Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 1

Cisco Quick Hit BriefingWho’s On First? – Partner Resources Update Brian Avery

Partner Development Manager – Cisco Systems

November 15, 2012

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Brian Averybravery@cisco.com

Partner Development ManagerPriors:

President and CEOCisco Premier Partner

Director of SalesCisco Silver Partner

Financial AnalystSprint Corporation

Agenda Introduction Cisco Priorities Cisco Programs Cisco Promotions Cisco Capital Promotions Q&A

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© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4

What Is a Quick Hit Briefing?• A weekly partner briefing series

designed for Cisco Commercial Territory partners

• Concise, relevant updates on:Cisco products and solutionsPartner programs and promotionsPartner Enablement – Demand Generation, Selling Skills, Closing Tools, etc.

• Next Quick Hit Briefing: Demand Generation Ideas and ExecutionThursday Nov 29th, 9:30 EThttps://ciscosales.webex.com/ciscosales/j.php?ED=205794062&RG=1&UID=0&RT=MiMxMQ%3D%3D

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5

1

2

3

4

5

Mobility

Security

Any - Any

Key Drivers of the Future of the NetworkThat Strategically Leverage the Power of the Network

Leadership in the Core… Routing / Switching / Services

Collaboration

Data Center / Virtualization / Cloud

Architectures for Business Transformation

Video

Cisco Priorities

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6

Cisco Resources - People

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7

Manage Partner Relationships

Premier and above

• PAM – Partner AM

• VPAM – Virtual Partner AM

Deals, Opportunities, Pipeline

• MM-TAM

• GEO-TAM

• VSAM

• Select AM

• Enterprise AM

• SLED AM

Marketing, Demand Generation, Enablement

• PLBM (That’s me)

• TMM

Who’s On First?Partner Account

ManagerSales Account

ManagerPartner-Led

Business Manager

Partner Relationship Categories• Partner Relationship Categories:

Cisco Registered PartnerCisco Registered Partners enjoy access to a wide variety of Cisco channel partner tools and are eligible to apply for Cisco certifications and specializations. > Read More

Cisco Specialized PartnerCisco Specialized Partners have mastered a structured training regimen and proven their acumen in an assessment process and can go on to qualify as a Cisco Certified Partner. > Read More

Cisco Certified PartnerCertified Partners must achieve one or more technology specializations, surpass customer satisfaction standards, and provide presales and post-sales support capabilities. > Read More

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9

Cisco Partner Relationship Levels

Gold

Silver

Premier

Select

Registered

Certified Partners

Certified Partner Benefits• Increased Profitability• Deal Registration• Marketing Support• Partner Support• Product access

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10

Americas Partner OrganizationWhat They Do - Partner Relationship ManagementPrograms, Certifications, Specializations, Training, Business Reviews, Goal Setting – help you succeed with Cisco!

• Gold, Silver - PAM – Partner Account ManagerIn-territory. Mostly cover Silver, Gold partners, some Premier – coordinate territory partner activities. PAM Locator

• Premier - VPAM - Virtual Partner Account ManagerVirtual – located in RTP-Raleigh. All Premier partners have a dedicated VPAM. PAM Locator

• Select – Regional Partner Account ManagerEmail this alias to connect - selectpartners-us@cisco.com

• Distribution Account TeamsRegistered partners have dedicated teams at our distribution partners - Distributor Locator

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11

Cisco Sales Team Coverage

Enterprise

SLED/FED

Select

Mid-Market250 – 1000 employees

Geo1 – 250 employees

Mid-Market250 – 1000 employees

Named Accounts

Joint EngagementCisco-Partner

Geo1 – 250 employees

Named and non-named accounts

Partner-LedTeaming with Cisco

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12

Commercial Sales Organization

• GTAM – Geo-based territory AM Sub-250 employee accounts and non-named accounts

• MMTAM – Mid-market territory AMMid-market named accounts ( +/- 250 – 1,000 employee accounts)

• Select AM – Select account managerSelect set of sub-enterprise major accounts (+1,000 employee accounts

• VSAM – virtual sales AM – inside sales support to GTAM, MMTAM, Select AM

• SLED AM, Federal AM, Enterprise AM

What They Do – Opportunity and Account ManagementAccount Management, Opportunity Management, Demos, Pricing, Quoting, Closing Pipeline Management – help you win deals with Cisco!

