Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 2
Live Training Session2-Tier PartnersCisco Commerce Workspace 7.0
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3
In this course you will learn about the 7.0 enhancements to Cisco Commerce Workspace that benefit 2-Tier Partners who order through a distributor in the following key areas:
• CCW Quoting and Other Partner Interface Enhancements
• Configuration and Ordering Enhancements
• CCW Support of the Distributor Reseller Selling Model
• Cisco Services Capabilities Directly within CCW
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
• Distributor Quote to Order
• Channel Booking Neutrality (CBN) with Services
CCW Support of the Distributor Reseller Selling Model
• View and Share Enhancements
• Cisco AM Created and Collaborated Quote (Multiple Quotes per Opportunity)
CCW Quoting and Other Partner Interface Enhancements
• Advanced Services-FixedCisco Services Capabilities Directly
within CCW
• Next Generation Configuration (NGC) Simplification
• Unified Computing Blade solution bundles (UCS-B)
• Unified Communication Software Subscriptions (UCSS) Configuration Enhancements
Table of Contents – Click any underlined section to navigate to a topic:
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 5
In this module, you will find…
• View and Share Enhancements
• Cisco AM Created and Collaborated Quote (Multiple Quotes per Opportunity)
• Ability to create deals and quotes in a single workspace with flexible entry points
• Collaborate strategically with colleagues, Distributors, and Cisco Sales and Engineering
teams in the Workspace
• Consistent look and feel across the Workspace means less time spent in training on
using the Workspace and more time for value-added work
What’s in it for you?
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
2-Tier Partner Benefits:
• New view and auto-share capabilities will enable additional real-time
collaboration efficiencies across the workspace.
• These changes will bring further efficiencies to deal cycles and will
reduce the manual selection of users for sharing individual records.
View and Share Enhancements
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
In this module, you will learn about:
• Sharing Deals and Quotes
• Accessing a Shared Deal
View and Share Enhancements
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
In this lesson, we will begin by sharing a Deal and revoking sharing access after it has been granted.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
Sharing a Deal
To open the Deal you wish to share, click the Deal ID link from
the CCW Home Page.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
Sharing a Deal
Next, click the Share link.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
Sharing a DealFrom the Share Deal page, you can now add new contacts via:
• Team Alias
• Contact Name
• Non-Cisco Email Address or email that is not associated
with the Cisco.com ID
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
Sharing a DealFor any unconfirmed emails, the Receive Email
Notifications drop-down will default to No and cannot be
changed.
The steps for adding sharing recipients are the same for
Configurations.
The steps for removing sharing recipients are different for
Configurations.
Note: The system will not allow you to remove recipients for
a Configuration once the share window is closed.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
In this lesson, we will view a shared deal.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
Access a Shared DealIf the Deal was shared with a Cisco email
address (or an email that is linked to a CCO ID),
the contact will go to the Cisco Commerce
Workspace Home page, scroll down to Deals
and Quotes and change the Filter to “Deals
Shared with Me”.
If the Deal was shared with a non-Cisco email address (or an
email that is not linked to a CCO ID), the contact will need to
click the Access Shared Deal link instead.
The Access Shared Deal dialog box will display. Enter the
Access Key and Deal ID, and click the Continue button. The
contact received an email with the Access Key and Deal ID.
Once the contact has accessed a deal using an Access Key,
the contact can then view the deal under “Deals Shared with
Me”.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
In this module, you learned about:
• Sharing Deals and Quotes
• Accessing a Shared Deal
For Additional details on using these new features, see “View and Share Enhancements” in the Modular Training located in Partner Central.
View and Share Enhancements
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
2-Tier Partner Benefits:
• Cisco AMs are now able to create, manage, and share multiple quotes for a single
opportunity which means that Partners now have more opportunity than ever
before to submit quotes in a variety of ways to be more competitive and win
business.
• When multiple quotes are approved the Cisco Salesperson may share the quote
with partners in CCW. Partners will have visibility to their own quotes only.
