A comprehensive view of a customer’s Cisco installed base is crucial for monetizing a customer’s lifecycle. Cisco partners who inform the customer regarding upcoming subscriptions, SmartNet, and Last Day of Support hardware position themselves to become the Cisco partner of choice. Partners can utilize Ready Report (installed base) data to provide this insight from all the Cisco partners with whom a customer works.
The TD SYNNEX Revolution Profitability Team helps partners through every step of the process. We want to ensure when our Cisco partners present these opportunities, they are comfortable and confident doing so. The Revolution Profitability team provides a free value-add to teach partners how to receive and leverage Ready Report data. The team teaches partners how to receive customer consent and pinpoint specific opportunities down to the serial number or covered line end date. We provide a list of the upcoming software and hardware opportunities based on the Ready Report data. This data-driven approach allows partners to take over new business and sell more to existing customers.
Customer consent is required to receive Ready Report data. A legal form must be signed by the customer to provide this consent. There are two processes for receiving customer consent that depend on new or existing customers. Letters of Authorization (LOA) must be used for new customers and digital consent through the Ready for Partners tool can be used for existing customers.
For new customers, consent is requested through a manual LOA form through an electronic signature application like DocuSign. The partner uploads the LOA form into their electronic signature application and emails it to their customer. Once the LOA is signed, partners can open a case with Cisco in the customer service hub to receive the installed base data. LOAs are valid for six months.
For existing customers, digital consent is requested through the Cisco Ready for Partners tool. In the Ready for Partners tool, the partner simply enters the customer contact name and email address, then Cisco directly sends an email to the customer requesting digital consent. Partners can then pull the Ready Report data via the Cisco Ready for Partners tool. Digital consent is valid indefinitely. There is no expiration date and no need to sign the form again; however, the customer may choose to revoke the partner access.
The Ready for Partners tool allows partners full access to manage their customer’s installed base. This visibility includes everything the customer has purchased from other incumbent partners, enabling partners to push the 3Cs of the CX Install Base Methodology. Additionally, access to the customer’s telemetry data allows partners to view critical information about the customer’s technology adoption. This insight enables partners to guide the customer for more successful product usage. Customers appreciate this approach because it ensures they are maximizing the value of their Cisco products and investments.
To learn more about how TD SYNNEX can help your organization leverage Ready Report data and the customer consent process, register here for our upcoming webinar on April 3, 2024.
