© 2006 cisco systems, inc. all rights reserved.cisco confidential 1 program period 14 august 4,...
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© 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1
PROGRAM PERIOD 14—
August 4, 2009, 8:00 a.m. (PDT)
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential
Cisco Value Incentive Program
Commitment to Partner Profitability
August 4, 2009
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3
Agenda
What’s New:– VIP Evolution
– Borderless Networks, Collaboration and Virtualization
– Multinational
– CSAT
Program Rules
Program Summary
Tool– VIP Tool: Enrollment
– Partner Program View: Booking & CSAT
Support
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 4
What’s NewVIP EvolutionBorderless NetworksCollaborationVirtualizationMultinational CSAT
© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 4
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5
In Line with the Cisco and Cisco Channel Partner Program Evolution, VIP Is Evolving and Increasing Benefits for Partners that Sell
Advanced Solutions within an Eligible Architectural Play
Next Generation VIP ProgramBegins with VIP Period 14
UC CollaborationUC Collaboration
DC VirtualizationDC Virtualization
Security, Wireless Borderless Networks Security, Wireless Borderless Networks
Architectures drive business transformation Architectures drive business transformation
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6
Next Generation VIP ProgramBegins with VIP Period 14
New VIP Subtracks
Collaboration
TelePresence
Collaboration
TelePresenceVirtualization
Storage Networking
Unified Computing System
Virtualization
Storage Networking
Unified Computing System
Borderless Networks
Switching
Routing
Wide Area Network Optimization
Borderless Networks
Switching
Routing
Wide Area Network Optimization
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 7
Multinational Master Specialization Strategy
Next Generation VIP ProgramBegins with VIP Period 14
Support WW Channels goal of driving greater Partner Capability by:
– Development of the first theater wide multinational master specialization to allow partners greater differentiation across an entire theatre
– Provide more flexibility for partners doing business in multiple geographic regions
– Aligning the financial incentives (VIP) to recognizes these investments
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8
Customer Satisfaction Process Simplified
Next Generation VIP ProgramBegins with VIP Period 14
Customer Sat simplified across tracks. Partners only need to achieve one score and one number for valid responses and it will apply to all tracks that partner enrolled
Measure CSAT twice a year (end of Q2 and Q4), on a rolling 12 month window
Based on outcome, partner will be eligible for VIP payout for any track (must meet all other requirements at sub track level)
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VIP14 Program Rule —Borderless Networks
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VIP Borderless NetworksTrack Borderless Networks
Sub-track WAN OPT Security Wireless Routing Switching
Entry requirement
AdvanceR & S
Advance Security
Advance Wireless
Premier Cert or R&S
Premier Cert or R&S
Minimum* booking
USD 80K 6mthUSD 40K 3mth
USD 40K 6mthUSD 20K 3mth
USD 30K 6mthUSD 15K 3mth
N/A N/A
CSAT target*4.40
Gold/Sliver Certification: min. 20 valid responsesPremier Certification: min. 10 valid responses
SKU Categories %( A, B, C, D)
Cat D5%
Cat B/C/D15%/10%/5%
Cat B/C/D15%/10%/5%
**Cat A/B/C/D21%/15%/10%/5%
**Cat A/B/C/D
21/15%/10%/5%
Gold bonus% 1% 1% 1% N/A N/A
Master bonus% N/A 3% N/A N/A N/A
BN Kicker%*** N/A 2% 1%
*APAC only**Only Opportunity Incentive Program (OIP) and Solution Incentive Program (SIP) standard deals related to Routing and Core Switching sub-tracks. are entitled to this registered incentives. China is out-of scope for OIP/SIP kicker*** Lesser of 1% on Core Routing/Switching net bookings or 2% combined SEC/WLAN net bookings
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11
Borderless Networks Kicker
Eligible Core Shipped Bookings * 1%
Security + Wireless Shipped bookings * 2%
Payout Rules:
1. Partner must meet VIP qualification rules in R/S, Security, and Wireless (minimum bookings, CSAT, Specialization, etc.)
2. Payout calculation: 2% of the combined Sec/Wireless shipped bookings not to exceed 1% of the R/S qualified shipped bookings calculation
Example: Partner A bookings $4M Core shipped bookings and $1M combined Security and Wireless. BN kicker $20K.
