APJ Commercial Partner Handbook FY17 Q4 APJ Version

APJ Commercial Partner Handbook Q4 FY17

APJ Commercial Overview

Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki

Incentives & Rewards

Enablement

APJ Commercial Overview Welcome to the APJ Commercial FY17 Q4 Partner Handbook.

at combining elements of marketing, promotions, resources and

This guide is designed to ensure your awareness of our primary

incentives to provide you with all you require BEFORE / DURING

programs, solutions, promotions and incentives. We believe

/ AFTER a sale. We support this approach with our Partner Plus

there has never been a better time to take advantage of all APJ

reseller program and Commercial Xcelerate, our incentive and

Commercial has to offer in order to maximise your opportunity this

rewards program.

quarter and beyond.

Throughout this guide we will provide overviews and links to more

The APJ Commercial Team focuses on creating programs in 4

information. We sincerely hope you find this content engaging and

key areas, our new volume business with Cisco ST>RT, Refresh,

useful and wish you every success in Cisco FY17 Q4.

Whitespace and Solutions. Within each of these areas we look

Volume Business

Refresh

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

Whitespace DG

Solution Plays

2


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

APJ Commercial Overview BEFORE a Sale

DURING a Sale

AFTER a Sale

Purchase Cisco Solutions ● NFR / CUWP

● Cisco Marketing

Backend Rebates ● VIP ● CSPP

Readiness ● Big Bets / Quick Bets ● Enablement

● Architecture Specific Promotions ● Cross Architecture Promotions

Refresh data to identify customer opportunities to modernise

Demand Generation ● Joint Marketing Funds (JMF) ● ASAP

● Distribution Fast Track Pricing

Upsell opportunity data to help drive further opportunities

Deal Registration Programs ● OIP / TIP / SIP / TMP

● Sales & Technical Support

Services from break/fix to advanced installation, adoption and support

Partner Plus ● Market Development - Virtual Wallet Rebate Usage ● Marketing Campaigns Execution

● Technical Support – Partner Help Plus ● Commercial End User Offers

● Commercial Xcelerate ● Partner Plus Virtual Wallet Rebate Payout upon meeting target ● Commercial Champs (Recognition Event) ● Winner’s Circle (P+ Recognition Event) Commercial Segment Programs


3


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Partner Plus Overview

7%

Partner Plus partners grow faster (7%) than non-Partner Plus (2%)

11%

Partners with 30%+ commercial revenue grew 11%; others declined 6%

#1

#1 driver = partners with a great concentration of commercial business growth

30%

Partners with 30%+ commercial revenue use Partner Plus benefits more consistently


4


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Partner Plus Overview The Three-Level Journey

Your Distributor is Your Partner for Growth Our Authorized Distributors are integral to our partners’ success. Especially at the Aspire and Prestige levels, our distributors are uniquely placed to: ●

Help you achieve the certifications and specializations needed to position yourselves as trusted experts with customers

●

Address issues raised in defining customer needs accurately

Prestige: Speed the growth of your Cisco midmarket practice

●

Provide support in generating demand in your area

Elite: Capitalize on your success with midsize partners

●

Help you to optimize the range of Cisco incentives and rebates to increase your

Aspire: Establish your Cisco midmarket practice

Your Benefits

profitablility By aligning with both Cisco and your distributor, you can take your business to an entirely new level. Contact your Cisco distributor to make the most of its resources so you can meet your goals. Check the Partner Program Enrollment (PPE) tool to identify your nominated distributor. Or select a participating Partner Plus distributor from our list.

Enablement: Build up your team with training sessions plus

Partner Plus Benefits

access to Cisco presales engineers. Marketing: Generate demand with guided access to marketing tools and the latest expertise. Rewards: Reinvest in your Cisco midmarket practice with incentives and rewards. Your success earns your recognition. For more information Cisco P+ Website Cisco Sales Connect P+ Hub © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

5


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Commercial Xcelerate Rewards Transforming Partners with More Incentives

Rewarding Your Partnership

Cisco is enriching incentive programs to better recognize and

All CISCO partners who hold channel certifications of either

reward partner value. As our Commercial Partner, the more you

Registered, Select, Premier or Gold will be invited to this program.

invest in the Cisco partnership and deliver on the business goals,

You can now earn rewards by selling our full set of products and

the more you are rewarded for your success.

solutions across all the two Xcelerator tiers.

