At100 Partners Technical and Sales Enablement
The At100 Initiative purpose is to offer all the resources necessary to enable and reward partners that provide services through Cisco technologies to lead the market.
Ingram Micro offers the At100 Partners a set of exclusive services, which allows them to get benefits with Cisco in the Cloud:
- Technical & Sales Enablement
- Resources & Funds
- 360º Support
- Projects Accompaniment
Let’s talk about Technical and Sales Enablement.
Technical and Sales Enablement
The At100 Initiative is a program to select the best Cisco Partners to grow Cloud & Managed Services business across EMEA Countries. Thanks to the fact of focusing into a small number of Partners, we can go deep into details and make the CMSP Journey close to selected Partners one by one.
Supporting the Assessment of the Partner CMSP opportunity is one of the steps we offer to take with At100 Partners. Our goal is defining indicators, goals and calendar and identify the size of the opportunity, financial details, incomes, margins and all the aspect related with ROI expected in during this journey.
To build the Opportunity Assessment, we use the know-how learned in previous experiences with Partners Worldwide that ensures a practice based on real experiences and right expectations.
Goals Setting
Successful Business is based on right goals and clear objectives
It's not easy to set goals by yourself when facing a business what biggest wave is just starting to come. At100 helps Partners to identify their real potential and set the right goals in the different phases of CMSP Journey.
Goals are not only revenue and margin related, we also help Partners to align self-readiness & qualification goals, and volume of activation in the CMSP business development. There is no better way to frame the business we want to achieve than designing the right set of goals & objectives with the Support of our experts in the At100 initiative.
Calendar Path Definition
Goals without calendars and phases are promises written in the sand
The At100 initiative has a clear vision of the necessity of a CMSP Journey calendar as well as a definition of participants roles and responsibilities of the process of becoming a profitable Cisco Cloud & Managed Service Providers.
The calendar includes a definition of different phases like planning, learning, value proposition design, customer segmentation, GotoMarket design and execution, sales pipeline builds and management, marketing & communications, project presales/design and deployment and governance.
At100 business specialist will help selected Partners to make a winner plan and timeline that will serve as a mirror for the expected execution excellence.
Sales Training
At100 includes a sales teams training program
Sales training should be one of the drivers of any Cloud Services Providers Program. Customers need help to understand scenarios, benefits, costs, returns, financial impacts, staff impact and many other questions that arise to decisions makers any time they approach shifting from on-premise to cloud services.
Cloud and Managed Services sales staff, is not limited to the classical business and product training, selling Cloud means much more than that. The At100 Initiative helps Partners to elevate sales representatives into areas like Systems Architecture, Services integration, or Use Scenarios. These are the kind of conversations end customers want to have with Partners.
Tech Training
At100 empower your IT staff with all
knowledge and technical resources needed to succeed
Cisco & Ingram Micro commit to empowering your IT staff with all knowledge and technical resources needed to approach important Cisco Managed Services projects. An extensive set of learning resources are available, At100 will provide selected Partners with these more importantly will support Partners in the selection of the technical learning paths and resources needed by each Partner.
A right learning strategy has a direct impact in the benefits of Cloud & Managed Services growth. It is the best warranty to avoid failures and to successfully deliver to Customers.
GoToMarket Design & Execution
Together, we will Perform and Transform
Sales are happening every day, and Customers are moving to cloud at this moment, only Partners with the ability to reach that market will beat competitors. At100 provides all Support needed to design and execute a go-to-market strategy that complies with business plan, goals and calendar. Planning without execution is not the way forward; on the contrary, At100 has a follow-up methodology to co-manage with Partner all elements needed for a successful GTM.
From value proposition to communications, from customer segmentation to customer success and usage. The GotoMarket is the logbook to make the journey to CMSP sales growth. At100 advantage is the fact of experience in building GTM plans, that know-how is set as part of the offer to selected Partners with the objective of building a strong pipeline of CMSP projects and customers.
Governance
A right Governance makes the difference between
companies and successful companies
The At100 initiative is one of the best ways for Partners to face the governance of the CMSP Journey. Our At100 Business Development Specialists will track goals, calendar and execution milestones with selected Partner. Alerts and flags will mark any deviation in the walk of the CMSP phases at all levels, readiness, marketing, sales and plan management.
Having help from At100 Business Specialist will help you to minimize the impact of any distraction or downtime in the journey to become a successful Cisco Managed Service Providers and maximize your revenues and profit.
For more information about the program, visit flyHigher or contact us by e-mail at ciscomsp@ingrammicro.com. Our CMSP Experts will be happy to help you with any question you may have about the At100 Initiative or the Cisco MSP Program.