($4M x 1% =$40k, $1M x 2% =$20K, lesser of which is $20K)
Core Bookings
Core Bookings
Security & Wireless Bookings
Security & Wireless Bookings
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12
New VIP 14 Program Wireless Structure
Key Points:• All Borderless Networks Technologies have same payout• Standards of 15%, 10%, 5% • Wireless will have SAME payout as other technologies• Increased payouts for key WNBU strategies – ie: Unified / 802.11n
Category A B C D No Incentive
Payout % 21% 15% 10% 5% 0%
Products N/A MSEWIPS
•Unified 802.11n AP’s•Standalone 802.11n AP’s•5500 Controller•Cross – BU products ( :eg: ISR with Wireless)
•4400 Controllers•WCS•a/b/g Unified AP’s
•a/ b/ g Standalone AP’s•Antennas•Power Injectors
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13
New VIP 14 Program Security Structure
Key Points:• All Borderless Networks Technologies have same payout• Standards of 15%, 10%, 5%
Category A B C D No Incentive
Payout % 21% 15% 10% 5% 0%
Products N/A “Advanced “ Security (i.e.: IPS/IDS, CSC, SSL, CCA, MARS, etc.)
“Allocated” Products with attached AT (i.e.: Secure Routers, Switches)
“Foundation” Security (i.e.: Basic Firewall, ACS, CSM, NCM, etc.)
N/A
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14
Our customers need a Borderless Network.
Cisco is aligning across all functions to partner with you to deliver it.
Our success depends on your success
R & S is huge portion of business. . .imagine opportunities . .added capabilities, intelligence
Cisco is ONLY company with a whole architecture
We are committed to help you deliver the Borderless Network
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15
VIP 14 Program Rule - Collaboration
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VIP Collaboration Track
Track Collaboration
Sub-track Unified Communication TelePresence
Entry requirement Advance UC Specialization ATP
Minimum booking*USD 50K 6 mthUSD 25K 3 mth
USD 100K 6 mthUSD 50K 3 mth
CSAT target*4.40
Gold/Sliver Certification: min. 20 valid responsesPremier Certification: min. 10 valid responses
SKU Categories% (A,B,C,D)
Cat A/B/C/D21%/15%/10%/5%
Cat C/D10%/5%
Gold bonus% 1% 1%
Master Bonus% 3% N/A
*APAC only
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Collaboration VIP14 Highlights Launch of new Telepresence VIP track within the Collaboration VIP program
Alignment of UC VIP payout structure with broader VIP program: 21%/15%/10%/5%
Continued reward for partners leading with advanced Collaboration sales• CUWL & UCSS sku’s continuing to pay out at Category A level
• Introduction of the WebEx/ASR node into VIP at Category A level
• Elevating of UC Management Solutions to Category A
• Raising of all Cisco Unified Communication Manager 7.X SKU’s to Category A
Removal of HP MCS Servers from VIP• Lead with comparable IBM MCS platforms
Updates to Cisco IP Phone VIP strategy• Moving older model 7940, 7941, 7960 & 7961 IP phones to Category C
• Migrate customers w/ basic phone needs to the new 6900 series IP phones in Category B
• Lead with 7942/7945/7962/7965 model IP phones for customers with advanced IP phone requirements (Category B)
Migration of the UCX, BE & UC500 VIP programs & technologies to Small Business Advantage & Commercial PDF programs
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TelePresence VIP Program“Driving the Momentum”
350 customers & 2,300 TelePresence rooms Inter-carrier, intercompany solutions More network options with Extended Reach More applications with TelePresence Recording
Studio More room options with new multi-purpose
CTS1300 Tiered Rebate Structure
TelePresence end points and infrastructure included in new Category D (5%)*
New TelePresence Recording Server included in Category C (10%)*
1% Kicker for Gold Partners Requirement for authorization for TelePresence
Channel Program
*Master partner rebate incentives not applicable
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19
Cisco PDF Pro Advanced & Commercial PDF Programs
New simplified profitability programs for Cisco Small Business Pro & Commercial UC Solutions
• Increased payout frequency – quarterly payouts
• No customer satisfaction (CSAT) requirements
• Annual program enrollment
PDF Pro Advanced• Focus on Cisco Small Business Pro & UC500 offerings
