FY11 Cisco Partner
Update
2010년 12월16일
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
1
Korea Organization Structure (FY’11)
GM
Bum-Coo Cho
Ops & Strategy
Won Kyun Cho
Architecture
(APAC)
CA/AS/TS
J W Kim
BDM Team
Data Center
Marketing/PR
S + CC
Collaboration
Finance
Managed Service
Borderless
Network
HR
Transformation
Chris Yang
Enterprise
Public
Il-Gwon Shon
Sun Mok Son
Industry
SP
Jae Hyung Jin
Commercial
Hee Beom Park
Government
MSO
Metro
Youn-Gwi Jeong
Se Jin Kim
Chang Seop Kim
Sang Bong Nam
Mid-Ent
Vertical
LGT
Branch
Chung Chae Cho
Han Seok Lim
Jong Soo Kim
Won Young Kim
FSI
IFEZ
Sun Mok Son
Jae Duck Ahn
Chang Ho Kang
SEC, HMC
(Global)
SE
Il Yong Seong
Channel
Kyeong Deog Kim
KT (CD)
ECO Partners
Capital
SKT (CD)
Joong Wan Shin
IBSG
WPR / Legal
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
2
Scaling the Expert Organization
Improve Collaboration… High Availability of Cisco Team… To Support Your Sales Teams!
Partner’s Customers
Sales
Services
PRM
Channel
Services
My Cisco Portal
Quoting &
Ordering
Cisco Experts
Marketing
Services
Partner Interactions
Virtual Concierg
e
Click to Chat
Business
Advisory
TelePresence
Technical
Services
Training
Face to Face
Business
Intelligence
WebEx
Incentives
Desktop & Phon
e App
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
End Users
3
New Partner-Led Structure
Distribution
JK Kang
JY Cho
James Nah
Philip Park
안병설SM
이혜원SB
신준섭
김태훈TJ
JH Shim
서길영CJ
박선영KJ
왕미정
김춘이DR
이광섭CJ
이동열BJ
DI Kim
Metro : Tier 1 City
유고명SB
변재형BJ
김민권BJ
박민욱CJ
류기훈CJ
이원희KJ
Ted Nam
서상진CJ
정정례KJ
양혜경DR
임혜정KJ
이경준KJ
김능환GJ
Branch : Tier 2 City
박성덕SB
WO Kim
조대식BJ
서혜선BJ
Busan
Gwangju
Daegu
Daejeon
변경록BJ
김양미
김용남DR
Presentation_ID
박찬량CJ
© 2006 Cisco Systems, Inc. All rights reserved.
백승록GJ
송은정KJ
안혁 BJ
Cisco Confidential
최웅석CJ
4
Avant Garde : What in it for your!!
Prospects
Reduced cost of Sale through
Business Intelligence
Engagement & Commun
ication
Priority Access to Manage
ment
Recognition
Rewards for top performing
PAMs
& OIPD for AG
& facilities
Partners
Partner
Sales Tools & Marketing
Sales Training
Exclusive access to AG platform,
performance reports & Marketing
content
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
accelerating Sales
Exclusive training
Cisco Confidential
5
Geographical Diversity
Europe3,
613
U.S. & Canada
2,762
Emerging
3,403
Japan
564
Asia Pacific
2,149
12,610 certified Partners across globe
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
6
Cisco Korea Partner Status (FY’11 Beginning)
Gold SI (14)
Distributor(3)
SK Networks, Inetbank, Youngwoo
SNN
Silver SI (4)
Technology Depth
AIRQUAY
ECS TELECOM
HUNEED
POSCO ICT
Registered
Reseller
(620)
Register
Select
Reseller
(53)
Select
Premier
Reseller
(66)
Silver Reseller (2)
Premier
Silver (6)
UNNET
SEOUL COMMTECH
AUTOEVER
COMTEC
DATACRAFT KOREA
FUJITSU KOREA
IBM KOREA
ICENT
INNET
INSUNG
LG N-SYS
RINGNET
SAMSUNG SDS
SICC
SNET
YOUNGWOO DIGITAL
Gold Reseller (4)
HIT
KDC
KT NETWORKS
JINDOO I.S
Gold (18)
Integrated Technology Breadth
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
7
Cisco Channel Route
Direct VARs, Systems Integrators
Distributors
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
Reseller
Customers
8
My Cisco 제공 정보
url: www.cisco.com/go/mycisco
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
9
Cisco Partner Bulletin(시스코 파트너 게시판)
현재 시스코 채널에서 진행되는 모든 프로그램 / 공지 / 프로모션 업데이트
url: www.networkers-seoul.com/channelbbs/
ID : cisco PW: partner
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
10
Cisco Partner Bulletin(시스코 파트너 게시판)
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
11
파트너 센트럴 - 한국어 자료실
www.cisco.com/kr/partners
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
12
[이후 시스코 파트너 세미나 일정]
파트너를 위한 월간 시스코 업데이트 웹 세미나
매월 첫째 주 금요일, 오전10시~11시
한달간의 제품,프로그램,인센티브,프로모션, 교육 정보를 간결하고 쉽게 전달
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
13
CSG ( Channel Specialist Group )
1.
