program update overview custom

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1Cisco Confidential 1© 2013 Cisco and/or its affiliates. All rights reserved.

Kristen Scott

End Of Year Programs & Promotion Updates

Partner Account Manager

FY13 Q4


Specialization & ATP

Must maintain associated valid specialization or

ATP for the entire program.

VIP 21 Eligibility RequirementsSales Volume

$$$

Must achieve minimum booking requirement

Customer Satisfaction

Maintain customer satisfaction surveys with an average score of 4.45

or higher


Specialization MinBookings

CurrentlyBooked

Bookings Needed

R&S Adv BN Arch $200,000 $1,237,629 $$$

Security Adv BN Arch $150,000 $57,424 $92,575

Wireless Adv BN Arch $150,000 $325,497 $$$

WAN OPT Adv BN Arch $100,000 $13,920 $86,080

UC Adv UC $300,000 $13,494 $286,505

Telepresence TP Video ATP $50,000 0 $50,000

WebEx Adv UC $100,000 $1,131 $98,869

DC Unified Computing UCT $50,000 $245,331 $$$

VIP 21 Status For Custom


A20%

B15%

C10%

D5%

E6%

F4%

G3%

H1%

I2%

$0

$100,000

$200,000

$300,000

$400,000

$500,000

$600,000

$700,000

$800,000

R&S

SEC

WAN OPT

WIRE

TP

UC

WEBEX

DC UNIFIED COMPUTING

Observations


Programs & Promotions

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19

UA Breakaway Offer - HighlightsTurn Wired and Wireless into Breakaway Profits

• Refresh install base across Access Switching and Wireless

• Target Competitive customer base (including HP, Aruba, Juniper, others)

• Offer up to 55% discount (deal must include both wireless and switching)

• Offer up to 60% discount with TMP credits –stacking of other discounts NOT allowed

• Requires any combination of switching and wireless deal to be at least $10K (list)

• May qualify for Cisco Capital offer (please check availability, terms and conditions)

• Deal registration and approval via OIP/TIP/SIP programs in CCW. Eligible products include –

Catalyst 2KS/X/XR, C3KX, C3850, 4K, 6K

Wireless products include Access Points 1600/2600/3600 series, all controllers (WLC) and Mobility Service Engine

Other products may qualify per OIP/TIP/SIP discount guidelines

• Program effective from 03-JUN-2013 through 26-JAN-2014

• Promotion will be on CCW on July 14th

Partner offer

End-user offer

Products eligibleAnd Guidelines


iPad IBLMEvery inch an Opportunity

• iPad app now available, called Partner Business Insights can only be downloaded from the iPad app store. Search for IBLM

• After download, partner uses CCO ID and password to log in

• Information presented in an iPad friendly format, similar to data source as desktop application


Program Goal Encourage customer migrations from legacy Server environments to a Converged Infrastructure architecture by rewarding customers that trade-in their existing HP Blade products towards the purchase of new Cisco blade architecture

Program Details Receive up front pre-approved credits Includes Cisco’s two-socket blade products and HP blade products

(Please note Cisco’s B22 blade is not included in this promotion) Must purchase a complete Cisco blade system to take advantage of program

(System includes a fabric interconnect, chassis and blade)

All Registered and Certified Partners are eligible (Partner must have appropriate specialization to sell UCS blade servers)

Annual Enrollment through Partner Program Enrollment (PPE) Tool Return HP Trade-In Equipment to Cisco (180 days) after final shipment

Program Requirements

HP Q4 LEGACY Migration Promotion Overview

Additional Benefits Promotes an economical migration to the fastest growing segments of data center

architectures Special Q4 FY13 promotional pricing Offers free, easy and eco friendly way to dispose of legacy server equipment Combinable with other channel Incentive Programs (OIP, TIP, SIP)


