tech data and cisco partner
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Tech Data and Cisco Partner Onboarding Guide
Welcome We’re excited to have you join our family of trusted partners at Tech Data.
This guide outlines the steps to become a registered Cisco partner and provides essential information to help you get started with your practice with Tech Data.
Tech Data’s Momentum Business Advisors (MBA) is a team of experts who are also here to guide you every step of the way to get you started and help grow your Cisco business.
From the Network and Data Center to Collaboration and Security, Cisco has solutions designed to meet the needs of all your customers including midsize and small business customers.
Becoming a Registered Partner
Becoming a Tech Data PartnerBefore you begin: You will need a Tech Data trading account.
Register today
Becoming a Cisco Registered PartnerTake the first step to becoming a Cisco Registered Partner by completing the online registration.
You’ll be asked to provide the following information to complete your registration:• Tech Data account number• Cisco ID (If you do not already have one, register for one here)• Physical address in country• Business email address• Phone number• Company web address
Find out more about becoming a Cisco Partner. Be sure to complete your profile on partner locator so customers can find you.
After completing your registration, you’ll be authorized to start transacting Cisco sales and have full access to all our systems and tools!
Reach out to our MBA team if you have any questions or need support at [email protected]
Get Trained with the MBA Team & Cisco’s Black Belt Partner Academy
MBA Training Get to know the Tech Data and Cisco ‘basics’. Tech Data’s Momentum Business Advisors (MBA) team can get you up to speed. MBA trainings are delivered via Webex in one-to-one sessions, providing you and your teams with the flexibility to properly train every team member.
Contact MBA
Learn more
Learn moreLearn more
Cisco Black Belt Partner AcademyCisco Black Belt Partner Academy is a simplified and uniform education framework to acquire the skills you need to succeed, at no cost. Cisco Black Belt Academy for Partners covers all the Cisco architectures and solutions, with a focus on the solutions most applicable to Cisco customers.
By becoming proficient in selling, promoting, and supporting Cisco’s latest solutions, you’ll be better positioned to assist your customers and expand their success.
Role-basedenablementcovering keyarchitectures
Self-serve &online
learning,application
guidance andassessment
tools
3-stageBlack Belt
accreditation
Individual/Partner
Rewards and
Recognition
Always-onrefresher
No cost toPartners
Partners+3,100
AMs & Engineers+15,000
Certifications+46,000
Get SpecializedSpecializations are designed to help you build and deliver services across your customer’s lifecycle by becoming an expert in specific areas. Earn more by taking advantage of incentives, digital marketing campaigns, sales enablement, and more.
Complete any of the six Express Specialization tracks to automatically achieve Select Certification.
Collaboration Data Center Enterprise Networking
Security Service Provider
Small and Midsize
Business (SMB)
Service Provider Express TrackThis training will enable you to helpcustomers bring new services to market faster, reduce their operating expenses, and enhance the end-user experience.
SMB TrackEnd-to-end solutions designed specifically for small and midsize business (SMB) customers. By selecting this track, you can expand your selling to SMB skills and increase your resources as your business grows.
Get CertifiedCisco Partner Certifications are the foundation for their Channel Partner Programs. Certify your skill set to show customers that you have the expertise to help them succeed.
A Select, Premier, or Gold Certification rewards you for becoming an expert in a specific technology or business area.
Each certification level offers you a new wealth of benefits including incentives, digital marketing campaign assets, sales enablement, and more. To qualify for Certified status, partners invest in one or more specializations, and meet certain service, support, and customer satisfaction requirements.
Partnership logo builder
Enjoy the rewards of becoming a Cisco Partner The award-winning Cisco Channel Partner Program offers our value-added resellers (VARs) exclusive promotions, incentives, training, tools, and support to help accelerate profitability and grow their businesses with Cisco.
View the Partner Programs Guide or reach out to the MBA Team for guidance and additional details.
Promotions
• ‘Fast Track’ Pricing Initiative: The Fast Track Pricing Initiative eliminates the need for repeated special pricing requests. It also helps improved productivity and profitability for Partners selling to small and medium businesses. Learn more here >
• Cisco Business Fast Track Promotion: Additional discounts are available around selected small business products such as Cisco Business Switches and Cisco RV Routers. Learn more here >
Registered Partner
Select Certified
Not For Resale (NFR)
Gain access to substantial discounts for: • Internal Use • Demo labs Discounts start at 70% off the list price. This is based on the actual purpose and SKUs involved.
Learn more >
Migration Incentive Program (MIP)
Earn additional discounts for: • Migrating or upgrading Cisco equipment • Competitive replacement Approvals are required from Cisco for qualifying opportunities.
Learn more >
Opportunity/ Hunting Incentive Program (OIP)*
Earn rewards for larger, commercial opportunities. Additional 8% discount available for deal sizes of 5K+ USD Global List Price (in the UK&I it is $25k+).
For country and architecture promotion specifics, click here >
Competitive Displacement
• *Get up to 62 percent in discounts when you displace the competitions products and replace with Cisco solutions.
Dormant Account Displacement
• *Wake up dormant accounts and upgrade customers to newer solutions to earn up to 74 percent in discounts and also add on rebates when you sell certain technologies.
Rebates
Perform Plus• Global incentive that rewards partners for growing their overall product
business. Additional bonuses are available for those selling across architectures and focusing on small and midsize customers.
Overall Growth Incentive Rebate: • Rewards you with a cash rebate, up to 2%, for growing your overall
product Cisco business.
