Program Requirements Document
Host
This ATP
– Cisco UCS Invicta (UCSI-ATP) Program Requirements Document (PRD) sets forth the requirements for a Cisco partner’s participation in the Cisco Authorized Technology Provider (ATP) Program for Cisco ® UCS
Invicta (UCSI). The program requirements consist of (1) the Indirect Channel Partner Agreement (ICPA) and/or
Systems Integrator Agreement, as amended, the “Resale Agreement” executed by and between Cisco and ATP
Partner, the terms and conditions of which are incorporated herein by this reference; and (2) the requirements set forth in this document, together with the appendices attached hereto. To the extent there is a conflict between the
UCSI-ATP Program Requirements Document and the Resale Agreement, the terms of the Resale Agreement shall take precedence. Capitalized terms not otherwise defined in the UCSI-ATP Program Requirements Document shall have the meanings specified in the Resale Agreement.
Please note: All partners invited to participate in the UCSI-ATP Program will have exactly 180 calendar days from the date of the invitation to complete the program requirements outlined within this document. After 180 calendar days, all UCSI-ATP Program invitations will expire, and partners will have to be re-invited into the program to complete all program requirements.
The goal of the Cisco Authorized Technology Provider (ATP) Program is to develop the global market opportunity for advanced and emerging technology solutions through qualified Cisco channel partners. Participation in a Cisco
ATP Program allows Cisco channel partners to take advantage of competencies in specific advanced or emerging technologies through specialized training and demonstrate expertise through knowledge validation processes.
Qualified Cisco ATP Partners are recognized on the Cisco Partner Locator allowing partners to differentiate themselves from competitors and giving them the opportunity to enter into new markets.
Please note: Meeting the requirements of the ATP Program does not count toward certification under the Cisco
Worldwide Channel Partner Program. Only participation in the specialization programs counts toward Cisco certification.
The resulting program launch should:
● Quickly build a channel to meet the demand for Cisco UCS Invicta products
● Offer opportunities for partners to increase their revenue base and profits through a suite of resale and service-based offerings
● Identify, qualify, train, enable, and promote a select set of existing and new Cisco channel partners to provide solution services for the Cisco UCS Invicta products
● Ensure high-quality Cisco UCSI deployment and customer satisfaction
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Cisco will award Cisco UCS Invicta Partner status individually on a per-country/country group basis as defined at http://www.cisco.com/web/partners/pr11/pr8/pr27/partners_program_country_grouping_list.html.
A Host and Satellite model will be employed within each theater. Theaters are defined below:
● APJC (Asia Pacific, Greater China, and Japan)
● EMEAR (Europe, Middle East, Africa, and Russia)
● Americas (United States, Canada, and Latin America)
A partner must have at least one approved Host within a theater before requesting Satellite(s) within that same theater. There is no limit to the number of Satellites allowed per theater. A Host most complete all requirements as outlined in the UCS Invicta ATP Host PRD. Each Satellite must complete all requirements as outlined in the
UCS Invicta Satellite PRD.
The UCSI-ATP Program governs the accessibility of the following Cisco UCS Invicta Products. These products are available only to qualified ATP Partners. These products are referred to collectively in this document as the Cisco
UCS Invicta products.
