© 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialTEC 106 1 Driving Customer Network Upgrades through Partner-led Network Assessments SIRE

© 2008 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialTEC 106 1

Driving Customer Network Upgrades through Partner-led Network Assessments

SIRE System Overview

Dave GronnerRyan Starr

Worldwide ChannelsGo-To-Market Core Business Development


SIRE/Network Assessment Process At-a-Glance

Partner Submits PoP*

Cisco Reviews

Payment Sentby September

IdentifyTarget Accounts/Partners

Request on-line Priority Code

Partner AcceptsT’s & C’s

Partner Performs Assessment

Cisco Reviews &ApprovesPartner App

Partner Partner & CiscoCiscoCisco PartnerCisco

Partner Submits PoP*

Cisco Reviews

Payment Authorized

Partner Nomination Process Starts with Cisco Field (AM/CAM)

Cisco and Partner are engaged throughout the process

Field & Partner have full visibility of “their” activities

Field Reporting & Google Mapping for program progress and ROI


SIRENetwork Assessment Portal

www.cisco-sire.com

What Is SIRE?

• SIRE - Sale Incentive and Reimbursement Engine

• Web Portal for managing partner-led engagements

• Replaces MFB for managing FY09 network assessments

• A central, collaborative engagement point where

Cisco account teams nominate assessments

Partners manage their activities, and upload documentation

Partner payouts are managed


Cisco-Funded Network Assessment How to Access the SIRE System

Go To: www.cisco-sire.com

www.cisco-sire.com takes you through CCO authentication

When you arrive at this page, click on

Network Assessment “continue” button


Employee Home PageFirst-time Login Requires Registration

• To access SIRE, Cisco AMs/CAMs first need to click “Complete Registration” in the Steps/Status section below.

• Once registered, the following two new functions will appear in the left navigation bar:

My Assessments Inbox

Network Assessment Nomination Form


Registered Cisco Employee AM/CAM SIRE Home Page

• To Nominate/Sponsor a network assessment, go to “Network Assessment Nomination Form” in the left Navigation Bar

• AMs/CAMs can view all their current nominations via “My Assessments Inbox”


Cisco AM/CAM Assessment Nomination FormDiscuss with Partner & Customer Before Submitting

Identify Your Organization

Identify Assessment Type

Enter Partner Information

Enter End Customer Information

Provide Opportunity Description

Submit Appropriate Contact Info

Confirm Agreement by Field Team

Submit


Partner Home PageFirst Time Login Requires Registration

• In order to access the SIRE/Network Assessment page, partners will need to complete registration in the steps box to the right

• Once registration is complete, two new functions appear:

• The “Priority Code Search Engine”

• The Partner Assessment Inbox (in left hand navigation bar)


Partner Home PageFirst Time Login Requires Registration

• In order to access the SIRE/Network Assessment page, partners will need to complete registration in the steps box to the right

• Once registration is complete, two new functions appear:

The “Priority Code Search Engine”

The Partner Assessment Inbox (in left hand navigation bar)


Partner Home PageAfter Registration is Completed

Step 1: Partner enters Priority Code from email notification (click submit) in order to view/accept new assessment application

Step 2: Once an application is viewed by partner, it will automatically appear in “Partner Assessment Inbox”


Partner/Field Email Notifications Every Step of the Way


Upon Receiving a Nomination, Partner Must Open Application and Accept Program Terms & Conditions

Partner Reads and Accepts

Program “Terms & Conditions”


Partner/FieldAssessment Activity Inbox

• Inbox provide status update for “your” activities

• Real-time access provides flexibility and scalability

• Click on any row to open the application


After Assessment is completed, return to SIRE, open application to upload PoP Docs

Click on “Current Activities” tab to access the PoP Upload Document section.


After Assessment is completed, return to SIRE, Click on Current Activities Tab to Enter Bank Info and Upload PoP Documents

Use Browse function to find & attach documents

Partner Enters Bank Info for Wire Transfer Information

As you attach documents, they will appear in the table. When all info is submitted, including Bank Account info, click “submit for final review”


Partner Payments Occur in Quarterly Periods

Partner Payment Overview

Partner Payouts will be:• Accrued and made in lump sums on a quarterly basis.• Via bank wire transfers to partner bank accounts • Processed in March 2009, June 2009, and October 2009


Key Terms & Conditions

Partner must register via SIRE, and accept Terms & Conditions for each assessment nomination within (10) days of system notification email.

Partner must complete assessment activity and submit full Proof-of-Performance documents within (60) days from the time that the activity is Fully Approved in SIRE system.


Field and Partner Next Steps

Regional Planning - Account Teams & Partnersto Identify a set of target accounts

Commercial-Select, Public Sector Minimum of 1,000 PCs/Servers/Nodes Reasonable ability to book $200K networking

Partners identify their central program manager Person should be included by Cisco AM/CAM on all nominations to manage applications, expiration dates, etc. to communicate program to their internal teams

Reminders: Quality over Quantity 60 days to complete each assessment Each Assessment nomination needs real business justification

including potential deal size, account background, etc.


Approved Baseline Assessment Tools for Cisco-Funded Network Assessment Program

Approved Baseline Inventory Assessment Tools

Cisco Discoverywww.ciscodiscovery.comwww.ciscodiscovery.com/partners-training.asp

Netformx (Enterprise Auto-Discovery)www.netformx.com

CiscoWorks Network Compliance Manager (NCM):www.cisco.com/en/US/partner/products/ps6923/index.html

Pari Networks (Security Network Mgmt)www.parinetworks.com

Netcordia (NetMRI Network Analysis)www.netcordia.com

Risc Networkswww.riscnetworks.com

GFI (Network and Security Software)www.gfi.com

OpsWare (Network Management) www.opsware.com

Dorado Software—Redcell Engineering Prowww.doradosoftware.com/cisco/networkassessments

UC Assessment(Restricted Pilot)

Risc Networkswww.riscnetworks.com

NetIQwww.netiq.com


Approved Mobility/Wireless Assessment Tools for Cisco-Funded Network Assessment Program

Approved Mobility/Wireless Assessment Tools

BVS Bumble Beewww.bvsystems.com

Hive

Yellowjacket B/G

Caterpillar

Cognio (purchased recently by Cisco)www.cisco.com

ISMS Mobile

Network Generalwww.NetworkGeneral.com

Sniffer Portable LAN Suite 4.8 SP1

WildPacketswww.wildpackets.com

AiroPeek NX

Airmagnetwww.airmagnet.com

Surveyor Pro

Laptop

Ekahuawww.ekahau.com

Site Survey Pro

Flukewww.fluke.com

EtherScope Network Assistant

OptiView Series IIIntegrated Network Analyzer
