APJC Partner Playbook - Cisco Community

APJC Partner Playbook | © 2012 Cisco Systems, Inc. All rights reserved. Cisco Confidential and Proprietary Information

APJC Partner PlaybookJanuary 2012

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Cisco Overview Partner with Cisco Sell & Market Cisco Cisco Capital Tools & Support

Partner Playbook APJC WelcomeDear Cisco Partner,

Welcome to 2012!

At the start of Cisco’s FY12, the APJC Partner Business Group took upon itself a commitment to have a deep focus on execution, and one of the key imperatives that I set for my team is for us to make it easier for you to work with us. To address this imperative, we have created this Partner Playbook.

The APJC Partner Playbook is an information source for you, our Partner Community. The playbook collates the key information you need on programs, tools and resources, and provides pointers to more detailed information. Below are some of the key highlights of this playbook.

• One snap shot for key partner related information in APJC.

• All recent changes and updates covered in the relevant sections.

• Links to relevant websites to save your time you usually spend searching for the information and updates you need.

• Key contact information for support around programs, tools and other information.

• Presentation of information in a very concise and to–the-point manner.

I hope you will find this playbook a useful tool. Please share any suggestions and concerns you have around this to help usmake it a better product.

I look forward to a very successful 2012 with you!

Best Regards,

Stanimira Koleva

mailto:partnerguide_feedback%40external.cisco.com?subject=Feedback%20%28Partner%20Guide%20EMEAR%29

mailto:apjc-playbook%40cisco.com?subject=Feedback%20%28APJC%20Partner%20Playbook%29


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Content Page

Partner with CiscoCertification & Specialization• Overview• Certification and Specialization• Gold• Silver• Premier• Select• ToolsATPPartner Enablement• Overview• PE Objectives• PE Curriculum Roadmap• Support, Tools and Learning• BATP

Services for Partners• Overview• Partner Business Consulting • Cisco Service Partner Programs and Offerings

• Cisco Technical Services• Cisco Advanced Services• Smart Care Services• Collaborative Professional Services• Cisco Services Partner Enablement• Know the Network• Pay for Performance

• Service Training• Service Tools• Sales and Support

Sell & Market CiscoPrograms & Promotions• Overview• Program Suite• VIP• VIP Express• TMP• TIP• OIP• APP• NFR• MSCP• Cloud Partner Program• PromotionsMarketing Resources• Partner Marketing Central• Partner Communications At-A-Glance

Partner Led• Overview• Partner Led Explained• Partner Led Named• Partner Led Velocity• FY12 Key Initiatives• Avant Garde• Velocity Offers• Distributor Relationships Overview

Cisco CapitalCisco Capital OverviewCisco Capital BenefitsCisco Capital OffersPre Owned Equipment

Cover Page

Welcome Note

Content Page

Cisco OverviewOverviewValue PropositionPartner Relevance Routes to Market Go-To-Market ModelsCisco Touch Points

Tools & SupportOverviewChannel Partner Program Tools PoliciesCisco Support


mailto:apjc-playbook%40cisco.com?subject=Feedback%20%28APJC%20Partner%20Guide%29



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Overview Value Proposition Partner Relevance Routes to Market Go-To-Market Models Cisco Touch Points


Overview

Cisco Overview

This section includes the partner value proposition, your role in Customer-Led and Partner-Led and the interaction model with Cisco

For any questions related to presales technical support please contact Partner Helpline For all other questions related to the information presented in this section please write to the CSG Team Please refer to CSG page in this playbook for CSG contact numbers

mailto:[email protected]


http://www.cisco.com/web/partners/tools/helponline/index.html


mailto:apac-csg%40cisco.com?subject=



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Value Proposition of Cisco to Partners

Value Proposition

Value Proposition Cisco - The Best Tech FranchiseCisco is highly regarded in the partner community. There are many reasons why partners rate Cisco ahead of its competitors and here below are some of these..

• High relevance across the CIO’s technology wallet (Ranked as 1 or 2 in almost all the technologies it competes)

• Partner DNA (>90% sales done through partners)

• Clear role for partners in GTM models (Customer Led and Partner-Lead)

• Services focus limited to product pull-through (Allows partners to earn higher margin by building a services practice)

• Architecture-based Practice Development & Enablement (industry leading enablement offering to for partners to leverage)

• Wide array of partner support resources (Ex., 24/7 Dedicated Support to Partners, Partner Advisors)

• Wide array of partner promotions and rebates available to create and respond to end-user demand…

• …and industry-leading reward & investment programs, e.g., VIP

The value to partners in working with Cisco is to be able to get access to products that their customers want, attach technical- and business-related services and move up the profitability curve based on the value that they add to their customers.

Part

ner

Prof

itabi

lity

Partner Value-Add

Business Process

Solution

Architecture

Technology

Product

Cisco is a tech bellwether with market leading products… You can improve both your top and bottom line by working with Cisco





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Partner Relevance to Cisco

0%

20%

40%

60%

80%

100%

1996 1997 1998 1999 2000 2001 2005 2007 2009 2010

Direct61%

39%Channels

90+%

<10%

Partner Relevance

More than 90% of Cisco’s business is driven through partners - making it among the most partner centric company in the tech industry

• While there is some direct buying, over 90% of Cisco’s revenue is delivered through partners to our mutual customers.

• The trend is going up in APJC and in many countries partners carry-out ~99% of Cisco’s sales.

• Regardless of the geographic theatre or customer segment, Cisco can’t think about going to market without partners.





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Routes to Market

Cisco Routes to Market

Direct VARs

Distributors

Direct Sales

End Customers

VARs

Service Providers

ISV & Solution Providers

(Influencers)

Resale

Managed

Outsourcing

Cisco has a robust eco-system of partners offering re-sell, managed services and outsourcing solutions to the end customers

Partner eco-system includes global partners like Dimension Data and IBM, large value-added-resellers (DVARs) like Data#3 and NCS and Service Provider partners like KT and BT etc. These partners can buy directly from Cisco

Smaller value-added-resellers buy entirely through distributors like Ingram Micro, Westcon and others

Cisco also has strong relationship with data center partners like EMC and NetApp, outsources like CSC and TCS, and consulting partners like Accenture

Cisco operates a robust eco-system and works with different partner types such as SPs, VARs, SIs, Distributors, ISVs, Solution Providers and others to add value to the end customer





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In Customer-Led, Cisco will lead the overall engagement with support from the partners.In Partner-Led, Partners will drive the sales effort with support from Cisco.

In both models, partners will have a lot of opportunities to sell their services to the end customers.

Go-To-Market Models of Cisco

Go-To-Market Models

BOM

, Ins

talla

tion,

Ser

vice

sLarge Integrator SP, DMR

Small Reseller

Partner Engaged in

Opportunity

Partner Engaged in

Account

Partner Leads Pre-Sales

*Customer-Led: transformational partnerships to drive success**Partner-Led: partner loyalty programs to incent investments

Cisco has two go-to-market models - Customer-Led and Partner-Led

In both models, partners will have a lot of opportunities to sell their services to the end customers.

In Customer-Led, Cisco will lead the overall engagement with support from the partners. In Partner-Led, Partners will drive the sales effort with support from Cisco.

Partners play different roles in Cisco’s go-to-market models, i.e. Customer-Led and Partner-Led. In Customer-Led and even more so in Partner-Led, partners represent Cisco to the end customers





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Partners: Cisco Touch Points

Cisco Touch Points

PartnersPDM

Architecture PAM

Territory PAM

Channel PSS PSDM

Partner SE

Sales AM

MS Service Consultant

TBM CSG Marketing Capital CS

On-boarding& back-end support

for PAM

Practice Development &

Big Bet execution

Branch Office Relationship

Practice Enabler and Large Deal Support

Services Planning and Services Enablement

Technical Enablement and large deal support

PAM(Orchestration)

Account PlanningOpportunity Engagement

Service creation

There are a number of roles at Cisco helping you to build your Cisco-related sales and services practices to help you be successful

• Partner Account Manager (PAM) and Territory Business Managers (TBM) are your main contacts

• Cisco’s PAM is in return supported by PDM’s (Partner Development manager) and others.

• Partners will also havesupport from other Cisco back office resources such as CSG, Marketing,capital etc.





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Services for Partners

Select Tools

Partner with Cisco

ATP

Gold Silver Premier

Cisco Overview Sell & Market Cisco Cisco Capital Tools & Support

Partner EnablementCertification & Specialization

Overview Certification and Specialization

Channel Certification & Specialization Overview


Overview

This section describes Cisco’s certification requirements and gives high level roadmap for migrating to new architecture based specializations








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Select Tools

Partner with Cisco

ATP

Gold Silver Premier



Overview Certification and SpecializationCertification & Specialization

Channel Certification & SpecializationWhat is Certification

• Cisco Certifications reflect a breadth of skills across certain technologies or architectures and is based on partner’s ability to support customers within a single country or country grouping.

Types of Certification

• Partners need to register first to start applying for Certification and Specializations, ATP’s are invitation only.

• Requirements vary from cert level to cert level, investment increases as status increases.

• Currently Cisco has 4 certifications – Gold, Silver, Premier and Select.

Period Annual Certification

Additional Details

Compliance is critical in maintaining certifications and specializationsMore information here.

Benefits of Certification

• Drives top-line growth by enabling the partners to sell Cisco products with positive customer experience

• Boosts partner’s bottom-line through various discount and rebate programs

Architecture Based Certifications from FY12Cisco is moving away from AT based certification to Architecture based certification in FY12 Partners should migrate to the new certification by August 2012.

The key changes include:

1. Gold partners need to invest in all three architectures2. Silver partners – need specializations in two architectures or one architecture and

one AT3. Premier partners need specialization in one architecture or Express foundation

specialization4. Select certification will remain the same

Click to Enlarge

Cisco certification helps partners to develop skills across different architectures. Depending on your investment, partners can attain 4 types of certifications--i.e. Gold, Silver, Premier and Select. The criterion of certification has changed recently and partners need to migrate by Aug, 2012



http://www.cisco.com/web/partners/pr11/resale_program.html





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Select Tools

Partner with Cisco

ATP

Gold Silver Premier




Gold CertificationGold Certification Specialization Requirements

Advanced Borderless Networks Architecture

Advanced Data Centre Architecture

Advanced Collaboration Architecture

For more details on Architecture Specializations click here, then New Requirements tab or Current Requirements tab for Technology Specs.

Support Requirements

TYPE GOLD

Legal AgreementValid resale agreement or Indirect Channel Partner Agreement (ICPA) in place

Demo EquipmentAbility to demonstrate one specialization technology at the time of onsite audit

Customer Service 24 hours x 7 days

Escalation Process Required

Call Back 1 hour

Support LabSupport lab equipment requirement for CSSP, SIS and RSA partners only

Pre-Sales Support Required

Post-Sales Support Requirements based on Partner Support Agreement

Certification TransitionFrom August 2011 through July 2012 partners may submit certification applications for both technologies and architectures.

Effective August 2012, partners must meet the new certification requirements at their next certification anniversary date.

Certified Individuals in Architecture Specializations

TITLE Account Manager

ArchitectureSystem Engineer

Field Engineer(R&S)

Field Engineer(Security)

Field Engineer(Mobility)

Borderless Networks

CSE CCDP CCNP R&S

CCSP/CCNP Sec

CCNA Wireless or Adv WLAN Field Specialist CCNP Exams 642-731, 642-741



Field Engineer Requirement Details

Collaboration CSE CCDA CCNP Voice Click Here



Field Engineer(UCS)

Field Engineer(Unified Fabric)

Field Engineer(App Services)

Requirement Details

Data Center CSE N/A N/A CCNP CCNA Click Here

Resource Breakdown: At least 12 career certified individuals, including: • At least 4 CCIE’s. • A maximum of 4 CSEs • At least 4 more certified individuals within the Associate and Professional career

certification levels.

Customer Satisfaction

Note: Participation in the Cisco partner customer satisfaction survey is required.

New Certification

Minimum of 15 responses, measured at the end of Cisco Q2FY12 and Q4FY12 on a rolling 12-month window) andMust achieve the regional customer satisfaction target by either Cisco Q2FY12 or Q4FY12 whichever comes first after annual certification anniversary

Recertification Minimum of 30 responses, measured at the end of Cisco Q2FY12 and Q4FY12 on a rolling 12-month window andMust achieve the regional customer satisfaction target by the end of both Cisco fiscal Q2FY12 and Q4FY12

For definition of New Partner, Cisco Fiscal Year dates and Customer Satisfaction exceptions click here and select “New Requirements” tab.

Gold

Requirement Details

The new Gold certification requires partners to have advanced level specialization in all 3 Cisco architectures



http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/gold.html#new_spec_req

http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/gold.html#new_cust_sat



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Select Tools

Partner with Cisco

ATP

Gold Silver Premier




Silver CertificationSilver Certification Specialization Requirements

2 Architecture Specializations or 1 Architecture and 1 Technology Specialization

For full options on Architecture Specializations click here, then New Requirements tab or Current Requirements tab for Technology Specs.


TYPE SILVER


Demo EquipmentAbility to demonstrate one specialization technology at the time of onsite audit


Escalation Process Required

Call Back 1 hour

Support LabSupport lab equipment requirement for CSSP, SIS and RSA partners only



Certification TransitionFrom August 2011 through July 2012 partners may submit certification applications for both technologies and architectures.

Effective August 2012, partners must meet the new certification requirements at their next certification anniversary date.




Field Engineer(R&S)



Borderless Networks

CSE CCDP CCNP R&S

CCSP/CCNP Sec








Field Engineer(UCS)



Requirement Details


Resource Breakdown: At least 6 career certified individuals, including: • At least 2 CCIE’s. • A maximum of 2 CSEs • The remainder of the certified individuals can be from a mix of Associates and

Professional career certifications.



New Certification

Minimum of 15 responses, measured at the end of Cisco Q2FY12 and Q4FY12 on a rolling 12-month window) andMust achieve the regional customer satisfaction target by either Cisco Q2FY12 or Q4FY12, whichever comes first after annual certification anniversary

Recertification Minimum of 30 responses, measured at the end of Cisco Q2FY12 and Q4FY12 on a rolling 12-month window andMust achieve the regional customer satisfaction target by the end of both Cisco fiscal Q2FY12 and Q4FY12


Silver

The new Silver certification requires partners to have advanced level specialization in any 2 Cisco architectures or 1 architecture and 1 technology certifications

Requirement Details



http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/silver.html#sr2

http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/silver.html#cs2



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Select Tools

Partner with Cisco

ATP

Gold Silver Premier




Premier CertificationPremier Certification Specialization Requirements

1 Architecture Specializations or Express Foundation Specialization

For full options on Architecture Specializations click here, then New Requirements tab or Current Requirements tab for Express Foundation.


