At100 Project Accompaniment:
The customer is the centre of all, and the At100 Initiative helps Partner to make the Customer conversation a moment of success vs. a moment of frustration
Cisco and Ingram Micro will take special focus and care of 100 Partners in EMEA to make the shift from on-premise Cisco Solutions selling to Cisco Managed Services delivery.
From customer lead to order co-sell
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Cloud & Managed Services are not easy to understand at first, so having the right approach to partners in the different project conversations is key factor of success.
The At100 Team provides At100 Partners with the support of our CMSP expert to prepare a successful customer meeting. Especially important is the conversation to transform an interested Partner into a real lead and later a real order/project. All those conversations must be prepared with care and detail and At100 expert have the experience to support CMSPs to make that happen.
From interest to lead most relevant elements are:
- Our experts help At100 participants to prepare customer conversations with care
- Co-Analysis of different scenarios and key messages for different customers
- If necessary, presence/participation in customer conversations in Partner co-selling mode
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The At100 Team want to be part of the deal process from Customer engagement to project deployment and postsales.
Pricing Design
Building a final offer after taking all requirements and needs from a customer is not an easy task. Partner must not only be able to design an offer but also fit customer budget and beat competitors in the value/cost comparison.
Preparing an offer always needs a second opinion, someone else that can confirm your proposal is the best one. The selected At100 Partners will have access to that confirmation from our experts. Our specialists help CMSPs to design and build the best offer to win a deal, reducing as much as possible licencing and services costs and optimizing the performance and impact of the technology acquired.
At100 Initiative experts provide CMSP with the following elements when building a proposal:
- Support to build the project details proposal
- Optimize services mix to include, prioritize, and remove non-critical elements to fit customer budget
- Help to decide on pricing policies and discounts from CMSP to customers
Making mistakes in offer & pricing design means money loss. The At100 Initiative is an extra help to make CMSP business successful and profitable.
About AT100 Initiative
All to One Hundred Initiative, AT100, is aimed to support 100 selected Cisco EMEA partners to offer them a complete set of exclusive services. The goal: Accelerate their Growth and Sales into The Cloud, with best services.
At100 Members will have all the necessary to become a CMSP (Cloud & Manage Service Provider), which will allow them to be experts in the Cisco Managed Network Services Market.