Partner Plus
Evolving Together to Serve Midsize
Customers and Thrive
The Midmarket Opportunity Is Now
Midsize: 100–1000
1.4M Companies
© 2014 Cisco and/or its affiliates. All rights reserved.
Together, with
our Authorised
Distributors—
we can help
you get more
$55
Billion
Products
Services
$25b
$30b
Cisco Confidential
2
Midsize Customers Are Thinking and Buying Differently
53%
CIOs increasing their
SECURITY Of
security budget
Tablet
Sales Up
Smartphone
Sales Up
18% 12%
Mobility
© 2014 Cisco and/or its affiliates. All rights reserved.
Source: Gartner & IDC 2014 report
Spending
Will Grow
30%
Surpassing $14B
Big Data
Spending
Will Surge
25%
Sales
Will Reach
$100B
Cloud
By 2020
Revenue
Will Reach
$ 8.9
TRILLION
With 30B Connected End Points
IoT
Cisco Confidential
3
Sales and Marketing Engagement Model
Customers research on-line
(web, social media, blogs)
Social
Cold
Calls
Networks
Our opportunity is to engage and
educate them during the process
New
Old Sales
Sales
Model
Sales
Educate
Demos
© 2014 Cisco and/or its affiliates. All rights reserved.
Qualify
Engage
Leads
Customer intelligence and analytics
will drive our targeted approach
Cisco Confidential
4
Business Priorities in the Midmarket
BUSINESS PRIORITIES
IT INITIATIVES
Improve Employee
Productivity
Supporting Mobility
and BYOD
Customer Experience
Innovation
Business Growth
Secure and Reliable
Efficiencies
Continuity, Regulatory,
and Compliance
© 2014 Cisco and/or its affiliates. All rights reserved.
Private, Public and
Hybrid Cloud
Driving New
IT Needs
Rapid Deployment of
Apps and Services
Rapid and Secure
Infrastructure Deployments
Virtualising Network and
Data Center
Cisco Confidential
5
Partner Plus Evolves to Offer You More
Partner Plus 2014
Expansion
Increasing Your Potential for
Faster Midmarket Growth and
Greater Business Profitability
What’s New
Partner Plus 2013
Introduced
Benefits
scale as you growCisco
your
Enhancements
Midsize Business Solutions
midmarket
Together
Supporting customer awareness
Accelerating yourbusiness.
Cisco
Midmarket
with
ourBusiness
Cisco Authorised and partner enablement resources
Distributors, you get more.
Partner Plus 2012
Introduction
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
6
The Keys to Faster Growth and Profitability
Business
Enablement
Help you prepare,
build and expand
Incentives
and Rewards
Recognise and
encourage your
success
Get your share
of the midmarket
Marketing
and Demand
Generation
Attract customers
and increase
sales
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
7
Optimise Your Success
DRIVE BUSINESS OUTCOMES
Generate
Demand
Plan
Lead
Development
Pitch
Close
Take Cisco sales
training and achieve
Cisco specialisations
Target cross/up-sell
opportunities
Demonstrate Cisco
solutions
Use pre-sales
technical help
Continue business
development to
create more leads
Use sales rep tools
Target last day of
support opportunities
Get priority for Cisco
co-funding
Offer the best solution
and be the expert with
your customer
Motivate and recognise
your sales teams
Prepare Midmarket
Business Plan
Select the best
marketing campaign
Follow-up leads and
prospects from Cisco
Leverage Midmarket
promotions
© 2014 Cisco and/or its affiliates. All rights reserved.
Business
Enablement
Marketing and
Demand Generation
Incentives
and Rewards
Cisco Confidential
8
Your Roadmap for Midmarket Growth
Level of Benefits
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
9
Partner Plus Aspire Benefits – Distributor Delivered
1
Partner Plus Aspire
BENEFITS TO GROW YOUR BUSINESS
Take advantage of Midsize Business Solutions resources available to all Cisco partners, plus:
Business Enablement




© 2014 Cisco and/or its affiliates. All rights reserved.
Select training and
exams
Onboarding support
Specific annual Partner
Plus event
dCloud demonstrations
and training
Marketing and
Demand Generation