Rewarding Your Success

More Rewards, More Choices

Cisco Commercial Xcelerate program provides innovative ways

Turn your points into a shopping spree. Choose from a wide

to reward your success. What makes this new program so

range of rewards to splurge on. Simply log in and check out the

unique – and so attractive – is that it offers an opportunity for all

rewards catalogue ranging from Dining and Shopping vouchers,

Commercial Partners to enjoy greater rewards by selling selected

Electronic & Household Products and Lifestyle products. These

Cisco products and services accumulating points from two tiers

are examples of what you can redeem from the catalogue.

of Xcelerator rewards.


Commercial Xcelerate

6


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Commercial Xcelerate Rewards in Q4FY17 Enterprise Network

Volume Xcelerator (Cisco START portfolio)

● All Small Business ● Catalyst 2960C/ 2960L/2960X/2960XR ● Catalyst 3560CX /3650/3850

Security

● ASA 5500

Collaboration

● SX 10/20

(5506,5508,5516 with

● Phone 8845/8865

FirePower Service) and

● BE 4000/ 6000s/

licenses

6000

● ESA/WSA

● ISR 4200/4300

(Email Security

● Cisco 800BB

Appliance/ Web

● AIR 1800/2800/3800

Security Appliance)

Data Center

Meraki

Others (Service/ Cisco One)

● Cisco Meraki

● Smart Net Total

(Wireless,

Care (SNTC)

Security, Switches)

● Solution Support

M4 SP/SPR Bundle

Products for Cloud

● Cisco One

Server

Management

● UCS C220/240 M4 server ● UCS C220/240

● Meraki Licenses

● WLC 2504

● Cisco Umbrella

Solution Xcelerator

Package ● Cisco START

● FirePower Solution ● SEC 6K Bundle

● Next Generation Calling

● Cisco Hyperflex

● Attach Cisco One

● UCS Mini

● Cisco Ransomware

Entrepreneur Package

Newly added in Q4 Commercial Xcelerate Rewards X2 points when purchase with Umbrella Cloud Security Branch Series or Umbrella Roaming Series


7


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Cisco Start

Enterprise-class technology fit and made for Midmarket & Small and Medium businesses THERE’S NEVER BEEN A BETTER TIME to start your IT journey with CISCO


8


Partner Plus

Xcelerate

Cisco Start

Collaboration

Cisco Start Portfolio

EN

DC

● ●

SF/SG 95 to 500 series Catalyst 2960 series Catalyst 3000 series

Routing ● ● ●

RV 100/300/340 series ISR 800 series ISR 4300 series


Meraki

AnyConnect & Cisco Umbrella

Connect ●

Services

Enablement

Security First

ASA 5506-X, 5508-X, 5516-X with FirePOWER Service

Switching

Security

AMP for Endpoints

Compute

Collaborate

Wireless

Cisco Spark* & Cisco Webex Cisco TelePresence DX70, DX80, SX10 & SX20 ● Cisco Spark Board* ● BE4K & BE6K ● SPA Phone series ● Cisco Phone 7800/ 8800 series

Unified Computing

●

WAP 100, 300 & 500 series access points ● Aironet 1800, 1815, 2800 & 3800 Mobility Express series ● WLAN Controller 2504 series ● CMX Cloud ●

●

●

UCS Rack Servers C220/240

Network Management ●

FindIT Network Manager

Cloud Managed Connect Switches ● ●

MS220-8, MS220-8P MS225-24, MS225-24P, MS225-48, MS225-48LP, MS225-48FP

Wireless ●

MR33, MR42

Security First Security ● ●

MX64, MX64W, MX65, MX65W MX84

*Products & Services availability vary across countries © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

9


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Collaboration Cisco Business Edition 4000

Simple, cloud-managed office communications Easy-to-use and manage. Quick to deploy, in under a day. This modern, cloud-managed IP phone system is optimized for small and midsize businesses with up to 200 phones.

Watch video

Features ●

Support for the latest IP phones

●

Essential calling features

●

Fast installation

●

Easy cloud management


10


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Collaboration BEFORE a Sale

DURING a Sale

AFTER a Sale


● Secure Workforce Experience ● Transform your Business Engagement with Video Collaboration ● Cisco Next Generation Meeting

VIP

Readiness ● Enablement ● Big Bets / Quick Bets

● ● ● ●



● Cisco START ● Distribution Fast Track Pricing






Partner Plus ● Technical Support – Partner Help Plus ● Commercial End User Offers

Partner Plus ● Commercial Xcelerate ● Virtual Wallet Rebate Payout upon meeting target

Cisco Promotions Cisco Next Generation Meeting Cisco Workforce Experience Collaborate Everywhere Promotion

Commercial Segment Programs


11


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Data Center Unified Computing

Hyperconverged Infrastructure

Servers and infrastructure

Hyperconvergence engineered on Cisco UCS

Our technology is built to meet today’s demands while

Cisco HyperFlex delivers complete hyperconvergence. It combines

accommodating future innovation.

the software-defined networking and computing power of Cisco UCS with the Cisco HyperFlex HX Data Platform. And it is designed for simplicity. HyperFlex brings increased operational efficiency and adaptability to more workloads in your data center.