BL40pBL420BL45pBL460cBL465cBL480cBL490c

BL10eBL2x220BL20pBL25BL30pBL35p

BL60pBL620c BL680cBL685G6G7

Eligible Blade Servers: 1:1 Server Credit

HP Legacy Trade In Program

$650 credit for each HP Blade

UCSB-B200-M3

UCSB-B200-M3-DB230-BASE-M2

B230-BASE-M2D

Eligible HP Blade Servers:Eligible Cisco Servers

Trade-In SKU: TRD-HP-BLADE-UCS


HP BladeSystem C7000 EnclosureHP BLc7000

Eligible HP Chassis:

Eligible Cisco Chassis:N20-C6508 N20-Z0001 UCSB-5108-DC

$1600 credit for each HP

Chassis

1 HP Chassis for Every 16 UCS Blades

# of UCS Blades# of Eligible HP

Chassis

0 – 1617 – 3233 – 4849 – 6465 – 80

Up to Max 20

12345

Up to Max 13

HP Legacy Trade In ProgramEligible Chassis

Trade-In SKU: TRD-HP-CHASSIS-UCS


Deal Registration Program(OIP/TIP/SIP) xIP Incentives

Non-Standard DSALess than 70%

TMP Quote*(Relevant “fixed” credits)

Incentive-level Discount

TMP Quote*(Relevant “fixed” credits)

DSA Discount

Auto Approved (Incentive + TMP)

Book/Ship

Simplified Trade-In Returns Process

1. Return2. Cert of Destruction (COD)3. Cert of Non-Use

• Blade 2-Socket: B200M3 & B230M2, Chassis• No other UCS products included• Quote must contain a complete system

(Chassis/Fabric)• Trade-in mapping to define migration combinations• AM Approves TMP request

• TMP credits are given to Partner - Partner has discretion to determine what to pass to customer

HP Legacy Trade In ProgramQuoting Process

Routing Rules Apply

TMP Quote:


TMP Trade-In Returns Process

Step 1

New Cisco Product Delivered

Step 2

Request Pickup via POWR tool

Step 3 Step 4

Return products due back to Cisco within 180 days of last new product shipped

Partner or Customer goes to web & submits request for pick up

Pick up confirmed

Cisco manages all pick up carriers

New Cisco Product Delivered

Partner or customer packages equipment for pick up

Step 5

Carrier Pick Up

Carrier picks up equipment and delivers to Cisco Receiving Center

Step 6

Returns Validated

Cisco validates returned equipment

Step 7

RMA Closed

Partner receives email notification of closed RMA

HP Legacy Trade In Program


Q4 only program

• Last day to quote: July 27, 2013• Last day to order: August 24, 2013

Quotes are eligible for 30 days and there are no price guarantees after program has ended in Q4

Deal must be positioned as “Net Price”

There is NO promotion stacking (i.e. cannot be used with SmartPlays, New Account Breakaway, Try and Buy, NFR programs)

Maximum number of HP Blades per transaction = 200 NOTE: Cannot get more HP trade in credit than the numberof UCS blades purchased

Maximum number of HP Chassis per transaction = 13 NOTE: For every 16 UCS blades purchased they can trade in one HP chassis for credit

AM must ensure TMP quote meets guidelines prior to approving

Program Guidelines HP Legacy Trade In Program


Q4 Incentive

UCS NEW ACCOUNT REWARD!

$1,000 Amazon digital gift card to Partner AM for each eligible new UCS accountOne reward per new UCS account

You can submit multiple reward claims – one per each eligible new UCS customer

Must book a minimum cumulative total of 50K net to Cisco in Q4 (now until July 27 th) Must be registered as a UCS New Account Breakaway (see #3 below)


Data Center

SOLUTION STANDARDGOOD BETTER BEST

OIP TIP SIP UCS NAB

Standard UCS (a la carte) 61% 65% 65% 68% 70%

Smart Play Promotions 61% 61% 61% 61% 64%

Smart Play Expansion Paks 61% 65% 65% 65% 65%

Smart Play Solution Paks 61% 65% 65% 65% 65%

Nexus 42% 50% 50% 54% 58%

MDS 42% 50% 50% 54% 58%

Note: All discounts shown are for direct resellers. Final discounts to 2-Tier partners will vary and depend on their agreement with their distributor(s)

UCS New Account Breakaway Partner led opportunities with customers that have never purchased Cisco UCS before will qualify.


