Valeria Lucero Raphael Santeli Program Manager Business Engagement Manager April 2015 Audience: Partners Guided Deal Registration Training
Valeria Lucero Raphael Santeli
Program Manager Business Engagement Manager
April 2015
Audience: Partners
Guided Deal Registration Training
Agenda
• Before we talk about GDR…. • Quick programs overview
• What is Guided Deal Registration? • Benefits to Partners & Distributors
• Quick tool demo
•Timeline, Support Resources, Q & A
Programs we’ll be covering today
New business opportunities
Teaming on Cisco initiated deals
Selling solutions
Upgrading or migrating customers’ installed base
Displacing the competition
Capturing new UCS or Nexus customers
OIP
TIP
SIP
TMP
Collab Now
NAB
• Certified Partners
• Partner hunted opportunities
• Previous RFP
• Minimum deal size $10K list
• Registration valid for 6 months
• Reward: + 14% discount (HW)
• Partner must register deal in CCW
• Learn more…. Program website
Opportunity Incentive Program OIPPreferred pricing for hunting new business
• Certified Partners
• Cisco initiated opportunities
• Qualifications previous RFP
• Minimum deal size $50K list
• Registration valid for 6 months
• Reward: + 14% discount (HW)
• Partner must register deal in CCW
• Learn more… program website•
Teaming Incentive Program – TIPPreferred pricing for teaming on Cisco initiated deals
Opportunity Incentive Program OIPPreferred pricing for hunting new business
Teaming Incentive Program – TIPPreferred pricing for teaming on Cisco initiated deals
Partner must register deal in CCW
• Has an RFP/RFQ/RFI been issued for this opportunity? (If YES, this opportunity does not qualify for OIP)
• Have you completed an in person or phone meeting with the customer for this opportunity?
• Please provide a detailed description of the following: 1) customer business issue, 2) network requirement and 3) proposed solution. Example: we are proposing a Cisco UC solution that will reduce telecom costs, is flexible to add new features as needed, and is scalable to accommodate future growth
• Please list and identify all sites and locations associated with this opportunity (i.e. departments, branches, cities, schools, etc)
Partner must register deal in CCW
• Provide a detailed description of the customer business issue (please be specific).
• Provide a detailed description of the proposed solution
• What type of communications have you had with the end customer and who is the key stakeholder?
• Identify all sites involved in the solution (City, State, buildings, etc.)
• Identify TWO pre-sales activities you intend to complete for this opportunity. Please select YES for TWO activities: Pre-sales Engineering Support for Architecture & Design, Technology demonstration, testing, or proof of concept –managed by the Partner engineers, EBC, Pre sales application support plan
Q: Can I include locally manufactured products in OIP/TIP deals?
A: Yes!
Q: OIP and TIP Discounts?
A: +8% on Brazil GPL
Q: How does it work?
Locally manufactured Products (Brazil only)
• Certified Partners
• Cisco or Partner initiated opportunities
• Reward: + 4% discount (HW)
• Partner must register solution in PPE to get additional discount
• Learn more… program website•
Solution Incentive Program – SIPAdditional pricing for selling Solutions
SIP
Cisco Validated Design
Solution Partners
Industry Solutions
Develop your
Solution
Technology Migration Program – TMPUp front credits for trading in old customer gear and purchasing new
PROGRAM ENROLLMENT
Annual Enrollment Through PPE
w ww.cisco.com/go/ppe
1QUOTE
CREATION
Partner Requirements:Create Quote in CCW
w ww.cisco.com/go/ccw
Cisco Requirements:Approve CCW Quote or
Initiate Quote Through SFDC
2ORDERING
Direct Orders:Partner Places Order and
Provides Deal ID and TMP Quote Number
Tw o-Tier Orders: Partner Places Order
Against Approved DART
3RETURNS PROCESS
Return Materials Authorization (RMA)
Notif ication (Listing Traded-In Products) Is
Sent to the Partner When Last Purchased
Product Is Shipped
Trade-In Products Are Due Back to Cisco Within 180 Days of RMA Notif ication
4www.cisco.com/go/tmp
Collaborate Now - Attractive discounts for migrating customers to the latest on-premises and cloud solutions, displacing competitors' products, selling video, and taking the lead in midmarket.
Upgrade Existing Customers:
Premises or Cloud
Competitive Displacement
4 W
ays t
o q
ua
lify
Growth in the Midmarket
Video Elsewhere
Upgrade Customer to Version 9.x or
Later or to an HCS Solution
Customer Is currently on one of the
following: UCM 3.x to 8.x or see more
• Registered Partners with required ATP, specializations
• Reward: + 9% discount (HW)
• Learn more… Promotion website
Avaya (Radvision, Nortel), Citrix, Huawei, Lifesize,
Microsoft, Polycom, Unity/Siemens
Selling BE6000 and < 1,000 users
Minimum $50K List (or $25K List
when Cloud Collaboration
Meeting Rooms (CMR) included)
From Qualified Products
UCS New Account BreakawayPromotional discount on eligible UCS and/or Nexus when selling UCS to customers that have not previously purchased UCS and/or Nexus products
• Registered Partners.