TYPE PREMIER


Demo Capabilities N/A


Escalation Process Not required

Call Back 24 hours

Support Lab Not required



Certified Individuals in Specializations


Project Manager

System Engineer Field Engineer

Express Foundation

CSE N/A CCDA CCNA




Field Engineer(R&S)



Borderless Networks

CSE CCDP CCNP R&S

CCSP/CCNP Sec








Field Engineer(UCS)



Requirement Details


Premier certification requires a minimum of 3 Cisco career certified individuals, including a Cisco Sales Expert, a CCDA, and a CCNA

If using Express Foundation Specialization to qualify, if using an Architecture specialization, please refer to the table below.



New Certification Not required

Recertification Minimum of 10 responses, measured at the end of Cisco Q2FY12 and Q4FY12 on a rolling 12-month window andMust achieve 100% of the regional customer satisfaction target by either Cisco fiscal Q2 or Q4, whichever comes first after annual certification survey.


Premier

The new Premier certification requires partners to have 1 architecture specialization or Express Foundation specialization

Requirement Details



http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/premier.html#new_spec_req

http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/premier.html#new_cust_sat



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Select Tools

Partner with Cisco

ATP

Gold Silver Premier




Select CertificationSelect Certification Specialization Requirements

SB Specialization

SB Foundation Specialization

For full options on Architecture Specializations click here, then New Requirements tab or Current Requirements tab for Express Foundation.


TYPE SELECT


Demo Capabilities Not required

Service ContractPartner must sell services related to Cisco product through distribution

Escalation Process Not required

Customer Service/Call Back 8x5 basis (8 hours a day, 5 days a week)

Support Lab Not required



New Certification Not required

Recertification Not required

Cisco Select Certified Partners who move to either Cisco Gold or Cisco Silver Certification must: Have at least 15 valid responses and meet the theater customer satisfaction target

For full information on Select certification please click here.

Select Certification requires no certified individuals.

Select

However, there has no change in the Select certification process



http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/select.html#sr

http://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/select.html



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Select Tools

Partner with Cisco

ATP

Gold Silver Premier




Tools Related URLsCisco Global Learning Partner Locator

Cisco Learning Partners & Learning Locator

Courses & Certifications Catalogue

Career Certifications & Paths

Certifications Online Support

Certification Tracking System (Cisco Career Certifications Tracking System provides a record of exam history and certification)

DownloadsStep-by-step guide to Become a registered partner

Tools

Tools that partners can leverage to get certified



http://tools.cisco.com/GlobalLearningLocator/LLocatorHome.do

http://www.cisco.com/web/learning/le27/learning_learning_partner_connection_home.html

http://www.cisco.com/web/learning/netacad/course_catalog/index.html

http://www.cisco.com/web/learning/le3/learning_career_certifications_and_learning_paths_home.html

http://ciscocert.force.com/english

https://i7lp.integral7.com/durango/do/login?ownername=cisco&channel=cisco&basechannel=integral7

https://i7lp.integral7.com/durango/do/login?ownername=cisco&channel=cisco&basechannel=integral7

http://www.cisco.com/web/partners/downloads/765/other/step_by_step.pdf



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Select Tools

Partner with Cisco

ATP

Gold Silver Premier




Borderless Network

Quick Start for Borderless Networks

2 hrs

Selling the BN Architecture

4-6 hrs (New)

Quick Start for Borderless Networks

2 hrs

Selling the BN Architecture

4-6 hrs

BN Architecture Technology

6-8 hrs

CCNP R&S(~125 hrs)

AM9 hrs

Architecture SE13.5-17.5 hrs

FE (R&S) 27-30 hrs

Cisco Sales Essentials

6 hrs

CCDP (~125 hrs)

CCSP/CCNP Security(~165hrs)

CCNA Wireless OR Adv WLAN Field

Specialist(~85 hrs)

FE (Mobility) 7-9 hrs

FE (Sec)27-30 hrs

WAAS Field Specialist20 hrs

Web Security Field Specialist

20 hrs(Virtual Training Avail)


6-8 hrs


6-8 hrs


6-8 hrs

CCNP Exams 642-731 & 642-741

(~80 hrs)

Career Certification

Instructor-Led Training

E-Learning Training

CQS

From Adv R&S

From Adv Security

From Adv WLAN

Exam

Message to Partner: Discuss with your PAM on how to transition from your existing specialization to the new one. (Use the below chart to find the gaps)

Tools






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Select Tools

Partner with Cisco

ATP

Gold Silver Premier




Collaboration

Unity Support Specialist 72 hrs

Extra CQS Requirements120 hrs

Rich Media Comms Specialist12 hrs

Contact Center Express Specialist36 hrs

CCNP-Voice(~200 hrs)

Collaboration Architecture Technology

4 hrs

FE4 hrs

Quick Start for Collaboration2 hrs

Selling the Collaboration Architecture

6 hrs

Collaboration Architecture Technology

4 hrs

Architecture SE12 hrs

CCDA(~40 hrs)

Quick Start for Collaboration2 hrs

Selling the Collaboration Architecture

6 hrs

AM8 hrs

Cisco Sales Essentials6 hrs



E-Learning Training

Exam

From AUC


Tools






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Select Tools

Partner with Cisco

ATP

Gold Silver Premier




Data Center

QuickStart for Virtualization

2 hrs

Cisco DC Unified Computing for Account

Managers 6 hrs

DCUCD40 hrs

DCUCI40 hrs

AM13.5 hrs

Architecture SE94 hrs

FE (UCS)40 hrs

Cisco Sales Essentials

6 hrs

CCNP(~160 hrs)

DCNI 232 hrs

FE (Unified Fabric)63 hrs

CCNA(~80 hrs)

DCASI32 hrs

FE (App Services)

32 hrs

DCNID32 hrs

DCSNS14 hrs

DCNSS 5.5 hrs

ICSNS31 hrs

Cisco DC Unified Computing for

Account Managers6 hrs

QuickStart for Virtualization

2 hrs



E-Learning Training

CQS

DCNI

DCSN

DCUC ATP

Exam


Tools






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Partner with Cisco

ATP



Overview

Authorized Technology Provider (ATP)

OverviewThe ATP Program allows Cisco to define the core knowledge and skills required to deploy an advanced /emerging technology, while the market opportunity is being defined and developed. As a particular technology progresses along the product life cycle and Cisco training and support becomes defined and scalable, an ATP offering may evolve into a specialization or other channel program. Occasionally an ATP offering may be withdrawn.

Available ATP tracks:• TelePresence Video (Express; Advanced; Advanced+; Master)• Unified Contact Center Enterprise• Customer Voice Portal• Video Surveillance• Access Control• IP Interoperability and Collaboration System• Mobile Internet Technology

DescriptionThe ATP Program is a resell program for channel partners who have relevant job/industry/ market credentials in the subject technology and are able to provide the following services tocustomers:

• Planning• Design• Implementation• Operation• Optimization• Professional Services• Post-sales Support

Partner Eligibility

The ATP Program is an invitation-only program. To participate in the ATP Program, partners must already possess relevant job/industry/market credentials in the ATP focused

New Features • Announcement: Retirement of Cisco DCUC ATP Program Cisco retired the Cisco Data Center Unified Computing (DCUC) Authorized Technology Provider (ATP) Program effective October 31, 2011.

• The Cisco Data Center Architecture (DCA) Specialization represents the greatest level of partner participation in the Cisco data center space, with combined focus on networking, storage, and unified computing solutions and products. It is a requirement for partners seeking the Cisco Gold Certification beginning August 2012 and was designed specifically as the means for DCUC ATP Partners to retain recognition for their expertise while reducing their investment requirements.

Recent Changes • 07/29/11 Cisco Mobile Internet Technology Authorized Technology Provider Program Update

• 06/30/11 Retirement of Cisco Outdoor Wireless Mesh ATP Program

• 05/16/11 Announcement: Retirement of Cisco Substation Automation ATP Program

The Cisco Authorized Technology Provider (ATP) Program develops global market opportunities for advanced and emerging technology solutions through qualified Cisco channel partners

Related URLs and ToolsATP Program details

Partner Navigator link

ATP Navigator

(One-Stop Easy Access to Help You Succeed with ATP Programs)

Contact DetailsATP Program Support: [email protected]

ATP



http://www.cisco.com/web/partners/downloads/765/download/announcements/mitatp.pdf

http://www.cisco.com/web/partners/downloads/765/download/announcements/mitatp.pdf

http://www.cisco.com/web/partners/downloads/765/partner_programs/atp/downloads/owmfinalmessageretire.pdf

http://www.cisco.com/web/partners/downloads/765/partner_programs/atp/downloads/owmfinalmessageretire.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/download/atp/substationretire.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/download/atp/substationretire.pdf

http://www.cisco.com/go/atp

http://www.cisco.com/web/partners/pr11/atp/atp_navigator.html

http://www.cisco.com/web/partners/pr11/atp/atp_navigator.html

mailto:atp-admin-support%40external.cisco.com?subject=

mailto:atp-admin-support%40external.cisco.com?subject=



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Overview PE Objectives BATP

Cisco Overview Sell & Market Cisco Cisco Capital Tools & SupportPartner with Cisco

Services for PartnersATP Partner EnablementCertification & Specialization

PE Curriculum Roadmap Support, Tools and Learning Overview

Partner Enablement Overview

For any questions related to the information presented in this section please email at [email protected].

This section introduces Partner Enablement, curriculum roadmap for FY12 and support tools.




mailto:partner-enablement%40cisco.com%0D?subject=



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PE Curriculum Roadmap Support, Tools and Learning

Partner Enablement

OverviewCisco Partner Enablement is a fully-integrated offering that Cisco Partners can use to be Profitable and to facilitate growth. Learn more.

PE Objectives

Key ObjectivesCisco Partner Enablement is a fully-integrated offering that Cisco Partners can use to be profitable and to facilitate growth

1. Aligning PE investment and programs with growth markets and opportunities for our partner community

2. Enable partners’ architectural practices, with focus on “The power of the portfolio, reference architectures and whole offers”

3. Build out partner capabilities and practices for new consumption models (Cloud, VXI, etc)

4. Lead Partner NPI (New Product Introduction) and accelerate ramp up to booking

5. Aggressive competitive focus with Competitive Positioning Bootcamps

PE Links and Contact detailsPartner Enablement Guide

Partner Enablement Calendar

Del

iver

y O

ptio

ns

PEC, Self Study

Class Room

VILT

CLP & Cisco

Disti

Boot Camp

Sales

Spec

ializ

atio

n

Arc

hite

ctur

al

Play

s

Vert

ical

/ In

dust

ry

Soft

Skill

s

Sale

s Pr

oces

s,

Prog

ram

, Too

ls

Technology

Com

petit

ive

Emer

ging

Te

chno

logy

Arc

hite

ctur

al P

lay

Spec

ializ

atio

ns

NPI

Part

ner L

ifecy

cle

Onboard

Develop

Market

Sell

Deliver

Support

Targ

et A

udie

nce

SPO

Tier 1 –Gold & Silver

PL Named

PL Non-Named

Competitive

New Hire & New

Partners

PROGRAM MANAGEMENT Awareness Road Map Scheduling Execution Tracking Community

9000 Training Programs in 2010

Partner Enablement Framework

Cisco has an industry-leading partner enablement program to ensure you can build an expert organization – with access to the same level of training and demo equipment as Cisco staff




http://www.cisco.com/go/partnerenablement

http://partnerenablementguide.com/

http://myciscoeventcalendar.com/frontend



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Virtualization ModalityDuration (Days)

CategoryTarget

Audience

Partner Paid (USD)

Per Pax

Virtual Computing Environment Architecture Overview (VCEAO)

Classroom 1.0 Technical SE $100

Virtual Computing Environment Design Boot Camp (VCEDES)


Virtual Machine Data Center Mobility


VXI Roadshow Classroom 1.0 Pre Sales AM/SE $100WAAS Accelerated Boot Camp Classroom 3.0 Technical SE $500Winning the WAAS POC Classroom 2.0 Pre Sales SE $200

FY12 Curriculum Road Map: Instructor-Led (Classroom & Virtual ILT) - Virtualization / Borderless Network

PE Curriculum Roadmap

Virtualization ModalityDuration (Days)

CategoryTarget

Audience

Partner Paid (USD)

Per Pax

ACE Appliance Classroom 3.0 Technical SE $300Application Business Relevance Classroom 2.0 Sales AM $200Cisco UCS C series Installation Jumpstart Workshop

Virtual ILT 1.0 Technical SE $0

Cisco Unified Computing System Architecture Overview (UCSAO)

Classroom 2.0 Technical SE/Arch $200

Data Center Architectural Overview Classroom 2.0 Technical SE/Arch $200Demonstrating and Configuring the Nexus 7-521 labs


Demonstrating Cisco Nexus 1000V & Virtual Security Gateway


Implementing and Configuring the Cisco Nexus 1000v


Implementing and Configuring the Cisco Nexus 5000


Implementing Cisco Data Center Unified Fabric (DCUFI) - Nexus 5k & 7k


Implementing and Configuring the Cisco Nexus 7000


Implementing Cisco Unified Communications in the Virtual Data Center


Introduction to Cisco UCS C-Series Virtual ILT 0.4 Pre Sales AM/SE $0Overview of UCS and Nexus Integration

Classroom 3.0 Pre Sales SE $300

Borderless Network ModalityDuration (Days)

CategoryTarget

Audience

Partner Paid (USD)

Per Pax

802.11n migration workshop Virtual ILT 1.0 Pre Sales SE $0

Clean Air lab Virtual ILT 1.0 Technical SE $0

Configuring Zone-Based Firewall, WSA and Scansafe on ISRg2


CUWN Virtual ILT 1.0 Technical SE $0

Energywise - Orchestrator lab Virtual ILT 1.0 Technical SE $0

IPv6 Workshop Classroom 4.0 Pre Sales AM/SE $400Ironport ESA class Classroom 3.0 Technical SE $300Ironport WSA class Classroom 2.0 Technical SE $200

MSE workshop Classroom 2.0Post Sales

SE $200

PDIO workshop Classroom 5.0Post Sales

SE $500

There are 18 trainings offered for the Borderless Network architecture at present, while another 20 are offered for the Datacenter architecture

Please put your mouse over the individual training program to learn more about them.






