cisco channel partner program resale channel program · joint marketing funds (jmf) this can...

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1

Cisco Channel Partner Program

Resale Channel Program

© 2006 Cisco Systems, Inc. All rights reserved.Resale ProgramValue Proposition 2

Offer-Based Program Strategy

OutsourcingManagedServices

2

ResaleResale


Consistent Partner Program Framework

Customer Satisfaction Customer

SatisfactionSupport

Infrastructure Support

Infrastructure

KnowledgeKnowledge


Resale Partner Program OverviewTechnology Skills D

epth

Master Specialisation• Master Unified

Communications• Master Security

Advanced Specialisation• Advanced Routing and Switching• Advanced Security

• Advanced Routing and Switching• Advanced Wireless LAN

Express Specialisation

• Express Foundation• Express Unified Communications

Entry Specialisation

SMB Specialisation

SMB Specialisation Required

Express FoundationSpecialisation Required

2 QualifiedSpecialisations Required


Integrated Skills Breadth


Industry-Leading Partner ProgramCompany of the Year:

Networking Infrastructure

Voice Networking

Wireless Networking

Best Overall:

Enterprise Networking

Voice over IP

Wireless LAN

Network Security


Widely-Recognized Leadership

Gartner, 2007

Best Channel Program in the IT Industry

http://www.gartner.com/silentlocalechooser.jsp?locale=wcw


Cisco Partner Logo – the Cisco Brand

You can use the partner logo in all of your marketing material appropriate to your partner certification level


Do you want to be in front of millions of people?

Partner Locator –Where customers look for a Cisco Certified Partner to work with.

The more you invest in the program, your expertise and commitment to customer satisfaction, the higher up your company goes in the search results.


Can you get anytime, anywhere, free training?

Partner Education ConnectionTraining on products, tools and solutions as well as the Cisco Learning Map

Virtual labs and all other key offerings on PEC

www.cisco.com/go/pec

http://www.cisco.com/go/pec


Do you want to increase your profitability?

ProgramDetail

TMPUpgrade or migrate your customer’s network

Solution Incentive ProgramBuild technology solutions

Trade-in Accelerator ProgramHelp your customers go green

Value Incentive ProgramSpecialized for profitable growth

Opportunity Incentive ProgramFind new business


We reward your behaviour


Improve Your Profitability

Benefit from Ongoing Global

Programs

Increase Differentiation by Adding Value to

Customer Solutions

Fuel Your Growth

Channel Incentive Programs help you earn financial rewards


Your Investment & Partnership with Cisco Brings Financial Benefits


Protects and rewards thepre-sales investment that a partner makes when developing new business opportunities

Incentives are available to partners that are the first to complete all presales requirements specified by each offer, register the opportunity, and obtain Cisco approval

Program terms and benefits vary by region

Opportunity Identification and Development Opportunity Incentive Program (OIP)


Technology Practice Development Value Incentive Program (VIP)

Rewards partners that have afocused, robust business practicein selected advanced technologyareas, such as UC, Mobility,Security and Datacenter

Partners who participate in VIPare rewarded twice a year witha payment for:

Meeting minimum bookings thresholdMaintaining specialization/certification Achieving customer satisfaction levels

VIP details at www.cisco.com/go/vip

http://www.cisco.com/go/vip


Industry Solution Practice Development Solution Incentive Program (SIP)

Encourages partner investment in the development and sales of industry solutions that integrate proprietary or third-party applications and services with Cisco technology

Partners must prequalify their solutions prior to receiving the program benefits

Deal registration is protected when actively identifying and developingnew opportunities

Rewards partners with financial incentives


Installed Base Migration Technology Migration Program (TMP)

Allows partners to offer new and existing customers trade-in credit for their existing Cisco and select competitive networking products

Credit issued towards the purchase of new Cisco products

TMP enables partners to address customer’s current networking needs while protecting their existing investment

Cisco return process offers free collection of exchanged product


Installed Base Migration Cont. Trade-In Accelerator Program (TAP)

Provides financial motivation for partners to migrate customer’s installed base of Cisco and competitive networking equipment

Partner receives a rebate twice a year for achieving program objectives during the six-month program period


Are you interested in accelerating sales through joint marketing activities?

As a Cisco Partner, you are eligible to apply for Joint Marketing Funds (JMF)

This can support your marketing activities and help increase sales and revenue.Cisco provides up to 50% of the real costs for joint marketing activities.

