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Partnership. Rewards. Results.Drive Profitability with Cisco Channel Partner Programs

Cisco Value Incentive Program 31 © 2018 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Cisco Value Incentive Program 31Overview

Overview

Architecture track

Security

Data Center

Collaboration

Service Provider Technology

New Business track

Enterprise Networks Annuity

Collaboration Annuity

Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks

WHAT IS THE CISCO VALUE INCENTIVE PROGRAM?The Cisco® Value Incentive Program (VIP) is Cisco’s most popular and longest-running channel incentive program. It increases margins and differentiates partners who promote the adoption of targeted Cisco architectures within a six-month period. For more than 15 years, VIP has helped you sell Cisco architectures more profitably. Billions of dollars in rebates have been claimed by partners like you. The 31st consecutive Cisco VIP period (VIP 31) begins January 28, 2018.

Architecture track New Business track

Enterprise Networks

Security Data Center Collaboration Service Provider

Technology



Security Annuity

Data Center Annuity

Meraki®

Meraki


Cisco Value Incentive Program 31WHAT’S NEW IN VIP 31?• New rewards have been added to VIP in the last couple of program

periods. You can now be compensated for desired behaviors and significantly increase your VIP payouts through the Activation bonus, Migration bonus, and Account Breakaway bonus. Your profitability can increase if you not only sell but also activate eligible software, migrate customers to the latest solutions, and sell into new or dormant accounts.

• The Activation bonus pilot is expanding to the Data Center Annuity subtrack with the addition of Cisco Intersight™. Furthermore, activation monitoring based on telemetry is being piloted, paving the way for the future and simplifying the incentive for partners. No validation via Proof-of-Performance (POP) submissions will be needed for Cisco Intersight Activation bonus payments.

• New annuity offers have been added and are now VIP eligible in the Annuity subtracks. Continue to earn simplified and more rewarding incentives for recurring revenue business, placed on the Annuity platform in Cisco Commerce Workspace (CCW).

• Following the Partner Summit announcement, select Advanced specializations are also being retired from VIP. Partners holding impacted specializations have until July 28, 2018, to transition to appropriate Advanced Architecture specializations in order to meet VIP 31 specialization requirements for payout.

• To simplify the program, the PSS SW bonus pilot and Cisco Cloud and Managed Services Program (CMSP) Express designation have been retired from VIP as of the end of VIP 30.

• Don’t miss out on these great opportunities. Review further details in this Selling Guide and also in the VIP presentation and rules at www.cisco.com/go/vip. All partners wanting to participate must actively enroll in VIP 31. There is no automatic enrollment.

• Take advantage of other Cisco partner ecosystem incentive programs: VIP is part of a large portfolio of channel incentives that include partner deal incentives—registration discount programs plus time-sensitive architecture promotions—that can be used in combination to recognize the value that you bring to customers.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31Track Highlights

Architecture trackEnterprise Networks

• The entirely new era of networking. The Network. Intuitive.• Cisco Digital Network Architecture (Cisco DNA™) is a unified, intent-based networking architecture that delivers advanced solutions for any enterprise

networking requirement.• Sell 40 Gigabit Ethernet, 100 Gigabit Ethernet, and Multigigabit switches and the latest Cisco Catalyst® supervisors, 4400 Series ISRs, and wireless

802.11ac Wave 2 solutions to capture the highest Enterprise Networks VIP hardware rebates.• Sell Cisco ONE into existing networks to achieve the highest software payouts.• The Account Breakaway bonus and Migration bonus each provide an additional 2% rebate.• Take advantage of the VIP Activation incentive to earn an additional rebate of up to 17%.

Security

• Introducing Security Account Breakaway and the opportunity to earn an additional 2% VIP rebate on up to seven new security domains. • Migration bonus offers an additional 2% VIP rebate.• With the new Multiyear Enterprise License Agreement (ELA) bonus, earn an 8% rebate on multiyear ELAs, as opposed to 4 or 5% for other software

licenses.• Promote innovation and next-generation security solutions, including Cisco FirePOWER Services on ASA, Cisco Firepower™ Threat Defense,

Advanced Malware Protection (AMP) Everywhere, and Threat Grid.• Focus on integrated threat defense for protection across the entire attack continuum – before, during, and after an attack.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks



Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks

Architecture trackData Center

• Earn highest rebates by leading the data center switching transition with the future-ready Cisco® Application Centric Infrastructure (Cisco ACI™) solution, with its purpose-built, open, programmable software-defined networking (SDN).

• Maximize the rebate with the high-volume Cisco Nexus® 9000 Series Switches, delivering ideal price and performance with multispeed (10/25/40/50/100G) ports ready for Cisco ACI and Cisco Tetration Analytics™.

• Sell Cisco Unified Computing System™ (Cisco UCS®) SmartPlay bundles for best customer bundle pricing, and earn predictable VIP rebates on all UCS SKUs (except CPUs).

• Lead hyperconverged infrastructure business with the Cisco HyperFlex™ platform.• Use the Account Breakaway or Migration Incentive Program to boost your data center VIP rebates by 40 to 100%.• Win new business with Cisco Tetration Analytics solutions. Engage security stakeholders with always-on, real-time network and security-analytics.

Collaboration and Collaboration Annuity

• Sell across the Cisco collaboration solutions with the flexibility of offering CapEx or OpEx consumption models and perpetual or subscription license models.

• Focus on the full customer lifecycle—land, adopt, expand, and renew—to help customers realize value, earn trust, simplify renewals, and continue to expand the customer relationship and your profitability.

• Lead every sale with the next-generation meetings experience that only our hybrid portfolio strategy can enable. Make sure customers understand the productivity and innovation they can enjoy through Cisco Spark™ Meetings, Messaging, and Calling; Cisco’s award-winning endpoints; and the ability to connect it all to existing on-premises investments. Extend the value and further differentiate yourself by using Cisco Spark for developers to integrate collaboration into customer business processes.