• You will easily be able to identify those quotes that are part of a multiple quote
scenario by the status of Approved Not ready to Order (ANRO) inside CCW.
Cisco AM Created and Collaborated Quote (Multiple Quotes per Opportunity)
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18
Cisco Account Manager Created and Collaborated Quote
Will be able to locate and view in Cisco Commerce Workspace (CCW) the quotes initiated by Cisco Sales Account Managers that are part of a multiple quote deal.
Will understand the new status of Approved/Not Ready to Order (ANRO) for the new multiple quote deals initiated by Cisco Sales Account Managers.
In this module all partners…
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
Cisco Account Manager Created and Collaborated Quotes
Quotes that have been shared by the Cisco Account Manager
will have a new status of Approved Not Ready to Order.
This status prevents the Partner from editing the quote and
placing the order until the customer has selected the winning
quote.
The quote can be ordered when the status is changed to
Approved by the Cisco Account Manager.
When consumption starts on the winning quote, the Deal
Status of the non-winning quote(s) changes to Cancelled.
Note: Select Quotes Created by Cisco from Display to
locate shared quotes.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20
Cisco Account Manager Created and Collaborated Quote
Will be able to locate and view in Cisco Commerce Workspace (CCW) the quotes initiated by Cisco Sales Account Managers that are part of a multiple quote deal.
Will understand the new status of Approved/Not Ready to Order (ANRO) for the new multiple quote deals initiated by Cisco Sales Account Managers.
For additional details on using these new features, see “Cisco Account Manager Created and Collaborated Quote” in the Modular training located in Partner Central.
In this module all partners…
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
In this lesson, we will view the changes that have been made to the CCW User Experience.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22
In this module, you will learn about:
• Enhancements made to the Quoting:
• Items Tab
• Discount Tab
• Review and Submit Tab
Enabling Quoting Consistent Experience
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23
Enabling Quoting Consistent Experience
User Experience improvements for Quoting
(Partial List):
• A new View filter.
• The Remove Service link for line items will be
replaced with Change/Remove Services.
• Workspace profile preferences for Pricelist,
Intended Use, Billing Address and Contact
will auto-populate in Quick Quotes.
• Net Unit Price has been added to the View by
menu on the Discount and Credits page.
• Discount views will be visible at all times.
• Customizable Export utility.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
In this module, you learned about:
• Enhancements made to the CCW User Interface
For Additional details on using these new features, see “Enabling Quoting” in the Modular Training located in Partner Central.
Module Summary
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
In this module, you will learn about the Enhanced Product Search Functionality
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
Find Products > CCW Home Page
From the CCW Home Page, use the Find Products
portlet to search for a specific product by entering a
product description or a SKU.
For additional information on searching, click the
Search Tips link.
You can also search by clicking the Search by
Product Family link.
Find Products is also available now in the Items
page of Configuration and Quoting.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
Find Products > Product Family Search
Select Product Family. The Drop-
down menu will display the Product
Families available.
Click the Search button.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28
Find Products > Product Family Search
The Results will only
display the products that
are on your price list.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
Find Products > Product Description Search
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 30
In this module, you will find…
• Next Generation Configuration (NGC) Simplification
• Unified Computing Blade solution bundles (UCS-B)
• Unified Communication Software Subscriptions (UCSS)
• Intuitive, simplified configuration experience with user-friendly graphical interface
• Intelligent validations simplify the configuration process and improve productivity
• Helpful warnings and suggestions decrease the amount of time it takes to create a
configuration
What’s in it for you?
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32
Benefits for 2-Tier Partners:
• New “Configuration Summary” pane provides greater information with fewer
clicks.
• Configuration Summary automatically saves a click and allows Partners to
complete their configurations faster and more accurately than ever before.
• Hyperlinked configurable items are displayed so the Partner can view
configuration options on the right side of the Core Config page.
• Configuration Summary pane allows Partners to configure much faster by
providing guidance and warning icons next to configurable items.