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Borderless Network ModalityDuration (Days)

CategoryTarget

Audience

Partner Paid (USD)

Per Pax

SBA Lab - R&S Virtual ILT 1.0 Technical SE $0SBA workshop - Sales training

Virtual ILT 1.0 Sales AM $0

SSK - Anyconnect (Secure Mobility) Virtual ILT 1.0 Technical SE $0SSK - CVO Virtual ILT 1.0 Technical SE $0SSK - Threat Defense Virtual ILT 1.0 Technical SE $0SSK - Trustsec Virtual ILT 1.0 Technical SE $0Video Stream Lab Virtual ILT 1.0 Technical SE $0WAAS express on ISRg2 Virtual ILT 1.0 Technical SE $0

FY12 Curriculum Road Map: Instructor-Led (Classroom & Virtual ILT) - Borderless Network / Velocity / Collaboration

Collaboration ModalityDuration (Days)

CategoryTarget

Audience

Partner Paid (USD)

Per Pax

Arc Enterprise Training for Engineers


ASA Phone Proxy Workshop Virtual ILT 0.5 Technical SE $0Asia Pacific Dial Plan based on CUCM v7/8


Business Video Architecture Baseline Workshop


CallManager 8.5 New Features Virtual ILT 0.5 Technical SE $0Cisco Contact Center Express/Unified IP IVR Deployment (UCCXD) Training


Cisco Customer Voice Portal Developer 7.0(CVPD) for AsiaPac SEs


Cisco Desktop Applications Virtual ILT 0.5 Technical SE $0

Cisco IP Video Surveillance Design & Implementation


Cisco UC 8.0 Solution Release Beta Training Remote Broadcast


Cisco UC 8.0 Solution Release Update Training


Cisco UC Integration for Microsoft Office Communicator (CUCIMOC) Hands-on


Cisco Unified Contact Centre Express 7.x (UCCX) Hands-on


Cisco Unified Presence 7.x Virtual ILT 0.5 Technical SE $0

Velocity ModalityDuration (Days)

CategoryTarget

Audience

Partner Paid (USD)

Per Pax

ASA 1day training for 2 tier partners Virtual ILT 1.0 Technical SE $0CIO Business Relevance(CIOBR) Virtual ILT 2.0 Sales SE/Arch $0Cisco Unified Communications Express


SB products update Webinar 1.0 Technical AM/SE $0Smart Business Roadmap Virtual ILT 1.0 Sales SE/Arch $0SMB Specialization for Account Managers

Classroom 2.0 Sales AM $200

SMB Specialization for Engineers Classroom 2.0 Pre Sales SE $200UCTMMA Classroom 1.0 Sales AM/SE $100


Similarly 45 training programs are offered for the Collaboration architecture. Smaller partners can leverage the 8 trainings offered on Velocity-i.e. SMB customers







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Collaboration ModalityDuration (Days)

CategoryTarget

Audience

Partner Paid (USD)

Per Pax

UC Presales Contact Center Workshop


UC Troubleshooting Virtual ILT 0.5 Technical SE $0

UC8 Integration with Attendant Console


UCCE PreSales Master BootCamp (ADVANCED)

Classroom 4.0Sales & Technical

Both $400

UCCE PreSales Master BootCamp (Basic)

Classroom 4.0Sales & Technical

Both $400

UCCX 8.0 Advanced - Quality Management


UCCX 8.0 Advanced - Work Force Management


UCCX Advanced – Migration to 8.x


Unified Contact Center BTW Sales Workshop


Unified Contact Center Express Hands on- Basic


Unified Contact Center Express v8.x Training


Unified Contact Centre Enterprise (UCCE) Training


Unity Connection Migration Virtual ILT 0.5 Technical SE $0

FY12 Curriculum Road Map: Collaboration Modality

Duration (Days)

CategoryTarget

Audience

Partner Paid (USD)

Per Pax

Financial Selling Series Classroom 2.0 Sales AM $200Integrating Cisco Unified Presence with Microsoft Exchange


Integrating CUCM 8.0 with Presence


Integrating CUCM 8.0 with Unity Connections


Integration Unified Communication Classroom 5.0 Technical SE $500Introduction to Cisco Unified Presence 8.0


PreSales UC Design Jump Start Workshop


QOS for Voice and Video Virtual ILT 0.5 Technical SE $0Securing UC Infrastructure Virtual ILT 0.5 Technical SE $0TelePresence 1.6 Release Partner Update


UC 8.0 Cross-Cluster Extension Mobility


UC 8.0 SAF Call Control Discovery Virtual ILT 0.5 Technical SE $0

UC 8.0 UC Platform Virtualization (UC on UCS)


UC Basic Cisco Unified Presence v8.0 Hands-on


UC Business Transformation Workshop (UCBTW)


UC Migration to 8.x Hands-on Virtual ILT 0.5 Technical SE $0

UC Presales and Design Workshop Classroom 2.0 Sales AM $200

Instructor-Led (Classroom & Virtual ILT) - Collaboration








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FY12 Curriculum Road Map:

5 training programs are offered for the SP architecture. These programs are Invitation based only and targeting a select set of partners

Instructor-Led (Classroom & Virtual ILT) - SP Architecture

Architectural Play

Course Title & Description Format ModalityDuration(days)

CategoryTarget

AudiencePartner Paid

(USD) per pax

IPNGN CRS-3Lecture/Classroom


IPNGN ASR 1000 Essentials Lecture/Lab Classroom 5.0 Technical SE $0

IPNGNASR 9000 Essentials Version 4.0.1

Lecture/Lab Classroom 5.0 Technical SE $0

IPNGN ASR 5000 Essentials Lecture/Lab Classroom 5.0 Technical SE $0

IPNGN SP Video Lecture/Lab Classroom 5.0 Technical SE $0





http://www.cisco.com/web/AP/partners/assets/docs/cisco_crs1_essentials_data_sheet_2011-jun-08.pdf

http://www.cisco.com/web/AP/partners/assets/docs/ASR000_essentials_ds.pdf

http://www.cisco.com/web/AP/partners/assets/docs/ASR9k_Education_Data_Sheet_3_9_1_corpedit_2_2.pdf

http://www.cisco.com/web/AP/partners/assets/docs/ASR9k_Education_Data_Sheet_3_9_1_corpedit_2_2.pdf


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Support, Tools and Learning

Cisco Product Reference Guide Partner Practice Builder

Cisco Validated Design Cisco Configuration Assistant

Competitive Edge Portal Cisco Small Business Partner Design Support (PDS)

Global Demonstration Platform Cisco SmartNet Services

My Cisco Event Calendar Cisco SMB Partner On boarding Guide

My Cisco Partner Communities Cisco SMB ROI Calculator

Network Assessment: Netformx PDI Help Desk

Network Assessment: Smart Care Disco Discover

Quick Pricing tool

Partner Help Line Quote Builder

Small Business Product Chooser Smart Foundation Service

Small Business Product Line Card Smart Foundation Services / SMB Pro Services

Small Business Support and resources main site

Steps To Success

Smart Business Roadmap Technical Assistance Centre

Smart Designs Theatre Training Library

Software Advisor Warranty Finder

Support, Tools and Learning

There are also multiple tools that you can take advantage of to build capability around Cisco architecture




http://www.cisco.com/en/US/partner/prod/qrg/index.html

http://www.cisco-practicebuilder.com/

http://www.cisco.com/en/US/netsol/ns741/networking_solutions_program_home.html

http://www.cisco.com/en/US/products/ps7287/index.html

http://www.cisco.com/web/partners/sell/competitive/index.html

https://supportforums.cisco.com/community/netpro/small-business/partnerzone/pds

https://supportforums.cisco.com/community/netpro/small-business/partnerzone/pds

http://www.cisco.com/web/partners/sell/technology/ipc/integrated-solutions/dmr.html

http://www.cisco.com/go/smartnet

http://www.myciscoeventcalendar.com/

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/smb/resources/downloads/09cs2186_sbs_ptr_r2_cs.pdf

https://www.myciscocommunity.com/community/partner

http://www.cisco.com/web/partners/downloads/765/tools/quickreference/Cisco_ROItool.xls

http://www.netformx.com/

http://www.cisco.com/web/partners/tools/pdihd.html

http://www.cisco.com/web/partners/services/programs/smartcare/index.html


http://www.cisco.com/web/partners/sell/enablement/quickpricingtool.html


http://www.cisco.com/web/partners/quotebuilder/index.html

http://www.cisco.com/cisco/web/solutions/small_business/products/index.html#null

http://www.cisco.com/en/US/services/ps2827/ps6193/services_qa0900aecd80711b68.pdf

http://www.cisco.com/web/partners/downloads/765/other/C96-524705-02_line_card_ST_v1a_final.pdf

http://www.cisco.com/cisco/web/solutions/small_business/services/index.html

http://www.cisco.com/cisco/web/solutions/small_business/services/index.html

http://www.cisco.com/cisco/web/solutions/small_business/small_business_support_and_resources.html

http://www.cisco.com/cisco/web/solutions/small_business/small_business_support_and_resources.html

http://tools.cisco.com/s2s/HomePage.do?method=browseHomePage

http://www.cisco.com/web/partners/sell/smb/tools_and_resources/smart_business_roadmap.html#~tab-1

http://www.cisco.com/en/US/partner/support/tsd_cisco_worldwide_contacts.html

http://www.cisco.com/web/partners/sell/smb/tools_and_resources/smart_designs.html

http://tools.cisco.com/pecx/login?URL=theatreEventDeeplink

http://tools.cisco.com/Support/Fusion/FusionHome.do

http://www.cisco-servicefinder.com/WarrantyFinder.aspx



28 Submit Feedback





PE Curriculum Roadmap Support, Tools and Learning BATP

Business Architect Transformation Program (BATP)Program and its benefits1. This program has been created to help Cisco partners build sustainable, scalable and

profitable Cisco architecture practices. It is designed to increase competitive advantage by analyzing customer business requirements and aligning transformational technology solutions that alleviate business challenges and promote business growth through improving and optimizing business processes.

2. The program takes high potential individuals and helps them build out skills in the fields of:

3. The program incorporates a tool box of models, methods, processes, frameworks, and templates creating a repeatable, systematic approach to analyzing customer business requirements, defining business value and implementing business-relevant architected technology solutions.

Key Facts• Participation: Is limited to Gold, Silver, and Premier Partners in good standing with Cisco

• Eligibility: registration is limited to one individual per partner company. For strategic partners, two recommended applicants from the same company will be allowed to attend the program.

• Co-funding: Partners must agree to fund 25% of the program cost which is US $13,000 per student. All T&E is the responsibility of Cisco partner

Key Contacts Contact: [email protected] Contact: [email protected]

Downloads

1. Enterprise Business Architecture2. Business Analysis3. Business Process Consulting4. Advanced Consulting Skills

Microsoft Office Powerpoint Presentation:Cisco’s Business Architect Offer

Recently Cisco launched the BATP program for high potential partner executives. The program builds skills around consultative selling, business analysis and enterprise architecture




mailto:BATransformation%40globalknowledge.net?subject=

mailto:batc_apjc%40cisco.com?subject=

http://www.cisco.com/web/AP/partners/assets/docs/cisco_business_architect_offer.pptx



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ATP

Cisco Service Partner Programs and Offerings Service Training Service Tools Sales and Support



Overview Partner Business Consulting



Overview

Services for Partners Overview

This section explains Cisco’s services offerings, incentives for partners and information on tools and promotions available







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Partner Business ConsultingDescriptionPartnership Business Consulting follows a proven evidence-based approach which identifies business problems and opportunities from your current service program performance metrics and ensures that results go straight to your top or bottom line. Consultants will provide you with:

• Feedback from listen-and-learn interviews with your extended team. • Observations, conclusions and recommendations. • An agreed implementation plan. • An executive summary presentation.

Consultants from Cisco are dedicated to delivering the right level of consulting to suit your organisation. They will make sure that the output provided is straightforward, both to understand and implement, and not just a weighty, incomprehensible report.

How much will this cost? The straight answer is that you will not be charged, but you should expect to incur some costs as you will need to assign resources to work in collaboration with the Cisco team. Your business will be eligible if it participates in one or more of the following:

• Cisco Shared Support Program • Global Service Alliance Partners participating in Collaborative Services program • Co-brand Foundation • Collaborative Technical Services • Cisco Services Partner Program

Learn moreFor more details on how Partner Business Consulting can maximize your profitability take a look at the data sheet.

Partner Business Consulting

Partner Business Consulting helping Cisco Partners to optimize business success and profitability with Cisco Service



http://www.cisco.com/web/services/resources/renewals/downloads/9648_Cisco_Services_EUR_PBC_Datasheet_FINAL_COPY.pdf



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Cisco Service Partner Programs and Offerings

Cisco TechnicalServices

Cisco AdvancedServices

Smart Care Services

Collaborative Professional Services

Cisco Services Partner Enablement

Pay for Performance

Know the Network

Service Training Service Tools Sales and Support


Cisco Technical ServicesThe Cisco technical services is a performance-based service program available to all tier-one partners (system integrators). The program allows partners to resell specific Cisco Services and enables partners to provide services to their customers without making a significant investment in developing and operating their own support infrastructure. Cisco Channel Partners may sell Cisco SMARTnet®, SMARTnet Onsite, Software Application Support (SAS), Software Application Support plus Upgrades (SASU), Smart Foundation Service, and Cisco Services for Intrusion Prevention Systems (IPS) contracts. A list of services included in the Cisco Brand Resale Program is posted on the Cisco Service Descriptions Website.

Program Value Proposition

• Enables partners to provide their customers with support services without having to make a significant investment in developing & operating their own support infrastructure

• Drives partners discount for exceptional service attachment performance to improve the partner margins and competitive advantage today

• Access to Performance Metrics Central provides partners visibility to their attach and renewal rate performance on an ongoing basis for consistent performance monitoring

Program Eligibility

• To be eligible for the Cisco Brand Resale for Technical Services Program the Partner must have a current Systems Integrator Agreement with Cisco. It is recommended that they also complete the Cisco Brand Resale Partner Readiness Assessment and review the Cisco Brand Resale PRA Operational Guidelines.