You will have access to Cisco’s online marketing tool Campaign Builder which can help you execute joint marketing activities free of charge and drive sales www.cisco.com/go/campaignbuilder

http://www.cisco.com/go/campaignbuilder


Partner Enablement Connected Resources to Enable Partner Success

Connected Resources to Enable Partner Success

Grow Partner Capabilities

Accelerate Partner Productivity

Help Partners Meet Customer Needs

Strengthening the Partner Experience


Partner Enablement Connected Resources to Enable Partner Success

Attract,Develop andRetain Talent

Enable Productivity

and Capability

Enable Business Growth

Opportunities

Enable Partner Success


Product Introduction

Sales Tools

Implementation Methodology

Services Portfolio,

Positioning, Policy

Real-Time Service

and Support

Services Notices

PARTNER PROGRAM

Support Enablement

ProgramProcessSupport

Sales & Field Enablement

Introduction ProcessesSales ReadinessDesign and QuotingMarketing Enablement

Delivery Enablement

Methodology and Best PracticesTraining andLab Content

Partner Enablement Model: Consistent, Repeatable Approach Supporting Sales, Delivery and Support

www.cisco.com/go/partnerenablement

http://www.cisco.com/web/partners/sell/enablement/index.html


Select CertificationTechnology Skills D

epth








SMB Specialisation





Technology Skills Breadth


What do Select partners think?

"We are a Select Certified partner, because we are targeting mainly the SMB clients and this certification allows us to take part in Partner Development Fund and various other programs and promotions. We consider the Select specialization as the first and necessary step to higher certifications."


What benefits are specific to Select partners?

Relationship with Cisco

Partner Locator

Incentives

Smart Business Communication System

Sales Support

Cisco Select Certified logoSMB Services Access to ToolsSMB University


How do I become Cisco Select Certified?

There are four simple steps to becoming a Cisco Select Certified partner: 1. Have an individual [or two individuals] study the

SMB Specialisation education2. Have individual[s] pass the relevant exams: -

3. Apply for the SMB Specialisation based on successfully passing the two exams. The Certification and Specialization application tool: www.cisco.com/go/csapp

4. Once SMB Specialisation has been approved, apply to become Select Certified

SMB Account Manager SMB Engineer

650-175 SMB AM 650-180 SMB EN

http://www.cisco.com/go/csapp


Premier CertificationTechnology Skills D

epth








SMB Specialisation







What do Premier partners think?"Precisely this certification, together with the specializations we have gives us confidence to meet all needs and requirements of the end- customer."

"The Premier certification gives us better discounts and distinguishes us from the other partners. We also receive special attention from Cisco."

"Being a Premier Partner allows us to differentiate ourselves from the rest of the SMB resellers in our region. It positions us as a trusted advisor when implementing Cisco Solutions and helps to demonstrate to our customers that both organizations work in a strong collaborative manner to ensure mutual benefit for us, Cisco and, most importantly, our end customers."


What do Premier partners think?

“The Cisco accreditation program for both individuals and partners is renowned for its high standards when we sell Cisco solutions we emphasize both what the individuals have achieved and the company has to maintain.

This can often be a great differentiator, we have won and lost business on basis of our accreditation, losing it makes us strive to a higher level, winning it justifies us doing it!”


What benefits are specific to Premier partners?

Cisco Premier Certified logo

Additional allowance on equipment for in-house usage and demonstration capabilities

Competitive pricing

Deeper technical skills open-up new market opportunities

Financial rewards for SMB focus


How do you become Cisco Premier Certified?

There are three elements to becoming Premier Certified:

1. You must achieve the Express Foundation Specialization, using three individuals fulfill the roles required:– You must pass the Express Foundation Specialisation

– You must have three individuals fulfill the roles required within Express Foundation:

Certified Individuals in Specialisations

Title Account Manager System Engineer Field EngineerExpress Foundation CSE CCDA CCNP


How do you become Cisco Premier Certified?2. You must have the support capability defined

below as a minimum:

3. You must commit to participation in Cisco’s Customer Satisfaction Program [CSAT]

Support Requirements

Type PremierLegal Agreement Legal agreement valid resale agreement or indirect

channel partner Agreement (ICPA) in placeDemonstration CapabilitiesCustomer Service 8x5Escalation Not requiredCall Back 24 hourSupport Lab Not RequiredPre-sales Support RequiredPost Sales Support Post sales support configuration services and onsite

capability within 24 hours


Silver CertificationTechnology Skills D

epth








SMB Specialisation







What do Silver partners think?“Cisco certification program, via its requirements, helps partners to monitor, control and follow so quickly developing Cisco technologies. Without that we would have been still selling only switches and routers! We decided to focus on Unified Communications and Security technologies and become Silver Partner. Thanks to that deep technology dive we are considered as an expert and trusted advisor for our customers from Mid-market and Enterprise sectors.”“Cisco is our main business partner and that is why the Silver partnership represents for us prestige on one hand and a competitive advantage on the other hand .Thanks to the certification we can get a competitive advantage compare to other Cisco partners and other competitors. Competitive advantage means high know how and certification our employees and possibility to get better trading terms.”


