© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1
Internal – Non EU PresentationEmerging Markets
SMB Specialization and Select Certification
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 2
Why a Certification?
Certification Framework and Explanation
Benefits
MDF/Training/Financing
Time Line for Transition fromProgram to Certification
Agenda
Next Steps
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 3
Focus on SMB Value Added Resellers
We have traditionally under-invested in the SMB VAR segment
Global SMB VAR capacity must triple in 5 years, from $1.0B to $2.9B
Increase trained and SMB focused partners – grow from 5000 to 9000+Increase in partner productivity from $114K to $300K
Need to invest in the Value Added Reseller segment to drive growth in SMB
Create value for these partners through support, training, and incentives – earn their loyalty and make it profitable for them to focus on SMB
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 4
Their relationship with Cisco has strategic value –we are 16%-24% of their total business (Prem. - Reg.)
Slightly less profitable to sell Cisco than theiroverall average – 10% versus 12% overall in SMBH/W
53% are considering a higher level of certification(31% don’t know)
Top desires: Incentives, Financing, Leads
Pretty loyal to Cisco in Core R&S (94%) & Security (62%),not so loyal in voice (41%)
What do SMB Select partners think of us in Emerging Markets?
* EM Results from Global SMB Select survey – Oct 2006
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 5
Better trained partners = Higher Customer Satisfaction
Per SMB Select survey, high % of partners areinterested in higher certification
With a Global Certification comes Operational
Consistency and ResourcesGlobal Requirements with Theater Flexibility
Official Certification in Cisco’s Award Winning Partner Program
Tools, Marketing support, training, and benefits
Why a Certification?
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 6
Select
SMB Market Coverage* SMB Select survey of 2000 global partners 10/06
Non-certified SMB Partners value their relationship with Cisco but:
90% strive for a higher level of certification *Existing initiatives (SMB Select) do not have enough tangible benefits –coverage, NFR, incentives, training *
Creating a new certification with associated benefits will enable us to achieve our goals in SMB
We fill a gap in our certification program with the Select certification & SMB specialization
Registered Partners
Gold & Silver
Premier
SMB Specialized
SMB Specialized
(Including SMB Select)
New Certification & Specialization for SMB Value Added Resellers
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Select
SMB Market Coverage* SMB Select survey of 2000 global partners 10/06
New Certification & Specialization for SMB Value Added Resellers
Registered Partners
Gold & Silver
Premier
SMB Specialized
SMB Specialized
(Including SMB Select)
Cisco Engagement
TMM – Focused on top performing SMB Selects and works closely with ICAMs
ICAM – Focused on SMB Select (35-50 Partners)
CAM – Focused on Gold/Silver and Premiers
DISTI AM’s – Registered Partners and other Disti Managed Resellers
CAM – Focused on Premier
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 8
Ability to Deliver Integrated Solutions and Technology Breadth
Abi
lity
to D
eliv
er T
echn
olog
y D
epth
Gold
AdvancedRouting & Switching
Advanced Unified Comm
Advanced Security
Advanced Wireless
LAN
Cis
co L
ifecy
cle
Serv
ices
, Sal
es, &
Tec
hnic
al
Master Specialization Unified Communications and Security
New Branding
Silver
* Any Advanced
* Any Advanced
Premier
ExpressFoundation
* Silver Partners: Express Unified Communications can be substituted for 1 of the Advanced Specializations** SMB Specialization does NOT count toward Premier, Silver, or Gold Certification
Select
SMB
Certification and Specialization Framework
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 9
Apr 3 Apr 28 May Jun Jul Aug Sep Oct Oct 28th
SMB Select Marketing Designation - CUTOFF SMB SelectCertification
ONLYPartners
PartnerSummit
SMB Select Transition Timeline
NEW SMB Select Certified Partners and Transitionof Current SMB Select’s to Certification
As of April 28th, no more applications for SMB Select Program will be accepted All new SMB Select potential Partners will need to go through new Certification ProcessCurrent SMB Select partners will continue to be enrolled in SMB Select Program Until Oct. 27th
Launch SMB Select Certification at Partner Summit
SMB Engineering Certification Courses and AM Courses offered through SMB University/PEC/ CDCOLT AM Exam will retire on Apr. 28th as AM Requirement
SMB Select Partners have to be transitioned to SMB Select Certification by Oct. 27th or status is lost
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 10
SMB Select Framework
TargetPartners
Requirements
Training/ExamsRegistered
Results
Training / ExamsPremier or Higher
Partners focused on <250 market
2 Roles – AM/SE with Role Sharing Allowed
SE – New course being developedAM – Foundation & Security with new Exam
Select Certified, SMB Specialized
AM –Foundation & Security with new Exam
SMB Specialization
Demand Generation Activities
OIP
PDF(for qualifying partners)
Incentives(examples)
Results
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 11
New SMB EN Course
Specifically for SMB
Resellers
SMB Specialization Roles2 roles
- AM (Foundation and Security Exam)- EN (New 2 Day Course Created for SMB
Reseller Community)- Roles can be shared in 1 Person
Engineer Role combines SE, FE 1 proctored exam for each role (AM and EN)
- Until Apr. 28th, COLT Exam for Foundation will be valid for AM Requirement
Training available via ILT or e-learningApprox. durations of courses
- AM: 1.5 days ILT (2 courses in SMB University – Foundation and Security)
- EN: 2 days ILT (elearning approx 2/3 of ILT Time frame)
No Cisco Career Certifications (CCNA, CCDA, etc.) required
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 12
SMB Specialization Exam Requirements
TechnicalAvailable in both ILT and E-Learning formatsRouting, Switching, Security, WirelessInstruction modeled on the Single Site SNF validated design Proctored Exam
SalesAvailable in both ILT and E-Learning formatsRouting, Switching, Security, WirelessSMB University Foundation and Security coursesProctored Exam
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 13
Access to dedicated Cisco Account Manager team.
