Cisco Partner Enablement Program

Introducing Cisco Partner Enablement Program from Global Knowledge Working in conjunction with a large number of people within Cisco, Global Knowledge has in the last eight months devised and launched a comprehensive Cisco Partner Enablement Program. The program has been designed to help Cisco offer both existing and prospective Cisco partners access to an industry leading managed service for all of their Cisco learning needs. This comprehensive program covers the following; - Management of the Cisco certification process and individual recertification requirements. This program is called Fit4Business - Innovative delivery platforms designed to provide a new learning environment and to enable an organisation to better utilise it’s people during training. This is called our Collaborative Learning Solutions - Sales Solutions Training aimed to migrate the partner’s sales teams from a transaction orientation to one where they can link solutions to business needs. These programs are called SERIOUS Selling and FOCUS Framework. - Recertification Packages - the easy way to recertify. Access to accurate information enabling those needing to recertify their current professional level certifications to do so easily through a The Cisco Channel Partner Programme from recertification portal.

Fit4Business

A comprehensive summary of each of these programs:

Fit4Business

The framework within which all elements of the program sit is known as Fit4Business. The Fit4Business Program is a managed solution to help all existing and potential partners achieve, retain and enhance their Cisco partner status. Global Knowledge uses its extensive understanding of Cisco’s certification and specialisation requirements to demystify the perceived complexities associated with Cisco’s channel partner program, allowing partners to concentrate on, and develop, both existing andFit4Business new core business activities whilst being confident THE CHANNEL PARTNER program PROGRAMME that their partner requirements are handled effectively. Working with Channel Leaders, SE Managers, Territory Marketing Managers, CAMs, and iCAMs, Global Knowledge helps drive and deliver the Cisco Channel Partner strategy at theatre and local level. The program helps educate partners about the strategic benefits and economic incentives available as a Cisco Certified Partner – from Select through to Gold partner status covering all technology specializations. Global Knowledge has developed a unique tool that enables efficient consultancy activity, accurate requirements calculations, Global Knowledge and on-going partner status management. To date Fit4Business has been launched jointly with Cisco in both

Global Knowledge, the world’s largest Cisco education partner, is proud to offer Fit4Business, a unique Managed Solution to help all Channel Partners achieve and retain

Training Delivery and Administration European and MEA theatres, with launches being planned for We then take your identified employees through Emerging the tailored scheduleMarkets of openand or USA. closed courses so that they can gain the relevant Cisco certifications to move you to the desired partner level .

www.globalknowledge.net As part of the Fit4Business Managed Solution, we will book your delegates onto our training

Collaborative Learning Solutions Learning has to deliver tangible business benefit and aid the achievement of strategic business goals. The challenge is to provide effective learning solutions with minimum business disruption and maximum business benefit. As an established Cisco Learning Solutions Partner we deliver learning in various ways to suit the individual and the organisation they work for. • Traditional ILT classes • Fast Track Programs • Collaborative Learning Solutions Collaborative Learning Solutions are available for a range of Cisco Certifications including CCNA, CCNA Concentrations, CCNP, and CCVP and are being used successfully by Cisco Advanced Services and partner organisations. Collaborative Learning is an educational experience where learners work together towards a common goal. Interaction between peers and subject matter experts creates a learning environment where the group experiences and knowledge help all students to be successful. Significant change from our typical classroom instructor-lead training. In collaborative learning, the classroom element may not disappear entirely, but it lives alongside other processes which use technology and rich media to create a live, interactive learning experience.

What makes it possible now?

• Technology – second phase of the internet is here with web 2.0 • Know how – experience of what has been tried before - successes Allows integration of other skills – business management, proand failures – and what is now possible fessional, etc. • Flexibility – acceptance and confidence that a less structured, more fluid, approach to learning is desirable and delivers imManaged and delivered through a collaboration portal proved results Allowing students access to selected best-of-breed content • Audience – that is ‘at home’ with technology - working, living, authored by Cisco, Global Knowledge or available in the public learning ......collaboratively (*The Net Generation is a cohort of domain – but selected by Global Knowledge SMEs. individuals born between 1977 – 1997 and is the first generation ©2008 Global Knowledge. All rights reserved; subject to change and error. to be ‘bathed in bits’) Enabling on-the-job practice and access to revision materials Classroom element may be ‘physical’ or ‘virtual’

Flexible program structure

*Tapscott and Goodwin – March 2008

Collaborative Learning Portal

©2008 Global Knowledge. All rights reserved; subject to change and error.

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Re-Certification Packages

Solution Sales Training – Business Transformation

Individuals needing to renew their existing career certifications rarely attend a traditional class to achieve this goal! Often they work on a ‘self-serve’ basis, using CCO, the wider web, books, papers, colleagues, e-testing and anything they can access to get the knowledge they require. This is fairly time consuming and the quality and accuracy of what they access is inconsistent.

A two part program designed to up-skill Cisco’s channel partner sales teams in both consultative (value-based) sales methodology, and on technology specific solutions selling. The two programme components, SERIOUS™ Selling and FOCUS™ Framework can be used individually or together.

The solution is to provide focused, high quality information taken from our Collaborative Learning Solutions and packaged for specific career re-certifications. The Global Knowledge Career Re-certification Package is available to anyone wishing to renew their Associate or Professional career certifications. The package is delivered through our Collaborative Learning Solution Portal providing access to other career re-certifiers and Global Knowledge SMEs. For partners using the Fit4Business Program, these recertification packages are offered at the time the Global Knowledge Fit4Business tool alert system starts the recertification countdown process – this is 180 days prior to certification expiry.

SERIOUS™ Selling - A Consultative (or Value-based) sales methodology A methodology that delivers consistent repeatable results Structured to address complex sales cycles Tools for comprehensive customer contact strategy Techniques for improved opportunity qualification Enhances questioning and closing skills Provides a foundation for FOCUS™

FOCUS™ Framework A “How to Sell...” Framework for technology-based selling A repeatable framework for selling technology solutions Logical learning flow helps memory retention Technical content pitched at the correct level for sales people Includes ROI and TCO principles for selling to financial decision makers ©2008 Global Knowledge. All rights reserved; subject to change and error.

Builds stronger opportunity pipeline

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Existing Programs for Focus Framework For Technology Resellers

For Service Providers

How to Sell Managed Network Services How to Sell Managed/Hosted Unified Communications How to Sell Managed VPN Solutions How to Sell Managed Security Solutions How to Sell Managed Contact Centre Solutions



How to Sell Unified Communications How to Sell VPN Solutions How to Sell Security Solutions How to Sell Contact Centre Solutions

The Fit4Business framework and the program components contained within it have been designed to help the Cisco partners improve their business success through an enhanced and well managed approach to up-skilling. Whether managing their certification and specialisation requirements, or helping transform their businesses by moving away from product based sales models to selling high value business technology solutions, the Cisco partner Enablement Program from Global Knowledge has been created to benefit all Cisco partners and add value to the relationship between Global Knowledge and Cisco.

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Authorised Cisco Training www.globalknowledge.net

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