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Cisco Solution Incentive Program:Go-to-Market Template for Cisco Developer Network Partner SolutionCDN 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 PartnerNote – 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 [email protected].

Instructions to Cisco Reseller PartnerNote – 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.

Solution Incentive Program

© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for distribution. of 11

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mailto:[email protected]

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: [email protected] 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 ContentProvide 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 Details1. 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


http://www.redskye911.com/

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 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

i. ___ Media experience

j. ___ Physical security

k. ___ Server virtualization

l. ___ Smart grid

m. ___ Hosted small business systems

u. ___ Service provider VoIP

v. ___ Storage

w. _X_ Unified communications

x. ___ Storage unified computing systems

y. ___ Video systems

z. ___ Wireless LAN


IV. Solution Positioning and StrategyProvide 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 sign-off.

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

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 TeamList company contacts, including the executive, sales, and marketing teams.

A. Company InformationFull 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, [email protected]

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


http://www.redskye911.com/

mailto:[email protected]

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

Marketing Team: Martha Sexauer, Marketing Manager

VI. Reference ArchitectureAttach a reference network diagram that shows a high level overview of the complete solution and/or sample solution components.

ILECALI Database

SIP OVER IP, VPN, MPLS PSTN

Email/SMS Notification

CustomerEnterpriseNetwork

Site 2

Site 1

Wi-Fi

Call Server(s)

911 Call

PSAP

Selective Router

EON

LOCATION PROVISIONING


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 Details1. 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). _________

____________________________________________________________________________________________________________________________________________________________________


B. Business Solution Components1. 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 Cisco1. 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

i. ___ Media experience

j. ___ Physical security

k. ___ Server virtualization

l. ___ Smart grid

m. ___ Hosted small business systems

u. ___ Service provider VoIP

v. ___ Storage

w. ___ Unified communications

x. ___ Storage unified computing systems

y. ___ Video systems

z. ___ Wireless LAN


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


___ 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: ______________________________________________________________________


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. ______________________________________________________________________________________ ______________________________________________________________________________________ ______________________________________________________________________________________ ______________________________________________________________________________________


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