March 5, 2014
Connect and Grow
Partner Resources Update
Cisco 101
Marty Kertman - Partner Development Manager – Cisco Systems
Michelle McCrea – Distribution Account Manager – Cisco Systems
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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A Spectrum of Buying Personas
Basic
Open to Guidance
Elite
On My Own
Rely on Partner
Collaborate w/Partner
Stick to Basics
Willing to Invest
Strategic Weapon
Temperament
Reactive
Proactive
Strategic
Purchase Mindset
Product
Solution
Architecture
Decision Driver
Simplicity and Value
Trusted Partner
Platform for Growth
Satisfied When
It…
…Just Works
…Boosts Productivity
…Transforms Business
Preferred RTMs
Retail, eComm,
NDI, SP
Unregistered,
Registered, Select,
Premier
Select,
Premier
IT Resources
View of
Technology
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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• Partner Relationship Categories:
Cisco Registered Partner
Cisco Registered Partners enjoy access to a wide variety of Cisco channel
partner tools and are eligible to apply for Cisco certifications and
specializations. > Read More
Cisco Specialized Partner
Cisco Specialized Partners have mastered a structured training regimen and
proven their acumen in an assessment process and can go on to qualify as a
Cisco Certified Partner. > Read More
Cisco Certified Partner
Certified Partners must achieve one or more technology specializations,
surpass customer satisfaction standards, and provide presales and post-sales
support capabilities. > Read More
Cisco Partner Relationship Levels
Certified Partner Benefits
•
•
•
•
•
Increased Profitability
Deal Registration
Marketing Support
Partner Support
Product access
Certified
Partners
Gold
Silver
Premier
Select
Registered
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• Ingram Exclusive Partner Onboarding Program- Get Registered – Move to
Select
• Greater profit potential as a Cisco Channel Partner
• Training – enablement – rewards – PROFIT!
www.smartenablement.com/cisco
© 2012 Cisco and/or its affiliates. All rights reserved.
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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.
• Premier - VPAM - Virtual Partner Account Manager
Virtual – located in RTP-Raleigh. All Premier partners have a
dedicated VPAM.
• Select – VPAM - Virtual Partner Account Manage
• Distribution Account Teams/Distribution Sales
Associates
Registered partners have dedicated teams at our distribution
partners.
© 2012 Cisco and/or its affiliates. All rights reserved.
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Who Is My Cisco Rep?
If the tool returns,
no result, it is
non-named!
http://tinyurl.com/whoismyciscorep
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Partner Resources - Tools
© 2012 Cisco and/or its affiliates. All rights reserved.
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http://www.cisco.com/web/partners/index.html
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• For partner relationship help, contact the Partner Relationship Team:
www.cisco.com/go/prt/
• To Call Cisco Partner Relationship Team in the US and Canada - Hours of
Operation: M-F 5:00 a.m. - 6:00 p.m. PST (Supported Languages: English)
(800) 553-NETS (1-800-553-6387) or (800) GO-CISCO
• Select option 1 (to go to the traditional menu). Then
•
•
• Select Option 2 -1 to reach the Cisco
•
•
Partner Relationship Team (PRT).
•
•
•
•
•
•
•
•
•
•
•
•
•
•
© 2012 Cisco and/or its affiliates. All rights reserved.
Authorized Digital Media Systems (DMS)
Partner Program Authorized Technology
Provider Program (ATP)
CAM Locator
Career Certification Certification and
Specialization Application (CSApp)
Cisco Commerce Workspace (CCW)
Cisco Learning Partner Program (CLP)
Cisco Rewards Program
Guided System Selling (GSS) Managed
Services Channel Program (MSCP)
PAL (Partner Access Online) Partner 360 /
Sales Collaboration Platform (SCP)
Partner Certification
Partner Locator
Partner Marketing Central
Partner Program Enrollment Tool (PPE)
Partner Program Intelligence (PPI)
Partner Registration Partner Self Service
(PSS)
Partner Specialization
Partner Workspace
Value Incentive Program (VIP)
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• 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
© 2012 Cisco and/or its affiliates. All rights reserved.