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13

Who Is My Cisco Rep? If the tool returns, no result, it is non-named!

http://tinyurl.com/whoismyciscorep

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14

What is a Partner-Led Business Manager

Responsible for:

• Sales Enablement

• Partner Enablement

• Business Development

• Demand Generation

• Develop and Enable a set of focused partners who have both the interest and capacity to grow their Cisco practice in the Commercial space

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15

Distribution Teams• Cisco Authorized Distributors

D&H, www.dandh.com

(800) 877-1200 Opt 4,x6630

Ingram Micro, www.ingrammicro.com(800) 445-5066 x24041

Scansource, www.scansource.com

(800) 944-2432

Tech Data, www.techdata.com

(800) 237-8931 x77776

Comstor www.comstor.com

(877) 937-8737 x51131Avnet, KBZ, Visitec, TelcoBuy

• For more information, visit the Cisco Distributor Locator

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16

Partner Helpline• To get help with developing an appropriate BOM of SKU's the Partner

Helpline (PH) will help with putting together SKU lists on just about any topology. 

• Call 1800 GO CISCO and ask the receptionist for Partner Helpline (PH).

• http://www.cisco.com/go/ph

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17

Partner Relationship Team• For partner relationship help, contact the Partner Relationship Team:

www.cisco.com/go/prt/

• To Call Cisco Partner Relationship Team in the US and Canada - Hours of Operation: M-F 5:00 a.m. - 6:00 p.m. PST (Supported Languages: English)

(800) 553-NETS (1-800-553-6387) or (800) GO-CISCO

• Select option 1 (to go to the traditional menu). Then

• Select Option 2 -1 to reach the Cisco Partner Relationship Team (PRT).

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18

Cisco Capital ContactsCisco Capital can provide you with the tools and resources to help you quickly close your deal.

• Visit www.cisco.com/go/growit/ for resources and information

• Visit the Contacts Section for local/regional Cisco Capital contacts

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19

Technical Assistance Center• For post-sale implementation support and for ongoing support of

customers with support contracts (SMARTnet, SmartCARE, etc)

• TAC Service Request Tool: http://tools.cisco.com/ServiceRequestTool/create/launch.do

• TAC via Phone- (800) 553 2447

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20

Partner Resources - Tools

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Partner Central http://www.cisco.com/web/partners/index.html

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Distributor Locator

http://tools.cisco.com/WWChannels/LOCATR/jsp/distributor_locator.jsp

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23

The “SELL”• Easy-to-use online

resource designed for your account managers and sales engineers.

• Created to assist you with becoming more productive, knowledgeable and competent in selling Cisco solutions

www.cisco.com/go/thesell

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24

Disti Compass• Easy-to-use mobile app for partners

• Developed for use with iOS and Android mobile devices

• App lets our partners see a complete calendar of distributor events, with everything from trainings to workshops, in a single view.

• iTunes: https://itunes.apple.com/us/app/cisco-disti-compass/id565287913?mt=8

• Android: https://play.google.com/store/apps/details?id=com.cisco.android.pems

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25

PPE/PPI• Partner Program Enrollment

Enrollment in partner programs such as VIP, Partner Plus, more…http://www.cisco.com/go/ppe/

• Partner Program IntelligenceUse to track progress and achievement of program goalshttp://www.cisco.com/go/ppi/

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26

Cisco Commerce Workspace• Primary e-Commerce tool for Cisco/Partner interaction

Register deals, whether or not you order directly from CiscoQuote, configure, and order products, software, and related serviceNot-for-Resale (NFR) special pricing requestshttp://www.cisco.com/go/commerceworkspace/Training: http://www.cisco.com/go/commerceworkspace-training

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27

Partner Education Connection• Partner Education Connection (PEC) provides training on

products, tools, and solutions to help you keep ahead of the competition as a Cisco Partner.