Technical Services Available For ResaleGeneral Cisco Product Coverage

• SMARTnet / SMARTnet Onsite• Cisco Software Application Support / Cisco Software Application Support Plus

Upgrades• Cisco Smart Foundation• Cisco Focused Technical Support Services

Technology-Specific Services

• Cisco Unified Communication Operate Services• Cisco Services For Intrusion Prevention System• Cisco IPS Signature Management Services• Cisco Security IntelliShield Alert Manager Services• Cisco Services for Integrated Services Router• Cisco SMARTnet Services for SBCS

A list of Cisco Brand Resale services is available on here

Related URLsSmartNet (CBR) Introduction PagePricing Tool (CCO Login)Performance Metric Central (PMC)Worldwide Service Availability Locator (CCO Login)Cisco Brand Resale - Technical Services Internal Page

[email protected]

Cisco Technical Services help your Cisco products and network operate efficiently and benefit from the most up-to-date operating system and application software



http://www.cisco.com/legal/services.html

http://www.cisco.com/en/US/products/svcs/ps3034/ps2827/ps2978/serv_group_home.html

https://tools.cisco.com/qtc/pricing/MainServlet?Request=ViewDownloadListPage&ListType=Service

http://www.cisco.com/en/US/partners/metrics.shtml

http://tools.cisco.com/apidc/sam/search.do

http://wwwin.cisco.com/CustAdv/services/partner/cbr_ts/




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Smart Care Services



Pay for Performance

Know the Network



Cisco Advanced ServicesThe Cisco Advanced Services is available to all tier-one partners (system integrators). The program allows partners to resell specific Cisco Services and enables partners to provide services to their customers without making a significant investment in developing and operating their delivery infrastructure and capabilities. Reselling Cisco Advanced Services helps Cisco Certified Partners gain incremental service sales, improve customer relationships, and attract customers without delays in their Go-To-Market for Cisco Advanced Technology and Emerging Technology.

Program Value Proposition

• Gain an edge in penetrating new accounts & supporting advanced technologies as a complement to immediate investments in developing and operating a new advanced technology services practices

• Shorten the time to market for Cisco Advanced Technologies & Emerging Technologies

• Improve customer relationships by more effectively supporting customers’ broad business and technology needs

Program Eligibility

• All Cisco channel partners are eligible to participate in the reselling of Cisco Advanced Services. Partners must have a master services agreement or Advanced Services Agreement in place to begin reselling Cisco Advanced Services.

Services Available For Resale• Network Optimization Services• Plan, Design & Implement (PDI) Services For UC, UCC, Data Center, Telepresence,

Security• Technology Extension Optimization Services

[email protected]

Open case with Service Support Center

Related URLsCBR Advanced Services Q&A

Advanced Services Service Description

Accelerate your business results using an architectural approach, proven best practices, and Cisco networking expertise




https://ciscopsc.custhelp.com/app/utils/login_form/redirect/ask

http://wwwin.cisco.com/cmc/cc/serv/mkt/sup/part/ps3845/ps3848/part_qi.htm

http://www.cisco.com/legal/services.html



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Smart Care Services



Pay for Performance

Know the Network


Smart Care ServicesThe Cisco Smart Care Service is a unique, proactive services platform that enables Cisco certified partners to build the next generation of personalized services for their customers. With the core capabilities of the Cisco Smart Care Service, partners can provide their customers with Proactive health checks and periodic assessments of Cisco network devices, remote monitoring and repair of Cisco devices and software applications, proactive notifications to more easily update Cisco devices.

Program BenefitsEligible Partners

• Select Certified partners• Premier resellers• Gold and Silver partners• Authorized Distributors

Eligible Countries All APJC countries

Technology All Technologies

For Expressed Unified Communications Technology

Must be express Unified Communications Specialized

For Advanced Unified Communications Technology

Must be advanced Unified Communications Specialized

Eligible Products All products in GPL excludes non commercial products (i.e. optical, CRS, or GSR product families)

Program Eligibility• Proactive health checks and periodic assessments of Cisco network foundation,

voice, and security technologies to identify potential issues• Remote monitoring and repair of Cisco devices and software applications• Technical support for all Cisco hardware and software in the network with a single,

network-wide maintenance contract• Next business day or 4 hours advance replacement of Cisco devices• Proactive notifications to more easily update Cisco devices• Assess and prepare services to simplify the addition of new technologies and

applications over time

Related URLs Partner Smart Care Overview Page

Partner Smart Care Resources Page

Smart Care Service Demo

[email protected]

Smart CareServices

Cisco Smart Care helps differentiate the partner’s business by providing actionable intelligence gained from secure visibility into all network performance, uncovering new business opportunities, increasing profitability, and strengthening customer loyalty



http://www.cisco.com/en/US/products/ps7343/serv_group_home.html


http://www.cisco.com/partner/services/smartcare/demo/index.html


http://www.cisco.com/web/partners/services/cspp/sell_svcs.html#~two



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Smart Care Services



Pay for Performance

Know the Network


CollaborativeProfessional Services

Collaborative Professional ServicesCollaborative Professional Services provide partners with access to Cisco engineering expertise, Smart Services innovation, best practices and proprietary methodologies to cost effectively develop and deliver high value services for planning, designing and optimizing Cisco technologies. We’re using automation to embed Cisco’s knowledge, experience and expertise into services that we sell directly to you to deliver professional or managed services. We’re making service delivery available through a scalable infrastructure so you can access CPS no matter where you are in the world. We’re helping you quickly gain intelligence to get you to market faster, deliver services more profitably, and with less risk.

Responding To Partners’ Needs

CPS Portfolio• CPS assets are meant to be used & delivered by specialized partners with a strong

professional services practice. These solutions enhance your business practice across compelling portfolio that includes:• Routing & Switching• Security• WLAN• Unified Communication• TelePresence• Data Center & Virtualization

• CPS aligns to partner’s practice with four distinct categories of services: Assessment Services, Guidance Services, Development Services and Practice Accelerator Services

• Contact your local Cisco Sales Representative to find out more!

Related URLs Partner Central - Collaborative Professional Services

More [email protected]

Collaborative Professional Services (CPS) is a portfolio of services that combines Cisco intellectual capital, engineering expertise and service automation to help partners profitably expand or build new professional services practice

Click to Enlarge



http://www.cisco.com/web/partners/services/programs/collaborative/index.html#~tab~prof,acc~resource-center



http://www.cisco.com/web/partners/services/programs/collaborative/index.html#~tab~prof,acc~resource-center





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Smart Care Services



Pay for Performance

Know the Network


Cisco ServicesPartner Enablement

Cisco Services Partner EnablementCisco Services Partner Enablement is a set of initiatives to provide a consistent and repeatable approach for our field and partner teams to grow their service business, build and scale their service capabilities using Cisco Best Practices, Resources and Service Offerings. These initiatives are driven by APJC Service Partner-Led Team and in collaboration with various Cisco Services cross-functional team. Cisco Services Partner Enablement Initiatives also aim to align with Overall Cisco’s Strategy to support partner teams to more effectively sell, deliver and support Cisco Architecture Solutions.

Service Initiatives for Partner Enablement

Focused Partner Enablement• A Focused Enablement Engagement with selected partners who aim to accelerate

partnership with Cisco in selling both products & services• Adopts a systematic and project approach to managing enablement plan• Focus on enabling partners in building service capabilities for Cisco Architectures

& Technologies

Related URLs Partner Tools

Cisco Services Partner Enablement Programs providing partners the upper hand in a new era where professional services dominate the solutions landscape

Click to Enlarge



http://www.cisco.com/web/partners/tools/index.html



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Smart Care Services



Pay for Performance

Know the Network


Know theNetwork

Know the NetworkCisco® Know the Network (KTN) solution is a set of business capabilities for collection-led, intelligent Installed Base (IB) management. KTN implementation helps Cisco and channel partners generate product and service revenue opportunities by identifying items in the customer’s network that are not covered by existing service contracts or have passed their Last Date of Support (LDoS). KTN is embedded in existing Cisco programs and may also be offered as a one-time event. What makes KTN different is that we are not just relying on sales order history or shipment reports but using network collection to reflect the real situation in the customer installed base. What partners get is actionable report data which can be converted into bookings.

Eligible Partners

Certified & Registered PartnersSpecialize Partners Authorized Distributors ATP partners

Eligible countries

All 13 countries in Asia Pacific

Technology All Technologies

Program Benefits

For Partners:

• Identifies sales opportunities for uncovered equipment and equipment refresh• Enables Cisco partners to take customer discussions to a business and architectural

level, elevating the partner’s role from a vendor to a “trusted advisor”• Improves renewal cycle time and efficiency

• Improves service delivery performance and contract accuracy• Increases customer satisfaction as a result of the above benefits

For Customers:

• Gives customers clear visibility to the lifecycle status and service coverage of their network assets

• Supports customers in assessment of network readiness and network architecture planning

• Assists in effective risk management by identifying areas of vulnerability in the installed base so they can be addressed

• Identifying older equipment that is discontinued or no longer supported enables customers to optimize network performance by upgrading to newer models or releases

• Increases business control for asset procurement and usage• Supports customers’ efforts to introduce the ITIL framework into their IT

infrastructures• Assists customers in their IT budget planning by providing a detailed view of Cisco

devices reaching LDoS• Reduces risk of network outages; contributes to confidence in network uptime• Enables Cisco to provide improved service to customers• Bringing installed base service contracts up-to-date and accurate via the KTN

process helps to minimize entitlement issues when customers request technical support

Related URLsKTN Portal

Accelerate

KTN helps partners identify sales opportunities for uncovered equipment or support renewal

Contact UsEmail Here



http://knowthenetwork.cisco.com/

http://www.cisco.com/go/accelerate/

mailto:ktn_apac%40cisco.com?subject=



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Smart Care Services



Pay for Performance

Know the Network


Pay for Performance

Pay for PerformanceThe Pay for Performance Service Incentive Program offers qualifying tier-two Cisco channel partners cash rebates when they meet service contract attach and renewal rate thresholds. The added incentives of the program can help you improve profitability, retain and satisfy customers, and manage and grow your Cisco services business.

The incentives come in the form of rebates determined by the percentage of service contracts attached to the original sale and the percentage of service contracts renewed. You can see the rebates for specific attach and renewal rates at Performance Metrics Central, a partner performance portal for Cisco service programs.

New FeaturesWhat is new to the Pay for Performance Program?

Effective from 1st August 2010, Cisco introduced the following changes to Pay for Performance program, enabling you to have greater rebate payout opportunities:

• The attach rate will now exclude uncovered Limited Lifetime Warranty (LLW) products from the attach rate metrics calculation [LLW attach rate adjustment (LLW ARA)].

• Partners will continue to be recognized for attaching services on LLW products, but will not be negatively impacted if a customer chooses not to attach services to LLW products.

As a result of this change, you will have an opportunity to earn even greater rebates. For example, if you were previously earning a rebate of $2.5k in the last incentive period, you could be earning almost double of that amount. This is because there is no negative impact if the customer does not purchase a service contract on the LLW products. You can then choose how to invest the money back into your business.

Eligible Partners• You must maintain Cisco 2-Tier Certified (Select, Premier, Silver, or Gold) Partner

status throughout the incentive period • You must have at least one employee who has completed and passed the Cisco

Service Expert Program • You must achieve the service attach rate (with Limited Lifetime Warranty Attach

Rate Adjustment [LLW ARA] base) or renewal rate thresholds. Detailed information can be found in the Partner Program Guide

• This Program is for Australia and New Zealand only

Learn moreView the latest Partner Program Guide which includes details on all the new enhancements to the program.

Related URLsPay for Performance

Performance Metrics Central

Contact Details for Support or [email protected]

Pay for Performance Program provides incentive to two-tier Cisco Systems® channel partners that offers cash rebates based on partner attainment of service contract attachment and renewal rate thresholds



https://www.cisco-services.com/CSEP/Home.aspx

https://www.cisco-services.com/CSEP/Home.aspx

http://www.cisco.com/web/partners/downloads/partner/WWChannels/euro/p4p/p4p_partner_guide_rules_euro.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/euro/p4p/p4p_partner_guide_rules_euro.pdf

http://www.cisco.com/go/p4p-anz

http://www.cisco.com/go/pmc

mailto:support%40cisco-global-p4p.com?subject=



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Service Training

OverviewThe Services Training Portal includes the Accelerate program and Cisco Service Expert Program. Please view details on both of these below:

Description

Services Accelerate Program

The Cisco Services Accelerate Program is a global training and incentive program for eligible 1-Tier and 2-Tier Cisco partners. The program is designed to help you sell Cisco Services more effectively and to improve your year-over-year services growth while rewarding you for the time you invest in training.

The Cisco Services Accelerate Program: • Offers easy-to-use, self-paced, online training at no cost • Provides a comprehensive learning curriculum • Helps you sell services effectively to small, medium-sized, and large businesses • Helps you effectively position and sell Cisco Services • Helps you increase services bookings

Cisco Service Expert Program (CSEP)

The Cisco Service Expert Program (CSEP) is a self-assessment qualification designed to promote a partner’s understanding of Cisco Services in order to qualify them for rebates through Cisco’s Pay for Performance scheme. The format of the current Cisco Service Expert Program however is changing.

From January 1st 2011, the CSEP assessment will follow a new format comprising of select education modules from within the Cisco Services Accelerate Program. Partners will be required to complete ten relevant education modules (pass rate of 80% +) to qualify for the CSEP assessment and rebates from Pay for Performance.

Partners who are currently in the process of finalizing their Cisco Service Expert Program assessment will have until December 31st 2010 to complete the learning curriculum and pass the existing Cisco OnLine Training (COLT) assessment through Partner Education Connection. From January 1st 2011, the new CSEP education assessment will come into effect.

Note: from the 8th November 2010, new partners registering for Pay for Performance will have automatically been registered for both the Cisco Service Expert Program and the Services Accelerate Program. Partners enrolled in Pay for Performance who pass the Cisco Service Expert Program assessment before November 8 will continue to earn rebates/payments without having to take the updated assessment.

Points awarded for completion of the education modules as a part of the CSEP assessment will contribute to a partners points within the Cisco Services Accelerate Program.

Related URLs and ToolsServices Training Website

Cisco Service Expert Program Learning Curriculum and Quizzes

Cisco Services Accelerate Program

Cisco Service training programs providing partner with in-depth knowledge on all Cisco services

Service Training



http://www.cisco.com/web/partners/services/training/index.html

https://www.cisco-services.com/CSEP

http://www.cisco.com/go/accelerate



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Service Tools URLs of Frequently Used Service Tools and LinksBelow contains a list of frequently used service tools and links.

Cisco Service Contract Center • An integrated and easy-to-use Web-based solution Partners can use to drive service growth and profitability over time.• Increase efficiency by simplifying the way you and your partners manage and sell Cisco services.

Performance Metrics CentralProviding an accurate, consolidated, objective, and timely window into partners performanceProvides on-demand visibility into all relevant service metrics and operational indicators

Service Availability Matrix (SAM)

SAM tool is used to verify the availability of Logistics and Field Engineering services worldwideThis tool includes information for SmartNet, SP-Base, Shared Support and SmartSpares programs

SAM Tool

RMA/Order Status Tool Providing status update/information for RMA/Service Orders.