• Promote the power of the full collaboration portfolio with Cisco Spark Flex Plan, a user-based subscription offer for Messaging, Meetings, and Calling with cloud, on-premises, and hybrid deployment flexibility.

• Use the growing roster of subscription offers to achieve recurring revenue growth and earn Annuity payouts with cloud collaboration offerings, Cisco Spark Board, Cisco Spark Flex Plan, Cisco Business Edition 4000 (BE4000), and Endpoints as a Service on the Annuity platform.

• Deliver next-generation advanced video and voice collaboration endpoints with the Cisco IP Phone 8800 Series and video endpoints such as the Cisco DX series, Cisco Spark Room 55 and 70 room endpoints, and Cisco Spark Room Kit and Room Kit Plus.

• Help your customers stay ahead of the competition by refreshing their infrastructure and earn an additional 2% rebate in the Migration bonus.



Architecture trackService Provider Technology

• Continue to drive focus and attention on the Cisco® routing portfolio and its best-in-class routing software and automation so that service providers get more agility to innovate as well as the ability to deliver better network quality.

• Migration bonus provides an additional 2% VIP rebate for migrating your customers to new technologies and returning their old equipment.• Encourage adoption of the Cisco ASR 9000 Series using Tomahawk line cards, either by migration from the 7600 or in greenfield opportunities.• Position the Cisco Network Convergence System (NCS) 4200 Series, which uses the latest circuit emulation (CEM) technology to help our customers

in the time division multiplexing–to-IP (TDM2IP) migration while continuing to maintain their existing revenue streams. • Capture the optical market with our optical portfolio using our NCS 2000 Series for dense wavelength division (DWDM) transition and NCS 1000

Series for data center interconnect (DCI).• Use our NCS 5500 Series, designed to efficiently scale between data centers and large enterprise, web, and service provider WAN and aggregation

networks.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks



New Business trackEnterprise Networks Annuity

• Rewards growth, renewals, and monthly recurring revenue of Cisco ONE™ Enterprise Agreements ordered on the Annuity platform in Cisco Commerce Workspace (CCW).


• See the Collaboration and Collaboration Annuity section within the Architecture track for details.

Security Annuity

• Rewards growth, renewals, and monthly recurring revenue of the Cisco Umbrella, Cisco Cloudlock, and Cisco Stealthwatch Cloud offers, our Security Annuity offerings.

Data Center Annuity

• Rewards growth, renewals, and monthly recurring revenue of Cisco ONE™ Enterprise Agreements, and of newly added Cisco Tetration Analytics software and Cisco Intersight™ software subscriptions ordered on the Annuity platform in Cisco Commerce Workspace (CCW)

• Take advantage of the Telemetry based Activation bonus being piloted for Cisco Intersight

Meraki

• Achieve even more profitability by selling more of the Cisco Meraki stack.• Win in performance-critical campus environments with 802.11ac Wave 2 access points and stackable, Multigigabit, and fiber aggregation switches.• Capitalize on the overall growth in the SD-WAN market while continuing to take advantage of the security and ease of use of the Meraki MX family.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31Architecture trackENTERPRISE NETWORKSThe Network. Intuitive. Built on Cisco DNA

Cisco Digital Network Architecture (Cisco DNA) delivers intent-based networking solutions that turn network traffic data into actionable insights. It helps customers make business decisions more quickly, mitigate more security threats, and manage the unprecedented scale of connected devices and services more easily.

• Migration bonus: Help your customers stay ahead of the competition by refreshing their infrastructure and returning the old equipment using the Migration Incentive Program (MIP), www.cisco.com/go/mip. Qualify for a significant upfront discount and also an additional 2% VIP rebate. Take advantage of this program to accelerate your customers’ journey to Cisco DNA and increase your profitability.

• EN Account Breakaway bonus: Acquire new accounts and reactivate existing accounts using the EN Account Breakaway program, offering significantly higher upfront discounts and a 2% additional VIP bonus. For more information, visit www.cisco.com/go/ab.

• Gold Certified or CMSP Master bonus: Cisco Gold Certified or Cloud and Managed Services (CMSP) Master Partners have the opportunity to receive an additional 1% bonus on SKUs in the 6% and 8% rebate category.

• Build a Cisco software practice: Cisco’s software strategy focuses on enabling customer transformation, harnessing new growth opportunities, and providing greater agility through software. Build a Cisco software practice to realize larger deals, achieve faster hardware refresh, and increase recurring revenue. Sell Cisco ONE software into new or existing networks to receive the higher VIP rebates.

• Activation bonus: Activate the key software within Cisco ONE Advantage and Cisco DNA Advantage products in a production network to add a 17% incremental rebate. The three piloted pieces of software are Cisco DNA Center™, Identity Services Engine (ISE), and Stealthwatch®. The software activation needs to be validated via Proof-of-Performance (POP) submitted for review. You will have until April 27, 2019, to activate the software and provide the POP (6 months at minimum). Earn up to three times as much in VIP payments on eligible SKUs.

For success in the Enterprise Networks subtrack:

• Lead with Cisco Advantage software or Cisco Enterprise Agreement Suites for Cisco ONE Software.

• Position Cisco ONE upgrades or add-ons into existing networks to earn the highest rebate levels.

• Sell Cisco Catalyst 40 or 100 Gigabit Ethernet or Multigigabit switches and the latest supervisors.

• Position Cisco 802.11ac Wave 2 wireless solutions to earn higher rebate levels.

• Sell 4400 Series ISRs over the 4300 Series models. • When selling the Cisco ASR 1000 Series, sell models that offer greater

than 40 Gigabit Ethernet.• When selling the Cisco 800 Series ISRs, sell 4G LTE-ready solutions to

earn a VIP rebate.

