraki provides switching, routing and security, so partners can deliver highly secure and scalable enterprise networks that enable faster connections and more coverage.
  3. Cisco Webex Teams—Available as an app or on a browser, these enterprise-grade collaboration tools enable highly secure internal and external communication. Webex Teams is a fully encrypted pervasive messaging tool that allows users to send and store messages quickly, share and store documents (up to 5 MB), incorporate bots and custom integrations with Cisco open APIs and more.
  4. Cisco HyperFlex—This system delivers complete hyperconvergence by combining the software-defined networking (SDN) and computing power of Cisco UCS (Unified Computing System) with the Cisco HyperFlex HX Data Platform. Plus, it's simple to use. Cisco HyperFlex increases operational efficiency and adaptability for data center workloads.

However, Cisco Simple IT isn’t just a convenient bundle of products, it's a way to help your customers achieve their goals. Here are 3 tips for framing your Cisco conversations around business outcomes rather than technology:

  1. Keep IT systems safe from cyberattacks. As an IT solution provider, you’re probably well aware that the Cisco Meraki MX Security appliances provide application-aware traffic control and bandwidth policies for Layer 7 application types (e.g., for blocking, throttling or prioritizing applications such as YouTube, Skype and BitTorrent). That kind of information often goes over the head of a small business owner. A better approach is to educate the customer about the reality of cybersecurity threats and explain the common attack vectors (e.g., email). Then you can discuss how they’re currently protecting their company from a breach and explain how a solution like Cisco Umbrella would give them better security at an affordable cost.
  2. Help employees collaborate more easily. Regular work-at-home, among the non-self-employed population, has grown by 140% since 2005, nearly 10x faster than the rest of the workforce or the self-employed, according to the S. Census Bureau. There’s a good chance many of your customers are giving their employees more flexibility in their work schedules. But, just because employees are working outside of the office, they still need to communicate with other workers and participate in group discussions, conference calls and other collaborative activities. This can pose a difficult situation for a business owner who wants to accommodate employees but doesn’t want to compromise productivity. Legacy communication systems make telecommuting even more challenging. Ask your customers about how they’re handling these challenges, and if you find it’s a pain point then explain how Cisco Webex Teams can solve their problems.
  3. Reduce operating expenses. If you have a do-it-yourself customer that prefers to manage its own IT systems, you might consider discussing the time the client spends patching systems, troubleshooting problems and trying to make everything work together. Contrast that number with a Cisco Simple IT environment where the technology resides in the cloud and all IT systems work together, updates happen automatically, and everything can be managed from a single online dashboard.

To learn more about Cisco Simple IT or to connect with Ingram Micro’s software desk team, call (800) 456-8000, ext. 76747, or send an email to ciscosoftware@ingrammicro.com.