© 2007 Cisco Systems, Inc. All rights reserved.Cisco Channel Partner ConfidentialC97-440229-00 1 Cisco Not For Resale Program (NFR) Re-launch Australia

© 2007 Cisco Systems, Inc. All rights reserved. Cisco Channel Partner ConfidentialC97-440229-00 1

Cisco Not For Resale Program (NFR)

Re-launch Australia

Overview for Cisco Channel Partners (External)

© 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 2Cisco Channel Partner ConfidentialCisco Channel Partner Confidential

Table of Contents

1. NFR Program Overview • Partner Value Proposition• Program Rules • Comparison Actual NFR vs. NFR – PDR• Caps and Discounts• Key Points• Process Flow

2. Step by Step guide for Partners• How to create an NFR deal in PDR• How to get an NFR deal approved• How to order based on NFR deal id

Resources and Links


Partner Value Proposition

3

Generous discount off the Cisco Price List on Cisco hardware products.

Help driving sales and increasing revenue.

Improve familiarity with Cisco technologies.

Increased Cisco sales advantage over your competitors - and enhanced long-term sales success.


NFR Program Rules*Goal To drive consistencies, program governance, align

duplicate promotions and track NFR performance.

Program Concept To provide to resellers generous discounts on products to be used for their labs, demos and sales office infrastructure.

Products Covered All products in AUPL - it excludes Services and Refurbish product.

Eligible Partners Gold, Silver ,Premier, Select and Registered** Partners

(Note: ** only eligible for Demo purposes)

Net Discount 77%of AUD Price list for all Partners eligible under NFR Program

Minimum order Each order must comprise a minimum of AUD$2,000 on list purchases.

Approval Process All NFR deals must also be approved by the relevant Cisco Channel Account Manager (CAM) and Back office. Timeframe for approval is 3 days.

*Cisco reserves the right to change promotion rules at any time


Comparison Current NFR vs. NFR - PDR

Current NFR NFR-PDR

Products eligible Select product only All product on AUPL are eligible

Quote allowed

- AUPL – minimum order $2K

• Gold = $250K

• Silver = $150K

• Premier = $100K

• Select = $100K

• Registered = $45K

• Gold = $ 390K

• Silver = $325K

• Premier = $260K

• Select = $ 130K

• Registered = $65K

Approvals Program Owner / CAM CAM / Back Office

Timeframe for approval

2 days 3 days

New


Current NFR Caps and Discounts

6

77%

77%

77%

77%

AUPL: $250K

Gold

Silver

Select

AUPL: $150K

AUPL: $100K

AUPL: $100K

AUPL: $45K

Minimum allowed per Transaction:$2K (AUPL)

Premier

77%

Registered

Discount to Reseller

MaximumAllowed perCisco FiscalYear (AUPL)

© 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 7Cisco Channel Partner ConfidentialCisco Channel Partner Confidential 7

NFR-PDR Caps & Discounts

77%

77%

77%

77%

AUPL: $390K

Gold

Silver

Select

AUPL: $325K

AUPL: $260K

AUPL: $130K

AUPL: $65K

Minimum allowed per Transaction: $2K (AUPL)

Premier

77%

Registered

Discount to Reseller

MaximumAllowed perCisco FiscalYear (AUPL)


Key Points:

Generous discount off the Cisco Price List on Cisco hardware products.

Help driving sales and increasing revenue.

Improve familiarity with Cisco technologies.

Increased Cisco sales advantage over your competitors - and enhanced long-term sales success.

• NFR will be launched in PDR on 26 May 2008.

• Registered Partners can only purchase NFR for demo lab equipment to meet specialization requirements.

• Partner’s revised cap will be update in PDR (on 26 May 2008).

• All Products in AUPL are eligible – No Services and Refurbish Products.

• Cannot be stacked/combined with any other Program & Discounts.

• Cisco’s validation checks include verifying Partner’s cap limit.

• Previous orders (pre-26 May 2008) will not be stored in PDR.

• NFR deals cannot be revised, please ensure the BOM is 100% finalised before submitting your deal.

