Transcript
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1
2008/03
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 2
FY08
-,
(channel mapping)
AT(UC)
VIP, AIP OIP, SIP
(NFR, PDF)
8/14/2019 Cisco Channel Program Update
3/31
2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 3
FY08
-,
(channel mapping)
AT(UC)
VIP, AIP OIP, SIP
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 4
Cisco WW Channel Incentive Programs
To BeLaunched
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 5
Channel Program Positioning
CommercialMarket
Segment
Strategic Accounts - SP, Large EntStrategic Accounts - SP, Large Ent1
Large/Medium EntLarge/Medium Ent2
Mid-marketMid-market
3
SMBSMB4
SOHO/ConsumerSOHO/Consumer5
DistiCC
OIP
SIP
AIP
VIP
TAP
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 6
V-I-P
AT: IP Communication,VPN/SecurityWireless
: 1000;
(V-I-P)
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 7
VIP 11
None2%None2%MasterBonus
1% incremental1%None1%GoldBonus
8%14%16%21%Advanced Skus
3%6%10%15%Foundation Skus
Advanced WirelessLAN
SecurityExpress unifiedcommunications
UNIFIEDcommunications
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 8
Criteria Summary for Cisco VIP Period 11Wireless Unified Communications Security
CSAT Score
CSAT Surveys
4.31 or Higher (APAC)
4 + 1 per $250K Above $500K (UC & Security)2 + 1 per $125K Above $150K (UC Express & WLAN)
Maximum 20 Surveys
Bookings
Minimum
$15K Q3 Entry$7.5K Q4 Entry
$25K (UC)Q3 Entry / $15K (UCE)Q3 Entry$12.5K (UC)Q4 Entry / $7.5K (UCE)Q4 Entry
$20K Q3Entry
$10K Q4Entry
Specialization
(Required: PartnerEnrollmentJuly 26, 2008)
CiscoAdvancedWireless LAN
Cisco Advanced Unified Communications
Cisco Express Unified Communications
CiscoAdvancedSecurity
1st Payout Datefor Cisco VIP11
Approximately October 2008 for products booked by July 26,2008 and shippedbefore August 20, 2008
2nd Payout
Date for CiscoVIP 11
Approximately December 2008 for product booked by July 26, 2008, and shipped
between August 20, 2008 and October 25, 2008
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 9
Cisco
VIP 11 Timeline Program Period 11:January 27, 2008July 26, 2008
Re-enrollment Required:For Cisco VIP 10 partners
Enrollment Period (for New and Existing Partners):
- February 10 to February 29, 2008 for Q3 & Q4
- April 28 to May 16, 2008 for Q4 only
CSAT Survey Period:
Start: January 19, 2008
End: July 11, 2008
Payout Dates:
- 1st check week of October/November 2008
- 2nd check week of December 2008
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 10
Cisco
VIP Period 11 Support Open a case on partner help online:
www.ciscopartnerhelp.com
Select the Programs category and the Value IncentiveProgram subcategory when submitting your case
Cisco VIP URLs
Cisco VIP Tool: www.cisco.com/go/viptool
Cisco Partner Rebate View (PRV) :
https://tools.cisco.com/mbrre/saw.dll?Dashboard
Cisco PAL Tool: www.cisco.com/go/pal
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 11
AIP :
-(Gold/Silver Partner)(Premier Reseller), Select(Registered Partner)
:-(ISR)ASANet POS
:-(),ASA
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 12
AT
AT
AT
AT
116%12
/ 2/ 1/ 1
/ > 35%2.5%/ > 20%1.5%
AT/> 25%2.5%AT/> 15%1.5%
ISR
1.>3.2 5%2.>1.6 4%3.> 8000 3%
1.>15 32.>10 23.>5 11.>10 32.>5 23.>2 1
1.>12 42.>9 33.>6 24.>3 11.>5 42.>2.5 33.>1.1 24.>5 1
USD
4 2 2
ASA55002960/3560/3750 ISR
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Extra rebate for education duty-free
deals 10% extra rebate for eligible products:
WS-C2960-24TC-L, WS-C2960-48TC-L
WS-C3560-24TS-S, WS-C3560-48TS-S
Partner submit deal information on web:
1.
2.
3.