8%Base

rebate+

2%Migration

bonus+

Up to 17%Activation

bonus+

1%Gold

bonus=

Up to 28% VIP rebate

See also details of the Enterprise Networks Annuity subtrack in the New Business track.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31Offer VIP 30

rebateVIP 31rebate

Routing

1100 Series ISRs 4% 4%




ASR 1000 Series 2% 2%

ASR 1000 Series, greater than 40 Gigabit Ethernet 4% 4%

Wide Area Application Services (WAAS) 4% 4%

800 Series (4G Ready), 4G LTE WWAN card,Cisco UCS® E-Series Servers

2% 2%

Software licensing

Cisco Advantage Software, 3 years 6% 6%

Cisco Advantage Software, 3 years, upgrade/add-on

6% 8%

Cisco Advantage Software, 5 or 7 years 8% 6%

Cisco Advantage Software, 5 or 7 years,upgrade/add-on

6% 8%

Cisco Essential Software 4% 4%

Cisco ONE Perpetual 4% 4%

Offer VIP 30rebate

VIP 31rebate

Cisco Catalyst switching

Cisco Catalyst 2000, 3000, or 4000 platform modular chassis, 1 Gigabit Ethernet

2% 2%

Cisco Catalyst 9300 Series 1 Gigabit Ethernet 2% 2%

Cisco Catalyst 9400 Series 1 Gigabit Ethernet and chassis 2% 4%

Cisco Catalyst 2960-X and 2960-XR, 10 Gigabit Ethernet 2% 2%

Cisco Catalyst 3000, 4000, or 9000 platform, Multigigabit, 40 or 100 Gigabit Ethernet

6% 6%

Cisco Catalyst 4000, 6000, or 9000 platform, 10 Gigabit Ethernet

4% 4%

Cisco Catalyst 3000 Series, 10 Gigabit Ethernet 4% 4%

Cisco Catalyst latest-generation supervisors (4500 Series: 8-E, L-E; 6000 Series: 6T)

4% 4%

Wireless

802.11ac Wave 1 Aironet® 2700 or 3700 Series 2% 2%

802.11ac Wave 2, Aironet 1800, 1560, or 1540 Series 4% 4%

802.11ac Wave 2, Aironet 2800 or 3800 Series 6% 6%

Rebate summary table

All Advanced Core and WAN Services specialized and/or Advanced Unified Access specialized partners must have the Advanced Enterprise Networks Architecture Specialization on July 28, 2018 to meet the VIP 31 specialization requirement for payout.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks

For a complete list and details, go to www.cisco.com/go/vipskus.


Cisco Value Incentive Program 31Architecture trackSECURITYDon’t just sell products. Sell security business value and profit from an ongoing security relationship with your customers.

Security is a top concern for customers of every size, in every industry. It’s also a top market opportunity for you, with the total addressable market expected to reach $106 billion in 2018, with over half of that opportunity in high-margin services and recurring revenue. Security is a strategic conversation that can include IT, OT, and line-of-business buyers with access to more budget, leading to much larger deals with a cross-architectural network refresh. Customers are facing increasingly sophisticated threats while trying to secure more things by adding point products from vendors flooding the market. You can offer a better approach.

Cisco leads the industry with the most effective and complete portfolio; an architectural approach that is simple, open, and automated; and unmatched threat intelligence from our Talos team. Win by offering better security and the ability to scale customer solutions with best-in-class products that interoperate and become vastly more powerful as they are used together. Cisco programs and incentives help you build your practice and enhance your growth and profitability.

In VIP 31, Cisco Master Security and Advanced Security Architecture Specialized Partners can enjoy more return on their investments in advanced Cisco security specializations.• Multiyear security licenses pay more. Security Software Volume

Purchasing Program, Enterprise License Agreements (ELA), Security Advantage, and multiyear software solutions increase profitability: In VIP 31, earn a 5% rebate on multiyear (3+ years) licenses, vs. a 4% rebate for single-year and perpetual licenses.

• IMPORTANT: New in VIP 31 is a 3% bonus for multiyear ELAs, bringing your Multiyear ELA rebate to 8% (5% + 3%).

• The Security Annuity subtrack rewards you for your focus on driving recurring revenue in cloud security. Get rewarded not only for landing software subscriptions, but also for expanding and renewing them to further enhance your profitability. See Security Annuity in the New Business track for more details. There are no rebate changes for this track in VIP 31.

• Help your customers stay ahead of the competition by refreshing their infrastructure and return the old equipment using the Migration Incentive Program (MIP), www.cisco.com/go/mip. Earn a significant upfront discount and also an additional 2% VIP rebate on eligible deals with the Migration bonus.

• Expanded Security Account Breakaway: Take advantage of the greatly expanded Security Account Breakaway deal registration program, which now applies to all security products. Previously, Security Account Breakaway was limited to Cisco Firepower Threat Defense products. Now the program applies to network security (firewall/IPS), web security, email security, AMP for Endpoints, Stealthwatch, Identity Services Engine, Cisco TrustSec, and cloud security.* The combination of compelling upfront discounts plus this additional 2% back-end VIP bonus rewards you for selling the complete Cisco security architecture into your customer base.

*While cloud security deals can now be registered with Account Breakaway for a higher discount, this additional 2% VIP bonus does not apply to cloud security products (Cisco Umbrella and Cloudlock) under the Security Annuity VIP subtrack.

Go to www.cisco.com/go/sellingsecurity for more details on all security programs and promotions.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


For success in the Security subtrack:

• Lead with security in other network and data center deals for bigger deal size, better pull-through, and increased profitability.