Cross-Architecture Bonus: • Rewards you with an additional cash rebate, up to 1.25%, for expanding
your customer footprint by selling Enterprise Networking & Security solutions*
Mid-Size & Small Bonus: • Rewards you with an additional cash rebate, up to 5%, for focusing your
growth on mid-size and small customers*
Rewards
Lifecycle Incentive ProgramRewards partners who successfully drive software activation and adoption, and who expand existing deals into new opportunities.
Use (Activate) IncentiveWe migrated and evolved the VIP Activation Bonus, which now includes: • Fixed incentive payments that
increase as you scale activation• Quarterly payments Additional
use cases and modified proofofperformance
• requirements for Cisco DNAC
Adopt IncentiveWe evolved the Adopt Incentive, which rewards you for driving adoption success, to now include: • Tiered model--invest and
perform to earn more incentives Performance metrics
Solution StarterRewards partners for taking the first stepsin onboarding and implementing customerequipment.
This presents a tremendous opportunity for you.Why invest in a Customer Success practice?• Increase customer loyalty/stickiness• Offer your own high-margin professional services• Differentiate with new lifecycle offers• Increase incremental revenue with cross-sell/upsell
opportunities• Improve renewal rates & revenue predictability• Earn incentives throughout the lifecycle Learn more
You can grow profitably with LifecycleCustomers are increasingly moving to software as a service (SaaS) and recurring offers that let them work with trusted providers like you to enable their digital transformation.
Launch Marketing
Marketing Velocity CentralFind customizable campaigns, demand generation services, and more.
Marketing Velocity LearningYour always-on educational gateway to help strengthen your digital marketing skill sets.
Lifecycle AdvantageGuides your customers through each stage of the customer lifecycle with automated co-branded emails.
Learn more Log in Log inCampaign guide
Start SellingBusinesses of all sizes and industries need access to the latest technology. It’s the way to open doors to new customers, streamline operations, and drive growth and expansion.
Cisco is the only company with market share leadership across all industry segments. Cisco have a diverse product portfolio from Collaboration to Data Center to Cloud to Security to Unified Computing. And this touches on just a few of Cisco’s product categories—all of which Cisco deliver as integrated architectures, creating a platform for long-term stability and success.
At Tech Data, in partnership with Cisco we offer a range of Services from strategic planning to superior product support—helping you plan, build, and manage the solutions you need to win in your market. We touch the enterprise, service provider, and public sector.
The Opportunity in Small BusinessCisco technology is already used by companies and governments all over the world. And now, that same best-in-class technology can help your customers run and grow their small businesses. It’s technology that’s innovative, trusted, and sized for all customers. Jumpstart your practice with a new portfolio of products specifically designed and priced for small businesses.
The new Cisco Designed portfolio is easy to market, sell, and deliver.
• Meet the Cisco Designed portfolio >• Explore the small business partner opportunity >• Discover Scale Plays >
Small businesses need a trusted partner. Show customers you have the expertise to guide them to the solutions that work best for their business needs. You can do this by completing Cisco’s Express Specialization SMB track.
Cisco Capital: your success is our priorityIncrease sales and profitability by unlocking customer opportunity with Cisco Capital flexible payment solutions.Cisco Capital delivers the business outcomes you want. As your strategic partner, our flexible payment solutions support your business objectives and deliver profitability.
Get Paid FasterReceive 100% ofpayment upfront
following theinstallation of your
Step 5:customers’ orders
Increase Deal SizeBoost deal size by an
average of 30%** Source: Bain & Company, 2011.
Beat CompetitionOvercome customer
budget objections withcompetitive payment
options
Find out more
Tech Data Finance Solutions Tech Data’s portfolio of finance solutions give you access to the simplest and most efficient ways to purchase Cisco technology.
Our financing team will guide you through the full process, from quote and contract, to acceptance and payment.
Contact [email protected] to find out more
#1SD-Branch
routing58%
#1X86 Blade
servers33%
#1SP core +
edge routing40%
#1Telepresence
60%
#1Voice47%
#1Wireless
LAN44%
#1Campus
Switching (managed)
59%
#1LAN
Switching (managed)
55%
#1DC
Switching (managed)
49%
#1Network security
25%
#1SaaS web
confrencing43%
Tools & Resources SalesConnect • An e-learning portal with a wealth of training assets dedicated
to helping improve your ability to sell and support Cisco products and customers. Log in here >
DCloud • Hundreds of pre-built, customisable demonstrations of Cisco
architectures that will allow your customers to see first-hand the impact Cisco makes in a network! View them here >
Global Competitive War Room• The competitive war room contains assets that help position
Cisco against other vendors. The Competitive War Room has helped over 1000 partners attain a deal win rate of 75%.Log in here >
Partner News Hub• Stay up-to-date by subscribing to the latest Cisco news, tech
trends, solution-focused resources, and much more.Access News Hub >
SuccessHub• Find new ways to drive recurring revenue and build a
sustainable lifecycle practice.Access SuccesHub >
Partner Programs• Channel Partner Program offers, training, tools, and support.
View Partner Programs >
Don’t Forget Cisco Services Attach Cisco Services whenever possible - Across the entire Cisco Portfolio!SmartNet Total Care (SmartNet) provides award-winning technical support along with an entitlement to smart capabilities. Solve problems faster, improve operational efficiency, and reduce your risk of downtime. Smart Net gives you more time to focus on business innovation while proactively supporting your infrastructure. Get attractive discounts for 3-year (multiyear) services contracts.
Learn more
Unsure about something or require more information on anything Cisco?Tech Data’s Momentum Business Advisors (MBA) team helps you with not just the Cisco and Tech Data basics, but can guide you on your Cisco journey. Whether you’re just starting out or growing your current practice.
Our MBA team of experts is always available to help you with your query and training. Contact [email protected]