Cisco Pre-Owned Equipment: The Trusted Alternative

Arya MirRéseaux et Communications

30 mars 2012 (il y a 2 années et 1 mois)

581 vue(s)

© 2011 Cisco and/or its affiliates. All rights reserved.

Cisco Confidential

1

© 2011 Cisco and/or its affiliates. All rights reserved.

Cisco Confidential

1

© 2011 Cisco and/or its affiliates. All rights reserved.

Cisco Confidential

1

Cisco Confidential

1

© 2011 Cisco and/or its affiliates. All rights reserved.

Maryann Von
Seggern


Sr
. Director, Pre
-
Owned
Equipment, Cisco Systems


March
9,
2012

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Introduction

Cisco Capital Overview

Cisco Pre
-
Owned Equipment


Program Specifics & Facts


Secondary Market


Retail Channel Strategy


Remanufacturing Process


Inventory


Relicensing and SMARTnet Inspection Process


Marketing



The Future

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Sr. Director

Cisco Pre
-
Owned Equipment

20
-
Year
T
enure

at IBM
Global
Financing

PC portfolio
-

$3 Billion

25
-
Year Technology Financing

and Remarketing Industry Veteran

Currently Cisco Pre
-
Owned
Equipment
Line
of Business Lead

Previously supported
Cisco
Capital Channel
Financing Strategy for
+
40,000 partners in over
140 countries globally

Recipient of

Various Industry Awards

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Leader in value
-
added financial solutions for
Cisco, its partners, and end users


Cisco Capital founded in 1996 as a

wholly
-
owned subsidiary of Cisco Systems, Inc.


Technology financing offered in 97 countries:
largest global presence


Channel financing offered in 146 countries


Cisco Certified Refurbished Equipment

available in 118 countries


More than $8 billion in assets


500 employees worldwide

Enabling Profitable Growth by Financing Cisco Innovation

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Attractive, Flexible

Financing Options for
Cisco Technology
Solutions

Credit Lines and Payment
Terms Beyond the
Standard Cisco Net 30
Day Terms

Price Competitive

and Trusted Alternative

When New Cisco

Is Not an Option

Technology
Financing

Channel
Financing

Pre
-
Owned
Equipment

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In existence since 2001


Cisco’s authorized division of refurbished
equipment


Reside under Cisco Capital organization


Large inventory of new and end of sale

Cisco products across all technologies


2800+ products


Supply available from many sources within

Cisco supply chain and lease portfolios


Products traditionally sold through authorized
Cisco resellers and distributors or to direct

Cisco customers

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Sold to countries


Active
and end
-
of
-
sale
products across all
Cisco technologies


Average

order size

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A lower
-
cost
alternative


Manufacturing lead
time issues


Access to end
-
of
-
sale
products


Improved ROI

and profitability


Reduce maintenance
costs

self sparing


Green

recycle,
refurbish and dispose

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Strong
Demand

Borderless

Fragmented


High market
share


Long technology lifecycle


Product durability


Positive Experiences


Internet & on
-
line
a
uction sites has increased available
inventory
r
egardless of where
y
ou are


Equipment
easily moves between major theaters


Low barriers
to
entry


Few large players
($
100M
+ Cisco
revenue)

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Initially established to sell Cisco Capital
off
-
lease equipment


Provides Cisco account managers and
partners alternative to high discounting


Provides access to End of Sale and End
of Hardware support products not
previously supplied from a Cisco certified
source


Provides customer an approximate 20%
-

30% savings off their equivalent net new
price


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Remanufacturing
Process

Product

Sources

Routes to

Market


S
tock
R
otations



Service RMA

and Trade
-
Ins



Lease
R
eturns



Selective Buybacks



Manufacturing
O
verruns

End of S
ale
Inventory

Cancelled
Orders

Lab E
quipment

Internal IT R
efresh

Direct

Customers

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INSPECT

UPGRADE

TEST

REPAIR

CLEAN AND RECONDITION

PACKAGE

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Inventory

All product families

Condition


Remanufactured

and
Full System Tested

to Cisco specifications


偲潰物整慲y 灲潤畣t 桡牤h慲攠慮搠f楲海慲攠
upgrades (ECOs)
applied

Software

Valid
IOS

software license
included


Warranty


Same
-
as
-
new

Cisco (90 days to Limited Lifetime)


Same
-
as
-
new
Cisco service options

Support



24 x 7 hardware and software available through Cisco TAC



SMARTnet

eligible with no additional inspection fees

Pricing


Effective discount 60+ percent off original list price


No hidden costs

Available Through

Cisco and Cisco

authorized resellers

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www.cisco.com/en/US/prod/hw_sw_relicensing_program.html



Software
license
granted
to initial
purchaser
only


new and
refurb




Product
purchased
from non
-
Cisco
source
must be re
-
licensed




May not
be transferred to any
other purchaser
unless authorized



Product purchased
through Cisco
authorized
channels not
automatically eligible
for
SMARTnet




Will charge an
inspection fee for
evaluation


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Emails

Online Articles

Joint Partner Marketing

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Incredibly strong channel; unique
approach


Tighter integration with Cisco:

Systems

Promos

Programs

Marketing


Part of the whole Cisco offer


Customer “Peace of Mind”


Other:

Our captive growing tremendously, getting larger returns

Continually assessing new routes to market

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Thank you.