Cisco partner marketing
campaigns and
collateral via Partner
Marketing Central portal
Distribution marketing
support
Distributor Enablement
Program

Prioritised for Distributor
Enablement program
enrollment
Cisco Confidential
10
(upon achievement of quarterly
targets and where offered)
Partner Plus Prestige Benefits – Distributor Delivered
2
Partner Plus Prestige
BENEFITS TO GROW YOUR BUSINESS
Take advantage of all Partner Plus Aspire benefits, plus Distributor Service Catalogue offerings
Business Enablement
Marketing & Demand Generation

Sales Excellence training

Demand generation support

Architecture & technical
training

Lead generation services

Other Distributor Marketing-asa-Service offerings

Marketing training


© 2014 Cisco and/or its affiliates. All rights reserved.
Customer network
assessments
Dedicated pre-sales
support
Incentives and Rewards

Distribution Service
Catalogue offerings

Winners’ Circle (limited
spaces)
Cisco Confidential
11
Partner Plus Elite Benefits – Cisco delivered
Partner Plus Elite
3
BENEFITS TO GROW YOUR BUSINESS
Take advantage of all Partner Plus Aspire and Partner Plus Prestige benefits, plus:
Business Enablement
© 2014 Cisco and/or its affiliates. All rights reserved.
Marketing and
Demand Generation
Incentives and Rewards
•
Sales Excellence
training
•
Demand generation
services and support
•
Products and Services
benefits setting
•
Partner Interactive
Webinars
•
Sales generated leads
•
Cisco Rewards
•
Joint Marketing Funds
•
Virtual Wallet
•
Customer Intelligence
•
Winners’ Circle
•
Sales Collaboration
Platform (SCP)
•
Marketing training
•
In-Class training
•
Virtual Engineering
Cisco Confidential
12
Level of Benefits
All Cisco Partners
Partner Plus Aspire
Partner Plus Prestige
Partner Plus Elite
Select training & exams
-
X
X
-
Midmarket-focused Sales
Resources (Sales Excellence online training, Customer
Conversations Guide, Sales
Connect etc.)
X
X
X
X
Support through Cisco Partner Help
or Authorised Distributors
X
X
X
X
2nd level pre-sales support
--
--
X Supported by Cisco Authorised
Distributors
X Cisco Partner Help Plus
Sales Excellence Instructor Led
Training (ILT) or Virtual (ILT)
--
--
X V-ILT Smart Business Roadmap
(SBR)
X ILT
--
X Supported by Cisco Authorised
Distributors (*)
X Supported by Cisco Authorised
Distributors (*)
X Marketing Support
(Cisco Partner Marketing Manager
Resource)
--
--
--
X (*)
--
--
X Supported by Cisco Authorised
Distributors (*)
X Support via Partner Demand Centre
vendor network
Joint Marketing Funds
--
--
--
X (*)
Marketing training
--
--
X(*)
X (*)
BUSINESS ENABLEMENT
MARKETING AND DEMAND GENERATION
Marketing support
(Resources to assist with planning
and execution)
Cisco generated leads and
prospects with Customer
Intelligence
Lead generation services
(*) Limited availability
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
13
Level of Benefits
All Cisco Partners
Partner Plus Aspire
Partner Plus Prestige
Partner Plus Elite
Midsize Business Solutions
sales promotions
X
X
X
X
Cisco Rewards
--
--
--
X
Cisco Winners’ Circle
--
--
X (limited spaces)
X
--
X - Prioritisation to Distributoroffered Services (MBO benefit)
X - Virtual Wallet for business
acceleration (MBO benefit)
INCENTIVES AND REWARDS
Partner Plus Incentives
--
(*) Limited availability
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
14
What Partner Plus Can Do For You
“Datacom
“Cisco
“..as a distribution
“Increased
Partner
Australia
our Plus
Cisco
has
grew
partner
business
allowed
37%
weYoY
us
by
now
to
about
asrealize
grow
a result
30%.
our
a of
Cisco
Partner
35%
The service
growth
business
Plus and
revenue
by by
maximizing
the
400%
investment
growth
and
our
has
theincentives
made
been
financing
in this
dollars
programs
partnership.”
on
substantially
big betthat
marketing
higher
they have
atactivities,
close
allow
tous
600%.”
education
to engage
and
in
much
events”
larger deals that we ever would before”