• Leading with security provides upsell, cross-sell, and migration opportunities, igniting network refresh deals and making them 10x bigger.

• A services-led approach drives significant cross-architectural activity and expands the deal size. Leading with or attaching your own services or adding Cisco Services will increase your revenue and profit.

• Use your existing relationships within customers to sell the Cisco Security Architecture.

• Use the Security Account Breakaway bonus (2%), Migration bonus (2%), Gold Certified and Cloud and Managed Services (CMSP) Master Partner bonus (1%), and Master Specialization and Cisco Powered bonus (2%) to receive up to an additional 7% VIP rebate.

• Gain ease of doing business with simple buying models such as Cisco ONE (include AMP for Endpoints), ELA, and Security Volume Purchasing Program.

Offer VIP 30rebate

VIP 31rebate

All hardware 4% 5%

1-year and perpetual software licenses* 4% 4%

3- and 5-year and ELA software licenses* 8% 5%

Multiyear ELA software License bonus N/A 3%

Cisco Value Incentive Program 31

*Cisco Cloud Web Security (CWS) products are not eligible in VIP 31.

For a complete list and details, visit www.cisco.com/go/vipskus.


2% Account Breakaway or

Migration bonus+Profitability

impact:40-50%

increase in VIP rebate

=

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31Architecture trackDATA CENTERPowered by intent. Informed by context. Delivered across multicloud.

The Cisco Data Center captures the intent of users and applications. It interprets the context of every application transaction, user experience, and infrastructure use. It constantly learns, adapts, and protects. And gets smarter every day.

The benefits for customers are clear:• Enhanced application performance across any device and location• Seamless multicloud mobility for application deployments to all locations

within your data center and public clouds• Pervasive security protecting applications, infrastructure, data, users,

and devices with performance visibility and analytics

In VIP 31, the Data Center subtrack offers rebates on mission-critical infrastructure and applications:• Predictable profitability when leading with Cisco compute and

storage solutions. Including all Cisco UCS (3%, except CPUs), HyperFlex (4%, except CPUs), and software-defined storage on Cisco UCS (3%, except CPUs). HyperFlex combined with Cisco CloudCenter™ software provides seamless application deployment in data centers and public clouds.

• Enjoy more rebates on Cisco Nexus 9000 Series and Cisco ACI. Customers prefer the open, programmable, software-defined networking capabilities built into the Cisco Nexus 9000 and Cisco ACI solutions. You can earn more in VIP by selling Cisco Nexus 9000 Series (5%) and Cisco ACI (10%) compared to other data center switches.

• Win new business with Tetration Analytics. Expand customer relationships and budget allocation when selling Tetration (5%). Using machine learning, Tetration analyzes application behavior (important for security compliance and enforcement) and accurately maps application dependencies (important for zero-trust implementation and app migration projects).

• Capture software recurring revenue. Cisco ONE Enterprise Cloud Suite (Cisco UCS Director, Cisco CloudCenter, etc.) offers a 5% rebate. This software suite manages data center infrastructure and provides a consistent application deployment experience for developers working with infrastructure resources in the data center and public clouds. Combine hardware opportunities with software to maximize deal size and VIP rebates.

• Maximize storage networking profitability. In customer digital transformation projects, storage budgets are growing faster than other infrastructure budgets. Lead with the Cisco Multicast Distributed Switching (MDS) solution (2%) providing multiprotocol compatibility, unified OS and management tools, and high-performing service-oriented SANs.

All Advanced Unified Fabric Technology specialized and/or Advanced Unified Computing Technology specialized partners must have the Advanced Data Center Architecture Specialization on July 28, 2018, to meet the VIP 31 specialization requirement for payout.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Significantly increase rebates by registering and booking deals with Account Breakaway for Cisco UCS, HyperFlex, and Cisco Nexus or with the Migration Incentive Program (MIP). Receive an additional 2% VIP rebate, resulting in 40 to 100% profitability increase. Visit www.cisco.com/go/ab or www.cisco.com/go/mip for more information.

See the newly added Data Center Annuity subtrack in the New Business track.

For success in the Data Center subtrack:

• Focus on selling the Cisco Nexus 9300 or 9500 switches with Cisco ACI and receive rebates of 5% for Cisco Nexus 9000 hardware and 10% for Cisco ACI software.

• Attach Cisco ACI software leaf licenses to Cisco Nexus 9000 switches for deployments not using Cisco ACI to future-proof customer investments.

• Build the next-generation data center backbone and lead with the Cisco Nexus 9300 or 9500 platform for a 40 or 100 Gigabit Ethernet product lineup for features, pricing, and best profitability at a 5% rebate.

• Sell the Cisco UCS Mini solution to customers requiring compute solutions for remote office locations and remote management from a central location.

• Offer Cisco HyperFlex solution for VDI, storage, and compute needs, Cisco offers the ideal hardware-and-software integrated solution with the most advanced management capability.

• For customers requiring large storage capacity with scalability, the Cisco UCS S-series dense storage server is the latest addition to the Cisco UCS product family. This solution receives a 3% rebate.

• For any customer with concerns about a secured infrastructure or the need for deep application access visibility, the Cisco Tetration Analytics solution provides a highly scalable, always-on visibility-and-analytics platform. This solution receives a 5% rebate.

• Lead storage networking deals with high-performing Cisco MDS. This solution offers 2% rebate.