TAC Service Request Tool For opening TAC cases online

Service Support CenterOpen a case with the Service Support Center for service related questionsSearch for answers from SSC solution databaseCheck the status of your cases, modify your answers and update notifications

Know The Network (KTN)Network Inventory reports contain uncovered items, LDoS items, contract status and site informationEnables contract correctness and provides increased revenue opportunities

Technical Services Delivery (TSD) eLearning

Designed to help field sales and partners leverage the award-winning Cisco Technical Services organization, capabilities, processes and tools

Technical Services Quick Start GuideDesigned for the end customer using Cisco Technical Services, the Global Technical Services Quick Start Guide helps customers get the most from their

Technical Services Quick Start Guide for 2-Tier Partners

Provides Cisco 2-tier partners with the information and tools needed to access Cisco Technical Support Services

Service Pricing Tool

To download a copy of the latest price list on Cisco Services

Service pricing linkWarranty vs Cisco Services: Know the Differences

Service Tools



http://apps.cisco.com/CustAdv/ServiceSales/smcam/requestStatusDispatch.do?methodName=onDashboardAction

http://www.cisco.com/web/partners/services/resources/pmc/index.html

http://tools.cisco.com/apidc/sam/search.do

http://tools.cisco.com/serviceordertools/svostatus/query.do

http://tools.cisco.com/ServiceRequestTool/create/launch.do

http://ciscopsc.custhelp.com/cgi-bin/ciscopsc.cfg/php/enduser/cisco.php

http://tools.cisco.com/ktn/

http://cisco.partnerelearning.com/Saba/Web/Main


http://www.cisco.com/web/partners/services/resources/tsquickstart/index.html



https://tools.cisco.com/qtc/pricing/MainServlet?Request=ViewDownloadListPage&ListType=Service

http://www.cisco.com/en/US/products/prod_warranties_listing.html#%7Ecomparison



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Partner with Cisco

ATP






Sales and SupportCisco Smart Services Bureau

The Cisco Smart Services Bureau offers dedicated support for Smart Services and will incubate Smart Service offerings to accelerate opportunities for you. The Smart Service Bureau agents are trained to help diagnose issues and route you to the appropriate support contact or self-service resources. The Smart Services Bureau will provide phone and email support to Smart Care partners.

Service Support Centre (SSC)

The Service Support Centre provides updates and support for those engaged in a Cisco service contract management and quoting/ordering activities, and ensure you have access to the latest information and resolution to current issues.

Contact Details for Support or QueriesPhone: +31-20-485-4321

The Bureau will accept calls internally during the hours of 8:00 AM – 2:00 AM CET

Email: [email protected]

Service Support Centre / Service Support Community

Email: [email protected]

Sales and Support



mailto:ask-smart-services%40cisco.com?subject=

http://ciscopsc--tst1.custhelp.com/cgi-bin/ciscopsc.cfg/php/enduser/cisco.php






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VIPOverview Program Suite VIP Express TIPTMP OIP APP NFR MSCP Cloud Partner Program Promotions

Sell & Market CiscoCisco Overview Partner with Cisco Cisco Capital Tools & Support

Partner LedPrograms & Promotions

Overview

Programs and Promotions Overview

This section includes the descriptions and best practices of different Cisco GTM program and shows how they can improve the profitability of partners.










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Program SuiteThis map of programs is a selection of main upfront discount and backend payment incentives in order to provide a simple view of the portfolio showing the difference in Intended use and partner eligibility between the programs.

Incentive Intended Use BehaviorDiscount / Payout Percentage (on Net)

Partner EligibilityProgram external website

OIP Resale, Managed ServicesHunt and develop new business

Discuss with your PAMGold, Silver, Premier, Select or MSCP

Visit OIP Website

TMP Resale, Managed Services Migrate your Installed Based Discuss with your PAM All Registered partners Visit TMP Website

TIP Resale, Managed ServicesHunt and develop new business

Minimum deal: $100,000 /per month

All Registered partners Visit TIP Website

Fast Track 2 ResaleEveryday pricing on best selling products via Distribution

Distribution pricingGold, Silver, Premier, Select, Registered

Visit Fast Track 2 Catalogue

VIP Resale Develop Architecture practice Up to 20% Advanced specialized Visit VIP Website

VIP-Express ResaleDevelop Small Business Practice

Up to 10%Select, Premier, UCExpress, Registered, TP Express

Visit VIP-Express Website

APP Resale Develop Architecture practice $7k to $10k per month Advanced specialized Visit APP Website

Upf

ront

Dis

coun

tsB

ack

End

Paym

ents

Program Suite

Cisco offers a rich portfolio of up-front discounts and back-end rebates, and its important that you leverage them in the right manner to drive behavior in your organization – and ultimately drive higher profitability in your Cisco business




http://www.cisco.com/web/partners/incentives_and_promotions/oip.html?Asia%20Pacific

http://www.cisco.com/web/partners/incentives_and_promotions/tmp.html?Asia%20Pacific

http://www.cisco.com/web/partners/incentives_and_promotions/tip.html?Asia%20Pacific

http://www.cisco.com/web/partners/sell/promotions/fast_track.html?Asia%20Pacific

http://www.cisco.com/web/partners/sell/promotions/fast_track.html?Asia%20Pacific

http://www.cisco.com/web/partners/incentives_and_promotions/vip.html?Asia%20Pacific

http://www.cisco.com/web/partners/incentives_and_promotions/pdf.html


http://www.cisco.com/web/partners/incentives_and_promotions/app.html



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Value Incentive Program (VIP)BACK END REBATE | ARCHITECTURES 2 to 20% REBATE | ENROLMENT REQUIRED

Eligible Partners

• Cisco Certified, Specialized and/or Authorized Technology Provider (ATP) Partners

• Check participation criteria Borderless Networks, Collaboration, Data Center

• To enroll, partners should go here

Architectures • Borderless Networks*• Collaboration*• Data Centre / Virtualization*

Rewards 2 to 20% Back-end rebate for Cisco partners that resell collaboration, virtualization and borderless networks.

Program Period View all Dates

Best Practices • Attend every new program period training to understand what are the new updates/changes.

• Enroll into the program when it is open (6-month and 3-month).• Maintain respective sub-track’s specialization through out the

program period and/or meet the sub-track’s exit requirements.• Meet minimum booking threshold for each sub-track and meet

CSAT scores.

Program Stack up

• OIP, TIP, SIP, TMP. Not valid with VIP-Express. • Incremental rebate from APP for selling two or more architectures.

*Participating subtracks are subjected to changes for each architecture.

ToolsPartner Program Enrolment (PPE) To manage enrolments

PAL ToolTo send customer satisfaction surveys to customers

Partner Self ServiceTo manage your access to PPI

Partner Program Intelligence (PPI) • To track VIP bookings and CSAT achievements• To download all bookings details

VIP

The Value Incentive Program (VIP) rewards partners that have advanced technology focused practices to drive the adoption of Cisco architectures




http://www.cisco.com/web/partners/pr11/incentive/vip_borderless.html

http://www.cisco.com/web/partners/pr11/incentive/vip_collaboration.html

http://www.cisco.com/web/partners/pr11/incentive/vip_virtualization.html

http://tools.cisco.com/WWChannels/PPP/home.do?actionType=home

http://www.cisco.com/web/partners/pr11/incentive/vip_how.html


http://tools.cisco.com/WWChannels/PAL/index.jsp

http://apps.cisco.com/WWChannels/GETLOG/login.do

https://apps.cisco.com/mbrprv/saw.dll?Dashboard



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Value Incentive Program (VIP 18)OverviewValue Incentive Program Period 18 runs from July 31, 2011 through January 28, 2012.

What’s new ? • WebEx subtrack• Architecture name change to Data Center• Ineligible VIP 17 TelePresence partners who meet all the VIP 18

payment qualifications will receive payment for VIP 17 and VIP 18 eligible bookings.

Architectures • Borderless Networks: WAN Optimization, Security, Wireless, Routing and Switching, Small Business

• Collaboration: Unified Communications, TelePresence, WebEx• Data Center: Data Center Unified Fabric, Data Center Unified

Computing

VIP 18 Critical Dates

• Direct orders must be booked by 28 Jan 2012• Standard orders placed through distribution: product must ship &

invoice from the distributor by 26 Jan 2012Order must book with Cisco by January 28, 2012 and be shipped before April 28, 2012 Booking Discrepancy cases must be submitted by: 28 Feb 2012

• Approx date to receive 1st payment: April 2012 (for shipments by 11 Feb 2012)

• Approx date to receive 2nd payment: June 2012 (for shipments by 28 Apr 2012)

Program Period

• July 31, 2011–January 28, 2012• Enrollment Dates: August 14–September 16 (6 Month)• Enrollment Dates: October 31–November 18 (3 Month)

VIP 18Eligible SKUs

Eligible SKU list available from 17 Aug 2011 – click here(This list is subject to change throughout any given VIP period)

DownloadsVIP 18 APJC Rules

VIP 18 APJC Program details

VIP Playbook

Eligible SKU’s

VIP




http://www.cisco.com/web/partners/pr11/incentive/eligible_skus.html

http://www.cisco.com/web/partners/downloads/partner/WWChannels/tools/vip/vip18_prog_rules_apjc.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/tools/vip/vip18_preso_apjc.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/tools/vip/vipplaybook.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/tools/vip/vip18_sep26.xls



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VIP 18 Rebate StructureTrack Sub-Track *Product Family *Rebate

Borderless Networks

WAN OPT ISR (800BB, 1900 2900, 3900, 1800, 2800, 3800) 5-15%

Routing & SwitchingCatalyst 6500 & 2k & 3k & 4k, ISR (1900, 2900, 3900, 800BB), ASR1000, CiscoWorks LAN Management Solution, Network Analysis Module

2-15%

SecurityISR (800BB, 1900 2900, 3900, 1800, 2800, 3800), ASR1000, STBU Advanced Security products, STBU Appliances, NAC, ACS, ISE Platforms (HW/Virtual), ISE Licensing

5-15%

WirelessISR (800BB, 1900 2900, 3900, 1800, 2800,3800), 2k, 3k 11n APs, Office Extend 11n AP, 5500 Controller, WiSM2 Controller, 2500 & 7500 Controller, NCS, MSE

5-15%

Small Business

Access Point, Cisco AP 500 Series Wireless Access Points, Cisco SA 500 Series Security Appliances, Cisco SR520 Series IOS Software Options, Cisco SRP 500 Series Services Ready Platforms, Cisco Unified 520 Configuration Options ESW 500 Series Switches, IP Camera, IP Camera Accessory, IP Phones, Managed Switch, Metro Ethernet Switch,Network Attached Storage, Small Business IP Phone, Smart CallConnector Applications, Smart Switch, Software Application SR 520-T1 Secure Router, Telephone Adapter, Telephone Adapter and Gateway, Unified Communications 500 Pro Series VPN Router,Wireless Accessory, Wireless VPN Router

5-10%

Collaboration

Unified Communication

All CUWL, UCSS, current releases of Application (CC, Messaging, Presence, Soft Clients), WebEx GPLMP 8.x, UCL, Phones - 69xx, 89xx & 99xx, ER Licensing, older releases of applications, MP 7, Phones 79xx & Accessories, Wireless Phones 7925 & Accessories, ATA Gateways, DLU & Server Licensing, ICMUCSS, TP Conferencing, TP Immersive, TP Multi-purpose, UCSServers, VXC, TP Call control, TP Management Suite, TP Integrator, TP Personal

5-20%

TelePresence 8510 Media Blade, Profile 65 Dual C90, Profile 65 C60, TCS Pro, MX200

WebEx WBXEE, WBXEIM, WBXMC 20%

Data CentreData Centre Unified Fabric Nexus 7000, Nexus 5500, Nexus 2200, Nexus 1000V/1010, MDS (Fabric Switches only), ACE 5%

Data Centre Unified Computing UCS B-Series, UCS C-Series 5%

*VIP Eligible SKU lists are subject to change. This table is only intended for directional guidance. For exact details, refer to current VIP Eligible SKU list.

VIP




http://www.cisco.com/web/partners/pr11/incentive/eligible_skus.html



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Value Incentive Program-Express

QUARTERLY PAYMENTS SMALL BUSINESS

PRODUCTS3 to 10% REBATE

ENROLMENT REQUIRED

VIP Express Structure and Partner Eligibility

Two tracks:1. Cash Back Accelerator track for Direct Marketing Resellers (DMRs), eCommerce and Service Providers (by invitation only);2. Express track which includes the following sub-tracks:• URP for Cisco Unique Registered Partners without any additional

Cisco specializations or certifications• SMB for Small Business Specialized Partners• Commercial for Express Foundation Specialized Partners• Express UC for Express Unified Communications Specialized

Partners• Express TP for TelePresence Video Express ATP PartnersNote: Partners that enrol in VIP are not eligible for VIP-Express and vice versa. Refer Program rules for more on Eligibility

Products / Architectures

Only eligible SKUs are counted toward the net booking targets as detailed in the eligibility criteria. This list is updated at the beginning of each Cisco fiscal quarter Updated SKU FY12

Program Period

Whole fiscal year – August 1st 2011 – July 31st 2012 VIP–Express Calendar

Enrollment Process

• You must meet the participation prerequisite for at least each sub-track in order to enroll.

• Once you have successfully enrolled in a track, you will automatically gain entitlement to any sub-track(s) for which you are eligible, based on your specializations and/or authorizations.

FAQsExpress FAQ

Cash Back Accelerator FAQ

DownloadsLearn More about the program

Eligible SKU’s

Related URLsVIP-Express site details (including requirements and rules):

VIP-Express site

To start your enrollment go to the Partner Program Enrollment (PPE) tool:

Partner Program Enrollment

Once enrolled, go to the Partner Program Intelligence tool to track your bookings and payment details:

Partner Program Intelligence

VIP Express

VIP Express is a quarterly payment program designed to increase the profitability of Cisco partners as they expand their small business or commercial practice




http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/smb/documents/vip_express_prog_rules_terms.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/smb/documents/vip_express_fy12_q1.xls

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/smb/documents/vip_express_prog_calendar.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/smb/documents/vip_express_prog_calendar.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/smb/documents/vip_express_faq.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/smb/documents/vip_express_cashback_accel_faq.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/smb/documents/vip_express_overview.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/tools/vip/vip18_sep26.xls




http://www.cisco.com/go/ppi




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FY12 Reward Structure for VIP-Express

FY2012 Program Period

31 July 2011 to 28 July 2012

Enrolment PeriodPartners can enrol anytime. There are enrolment cut-off dates for each Cisco fiscal month - refer to the program website.

Eligible SKU listPartners may view the list of eligible products on the program website. Eligible products will only be removed from the qualified product list at the beginning of a Cisco fiscal quarter.