Next Generation Configuration (NGC) Simplification
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33
In this module, you will learn about:
• Configuration navigation panel enhancements:
• Option Selection Page
• Core Configuration User Interface
Module Overview
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Major Refresh to NGC User Experience
When you click the Select Options link on the
Items tab or the Quote tab, you will navigate to the
list of product categories to begin configuration.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35
Major Refresh to NGC User Experience
The product configuration page has
been removed. The configuration
process is now faster with one less
step!
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36
Major Refresh to NGC User Experience
The options for your
selected category or
configurable options
are now displayed on
the right.
To begin your product configuration, use the
Configuration Summary pane displayed on the left
of the screen.
Note: Included components mapped to hidden or $0
Items will not appear on the product configuration
page, but will be displayed on the Items page.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37
Major Refresh to NGC User Experience
When the orange triangle icon is
displayed next to a configurable
item, it means that it requires
configuration.
When the orange triangle icon is displayed next to a warning
message, action may be required prior to completing your
configuration.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38
Major Refresh to NGC User Experience
Items momentarily highlighted in yellow in the configuration
summary pane indicates that the items highlighted were successfully
added to your configuration.
If you add multiple items at once, all successfully added items will be
highlighted.
All configurable SKUs are hyperlinked.
Warning messages will display when a hyperlinked SKU requires
configuration.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39
In this module, you learned about:
• Configuration navigation panel enhancements:
• Configuration Summary pane
• Summary pane
• New legend of icons and highlighted components
For Additional details on using these new features, see “NGC user Experience” in the Modular Training located in Partner Central.
Major Refresh to NGC User Experience
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40
Benefits for 2-Tier Partners:
• Tabbed Partner Interface (UI) that is easier to use and guides Partners through
creating a B-series solution
• Fewer steps in the process
• Easily attach services
• Concise Summary
• Chassis auto-distribution
• Power consumption
Unified Computing Solutions (UCS) Blade-Centric Configuration
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41
Unified Computing Solutions (UCS) Blade-Centric Configuration
• The Blade centric configuration capabilities (available in third party configuration tools) are being enhanced in CCW to provide a Blade-centric experience and encourage the use of Next Gen Configuration (NGC) .
• How to configure a Blade-centric solution by navigating through the following five tabs:
• Step 1: Blade Server
• Step 2: Chassis
• Step 3: Fabric Interconnect
• Step 4: Service
• Step 5: Summary
Note: The new Blade-Centric Configuration User Interface will only display for NEW configurations of the N20 bundle or for edits made to the N20 bundle in this new UI (this new UI will not display when modifying an existing configuration made in the existing Config UI or when importing from NetformX).
In this module, you will see…
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 42
UCS Blade-Centric Configuration > Overview
New/Restore Configuration
•Entry Points – Quoting / Config / Order
Step 1: Blade Server
• Blade Library
• UCS Blade Configurator
Step 2: Chassis
• Chassis Preferences
• Auto/Manual distribution
• Chassis Config
• Add Empty Chassis
Step 3: Fabric Interconnect
• FIC Preferences
• FIC Configuration
Step 4: Services
• Available services for the user
• Services summary
Step 5: Summary
• System level Power Calculation
• Concise summary
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 43
UCS Blade-Centric Configuration > Select Options
From the Items tab click Select Options to configure an N20 bundle. In the September release, the N20 bundle is the only bundle available for the blade-centric configuration.
Note: All partners will be able to configure the N20 bundle, but only partners certified in ATP-DCUC or Data Center Architecture (DCA) or United Computing Technology (UCT), will be able to quote them in CCW.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 44
UCS Blade-Centric Configuration > Step 1. Blade Server
The Step 1: Blade Server tab contains three components:
• My Blade Library section displays the list of previously saved Blade configurations.
• Click the Add button in Available Components to add an available Blade to the UCS Blade Servers Configurator where you will click to Configure the Blade.