UCS B-Series Blade Servers

UCS S-Series Storage Servers

UCS C-Series Rack Servers

Less than 1 hour

In seconds

80%

Deploy HyperFlex

Create hundreds

Data storage

plus network

of clones

savings

UCS Management Software


12


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Data Center BEFORE a Sale

DURING a Sale

AFTER a Sale


● ● ● ● ● ●


● Cisco Promotions ● HyperFlex Video Contest ● Cisco SmartPlay











Cisco Partner Marketing Central Your Data Center is Everywhere Redefining Your Data Centre Network Modernize the Data Center Network Capitalize on Big Data with Cisco and Splunk Secure Data Center

VIP



13


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

Security

EN

Services

Meraki


Enablement

Enterprise Networks Connected Mobile Experiences (CMX)

Cisco ONE Software

Understand customers better

Making Software Buying Simple

Use the intelligence in your wireless network. View location information, dwell times, and analytics to learn how visitors behave on site.

Cisco ONE Software is a valuable and flexible way to buy software for your data center, WAN, and access domains. At each stage in the product lifecycle, Cisco ONE Software helps make buying, managing, and upgrading your network and infrastructure software easier. When you buy: Instead of choosing from hundreds of separately priced software features,

Watch video

you purchase a single Cisco ONE Software product. Instead of a single perpetual license tied to the lifetime of your hardware, we offer flexibility with a choice of licensing options.

What Connected Mobile Experiences does

When you use: Your Cisco ONE Software investment can grow in value through ongoing innovation, updates, and upgrades. And coming soon with Cisco ONE Software, you’ll have the freedom to deploy your licenses on physical or virtual machines. When you refresh: You benefit from lower costs and lower TCO. Cisco ONE Software licenses are not tied to specific hardware, so they are portable to the next generation of

Analyze visitor behavior on site

Make guest Wi-Fi access easier

Learn how people use your venue. Then let that guide your business decisions.

Create an easy login portal and onboard guests with our simple templates.

applicable devices. Cisco ONE Software Helps Solve Your Most Important IT Problems ●

Connect branch and campus environments with scalable wired and wireless access.

●

Create a highly secure data center network that works with public, private, or hybrid

clouds. ●

Engage on a more personal level

Track assets with ease

Give visitors a better experience. Use location apps to deliver information they want.

Locate equipment and people quickly

Deliver voice and video collaboration throughout your network.

Cisco ONE for Access Cisco ONE for Access helps you manage and scale your access, aggregation, and core switches from the campus to the branch.

and accurately.

CMX in under a minute

Cisco ONE for WAN Cisco ONE for WAN helps manage, secure, and optimize your WAN for better business outcomes in branch offices and the network edge.


14


Partner Plus

Cisco Start

Xcelerate

Collaboration

BEFORE a Sale Purchase Cisco Solutions ● NFR / CUWP

● ● ● ●

Readiness Enablement ● Big Bets / Quick Bets

EN

Security

Services

Meraki


DURING a Sale

●

●

DC

● ● ● ● ●

Enablement

AFTER a Sale

Cisco Partner Marketing Central Cisco Digital Ready Network Transform your Business with Networking Digitization Through a Secured Network Fast-Tracking the Mobile Enterprise with Apple and Cisco

VIP

Cisco Cisco Cisco Cisco Cisco


Promotions DNA Offers Unified Access Wired-Wireless Offers 10 Gb Catalyst Bundles ONE ISR 4000 Bundles

Demand Generation Joint Marketing Funds (JMF) ● ASAP

●

●

●

Cisco START Distribution Fast Track Pricing



●

Sales & Technical Support







15


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Security Cisco Annual Security Report Cisco 2017 Annual Cybersecurity Report Learn security industry insights and key findings taken from

Cisco Umbrella Still being infected by malware? We’re not surprised.

threat intelligence and cybersecurity trends.