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 14
ISR AT
ISRAIPNet POS
150,000ASA5510-K8Security
ASA5505-UL-BUN-K8Security 60,000
ASA5505-K8Security 30,000
AIP
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AIP PSRPhttp://www.ciscochannel.com.cn
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OIP Objective
Reward & Protect Cisco Certified
Partners to pursue newopportunities
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China OIP Program Rules
Minimum net US$20K, maximum net US$ 150Kdeal size
2% additional up-front CPL discount ;Incentive model
Non forecasted opportunities (CC deals not eligible)
Documentation required at time of deal registration: Sales Visit report &high level design document.
End customer eligibility
All Non-AIP products;Eligible Cisco products
All Cisco Certified Partners.
(SELECT, PREMIER, SILVER & GOLD)
All partners must register the deals before POS
Partner eligibility
Commercial new opportunities in commercial name accounts & all non-named SMB customers, not including city champion sales
Target MarketOIP - Commercial
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 18
OIP End to End ProcessOIP Deal-Registration Discount Request Place Order
Partner Confirmation of Partner
eligibili ty for OIP program Input all OIP requested
information Select CAM/TMM/TAM to
submit by email submissionCisco CAM notified of registration CAM will make sure the
registration/partnerqualification is valid, complete
and meet the program rules. Route registration form to
Commercial AM who willconfirm if the end user &opportunity is valid
Back off ice check on OIP
criteria
Partner Partner place order to Cisco
directly/via disti in ordering tool
Cisco
Partner wil l use deal ID# to placeorder in ordering tool or Dart IDthrough disti
CAM receives reporting
Partner Partner notif ied via email when
opportunity is approved
Cisco
AM register opportuni ty in SFDCsystem, deal closed, routed toDSA for approval. Approved OIPdeal wil l have additional 2%discount support on top ofordinary commercial discount
guideline. Deal ID# generated
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 19
TAP (Trade-In Accelerator)
()
IT/
19
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 20
TAP :
,, Select
CTMP15%
CTMPCisco
Cisco/
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 21
TAP:
CTMP15%
APAC: $12.5K CTMP (TAP)
CTMP85%
CTMP
,, Select
Certification
,, Select Certification
TAP
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 22
Partner Call to Action
Make sure you enroll in Cisco Incentive Programs
Work with your channel account manager to make fulluse of training and enablement tools available fromCisco
Make application attach rate and AT mix partof your daily sales practice
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 23
FY08
-,(channel mapping)
AT(UC)
(NFR, PDF)
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 24
What is NFR?
The Cisco 'Not for Resale' (NFR) Program actively
supports sales efforts by giving resellers thechance to purchase generously-discounted Ciscoproducts for internal use to form part of theirown sales office infrastructure, or for laboratory ordemonstration purposes
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 25
Eligible Partner
Cisco Certified Partners identified by China and with one ormore of the following qualifications:
Gold/ Silver partner / ATP
PR/Select Partners whore applying for the IPC/IPCE or otherspecialization which needs lab demo equipment; partners need to benominated by CAM.
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Major program terms
01/01/2008 31/07/2008Launch period
all products; AT products must be included( ASA, VPN, IPC,Storage, Optical, Wireless etc.)
Eligible products :
80% off over CPL H/W & S/W (exclude ISR product family)77% off over CPL for ISR product family
Discount:
Minimum US$30,000 on CPL per transactionTransaction:
Cap US$300K on CPL purchases per annumLimitations:
All technologiesTechnology :
Nominated PR/Select Partners
Gold/ Silver partner / ATP
Target audience:
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 27
SMB Incentive:Partner DevelopmentFund
To be launched Soon
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 28
PDF Parameters
1) 2% Rebate onNet POS of
Eligible SMB SKUs *
3) Quarterly RebatePayout
Min Rebate Amt=$100 (POS=$5,000);
Max Rebate Amt= $5000 (POS=$25,000);
No Roll Over
2) Eligible Tier 2Partners
a. Select Certified
b. Premier Certifiedwith SMBSpecialization
*WW SMB list
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 29
FY08
-,(channel mapping)
AT(UC)
AIP, VIP, OIP, TAP
NFR, PDF
8/14/2019 Cisco Channel Program Update
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2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 30
CAM,
(CRC) 800-810-1515 (: 5151)
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2007212
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