OfferBase

rebate+2% Account Breakaway or

Migration bonus

Profitability impact

All Cisco UCS hardware (excluding CPUs) 3% 5% +66%

Cisco HyperFlex (excluding CPUs) 4% 6% +50%

Eligible Cisco Nexus 9000 Series Switches 5% 7% +40%

Eligible Cisco Nexus 3000 and 7000 Series Switches 2% 4% +100%


Account Breakaway / Migration bonus impact

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks



Offer VIP 30rebate

VIP 31rebate

Data Center – Cisco UCS

All Cisco UCS hardware, including SmartPlay bundles (except CPUs)

3% 3%

Cisco HyperFlex (except CPUs) 4% 4%

Cisco ONE Enterprise Cloud Suite 5% 5%

Data Center Switching and Software

All eligible Cisco Nexus 3000 and 7000 Series Switches 2% 2%

All eligible Cisco Nexus 9000 Series Switches and Cisco Application Policy Infrastructure Controller (APIC)

5% 5%

Cisco Tetration Analytics Hardware 5% 5%

Cisco ACI software 10% 10%

Cisco MDS 2% 2%



Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31Architecture trackCOLLABORATIONEngage and innovate anywhere on any device

Working together, people can achieve extraordinary things. Cisco collaboration technology empowers people to engage and innovate anywhere, on any device. Change is happening, and customers are demanding modern collaboration tools to support this new way of working. Profit and grow as you build upon your customers’ existing collaboration investments, offer attractive pricing, and provide flexible deployment and consumption options.Benefit from VIP as you sell cloud, on-premises, and hybrid Cisco collaboration solutions.• As developing a new base of monthly recurring revenue becomes

increasingly important, partners should focus on creating recurring revenue streams with new and existing customers. Land, adopt, expand, and renew with Cisco Spark (Messaging, Meetings, Calling, and Hybrid).

• Sell the full collaboration portfolio as a service with Cisco Spark Flex Plan, a user-based subscription offer for Meetings, Messaging, and Calling with cloud, on-premises, and hybrid deployment flexibility.

• Help your customers stay ahead of the competition by refreshing their infrastructure and return the old equipment using the Migration Incentive Program (MIP), www.cisco.com/go/mip. Earn a significant upfront discount and also an additional 2% VIP rebate with the Migration bonus.

• See the Collaboration Annuity subtrack within the New Business track for details on the recurring revenue opportunity.

For success in the Collaboration subtrack:• Meetings, from the huddle room to the boardroom, are more powerful

with Cisco Spark and Cisco Spark connected devices. Cisco Spark, our app-centric cloud-based service, provides a complete collaboration suite for teams to create, meet, message, call, whiteboard, and share, whether they’re together or apart. Win new customers across all market segments, and extend collaboration capabilities for existing customers.

• Lead with the Cisco Spark Room 55 and 70 room endpoints, now available via both the GPL and Annuity-based subscriptions.

• For midmarket customers who require an on-premises solution, position Cisco Business Edition 6000 (BE6000), our packaged collaboration solution, with Cisco Unified Workspace Licensing (CUWL).

• For SMB customers who prefer an on-premises IP telephony solution, but one that is managed via a cloud portal, sell the Business Edition 4000. You have an opportunity to receive the incentive for the phones and endpoints sold in this Collaboration subtrack. For the BE4000 prepaid licensing subscriptions, which cover the devices of end users, see the Collaboration Annuity subtrack (below).

• Capture customer care and omnichannel opportunities on every sale with Cisco Unified Contact Center Enterprise and Express solutions.

• Sell the Cisco IP Phone 8800 Series and position video-enabled conference rooms and desktops with the award winning DX Series, Room Kit, and Room Kit Plus.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks



Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks

Offer VIP 30rebate

VIP 31rebate

Contact Center: Cisco Unified Contact Center Enterprise(IPCCE), Cisco Unified Customer Voice Portal (CVP), Cisco Unified Contact Center Express (IPCCX) 10.x, 11.x

15% 15%

Cisco Unified Workspace Licensing: CUWL Meetings, CUWL Standard

10% 10%

Enterprise Agreements: EAUC Suite, EATP Suite, EAHCS Suite, EAWBX Suite

8% 5%

UCL: UCL Enhanced, UCL Enhanced Plus 10% 10%

UCL: UCL Basic, UCL Essential 5% 5%

Hosted Collaboration Solution (HCS):HCS Foundation - Standard and RoomHCS LE Foundation - Standard and Room

10% 5%

Cisco Unity® Connection 10.x, 11.x 10% 10%

SP View 10% 10%

Emergency Responder 5% –

Virtual Cisco TelePresence® Server 10% –

Conductor 10% –

Cisco TelePresence Room License 10% 10%

Cisco TelePresence Management Suite (TMS) 10% 10%

Shared Multiparty Plus (SMP+) 10% 10%

Personal Multiparty Plus (PMP+) 10% 10%

Server hardware 1% 1%

Offer VIP 30rebate

VIP 31rebate

Endpoints

IP Phone 8800 Series, non-3PCC (newer models): 8845, 8851, 8861, 8865

8% 8%

DX Series: DX70, DX80 8% 8%

Expressway™ C and E 1% 1%

IP Phone 8800 Series, non-3PCC (older models): 8811, 8821, 8841

5% 5%

IP Phone 7800 Series, non-3PCC: 7861, 7841, 7821, 7811 5% 5%

IX Series: IX5000, IX5200 5% –

Cisco Spark Room 55 and 70 – 5%

Cisco Spark Board 55 and 70 (GPL only) – 5%

MX Series: MX200, MX300, MX700, MX800 5% –

SX Series: SX10, SX80 3% 3%

Cisco Spark Room Kit 3% 3%

Cisco Spark Room Kit Plus – 3%

Software

Business Edition 6000: Midmarket Cisco Unified WorkspaceLicensing Professional (CUWL Meeting); Midmarket Cisco Unified Workspace Licensing Standard (CUWL Standard)

15% 15%

Business Edition 6000: Midmarket Unified Communications Licensing (UCL): UCL Enhanced, UCL Enhanced Plus, UCL Basic, UCL Essential