2.
2.
파트너
운영 지원팀
Cisco
Channel
Operation
Single PoC for Channels
지원
–원스톱
Product비즈니스
& Service
cases
Proactive
Engagement
한국 전담지원팀 : csg-kr@cisco.com
080-377-0880 한국어무료전화
파트너 툴
Presentation_ID
파트너 프로그 인센티브 프
램reserved.
로그램
© 2006 Cisco Systems, Inc. All rights
Cisco
Confidential
리포트
프로세스
프로그램 교
육
프로모션
PEC
기타
14
고객을 위한 CBC 지원
시스코의 다양한 AT (Advanced Technology) 솔루션을 직접 체험할 수 있는 데모
센터가 새롭게 꾸며 집니다.
현재까지 CBC 진행내역
- 2007년 4월 이후, 약 1200번의
브리핑 진행
- 약 5,000명 고객 참석
CBC의 새 단장
- 인천도시 축전 소개 솔루션 추가 -
Real Estate & Healthcare, Virtual Concierge
- 본사연동 - EBC Virtual Demo, Business Video Demo Center
- UCS (Unified Computing System) 추가
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
15
Cisco Capital as Platform to Transform Customer
Experience
Leasing, Svc
financing
Loan
Project
financing,
Service
financing
Financing offer
is optional.
© 2006 Cisco Systems, Inc. All rights reserved.
One account plan,
Integrated offer
Financial
proposal
become must.
SOURCE: Services Portfolio Council
Presentation_ID
New Business
Model (Utility,
Revenue sharing,
Build to Grow)
Cisco Confidential
16
NFR (Not for Resale)
Eligible Partners:
Certified Partner
(Gold, Silver, Premier, Select, Registered**)
Specialize Partners
Authorized Distributors
Technology :
All Technologies
Proposed discounts: Special DC (Contact Distributor)
Eligible products :
All products in GPL excludes ATP, Services
and Refurbish product
Registered** partners can only purchase NFR for demo lab equipment
to meet specialization requirements
Note: ATP partners are not eligible at this moment
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
17
Distribution vs. CBN
NORMAL DISTRIBUTION SALES PATH
Creates oppty or
Registers a deal
Creates &
Approves DART
Build quote
Places order &
auto-approved
Cisco ships
Post-Sales
1
Disti stock ful
fillment
AM
AM
CAM
CBN
Sales Path
Partner
AM
CAM
Places order &
CS validates
DVAD
ORDER
BOOKED
© 2006 Cisco Systems, Inc. All rights reserved.
PoS
AM Receives
Bookings Credit
Commission
CBN SALES PATH
Communicate
Deal summary
Presentation_ID
Cisco Ships
ORDER
BOOKED
DART
approver
Partner
2
Disti
Cisco Confidential
AM Receives
Bookings Credit
Cisco ships
Post-Sales
Cisco Ships
Sales Out Repor
t
Commission
Business Contr
ols
Metrics
18
CBN Split Deals
Overview
CBN Split Deals will be made available on May 17th, 2010.
This means that one single deal id can be used for both CBN and
DART(POS).
Cisco Commerce Workspace will be enhanced to allow Distis to
select the product lines which will be fulfilled via CBN.
The selected CBN lines will still need to meet the CBN threshold of
minimum US$100K.
Disti will need to request for DART for the lines not flagged as CBN
via the current as-is process for DART.
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
19
Connect Rewards
https://www.cisco-connectrewards.com/
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
20
Channel Incentive Program
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
21
OIP (Opportunity Incentive Program) 개요
OIP는 시스코에 알려지지 않은 새로운
비즈니스 기회(Opportunity)를 발굴,
개발한 파트너에 제공하는
프로모션입니다.
본 프로그램은
1. 새로운 비즈니스 기회를 발굴한 파트너를
보호하고
2. 거래를 성사시킨 파트너에게 보상을
제공하기 위해
3. 프로그램 요건에 해당하는 Deal을 등록한
파트너에게 추가 할인을 제공합니다.