• Must have either Advanced Unified
Computing Technology or Advanced Data Center Architecture specializations to resell UCS B-series
• BOM must be at least 30% UCS and/or Nexus
• Customer has not previously purchased UCS and/or Nexus products
• Reward:
• Learn more: Program website
Program Resources
Cisco Incentives Snapshot http://www.cisco.com/c/dam/assets/partners/program-promotions-snapshot/program-promotions-snapshot.pdf
Partner Centralwww.cisco.com/go/promotions
Partner Guidewww.cisco.com/go/partnerguide
Promotions Cheat Sheet http://www.cisco.com/c/dam/assets/partners/Promotions-Cheat-Sheet/FY15-Cisco-Promotion-Cheat-Sheet.pdf
Marketplacehttp://marketplace.cisco.com
Bundle Basico de Acceso unificado
Bundle Avanzado de Accesso unificado
Cisco Connect 3.0
SmartPlay
Programa UCS Advantage Trade in
Renovaciones de Content Security
Cisco Unified Threat Management (UTM) Appliances for LATAM
Incentivos y Promocioneshttp://www.cisco.com/web/LA/partners/incentives_and_promotions/incentives_promotions.html
What is Guided Deal Registration?
Enhanced deal registration process that allows incentives to work together on a single Deal ID
Why are we moving to GDR?
Empower our
sales teams to
assign the right
pricing
Simple for our
Sales teams too
Simplified and
transparent
Partner pricing
experience
Right price to our
PartnersAllows Partners to
be profitable
Rewards Partners
for what they bring
to the deal
GDR Leverages Base Discounts & Stackable Incentives
Base Discounts
Current list pricing will not
change for items in the current catalog.
Base Discount Categorization*
Stackable Incentives and Promotions
Hunting (OIP) or Teaming (TIP)
Up to +14%
*To take advantage of multiple incentives, partners and distributors must register deals in CCW
Promotions (i.e. Fast
Track up to +5%)
Trade-in
To
tal D
ea
l Pricin
g
Hunting and Teaming are the
only exclusive differential
incentives
Multiple behavior rew ards can
be combined
Fast Track w ill stack w ith
Hunting or Teaming
Base discounts form the
foundation of the discount stack
on partner led business
Incentive for upgrading old
equipment or replacing
competitors’ equipment
Base Discount (up to 42%)1Tier Direct: Gold/Silver/Master/Advance Specialized: No change
2Tier through Distribution: No change
Compute (UCS) 61%
Core (Classic) 42%
Market (Future Offers) 20%
Net (Future Offers) 0%
Incremental DiscountAMs can also provide an
incremental discount
* Up to
New
Account (NAB) up to
+4%
Displacement(Collaborate Now) up to
+15%
Solution(SIP) up to +4%
Hunting and Teaming Incentive Programs
Registering for Hunting and Teaming in Cisco Commerce is the only way to ensure differentiation for partner deals
Hunting Incentive Program (OIP) Teaming Incentive Program (TIP)
Rewards and protects the presales investments partners
make when developing NEW BUSINESS
OPPORTUNITIES
Rewards partners for the value they add through their
investment in CISCO INITIATIED OPPORTUNITIES
1. One partner and ONLY one partner will be approved for the foundational discount per opportunity
2. The differential discount policy protects partners that have approved OIP or TIP when that registration goes to
non-standard pricing - the differential is 8 points
3. Leveraging Hunting (OIP) or Teaming (TIP) is not just about hitting the right discount target. Partners who follow
this strategy could increase their chances of winning business vs. their competitors
4. Distributors will continue to educate and enable partners to leverage program incentives
** as subject to OIP/TIP terms and conditions
Incentive Programs Stacking Examples
1. The discount “stack” refers to the ability of multiple incentives to be applied on a single deal ID
2. Rules define which programs can stack on top of base discounts
3. When stacking does not apply, CCW will analyze and apply the best discount
4. Stacking examples are intended to show combinations for the top incentives and promotions
Base Discount
Hunting
(OIP)
Teaming
(TIP)OR
Fast Track
Base Discount
Hunting
(OIP)
Teaming
(TIP)OR
Fast
TrackOR
Base
Discount
Solution
(SIP)
Base Discount
Hunting
(OIP)
Teaming
(TIP)OR
Solution
(SIP)OR
Collaborate Now
Base Discount
Hunting
(OIP)
Teaming
(TIP)OR
Collab
NowOR
Base
Discount
Base
Discount
Security Ignite
Base Discount
Hunting
(OIP)
Teaming
(TIP)OR
ASA & Competitive
Refresh
Stacking Example: Multiple partners, one opportunity