Tim Fitzgerald,
Brian
Patrick
Simon
Lee,
Jacobson,
Hempele,
CEO,Business
Chief
Head Sales
ofDevelopment
Marketing,
& Marketing
Manager,
Officer,
Forte Systems,
Netcloud,
Axonex,
Datacom
United
Systems,
Switzerland,
United
Kingdom,
Australia,Silver
States,
Gold
Silver
Partner
Premier
Partner
Partner
Partner
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
15
Together with Our Authorised Distributors
Brings Added Value To You
Find New
Customers Through
Stronger Marketing
© 2014 Cisco and/or its affiliates. All rights reserved.
Close Deals Faster
with pre-sales Support
Increase Margins by
Selling Services
Earn Valuable Rewards
for Achieving Results
Cisco Confidential
16
Partner Plus Eligibility – EMEAR
Eligibility
Requirements
Cisco Status or
Certification Level
Minimum Annual Cisco
Midmarket Revenue
Cisco Midmarket
Business Plan
Partner Plus
Aspire
Partner Plus
Prestige
Partner Plus
Elite
Registered and above
Select and above
Premier and above
$25,000
Small $75,000
Medium $100,000
Large $100,000
Extra Large $300,000
Not Required
Maintenance
Requirements
Required to Maintain
Status Through Cisco
FY16 in addition to above
eligibility requirements
© 2014 Cisco and/or its affiliates. All rights reserved.
—
Required
Working with their Distribution
Partners, Prestige partners are
required to execute marketing
demand generation in support of
business plan targets and goals
Small $200,000
Medium $250,000
Large $300,000
Extra Large $1,000,000
Required
(Minimum 5% midmarket
service sales penetration)
Elite partners are required to
execute a consistent level of
marketing demand generation
in support of business plan targets
and goals
Achieve a minimum of
two quarterly target-based
product incentive goals or
Confidential
annual target Cisco
incentive
goal
17
Simple Enrollment Process
Partner Admin receives
and responds to
enrollment email
invitation
Partner Admin
responsible for
enrolling company
into Partner Program
Enrollment (PPE)
Complete the
Enrollment
Questionnaire and
agree to the Terms
and Conditions
Receive your
growth targets
Prepare your jointly
owned Midmarket
Business Plan with
your Cisco Rep*
FY15 ENROLLMENT PERIOD RUNS SEPTEMBER – DECEMBER 2014
*Partner Plus Elite and Prestige levels
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
18
Connecting You to a World of Possibilities
Offer Your Customers More
Strategic
Partner Plus partners belong
to an
Solution
Partners
ecosystem to address every business
Preferred
environment and customer
need.
Solution
Partners
Access the Opportunity
Solution
Master
Solution
Partner
Program
Partners
Realise more business potential than you
Cisco
ever thought possible. Solution
Partner
Technology
Integrator
Cisco
Services
Partner
Program
Ecosystem
Specializations
Channel
Partner
Program
Authorized
Tech.
Provider
Certifications
Broad spectrum increases
your portfolio
Learning
Partner
Program solutions,
with advanced architectures,
software, and services.
Distribution
Partner
Plus
Marketplace
Cloud &
Managed
Services
Together, with our Authorised Distributors,
Global
we can help you get more.
Partner
Take a step forward with us.
Express
Cloud &
Managed
Services
Program
Gain the Advantage
© 2014 Cisco and/or its affiliates. All rights reserved.
Advanced
Gold
Premier
Select
Solutions
Network
Cisco Confidential
19
Together, We Can Thrive
Customers
Partnership
Guide our customers’ evolution to
become technology companies
Our greatest asset is working together
to increase our potential and grow
faster and more profitably. By
partnering with our authorised
Distributors you get the resources to
help you get more of what you need to
make your business soar.
Partner
Plus
Program
Technology
Business
Continually improve and innovate to
provide best in class solutions
Capture market transitions by rapidly
adapting to ever-changing conditions
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
20
Thank you.
cisco.com/go/ppc