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
22
OIP 및 OIPD 구분
OIP – Non Named Account
OIPD – Named Accounts
OIPD For Avant Garde
Commercial – Non
Named Accounts
* Exclude Government
Enterprise
& Service Provider –
Named Accounts
* Include Government
Commercial acquire Acco
unts (as reflected in the Ava
Partner Eligibility
Certified Partners
(include SELECT)
Premier and above
only (exclude SELECT)
Certified Partners
(include SELECT)
Eligible Cisco Products
All Cisco products
All Cisco products
All Cisco products
Approved Deal
Availability Window
End Customer
Eligibility
Valid 3 months
Valid 6 months
Valid 6 months
Non-forecasted
Non named Commercial
accounts
Non-forecasted
Named accounts or Deal Size
,
documents (presale,
BOM, project plan etc)
required
Non-forecasted
Opportunities. Acquire
Accounts, documents (presal
e,
BOM, project plan etc)
required
Incentive Model
upfront discount
upfront discount
upfront discount
Minimum Deal Size
Min US$5K List
Min US$5K List
Min US$5K List
Target Market
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
nt Garde tool)
23
차세대 VIP16 (Value Incentive Program)
VIP는 Cisco 및 Cisco 채널 파트너 프로그램 진화와 더불어 적격한 아
키텍처 범주 내의 Advanced 솔루션을 판매하는 파트너를 대상으로
한 혜택을 지속적으로 발전 및 확대하고 있음
UC -> 협업(Collaboration)
DC -> 가상화(Virtualization)
보안, 무선 -> 무경계(Borderless Network)
비즈니스 혁신을 주도하는 아키텍처
최대 22%까지 Rebate
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
24
Incentive for VIP
Partner Name
Presentation_ID
Total Amount ( $ )
AHNLAB, INC
44,988
UNNET SYSTEMS INC
18,717
JANG INTERACTIVE INC
16,475
INFOSEC
15,159
SHINSEGAE IC
14,678
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
25
PDF (Partner Development Fund)
1. PDF(Partner Development Program)란?
중소기업 또는 커머셜 시장을 대상으로 비즈니스를 하는 파트너 사의 수
익 증대를 위해 만들어진 종합적인 프로그램
2. 프로그램 기간 : 2010년 8월 1일 ~ 2011년 7월 30일
3.프로그램 등록 기간 : FY11
4. 프로그램 대상 파트너 : 각 Track 별로 대상 파트너 요건을 만족할 경우,
해
당 Track에 대해 등록이 가능
5. 등록 방법: 하기 url에서 해당 Track을 선택하여 등록
www.cisco.com/go/ppe
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
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26
PDF (Partner Development Fund)
트랙
SB PDF
Cash Back
PDF Cash
Back
Accelerator
(Invitation만
해당)
하위트랙
해당 없음
해당 없음
PDF Plus
VIP 파트너
대상 SKU
SBTG
Traditional
Cisco
SBTG
Traditional
Cisco
SBTG
Traditional Cisco
SBTG
DMR,
Ecomm,
SP
SB Specialization
보유 파트너 또는
Express
Foundation
Specialization
보유 파트너
대상
파트너
등록 파트너
PDF Plus
PDF Commercial UC
EUC
BE
IP 폰
ISR G2
Gateways
CUCME
CUMCBE
SB Specialization
보유 파트너 또는
Express
Foundation
VIP 등록 파트너
EUC
Specializati
on 보유
파트너
공인 BE
파트너
SBTG A등급: 10%
SBTG B등급: 5%
10%
A등급: 16%
B등급: 10%
리베이트
5%
5%
SBTG Tier A: 10%
SBTG Tier B &
Traditional: 5%
최소 한도
300달러
5,000달러
300달러
1,000달러
1,000달러
1,000달러
최대 한도
5,000달러
250,000달러
50,000달러
125,000달러
125,000달
러
125,000달러
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
27
Incentive for PDF
PARTNER PAY
OUT ( $ )
partner name
Presentation_ID
ACE NET
68,377
I NET BUILDER
67,784
TAE KWANG NETWORK INFO CO LTD
61,761
ISONET
50,636
UGENT CO.,LTD
48,229
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
28
Q2 Fast Track 2 Accelerator
SBTG - Managed Switch + Security Appliance @ 10% discount
SRW2024-K9
SRW2024P-K9
SRW224G4-K9
NEW 300 Series
SRW224G4P-K9
SRW2024
SRW2024P
SRW224G4
Old SRW Series
SRW224G4P
SA520-K9
SA520W-K9
SA540-K9
SA520-WEB-BUN3-K9
Security
SA520-GW25-BUN3-K9
SA520W-WEB-BUN3-K9
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
29
Q2 Fast Track 2 Accelerator
2K, 3K Switches, 1900 ISRs @ 5% discount
