Product specifications

INTRODUCTION

Welcome to the Cisco

Mobility Express Wireless Demo Box for small and medium-sized business (SMB) and midmarket customers.

This kit is designed to provide you with everything you need to demonstrate a wide range of product features to a variety of potential

customers, and illustrate the business benefits that Cisco Mobility Express Wireless solutions provide.

Demonstration Goals

The goal of this demonstration solution is to prove to customers that a Cisco Mobility Express Wireless solution is the best choice for

their business. The demonstrations are designed to achieve the following:

• Customer awareness of what the solution can do

• Customer understanding of why the Cisco Systems

solution is unique, and the benefits of the Cisco solution relative to the status

quo or competitive solutions

• Customer understanding of the Cisco solution purchasing and implementation process

• Appeal to the business decision maker (BDM) by focusing on the solution business impact

Demonstration Script Style

The Cisco Mobility Express Wireless DemoBox script uses a horizontal approach (feature-based) to show the feature elements. Each

feature-based section includes important marketing messages as well as product and feature overviews and demonstration

instructions. It is not intended that you select demo tasks based on customer requirements instead of perform every demo in this

script. Present the demo’s to your customers with vertical situations applicable to their needs and explanations based on their

business requirements.

Demonstration Scripts Key

• Bulleted features in each script can be selected individually for demonstration.

STEP 1. Numbered instructions must be implemented in the order shown.

Note Important instructions!

General Presentation Tips

• Before you begin each demonstration scenario, explain what you are going to demo.

• Make the demo relevant by relating what you’re demonstrating to the customer’s specific situation. Communicate the appropriate

relevant marketing messages.

• Explain what they will see and hear during the demonstration

• Perform the demonstration with only brief comments during the demonstration that help keep the customer oriented to the demo

progress.

• After each demo is completed, recap what they saw and heard in the demo and reiterate the relevance to the customer’s situation

and why that’s an improvement over their current operation (from customer/caller perspective as well as an

agent/supervisor/corporate perspective). This is where the emphasize callouts can be used.

• Solicit feedback and impressions. Correct any erroneous impressions. Try to gauge the impact the demos have had on the

customer’s understanding of the benefits of the solution, its relevance to their company, and their vendor preference.

Important notices, privacy statements, and trademarks of Cisco Systems, Inc. can be found on cisco.com.

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