Click Next to continue to Step 2: Chassis.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 45
UCS Blade-Centric Configuration > Step 2. Chassis
From the Step 2: Chassis tab you
will
• Apply Chassis Preferences and Auto-Distribute blade servers among chassis.
• Add available components
• Configure the Chassis
Power Consumption is displayed and updated with every change that is made.
Click Next to continue toStep 3: Fabric Interconnect.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 46
UCS Blade Centric Solution > Step 3: Fabric Interconnect
From the Step 3: Fabric Interconnect tab
you will
• Apply Fabric Interconnect Preferences
• Add the Fabric Interconnect Components
• Configure the Fabric Interconnect
Power Consumption is displayed and updated with every change that is made.
Click Next to continue to Step 4: Service
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 47
UCS Blade-Centric Configuration > Step 4. Service
Step 4: Service
Apply preferences for Technical Support. The
Duration is only applied to selected service
programs.
The service will display below in the Services
Added to Solution section with the Service
Total.
Click Next to continue to Step 5: Summary
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 48
UCS Blade-Centric Configuration > Step 5. Summary
From the Step 5: Summary tab,
you can view:
• Power consumption for the
entire solution
• Blade components grouped by
the options you defined
• Chassis combinations.
• Fabric Interconnect
configurations
• Service SKUs displayed at the
end of the configuration lines
• Service levels grouped by the
product to which they are
attached
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 49
Module Summary
In this module, you learned about:
• Blade-centric configuration capability for creating new UCS-B solutions (N20 bundle)
• Step 1: Blade Server
• Step 2: Chassis
• Step 3: Fabric Interconnect
• Step 4: Service
• Step 5: Summary
For Additional details on using these new features, see:
“Configuration for Cisco Unified Computing System Blade Solutions” in the Modular Training located in Partner Central
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 50
2-Tier Partner Key Points:
• Partners without access to CCW ordering can now create Quotes with the new
UCSS SKUs in CCW if they plan to fulfill through a Distributor that has access to
CCW Ordering. Otherwise, they should continue to order through Legacy Ordering
Tool, using the Legacy SKUs. Note that only the new SKUs eliminate the need to
manually activate and register UCSS and thus Partners are encouraged to put
orders through CCW when possible.
• Although all 2-Tier Partners and Distributors worldwide will now have access to the
new UCSS SKUs, primarily 2-Tier/Disti users in US and Canada theatres should
use the new SKUs in CCW. US/C Distis have access to CCW Ordering, and the
new SKUs may only be ordered in CCW.
Unified Communication Software Subscriptions (UCSS)
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 51
In this section we compare the new UCSS SKUs to the legacy SKUs, share their benefits and what they look like.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 52
Important Points about the History of UCSS SKUs
1st Generation
SKU
2nd Generation
SKU
3rd Generation
SKU
SKU
Type/Format
UCSS-UPC-3-1 UCSS-U-UPC-1 UCSS-U-UPC-3-1
Compatible
Ordering Tool
Market Place Retired Cisco Commerce
Workspace
Compatible
Configuration
Tools
NetformX, Dynamic
Configurator Tool,
Multi Line
Configurator or
Excel
Retired Next Gen Config
Which Ordering tool will your
Disti use?Your answer
determines which SKUs you use!
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 53
Select which UCSS SKUs to Use
Which Ordering Tool will your Disti use?