The products associated with the UCSI-ATP Program follow:
UCSW-PCIE-IM4TG
UCSW-PCIE-MX2GIB
Interface Masters 32714L Quad Port 10 GbE Server Adapter
Mellanox Connect-X MHQH29C-XTR QSFP IB 40GbS Server Adapter
UCSW-PCIE-Q2564
UCSW-C3124A-12T
UCSW-C3124A-24T
UCSW-C3124A-3T
UCSW-C3124A-6T
UCSW-C3124N-12T
UCSW-C3124N-24T
UCSW-C3124N-3T
UCSW-C3124N-6T
UCSW-C710R
UCSW-SA1-12T-R
UCSW-SA1-24T-R
UCSW-SA1-48T-R
UCSW-SA1-6T-R
UCSW-A-REPLICATE
UCSW-DDUP-24T
UCSW-DDUP-3T
UCSW-DDUP-6T
UCSW-DDUP-12T
UCSW-SA-REPLICATE
Qlogic QLE2562 Quad Port 8Gb Fibre Channel HBA
UCS Invicta C3124SA 12TB Appliance - K9
UCS Invicta C3124SA 24TB Appliance - K9
UCS Invicta C3124SA 3TB Appliance - K9
UCS Invicta C3124SA 6TB Appliance - K9
UCS Invicta C3124SN 12T Node ATO -K9
UCS Invicta C3124SN 24T Node ATO -K9
UCS Invicta C3124SN 3T Node ATO -K9
UCS Invicta Scaling System C3124SN 6T Node ATO -K9
UCS Invicta Scaling System C710SR Router (ATO) -K9
UCS Invicta 12TB Scaling System Racked -K9
UCS Invicta 24TB Scaling System Racked -K9
UCS Invicta 48TB Scaling System Racked -K9
UCS Invicta 6TB Scaling System Racked -K9
UCS Invicta C3124SA Asynchronous/Open Target Replication
UCS Invicta De-Dup Software for 24TB
UCS Invicta De-Dup Software for 3TB
UCS Invicta De-Dup Software for 6TB
UCS Invicta De-Dup Software for 12TB
UCS Invicta Scaling System Asynchronous and Replication
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ATP Partner must complete (and thereafter maintain) all requirements set forth herein within one hundred eighty
(180) calendar days of the date of ATP Partner’s invitation to the UCSI-ATP program.
Partners are not fully qualified and will not be recognized as an ATP Partner on the Partner Locator until all ATP Program requirements have been met and the application submitted and approved.
The business requirements for participation in the UCSI-ATP Program are as follows:
2.1.1
ATP Partner must demonstrate proven success in relevant IT Service Management, database batch processing, enterprise software customization and application acceleration, and data center virtualization technologies; and must be value-added resellers with existing skills, experience, practices, and reference accounts in these areas.
2.1.2
For the duration of the ATP Partne r’s participation in the UCSI-ATP Program, the ATP Partner must continue to be an authorized Cisco channel partner with a valid Resale Agreement.
2.1.3
ATP Partner Program qualification approval for invitation will be by joint agreement between the theater,
BU, and Worldwide Channel Program leads.
2.1.4
ATP Partners are strongly encouraged to have individuals nominated to fulfill job roles for this ATP attend, at their cost, all recommended personnel training as defined in Sections 2.3 in order to pass required exams. Cisco will not be responsible for travel, lodging, or other incidental expenses incurred by partners while attending training. Prior to attending training, each individual must fully and completely review all online training prerequisite courses and requirements as defined in Section 2.3.
2.1.5
ATP Partner must have the capability to offer and deliver pre- and post-sales (deployment) services for
Cisco UCS Invicta solutions.
2.1.6
Partner is strongly encouraged to develop a lab environment required for demonstration purposes, internal training, or to support customer engagements.
2.1.7
ATP Partner must complete and submit the ATP Application in the ATP Invitation tool before its application can be reviewed. Details about the application process are in the ATP Program invitation email.
2.1.8
ATP Partner must complete the Program Requirements Checklist in the ATP Invitation tool for review and approval
2.1.9
ATP Partner must “Click to Accept” the Terms and Conditions in the ATP Invitation tool (as outlined in the
ATP Program invitation email).
2.1.10
ATP Partner will have at least ninety (90) calendar days to comply with any changes in the UCSI-ATP
Program from the date of notice provided to the partner, which may be provided electronically.
2.1.11
ATP Partner must agree to submit to an annual review to validate its adherence to the ATP Program requirements - as necessary. At a minimum, ATP Partner will be evaluated on the following for reinvitation to the ATP Program:
● Compliance with UCSI-ATP baseline requirements
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ATP Partners that are not re-invited into the UCSI-ATP Program will be removed from both the UCSI-ATP
Program and the Partner Locator.