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• Cisco Resource Tools:
•
PAM Locator — Find a Partner Account Manager (PAM)
•
Partner Central — Comprehensive source for information on partnering, selling,
marketing and obtaining support with Cisco.
•
Partner Education Connection (PEC) — Personalize, search, browse, launch, enroll
and track your learning-all in one place
•
Partner Helpline — The Partner Helpline is your source for Channel Partner support for
all pre-sales support needs.
•
Partner Self Service (PSS) — Manage all your partner information from one location to
get the most from Cisco partner services.
• Configuration and Ordering Tools:
•
Cisco Commerce Workspace (CCW)
•
Quick Pricing Tool — Reduce Quoting Time from Days to Minutes
• Cisco Capital Finance Tools
• Cisco SMARTnet Services Tools
© 2012 Cisco and/or its affiliates. All rights reserved.
www.cisco.com/go/thesell
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© 2012 Cisco and/or its affiliates. All rights reserved.
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• Manage all your
partner information
from one location to
get the most from
Cisco partner services.
• http://apps.cisco.com/
WWChannels/GETLO
G/login.do
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• Profitability programs ensure you’re rewarded for focusing your practice
on Cisco’s architectures
• Stay tuned for signup periods
• Check out the full list of incentives on Partner Central
• VIP (Value Incentive Program) pays incentives as back-end payment
$ margin potential for you Cisco practice
http://www.cisco.com/web/partners/sell/smb/programs_and_promotions/index.html
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• Partner Program Enrollment
Enrollment in partner programs such as VIP, Partner Plus, more…
http://www.cisco.com/go/ppe/
• Partner Program Intelligence (VIP Tracking)
Use to track progress and achievement of program goals
http://www.cisco.com/go/ppi/
Partner Rewards
• Earn rewards points for selling Cisco products
• http://www.cisco.com/web/partners/incentives_and_promotions/ci
sco_rewards.html
© 2012 Cisco and/or its affiliates. All rights reserved.
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• Partner Education Connection (PEC) provides training on
products, tools, and solutions to help you keep ahead of the
competition as a Cisco Partner.
• Achieve and retain your organization's partnership status by
following the training required for career certifications and
technology specializations.
http://tools.cisco.com/pecx/login
© 2012 Cisco and/or its affiliates. All rights reserved.
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• Self-service e-
Commerce marketing
engine for partners
• Campaigns
• Events
• Customized
Marketing Activities
• Marketing wallet
http://www.ciscopartnermarketing.com
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Quick Pricing Tool - www.cisco.com/go/qpt/
C97-418641-00
© 2007 Cisco Systems, Inc. All rights reserved.
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• http://www.cisco.com/web/partners/sell/competitive/index.html
© 2012 Cisco and/or its affiliates. All rights reserved.
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• dCloud is a virtual demonstration service that allows you to
conduct, customize, and share demonstrations anywhere, at
anytime.
• Demo a wide variety of scripted Cisco solutions and products with
optional endpoint equipment at tradeshows, on customer sites, in
Cisco offices, or virtually.
• Demonstrations offer administrative access for complete
customization of the demonstration scenarios and environment.
• www.cisco.com/go/demo/
© 2012 Cisco and/or its affiliates. All rights reserved.
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SMART Designs: The Network without the guesswork!
Validated network designs enabling partners to grow a profitable practice
by removing the guesswork of selling and installing networking solutions
•
Simplified network design and implementation guides
targeted at SMB Market, for successful and replication
deployments
•
Modular framework supports incremental products and
technologies while preserving the initial investments
•
Adaptive designs allow you to use as-is or customize for
more complex scenarios and additional value-add
•
Role-based documentation that is targeted for different
functions -- from pre-sales support, to maintenance
•
Trusted network deployment designed and
recommended by Cisco
www.cisco.com/go/partner/smartdesigns
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• http://www.cisco.com/web/partners/sell/smb/tools_and_resources/
smart_designs.html
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• For post-sale implementation support and for ongoing support of
customers with support contracts (SMARTnet, SmartCARE, etc)
• TAC Service Request Tool:
http://tools.cisco.com/ServiceRequestTool/create/launch.do
• TAC via Phone- (800) 553 2447
• For post-sale implementation support and for ongoing support of
customers with Small Business products or Small Business support
contracts.
