© 2010 cisco and/or its affiliates. all rights reserved. cisco ...€¦ · partner program. •...
TRANSCRIPT
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 1
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
Partner or Cisco
Identified
CiscoIdentified
PartnerIdentified
OpportunityIncentive Program (OIP)
Partner Led/HuntedOpportunities
Teaming Incentive Program(TIP)
Solution Incentive
Program (SIP)
Pre-ApprovedSolutions
Cisco LedOpportunities
Continue strategy of 100% Partner Alignment in all Opportunities
Easy to use programs to drive partner loyalty, profitability and specific behaviors
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
• SIP rewards partners who can develop and sell complete repeatable solutions that integrate Business Application, Lifecycle Services and Cisco technology.Objective
• Upfront fixed discount• Hardware +4 points (Baseline 42%)• UCS up to +3% (Baseline 61%)
Reward Type & Value
• Select, Premier and Gold Partners, Master, Advanced, or Express Managed Services Certified PartnersPartner Eligibility
• Open to all customer market segments. Each opportunity must:• Include one or more business-relevant third-party or proprietary application that directly
affects the End Users business function, processes, or productivity.• Ensure that the Cisco components and services included in the business solution comprise
no more than 80 % of the total solution.• SMB/Comm = $10,000 CDN List price minimum deal size• Enterprise = $50,000 CDN List price minimum deal size
Solution/Opportunity Eligibility
• Partner must register solution in PPE, then individual deals in CCW• Approval requires BOM uploadHow to use
• Can be combined with OIP, TIP, TMP, Collaborate Everywhere and Security IgniteStacks & Combinations
• Ongoing• Eligibility Timeframe: 6 months from qualification dateValidity Dates
• www.cisco.com/go/sip-canadaFind out More
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
§ Stackable discount off list priceo Hardware up to 4% (Baseline 42%)o UCS up to +3% (Baseline 61%)
§ Combines with other incentivesa) OIPb) TIPc) Trade Ind) Collaborate Everywheree) Security Ignite
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
• Develop your solution with a proprietary or third-party application.• Develop your solution by taking advantage of the Cisco Solution
Partner Program.• Develop your solution with a Cisco Validated Design using a Cisco-
Validated Template (CVT) such as:• VersaStack ™• FlexPod• FlexPod Express• Citrix XenDesktop• VMWare Horizon View
• If Partner has a global presence, can leverage SIPs already created by their offices in other countries.
Go to www.cisco.com/go/sip and download the business plan for the solution you will position.Upload completed business plan in PPE. Upon enrollment approval partner starts registering deals in CCW.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
Stackable Incentives and Promotions (Example - % may vary)
Hunting (OIP) or Teaming (TIP) +8%
New Account (NAB) +4%
Displacement (Collaborate
Everywhere) +17%
Solution (SIP) +4%
Promotions (i.e. Fast Track +5%)
Trade-in (Variable%)
Tota
l Dea
l Pric
ing
Hunting/Teaming are the exclusive differential incentives
Multiple behavior rewards can be combined
Promotions can stack with Hunting or Teaming
Base discounts form the foundation of the discount stack on partner led business
Incentive for upgrading old Cisco or replacing competitor equipment
Base Discount (42%)1Tier Direct: Buy at certification discount (Ex: 42% Gold)
2Tier through Distribution – No change
Base DiscountsCurrent list pricing will not change for items in the current catalog.
Base Discount Categorization*
*up to
Compute (UCS) 61%
Core (Classic) 32-42%
Market (Future Offers) 20%
Net (Future Offers) 0%
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
Cisco can discuss:To Customer :
• Cisco employee cannot confirm or deny who has earned a program discount.
To Non-Program Partners :
• For inquiring partners we can confirm that they’re not eligible for a program registration.
• Cisco will not confirm nor deny if another partner or if any partner has received a program discount.
Program holding Partner can discuss: To Customer :
• Program holding Partner can only confirm that they have been given an earned discount but cannot say what that discount is.
To Non-Program Partners:
• Nothing
Non-Program Partners cannot discuss details with customers.
Thank you.