10% 10%




Cisco Value Incentive Program 31Architecture trackSERVICE PROVIDER TECHNOLOGYDigital transformation journey

Digitization is disrupting companies in every industry. Business and consumption models are changing. Every country, every city, every business, every home, and every car are becoming digital. Now more than ever, companies need to reinvent their business and technology strategies as they become digital organizations. We recognize that service providers are at different points in their digital transformation journey. At Cisco, we can partner with service providers to meet their specific business objectives and goals both today and into tomorrow. With our open, flexible, and reliable architecture and our ability to help manage ROI and expenses not only through our virtualized portfolio, orchestration, and automation capabilities, Cisco is your partner that delivers end-to-end value, particularly as service providers embark deeper toward digitization efforts.The service provider architecture is the foundation for transformation of the experience and of the business. Cisco’s architecture vision empowers service providers to be able to realize four primary tangible benefits: speed, efficiency, growth, and security. Cisco’s vision for service providers is to transform the business, experience, and architecture through a strategy and architecture based on the following tenets: virtualization, automation, simplification, and programmability.

As Cisco Service Provider Architecture specialized partners, being capable in service provider technology will open new opportunities across all segments and help service providers through the digital transformation. With VIP 31, you can now expand more deeply into service provider technology, knowing that you can take advantage of VIP rebates to increase your profitability as you do so.

Moreover, if you help your customers stay ahead of the competition by refreshing their infrastructure and return the old equipment using the Migration Incentive Program (MIP) (www.cisco.com/go/mip), you can earn a significant upfront discount and an additional 2% VIP rebate with the Migration bonus.

To benefit from VIP, be part of the Cisco Service Provider Advanced Architecture Specialization. Take advantage of the wealth of sales, presales, and field engineer training available to achieve service provider architecture recognition to gain the full potential of VIP.

Advanced Service Provider Architecture Specialization

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


For success in the Service Provider Technology subtrack:

• Use Cisco’s routing portfolio and its best-in-class routing software and automation (SDN, NFV, orchestration, network intelligence, and programmability) so that service providers get more agility to innovate as well as the ability to deliver better network quality.

• Encourage adoption of the Cisco ASR 9000 Series, either by migration from the 7600 or in greenfield opportunities, and qualify for VIP on the ASR 9000 Series or enhance ASR 9000 Series configurations with Tomahawk line cards, delivering higher density and scale, and qualifying for VIP.

• Position NCS 4200, which uses the latest CEM technology to help our customers in the TDM2IP migration while continuing to maintain their existing revenue streams.

• Sell Cisco NCS 5500 Series, designed to efficiently scale between data centers and large enterprise, web, and service provider WAN and aggregation networks.

• Use Cisco NCS 5000, which offers a high-density, very small form factor MPLS aggregation router for metro aggregation.

• Sell Cisco NCS 1000 to interconnect data centers.• Win with the ASR 900 Series, a modular aggregation platform that

delivers cost-effective converged mobile, residential, and business services.

• In the mobile network industry, the hottest topic today is the 5G network transition. 5G networks will demand higher bandwidth and stricter phase/cy synchronization compared to the current 3G/4G networks. Use the ASR 920 router to prepare for the transition to 5G.

• Sell Cisco Convergence System 2000 (NCS 2000), which sets the industry benchmark for DWDM solutions by delivering the touchless programmability, massive scale, multilayer convergence, and ultralong-haul performance necessary for tomorrow’s network architectures.

• Position Cisco Evolved Programmable Network (EPN) Manager to deliver the new-generation network management solution.

Offer VIP 30rebate

VIP 31rebate

SP Core: NCS 5500 Series 1% 1%

SP Edge: ASR 9000 Series (Typhoon line cards excluded), NCS 5000 Series, Cisco IOS® XRv

1% 1%

SP Access: ASR 903, 920; NCS 4200, ASR 900 Series 1% 1%

SP Optical: NCS 4000, 2000, 1000 Series; ONS 15216; ONS Pluggable Optics Series

1% 1%

SP Network Management Solution: Evolved Programmable Network Manager (EPN-M) 2.0

1% 1%




Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31New Business trackENTERPRISE NETWORKS ANNUITYNew addition, new opportunity

Added during VIP 30, the Enterprise Networks Annuity subtrack complements the current Collaboration Annuity and Security Annuity subtracks. It initially rewards Cisco ONE Enterprise Agreements ordered on Cisco’s Annuity platform in CCW.

Cisco Enterprise Agreement Suites for Cisco ONE software:

Enterprise Agreements offer a more valuable and flexible way to consume Cisco software for the infrastructure. Offering a simple agreement for multiple suites of best-in-class products and services, this multiyear agreement provides organizations with enterprisewide entitlement to predefined software.

The incentive structure is the same as for other Annuity subtracks –simplified and more powerful, with three rebate components, and the Activation bonus on top.

• Base payout: Provides partners with a predictable, recurring, and simple rebate model. You can earn a 2% rebate, based on the Cumulative Monthly Recurring Revenue (MRR) during the entire VIP period. The MRR includes all annuity transactions: new, upsells, and renewals. This approach encourages partners to build an ongoing, growing “bank” of recurring revenue.

• Land and Expand bonus: Receive a one-time payment for new sales. Focus not only on new sales motions but also on expansion of existing subscriptions and upsell sales motions, with a 7% bonus paid on the Total Contract Value (TCV).

• Activation bonus: Activate the key software in Cisco ONE Enterprise Agreements in a production network to add up to a 17% incremental bonus. The three piloted pieces of software are Cisco DNA Center, ISE, and Stealthwatch. The one-time bonus is paid on the TCV of eligible software. The software activation needs to be validated via Proof-of-Performance (POP) submitted for review. You will have until October 26, 2019, to activate the software and provide the POP (12 months at minimum). Earn up to three times as much in VIP payments on eligible SKUs.