• SBSC via Phone- (866) 606-1866
• Small Business Online Support Community (requires CCO log in)
https://supportforums.cisco.com/community/netpro/small-business
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Commerce Workspace
© 2012 Cisco and/or its affiliates. All rights reserved.
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• 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
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Virtual Tools/Apps
C97-418641-00
© 2007 Cisco Systems, Inc. All rights reserved.
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• Easy-to-use mobile app for partners
• Developed for use with iOS and Android
mobile devices
• App lets our partners see a complete calendar of distributor
events, with everything from trainings to workshops, in a single
view.
• iTunes: https://itunes.apple.com/us/app/cisco-disti-
compass/id565287913?mt=8
• Android:
https://play.google.com/store/apps/details?id=com.cisco.android.p
ems
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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• Cisco Collaboration Expert is a tool designed to help
customers and Cisco channel partners understand
the key business benefits and capabilities of Cisco's
Collaboration Architecture.
• Cisco Collaboration Expert contains video
demonstrations of Cisco's Collaboration portfolio
including solutions including:
Cisco Business Edition
Cisco Jabber
Cisco WebEx
Cisco Telepresence and many more.
• https://itunes.apple.com/us/app/cisco-collaboration-
expert/id553555637?mt=8
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Services - Smartnet
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• Cisco Service Contract Center (CSCC) allows you to manage
your Cisco services ordering, quoting and contract management
activities in one location.
• Access SCC : http://tools.cisco.com/scc/
• SCC Training:
http://www.cisco.com/web/services/resources/cscc/training
© 2012 Cisco and/or its affiliates. All rights reserved.
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© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Capital Financing
C97-714035-00 © 2012 Cisco and/or its affiliates. All rights reserved.
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Partner Growth and Profitability
Increase Margins
and Cash Flow
Accelerate and Grow Deals
Expand Relationships and Grow
Customer Purchasing Power
Broaden Cisco Value Footprint
Cisco Capital Financing Value-Add
C97-714035-00 © 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Capital and Ingram Micro
The Ingram Micro program, in partnership with Cisco Capital, allows Ingram
resellers the ability to offer end-customer an array of financial benefits:
Dedicated relationship manager
Quick turnaround on approvals, usually within 4-24 hrs.
Assistance in managing entire process
Funding within 24 - 48 hrs of delivered solution
Financial sales training to enable you to build leasing into your sales
process
WE represent Cisco Capital – quote deal; submit for credit; request
docs; PO to reseller; deal funded
– Ingram Leasing Contact Info: 877-877-0035
David Bishop, ext. 65284 david.bishop@ingrammicro.com
Tony Sindoni, ext. 64031 tony.sindoni@ingrammicro.com
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
090701_35
Cisco Resources - People
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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West
Select MDS:
Julia Marciano: Ext 65118
Julia.Marciano@ingrammicro.com
Central
Select MDS II:
Ian Schmitt: Ext 67902
Ian.Schmitt@ingrammicro.com
Registered MDS:
Allison.Bornemisza Ext 67116
Allison.Bornemisza@ingrammicro.com
Registered MDS:
Peter Marrano: Ext 67212
Peter.Marrano@ingrammicro.com
Cisco Partner
Development Team
P: 1.800.456.8000 X76799
E:
myciscoteam@ingrammicro.com
Northeast
Select MDS II:
Ryan Genco: Ext 66195
Ryan.Genco@ingrammicro.com
Registered MDS:
Alexa Bowman: Ext 66330
Alexa.Bowman@ingrammicro.com
Sales Manager
Michelle Edmonds
1.800.456.8000 Ext 67114
Michelle.Edmonds@ingrammicro
.com
South
Select MDS:
Sean Capenhurst: Ext 65139
Sean.Capenhurst@ingrammicro.c
om
Registered MDS:
Amanda Brant: Ext 66207
Amanda.Brant@ingrammicro.com
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Promotions
© 2012 Cisco and/or its affiliates. All rights reserved.