Cisco Collaboration Breakaway PLUS OverviewRegistrations via CCW Allowed Until January 25, 2014 | Bookings Allowed Until April 26, 2014

Product Discounts Services DiscountsOIP discount all other

products includingUCS at 65% discount

Learning@Cisco OffersCisco Capital

Financing

Sales Execution and Demand

Generation Assets

Deal Protection!

A “Whole Offer” Designed to Sell the Entire Cisco Collaboration Portfolio – Voice, Video and Applications including Contact Center – in Every Deal, Displace Competitors, Upgrade and Expand the Installed Base, and Drive Customer Demand


Competitive Displacement

Installed Base Upgrade

—OR—

Collaboration Breakaway PLUS BEFORE

Baseline

Products

55%

Baseline + Collaboration

Products

59%

Baseline + Video

Products

60%

Baseline + Video + Collaboration

Products

64%

Services

28%Services

30%Services

30%Services

33%


Competitive Displacement*

Installed Base Upgrade

—OR—

• Phones• Gateways• UCL• Webex Hosted59%

Group A • Telepresence• CUWL**• Contact Center• Collab Software64%

Group B

33%

Other Products Receive OIP

Discount

Drive to 9 Upgrade Offer• Microsoft

• Polycom

Collaboration Breakaway PLUS SIMPLIFIED

*Additional regional competitors found on CB PLUS webpage

• Avaya

• Mitel

• Cisco Service Partner Program and Cisco Branded Service


Video Velocity Starter Kit includes:

1 x VCS-C (10 licenses) + 1x VCS-E (5

licenses) + 1 x MCU 5310 (up to 3 licenses**) or 1 x MCU 5320 (up to 3 licenses**)

Video Velocity Starter Kit provides provides H.323 Interoperability, 3rd party

interoperability, remote access, firewall traversal, B2B video communications and

multi-conferencing.

Available only in Collaboration Breakaway PLUS when upgrading to Cisco Unified

Communications Manager or BE6K

Promotional Discount: 85% off Global Price

List!Video Velocity Starter Kit

Order 1 solution:

1 x R-VMVCS-CTRL-K91x LIC-VCS-10 1 x R-VMVCS-EXPWY-K9 1 x LIC-VCSE-5 1 x CTI-5310-MCU-K91 x LIC-AESMCU53-K9Up to 3 x LIC-5300-4PL

1 x R-VMVCS-CTRL-K91 x LIC-VCS-10 1 x R-VMVCS-EXPWY-K9 1 x LIC-VCSE-5 1 x CTI-5320-MCU-K91 x LIC-AESMCU53-K9Up to 3 x LIC-5300-4PL

or

** 1 license provides Full HD/2 HD/4 SD/8 nHD ports


Free 4 x EX60with optional Premium Resolution

Free 2 x MX200with optional Premium Resolution

Or

For Each TelePresence Deal Over $100K, Customers Get:

Terms & Conditions:• $100K Deal must be booked before July 27th 2013

• Deals are net/after Partner discount and include TP Endpoints and TP Infrastructure only• All TelePresence deals are eligible including CB+ deals and DSA deals

• Partners must register to receive 100% discount on the Endpoints with Deal IDs• Registrations can be made from May 6th 2013 until August 31st 2013.

• Promotion is Global, valid for all Partners – Promotion is also valid for Distributors

TelePresence Acceleration Program


Registration Overview

Registration and submitting a deal is designed to be quick and easy

1) $100K TelePresence deals must be booked between April 29th 2013 and July 27th 2013.

2) Partners register for the free endpoints via CCW. Partners register with Customer’s contact information and a Bill of Materials (BoM) available and Sales Orders or Purchase Order for the purchase of TelePresence of $100K.

