Cisco Channel Program Update

8/14/2019 Cisco Channel Program Update

1/31

2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1

2008/03


2/31


FY08

-,

(channel mapping)

AT(UC)

VIP, AIP OIP, SIP

(NFR, PDF)


3/31


FY08

-,

(channel mapping)

AT(UC)

VIP, AIP OIP, SIP


4/31


Cisco WW Channel Incentive Programs

To BeLaunched


5/31


Channel Program Positioning

CommercialMarket

Segment

Strategic Accounts - SP, Large EntStrategic Accounts - SP, Large Ent1

Large/Medium EntLarge/Medium Ent2

Mid-marketMid-market

3

SMBSMB4

SOHO/ConsumerSOHO/Consumer5

DistiCC

OIP

SIP

AIP

VIP

TAP


6/31


V-I-P

AT: IP Communication,VPN/SecurityWireless

: 1000;

(V-I-P)


7/31


VIP 11

None2%None2%MasterBonus

1% incremental1%None1%GoldBonus

8%14%16%21%Advanced Skus

3%6%10%15%Foundation Skus

Advanced WirelessLAN

SecurityExpress unifiedcommunications

UNIFIEDcommunications


8/31


Criteria Summary for Cisco VIP Period 11Wireless Unified Communications Security

CSAT Score

CSAT Surveys

4.31 or Higher (APAC)

4 + 1 per $250K Above $500K (UC & Security)2 + 1 per $125K Above $150K (UC Express & WLAN)

Maximum 20 Surveys

Bookings

Minimum

$15K Q3 Entry$7.5K Q4 Entry

$25K (UC)Q3 Entry / $15K (UCE)Q3 Entry$12.5K (UC)Q4 Entry / $7.5K (UCE)Q4 Entry

$20K Q3Entry

$10K Q4Entry

Specialization

(Required: PartnerEnrollmentJuly 26, 2008)

CiscoAdvancedWireless LAN

Cisco Advanced Unified Communications

Cisco Express Unified Communications

CiscoAdvancedSecurity

1st Payout Datefor Cisco VIP11

Approximately October 2008 for products booked by July 26,2008 and shippedbefore August 20, 2008

2nd Payout

Date for CiscoVIP 11

Approximately December 2008 for product booked by July 26, 2008, and shipped

between August 20, 2008 and October 25, 2008


9/31


Cisco

VIP 11 Timeline Program Period 11:January 27, 2008July 26, 2008

Re-enrollment Required:For Cisco VIP 10 partners

Enrollment Period (for New and Existing Partners):

- February 10 to February 29, 2008 for Q3 & Q4

- April 28 to May 16, 2008 for Q4 only

CSAT Survey Period:

Start: January 19, 2008

End: July 11, 2008

Payout Dates:

- 1st check week of October/November 2008

- 2nd check week of December 2008


10/31


Cisco

VIP Period 11 Support Open a case on partner help online:

www.ciscopartnerhelp.com

Select the Programs category and the Value IncentiveProgram subcategory when submitting your case

Cisco VIP URLs

Cisco VIP Tool: www.cisco.com/go/viptool

Cisco Partner Rebate View (PRV) :

https://tools.cisco.com/mbrre/saw.dll?Dashboard

Cisco PAL Tool: www.cisco.com/go/pal


11/31


AIP :

-(Gold/Silver Partner)(Premier Reseller), Select(Registered Partner)

:-(ISR)ASANet POS

:-(),ASA


12/31


AT

AT

AT

AT

116%12

/ 2/ 1/ 1

/ > 35%2.5%/ > 20%1.5%

AT/> 25%2.5%AT/> 15%1.5%

ISR

1.>3.2 5%2.>1.6 4%3.> 8000 3%

1.>15 32.>10 23.>5 11.>10 32.>5 23.>2 1

1.>12 42.>9 33.>6 24.>3 11.>5 42.>2.5 33.>1.1 24.>5 1

USD

4 2 2

ASA55002960/3560/3750 ISR


13/31


Extra rebate for education duty-free

deals 10% extra rebate for eligible products:

WS-C2960-24TC-L, WS-C2960-48TC-L

WS-C3560-24TS-S, WS-C3560-48TS-S

Partner submit deal information on web:

1.

2.

3.