What benefits are specific to Silver partners?

Cisco Silver Certified logo

Even higher allowance on equipment for in-house usage and demonstration capabilities

Higher competitive pricing

Can respond to tender requests for Silver Certified and above

Deep understanding of advanced technologies

Entry to co-brand service contracts

Indicator of high levels of post-sales technical competence

Direct access to program support operations

Annual audit ensures market recognized capabilities

Choice of technology investment


How do you become Cisco Silver Certified?

There are four elements to becoming Silver Certified: 1. You can choose between two routes to Silver Certification:

Silver Specialisation Requirements

Two of the following Advanced Specialisations: Advanced Unified Communications, Advanced Routing and Switching, Advanced Security, Advanced WLANOR

Express Unified Communications + one of the following Advanced Specializations: Advanced Routing and Switching, Advanced Security, Advanced WLAN


How do you become Cisco Silver Certified?

2. You must have individuals fulfill the relevant roles in whichever Specialisations route you have chosen [above]:


Title Account Manager System Engineer Field EngineerExpress Unified Communications

CSE CCDA or CCNA

Advanced Routing and Switching

CSE CCDA CCNP

Advanced Unified Communications

CSE CCDA CCVP

Advanced Security CSE CCDA CCSPAdvanced Wireless LAN CSE CCDA CCNACCIE requirements for Certification: Silver = 2 CCIE can satisfy any technical CCxx specialisation role


How do you become Cisco Silver Certified?3. You must have the support capability defined below as a minimum:

4. You must participate in Cisco’s Customer Satisfaction Program [CSAT] (New partners: 15 CSAT responses with required average satisfaction)


Type SilverLegal Agreement Valid resale agreement or indirect channel

partner agreement (ICPA) in placeDemonstration Capability Demonstrate one specialization technologyCustomer Service 8x5Escalation Process RequiredCall Back 1 HourSupport Lab Support lab equipment requirement should be

discussed with your CAMLab Purchase requirement Unified Communications specialization onlyPre-sales Support RequiredPost Sales Support Requirements based on partner support

agreement


Gold CertificationTechnology Skills D

epth








SMB Specialisation







What do Gold partners think?

“To grow our business, effectively use our high networking expertise and sell our added value to customers we decided to cooperate closely with Cisco Systems as a technology market leader. To fully utilize this cooperation and get market recognition we believe, it's worth to keep our Cisco Gold Partner Certification status.”


What benefits are specific to Gold partners?

Cisco Gold Certified LogoHighest allowance on equipment for in-house usage and demonstration capabilitiesHighest competitive pricingCan respond to tender requests Gold Certified Partners and aboveDeepest understanding & integration of advanced technologiesHighest levels of post-sales technical competenceAdditional incentive program rewardsListed above partners at other certification levels on the partner locatorDirect access to program support operationsAnnual audit ensures market recognized capabilities


How do you become Cisco Gold Certified?

There are four elements to becoming Gold Certified: 1. You must complete these four Advanced Specialisations:

Gold Specialisation Requirements


Advanced Routing and Switching

Advanced Security

Advanced Wireless LAN


How do you become Cisco Gold Certified?

You must have individuals fulfill the relevant roles across all Advanced Specialisations :

* You may have individuals fulfill more than one role across multiple specialisations. They should discuss current role-sharing regulations with their Channel Account Manager [CAM]


Title Account Manager System Engineer Field EngineerAdvanced Routing and Switching

CSE CCDA CCNP


CSE CCDA CCVP

Advanced Security CSE CCDA CCSPAdvanced Wireless LAN CSE CCDA CCNACCIE requirements for Certification: Gold = 4 CCIE can satisfy any technical CCxx specialisation role


How do you become Cisco Gold Certified?3. You must have the support capability defined below as a minimum:

4. You must participate in Cisco’s Customer Satisfaction Program [CSAT] (New partners: 15 CSAT responses with required average satisfaction)


Type GoldLegal Agreement Valid resale agreement or indirect Channel Partner

Agreement (ICPA) in placeDemonstration Capabilities Demonstrate one specialization technologyCustomer Service 24x7Escalation Process RequiredCall Back 1 hourSupport Lab Support lab equipment requirement should be

discussed with your CAMLab Purchase requirement Unified Communications specialization onlyPre-sales Support RequiredPost Sales Support Requirements based on partner support agreement


Resale Channel Program Technology Skills D

epth








SMB Specialisation





Integrated Skills Breadth

cisco channel partner program resale channel program · joint marketing funds (jmf) this can...

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