Cisco Umbrella is the solution. As the industry’s first Secure Internet Gateway in the cloud, Cisco Umbrella provides the first line of defense against threats on the internet. Because Umbrella is delivered from the cloud, it is the easiest way to protect all of your users in minutes.

View Product Features


Learn.

See.

Block.

Intelligence to uncover current and emerging threats.

Visibility for activity across all devices and ports, anywhere.

Stop phishing, malware, and ransomware earlier.

16


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Security BEFORE a Sale

DURING a Sale

AFTER a Sale

Purchase Cisco Solutions ● NFR

● ● ● ● ● ●

Cisco Partner Marketing Central What a Next-Generation Firewall Should Be Ransomware Defense Secure Data Center Secure Workforce Experience Digitization through a Secured Network

VIP


● ● ● ●

Cisco Promotions Security Solution Bundle Promotion Security Competitive and Refresh – ASA Promotion Security Ignite











Commercial Segment Programs © 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

17


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Cisco Services Partner Program APAC Compensation & Performance Matrix Model Performance Targets

Threshold Range

Rebate % Range

Sales Rebate (Cisco Branded Services) AR%

70-95%

RR%

55-95%

Max Sales Rebate

1-11% 1-8% 19% * Eligible Bookings

Value Based Rebate (Collaborative Services) SR Ratio

75-10

0 - 1.2 delivery factor

RMA Ratio

180-35

0 - 1.2 delivery factor

Max Value Based Rebate

22.8% * Eligible Bookings


Service Request Ratio (SR)

Return Materials Authorization (RMA)

Delivery Performance Factor

<= 10

<=35

1.20

>10 to 20

>35 to 50

1.10

>20 to 35

>50 to 95

1.00

>35 to 50

>95 to 130

0.75

>50 to 75

>130 to 180

0.25

>75

>180

0.0

The Delivery Performance Factor is used to calculate the Value Based Rebate – the lower of the two DPFs is used.

18


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Services offers available for Commercial

Country promotions

Regional Services offers

●

●

Reach out to your Cisco Services leads to learn more

FT discount ● Commercial Xcelerate rebate ● P+ VW rebates*, Q4 spiff

Global Services offers CSPP rebate* Rebate on MY promotion ● Upfront discount on MY Solution support for select Network Security and IWAN products ● ●

*on target achievement


19


Partner Plus

Xcelerate

Cisco Start

Collaboration

EN

DC

Security

Services

Meraki


Enablement

Meraki

Simplifying across IT with cloud management

A complete cloud managed networking solution ●

Wireless, switching, security, communications, EMM, and security cameras

●

Integrated hardware, software, and cloud service

Leader in cloud-managed networking


●

Among Cisco’s fastest growing portfolios

●

Over 140,000 unique customers

●

Over 2 million Meraki network devices online

20


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Meraki What is Cloud Networking? Cloud Networking provides centralized management, visibility, and control without the cost and complexity of controller appliances or overlay management software. Cisco Meraki products are built from the ground up for cloud management, and come out of the box with centralized management, layer 7 device and application visibility, real time web-based diagnostics, monitoring, reporting, and much, much more. Cisco Meraki deploys quickly and easily, without training or proprietary command line interfaces. Meraki’s founders invented Cloud Networking while working as graduate students at M.I.T. Cisco Meraki now has a complete line of cloud networking products that power over 20,000 customer networks, including massive global deployments with tens of thousands of devices.

How it Works 1 Reliable, high-performance Cisco

2 Cisco Meraki devices automatically

3 You have complete visibility and control over

4 Tasks such as RF optimization and VPN

Meraki wireless APs, switches, and

connect to the Cisco Meraki cloud over

your entire network over the web. Configure

configuration are automated by the cloud, while

security appliances are deployed in

SSL, register with your network, and

thousands of devices, run diagnostics, or

firmware updates and application signatures are

your campus or remote branches.

download their configuration.

view reports with a few clicks.

seamlessly deployed over the web.