14/31


ISR AT

ISRAIPNet POS

150,000ASA5510-K8Security

ASA5505-UL-BUN-K8Security 60,000

ASA5505-K8Security 30,000

AIP


15/31


AIP PSRPhttp://www.ciscochannel.com.cn


16/31


OIP Objective

Reward & Protect Cisco Certified

Partners to pursue newopportunities


17/31


China OIP Program Rules

Minimum net US$20K, maximum net US$ 150Kdeal size

2% additional up-front CPL discount ;Incentive model

Non forecasted opportunities (CC deals not eligible)

Documentation required at time of deal registration: Sales Visit report &high level design document.

End customer eligibility

All Non-AIP products;Eligible Cisco products

All Cisco Certified Partners.

(SELECT, PREMIER, SILVER & GOLD)

All partners must register the deals before POS

Partner eligibility

Commercial new opportunities in commercial name accounts & all non-named SMB customers, not including city champion sales

Target MarketOIP - Commercial


18/31


OIP End to End ProcessOIP Deal-Registration Discount Request Place Order

Partner Confirmation of Partner

eligibili ty for OIP program Input all OIP requested

information Select CAM/TMM/TAM to

submit by email submissionCisco CAM notified of registration CAM will make sure the

registration/partnerqualification is valid, complete

and meet the program rules. Route registration form to

Commercial AM who willconfirm if the end user &opportunity is valid

Back off ice check on OIP

criteria

Partner Partner place order to Cisco

directly/via disti in ordering tool

Cisco

Partner wil l use deal ID# to placeorder in ordering tool or Dart IDthrough disti

CAM receives reporting

Partner Partner notif ied via email when

opportunity is approved

Cisco

AM register opportuni ty in SFDCsystem, deal closed, routed toDSA for approval. Approved OIPdeal wil l have additional 2%discount support on top ofordinary commercial discount

guideline. Deal ID# generated


19/31


TAP (Trade-In Accelerator)

()

IT/

19


20/31


TAP :

,, Select

CTMP15%

CTMPCisco

Cisco/


21/31


TAP:

CTMP15%

APAC: $12.5K CTMP (TAP)

CTMP85%

CTMP

,, Select

Certification

,, Select Certification

TAP


22/31


Partner Call to Action

Make sure you enroll in Cisco Incentive Programs

Work with your channel account manager to make fulluse of training and enablement tools available fromCisco

Make application attach rate and AT mix partof your daily sales practice


23/31


FY08

-,(channel mapping)

AT(UC)

(NFR, PDF)


24/31


What is NFR?

The Cisco 'Not for Resale' (NFR) Program actively

supports sales efforts by giving resellers thechance to purchase generously-discounted Ciscoproducts for internal use to form part of theirown sales office infrastructure, or for laboratory ordemonstration purposes


25/31


Eligible Partner

Cisco Certified Partners identified by China and with one ormore of the following qualifications:

Gold/ Silver partner / ATP

PR/Select Partners whore applying for the IPC/IPCE or otherspecialization which needs lab demo equipment; partners need to benominated by CAM.


26/31


Major program terms

01/01/2008 31/07/2008Launch period

all products; AT products must be included( ASA, VPN, IPC,Storage, Optical, Wireless etc.)

Eligible products :

80% off over CPL H/W & S/W (exclude ISR product family)77% off over CPL for ISR product family

Discount:

Minimum US$30,000 on CPL per transactionTransaction:

Cap US$300K on CPL purchases per annumLimitations:

All technologiesTechnology :

Nominated PR/Select Partners

Gold/ Silver partner / ATP

Target audience:


27/31


SMB Incentive:Partner DevelopmentFund

To be launched Soon


28/31


PDF Parameters

1) 2% Rebate onNet POS of

Eligible SMB SKUs *

3) Quarterly RebatePayout

Min Rebate Amt=$100 (POS=$5,000);

Max Rebate Amt= $5000 (POS=$25,000);

No Roll Over

2) Eligible Tier 2Partners

a. Select Certified

b. Premier Certifiedwith SMBSpecialization

*WW SMB list


29/31


FY08

-,(channel mapping)

AT(UC)

AIP, VIP, OIP, TAP

NFR, PDF


30/31


CAM,

(CRC) 800-810-1515 (: 5151)


31/31


2007212

Documents

Cisco Channel Program Update