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Welcome to Your Cisco Connect & Grow Series: Cisco Partner 101: Understanding Cisco Certifications, Specializations, Programs and Resources
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Cisco Connect & Grow Series
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro’s express written permission.
Cisco Connect and Grow Series Cisco Partner 101: Understanding Cisco Certifications, Specializations, Programs and Resources
Marty Kertman Partner Development Manager, Cisco July 15th, 2015
6
By 2020:
50 BILLION devices
to the
MOBILITY
Explosive Growth Fueling Change
two thirds of the world’s
will be
DATA
DELUGE
DEVICE
PROLIFERATIO
N
CLOUDS
Source: Cisco IBSG, April 2011: WP “The Internet of Things”; VNI 2011, mobile VNI 2012; Forrester, Predictions 2010, January 2010; CIO study July 2010
By 2020:
The
will grow almost 500%
VIDEO
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
Certifications and Specializations
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
0%
20%
40%
60%
80%
100%
1996 2000 2004 2015
Direct 62%
38% Channels
>90%
Cis
co
Re
ve
nu
es
2008
<10%
2012
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
+ Cisco Sales
and Marketing
17,000 282,000+ Partner Employees (Sales and Technical)
16x Multiplier Effect
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
Certification
Defines a partners BREADTH of expertise
across many technologies
3 Levels
- Gold
- Premier
- Select
Specialization
Defines a partners DEPTH of expertise in a
single technology
3 Levels
- Master
- Advanced
- Express
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
De
pth
of
Exp
ert
ise
Master
Advanced
Express
Specialization
s
Go
ld
Silv
er
Pre
mie
r
Se
lec
t
Breadth of Expertise
Certifications
Multinational Global
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
Partners can choose to participate at any level in the program; participation is voluntary
Go
ld
Silv
er
Pre
mie
r
Se
lec
t
Breadth of Expertise
Certifications
Broad Expertise Across Architectures
Partner designations; attained at a country-level
Levels: Select, Premier, Silver, Gold
Specializations are one of the qualification criteria for Premier,
Silver, and Gold levels; and the only criteria for SMB partners to
achieve Select Certification.
Premier, Silver, and Gold Certified partners must uphold the
highest customer satisfaction based on regional score targets.
Gold and Silver partners undertake an onsite evaluation of their IT
service management capabilities for the full technology lifecycle
Gold and Silver partners demonstrate their ability to integrate
solutions across architectures.
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
Certification
Level
How is it Achieved –
Complete 1+ Specializations
Benefits Target Partner
Gold • Enterprise Network Architecture AND
• Security Architecture AND (choose two)
• Collaboration Architecture OR
• Data Center Architecture OR
• SP Technology (IPNGN) Architecture
• Everything Below AND
• 1% Extra on VIP
• Invitations to Cisco Sponsored
Events
• Partner who wants to
sell Cisco’s complete
portfolio
Premier • Any Advanced Architecture Specialization OR
• Advanced Technology Specialization OR
• Express Collaboration OR
• Express Foundation Specialization + Hybrid
IT Offer
• Everything Below AND
• Ability to participate in Big Bets
and Quick Bets
• Partner who wants to
sell specific
technologies or has a
niche business
Select • SMB OR
• Any Security Express Specialization
• Profitability: OIP/TIP/SIP
• Branding: Partner Locator
• Services: Selling Cisco Smart
Care
• Partners looking for
an entry into Cisco’s
channel
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
De
pth
of
Exp
ert
ise
Master
Advanced
Express
Partners can choose to participate at any level in the program
Specialization
s
Depth in Technologies and Architectures
Partner designations; attained at a country-level
Levels : Express, Advanced, Master
Levels are non-linear: Partners invest based on the customer
segment they service:
Express thru Advanced consists of role-based training and
knowledge validation via exam.
Architecture specializations focus on how to solve customer
business issues
Master level acknowledges investment in a practice, complete with
actual customer references, sales and technical demonstration
capabilities, advanced and professional service capabilities
Specializations serve as one of the key building blocks to achieve
certification levels: Select , Premier, Silver, and Gold.