Click Here To Learn More


21


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Incentives & Rewards Cisco Game Plan www.ciscogameplan.com

Cisco Game Plan is an enhanced online learning experience that provides short, sharp video based tutorials on a social and interactive gaming platform. Register today for Cisco Game Plan and earn up to 80000 rewards points while you play games. Q4 Game Journey To the Gold ●

●

Wireless, switching, security, communications, EMM, and security cameras

Mission : DNA ●

Cisco Digital Network Architecture including Software

Integrated hardware, software, and cloud service


22


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Incentives & Rewards Winners Circle 2017 will be in Athens, Greece ●

Registrations are open for winners circle 2017 at http://www.partnerpluswinnerscircle.com

●

Please read the T&C in order to understand the eligibility and criteria to win winner circle ●

http://www.partnerpluswinnerscircle.com/static/images/ docs/terms.pdf

●

Within the site, individual contests run from March – June 2017 with winners announced for each challenge per month ●

Participants who complete all 4 challenges are eligible for a grand prize


23


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Incentives & Rewards Commercial Champs 2017 ●

Program T&C acceptance is required to participate in the competition by logging in Commercial Xcelerate program.

●

100 winner partners in APJ will be invited 4D3N trip to Taipei, Taiwan fully sponsored by Cisco in September.

●

Partners will compete on Commercial revenue growth of Cisco START portfolio product from March 1 to July 28.

●

The competition leaderboard will be updated fortnightly and partner can check each one’s rank via. Commercial Xcelerate Champs page.

●

Mid Points Special Prize competition runs in May and June. Top revenue partners from each group in two months, will get two exciting prizes, 30,000 CX points and A special gift.

●

More detail of the program in www.cisco-commercialxcelerate.com


24


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

Enablement

EN

Security

Services

Meraki


Enablement

How to Access SalesConnect

Cisco Sales Connect SalesConnect is the digital platform simplifying the sales content experience

For your convenience, SalesConnect is accessible through desktop and mobile.

●

please use this URL: http:// salesconnect.cisco.com ●

by providing the right content needed to sell more, and sell faster.

To access the desktop website,

For Cisco employees SalesConnect can be found on the eStore for

SalesConnect provides a single place for Sales to access and view the latest

Mobile. For partners, SalesConnect

content across all solutions and architectures. SalesConnect is designed for

is available on Apple App Store/

sellers, by sellers and voted best platform experience by sellers.

iTunes (iOS version) and on Google Play (Android version)

SalesConnect has several features making it easy to find the content needed as well as download, share, and provide feedback. Search for Global Sales Kits Pre-created bundles of related content.

Filter to view content by Architecture,

Create Content Briefcases

Product, Industry, and more, or Search

Content can be organized into

by keyword

personalized briefcases and shared via email

Access Sales Hubs, including

View Featured,

major sales event content

New, Trending, and

(GSX, Partner Summit)

Recommended content

Escalation /Prioritization Path Feedback link

Send questions/feedback to the SalesConnect Team.

Open a Ticket/ Support case

Report a Mobile issue - [email protected] Report a Desktop issue - [email protected] Call 1 800 553-NETS (6387)

For general inquiries

contact: [email protected]

**ALL Continuous Learning Queries should go to [email protected] . This includes questions on points, availability, training, issues, technical support, etc. Please do NOT use the mailers above for Continuous Learning questions.


25


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Variants of Partner Help available Partner Enablement - Cvent

Presales Support

Training, Quotes, Program Help

Post sales Support

Cvent is a Global Event Management

Get answers on products,

Orders, quotes, returns, deal

Product and services questions,

platform used for Partner Enablement

solutions, services, design,

support, service contracts, profile/

troubleshooting, and fixes after

configuration, installation, and

login, tools access, training,

solutions have been installed.

demos to help you make the sale.

reporting, and partner programs

trainings and events. Go to the CVENT Calendar to sign

help.

up for enablement training and events Also check APJ CVent Calendar Enablement Types Include:

Get Presales Help

Open a case (Customer Service Central)

Check Field Notices

Open a case (Partner Helpline)

Operations Exchange Community

Open a case (TAC)

Helpline Community

Service and Trade-In RMAs

Support Community

● Implementation and Support ● Selling designing and Positioning Click here to get more details on the above support Topics Include: ● Enterprise networking ● Collaboration

Design/Installation help (PDI)

Software Downloads

● Data center/Virtualization ● Security ● Architecture Solutions

Demo Support (dCloud)

You can opt for the training depending upon your inclination


26


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Call to Action

Sign up to APJ Commercial Programs

Create a Business Plan with your Cisco Partner Account Manager


Make full use of everything Cisco provides you with B.D.A a sale

27


Partner Plus

Xcelerate

Cisco Start

Collaboration

DC

EN

Security

Services

Meraki


Enablement

Call to Action

Work with your Distribution Partner on GTM plans

Ensure your sales teams participate in enablement sessions


Review Cisco opportunities in existing and new accounts

28

APJ Commercial Partner Handbook FY17 Q4 APJ Version

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