• Renewal bonus: Earn a one-time payment if you renew subscriptions with existing customers. To be eligible for the Renewal bonus, a partner’s ending Cumulative MRR for the VIP period must be at least equal to the ending Cumulative MRR for the prior VIP period. All partners who qualify for the reward in the Enterprise Networks Annuity subtrack will be paid at the same rate of 1% of the TCV of renewed subscriptions during the VIP period. Lifecycle Advisor for Cisco Enterprise Agreement partners will be paid at a higher rate of 2%. Lifecycle Advisor status needs to be achieved before the end of VIP 31 to qualify for the higher incentive payout.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31New Business trackCOLLABORATION ANNUITYSimplified and more powerful evolution of the Collaboration Annuity pilot

Cisco and its partners are driving significant innovation and change in the collaboration market. Cisco’s cloud- and hybrid-based solutions have become a key component of the strategic shift in how customers consume and partners sell collaboration. VIP 31 reflects this shift to cloud-based collaboration solutions, as more partners build out their practices to capture the recurring revenue opportunity with Cisco’s cloud collaboration portfolio.

Lead with Cisco Spark Flex. It is the licensing model that delivers extraordinary value to customers, by unifying premises and cloud meetings in a cost-competitive and simple manner. Selling Cisco Spark Flex provides you the opportunity to earn rebates on the land, expand, and renew components of VIP 31.

VIP 31 continues with the same incentive framework, designed to promote healthy collaboration SaaS practices and support the transition to performance-based recurring revenue rebates.

• Base payout: Provides partners with a predictable, recurring, and simple rebate model. Payments are 2%, based on the Cumulative Monthly Recurring Revenue (MRR) during the entire VIP period for all annuity transactions: new, upsells, and renewals. This approach encourages partners to build an ongoing, growing “bank” of recurring revenue.

• Land and Expand bonus: One-time payment for new sales, incents partners to focus on software adoption for new and existing upsell and expand sales motions, with a 5% bonus paid on the Total Contract Value (TCV).

• Renewal bonus: One-time payment incents partners to focus on existing customer renewals. To be eligible for the Renewal bonus, a partner’s ending VIP period Cumulative MRR must be at least equal to the ending Cumulative MRR in the prior VIP period. All partners who qualify for the reward in the Collaboration Annuity subtrack will be paid at the same rate of 1%, paid on the TCV of renewed subscriptions during the VIP period. Lifecycle Advisor for Cisco Spark and WebEx will be paid at a rate of 2%, while Lifecycle Management approved partners will see the highest Renewal bonus payout rate of 3%. Both Lifecycle Advisor and Lifecycle Management status need to be achieved before the end of VIP 31 to qualify for a higher incentive payout.

Cisco WebEx GRA and GPL migrations to the Subscription Billing Platform (SBP) are excluded from the VIP Collaboration Annuity subtrack and do not qualify for any VIP payout.Get approved in the SaaS Subscription Resale Program (subject to Annuity platform availability in your particular country) in order to be able to enroll into the Collaboration Annuity subtrack.

For success in the Collaboration Annuity subtrack:

• Accelerate recurring revenue streams with Cisco Spark Flex Plan, Cisco Spark services (Messaging, Meetings, Calling, and Hybrid services). Drive additional monthly recurring revenue by attaching endpoint devices, such as Cisco Spark Board and Cisco Spark Room 55 and 70.

• Focus on land, adopt, expand, and renew motions within your collaboration practice to increase your Base payout, Land and Expand bonus payouts, and Renewal bonus payouts.

• Achieve customer success that results in high customer retention rates and low customer churn.

Learn more at www.cisco.com/go/saassubscriptions and www.cisco.com/go/vip.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31New Business trackSECURITY ANNUITYEvolved Security Annuity pilot in VIP 31

In VIP 31, we continue a simplified three-tier payout structure that will enhance your ability to earn back-end rebates when selling Security Annuity-based offers. The new incentive is designed to promote healthy security SaaS practices for Cisco Umbrella, Cisco Cloudlock, and Cisco Stealthwatch Cloud, focusing on the land, adopt, expand, and renew sales motions.

Cisco Umbrella is a cloud security platform that provides the first line of defense against threats. With Cisco Umbrella customers can:

• Predict and stop attacks before they happen

• Expand threat protection anywhere users go

• Deploy this protection enterprisewide within minutes

Cisco Cloudlock is a cloud security platform that helps accelerate secure use of the cloud, including the apps organizations buy and build.

Cisco Stealthwatch Cloud provides fully automated, real-time analysis of device-level network traffic and patterns of communication on the network and in the public cloud. Cisco Stealthwatch Cloud can detect threats in real time, regardless of whether an attack is taking place on the network, in the cloud, or across both environments.

There are three components to the Security Annuity VIP rebate:

• Base payout: Earn a 2% rebate on all of your Annuity revenue (Cumulative MRR) during the VIP 31 period to secure a predictable, recurring revenue stream.

• Land and Expand bonus: Earn a bonus of 2% on new subscriptions or the expansion of existing ones. This is a one-time bonus based on the Annual Contract Value (ACV).

• Renewal bonus: Earn a 2% rebate on timely renewed existing subscriptions. This one-time bonus is paid on the ACV of the renewals. To be eligible for the Renewal bonus, a partner’s ending VIP period Cumulative MRR must be at least equal to the ending Cumulative MRR in the prior VIP period.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31New Business trackDATA CENTER ANNUITYRecurring software sales. Recurring rebates with bonuses.

The Data Center Annuity subtrack, introduced during VIP 30, included only Enterprise Agreement Suites for Cisco ONE software. Now, in VIP 31, we are adding new Annuity offers: Cisco Tetration Analytics and Cisco Intersight™ software.

