Solution Incentive Program
Cisco Solution Incentive Program:
Go-to-Market Template for Cisco Developer
Network Partner Solution
CDN Solution APPROVED for SIP
This template is designed to help channel partners minimize the risk and learning curve associated with
building a solutions practice by linking them directly with a global community of ecosystem partners, the
Cisco Developer Network (CDN).
This go-to-market template outlines the required information to enable Cisco to assess whether your
business solution meets the requirements of the Cisco® Solution Incentive Program (SIP).
Instructions to Cisco Developer Network Partner
Note – CDN Partner, please complete the sections highlighted in grey starting on page 2.
Once your section of the application is complete, please submit this application to cdn-sip@cisco.com.
Instructions to Cisco Reseller Partner
Note – Cisco Reseller Partner, please complete the remainder of the template highlighted in green
starting on page 7.
Once your section of the application is complete, enroll in SIP through the Partner Program Enrollment
(PPE). Once your solution enrollment has been approved, you must register each individual opportunity,
using the Cisco Commerce Workspace Tool. Once the registration has been approved, the deal protection
and special pricing can be applied.
For more information about SIP, go to http://www.cisco.com/go/sip.
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 1 of 11
CDN partner section to be completed (page 2 to 6)
CDN Partner Primary Contact Information:
CDN Partner Company Name: RedSky Technologies
Contact Name, Title: Ken Rosko – Director of Business Development, Major Channels
E-mail address, Telephone: krosko@redskytech.com DID 312.432.5935 Cell 630-258-6872
I. Executive Summary (Please be sure to complete this section)
Summarize the potential business opportunity for your business solution. Describe the business problem
that customers need to solve and how your combined solution with Cisco technology will create a compelling
sale. Summarize the opportunity, market, differentiation, solutions, and strategy. Cisco resellers who sell the
CUCM voice platform must provide their customers with an E911 solution. E911 is required by law in 17
States. E911 allows enterprises to quickly identify the location a 9-1-1 caller. Cisco resellers typically sell
Cisco Emergency Responder to meet this E911 need. While Cisco ER is a great solution for tracking the
location of SIP and H.323 phones as they move around the enterprise, Cisco ER only provides half of a
complete E911 solution. When you combine RedSky’s cloud-based E911 Anywhere® service with Cisco
ER, you provide a complete E911 solution for the customer that complies with all State laws, provides
compelling cost savings for those customer adopting SIP trunking and provides end customers with a
complete E911 solution.
II. Business Application Content
Provide the business application details requested below, including a detailed description of the business
application, the unique value to the end customer, and the end-customer business problem addressed.
A. Business Application Details
1.
Name of CDN solution (Name and specific release/version number if applicable): E911 Anywhere
2.
CDN solution website: www.redskye911.com
3.
Is the CDN solution proprietary? Proprietary Software
4.
Describe the function of the CDN solution, why it is business-relevant, and how it helps create a solution
that solves a business problem (rather than a technical problem) Cisco Emergency Responder is only
half of a complete E911 solution. In order to address customer satisfaction and competition, Cisco
Resellers need the opportunity to sell a complete E911 solution. The RedSky E911 Anywhere® service
is a cloud based service that can accept and route a 9-1-1 call to any of over 6000 PSAPs in the US
allowing enterprise to provide E911 as they are require by law to campuses, branch offices, teleworkers
and road warriors.
B. Business Solution Sales Engagement Model
1.
Describe your solution sales engagement model. RedSky has a staffed and dedicated Cisco Channel
development organization. RedSky would market this through the Cisco corporate organization working
with the various account managers, consulting systems engineer, product sales specialists and channel
managers. Ultimately with the assistance of those internal Cisco groups, we will work with Cisco
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 2 of 11
Resellers on specific sales opportunities. RedSky products are available for purchase through
Westcon/Comstor.
2.
Describe your current installed base, including the number of end customers using this solution,
industry coverage, and examples of end customers, etc RedSky has been providing E911 software
solutions since 1999 and we provide E911 protection to over one million telephone end points. RedSky
has over 400 enterprise customers across 4 verticals including Banking, Insurance and Financial
Services, Government and Education, Wholesale Trade, and Accounting Legal and Consulting. 50
Fortune 500® companies rely on RedSky solutions for E911 including, Caterpillar, CitiGroup, Wells
Fargo Bank, AON. RedSky is well represented in the DOD space. Our solutions are JITC certified and
we have installations on military bases throughout the US.