•For 2 tier orders, Auto DART can not be revised. Partner will need to ask a cancellation of the DART approved and create a new PDR deal.


NFR / PDR Process flow


NFR/ PDR Process Flow

= Partner task= Cisco task

Partner logs into PDR

using CCO IDRegistration

Cisco Approval

Complete Quoting

ORDER

Enter General Info

NO Qualification Approval Required for NFR

Complete PromotionQuestionnaire

Choose NFR Promotion

Submit forApproval

Import Config

Edit Config/Select Fulfillment

View Pricing

Deal ID generated


2. Step by Step guide:

- How to create an NFR deal in PDR- How to get an NFR deal approved- How to order based on NFR deal id


Overview

A new NFR deal must be registered and approved in CISCO Partner Deal Registration (PDR) Tool prior to ordering


Cisco Not For Resale (NFR)

NFR Deal Creation in PDR


Step 1 - Partner Creates Deal

Partner opens a new deal and enters all mandatory information until the end customer name field

Partner


Step 2 - Identifies himself as end customer

In End Customer Name field, the partner will search and select the partner company that was used to log in to the application

Partner


Step 3 – Selects NFR as promotion

Partner will verify that NFR promotions are available for selection and will select the NFR promotion that they want to claim. (Note that existing promotions will be updated in ePromo to make them visible in PDR)

The partner will then be taken to the ‘Promotion Questionnaire’ page.

Partner


Step 4 – Provides BOM and selects Cisco/Disti

PDR will allow the partner to upload a BOM as there is no qualification process for NFR promotions

Partner


Step 5 – Submits the deal for approval

After uploading the BOM and reviewing all information entered to claim the deal, the partner will click on the submit deal button and PDR will submit the deal, move to status and "Go to My Deals" link page and show status as "Approval in Progress“

Partner


Step 3 – Email notification

Once the PDR deal has been approved by Cisco, the Partner will receive an email notification and it can now place the order.

Partner


Step 4 – Partner Place the Order ORDER THROUGH DISTRIBUTION


Register the DealUpload the BoMand submit for

approval (PDR Deal is generated)

CAM approvesthe deal?

An email is sent tothe CAM to notify

the deal

no

yes

An email is sent tothe Partner to notify

the rejection

Back Office approvesthe deal?

no An email is sent tothe Partner to notify

the rejection

yes

Auto Dart is created

2399830

An email is sent tothe Partner/distiwith. DART ID

Partner Place the order with disti

= System generate


using CCO ID

Note: Please ensure BOM is 100% finalised before Submitting (as there is no revision function)


Step 4 – Partner Place the Order ORDER DIRECT FROM CISCO


Register the DealUpload the BoMand submit for

approval (PDR Deal is generated)

CAM approvesthe deal?

An email is sent tothe CAM to notify

the deal

no

yes

An email is sent tothe Partner to notify

the rejection

Back Office approvesthe deal?

no An email is sent tothe Partner to notify

the rejection

yes

An email is sent toPartner/CAM

that includes thePDR Deal Id

2399830

Partner logs on Cisco Ordering Tool

to place an order

= System Generate


using CCO ID

Note: Please ensure BOM is 100% finalised before Submitting (as there is no revision function)


Step 4 – Partner Place the Order

ORDER DIRECT FROM CISCO

Partner with an approved deal registration will have an email that includes the PDR DEAL ID

Logon to the Cisco Ordering Tool to place the NFR order

ORDER THROUGH DISTRIBUTION

A Dart will be automatically created when a deal is approved all lines fulfilled by Distribution

Partner with an approved deal registration will have an email that includes the DART ID for all line fulfilled by Distribution

Place NFR order through Distribution once DART is approved


For More Information

www.cisco.com/web/ANZ/partners/promotions/nfr/index.html

Cisco Ordering Toolwww.cisco.com/en/us/partner/ordering/index.shtml

Partner Deal Registration

www.cisco.com/go/pdr

NFR Web Site


Documents

© 2007 Cisco Systems, Inc. All rights reserved.Cisco Channel Partner ConfidentialC97-440229-00 1 Cisco Not For Resale Program (NFR) Re-launch Australia