Program WebsitePartners should review all rules and eligibility requirements:www.cisco.com/go/vipexpress

Track

CBA

Express

Entry Criteria

E-CommerceDMR, SP

(Invite Only)

SBTG, ClassicCisco (no UC),SPA Phones

SBTG, ClassicCisco (no UC),SPA Phones

SBTG, ClassicCisco, Cat45XX

IP PhonesISR G2 Gateways

ExpressTP

ExpressTelePresence

Video ATP

EUC or AUCSpecialized

Foundation Express

Specialized

Small BusinessSpecialized

Non-Specialized

SBTG, ClassicCisco

Eligible SKUs Rebates

3%

3%

Min Payment/Max Payment

$5,000/$250,000

$500/$5,000

$500/$50,000

Cat A: 10%Cat B: 5%

Cat A: 10%Cat B: 5%

Cat A: 10%Cat B: 5%

Cat A: 10%Cat B: 5%

$1,000/$60,000

$1,000/$125,000

$1,000/$125,000

VIP Express




http://www.cisco.com/go/vipexpress



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TMP

Technology Migration Program (TMP)COMPETITIVE REPLACEMENT | TRADE IN CREDIT INSTALLED BASED REPLACEMENT

Eligible Partners

• All registered Partners• Enrollment is required before creating a trade in quote/order via

Cisco Commerce Workspace tool

Architectures • All• Most major products offered by Cisco as well as select competitive

products

Primary Benefits

• Provides preapproved customer trade-in credit, effectively allowing partners to protect their margins

• Promotes a discussion regarding technology migration strategy• Keeps old equipment off the gray market by using an established

global equipment returns process• Offers easy return of your customers’ old products, with Cisco

paying for environmentally safe disposal. (Cisco absorbs the fee of the trade-in equipments pick-up and return shipment)

Program Period

• On-going.

Program Stack up

• Stack with OIP (Not available in Japan)• VIP and APP rebates are also applicable

Tips to be successful• Ensure you familiarize yourself with the current TMP promotions.

Learn about TMP Promotions

• Need more time to return equipment? : You may request up to an additional 180 days for a maximum grace period of 360 days. Request an extension by submitted the RMA Extension Request

• How to send Trade-In RMA back to Cisco : Access the POWR Tool (Not Available in Japan)

Related URL’s and ToolsTMP website

Status Tool for Orders and Returns

Cisco Commerce Workspace

How to create a quote and return equipment

Cisco Product Online Web Returns FAQ

DownloadsProgram Overview

OIP + TMP Stacking

Step-by-step guide

The TMP program rewards partners who drive refresh and competitive replacement in their installed base




http://www.cisco.com/web/partners/pr11/incentive/tmp_promotions.html

http://www.cisco.com/web/partners/pr11/incentive/tmp/rma_ext.html

http://www.cisco.com/web/ordering/cs_info/or3/o32/Return_a_Product/WebReturns/product_Online_web_returns.html

http://www.cisco.com/web/partners/incentives_and_promotions/tmp.html?Asia%20Pacific

http://tools.cisco.com/qtc/status/tool/action/LoadLandingScreen


http://www.cisco.com/web/partners/pr11/incentive/tmp/how.html


http://www.cisco.com/web/partners/pr11/incentive/tmp/overview.html

http://www.cisco.com/web/AP/partners/popup_tmp_and_oip_stack.html

http://www.cisco.com/web/AP/partners/assets/docs/CTMP_Step_by_Step_Guide_Partners_v4.pdf



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TIP

Teaming Incentive Program (TIP)CISCO INITIATED DEALS REWARDS PRE SALES INVESTMENT | ALL CERTIFIED PARTNERS

TIP Objective• To promote early joint engagement and reward partners for pre-sales investment• To create a process to select qualified partner based on objective criteria

Eligible Partners

• All Cisco Certified Partners• Cisco-initiated Opportunities, approved partner registration

required

Rewards 5% incremental discount above certification discount on all eligible productsPartners will negotiate discount with Cisco APAC Authorized DistributorsMinimum Deal: $100,000 List product* Minimum first order: $50,000 Download Discount Matrix

Registration Process

Registration needed. More details here

Eligible Country / Customer Segment

All APJC countries apart from China and Japan.Targeting Enterprise and Service Provider segments. High-Commercial as designated by Cisco AM .

Program Stack up

Not stackable with OIP/SIP or any other discount programs.VIP and APP rebates are also applicable

LinksDeal Registration

TIP Website

DownloadsProgram Overview PPT

Joint Opportunity Plan

Contact Details for Support or QueriesTIP support: [email protected]

The TIP program is newly introduced, and rewards partners involved early in developing complex opportunities with Cisco sales teams




http://www.cisco.com/web/AP/partners/assets/docs/TIP_discount_Matrix_APJC.xls

http://www.cisco.com/web/partners/downloads/partner/WWChannels/incentive/tip_apac.pdf

https://cisco-apps.cisco.com/cisco/psn/commerce

http://www.cisco.com/go/teamingprogram

http://www.cisco.com/web/partners/downloads/partner/WWChannels/incentive/tip_apac.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/incentive/Cisco_TIP_Joint_Opportunity_Plan.zip

mailto:apjc_tip_support%40cisco.com?subject=



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OIP

Opportunity Incentive Program (OIP)

UPFRONT DISCOUNT | REWARDS HUNTING DEAL PROTECTIONALL CERTIFIED

PARTNERS OIP Objective

• OIP is an incentive program designed to provide upfront discount and provides deal protection for partners that actively identify, develop, and close new partner-led opportunities.

Eligible Partners

• Cisco Gold, Silver, Premier, Select certified (Registered partner – India) & also MSCP partner. for former tandberg products, exception through end of Jan 2012)

• Partner must have completed presales milestones and all required documentation (No document requirement for Japan)

Eligible Products

• All products on Cisco Price List.

Minimum Deal Size

• US $5K List (No minimum deal size for Japan/Greater China)

Program Period

• On-going

Program Stack up

• Applicable with VIP, APP and VIP-Express • Stackable with TMP (Not available in Japan)

Proposed changes in FY12

• Improvement in approval process to achieve shorter SLA and better partner experience. (Target: Q2 FY12)

• Improvement in account creation process for OIP AG for APAC (Target: Q2 FY12)

Related URL’s and ToolsOIP – Partner central

OIP deal registration site-CCW

Learn: How to create an OIP

Adding a Trade-in deal to an OIP

DownloadsOIP Terms and conditions

The OIP program incents partners to hunt for new opportunities




http://www.cisco.com/web/partners/incentives_and_promotions/oip.html

https://cisco-apps.cisco.com/cisco/psn/commerce

http://cisco.webex.com/ciscosales/ldr.php?AT=pb&SP=MC&rID=49148422&rKey=dab53fe9808166d7

http://cisco.webex.com/ciscosales/ldr.php?AT=pb&SP=MC&rID=49148422&rKey=9733c6e7347aaf95

http://www.cisco.com/web/partners/downloads/partner/WWChannels/oip/download/oip_terms_conditions_apac11.pdf



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OIP vs TIP Comparison

Similarities between OIP and TIP

• Both upfront discount programs • Both require qualification / approval from Cisco AM• Both offers non-standard differential discount for the approved partners

Differences between OIP and TIP

Differences TIP OIP

Behavior Rewards for Pre-Investment Rewards for Hunting

Deal Initiated by Cisco Initiated Deals Partner Initiated Deals

Minimum Deal Size

List USD 100,000KList USD 5K

(No Minimum deal size for Japan and China)

Response TimeAM responds to Partner

registration within 10 business days

No time limit for AM to respondAvg approval cycle for APAC:

7 business daysGoal is to provide 3 business day

response time.

OIP






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APP

Architecture Partner Program (APP)REWARDS CROSS SELLING BACK END REBATE | ALL ARCHITECTURES ONLY IN APAC

Eligible Partners

• Cisco Certified, Specialized and/or Authorized Technology Provider (ATP) Partners

• Not offered in Greater China and Japan

Architectures • Borderless Networks: WAN Optimization, Security, Wireless, Routing and Switching, Small Business

• Collaboration: Unified Communications• Data Center: Data Center Unified Fabric, Data Center Unified

Computing

Rewards Back-end rebate to increase margins for Cisco partners that resell collaboration, virtualization and borderless networks. Details on the following slide.

Program Period

Tied with VIP enrollment (If partner enrolls for VIP, they are auto enrolled for APP)

Program Stack up

• Incremental rebate on top of VIP.• OIP, TIP, TMP. Not valid with VIP-Express.

Related URLs

APP Website

Downloads

APP Presentation

APP Program rules

*Participating subtracks are subjected to changes for each architecture.

The Cisco Architecture Partner Program (APP) rewards partners that focus on building a well entrenched cross-architecture practice, selling at least two Cisco architectures




http://www.cisco.com/web/partners/incentives_and_promotions/app.html

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/download/app_presentation.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/sales_marketing_resources/download/app_program_rules.pdf



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Architecture Partner Program (APP)

APP






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NFR

Not for Resale (NFR)DEMO / OFFICE USE UPFRONT DISCOUNT | ALL TECHNOLOGIES

Eligible Partners

Gold, Silver, Premier or Select certification

Architectures • All technologies • All Cisco hardware and software products covered under the

reseller’s certification and specialization excluding services, refurbished products and other products stated in program rules.

Program Period

August 2, 2011 – Jul 31, 2012

Description• Products purchased thru the NFR program cannot be re-sold at any time.

• All eligible Partners can also purchase Infrastructure equipment (office use) through NFR with the exception of those (e.g. Service Providers, Managed Service providers and Cloud Providers) who maintain with Cisco their own infrastructure agreement. These partners will need to utilize NFR only for demo and lab purposes.

• There is a limited NFR yearly budget per partner per country which is calculated based on the actual partner certification/accreditation level.

• Attached Services do not benefit from the NFR discount.

Global Price List: Maximum list purchase per fiscal annum

CERTIFICATION

Maximum Allowed per Cisco Fiscal Year (List Price)

AUPL (Australia Price List) GPL (Global Price List)

Gold AUD 390,000 USD 300,000

Silver AUD 325,000 USD 250,000

Premier AUD 260,000 USD 200,000

Select AUD 130,000 USD 100,000

Minimum allowed per Transaction (List Price): $1.5 K (GPL), $2 K (AUPL)

Maximum NFR Discount is 70%

DownloadsProgram Rules

Partner Training

Related URLsNFR Website

NFR assists partners to set the stage in their own showroom or lab to demonstrate Cisco technologies




http://www.cisco.com/web/AP/partners/promotions/nfr/pdfs/nfr_apac_program_rules_jan30_2011.pdf

http://www.cisco.com/web/AP/partners/promotions/nfr/pdfs/nfr1_partner_training_jan30_2011.pdf

http://www.cisco.com/web/SG/partners/promotions/nfr/index.html



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Related URL s and ToolsMSCP partner page

MSCP applications (CSApp tool)

MSCP Audit requirements

MSCP – Master / Advanced partners interested in Cisco Powered Service offerings Click here for Audit Requirements

Learn MoreMSCP onboarding Flash video

DownloadsUse the following respective prequalification checklists as a guide

Master

Advanced

Express

Program overview

Program FAQ

Program rewards and benefits

MSCP

Managed Services Channel Program (MSCP)

MSCP Objective• To differentiate and reward Partners delivering Cisco Technology as a managed

service globally• Provides MS providers with global, predictable benefits to accelerate their business

via discounts rebates, promotions, sales and marketing assistance as well as branding.

Program Requirements

• Master: NOC with 10 customers; 2 CCIE; 1 ITIL; 2 Cisco-based MS offerings; pass 3rd party audit

• Advanced: NOC with 2 customers; 2 CCXP; 1 ITIL; 2 Cisco-based MS offerings: pass 3rd party audit

• Express: NOC OR contract with an approved white label producer; 2 customer references; 2 CCNA; 1 ITIL; pass 3rd party audit (only for Partners with NOC)

Architectures • Borderless Nework• Data Center• Collaboration

Rewards • Escalating discounts for the different Tiers – Master – *48%; Advanced – 45%; Express – 42%

• Rewards certified MSCP Master/Advanced partners with Cisco Powered Service Offerings with additional 10% on net rebate

• Globally consistent discounts and recognition of certification status & Cisco Powered branding

ProgramPeriod

• Certification is valid for 1 year, thereafter, annual renewal

*Discounts are net to Cisco

MSCP validates and rewards partner’s capability in operating a managed service practice against industry standards




http://www.cisco.com/go/mscp

http://tools.cisco.com/WWChannels/cpapp/index.jsp

http://www.cisco.com/web/partners/program/certifications/download/program_audit_policies.pdf

http://www.cisco.com/web/partners/program/certifications/download/MSCPPortfolioRequirementsDocv5_7_102011.pdf

http://www.cisco.com/web/partners/pr11/mscp/mscp_onboardingkit_flash/index_content.html

http://www.cisco.com/web/partners/downloads/partner/WWChannels/programs/prequal_master.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/programs/prequal_advanced.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/programs/prequal_express.pdf

http://www.cisco.com/web/partners/downloads/765/download/mscp/MSCP_Next_Generation_Program_Deck.ppt

http://www.cisco.com/web/partners/downloads/765/download/mscp/mscp_qa.pdf

http://www.cisco.com/web/partners/downloads/765/download/mscp/mscp_qa.pdf

http://www.cisco.com/web/partners/pr11/mscp/mscp_benefit.html

http://www.cisco.com/web/partners/pr11/mscp/managed_services_master.html#~tab-1

http://www.cisco.com/web/partners/pr11/mscp/managed_services_advanced.html

http://www.cisco.com/web/partners/pr11/mscp/managed_services_express.html



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Marketing Resources




Links and DownloadsCloud Partner Program Partner Page

Partner Opportunities in Cloud computing

Cisco Cloud Partner Program press release

Cisco Cloud Partner Program FAQ

Learn MoreHow to Sell and Market – Cisco Cloud Partner Program

Cloud Partner Program

Cloud Partner Program (CPP)

Program Objective• The Cloud Partner Program comprises of three flexible tracks. Partners can chose

which tracks best fit your business model based on your desired level of participation.