Market Place
Use the legacy 1st
gen SKUs
CCW
Use the new 3rd gen SKUs
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 54
Format of the New UCSS SKUs
Format of 1st gen/legacy SKUs:
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 55
This section shows you the process of Quoting UCSS in CCW, whether you are using the new 3rd
generation SKUs or the 1st generation legacy SKUs.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 56
The steps of the Quote to Order process include:
1. Import into your CCW Quote a saved configuration:
a) created Next Gen Config (for quoting the new 3rd gen SKUs) or
b) created in Netformx, DCT, MLC, or Excel (for quoting the legacy 1st gen SKUs)
2. Complete the CCW Quote
3. Submit the Quote for Approval
4. Order through your Distributor
Module Overview
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 57
Quote Process: Import a Configuration
In the Quote-Items page in CCW, import a saved configuration
by clicking the Import a Saved Configuration link and then
selecting the saved configuration.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 58
Quote Process: Import a Configuration
The configuration is now imported into the Quote. Click the plus
icon next to the major line to see all lines in the configuration.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 59
Quote Process: Complete the Quote
To proceed through the pages of the Quote tab, scroll
down and click Save and Continue on each page.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 60
Quote Process: Complete the Quote
On the 3rd page of the Quote
tab, discounts and pricing will
apply. Click Save and Continue.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 61
Quote Process: Submit Quote for Approval
This opens the Review and Submit tab. Click
Submit Quote for Approval. For more information
on How to Create a Quote view the CCW Quote
Training located in Partner Central.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 62
Quote Process: Complete the order with the Distributor
Once the Quote is approved you may complete the
order with the Distributor.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 63
In this module, you learned about:
• The benefits of the new UCSS SKUs
• What the new SKUs look like
• How to quote software subscriptions
For Additional details on using these new features, see:
“Quote to Order Process with UCSS” in the Modular Training located in Partner Central
“UCSS Guide to Ordering” located in Partner Central
Module Summary
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 64
In this module, you will find…
• Distributor Quote to Order
• Distributor Reseller Selling Model – Multinational Quote Logic (MNQ)
• Channel Booking Neutrality (CBN) with Services
• Enables users to order services with products for Channel Bookings Neutrality (CBN) orders placed in CCW
• Faster deal cycle times now that distributors can place CBN orders for partners with products and services directly
within CCW, eliminating the need to use a separate tool for service orders and making it easier for the distributor to act
on behalf of partners
What’s in it for you?
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 66
2-Tier Partner Benefits:
• Increase Order Accuracy
• Faster deal cycle time to booking
• When the Intended Use is Resale, the list of distributors will be filtered by those who are authorized to sell within the resellers territory.
Distributor Quote to Order
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 67
In this module…
2-Tier Partners will understand that:
• A valid configured quote is required for Distributors to convert Partner Quotes to Orders.
• Additions when quoting indirect must be done by the partner for discounts and re-approval.
Distributors Quote to Order
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 68
Distributors Quote to Order
Partners must select Resale as
Intended Use if ordering through a
Distributor .
The Distributor can only convert
quotes to orders if the intended use is
Resale.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 69
Distributors Quote to Order
The Buy Method must be the same
distributor for all line items in the
quote.
All line items on the quote must be
valid for the Distributor to Convert the
partner initiated quote to an Order.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 70
Distributors Quote to Order
As a best practice, Partners should Re-
Open an approved quote to make changes
such as updating the quantity or adding
items.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 71
In this module…
2-Tier Partners who are quoting indirect will understand that:
• A valid configured quote is required for Distributors to convert Partner Quotes to Orders.
• Additions when quoting indirect must be done by the partner for discounts and re-approval.
For Additional details on using these new features, see “Distributor facilitated Actions on Behalf of Partners” in the Modular Training located in Partner Central.
Distributors Quote to Order
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 72
2-Tier Partner Benefits:
• Distributors will no longer be required to place service orders separately
• Users will also be able to quote standalone service items as CBN (however, standalone service will be ordered in OT)
Channel Booking Neutrality (CBN) with Services
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 73
In this module, you will find…
• Advanced Services-Fixed
What’s in it for you?
• Ease of doing business with Cisco requires a simplified engagement model enabling “Standard” fixed-price services
delivered by Cisco’s Advanced Services team. The time-consuming Statement of Work (SOW) process has been
replaced by Single Service Descriptions available here: www.cisco.com/go/servicedescriptions
• Fixed-scope professional services is a standalone service ordering model now available for all routes to market via
CCW.