Base Discount
Hunting
(OIP)+14%
Collab
Now+15%
Fast
Track+5%
Fast
Track+5%
Base Discount Base Discount
Fast
Track+5%
Partner A receives OIP registration and takes advantage of other eligible incentives
Partner B takes advantage of eligible incentives
Partner C registers, but does not choose other incentives
Collab
Now+15%
• When Fast Track exists it will
always provide a 5%
differential for OIP/TIP
• For all other incentives when
Fast track exists; best pricing
is given
OR
OR
Hunting(OIP)/Teaming(TIP) + Fast Track
Pre – GDR
Fast Track discounts were incorporated into
OIP/TIP however, partners were not able to
easily identify those skus
Post – GDR
Discounts will now be displayed individually including
Hunting/Teaming (FT SKUs discounts may vary by SKU)
Note: 1Tier (when buying through Distribution) & 2Tier partners negotiate final pricing/discount w ith Distribution
Buy Method 1-Tier Direct 2-Tier (Disti)
OIP/TIP Present(via Deal Registration)
57% 57%
OIP/TIP Absent(via Quick Quote)
49% 52%
Post-GDR: 1-Tier Partners
- When Hunting/Teaming is present and Fast Track is applied, partners will receive the approved discount regardless of Buy
Method (e.g. Cisco, Distributors)
- When Hunting/Teaming is absent and Fast Track is applied,
partners may buy direct from Cisco however, we recommend to buy through Distribution for competitive pricing and inventory
availability
Base Discount
Hunting/Teaming
Fast Track X %
X %
X %
Example w ith FT sku at 52%
Deal Registration Enhancements
End-Customer Search
The search window will indicate if there is a Cisco AM or the Sales Team
Questionnaire
The system will display a questionnaire based on the incentives selected and will conduct an initial validation
Incentives Checklist
Incentives are presented in a more consumable format. Based on eligibility
and details entered on the ‘About the Deal’ page, partners can incentives
the partner and the opportunity may be eligible for.
Quoting and Pricing Enhancements
Promotion ExpirationThe Discounts & Credits tab will display the promotion expiration date. Notifications will be sent if the promotion will expire within 15 days
Price Change NotificationsYou can opt-in to receive a summary of all price changes and end-of-sale dates
1-Step ApprovalBOMs can be submitted at qualification. Qualification and Approval will be completed at the same time by the AM
List Price CatalogThe List Price Catalog will display base discount percentages, category, and end of sale date
Approval Process EnhancementsDeclined Incentives will still have Approved Deal ID
Deals will be ‘approved’ even when incentives are declined. The declined incentive(s) will be removed. This allows you to receive contractual and promotional discount and edit/add from one Deal ID. In the next release, AMs will be able to add additional discount to that Deal ID.
1
AM Visibility
The assigned AM or Sales team members will be displayed on the ‘Who’s Involved’ and ‘Review’ tab2
Parallel Approvals
All incentives can be approved at the same time3
Easier Deal Modification
When an incentive is modified, only the modified incentive will require re-approval4
Pricing Optimization Timeline & Deal Cutover
Phase 1:
GDR Awareness &Training
May ‘14 – Oct ‘14
Phase 2:
Controlled Availability Pilot
Nov ’14 – Feb ‘15
Phase 3:
ROW GDR Go-Live & Drive Adoption
Mar ‘15 – Feb ‘16 Mar ‘16
Nov 15, 2014
Pilot - Wave 1Feb 1, 2015
APJC - Wave 2
Mar 7, 2015
Go-Live
Deal
Consumption
Awareness &
TrainingFollow-up & Support
Partner Initiated Deals
• All in-progress deals must be submitted in Cisco Commerce by 6 pm Pacific on April 3rd, 2015
• In-progress deals not submitted by deal cutover will become read-only; partners will have to
recreate the deals using new GDR functionality
• Pre-GDR deals can be consumed until March 2016
No Action Required for the Following:
Global Partner-Initiated Deals, Cisco-Initiated Deals, and RNSDs
April 6, 2015
Go-Live
Order Management Coverage
For customer service, order management, and booking related queries:• Open, view or escalate a case via Customer Service Central • If this is your first time using Customer Service Central, you can access help
and support documentation • If your request is urgent, you may call customer service at 0018884432447• Contact Cisco
Program and Promotion Support
For program questions:• Send an email to: [email protected]