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Updated May 2017Global Partner Programs Incentive TeamUpdated November 2018

Selling Guide – Asia Pacific and JapanSecurity Account Breakaway

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential

What is Account Breakaway?

CustomerOfferAttractive

6 Month Differentiated Partner Pricing

New Accountsor

Accounts that have not purchased key products in a defined time period

PartnerHunting and Teaming

Select Certification and Above

or


Account Breakaway Program Benefits

Reward partners for finding, developing, and selling targeted technologies into new and existing accounts

Increase partner profitability with an attractive 6-month differentiated discount

Give the highest promotional discounts on the latest Cisco products

Provide an additional 2% Value Incentive Program (VIP) bonus on Cisco UCS®, Cisco HyperFlex™, Cisco Nexus®, security offers, and Enterprise Networking products

Offer Migration Incentive Program (MIP) stackability on several technology products

Accelerate your customer’s journey to help them achieve faster innovation, reduce costs and complexity, and lower risk

Security Deal Registration

• Deal Registration Increases Partner Profitability• Deal Registration Protects your Profitability • Discount Differential Protection

• Increased VIP Rebates• Leverage Deal Registration, Promotions and Offers* New and Competitive – NEW Security Account Breakaway Upgrade and Reactivate – Network Security Reactivate Upgrade and Reactivate Promotions

o ASA 5585 Reactivateo ASA 5585 Upgrade to Cisco Firepower® FPR4110 or FPR2140 o ASA 5506 to 5508 Upgrade

*Check out the promotions available for your region in the Discounts section of this training!

It’s simpler CCW BEFORE CCW NOW

Deal Registration consolidates your selections!

It’s more innovative

• In the past, you had to determine the best incentives on your own.

Deal Registration guides you to the optimum incentives for your deal!

• Now you answer a series of behavior-driven questions and the incentives are applied for you.


Log into CCW

Complete the Who’s

Involved & About the

Deal pages

Select Incentives

and Answer Questions for the selected Incentives

Upload BoM or add SKUs

Submit Quote for Approval

Register Deals Process FlowCreate Deal Quote Deal Review & Submit

DealCreate Incentives Complete Questionnaire


Account Breakaway Across Architectures

• Routing• Switching• Wireless

• UCS• HyperFlex• Nexus

• Network Security (Firewall & IPS)• Email Security• Web Security• AMP for Endpoints• Cisco Stealthwatch™• Identity Services Engine or Cisco

TrustSec®• Cloud Security (Umbrella,

Stealthwatch Cloud & Cloudlock)• Umbrella for SPs (Managed

Service)

• IoT Solutions

www.cisco.com/go/ab

SecurityEnterprise Networking Data Center IoT

NEW!

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


Security Account Breakaway Technology Overview

• Reactivate Network Security (Firewall & IPS)

• ASA5585 Upgrade Promotion

• ASA5506 to ASA5508 Migration Promotion

Upgrade & Reactivate

Discounts vary by region – between 64-70% (Cloud Security = 58% discount)

Earn an additional 2% VIP bonus on all products except Cloud Security Domain & Umbrella for SPs

Stackable with MIP

64% discount and up to 70% with MIP Earn an additional 2% VIP bonus for Reactivate Network

Security and Reactivate ASA 5585 registered deals ASA 5585 and ASA 5506 Upgrade eligible for VIP

bonus – exceptions apply Stackable with MIP and MIP Technology Accelerators

New & Competitive Track Rules New first time purchase of product from a domain

greater than $2,500NOTE: Each domain is treated as a separate new account

Upgrade & Reactivate Track Rules Open to any accounts that have not purchased Network

Security in the past 2 years (8 full quarters) ASA5506 to ASA5508 Open to all ASA5506 Purchases

Earn discounts for each NEW Security domain you introduce to your accounts!

Earn discounts for reactivating Network Security or upgrading/reactivating ASA 5585 or 5506!

• Network Security Firewall & IPS• Email Security

• Web Security• AMP for Endpoints• Stealthwatch• Identity Services Engine or TrustSec• Cloud Security (Umbrella, Stealthwatch Cloud &

Cloudlock)• Umbrella for SPs (Managed Service)

New & Competitive

New ONLY

Security Deal Registration DiscountsEarn Security discounts when registering your deal. Earn up to 64% with Security Account Breakaway!

Partners with registered bookings

often achieve between 20-35% GPM

42%Gold Discount

Increased Discount Differential = Higher upfront partner margins

Up To

1Always RegisterDeals 2

Define Deal Details

New and Competitive or Upgrade and Reactivate

3Does Deal Qualify for MIP?

Customer must agree to return or destroy hardware

Base ProgramAdditional 4% Deal Level Incentive

+2 VIP Bonus Kicker+4%

*Replaced legacy TMP (MIP Applies to hardware, software, and services)

Competitive AcceleratorAdditional 1% Deal Level Incentive +1%

++

Migration Incentive Program*

+

Technology OffersSKU Level Incentives

ASA 5585 -> FPR 4110, FPR 2140 +8%

WSA, ESA, SMA +8%

50%OIP/TIP Discount

56%Security Ignite

Discount

+ 6% on top of OIP/TIP

Up to 64%New &

Competitive or Upgrade & Reactivate Discount

+ 2% VIP Bonus

Security Specialized Partners


Security Account Breakaway Discounts – Japan & Association of Asian Nations (ASEAN)


Security Account Breakaway – New & Competitive for Japan & ASEAN

Earn discounts for each NEW Security Domain you introduce to your accounts!

