Selling Cisco MerakiSCMRKIFLFast LaneFL-SCMRKI1.0<ul>
<li>Overview the benefits of a cloud solution.</li><li>To build awareness & confidence in the sales and customer-facing teams to open-up new conversations about Meraki cloud-managed solutions.</li><li>To identify business drivers that justify a Meraki cloud-managed approach.</li><li>To understand what the Meraki proposition represents to IT/OT and the Net-Sec team and how it interacts with the business.</li><li>How to position Meraki to customers.</li><li>To consider the customer and partner benefits of offering a Meraki Managed Service.</li><li>What trigger questions to ask key customer stakeholders to help qualify Meraki opportunities and where the best insertion points are.</li><li>Strategies to overcome objections.</li><li>Where to find additional sales resources.</li><li>How to demo the highlights of a Meraki solution.</li></ul><ul>
<li>See it, Try it, Buy it – the Meraki high-velocity sales-cycle explained.</li><li>Briefly consider the history of Cisco Meraki.</li><li>Overview of the benefits of a Meraki cloud solution.</li><li>The Meraki Dashboard: - <ul>
<li>Organization and Networks.</li><li>RBAC.</li></ul></li><li>Product overview with dashboard demos:<ul>
<li>MX Unified Threat Management and SD-WAN.</li><li>MS Access & Aggregation Switches.</li><li>MR Wireless Access Points.</li><li>SM Enterprise Mobility Management.</li><li>MV Smart Security Cameras.</li><li>MI Application health and insights.</li><li>MG – Cellular Gateway.</li><li>MT – Meraki ‘Things’</li></ul></li><li>Performing a Dashboard Demo to highlight key features:<ul>
<li>Performing a quick-fire attention-grabbing demo of the dashboard highlights.</li><li>Choosing a suitable narrative when performing an extended demo.</li></ul></li><li>Considering Solutions and Verticals.</li><li>How to position full-stack Meraki to customers to solve their pain points.<ul>
<li>Customer conversations and trigger questions.</li><li>Objection handling.</li></ul></li><li>Licensing – Co-term vs. PDL, Tiers.</li><li>Upsell and integration opportunities.</li><li>Discover Meraki partner benefits:<ul>
<li>The Partner Portal.</li><li>Creating a quote using CCW.</li><li>Meraki ordering process.</li><li>Partner resources and how to access them.</li></ul></li><li>Meraki support overview.</li><li>Case-Studies examined</li><li>What trigger questions to ask key customer stakeholders to help qualify Meraki opportunities and where the best insertion points are.</li><li>Strategies to overcome objections.</li><li>Where to find additional sales resources.</li></ul><p><strong>Final knowledge-check: -</strong>
</p>
<ul>
<li>Quick-fire Quiz (Slido or similar).</li></ul>- Overview the benefits of a cloud solution.
- To build awareness & confidence in the sales and customer-facing teams to open-up new conversations about Meraki cloud-managed solutions.
- To identify business drivers that justify a Meraki cloud-managed approach.
- To understand what the Meraki proposition represents to IT/OT and the Net-Sec team and how it interacts with the business.
- How to position Meraki to customers.
- To consider the customer and partner benefits of offering a Meraki Managed Service.
- What trigger questions to ask key customer stakeholders to help qualify Meraki opportunities and where the best insertion points are.
- Strategies to overcome objections.
- Where to find additional sales resources.
- How to demo the highlights of a Meraki solution.- See it, Try it, Buy it – the Meraki high-velocity sales-cycle explained.
- Briefly consider the history of Cisco Meraki.
- Overview of the benefits of a Meraki cloud solution.
- The Meraki Dashboard: -
- Organization and Networks.
- RBAC.
- Product overview with dashboard demos:
- MX Unified Threat Management and SD-WAN.
- MS Access & Aggregation Switches.
- MR Wireless Access Points.
- SM Enterprise Mobility Management.
- MV Smart Security Cameras.
- MI Application health and insights.
- MG – Cellular Gateway.
- MT – Meraki ‘Things’
- Performing a Dashboard Demo to highlight key features:
- Performing a quick-fire attention-grabbing demo of the dashboard highlights.
- Choosing a suitable narrative when performing an extended demo.
- Considering Solutions and Verticals.
- How to position full-stack Meraki to customers to solve their pain points.
- Customer conversations and trigger questions.
- Objection handling.
- Licensing – Co-term vs. PDL, Tiers.
- Upsell and integration opportunities.
- Discover Meraki partner benefits:
- The Partner Portal.
- Creating a quote using CCW.
- Meraki ordering process.
- Partner resources and how to access them.
- Meraki support overview.
- Case-Studies examined
- What trigger questions to ask key customer stakeholders to help qualify Meraki opportunities and where the best insertion points are.
- Strategies to overcome objections.
- Where to find additional sales resources.
Final knowledge-check: -
- Quick-fire Quiz (Slido or similar).1 jour