Program Requirements

BUILDER TRACK• Infrastructure level• Builder Level (branded)PROVIDER TRACKRESELLER TRACK

Architectures • Infrastructure as a Service (IAAS)• Hosted Collaboration Solutions (HCS)• Telepresence as a Service (TPAAS)• Contact Centre as a Service (CCAAS)

Rewards • Cloud Builder• Cloud Provider• Cloud Services Reseller

ProgramPeriod

• Certification is valid for 1 year, thereafter, annual renewal

The Cloud Partner Program allows partners to choose what tracks they would like to play in the cloud marketplace, and leverages their investments in certifications and specializations from Cisco and our ecosystem technology partners




http://www.cisco.com/go/cloudpartner

http://www.cisco.com/go/cloudpartner

http://www.cisco.com/web/partners/downloads/partner/WWChannels/download/PartnerOpportunities_in_Cloud_Computing.pdf

http://newsroom.cisco.com/press-release-content?type=webcontent&articleId=5937271

http://www.cisco.com/web/partners/downloads/partner/WWChannels/download/Cloud_Partner_Program_FAQ.pdf

http://www.cisco.com/web/partners/partner_with_cisco/cloud_partner.html#~4

http://www.cisco.com/web/partners/partner_with_cisco/cloud_builder.html#~two

http://www.cisco.com/web/partners/partner_with_cisco/cloud_builder.html#~three,

http://www.cisco.com/web/partners/partner_with_cisco/cloud_provider.html#~two

http://www.cisco.com/web/partners/partner_with_cisco/cloud_services_reseller.html#~two

http://www.cisco.com/web/partners/partner_with_cisco/cloud_builder.html

http://www.cisco.com/web/partners/partner_with_cisco/cloud_provider.html

http://www.cisco.com/web/partners/partner_with_cisco/cloud_services_reseller.html



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Marketing Resources




Promotions

PromotionsPromotion Architecture Region Intended Use Behavior Discount Partner Eligibility

MX200-EX90 bundle promotion Collaboration Australia Resale Drive acceleration in AU 72% AllASPVP (Authorized SP Video Programs) Programs Refresh Collaboration APJC Resale Contractual discount for the SP

Video Authorized partners 59% ASPVP

Cius in Collaboration Breakaway Collaboration APJC Resale Accelerate adoption of the Cius 83% AllCius Starter Kit Collaboration APJC Resale Cius Sales Acceleration 70% All

Asia & AU Triple V promotions Extension Collaboration APAC Resale Drive VXC at predictable,

competitive prices 60% All

Inlet Promotion Collaboration APJC Resale Accelerate Inlet SKUs 59% AllSecurity Promotion Q1-Q2 FY12,

Extension to Q2FY12 BN - Switching APAC ResaleDrive selling of low-end firewall

product57% All

Network Academy, Australia BN - Switching & Routing Australia LabAccelerate Education Segment

in AU80% CISCO AU Education

Resellers

Fast Track 2 Accelerator BN Japan ResaleSales Acceleration on selected

FT2 products 55% All

Network Academy, APAC BN - Switching & Routing APAC LabAccelerate Education Segment

in APAC70% CISCO APAC Education

Resellers

DiS Selection BN Japan ResaleAccelerate product sales through

Distribution Channels 50% All

Cloud – MDF DC - Cloud APJC Program Demand Gen NA All

NFR UCS- Series Data Center / Virtualization APACInternal Business

Use, LabInclusion of UCS Series in NFR 73% All

Power up 3 Data Center / UCS APAC Resale Clearance of EOL 80% All

Fast Track 2 Services Services Japan Services Gain incremental revenue through service promotion NA All

CRP All Architectures APAC Program Drive "influence revenue” NA AllOIP-DAP extension All Architectures Japan Resale Drive Hunting Behaviour 56% All

Learning Partners All Architectures APJC Lab Increase Learning Partner (LP) capabilities

Specialisation : 75%Associates : 60% LP

OIP Express All Architectures APJC Resale Process Improvement NA All

In addition to programs, Cisco also offers short-term promotions to help partners grow their business and improve profitability – these are updated frequently based on market and partner feedback

These are the latest promotions available. Please visit the Promotion Website for earlier promotions which are ongoing.




http://www.cisco.com/web/partners/incentives_and_promotions/index.html



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Marketing Resources



Partner Communications At-A-GlancePartner Marketing Central

Partner Marketing Central (PMC)

OverviewGet creative and get results with Partner Marketing Central- a single resource for all your co-marketing needs, including Self-Service and Full Service activities, simplifying your marketing execution today.

Find training information in the Getting Started or search for the latest Quarterly Architecture Marketing assets including customizable emails, call scripts and presentations.

Visit Partner Marketing Central here.

Partner Marketing Central

Examples of campaign assets

Contact Details for Support or QueriesFor any queries mail CSG: CSG Team(Refer to CSG page in this playbook for country phone numbers)

Win the workspace

Cisco facilitates a strong marketing platform for you to build campaigns and effectively generate leads



http://www.cisco.com/go/partnermarketing


https://apac.ciscopartnermarketing.com/Orgs/Initiative.aspx?id=1165

https://apac.ciscopartnermarketing.com/Orgs/Initiative.aspx?id=1165



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Marketing Resources



Partner Communications At-A-GlancePartner Marketing Central Partner Communications At-A-Glance

Partner Communications At-A-GlanceCustomized Partner Intelligence (CPI) Newsletter

To help you stay ahead of the competition, Cisco offers you the right tools and the latest technology news to help you manage your business, promote better customer relationships, and make new deals happen. Update your profile in Partner Self-Service and agree to receive email communication. You will discover the keys to promoting both sales and relationships with relevant information, including our partner newsletter that details all of the launches, discounts, rebate programs, product updates, events, and other invaluable information to keep you at the heart of the Cisco community. Get started and update your profile.

My Cisco

My Cisco is an integrated web experience allowing immediate access to multiple Cisco® business applications, with a customizable view of the business information that you use most often.

All tools, information, documents, and personal contacts required to support Cisco channel partner relationships and sales efforts are available—clearly and intuitively—in one highly secure, customizable location. Users have access to relevant information required to support and streamline business processes. My Cisco Workspace minimizes the time spent searching for information, so you can focus on business development.

APJC Partner Central

Partner Central is the website on Cisco.com dedicated to APJC Partners. You can find the latest information and resources about Cisco product and technology, Channel Partner Programs, incentive and promotions, etc.

Newsletters• APAC Customized Partner

Intelligence (APAC CPI)

• Partner Central• My Cisco

• Twitter• Facebook• Youtube• Blogs

Web

Social Media

Partners are updated regularly about programs and other partner resources through various communication channels



http://www.cisco.com/go/pss

http://www.cisco.com/go/pss

http://www.cisco.com/go/mycisco

http://www.cisco.com/web/SG/partners/index.html

http://www.cisco.com/web/partners/news/index.html

http://www.cisco.com/web/partners/news/index.html

http://www.cisco.com/web/SG/partners/index.html

http://www.cisco.com/go/mycisco

http://twitter.com/CiscoPartnersAP

http://www.facebook.com/ciscoChannels

http://www.youtube.com/ciscoChannels

http://blogs.cisco.com/category/Channels/



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Overview Avant Garde Velocity Offers Distributor Relationships OverviewPartner Led Explained

Marketing Resources



FY12 Key InitiativesPartner Led VelocityPartner Led NamedOverview

Partner Led Overview

This section explains the Cisco’s Partner-Led go-to-market model, related programs and promotions. This also covers the extensive distribution network that you can leverage to scale their business









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FY12 Key InitiativesPartner Led VelocityPartner Led NamedPartner Led Explained

Partner Led ExplainedPartner-Led Benefits

Definition: A scalable go to market model which empowers & rewards Cisco Partners to lead customer engagements in the mid market and SMB.

Customer Benefits Partner Benefits

• Cisco solutions, delivered by local partners• Value added services from Partners• Technical certifications ensure partner

capabilities • Partners backed by Cisco

• Field engagement / preference• Rewards to increase capabilities & growth• Increased Demand Generation & Marketing

assets• Shared customer analytics & joint territory

planning• Increased sales & technical sales support

Partner Led is a new route to market to lead customer engagements in Mid market and SMB accounts. This model provides numerous benefits to customer and partners





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Marketing Resources



FY12 Key InitiativesPartner Led VelocityPartner Led Named

Partners play different roles in Cisco’s go-to-market models, with increased sales and delivery responsibility in the Partner-Led space

Partner Led Explained

Two Models to Meet Customer Needs

Partner Led

Customer Led

Partner LeadsPre-Sales

Large IntegratorSP, DMR

Small ResellerDisti

Partner Led Velocity

Partner Led Named

Global 3.0

Customer-Led

BOM

, Ins

talla

tion,

Ser

vice

s

Partners will Participate in both Customer and Partner Led

Increased pre-sales responsibility in Partner Led

Enabled and rewarded for investments and commitment to Cisco in PL





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Marketing Resources





Partner Led Named

Global 3.0

Customer-Led

Targeting named accounts. Selling Architectures, Managed &

Cloud Services Focused on programs to support

Collaborative Selling

Partner Led Named

Gold, Silver and Premier Certified Partners, Service Providers

Primary Routes to Market

Partner Led Named

Partner Led Named

The “Partner Led Named” partners drive sales in the mid market space…





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Marketing Resources





Partner Led Named

Global 3.0

Customer-Led

Targeting non-named accounts Velocity products, SBTG, Managed

Services Focus on scalable coverage &

demand gen


DMR / NDI. 2-Tier Resellers, eCommerce & Service Providers

Primary Routes to Market



…while “Partner Led Velocity” partners primarily focus on SMB customers





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Marketing Resources




1. Competitive Displacement2. Copier Channel3. UCS Acceleration

New Business3

1. Profitability: Pay for Performance2. Optimizing Engagements: Avant Garde 3. Enablement

Scale Partner Led1

4Expand ExpertOrg

1. Expand Virtual Sales Support2. Video Enable top Partners3. Access to Virtual Engineers for Partners

Marketing Engine2 1. Vertical Focus / Customer Acquisition

2. Configurable partner-ready content3. Execution Support

FY12 Key Initiatives

FY12 Key Initiatives

Cisco will actively drive the Partner Led model, with funding prioritized in 4 key areas





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Marketing Resources




Enterprise

Commercial

Small Business

Avant Garde

Avant GardeProgram OverviewThe Avant Garde program has been designed to provide incremental Cisco revenues accelerating your sales cycles and making it easier to sell Cisco.

Avant Garde aims to do two things

• Provide Partners with account information from customers they have historically sold into to help them go deeper into their accounts

• Equip Partners with profiled customer information to help them cast the net wide and acquire new customers.

Learn about the program and partner benefits

Cisco Coverage Model & Where Avant Garde Fits

• Cisco has segmented its account base into Enterprise, Commercial and Small Business.

• Cisco has profiled a number of accounts within commercial to be PARTNER LED

• Avant Garde accounts are a sub-set of these profiled accounts in PARTNER LED

OIP for Avant Garde

Objective To provide an additional 4% product discount over-and-above the current OIP program to support partner profitability in the Acquire Account segment of Commercial

Partner Eligibility Registered Avant Garde Partners

Target Market • Commercial Acquire Accounts only where the Cisco Wallet Potential realized is 10% & Below

• This includes all Shark Pool accounts and some of the Green and Amber accounts (Please refer to Avant Garde tool for more information about these accounts)

End customer Eligibility

Partner Led opportunities in Acquired Account segment

Related URLsAvant Garde website

OIP for Avant Garde website

Avant Garde

Avant Garde is the key program that supports partners in the “Partner Led Named” space



http://ciscoavantgarde.net/overview.html

http://ciscoavantgarde.net/

http://ciscoavantgarde.net/oip.html



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Marketing Resources




Avant Garde Mobile Tool

About the toolCisco AvantGarde Mobile is an iPhone and iPad application meant to change your sales experience. You will now have access to all your Avant Garde information regarding prospects and customers wherever you may be. A simple filtering system will allow you to select your accounts or prospects from the Shark Pool, based on verticals, technologies and revenue potential.. Learn More about the tool

Avant Garde

Engagement Tools Enablement

Pay-for-PerformanceAccount Analytics

Smart filtersSmart Filters have been designed to accelerate your focus

Initiating Business Conversations (IBC) IBC supports the expansion of your customer base. IBC contains what you need to know to have relevant conversations with prospects

News FeedGet regular updates from Cisco through the Newsfeed.

Client ViewAvant Garde Mobile provides you with profiled accounts highlighting industry, and potential spend by technology.

Champions See how you stack up against the rest in the Champions feature. Pipeline and Booking performance will be updated and published on a monthly basis.

Avant GardeMovile Tool

Features

Cisco developed a new mobile tool for Avant Garde users to help them access information on the move



http://ciscoavantgarde.net/salestools-mobile.html



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Marketing Resources




Velocity Offers

Have Lots of Funand Sell Cisco!

Hokkaido Express(ANZ, KR, SG, MY, THPH, ID, VN)

Race to Rio (India) F1 (China)London Olympics

(China, HK, Taiwan)F1 (China)

1

2

3

Be rewarded for your sales efforts

Velocity Offers

“Partner Led Velocity” partners can take advantage of many promotions to drive sales and improve profitability





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Marketing Resources



FY12 Key InitiativesPartner Led VelocityPartner Led Named Velocity Offers

Overview

Velocity Offers

Right PriceFast Track / Fast Track Accelerators

Every Day Right Price

Cross Sell Up SellInstant Rebates on Bundles

Partner RewardsIndividual rewards –

Connect Rewards / Cisco Rewards

Margin ProtectionOIP Express

ProfitabilityVIP Express

End User OfferNon Cash Incentive

Velocity Partner Focus

Competitive Disruption Campaigns

• Rewards and recognizes partners for all their Cisco sales through Cisco Connect Rewards

• Drive specific product sales with special rewards in every quarter together with price promotions like Fast Track Accelerator

These “Velocity” offers fall into multiple categories



http://www.cisco-connectcampaign.com/HokkaidoExpress/eng/promos.asp

http://www.cisco-connectcampaign.com/HokkaidoExpress/eng/promos.asp

http://www.cisco.com/web/partners/incentives_and_promotions/cisco_rewards.html?Asia%20Pacific




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Marketing Resources



FY12 Key InitiativesPartner Led VelocityPartner Led Named Distributor Relationships Overview

Distributor Relationships Overview

IntroductionDistributor relationships are crucial to Cisco. Cisco distributors have been selected for their understanding and expertise in the SMB market. In total, there are 48 distributors working with Cisco in APJC theatre.

4 Value propositions for partners

39 in Asia Pacific 4 in Japan 5 in China

Pick, Pack, Ship• Investment in available inventory• Supply Chain Services• Credit lines to Disti

Sales, Tech Enablement• Cisco dedicated Disti personnel • iDEA (Disti Expert Academy) Jan. 2012• Over 800 Disti seminars in FY11• Joint Demand Gen and analytics

Value Add Services• Provides access to Video TP Products • Cisco/Disti/Reseller collaborative services• Data Center Configurations• New Products (i.e. acquisitions)

Innovative Models• Managed Voice/Webex Disti hosted • IaaS (Datacenter)• Application aggregation (Cloud)

APJC Disti Network

Distributor count in APJC

Cisco works closely with our distributors to offer a wide variety of benefits to those partners, which fall in 4 key areas





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Cisco Capital Overview Cisco Capital Benefits Cisco Capital Offers Pre Owned Equipment

Cisco Overview Partner with Cisco Sell & Market Cisco Tools & SupportCisco Capital

Cisco Capital Overview

Cisco Capital Overview

This sections covers the Cisco Capital and its financing solutions






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Cisco Capital BenefitsOverview: Lines of BusinessCisco Capital, as a wholly owned subsidiary of Cisco, has the primary mission of profitably providing innovative financing that enable sales and business growth.