3.
Are any competitive Cisco technologies included in your solution? If so, please describe.
No, RedSky’s 911 Anywhere is a perfect complement to Cisco’s Emergency Responder.
4.
Describe your company’s support model for this solution. Specifically, the planning, design,
implementation, and support services needed__RedSky provides support for all p[hases of the solution
including desing consultation, implementation services and maintenance and support services.
III. Business Relevance to Cisco
1. Does your solution require any unique integration with Cisco products? Does it work equivalently on
networking equipment from a vendor other than Cisco? The E911 Anywhere® cloud based service is
integrated with Cisco’s ER product. Our solution can work with any Layer 2 switch in the industry as
well.
2. Identify the Cisco product families by technology that the business solution requires:
a. ___ Application networking services
n. ___ LAN switching
b. ___ Cable
o. ___ Multiservice WAN switching
c. ___ Data center switching
p. ___ Networked home
d. ___ Dial
q. ___ Network management
e. ___ DSL
r. ___ Optical
f. ___ Connected building systems
s. ___ Routing
g. ___ Digital media systems
t. ___ Security
h. ___ IP interoperability and collaboration
systems
u. ___ Service provider VoIP
i. ___ Media experience
j. ___ Physical security
k. ___ Server virtualization
l. ___ Smart grid
v. ___ Storage
w. _X_ Unified communications
x. ___ Storage unified computing systems
y. ___ Video systems
z. ___ Wireless LAN
m. ___ Hosted small business systems
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 3 of 11
IV. Solution Positioning and Strategy
Provide an overview of the applicable markets, sales strategy, project management process, messaging,
and positioning of the business solution by answering the following questions.
1.
What segment(s) does this business solution target? (Put a X next to all that apply)
a) _X_ Enterprise (1,500+ employees)
b) _X_ Midsize (250–1,500 employees)
c) _X_ Small/medium-sized business (fewer than 250 employees)
d) _X_ Local Government or Education business
e) _X_ Federal Sector business
2.
Are you currently a Cisco certified reseller? No, we are a part of the Cisco Developer Network –
Registered Level
3.
Do you currently resell your products through Cisco certified resellers? Yes,
If yes, which resellers? We distribute our product through Westcon/ComStor so any Cisco reseller has
the ability to sell out solution. We have sold our solution through Dimension Data, ePlus, World Wide
Technology, AT & T, Verizon Business and Black Box. We are actively pursuing several other
organizations within the Cisco reseller community.
Do you also sell direct? Will you continue to sell direct as well as through Cisco Reseller channel?
Our preferred method is to sell through the reseller channel. The only situation in which we sell direct is
if the end customer insists on a direct relationship with RedSky
4.
Are you interested in working with Cisco certified resellers to reach your target customers? Yes
If yes, describe the ideal Cisco reseller characteristics that would successfully market, sell and support
your solution. The ideal Cisco reseller is one that specializes in selling Cisco voice and data to
enterprise and SMB customers. We are also interested in those Cisco Resellers that sell to the Federal
Government and to the DOD because we have JITC certification with the DOD.
5.
Do competitors of Cisco currently resell your solution? Yes, E911 Anywhere® is vendor agnostic and
has the ability to work with other voice products. However RedSky’s E911 Anywhere® has a
customized integration with Cisco’s ER product, a distinction over other platforms.
6.
How are your sales and deployment projects managed? Specify the roles involved, key milestones,
metrics for success, escalation paths, etc.
RedSky has a professional services and operation group that oversees all aspects of product
implementation and support. There is a Statement of Work and a Network Servie Agreement that is
signed by the end customer and RedSky in every engagement. The Statement of Work delineates the
Key milestones of the project and the responsibilities of all parties. The SOW contains sections that
cover escalation, change orders, and acceptance criteria. A dedicated RedSky project manager is
assigned to each customer engagement and works with the customer and reseller through project signoff.
7.
What are the job titles of the end-customer contacts you typically target for your solution sale?
RedSky deals with several different layers in an organization when working with an end user. It could be
anything from the Voice Specialist, Telecom Manager, Analyst, Director of IT, Risk Manager or CTO.
8.
Identify and estimate the timing of each stage of the sales cycle. Opportunity identification and
validation – 30 Days, Systems Design and Quotation – 30 days, Approval 60 to 180 days. Contract
Negotiation and Purchase -30 Days
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 4 of 11
9.