Promotion Manager will review all TelePresence Deals and check promotion eligibility


End Dates for Collaboration Breakaway PLUS

• April 26, 2014 - Last Day for Bookings

• May 15, 2013 - Registration Ends

• October 26, 2013 - Bookings End; All Deals in Original Collaboration Breakaway PLUS Expire

• January 25, 2014 - Registration Ends

* Deals approved (not ordered); optional transfer to enhanced, simplified Collaboration Breakaway PLUS if qualified

Original Collaboration Breakaway PLUS*

Enhanced, Simplified Collaboration Breakaway PLUS

• May 6, 2013 - Registration Begins


Cisco Midmarket Collaboration Promotion Product Discounts - Overview*Registrations Allowed Until July 27, 2013

Deal Protection!

When you register midsize deals with Cisco, this new Midmarket Collaboration Promotion guarantees deal protection!

* Offer varies by region

Cisco Business Edition 6000 (all Cisco UWL / Cisco UCL bundles)Cisco TelePresence SystemsCisco Unified IP & Video Phones Cisco WebEx MeetingCisco Voice & Unified Communications Gateways

Cisco TelePresence InfrastructureAdditional Cisco UWL LicensesCisco Unified Contact Center Express (UCCX) for BE 6000Cisco Unified Communication Software Subscription (UCSS)

US/Canada

60%

US/Canada

65%

Sales Execution and Demand

Generation Assets


Drive to 9 - Objective

Video, Mobility, BYOD, Virtualization, B2B & Contact Center

Enable Customers to leverage next generation Collaboration Experiences by upgrading to Cisco Unified Communications Manager 9.1 or higher!


WhenWhat

Upgrading with 9 & 3 Upgrade Offer

• Allows customer on any version to purchase a la carte Cisco Unified Communications Manager 9.x upgrades for $9 per user, per application, when combined with 3 year Unified Communications Software Subscription* (UCSS) at standard pricing

• Cisco UC 9 & 3 Upgrade Offer will now end on July 27, 2013

* Exception: Higher education and government institutions that cannot commit to more than one year.

Extended to July 27, 2013!

The most cost-effective way for customers to upgrade from older UC system while investing in UCSS


Drive to 9 Program

Video BYOD Cloud/B2B Virtualization Mobility

Drive to 9Comprehensive Enablement• Partner Workshops • Field Workshops• e-Learning and training• AS Upgrade Services

Focused Support • Upgrade Resource Central • Drive to 9 PDI and TAC help desk• Licensing SWAT team• Support Forums

Compelling Offers and Incentives • Server Hardware offers• Licensing & Services offers• Video Accelerator Bundles • Endpoints & Application Offers

Enable Customers to leverage next generation Collaboration Experiences by upgrading to Cisco Unified Communications Manager 9.1 or higher!

Simplified Upgrade Process • Customized Upgrade Collateral• Simplified License Migration• Readiness Assessment Tools• VODs


Upgrading Today Before Drive to 9

License Offer

Upgrade to 9.1 with UCSS (no cost)

Upgrade to Cisco Unified Communications Manager (CM) or BE6K

Upgrade to 9.1 with 9 & 3 Upgrade Offer*

Upgrade to Unified CM or BE6K

Customer Type

Customers with Unified

Communications Software

Subscription (UCSS)

Customers without UCSS

*9 & 3 extended until July 27, 2013


Drive to 9 Upgrade Offer

Optional Offer

(85% discount)• 1 Multipoint Control Unit

(MCU) 5310 or 5320 with 5 licenses

• 1 Expressway (VCS C & VCS E) with 5 licenses

Available only in Collaboration Breakaway PLUS when

upgrading to CUCM or BE6K

Video Velocity Starter Kit***

License Offer*Upgrade to Cisco Unified Communications

Manager (CM) or BE6K

Upgrade and step up to next level license for FREE and get 5 yr UCSS at 3 yr price on new license:

UCL Enhanced CUWL STDCUWL STD CUWL PRO

Upgrade and step up to next level license for $x per user (85% discount) by buying 3 yr UCSS on new license