• Achieve and retain your organization's partnership status by following the training required for career certifications and technology specializations.

http://tools.cisco.com/pecx/login

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28

Partner Self-Service• Manage all your

partner information from one location to get the most from Cisco partner services.

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

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29

Cisco Capital @oncefinance• @oncefinance is an online financing application app directly

linked to automated credit scoring, enabling the submission of applications online, the management of pipeline business, and the virtual review of portfolios

• Improve your business with:Quicker credit decisionsReduced paperworkFaster sales closingRobust portfolio management tools

• http://www.cisco.com/web/ordering/ciscocapital/channel_partners/quote.html

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30

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

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31

Quick Pricing Tool• Reduce Quoting Time from Days to Minutes• The Cisco Quick Pricing Tool (QPT) is designed to help you

quickly generate a bill of materials and estimate pricing for Cisco solutions addressing the needs of small to midsized customers.

Cisco Unified Communications 300 Series Smart Business Communications System Cisco Unified Communications Manager Express Cisco Unified Communications Manager Business Edition 3000 Cisco Unified Communications Manager Business Edition 5000 and 6000 Cisco Smart Business Architecture

• www.cisco.com/go/qpt/

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32

Service Contract Center• Cisco Service Contract Center (CSCC) allows you to manage

your Cisco services ordering, quoting and contract management activities in one location.

• Access SCC : http://tools.cisco.com/scc/

• SCC Training: http://www.cisco.com/web/services/resources/cscc/training

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33

dCloud: The Cisco Demo Cloud

• dCloud is a virtual demonstration service that allows you to conduct, customize, and share demonstrations anywhere, at anytime.

• Demo a wide variety of scripted Cisco solutions and products with optional endpoint equipment at tradeshows, on customer sites, in Cisco offices, or virtually.

• Demonstrations offer administrative access for complete customization of the demonstration scenarios and environment.

• www.cisco.com/go/demo/

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34

Cisco Central• New desktop app for partners

• Simplify Cisco’s value proposition and allow sales reps to access prospecting information

• Download it today

• http://d2gljnx36ylb6z.cloudfront.net/CiscoCentralSetUp-v1.EXE

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35

Cisco Partner Marketing Central• Self-service e-

Commerce marketing engine for partners

• Campaigns

• Events

• Customized Marketing Activities

• Marketing wallet

http://www.ciscopartnermarketing.com

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36

Collaboration Sales Expert App• Cisco Collaboration Expert is a tool designed to help

customers and Cisco channel partners understand the key business benefits and capabilities of Cisco's Collaboration Architecture.

• Cisco Collaboration Expert contains video demonstrations of Cisco's Collaboration portfolio including solutions including:

Cisco Business EditionCisco JabberCisco WebExCisco Telepresence and many more.

• https://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?mt=8

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Who Is Cisco?

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38

Steven Burke, CRN - http://comdexvirtual.com/comdex

Cisco named the #1 best company to partner with by CRN-USA

“These guys have done it right—great performance and great value in the channel”

Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 39

0%

20%

40%

60%

80%

100%Digital Video: IPTV

65%Cisco/SA

0%

20%

40%

60%

80%

100%Switching: Modular/Fixed

Cisco/SA72%

0%

20%

40%

60%

80%

100%

0%

20%

40%

60%

80%

100%Security

Cisco

Security

31%

0%

20%

40%

60%

80%

100%Voice

Cisco38%

0%

20%

40%

60%

80%

100%Wireless: LAN

Cisco 51%

0%

20%

40%

60%

80%

100%Storage: Area Networks

Cisco 43%

0%

20%

40%

60%

80%

100%Routing: Edge/Core/Access

Cisco 55%

100%

0%

20%

40%

60%

80%

Networked Home

Linksys 24%

0%

20%

40%

60%

80%

100%Web Conferencing

Cisco/WebEx

39%

Market Share Leadership

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40

John Chambers,Chairman and CEO, Cisco

Cisco’s Financial Strength

• $84B Market Cap Company

• $43B in Revenue

• $8B in Annual Profits

• $30B More Cash than Debt

• $5.8B in Research and Development

• R & D Culture Across Business Units

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41

Cisco – Resilient and ReinventedCompetitors have come and gone… Cisco is still here

Thank you.