Which vertical market do you sell into with this solution? (If more than 1 vertical is selected, please identify in
order of preference.)
_1__ Financial services
_8__ Transportation
_6__ Healthcare
__7_ Wholesale/distribution
_2__ Government
_3__ Energy/utilities
_4__ Education (public/private)
_5__ Professional services
___ Service provider
___ Technical services
___ Manufacturing
___ Media/entertainment
___ Retail
___ Other____________
___ Hospitality/hotels and leisure
10. What do you hope to gain by participating in SIP?
RedSky is hoping to give Cisco Reseller a competitive advantage in the marketplace for selling Cisco
Voice by providing the customer a cost effective and complete E911 solution. RedSky is seeking to
develop a closer relationship with Cisco as an organization and improve our CDN status. We also hope
to gain greater exposure to the Cisco reseller community by working with a great deal more end users.
11. Is your solution applicable globally? No
Identify the primary office in each theater geography where your company has a presence.
Theater
Countries
The Americas
US and Canada
Europe, the Middle
East, Africa, and
Russia (EMEAR)
Asia Pacific, Japan,
and Greater China
(APJC)
V. Sales, and Marketing Team
List company contacts, including the executive, sales, and marketing teams.
A. Company Information
Full corporate name: RedSky Technologies
SIP contact name, job title: Ken Rosko – Director of Business Development, Major Channels
SIP contact phone, e-mail: DID 312.432.5935, Cell 630.258.6872, krosko@redskytech.com
SIP contact address: 925 West Chicago Avenue
SIP contact city, state, zip code: Chicago, IL 60642
Company Website: www.redskye911.com
Executive Team: Nick Maier – Vice President of Sales & Marketing, Tony Maier - President
Sales Team: Alex Conner – Associate Sales Director, Alicea Grau – Sales Director, Overlay, Ashley Meiss Customer Relationship Manager, Bridget Barr – Sales Director Western Region, Mike Fiacco – Federal
Sales Director, Paula Graller – Sales Director – Eastern Region
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 5 of 11
Marketing Team: Martha Sexauer, Marketing Manager
VI. Reference Architecture
Attach a reference network diagram that shows a high level overview of the complete solution and/or
sample solution components.
Site 1
91
1C
all
Call Server(s)
SIP OVER IP, VPN, MPLS
PSTN
Site 2
Selective
Router
PSAP
Customer
Enterprise
Network
LOCATION PROVISIONING
ILEC
ALI Database
Wi-Fi
Email/SMS
Notification
EON
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 6 of 11
Reseller section to be completed (page 7 to 11)
Partner Primary Contact
Company name: ________________________________________________________________________
Contact name: __________________________________________________________________________
Email address: _________________________________________________________________________
Telephone: ____________________________________________________________________________
Cisco Partner Account Manager (PAM)
Name: ________________________________________________________________________________
Email address: _________________________________________________________________________
Telephone: ____________________________________________________________________________
I. Executive Summary
Summarize the potential business opportunity for your business solution. Below you will be asked to
describe the details of the solution, including solution description, partner strategy, relevant technology, and
solution opportunity.
A. Business Solution Details
1.
Solution name: ______________________________________________________________________
2.
Solution description (in business terms): __________________________________________________
3.
Solution website (if applicable):_________________________________________________________
4.
Describe the unique value your company delivers with this solution: ____________________________
__________________________________________________________________________________
__________________________________________________________________________________
5.
What customer problem does your business solution address? (in business terms) ________________
__________________________________________________________________________________
__________________________________________________________________________________
6.
Describe your current installed base, including the number of end customers using this solution,
industry coverage, and examples of end customers, etc. _____________________________________
__________________________________________________________________________________
__________________________________________________________________________________
7.
Describe the function of the proprietary or third-party applications, why they are business-relevant, and
how they create a solution that solves a business problem (rather than a technical problem). _________
__________________________________________________________________________________
__________________________________________________________________________________
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 7 of 11
B. Business Solution Components
1.
List all components and services included in the business solution and the percentage of revenue
apportioned in a typical deal (ensure that the Cisco portion does not exceed 80 percent of the total
solution revenue).
___% Application/software (list details for each) ____________________________________________
___% Proprietary components __________________________________________________________
___% Network ______________________________________________________________________
___% Services/support/maintenance ____________________________________________________
___% Professional services ____________________________________________________________
___% Other ________________________________________________________________________
100% TOTAL
2.