WS-C2960S-24TS-L
WS-C3750G-24TS-S1U
WS-C2960S-24PS-L
WS-C3750G-24PS-S
WS-C2960-24TT-L
WS-C3750G-12S-S
WS-C2960-24PC-L
WS-C3750G-12S-E
WS-C2960-24TC-L
CISCO1941/K9
WS-C2960-8TC-L
CISCO1941-SEC/K9
WS-C2960G-8TC-L
WS-C3560G-24PS-S
WS-C3560G-24TS-S
WS-C3560-8PC-S
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
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30
Q2 Cash Now
Buy 3, get the 4th one FREE
Access Points
WAP4410N
AIR-AP1142N-x-K9
AIR-AP1242AG-x-K9
Video Surveillance
WVC2300
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
31
Small Business
Allscripts
Communicate
CRM
Secure
Mitchell1
Firewall
Anti-Virus
Connect
Anti-Spam
Timecard
View
Security/UTM
Broadest Portfolio of Product
s and Solutions
for Small Business
Storage
VPN
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
Unified
Communications
32
Small Business
As of Dec. 2010
현재 KCC 인증 요청 제품
Jan 2011 Order 가능
Order 가능한 제품
Presentation_ID
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33
33
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
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34
Q&A
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
35
Portfolio of
Specializations
Presentation_ID
Ability to Deliver Technology Depth
Sales, Technical and Lifecycle
Services
URL: http://www.cisco.com/web/partners/program/specializations/index.html
Master Specialization
UC / Security
Advanced Specialization
UC / Security / Routing & Switching / Wireless LAN / Data Center
Network Infrastructure / Data Center Storage Networking
Express Specialization
UC / Foundation
Entry Specialization
SMB Specialization
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
36
Certification
Portfolio
URL:
http://www.cisco.com/web/partners/pr11/pr8/partners_pgm_category_page.html
UC
Master
Any two
Adv.
Technology Depth
New
Certification
SMB Spezn.
Select
Security
Express
Foundation
Any Adv. *
+ Exp. UC
2 CCIE’s
Premier
Adv.
R&S
Adv.
UC
Adv.
Sec.
Adv.
WLAN
4 CCIE’s
Silver
Gold
Integrated Technology Breadth
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
37
TAP - Trade-in Incentive 프로그램
TMP
(Technology
Migration
•보상 판매 프로그램
•시스코 제품 / 경쟁사 제품
•Upfront Discount /Credits
Program)
•TMP 연장선 상의 프로그램
•Backend Rebates (based on
TMP credits amount &
returns)
•6-month Period
TAP
(Trade-in
Accelerator
Program)
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
38
TAP 프로그램 내용
Requirements to Enroll and be Approved in TAP
대상 파트너
장비 반환 요건
Cisco Gold, Silver, Premier or Select certified throughout
entire program period
파트너는 프로그램 기간에 Booking된 제품에 대해 TMP에 등록된
보상 판매 장비를 반환해야 함
최소 85% 의 보상 판매 장비를 반환해야 함
기간중에 Booking
되어야 하는 최소 보상
판매 Credit
Rebate 금액
Presentation_ID
$25K TMP credits
총 보상 판매 Credit의 10%를 리베이트로 제공
© 2006 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
39
ATP & APP Status
ATP Partners
Category
Partner Name
ATP-UCCE
INSUNG, ECS TELECOM, GS NEOTEK, BUTTLE INFORMATION
ATP-TLP
DCK, FUJITSU, IBM, ORANGE, BT, HUNEED, RINGNET, SNET, INSUNG, ECS TELECOM,
LG N-SYS, COMTEC
ATP-CVP
INSUNG, ECS TELECOM, GS NEOTEK
WebEx
BSG, UCWare, INNET, INSUNG, RINGNET ,SNET
ATP-UCS
YOUNGWOO DIGITAL, LG N-SYS, DCK
ATP-OWM
AIRQUAY, RINGNET, TONEZ
ATP-VS
INSUNG, SO-NET, COMTEC, SNET, FUJITSU
ATP-IPICS
INSUNG ,ICENT
APP-DMS
COMTEC, INSUNG, ICENT, SMT&C
Collaboration
Virtualization
BN
ET
(a.k.a SA VPI) KCC, DAEYOU, U-TIER
ASPVPP
Presentation_ID
© 2006 Cisco Systems, Inc. All rights reserved.
LG N-SYS, RINGNET, NAWOO KOREA, ICENT, SCG SOLUTIONS
Cisco Confidential
40