• In this September release of CCW, the system will automate the simplified ordering model for "standard" Advanced
Services. The prices are published on the Global Price Lists and wholesale Price List (WPL) making them fixed
priced. AS-Fixed Service Offerings are available for:
• Unified Computing Services (UCS)
• Collaborative Professional Services (CPS)
• Cisco TelePresence
• Service Provider Upgrade and Refresh
• Service Provider Mobile Packet Core
• WebEx
• Security Accelerator
• Availability of fixed scope services ordered through CCW will be based upon the partner eligibility to sell in the
selected installation country with Single discounts applied – bypassing manual approval and giving Partners shorter
deal to order times.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 75
Advanced Services Ordering Model for Fixed Price Services
Partner Benefits:
Enhanced Partner experience:
• Streamlined the ordering process for fixed price services with the addition of (ASF) SKUs
• Orderable at product point of sale (POS)
• Reduction in quoting & ordering cycle time from weeks to days.
• Increased scalability for both Cisco Branded & Collaborative Service offers
• Faster Time-to-Market - no scope nor price negotiation
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 76
Advanced Services Ordering Model for Fixed Price Services Overview
In this module, you will learn about :
• Understanding Standard (Single) vs. Group ASF SKUs
• Ordering Fixed Price Services via Distributor
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 77
Fixed Price Services > Single vs Grouped
AS-Fixed group SKUs are identified with the prefix “ASF-XXX-G”. The “G” indicates an AS-Fixed Group SKU. You may modify the quantity added if all services are intended for delivery to a single location.
ASF Single SKUs do not have a “G” in the SKU and the quantity of Single SKUs defaults to “1” and cannot be modified.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 78
Ordering Fixed Price Services via Distributor > CCW Workflow
Enter Accurate Install
Site and Contact
Information into CCW
Create Quote for Desired
ASF SKU (note no
validation occurs with disti
buy method)
Share Quote with the
Distributor of your
Choice
The Install Site and Partner Contact Information are required on both the quote and the
order.
Entering the information in Quoting is not sufficient as this data does not copy over to the
order screen.
You will have to make sure you enter the information correctly into the order as well.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 79
Ordering Fixed Price Services via Distributor > Partner Contact and Install Site Information
The Partner Contact and Install Site Information are critical when
ordering through a distributor.
Distributors use the information you populate here when they create
the order on your behalf.
Incorrect or insufficient information can potentially delay the order.
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 80
Advanced Services Ordering Model for Fixed Price Services
In this module, you have learned how to:
• Understand Standard (Single) vs. Group ASF SKUs
• Order Fixed Price Services via Distributor
To access the complete AS-Fixed program training materials with the full workflow and broader Cisco business context:
• Check back in late September/early October 2011 for the latest CCW integrated training information .
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 81
Partner Resources > Where to Get Help
• Partner Central CCW Website – Access will be available to the latest self-paced
e-Learning, demos, presentations, videos, and quick reference guides (Check
back in late September and October as materials are added)
• Partner CCW Overview Video – See the link at the top of the Partner Central
landing page to see a quick video on demand on the benefits of the Workspace
• Partner Help Line - Channel Partner support for all pre-sales support needs
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 82
In this course you explored the 7.0 enhancements to Cisco Commerce Workspace that benefit 2-Tier Partners who order through a distributor in the following key areas:
• CCW Quoting and Other Partner Interface Enhancements
• Configuration Enhancements
• CCW Support of the Distributor Reseller Selling Model
• Cisco Services Capabilities Directly within CCW
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 83
What Do We Need You to Know? In Order to Drive Partner Adoption…
• When your Cisco AM asks for an Excel BOM, send them
a configset ID and key or route/share a config instead
• Valid configurations are necessary… use NGC, DCT,
MLC, Netformx, etc –upload into CCW!
We are Asking You and Our Sales Teams to Work in a New Way…
• When Partners make changes to an AM initiated quote,
non-std pricing must be updated and re-approved by the
Cisco AM– feel free to remind them!
• When your Cisco AM sends you a Deal ID, ask them to
“collaborate” with you from SFDC
• This way you can see, edit and order the quote from
within CCW