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
Certification
Level
How is it Achieved Benefits Target Partner
Master • Requires ASAS + Master
Requirements
• Additional 3% on VIP
and access to Security
track
• Partners who have a full security
services practice
• Top branding and profitability
Advanced • Complete the Advanced Security
Architecture Specialization
• 3 Roles – AM, SE, FE
• Pre-requisite – FE must be CCNP-
Security or CCIE-Security
• Access to VIP Security
Track – rebate from 5-
15%
• Ignite on all security
products
• Partners wants to sell a full security
solution – not point products
• Want to achieve GOLD certification
• Increase profitability and expertise
Express • Complete at least one of the Express
Specialization focus areas – NG
Firewall, NG IPS, Email, Web
• 2 Roles – Account Manager and
Engineer
• No Prerequisites
• Access to VIP Express
Security Track – flat 5%
rebate*
• Very low cost ~$2K, 30
hours
• ROI very easy to attain
• Ignite*
• Partner without Cisco Specializations
who wants to PROFITABLY resell
Cisco Security
• Should sell > $50K annually
• Typically 2-tier partner
• Wants to sell best in class point
products
*Express Partners receive Ignite and VIP ONLY on products associated with tracks they have completed
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
Tech
no
log
y S
kil
ls D
ep
th Qualified Specialization
1 Qualified Specialization
2 Qualified Specialization
3 Architectural Specializations
Small and Midsize
Business (SMB)
Specialization
Option 1:
Any Architecture
Specialization or
Option 2:
Express Foundation
Specialization or
Option 3:
Express Collaboration
Specialization
Option 1
Any 2 Architecture Specializations or
Option 2
One Architecture Specialization plus one
Advanced-Level Technology Specialization
• Advanced Unified Computing Technology
• Advanced Unified Fabric Technology
• Advanced Unified Communications
• Advanced Wireless LAN
• Advanced Content Security
• Advanced Security
• Advanced Routing and Switching
Any 3 Architecture Specializations:
• Advanced Borderless Network Architecture
• Advanced Collaboration Architecture
• Advanced Data Center Architecture
• Advanced IP NGN Architecture
Integrated Technology Skills Breadth
2 CCIEs
4 CCIEs
Customer Satisfaction
Support Infrastructure
Retiring 4/1/2016
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
Cisco Partner Product Matrix
http://cs.co/ppmatrix/
Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved. 19
Top Incentive Programs
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
Cisco
Initiated
Partner
Initiated
Partner
or Cisco
Initiated
Teaming Incentive Program (TIP)
Opportunity Incentive Program (OIP)
Solution Incentive
Program (SIP) Pre-Approved Solutions
© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22 Note: Trade-in/TMP can stack as well, except on Collab Now
Note: Push promo = partner does not select the incentive, automatically applies
Fast Track/
Accelerator
1%-13% (push promo)
Base
OIP/TIP
8%
SIP
4%
Base
OIP/TIP
8%
Base
OIP
8%
Nexus
NAB
N1-7k
10%
N9k
15%
Base
OIP/TIP
8%
Collab
NOW
10%-35%
Base
OIP/TIP
8%
MDS
9148S
15% (push promo)
Base
OIP/TIP
8%
UA
Breakawa
y
5%,10% (push promo)
Base
OIP/TIP
8%
UA
Breakawa
y
5%,10% (push promo)
SIP
4%
Base
OIP/TIP
8%
IWAN
Breakawa
y
5%
Base
OIP/TIP
8%
IWAN
Breakawa
y
5% SIP
4%
Base
OIP/TIP
8%
4G LTE
12% Security
Ignite
6%
Base
OIP/TIP
8%
ASA
Refresh
2%
Base
E-Rate
Stackable
8%
OIP/TIP
8%
Base
Meraki
Stackable
17%
OIP/TIP
8%
Base
IoT DSA
5%
OIP/TIP
8%
OIP
4%
UCS
NAB
Non-Bundles
5%
Solutions
Promos
3%
Compute
Base
61%
This page is to show what incentives can ‘stack’. Incentives can ‘combine’ - i.e. one sku will get
best price available, not both (Ex. Collab Now and SIP)
(must have OIP) (must have OIP/TIP)
Base
SIP
(Solution)
4%
MDS
9148S
15% (push promo)
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23
OIP Resources
• The Cisco Opportunity Incentive Program (OIP) is designed to encourage the profitability and success of its channel partners.