• Eligible Partners: Express, Advanced & Master UC Specialized Partners w/ the SMB or Express Foundation Specializations
• 10% rebate across full Cisco Small Business Pro portfolio
www.cisco.com/go/pdf
Commercial PDF• Migration of UCX & BE VIP programs to PDF program
• Separate tracks for Express UC Specialized and Cisco Authorized Business Edition Resellers
• Tiered rebate structure
• Foundation : 10%
• Advanced: 16%
www.cisco.com/go/commercial-pdf
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20
VIP14 Program Rule —Virtualization
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VIP Virtualization Track
Track Virtualization
Sub-track Unified Computing Storage Data Center
Entry requirement UC ATP Advance DCSNData Center Network
Infrastructure
Minimum booking*USD 50K 6mthUSD 25K 3mth
USD 15K 6mthUSD 7.5K 3mth
USD 200K 6mthUSD 100K 3mth
CSAT target*4.40
Gold/Sliver Certification: min. 20 valid responsesPremier Certification: min. 10 valid responses
SKU Categories% (A,B,C,D)
Cat D5%
Cat B/C/D 15%/10%/5%
Cat C/D10%/5%
Gold bonus% 1% 1% 1%
*APAC only
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 22
New VIP 14 Program UCS Structure
Key Points:• VIP14 DC Payout appropriate to Cisco B-Series ONLY• DCUC-ATP Partners Only Eligible
Category A B C D No Incentive
Payout % N/A N/A 10% 5% 0%
Products N/A N/A N/A UCS B-Series SKUs
N/A
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 23
New VIP 14 Program Data Center Structure
Category A B C D No incentive
Payout % N/A N/A 10% 5% 0%
Products N/A N/A N2000, N5000 ACE APP, ACE MOD, C4KFXD, C6000, N7000
N/A
Key Points:• Nexus 2000 @ 10% Payout
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 24
VIP 13 vs. 14 Payout Structure
VIP 13 VIP14
CAT A CAT B CAT C Track CAT A CAT B CAT C CAT D
Multi UC-Host**
N/A N/A N/A 21% 15% 10% 5%
Multi UC—
Satellite**N/A N/A N/A 11% 8% 5% 3%
UC 21% 16% 12% 21% 15% 10% 5%
UCX* 16% 12% 12% N/A N/A N/A N/A
TP** N/A N/A N/A N/A N/A 10% 5%
Co
llab
ora
tion
* Moved to PDF in FY10** New in VIP14
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 25
VIP 13 vs. 14 Payout StructureVIP 13 VIP14
CAT A CAT B CAT C Track CAT A CAT B CAT C CAT D
Security 14% 6% 12% N/A 15% 10% 5%
Multi-Sec-Host**
N/A N/A N/A N/A 15% 10% 5%
Multi-Sec-Sat**
N/A N/A N/A N/A 8% 5% 3%
Wireless 8% 3% 12% N/A 15% 10% 5%
WAN Opt.** N/A N/A N/A N/A N/A N/A 5%
Routing** N/A N/A N/A ^21% ^15% ^10% ^5%
Switching** N/A N/A N/A ^21% ^15% ^10% ^5%
DC 10% 5% 12% N/A N/A 10% 5%
Storage** N/A N/A N/A N/A 15% 10% 5%
Unified computing**
N/A N/A N/A N/A N/A N/A 5%Vir
tua
l-iz
atio
n
**New in VIP14. ^Only OIP/SIP standard deals are entitled.
Bo
rde
rles
s N
etw
ork
s
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VIP14 Program Rule —Multinational
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VIP 14 Multinational Rules
Host and Satellites countries must be in APAC theatre.
VIP bookings be pooled across host & satellite countries only
VIP bookings will be added for each country in the “pool” and must meet the aggregate bookings targets
Partners cannot add additional satellite countries after enrollment window has closed for VIP period
Partners will not be eligible to earn VIP in satellite countries if they lose the host country specialization
Partners can only enroll in either UC orMultinational UC subtrack
Partners can only enroll in either SEC orMultinational SEC subtrack
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 28
VIP 14 UC Multinational Partner- Example 1 Partner XYZ has a Host in China and a satellite in HK but Advanced UC
Spec in Korea and Vietnam. Partner has $100k bookings in China, $100k in Korea, $10k in Vietnam and $50k in HK. All bookings are Advanced UC bookings and can be pooled to meet minimum booking level of $125K.
Country Net Bookings
VIP Bookings target
Payment % on Cat. A products
VIP payout
China – HOST $100K $50K 21% +3% $24K
Korea – Adv UC $100K $25K 21% $21K
Vietnam – Adv UC
$10K $25K 21% $2.1K
HK – Sat. $50K $25K 11% $5.5K
Total $260K $125K $52.6K
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 29
VIP 14 UC Multinational Partner- Example 2 Partner XYZ has a Host in India and Advanced UC Satellites in Singapore
and Malaysia. Host enrolls as Multinational Master with selected Satellites which means booking targets will be pooled.
