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Cisco UCS New Account Breakaway and Cisco Capital


Capturing New UCS Customers With UCS New Account Breakaway Partner Facing Promotion Only

Offer partners a compelling incentive for selling UCS systems and DC Infrastructure into accounts that have not previously purchased a Cisco UCS system

Provide a powerful head-to-head competitive sales program to capture market share from HP, Dell, etc.

Leverage a well-established programmatic platform (i.e. CCW Deal Registration)

Offer a promotion that is complementary and similar to OIP, but further requires that the incremental partner-hunted deal be in a new UCS customer account (first-time purchase)

Goal: Drive New Account Acquisition

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1. Partner must be UCS Specialized to Resell UCS B-series (UCT or DCA)

2. Partner must be Select/Premier/Sliver/Gold to qualify for this promotion

3. Partner must register deal in CCW using ‘UCS New Account Breakaway’

4. Cisco AM and Program team confirm deal qualifies as a new UCS account

5. Theater promotion governance team confirms that deal meets qualificationand does not conflict with a currently approved CCW deal (including OIPs)

Partner Requirements

Account/DealEligibility

To qualify as a UCS New Account, Cisco must confirm that:• Customer Account has not previously purchased any UCS systems• Account/Deal is solely Partner-hunted and developed• Deal is fully approved in CCW• Deal does not conflict with a currently registered CCW

OIP/TIP/SIP deal• BoM must be at least 30% UCS Product

Partner Incentive

Higher discount on UCS products - only applies to eligible UCS SKUs Higher discount for UCS Smart Play promotional bundles Higher discounts for Nexus, Cloupia, DC Security, MDS Fabric Switches Services are not eligible for this promotional bonus For 180 days following deal approval, discount can apply to one or more orders against the approved BOM.

Promotion Period

Cisco Q1/Q2 FY14 - Deal Registration Period: up to January 25,

2014Bookings Period: 6 months after registration, or July 26, 2014 (whichever comes first)

Promotion Goal

Provide a compelling partner incentive for UCS Specialized partners: To capture new UCS customers through partner-hunted deals Increase partner hardware margin by 70% - 85% Develop a new recurring revenue stream

UCS New Account Breakaway Promotion At-A-Glance (Q1/Q2 FY14) for US/Canada


UCS New Account Criteria – White Space Customers

This promo is strictly intended for accounts that meet the following criteria:

Where the Cisco account team has not already been driving any UCS opportunities and UCS discussions with the customer (verified via SFDC)

Accounts that have never purchased UCS before (no previous Cisco UCS bookings* in this account)

The partner introduced UCS into this account on their own and is driving the UCS opportunity

No other partners are currently engaged with UCS in this account

UC-on-UCS SKU does not count toward previous UCS bookings


Customer Account DefinitionCisco reserves the right to make final determinations on a case-by-case basis

An ‘account’ is a functionally distinct company or enterprise that maintains independent decision making authority for IT/Networking systems and operations/budgeting/purchasing

Commercial Companies A company with its own ‘logo’ can qualify as a separate ‘account’ from its main holding company that

might own several other companies (for example, restaurant chains owned by a holding company).

Branch offices of a company are not unique ‘accounts’.

University State/College Systems Each major campus can qualify as a ‘New Account’

A medical center (or hospital) associated to a campus can be a separate ‘account’

State Government Agencies Each major Dept (Judiciary, IT, Transportation, Education) can qualify as separate new

‘accounts’

K-12 Public School Systems School districts can be separate ‘accounts’ but individual public school campuses

within a school district are not separate ‘accounts’.

Enterprises Major subsidiaries can qualify as New Account

(ex. GE as well as major subsidiaries like GE Energy, GE Capital, can all qualify as a New Account)


UCS New Account Breakaway PromotionSales Process for Partner and Cisco

.Step Description1. Partner Identifies UCS New Account opportunity to local Cisco Account Manager

(similar process as OIP today, so that Cisco AM is not surprised by incoming CCW request)

2. Partner Registers Deal in CCW- Must apply promotion ‘UCS New Account Breakaway’

3. Deal automatically routes to promo governance team. Deal is only approved if customer qualifies as a ‘UCS New Account’ and opportunity does not conflict with other existing CCW deal registrations.

4. Deal is routed to Cisco AM who confirms that customer qualifies as a ‘UCS New Account’.

5. Once fully approved, Partner is Notified by CCW.

6. Partners who are purchasing directly from Cisco can proceed to order UCS product using approved Deal ID, and can continue to book UCS orders against this same Deal ID for the standard 6-month deal duration.

For Partners who purchase via 2-Tier/Distribution, CCW will generate a quote notification to their selected Cisco Distributor. Partner works directly with their Distributor to negotiate formal pricing.

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* All pricing for deals fulfilled via 2-Tier/Distribution must be negotiated directly by the reseller and distributor.

UCS New Account Breakaway Promotion (US/Canada – Q1/Q2 FY14)Product Family Eligibility and Discount Categories

UCS New Account Breakaway provides different discount categories for individual product families and promotional bundles

In order to determine the specific discount level for any given UCS product family or SKU (part number), the partner must generate a formal quote by registering a deal in CCW

When registering the potential opportunity in CCW, partner must select promotion ‘UCS New Account Breakaway’

CCW quoting will then automatically apply the appropriate promotional discounts to each line item based on its eligible product family and discount category

Partners purchasing via Distribution/2-Tier must negotiate their pricing directly with their Authorized Cisco Distributor. CCW will automatically generate a quote notification to the selected Distributor, once the registered deal is fully approved in CCW.

All UCS New Account Breakaway promotional pricing must be determined and authorized via formal CCW quoting


3 Month Deferral for UCS New Account Breakaway US and Canada

Get the benefit of turning a large, up-front investment into affordable monthly or periodic payments with this special offer from Cisco Capital:

3-month, interest-free payment deferral Good with Cisco UCS hardware, software, and bundled services Applies to all $1 buy-out and FMV financing ($30M limit per

customer) Deferral period included within term U.S. and Canada customers eligible Available through July 26, 2014

*terms and conditions do apply


Additional Resources• 3 Month Deferral for UCS Customer AAG

• 3 Month Deferral for UCS Internal Process Document

• 3 Month Deferral for UCS Sales and Partner Instructional Guide

• Cisco UCS New Account Breakaway Partner Website

http://wwwin.cisco.com/americas/capital/assets/pdfs/UCS_3_Month_Deferral_Customer_AAG_FY14.pdf

http://wwwin.cisco.com/americas/capital/assets/pdfs/3_Month_Deferral_for_UCS_Breakaway_Internal_Process_Document.pdf

http://wwwin.cisco.com/americas/capital/assets/pdfs/3_Month_Deferral_for_UCS_Breakaway_Partner_Process_Document.pdf

http://wwwin.cisco.com/americas/capital/assets/pdfs/3_Month_Deferral_for_UCS_Breakaway_Partner_Process_Document.pdf

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

Thank you.


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Key ‘How-to’ Steps in CCW for Registering a UCS New Account Breakaway opportunity

UCS New Account Breakaway (US/Canada Only Q1/Q2 FY14)


UCS New Account Breakaway PromotionCCW Deal Registration Process

www.cisco.com/go/ccw

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


UCS New Account Breakaway Promotion CCW Deal Registration Process





Select Promotions Tab



Click on (+) next to TECHNOLOGY to display the promotion title



Click on ‘Select’ button to open Promotion and apply to quote



Complete all questions and fields



Complete all questions and fields

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