It has three Lines of Business• Technology Financing• Channel Financing• Pre-Owned Equipment

Cisco Capital Benefits

Key benefits to Partners• Make selling easier: Offering financing can provide you with a highly persuasive

sales tool to overcome the biggest customer objection: Price. You will no longer be selling the upfront cost of the full solution, but rather manageable monthly or quarterly payments to your customers.

• Differentiate yourself from your competitors: Cisco Capital financing is extremely competitive and we develop market-leading programs. Offering a whole solution from Cisco which addresses your customers’ financing and business needs at the same time will help you stand out from your peers and win more business.

• Protects margins, prevents discounts: By taking the focus away from the cash price of the solution towards a manageable monthly payment customers are far less likely to enter into discount discussions.

• Improve customer retention and repeat business: Cisco Capital provides you with an early warning system. When your customer wants to acquire further technology, they will approach Cisco Capital to adjust their finance agreement. We will then inform you immediately, thus providing a sales opportunity.

Related URLsTen Good Reasons to Consider Financing

Competitive advantages of Financing with Cisco Capital

Company Website

APJC Sales Contact List

Cisco: Lines of business

TechnologyFinancing

ChannelFinancing

Pre-OwnedEquipment

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

Cisco Capital provides financing support for you to grow your business




http://www.cisco.com/web/AP/ordering/assets/docs/CIS-K263-10GoodReasons_Bro.pdf

http://www.cisco.com/web/SG/ordering/capital/index.html#~two

http://www.cisco.com/go/capital

http://www.cisco.com/web/AP/docs/Cisco_Capital_Leasing_Account_Manager.pdf



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Cisco Capital Offers

FY12 APAC Offers: Technology Financing

Cisco Multi-Year ServicesInterest-free financing for 24-60 months with minimum of US$50K net per annum for eligible services in most APAC countries. Expires: July 30, 2012

Progress PaymentsCisco UC and TP solutions with NO finance charges for up to 120 days with minimum order value of US$50K in most APAC countries. Expires: July 30, 2012

Collaboration BreakawayCisco Collaboration solutions via competitive replacement with attractive rates as low as 0% for 2 yrs, 1% for 3 yrs, 2% for 4 yrs & 3% for 5 yrs in most APAC countries. Expires: January 28, 2012

Payment Deferral6-month deferral payment offer on all Cisco technologies with 36 and 48 month lease terms available in most APAC countries. Expires: July 30, 2012

Easy Lease Financing24-60 months FL/FMV starting at US$10K for all Cisco hardware (US$5K for telephony deals), software & services in the ANZ Commercial & SMB segments.

Learn More

Learn More

Learn More

Learn More

Learn More

There are many ways you can engage Cisco Capital to sell faster and to make your opportunity larger




http://www.cisco.com/web/AP/ordering/assets/docs/0_percentage_MultiYear_Services_Brochure.pdf

http://www.cisco.com/web/AP/ordering/assets/docs/Progress_Payments_Brochure.pdf

http://www.cisco.com/web/AP/ordering/assets/docs/Collaboration_Breakaway_Brochure.pdf

http://www.cisco.com/web/AP/ordering/assets/docs/Payment_Deferral_Brochure.pdf

http://www.cisco.com/web/AP/ordering/assets/docs/CIS4336_brochure_aus5.pdf



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Pre Owned Equipment

Pre Owned Equipment Presented below are the benefits of purchasing pre owned equipment

Side by Side Comparison: Pre Owned Equipment

Inventory Across all technologies 2800+ models, all technologies VariesCondition

New – tested and certified by Cisco

Tested and certified by CiscoProprietary product hardware and firmware upgrades (ECOs) Valid IOS software license included

VariesAs-is (basic functional testing /“power up” lights testing)As-is software version (may or may not be current)

Warranty90 days to limited lifetime warranty

Same-as-new warrantySame-as-new Cisco service options

Varies

Support Supported through Technical Assistance Center with options for levels of support

Supported through Technical Assistance Center with options for levels of support

Hardware replacement only May not be eligible for Cisco support

Pricing60-90 percent off original list priceNo hidden costs

Varies—Up to 90 percent off original list priceSoftware re-licensing fee, hardware inspection must be purchased

Available Through

Cisco authorized resellers and distributors Cisco authorized resellers and distributors Resellers with no contractual arrangement with Cisco

Used/Refurbished Cisco Equipment (Not Certified by and Sourced through Cisco)

A low-cost alternative when new is not an option Improved ROI and profitability

Single source for new and used Cisco equipment needs

Green – recycle, refurbish and dispose

Immediate delivery and next-day shipping

Access to latest technology and end-of-sale products

You can also leverage the “Cisco Pre-Owned Equipment” program to give you additional price and sourcing flexibility






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Overview Channel Partner Program Tools Policies Cisco Support


Overview

Tools & Support Overview

This section lists all the important Cisco tools, partner helpline (CSG) and important policies that govern Cisco’s interaction with partners










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Channel Partner Program Tools

Channel Partner Program ToolsPopular Tools

Tool Description Related URLs

Certification and Specialization Application

• Apply for new certification and specialization• Manage existing certification and specialization• Use reporting functionality to plan and schedule upcoming training to maintain certification and specialization

compliance

LaunchLearn More

Cisco Commerce Workspace• Register deals, select and qualify a promotion, create a quote, add trade-ins, submit for approval and make

revisions to deals and quotesLaunchLearn More

Cisco Service Contract Center (CSCC)

• Quote, order and manage your Cisco service contracts.LaunchLearn More

Dynamic Configuration Tool • Enables online configuration of Cisco products and offers detailed compatibility information. Launch

Platform (PPP) – Partner Program Enrollment (PPE), Partner Program Intelligence (PPI)

• Use PPE to enroll, submit and track multiple Cisco Programs like VIP.• Use PPI to track program eligibility requirements, get real time data on eligible bookings and potential rebate

amounts

PPELaunchLearn More

PPILaunchLearn More

My Cisco • Customize your Cisco.com experience with data you use frequentlyLaunchLearn More

Order Status Tool • Check the status of an order and run reports. Launch

RMA Service Order Tools • View service order status or service parts. Launch

Partner Marketing Central • Create co-marketing campaigns, track funding, and manage customer events. Launch

Learning Partner Locator• Locate Cisco training courses and learning offerings. Find the Cisco learning partner that offers the

combination of learning options and related services you need. Launch

Partner Self Service• Maintain company data, contacts and location information and authorize their employees to access Cisco tool• Associate themselves with own company and to obtain Partner Level access• Cisco PAMs/TBMs/AMs login to PSS to view partner details

LaunchLearn More

Partner Education Connection (PEC) • Access Education Anytime to Accelerate Capability & Grow Technology Skills.

LaunchLearn MorePartner Education Connection At-A-Glance (PDF - 138KB)

Tools Website

There is a myriad of Partner Tools to help you optimize your relationship with Cisco




http://tools.cisco.com/WWChannels/cpapp/home.do

http://www.cisco.com/web/partners/tools/csapp_info.html

http://www.cisco.com/go/commerceworkspace

http://www.cisco.com/web/partners/events/commerce_workspace.html

http://tools.cisco.com/scc/

http://www.cisco.com/web/services/ordering/cscc/index.html

https://tools.cisco.com/qtc/config/html/configureHomeGuest.html

http://www.cisco.com/go/ppe

http://www.cisco.com/web/partners/events/ppp_et.html


http://www.cisco.com/web/partners/tools/partner_program_intelligence.html

http://www.cisco.com/cisco/psn/web/workspace

http://www.cisco.com/web/partners/sell/technology/ipc/partner_workspace.html

http://tools.cisco.com/qtc/status/tool/action/LoadLandingScreen

http://tools.cisco.com/serviceordertools/svosubmit/tools.do

http://www.cisco.com/go/partnermarketing

http://tools.cisco.com/GlobalLearningLocator/LLocatorHome.do

http://apps.cisco.com/WWChannels/GETLOG/login.do

http://www.cisco.com/web/partners/tools/partner_self_service_info.html


http://www.cisco.com/web/learning/le36/learning_partner_e-learning_connection_tool_launch.html

http://www.cisco.com/web/partners/downloads/partner/WWChannels/tools/downloads/pec_aag.pdf

http://www.cisco.com/web/partners/downloads/partner/WWChannels/tools/downloads/pec_aag.pdf

http://www.cisco.com/web/SG/partners/manage_index.html#~1



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Partner Tools FAQ & Contacts

Category Questions Answers

Access

How do I obtain access to Partner tools (PPE; PPI; PSS & CCW)?

What you need is a Cisco.com ID. If you don’t have a Cisco.com ID, go to www.cisco.com and click on “Register” in the upper right hand corner. Follow the instructions and the registration will be complete once you activate the link in the confirmation email sent to you. (Some tools may need additional approval)

AccessHow do I obtain partner level access for my Cisco.com ID?

Log in to Partner Self Service, choose “Associate Myself with a Company”, search and select your company, select the location, update your information and profile, then submit. The company administration will approve or deny the request.

Partner Registration

How can I become a Cisco Registered Partner?

Using a valid Cisco.com ID, log in to Partner Registration Tool. Provide the company and contact information. Review and accept the Ts&Cs of the Indirect Channel Partner Agreement (ICPA), and submit the application. It must be approved by the Cisco channels field organization prior to being accepted into the program.

EnrollmentHow do I enroll my company in a Cisco Partner Program?

Enrollment into Cisco Partner Programs is done through PPE tool . You must have a Cisco.com ID and the correct level of access as provided by your partner administrator. Once you enter the enrollment tool, follow the steps accordingly.

Support Who can I contact if I encounter issues with the tools? You can contact the Channels Specialist Group. Click here to write to reach them.

SupportHow long is the approval process for DART?

Once the price deviation is submitted it must go to the appropriate management for approval. Once the deviation gets to the price dev team, please allow 24 hours for a response.

SupportIn CCW, can one partner proxy for another partner?

No. The proxy feature is available only to Cisco Internal Users. Partners have similar capabilities by sharing deals in CCW

Channel Partner Program Tools







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Policies

SupportMore information & exceptions to Policy Information, you may contact the CSG Team.

PoliciesThere are certain policies which govern Cisco’s interaction with partners. The important ones are covered here.

Direct Partner Policy (DPP) Direct Partners are those Partners that purchase and/or license Cisco services and productsdirectly from Cisco and are contractually authorized (typically through a System IntegratorAgreement) to resell to end-user customers.

There are 4 requirements that a Direct Partner must meet:

• Capability : Gold or Silver certification OR Master UC or Master Security specialization OR MSCP authorized

• Past Booking : Average USD 4 million product and service net booking in the P12M• Joint Business plan : Transparency on a long term (3 years) business plan & Pipeline

for next 4 rolling quarters will meet requirement set out in point 2 above• Credit-Line Capacity : Partner must provide the necessary information due for a Credit

Assessment and the Cisco credit team has established partner’s credit limit.

1 Business Entity (BE) 1 Global Ultimate (GU) Policy To maintain data quality for Cisco’s Partner database which flows into our finance systems that enables transactions e,g. payment of rebates, we have instilled a 1BE 1 GU policy that dictates that all companies whose have more than 50% of their shares owned by the same company should be all held in one hierarchy.







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Policies

Differential Discount Policy (DDP)DDP is a Cisco sales policy that states that when a partner is approved for an OIP, SIP or TIP, and that deal needs additional non- std discount, then the approved partner will receive at least a 5% differential over all other partners requesting non-std pricing on that deal.

Channels Booking Neutrality (CBN)The purpose for Channels Booking Neutrality (CBN) program in Asia Pacific is to level the playing field between 1-Tier & Tier channels, to bridge the gap between the various route-to-market channels and to maintain channels neutrality.

Channels Booking Neutrality orders will be submitted by the Distributor to Cisco through a special purchasing Account and will receive bookings credit at date of “Cisco Book” equivalent to a 1-Tier booking. CBN orders will be assigned revenue credit upon Cisco invoice.

This program will be offered to all Distributors and each Distributor will be required to opt-in or opt-out of the Program. Some of the key requirements of Distributors are as follows:

• Participates in Cisco’s high value business strategy • Have a pipeline of anticipated project orders greater than US$100K Nett • Agree to the terms & conditions of the CBN program specifically• Orders will be net, up-front priced and there will be no claiming activities, i.e. no DART • Will not hold any CBN inventory and distributor’s general inventory will not be used for

the fulfillment of CBN orders






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Cisco Support

Cisco SupportChannel Specialist Group (CSG)Overview:

CSG is established as a one-stop business operation excellence team for Cisco’s community of partners in Asia Pacific. This highly-rated team has been an indispensable resource for all our partners.

Benefits for Partners include:

• Fast and effective support for partners in 6 languages• Direct access to Specialists who are truly knowledgeable around each country’s

partner programs• Profits maximization through close tracking of incentive program enrollments• Timely and programmatic support for partners in maintaining Certification &

Specialization• Consistent updates on new programs, promotions, trainings and events• Regular reviews with select partners in local languages on key program activities and

performance

How to reach CSG?

Country Email Toll Free Number

Australia [email protected] 1800 134 349

NZ [email protected] 0800 291 129

Korea [email protected] 0803 77 0880

Country Email Toll Free Number

Malaysia [email protected] 1800 88 1292

Philippines [email protected] 1800 1441 0466

Singapore [email protected] 800 4481627

Vietnam [email protected] 1800 585809

Thailand [email protected] 001 800 611 0754

Indonesia [email protected] 001 803 61 838

India [email protected] 000 800 100 1364

Japan [email protected] 0120 092 255

DownloadsCSG At-a-Glance

Frequently asked questions

Related URL’sCSG Website

Services provided by CSG

CSG is a dedicated team of Cisco subject matter experts helping you to get queries answered and move ahead smoothly in growing your businesses



http://www.cisco.com/web/AP/partners/assets/docs/CSG_at_a_glance.pdf

http://www.cisco.com/web/AP/partners/assets/docs/CSG_FAQ_Partners_CA.pdf

http://www.cisco.com/web/SG/partners/csg.html

http://www.cisco.com/web/SG/partners/csg.html#~2



APJC Partner Playbook - Cisco Community

Documents