UCL Enhanced CUWL STDCUWL STD CUWL PRO

Upgrade to Unified CM or BE6K

Customer Type

Customers with Unified

Communications Software

Subscription (UCSS)

Customers without UCSS

*ESW required with all upgrades **9 & 3 extended until July 27, 2013***Quantities are limited to exactly those shown above

Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 42Cisco Confidential© 2011 Cisco and/or its affiliates. All rights reserved. 42

Video Velocity Starter Kit

(85% discount on 1 MCU & Expressway)

Endpoints*

(CB+ - Voice 59% Discount, Video 64% Discount)

MCS/BE5K to BE6K (CB+ - 64% Discount) (Mid Market Promo – BE6K + 25 Licenses - 60% Discount)

On-Prem to Cloud**Free Migration or UplevelMCS to UCS (CB+ - 65% Discount on UCS)

WebEx*

Drive to 9 – CB+ & Complementary Offers

Customers not on UCSSCustomers on UCSS

• FREE License Upgrade• 5 yr UCSS @ 3 yr price

• 85% Discount on License Upgrade• 9 & 3 offer for UCL License

• UCSS (CB+ - 64% Discount)*• ESW (CB+ - 33% Discount)*

Gateways (CB+ - 59% Discount)*

• Discounts for Partners

• Offers available only for Migration Deals

Mid Market PromotionsTelePresence Acceleration Promotions(Only Q4 FY13)

* Discounts vary by region in CB Plus. See www.cisco.com/go/cbplus.com for details ** Available May 20th, 2013

Available V

ia Collaboration B

reakaway P

lus


Program

Goal

Partner Incentive

Account Selection

Drive Installed Base Network Upgrades and Grow Sales • In targeted accounts with:

- 1,000+ PCs/Servers/Nodes - and a reasonable ability to book $200K

• By leading with a partner services engagement

• $1,000 and up – varies by assessment type• High margin OIP Deal

• Assessments must be sponsored by Cisco AM & CAM• Focused on Commercial, Public Sector, Enterprise• Cisco AM/CAM nomination process is via on-line tool (SIRE)• Premier/Silver/Gold Partner Certification required

• Partner submits proof-of-performance on-line: Assessment Tool Output Report Site Visit Report

Assessment Requirement

Cisco-Funded Network Assessments


Assessment Type Incentive Notes

UCS Demo $1000 DCA or UCT Partners nominated by their local Cisco PAM, PSS, or AM

Data Center Infrastructure Assessment N/A DCA, UCT, or UFT Partners nominated by their local Cisco PAM, PSS, or AM for

a Cisco funded RISC Networks assessment engagement

UCS Proof of Concept $5000 DCA or UCT Partners nominated by their local Cisco PAM, PSS or AM

UC RISC Project N/A Cisco pays RISC to provide this service to our Partners

Assessment Offerings


Baseline Unified Access (UA) Bring Your Own Device (BYOD) Content Security Proof of ConceptGoal Evaluate core network (i.e. discover

upgrade/refresh opportunities, accelerate AT attach & readiness and evaluate customer growth needs)

Evaluate wired and wireless infrastructure, check network compliance, and gauge readiness to deploy advanced infrastructure features

Demonstrate network’s ability to provide functionality such as BYOD, Secure Access, Guest Services, and TrustSec

Provide a customer email or web security Try & Buy

Payout $1,000 per completed assessment(Cannot be combined with UA or BYOD)

$2,500 per completed assessment (Can be combined with BYOD)

$5,000 per completed assessment (Can be combined with UA)

$1,000 per completed Try & Buy(Can be combined with other assessments)

Requirements • $200K (net) minimum• Field nomination

• Advanced BN Specialized• $200K (net) minimum• Field nomination

• One time approval per partner from CAPO CSE team

• ISE ATP Certification• $200K (net) minimum and/or 1,000

endpoints• Field nomination

• Advanced Content Security or Advanced BN Specialization

• $25K (net) minimum• Field nomination

Approved Tools • Netformx Discovery• Prime Infrastructure LMS• Health Check (RISC Networks)• Solarwinds• Dorado• Infoblox