• OIP rewards partners fairly and equitably who actively identify, develop, and win new business opportunities in targeted market segments
• OIP Program Page - www.cisco.com/go/oip/
• Cisco Commerce Workspace Tool - http://www.cisco.com/go/ccw/
• CCW Training and Instruction Guides
• OIP Rewards by Product Family
• OIP Partner Training
• Questions? [email protected]
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
Americas Partner Organization What They Do - Partner Relationship Management
Programs, Certifications, Specializations, Training, Business Reviews, Goal Setting – help you succeed with Cisco!
• Gold, Silver - PAM – Partner Account Manager
In-territory. Mostly cover Silver, Gold partners, some Premier – coordinate territory partner activities. PAM Locator
• Premier - VPAM - Virtual Partner Account Manager
Virtual – located in RTP-Raleigh. All Premier partners have VPAM support. PAM Locator
• Select – Regional Virtual Partner Account Manager
• Registered - Distribution Account Teams
Registered partners have dedicated teams at our distribution partners - Distributor Locator
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
Commercial Sales Organization
For sales-related issues such as deal registration, special pricing, BOMs, demos, etc, please engage the proper AM on the deal EARLY in the sales cycle to allow them to support you and gain visibility to the deal.
Key Roles
• GTAM – Geo-based territory AM
Sub-250 employee accounts and non-named accounts
• MMTAM – Mid-market territory AM
Mid-market named accounts ( +/- 250 – 1,000 employee accounts)
• VSAM – virtual sales AM
inside sales support to GTAM, MMTAM, Select AM
What They Do – Opportunity and Account Management
Account Management, Opportunity Management, Demos, Pricing, Quoting, Closing Pipeline Management – help you win deals with Cisco!
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
Cisco Sales Team Coverage
Enterprise
SLED/FED
Select
Mid-Market 250 – 1000 employees
Geo 1 – 250 employees
Mid-Market 250 – 1000 employees
Named Accounts
Joint Engagement
Cisco-Partner
Geo 1 – 250 employees
Named and non-named
accounts
Partner-Led
Teaming with Cisco
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
Who Is My Cisco Rep? If the tool returns no
result, it is non-named!
http://cs.co/whoismyciscorep
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
Partner Profitability Resources
• Cisco Promotions
http://www.cisco.com/go/promotions/
• Cisco Rewards
http://www.cisco.com/web/partners/sell/promotions/rewards.html
• VIP http://www.cisco.com/go/vip/
• Partner Plus http://www.cisco.com/go/partnerplus/
• Cisco Capital http://www.cisco.com/go/growit/
• Cisco Trade-In Migration http://www.cisco.com/go/ctmp/
• Cisco Certified Refurbished Equipment
http://www.cisco.com/go/refurb/
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 30
Tools and Resources
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31
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
• NEW! The Sell Closer IOS App
• https://itunes.apple.com/us/app/the-sell-closer/id648955632?mt=8
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
Cisco Commerce Workspace • Primary e-Commerce tool for Cisco/Partner interaction
Register deals, whether or not you order directly from Cisco
Quote, configure, and order products, software, and related service
Not-for-Resale (NFR) special pricing requests
http://www.cisco.com/go/commerceworkspace/
Training: http://www.cisco.com/go/commerceworkspace-training
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
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
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KS
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MO
OK
LA
GA
IN IL
AL
OH
MS
NJ
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TN
MD
SC
NC
VA
KY
WV
NH
VT
DE
DC
CT
NV
Updated June 2014 Confidential and proprietary information Micro's express written permission.
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Cisco Team Phone No. 1-800-456-8000 x76799
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MDE – Daniel Carini
MDS – Jess Maraschiello
MDS – Shawn Eckert
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
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