2.1.12
Cisco UCS Invicta products are restricted through New Product Hold and will not be released until a partner holds the UCSI-ATP approval. Any exceptions must be authorized through the Sales Acceleration
Center exception process, available for review at http://sac4.cisco.com:9244/.
This section describes the personnel roles (including functional responsibilities and desired skills) Cisco requires for successful sale, design, implementation, and operation of Cisco UCS Invicta products.
The personnel requirements identified in the following sections are minimum requirements to qualify for the UCSI-
ATP program. ATP Partners should ensure that they have additional trained personnel as needed to support all customer engagements and their overall market opportunity. In addition to performing the indicated roles, these individuals are the first line of internal support.
Note : If ATP Partner should lose one of the persons fulfilling the roles below, the ATP Partner will have 30 days to notify Cisco of the noncompliant contact for said role. Partner should open a case with the Cisco Customer Service at www.cisco.com/go/cs
report the role requirement status change. Failure to do so can result in disqualification as an ATP partner.
Upon notification, Cisco will allow the partner at least 90 days to train and assign a new person to fulfill the ATP role.
The UCS Invicta ATP Program has established three role types for the Host. The individuals who fill the roles may be existing employees of the ATP Partner. Cisco does not require that the ATP Partner hire additional employees to fill these roles.
2.2.1
Account Manager (AM) (A minimum of one AM is required): The Account Manager is responsible for owning the customer relationship and directing the sales lifecycle. Responsibilities include uncovering business opportunities and challenges; positioning the product/solution; setting customer expectations; preparing technical responses to Requests for Proposal (RFPs); providing sales support for customers; and engaging with the Cisco PAM (Partner Account Manager) as necessary.
2.2.2
Systems Engineer (SE) (A minimum of one SE is required): The Systems Engineer is responsible for directing the technology and designing comprehensive customer business/technical solutions.
Responsibilities include positioning and demonstrating the product/solution; setting customer expectations; developing a design and implementation strategy; and developing the technical resources to create and present a customer proposal.
2.2.3
Field Engineer (FE) (A minimum of one FE is required): The Field Engineer is responsible for product/solution implementation and operation. Responsibilities include installing and configuring the customer solution; troubleshooting and resolving technical problems during deployment; providing installation test and turn-up services; and providing day-2 customer technical support as required.
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This section identifies the required training for each of the roles defined in Section 2.2. Required training is offered through invitation-only boot camps sponsored by Cisco. Partners invited to the UCSI-ATP should work with their local Cisco support team for scheduling.
2.3.1 Cisco UCS Invicta Training and Exam Requirements
Table 1 lists the Cisco UCSI training options and the required exams.
Table 1. Cisco UCSI Exam Requirements for Host
Role Type
Account
Manager (AM)
Systems
Engineer (SE)
Training
UCS Invicta for Account Managers
UCS Invicta for System Engineers
Field Engineer
(FE)
UCS Invicta for Field Engineers
Duration
1-hr VoD
1-day
2-day
Delivery Type
Online via PEC
WebEx
WebEx
Required Exam
700-601
700-602
700-603
ATP Partner should have the capability to offer each customer to whom it resells UCSI-ATP solutions the following post-sales support services:
● The ATP Partner should offer Cisco support (Cisco SMARTnet ® and Software Application Support [SAS]) through a valid services contract or through a Cisco authorized distributor.
● For customized Cisco UCSI solutions in which Cisco TAC does not offer technical support, the partner is highly encouraged to offer day 2 support directly, or teamed with an approved 3 rd party Ecosystem
Consultants.
The lab equipment is used for UCSI-ATP solution sales demonstrations, support, training, customer proof-ofconcept, and other similar internal activities. It is highly recommended each ATP Partner have this equipment at all times for these purposes, but purchase of said equipment is not a requirement for achievement of UCSI-ATP approval.
Alternatively, the ATP partner can leverage shared Cisco equipment to meet lab demands. Scheduled lab availability is not guaranteed and resource priority will be given to support sales and Cisco field sales teams. ATP partners should consider this Cisco resource as back up to a partner owned and managed lab and demo environment.