• Prime Infrastructure (LMS)• CDS-Netformx Discovery• CDS-Health Check (RISC Ntwrks)• CDS-NeteXpose• CDS-Solarwinds• CDS-Infoblox• AirMagnet (Optional Site Survey)

• Cisco Identity Services Engine (ISE) • Try & Buy Promotion in CCW

Inspection / Proof of Performance

• End of Sale (EoS) reports• Last Day of Support (LDoS) reports• Proposed Bill of Materials

• Cisco Discovery Service(CDS) or Prime Infrastructure EoS, LDoS, readiness, and compliance report(s).

• Wireless Site Survey(Optional)• Business Review & Qualification• Proposed Bill of Materials

• Use case reports• Business Review & Qualification• ISE HLD• Proposed Bill of Materials

• Try and Buy agreement for Proof of Concept

• Sample reports (Network diagram, traffic configuration)

• Proposed Bill of Materials

What’s new for Borderless Network Assessments?

Thank you.Thank you.

Thank you.Thank you.

Reference Slides


Resources• Partner Central Incentives and Promotions: http://www.cisco.com/web/partners/incentives_and_promotions/index.html

• Unified Access Breakaway Promotion: www.cisco.com/go/uabreakawaypromotion

• BYOD SmS Promotion: www.cisco.com/go/byodpromotion

• IBLM Customer Intelligence Center for demand generation for partners: www.cisco.com/go/iblm

• Technology Migration Program: www.cisco.com/go/tmp

• Drive to 9 Program External: https://communities.cisco.com/community/partner/collaboration/migration

• Collaboration Breakaway PLUS promotion: wwwin.cisco.com/voice/programs/cbplus

• Innovate with a Platform for Voice and Video play: www.ciscopartnermarketing.com

• All other Cisco Collaboration promotions: wwwin.cisco.com/voice/programs/

• Watch replay of UC 9.1 Licensing and License Migration webinar

• Learn about Drive to 9 Resources

• Engage in Migration CommunityCisco-Funded Network Assessments www.cisco.com/go/ignite

• SIRE www.cisco-sire.com

• OIP (Opportunity Incentive Program) www.cisco.com/go/oip

• VIP (Value Incentive Program) www.cisco.com/go/vip

• TIP (Teaming Incentive Program) www.cisco.com/go/teaming

• Prime Infrastructure Tool : https://cisco.mediuscorp.com/market/networkers/homeWork.se.work

• Cisco Discovery Services : www.cisco.com/go/ciscodiscovery

http://www.cisco.com/web/partners/incentives_and_promotions/index.html

http://www.cisco.com/web/partners/incentives_and_promotions/index.html

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

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

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

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

https://communities.cisco.com/community/partner/collaboration/migration


http://wwwin.cisco.com/voice/programs/cbplus/

http://www.ciscopartnermarketing.com/

https://communities.cisco.com/community/partner/collaboration/licensing?view=documents



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

http://www.cisco-sire.com/

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

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

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

https://cisco.mediuscorp.com/market/networkers/homeWork.se.work

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


Upgrade Resource Central

One-stop shop for CUCM 9.1 Upgrade Resources

• Customized Upgrade Procedures

• VODs on step by step upgrade process

• Promotions and Offers

• Value Proposition

• Forums and support community

Available Now

Available on Partner Community, Drive to 9 IWE, CTG Website, cisco.com


Upgrade Readiness Assessment Tools

AvailabilityMay 15th

Available Now

Simple & easy way to assess current

CUCM environment & provide

customized recommendations.

• Upgrade Readiness Assessment AppConnect with CUCM to determine the current environment and provide recommendation

• Upgrade Collateral & VODs

• Support & Services Information

Available on Upgrade Resource Central

program update overview custom

Technology

relevant fixed

be6kcustomer

simplified

uct partners

theirlocal

cisco unified

account breakaway

unified cm