Country Net Bookings
VIP Bookings target
Payment % on Cat. A products
VIP payout
India – HOST $50K $50K 21% +3% $0
Singapore – Adv UC
$20K $25K 21% $0
Malaysia – Adv UC
$20K $25K 21% $0
Total $90K $100K $0
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 30
VIP14 Program Rule — CSAT
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VIP 14 CSAT Changes
One hybrid number, technology agnostic applicable to all the VIP tracks (for previous rolling 12 months)
CSAT Score: 4.40 or higher
CSAT Valid Responses Target
Certification Minimum number of responses*(Jan 25, 2009 – Jan 23, 2010)
Gold/Silver 20
Premier 10
*A valid response is a returned survey in which the end customer: - Agrees to evaluate the partner that sent the survey invitation - Rates the partner on overall customer presales satisfaction and post-sales satisfaction
*A valid response is a returned survey in which the end customer: - Agrees to evaluate the partner that sent the survey invitation - Rates the partner on overall customer presales satisfaction and post-sales satisfaction
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 32© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 32
VIP 14 Program Summary
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FY’10 Program Rules, VIP 14 (APAC only)
6 month net bookings minimumsCollaboration: UC $50K, TelePresence $100K
Borderless Networks: Security $40K, Wireless LAN $30K, Routing and Switching N/A, WAN Opt $80K
Virtualization: Data Center $200K, Storage $15K, Unified Computing $50K
Customer Satisfaction (CSAT)Minimum Score—4.40 or higher
Minimum survey responses required for Gold/Silver partners: 20
Minimum survey responses required for Premier partners: 10
All surveys are partner sourced
Maintain Specialization throughout entire program period
(Attainment—January 23, 2010)
Base Payout Requirements
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 34
VIP 14 Timeline
Program Period 14: July 26, 2009– January 23, 2010
Re-enrollment Required: For VIP 13 Partners
Enrollment Windows (for new and existing partners): August 10—September 4, 2009 for Q1 & Q2
October 26—November 13, 2009 for Q2 only
CSAT Survey Period: Start: January 27, 2009
End: January 23, 2010
Payout Dates:1st check April 2010 (Shipment prior to February 12, 2010)
2nd check May 2010 (Shipment bet. February 12, 2010 and May 1, 2010)
Partners and CAMs should use the VIP Tool to track enrollment status only:http://www.cisco.com/go/viptool
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 35
What does VIP 14 mean to Partners?
With new subtracks added to VIP14, Partners have the opportunity to expand their incentive payments.
VIP 14 allows Premier Partners to enroll in Borderless Networks: Routing and Switching sub tracks.
VIP 14 allows Partners to earn more incremental payouts. E.g. Borderless Networks Kicker
With CSAT Simplification, Partners only need to achieve one hybrid number across all tracks and its subtracks.
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VIP Tool – How do I enroll?
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VIP Program Enrollment
Logon to www.cisco.com/go/viptool and these are theSix Simple steps to enroll in the VIP program with the VIP Tool
Click Apply
On Line
11
Select the Country
22
Accept Cisco
Terms and Conditions
44
Complete the Application
Contact, Pay-To,
CSAT details
55
Click Submit
66Select the
Track
33
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VIP 14 Partner Program View, PPV
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Partner Program View (PPV)
Partner Program View provides daily visibility to your progress to date in the current Value Incentive Program
Partner Program View will provide visibility to VIP 14 bookings on September 4 2009.
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 57
VIP 14 Support
Open a case on partner help online: www.ciscopartnerhelp.com
– Select category “Programs”
– Select subcategory “Value Incentive Program”
– Click Submit
VIP URLs: VIP home page: www.cisco.com/go/vip
VIP Tool: www.cisco.com/go/viptool
PPV Tool: https://apps.cisco.com/mbrre/saw.dll?Dashboard
PAL Tool: www.cisco.com/go/pal
© 2009 Cisco Systems, Inc. All rights reserved. Cisco Confidential 58
VIP 14 Period Partner Call to Action
Be certain to enroll in VIP 14
Work with your CAM to fully leverage training and enablement tools available from Cisco
Make architectures part of your daily sales practice
Celebrate success together
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