There are no specific customer satisfaction requirements for the UCS Invicta ATP.
Verification of meeting ATP Program requirements will be evidenced by the Program Requirements Checklist, which is provided to the channel partner via the Certification and Specialization Application tool (CSApp) at www.cisco.com/go/csapp at the time of ATP Program invitation. Channel partners are not fully qualified/approved and will not be recognized on the Partner Locator as an ATP Partner until all ATP
Program requirements have been met.
Thereafter, Cisco will reverify the ATP Partner’s qualifications at least
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once per year prior to or at the anniversary of the ATP Partner’s qualification/approval date. Through the renewal process, Cisco will assess whether the ATP Partner continues to meet all requirements stated in the then-current
Program Requirements Document (PRD). Please refer to section 2.1.11 for specific details regarding renewal requirements for the UCS Invicta ATP.
Cisco reserves the right to change the requirements for an ATP and consequently a P artner’s continued participation in the UCSI-ATP Program. Any such change will be communicated to the ATP Partner in writing, including by electronic posting. The ATP Partner will have a minimum of ninety (90) calendar days following the date of Cisco’s written notice to comply with the new requirements.
ATP Partner’s participation in the UCSI-ATP Program will begin on the date the ATP Partner’s submitted application (and Program Requirements Checklist) is approved by Cisco (t he “Effective Date”).
ATP Partner status shall commence on the Effective Date and continue thereafter for a period of one (1) year, unless terminated sooner as set forth as follows.
The ATP Partner’s participation will continue until the earliest of:
(a) the termination or expiration of the Resale Agreement or like document with Cisco; (b) termination by either party for any reason upon at least thirty (30) days’ prior written notice to the other; (c) Cisco’s termination of the
UCSI-ATP Program specifically or the overall ATP Program, which termination Cisco will communicate to the ATP
Partner in writing; or (d) determination by Cisco that the ATP Partner no longer meets the program requirements, which termination Cisco will communicate to ATP Partner in writing.
Except for rights expressly licensed in writing by either party to the other, each party shall retain all right, title, and interest in and to the technology and confidential information provided/made available by each party hereunder.
Cisco shall retain all right, title, and interest in and to the ATP Program’s name, Cisco logos, trademarks, and trade names. ATP Partner shall retain all right, title, and interest in and to its logos, trademarks, and trade names.
Cisco may grant to ATP Partner a nonexclusive and nontransferable license to use the Cisco software specified in the Program Requirements in object code form and related documents (e.g., technical specifications, manuals) (the
“Cisco Software”) solely for internal demonstration and evaluation purposes for the term of the Program
Requirements. Except as may be provided in the Resale Agreement, any Cisco Software received with or for specified products (including any upgrade or updates) may not be distributed/licensed further. EXCEPT AS
EXPRESSLY AUTHORIZED UNDER THESE PROGRAM REQUIREMENTS, THE ATP PROGRAM, OR ANY
RELATED SUPPORT PROGRAM, ATP PARTNER SHALL NOT (AND SHALL NOT PERMIT A THIRD PARTY
TO): COPY, IN WHOLE OR IN PART, CISCO SOFTWARE OR RELATED DOCUMENTS; USE THE CISCO
SOFTWARE ON UNAUTHORIZED CISCO EQUIPMENT; MAKE ERROR CORRECTIONS OR OTHERWISE
MODIFY THE CISCO SOFTWARE OR DOCUMENTS; DECOMPILE, DECRYPT, REVERSE ENGINEER,
DISASSEMBLE, OR OTHERWISE REDUCE ALL OR ANY PORTION OF THE CISCO SOFTWARE TO HUMAN-
READABLE FORM; OR TRANSFER, SUBLICENSE, RENT, LEASE, DISTRIBUTE, SELL, OR CREATE
DERIVATIVE WORKS OF THE CISCO SOFTWARE OR DOCUMENTS.
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