New & CompetitiveHunting & Teaming Plus Security Opportunities New & Competitive Track Rules

New first time purchase of product from a domain greater than $2,500

NOTE: Each domain treated as a separate new account

*Cloud Security does not qualify for the VIP bonus

**New Umbrella for SP does not qualify for the VIP bonus nor the Account Breakaway VIP bonus

• Network Security (Firewall & IPS) 64%

• Email Security 64%

• Web Security 64%

• AMP for Endpoints 64%

• Cisco Stealthwatch 64%

• Identity Services Engine or 64%Cicso TrustSec

• Cloud Security 58%(Umbrella, Stealthwatch Cloud & Cloudlock)

• Umbrella for SPs (Managed Service)** 68%

Earn an additional 2% VIP bonus*

Stackable with MIP

NEW!

New & Competitive

New ONLY


Security Account Breakaway – Upgrade & Reactivate for Japan & ASEAN Earn discounts for reactivating Network Security!

Upgrade & ReactivateHunting & Teaming Plus Security Opportunities Upgrade & Reactivate Track Rules

Open to any account that has not purchased Security in the past 2 years (8 full quarters)

• Reactivate Network Security 64%Firewall & IPS Earn an additional 2%

VIP bonus for Reactivate Network Security

Stackable with MIP


Security Upgrade & Reactivate Promotions for Japan & ASEAN

Promotion Rules Must be Upgrading from ASA

5585 to FPR4110 or FPR2140 or from ASA 5506 to ASA 5508

FPR4110 or FPR2140 Hardware on ASA 5585’s purchased greater than 24 months ago– qualifies for a 64% upfront rebate AND the VIP 2% bonus

FPR4110 or FPR2140 Hardware ASA 5585’s purchased within past 24 months* qualifies for a 64% upfront discount but not the 2% VIP bonus

ASA5506 to ASA5508 upgrade open to any current owners of ASA5506

Hardware• ASA 5585 Reactivate Promotion 64% • ASA 5585 to FPR4110 or FPR2140

Upgrade Promotion * 64%

Software• License Term

- 1 year 70%- 3 years 75%- 5 years 80%

Hardware• ASA 5506 to ASA 5508

Upgrade Promotion 64%


- 1, 3 or 5 years 70%

Earn an additional 2% VIP bonus for Reactivate ASA 5585 registered deals

ASA 5585 & ASA 5506 Upgrades eligible for VIP bonus – exceptions apply*

STACKABLE WITH MIP

* ASA 5585 to Cisco Firepower® FPR4110 or FPR2140 upgrades purchased within the past 2 years qualify for 64% upfront discount but notthe 2% VIP bonus

Earn discounts for upgrading the ASA 5585 & reactivating the ASA 5585 and ASA 5506!

Upgrade & ReactivateHunting & Teaming Plus Security Promotions


Security Account Breakaway Discounts - Australia


Security Account Breakaway – New & Competitive for Australia
















Stackable with MIP

NEW!

New & Competitive

New ONLY


Security Account Breakaway – Upgrade & Reactivate for AustraliaEarn discounts for reactivating Network Security!





Stackable with MIP


Security Upgrade & Reactivate Promotions for Australia









- 1 year 70%- 3 years 75%- 5 years 80%




- 1, 3 or 5 years 70%



STACKABLE WITH MIP





Security Account Breakaway Discounts – New Zealand


Security Account Breakaway – New & Competitive for New Zealand
















Stackable with MIP

NEW!

New & Competitive

New ONLY


Security Account Breakaway – Upgrade & Reactivate for New ZealandEarn discounts for reactivating Network Security!





Stackable with MIP


Security Upgrade & Reactivate Promotions for New Zealand









- 1 year 70%- 3 years 75%- 5 years 80%




- 1, 3 or 5 years 70%



STACKABLE WITH MIP





Security Account Breakaway Discounts – Korea & India


Security Account Breakaway – New & Competitive for Korea & India
















Stackable with MIP

NEW!

New & Competitive

New ONLY


Security Account Breakaway – Upgrade & Reactivate for Korea & IndiaEarn discounts for reactivating Network Security!





Stackable with MIP


Security Upgrade & Reactivate Promotions for Korea & India









- 1 year 70%- 3 years 75%- 5 years 80%




- 1, 3 or 5 years 70%



STACKABLE WITH MIP




© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential

Hunting and Teaming Plus Resources

• APJ Discount Sheet• SalesConnect Partner Programs Training

Hub• Account Breakaway Training & Resources• Account Breakaway web page

https://salesconnect.cisco.com/open.html?c=f20ac2c6-a967-4201-924a-20770a11e410

https://salesconnect.cisco.com/#/program/HUB-11295

https://salesconnect.cisco.com/#/program/PAGE-12107

https://www.cisco.com/c/en/us/partners/sell-integrate-consult/promotions/new-account-breakaway-promotion-ucs-nexus.html?dtid=osscdc000283)

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential

Additional Resources

• Incentives Portfolio

• Opportunity Incentive Program (OIP)

• Teaming Incentive Program (TIP)

• Migration Incentive Program (MIP)

• Value Incentive Program (VIP)

• Not For Resale (NFR)

• Customer Service Central

• CCW Deals and Quotes User GuideFor questions or more information, contact your Cisco Sales Representative.

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

http://www.cisco.com/go/partner-dealreg.com

http://www.cisco.com/go/partner-dealreg.com

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

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

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

http://www.cisco.com/cisco/psn/web/workspace

http://www.cisco.com/E-Learning/gbo-ccw/cdc_bulk/Cisco_Commerce_Core_Curriculum/Cisco_Commerce_Deals_and_Quotes_User_Guide.pdf

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