• Cisco Enterprise Agreement suites for Cisco ONE software. Enterprise Agreements offer a more valuable and flexible way to consume Cisco software for the infrastructure. Offering a simple agreement for multiple suites of best-in-class products and services, this multiyear agreement provides organizations with enterprisewide use of predefined software.

• Cisco Tetration Analytics software. Tetration Analytics delivers pervasive visibility across everything in a customer’s data center, in real time. Using sensors to provide rich telemetry, Tetration Analytics software uses machine-learning techniques, behavior analysis, and algorithmic approaches to provide deep application insights, implement zero-trust model with white-list policy, detect policy-compliance deviations, and facilitate efficient data center operations.

• Cisco Intersight software. Intersight simplifies and automates IT operations management to make daily activities easier and more efficient. We have extended our vision of adaptive management to Cisco UCS and HyperFlex systems through the Cisco Intersight cloud-based platform. You can efficiently implement operations automation of your IT infrastructure from the data center to the edge.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


The incentive structure is exactly the same as for other Annuity subtracks -simplified and more powerful, with three rebate components. Additionally, we are expanding the Activation bonus pilot to the Data Center Annuity subtrack and adding Cisco Intersight software to it. Piloting the future vision and simplification, Cisco Intersight activations will be monitored via telemetry, and validation via Proof-of-Performance (POP) submissions will not be required for Activation bonus payment.

• Base payout: Provides partners with a predictable, recurring, and simple rebate model. You can earn a 2% rebate, based on the Cumulative Monthly Recurring Revenue (MRR) during the entire VIP period. The MRR includes all Annuity transactions: new, upsells, and renewals. This approach encourages partners to build an ongoing, growing “bank” of recurring revenue.

• Land and Expand bonus: Receive a one-time payment for new sales. Focus not only on new sales motions but also on expansion of existing subscriptions and upsell sales motions. Cisco Enterprise Agreement Suites for Cisco ONE software and Cisco Tetration Analytics software provide a 3% bonus paid on the Total Contract Value (TCV). Sales of Cisco Intersight software yield 3% bonus on 1-year and 3-year subscriptions and 5% bonus on 5-year subscriptions.

• Activation bonus NEW: Activate Cisco Intersight licenses and receive a 5% incremental bonus, paid on truly activated count and associated TCV. Activation is monitored by Cisco using telemetry. You have until April 27, 2019, to activate the purchased licenses.

• Renewal bonus: Earn a one-time payment if you renew subscriptions with existing customers. To be eligible for the Renewal bonus, a partner’s ending Cumulative MRR for the VIP period must be at least equal to the ending Cumulative MRR for the prior VIP period. All partners who qualify for the reward in the Data Center Annuity subtrack will be paid 1% of the TCV of renewed Cisco Enterprise Agreement Suites for Cisco ONE software and Cisco Tetration Analytics software subscriptions during the VIP period. Lifecycle Advisor for Cisco Enterprise Agreement partners will be paid at a higher rate of 2% on renewed Cisco Enterprise Agreement Suites for Cisco ONE software subscriptions. Lifecycle Advisor status needs to be achieved before the end of VIP 31 to qualify for the higher incentive payout. Renewals of Cisco Intersight subscriptions during the VIP period will be rewarded with 2% of the TCV of renewed 1- and 3-year subscriptions and 3% of the TCV of renewed 5-year subscriptions.


Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco Value Incentive Program 31New Business trackMERAKICisco Meraki Cloud Networking

Cisco Meraki has been on a relentless mission to simplify IT since 2006. An intuitive management dashboard provides comprehensive visibility and control over a growing cloud-managed portfolio, incorporating wireless, switching, security, communications, and mobility management. The ability to centrally manage dispersed networks comprising thousands of Meraki devices is an enabler for multisite organizations of all sizes, and provides considerable operational efficiency by lightening the load on IT teams.The majority of Meraki hardware SKUs are represented in VIP, enabling partners to increase profitability by selling the full Meraki IT stack. Rebates range from 2% to 8%, with the higher end reserved for products that best position partners to capitalize on market trends and transitions.

For VIP 31, the Meraki Cloud Networking subtrack is limited to the United States, LATAM, and countries in EMEAR, APJ, and GC where Meraki is on the GPL at the start of the VIP period.

Cisco Gold Certified or Cloud and Managed Services (CMSP) Master Partners also have the opportunity to receive an additional bonus on the SKUs in the 6% and 8% rebate categories.

For success in the Meraki subtrack:

• Select SKUs from the Meraki MX security family are eligible for VIP, with a focus on larger branch devices that provide headroom for growth in network-connected devices and network capacity.

• Most Meraki MS switching SKUs are eligible for VIP, with the greatest rebates for MS425 aggregation switches and the MS350-24X stackable access switches with Multigigabit Ethernet.

• The high-end 802.11ac Wave 2 wireless access points – the MR52 and the Multigigabit MR53 – are available and eligible for VIP at the 6%rebate level.

• The MC74 phone, for cloud-managed communication that integrates seamlessly with the rest of the Meraki network, is eligible for VIP at the 8% rebate level.

Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks



Offer VIP 30rebate

VIP 31rebate

MS switching hardware

1 Gigabit Ethernet switches 2% 2%

10 Gigabit Ethernet switches 4% 4%

Multigigabit switches 6% 6%

MR wireless hardware

802.11ac Wave 2 high-performance access points 4% 4%

802.11ac Wave 2 highest-performance access points 6% 6%

MC communications hardware

Meraki phone 8% 8%

Systems Manager

All software SKUs 4% 4%



Overview

Architecture track

Security

Data Center

Collaboration


New Business track



Security Annuity

Data Center Annuity

Meraki

Track Highlights

Enterprise Networks


Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R)

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