What is the average total revenue per solution sale, and the Cisco revenue portion?________________
__________________________________________________________________________________
3.
Are any competitive Cisco technologies included in your business solution? If so, please describe.____
__________________________________________________________________________________
__________________________________________________________________________________
II. Business Relevance to Cisco
1.
Does your solution require any unique integration with Cisco products? Does it work in an equivalent
manner on networking equipment from a vendor other than Cisco? _____________________________
__________________________________________________________________________________
__________________________________________________________________________________
2.
Identify the Cisco product families by technology that the business solution requires.
a. ___ Application networking services
n. ___ LAN switching
b. ___ Cable
o. ___ Multiservice WAN switching
c. ___ Data center switching
p. ___ Networked home
d. ___ Dial
q. ___ Network management
e. ___ DSL
r. ___ Optical
f. ___ Connected building systems
s. ___ Routing
g. ___ Digital media systems
t. ___ Security
h. ___ IP interoperability and collaboration
systems
u. ___ Service provider VoIP
i. ___ Media experience
j. ___ Physical security
k. ___ Server virtualization
l. ___ Smart grid
v. ___ Storage
w. ___ Unified communications
x. ___ Storage unified computing systems
y. ___ Video systems
z. ___ Wireless LAN
m. ___ Hosted small business systems
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 8 of 11
III. Solution Positioning and Strategy
Provide an overview of the applicable markets, sales strategy, project management process, messaging,
and positioning of the business solution by answering the following questions.
1.
What segment(s) does this business solution target?
a) ___ Enterprise (1500+ employees)
b) ___ Midsize (250 to 1500 employees)
c) ___ Small and medium-sized business (fewer than 250 employees)
d) ___ Local Government or Education business
e) ___ Federal Sector business
2.
Do you hold the required specialization/authorization to resell and support this solution? ____________
__________________________________________________________________________________
__________________________________________________________________________________
3.
Describe your business solution sales strategy _____________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
4.
Describe your joint lifecycle services methodology for this solution. Specifically, describe the planning,
design, implementation, and operation support services that will be provided, and by whom, for both the
business application and networking components of the business solution, including end-customer
support model, support options, process, escalation path, and resources allocated. Attach supporting
documentation if available._____________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
Service Support Phase
Business Application
Network
Planning
Design
Implementation
Operations
5.
Which industry do you sell into with this business solution? (If you select more than one, please
identify an order of preference.)
___ Financial services
___ Transportation
___ Healthcare
___ Wholesale/distribution
___ Government
___ Energy/utilities
___ Education (public/private)
___ Professional services
___ Service provider
___ Technical services
___ Manufacturing
___ Media/entertainment
___ Retail
___ Other
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 9 of 11
___ Hospitality/hotels and leisure
6.
What do you hope to gain by participating in SIP? __________________________________________
__________________________________________________________________________________
7.
Identify the primary office in each geography where your company has a presence and is planning to
sell this solution.
Theater
Countries
The Americas
Europe, the Middle East, Africa,
and Russia (EMEAR)
Asia Pacific, Japan, and
Greater China (APJC)
IV. Solution Objectives and Forecast
Provide a one-year forecast for your target markets, sales goals, and networking, beginning with
the submission date of your SIP business plan. Assume calendar year quarters. You may modify the
“Calendar Year” row to reflect the date you are submitting your business plan.
Provide your forecast for Cisco networking products and services sold with this solution for one year.
Calendar Year
Q1
Q2
Q3
Q4
Cisco Product
Cisco Services
CDN/3rd Party
V. Management, Sales, and Marketing Team
List company contacts, including the executive, sales, and marketing teams.
Reseller Information
Reseller full corporate name: ______________________________________________________________
Reseller SIP contact name, job title: _________________________________________________________
Reseller SIP contact number: ______________________________________________________________
Reseller SIP contact address: ______________________________________________________________
Reseller SIP contact city, state, zip code: _____________________________________________________
Reseller Website: _______________________________________________________________________
Reseller Cisco PAM: _____________________________________________________________________
Reseller Cisco SE: ______________________________________________________________________
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
Page 10 of 11
VI. Reference Architecture
Attach a reference network diagram that shows a high level overview of the complete solution and/or a
sample Bill Of Materials.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
Printed in USA
© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution.
C96-699710-00
02/12
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