Partner Reseller Helpdesk – support for presales questions for Cisco SMB products and configurations via online portal.
**Currently in LATAM Only
Access to SMB Support Assistant Service support product codes.
This provides the reseller with access to:
Cisco SMB technical engineers,
1 year advanced hardware replacement,
Operating system software maintenance
Cisco SMB support Assistant client and portal
*Provided End User Data is submitted to Distribution Partner
Access to Opportunity Incentive Program (OIP) – Not Combinable with SMB Select Pricing Promotions
Access to Quote Builder
SMB Select pricing promotion on CE500 Switch Family 3% discount
SMB Select CertificationBenefits
SMB Select Certification: Matrix - Benefits
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 14
SMB Select Annual Summit – Invitation to the Annual summit where there will be Recognition Awards, Executive Briefings and Getting to know your local Cisco team
Priority end user customer leads generated through Cisco marketing campaigns which are “Hot Leads” will be passed on to SMB Select Partners to help with new business development.
Special pricing on not for resale demo products – 70% discount off global list price. (Can purchase up to $30,000 list price limit per year. NON-EU Countries only)
SMB University – Fully funded sales training on a continuous basis through a training initiative focused on SMB Select partner sales people.
SMB University content being developed exclusively for SMB Select certified partners.
Access to Cisco Capital Benefits – Extended terms on individual application basis. Varies per country. Looking to bring Cisco Capital benefits to entire theater.
SMB Select CertificationBenefits
SMB Select Certification: Matrix - Benefits
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 15
Access to Cisco’s Partner Website which gives you availability to marketing material, technical documentation, On line training courses, ideas for vertical solutions and much more. Guidance will be provided to help find the most relevant tools and material suitable for your business.
Incentive Funds from Cisco These funds are available to help grow SMB Select Partners’ business and can be used for but are not limited to the following activities:
End User Seminar events with SMB Select Partner
Technical Training
Telemarketing and direct marketing campaigns delivered by Cisco in SMB Select Partner’s Name – Commercial Joint Marketing activities
The Incentive fund is based on 3% of total NET POS (Distribution Cost) of SMB Products purchased during the previous month.*Maximum amount of accruable funds is $5000 per quarter per partner.* A list of eligible products can be found on the SMB select website.
SMB Select CertificationBenefits
SMB Select Certification: Matrix - Benefits
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 16
SMB Select PDF Qualifying Requirements
Accrual based on net bookings from specific product set (SMB Product Guide – 70% of Net POS to be from these SKU’s)Minimum percentage of quarterly revenue must come from these products (70% of Net POS reviewed monthly)Accrual percentage established by theater (3% of Net POS)Maximum amount earned capped each quarter (5K)Theaters have the ability to add products for a ‘quarterly push’Automated User Friendly tool with Shopping Cart features
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 17
SMB Select Certification and Marketing
The SMB Select marketing programs
and benefits surround the
certification program
Flexibility to add Regional benefits on top of Theater
Benefits
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SMB University SMB Engineering Courses
Check the SMB University Website for courses in Q4/Q1 FY08Ensure Current SMB Selects are offered these Engineering Courses BEFORE any new Partners
FAQ and SMBSelect Email alias for QuestionsMake sure Current SMB Select Partners are aware of changes and share transition informationInternal Conference Calls being scheduled for End of March
CommunicationCollateral
SMB Select Transition – Next Steps
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 19
CSAPPPartner must apply for Select Certification with SMB Specialization
Partner must apply role and CSCO ID to Cisco.comaccount in Partner Self Service
PSS
SMB Select Application Process
© 2007 Cisco Systems, Inc. All rights reserved. Cisco Confidential 20
For More Information
The Partner should contact their ICAM or CAM in the first instance if they have any additional questions regarding the Select Certification
Or they can email enquiries to [email protected]