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Americas – Cisco Fast Track Promotion Summary
Fast Track Accelerators
Switching
Wireless
Security
Routing
Catalyst 2960X, 2960XR
Catalyst 2960-Plus
Catalyst 3650
700 Access Points
1600 Access Points
2600 Access Points
2500 Controllers
ASA 5512
Additional
ASA 5515
ASA 5525
ASA 5500X
Security Bundles: 800BB, 1900ISR,
2900ISR, 3900 ISR
ISR-AX Bundles: 1900ISR, 2900
ISR, 3900 ISR
4G LTE WAN Cards
5%
SB Certify & Save Pricing
All Small Business
Products
All Small Business Products
© 2013-2014 Cisco and/or its affiliates. All rights reserved.
Insert Eample of Banner
Cisco Confidential
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Distribution Sales Acceleration Program
Discount:
• Offer Additional 15% Discount on Catalyst 3560X and 3750X
UPOE Switches
•
57% in US/Canada/LATAM
Promotion Period: UPOE Only (Universal Power over
Ethernet)
• December 23rd through March 15th
UPOE Switches
WS-C3560X-24U-E
WS-C3560X-24U-L
WS-C3560X-24U-S
WS-C3560X-48U-E
WS-C3560X-48U-L
WS-C3560X-48U-S
WS-C3750X-24U-E
WS-C3750X-24U-L
WS-C3750X-24U-S
WS-C3750X-48U-E
WS-C3750X-48U-L
WS-C3750X-48U-S
© 2010 Cisco and/or its affiliates. All rights reserved.
Product Description
Standalone 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Services
feature set
Standalone 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, LAN Base
feature set
Standalone 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Base feature
set
Standalone 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Services
feature set
Standalone 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, LAN Base
feature set
Standalone 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Base feature
set
Stackable 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Services
feature set
Stackable 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, LAN Base
feature set
Stackable 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Base feature
set
Stackable 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Services
feature set
Stackable 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, LAN Base
feature set
Stackable 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Base feature
set
40
Starter Wireless Bundles
Available
now!
5-10 AP deployment
Option 1
Option 2
Cisco AP1600 Bundle: 5-10 AP deployments
Controller WLC 2504 (5 AP licenses)
Cisco AP700 Bundle: 5-10 AP deployments
Controller
WLC 2504 (5 AP licenses)
APs
SKU
5 x AP 1600
AIRCT2504–1602I–X5
$ 3825*
APs
5 x AP 700
SKU
List Price
AIRCT2504 -702I-X5
$ 3125*
~20% off a-la-carte List Price*
10% premium vs. the competition*
List Price
~17% off a-la-carte List Price*
10% lower vs. the competition*
Key benefits
over the
competition
•
•
•
•
•
•
© 2010 Cisco and/or its affiliates. All rights reserved.
3x3 RF design (AP1600)
Full/granular Application Visibility and Control
HD Video with Multicast optimization
Client Link – reliable roaming and increased overall network capacity with mixed a/g/n clients
Standards-based (802.11r) roaming
Clean Air Express ready – superior RF interference mitigation (AP1600 w/ AirOS 8.0)
* Does not include TMP credits, discounts, VIP rebates
41
Improved Technology Migration Program
(TMP/CTMP)
Fixed up-front credits, no return of equipment
Cisco AP1600 Bundle for 5 AP
deployments
Controll WLC 2504 (5 AP
er licenses)
APs 5 x AP 1600
Bundle
Price
Cisco AP700 Bundle for 5 AP
deployments
Controll WLC 2504 (5 AP
er licenses)
APs 5 x AP 700
Bundle
Price
TMP @ 8%
CTMP @ 14%
$3,125
$2,875*
$2,687*
$3,825
CTMP @ 14%
TMP @ 8%
$3,289*
$3,519*
List price premium Vs
competition shrinks
to 1%
List price 17%
lower than
competition!
List price 5%
lower than
competition!
List price 23%
lower than
competition!
* Does not include applicable standard disc., OIP disc., promos, VIP rebates, etc.
©
2013Cisco
Ciscoand/or
and/oritsitsaffiliates.
affiliates.
rights
reserved.
© 2010
All All
rights
reserved.
42
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Thank you.