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Comstor and Cisco SMB Reseller Handbook

2008/2009 Version 2

LearningSolutions


2 2008/2009: version 2 Comstor and Cisco SMB Reseller Handbook

Comstor and Cisco SMB Reseller HandbookDear Customer, Welcome to the 3rd edition of the Comstor SMB Handbook.Comstor and Cisco are pleased to introduce the SMB Reseller Handbook, your guide to success in the Cisco channel. This has been created as an indispensable guide to everything you need to know about starting and growing your Cisco business in the SMB sector with the support from Comstor.

As you progress through your partnership with Cisco you will have different requirements and Comstor are on hand to help you every step of the way:

Step 1 Prepare. New to Cisco and Comstor? Go to page 10

Step 2 Equip. Already on Cisco Select? Go to page 13

Step 3 Engage. Going for Specialisation? Go to page 19

Step 4 Accelerate. Looking to grow your business? Go to page 25

I encourage you to contact your Comstor account manager and learn more about how our dedicated team of engineers, marketing specialists and account managers can help you grow your business. And please let us know if you have any other ideas about how we can help you.

After all, your success is our success.

Jon Pritchard Vice President, Comstor Europe & GM Comstor UK


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ContentsWhy Comstor? 4 6-step selling cycle 5 Comstor Programmes 5 Engage with Comstor 6

Why Cisco? 8

How to become a Cisco Partner 9

Step 1 – Prepare 10

CCO 10 Become a Cisco Registered Partner 10 Associate people with your company 10 Become a Cisco Select Partner 10 Renew your certification 12

Step 2 – Equip Yourself 13

Promotions 13 Programmes 13 Tools 15 – Cisco Tools 15 – Comstor Selling Tools & Services 16

Step 3 – Engage 19

Cisco’s focus on SMB solutions 19 – Cisco’s Secure Network Foundation 20 – Cisco’s Unified Communications 21 Solutions – Cisco’s Smart Business 22 Communications system – Cisco’s Mobility Solutions 23 – Cisco’s Service & Support 23

Step 4 – Accelerate 25 Expanding Skill Breadth 25 Channel Partner Programme 25 Increasing Skill Depth 25 Challenge & Reward 26 Individual Development 27

Useful Contacts 28

Useful Acronyms 29

LearningSolutions



Why Comstor?Would it help your business if your distribution partner could offer all the elements needed to support you in making high-impact sales?

Would it help your business if your sales team could be more effective and therefore more profitable?

Would it help your business if you could access resources focused on the technologies your customers need most?

Comstor UK, a division of Westcon Group Inc, is the leading distributor of Cisco-focused Advanced Technology solutions in UK, and has been awarded the Cisco Distribution Partner of the Year for the past 5 years.

We provide the services, support programmes, training, and tools needed to make you profitable and competitive. As one of the most successful and dynamic networking distributors, our extensive product knowledge of Cisco-centric end-to-end networks is complemented by best-of-breed products for enhanced solutions.

Comstor’s in-depth technical knowledge provides expertise and experience to you at each stage of the sales process, including consultancy, design, implementation and support for single site through to multi-site and multi-national projects. Comstor’s dedicated training business “OneTrain” offers a unique learning environment to achieve Cisco specialisation and career certification, with the best trainers and equipment in the industry.

If your customers need convergence, security or mobility solutions, but you don’t yet have the knowledge or resources to support them, Comstor is your number one choice. Comstor’s value add has always been around providing Cisco-focused services to you. We have built specific solution programmes that provide you with the all the tools, support and guidance you need to succeed in each stage of the 6-step selling cycle:

Sales Enablement – Opportunity IdentificationProvides you with the market and technology tools and services required to identify and access opportunities.

Services Enablement – Financial and Professional ServicesKey services to help you distinguish your offering and augment your capabilities.

Solutions Enablement – Business ValueHelps you accelerate the deployment of new opportunities by putting the business value of a solution first. This helps you to differentiate yourself and establish business and technical credibility with your customer.

Execution Enablement – Go to MarketPuts your sales specialists in the best position to win in the marketplace.

Implementation Preparation

Approach

DiscoverySolution Design

Presentation ExecutionEnablement

SalesVision

CurrentAnalysisSolutionBase

ServiceVantage

MarketVision

MailVisionFinancial Services

SalesVision

SolutionBuilder

ServiceVantage

CompassTeleTrack

Academy

FastTrack

Sales Enablemen

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S

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Enab

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Business Value

Solution Enablement

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Opportunity Identificatio

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Step 1: PreparationStart off strong with training, certification and the right combination of skills and talent. Targeted training events ensure you have the foundation you need to pursue success.

Step 2: Approach An early connection with your customers ensures advancement of the conversation. Comstor’s integrated marketing and focused communications help you reach the right audience with a high-impact message designed to distinguish you from your competition.

Step 3: Discovery Our tools can help you understand your customers’ priorities, identify their buying interest and needs, and secure an opportunity to present a customer proposal. Market intelligence, industry and product analysis from Current Analysis will position you to gain a competitive advantage.

Step 4: Solution Design Comstor can help you translate the information gained in the Discovery phase into a solution. Take advantage of our pre-sales services and support as well as our web-based solution building tools as you create a comprehensive multi-vendor solution.

Step 5: Presentation By offering a well organised and thorough solution that is based on information gleaned in the previous stages, you are sure to present your customer with an offering that directly addresses their needs.

Step 6: Implementation Our complete implementation and post-sales services can help ensure your customer is satisfied during and after the installation. We can also help facilitate regular communications and follow-up services with your customers after the solution is deployed.

Comstor ProgrammesComstor’s specialised set of award-winning solutions programmes focus on reseller sales, service and solution enablement and offer a ‘go-to-market’ within specific industry segments:

• Fasteridentificationofbusinessopportunitiesin high-growth markets• Increasedunderstandingofmarketconditions• In-depthtechnologyknowledge• Trainingonsellingtechnologysolutions• Competitivemarketanalysisandreports

As a result, you will:• Achievehighermarginsthroughsolutionselling• Increaseinternalmarketknowledgeandinsight• Capitaliseonlucrativebusinessopportunities• Becomeavaluedbusinesspartnertoyourcustomers

OneVoiceOne of the fastest growing markets is the convergence of voice, data and video. OneVoice enables you to deliver comprehensive Cisco-based end-to-end solutions and services to your customers in the small, mid-sized and enterprise markets. (http://uk.onevoice.comstor.com)

OneDefenseWith today’s complex networks and their reliance on web, VPN, wireless and broadband connections, security has become an integral part of a total network solution. OneDefense (http://uk.onedefense.comstor.com) security products and services are compatible with and complement Cisco’s network security offerings.

OneWaveOneWave (http:uk.onewave.comstor.com) delivers a strong portfolio of Cisco-compatible wireless and mobility-based technologies and services and will enable you to deliver very competitive next generation wireless and mobility solutions to your customers.

OneNetwork OneNetwork gives you access to comprehensive Cisco-centric network infrastructure platform solutions and services (http://uk.onenetwork.comstor.com). With a network foundation in place, you can benefit from the addition of Advanced Technology Products.

Mentor Programme Mentor is a one-to-one mentoring programme that helps you with engagement, planning and revenue generation in the SMB sector, tailored to your specific capabilities and needs. The programme is also an important part of how we develop engagement and revenue opportunities within the Cisco portfolio of security, voice, wireless and UC solutions.



Renewals ManagerComstor’s Renewal Manager is a unique portal designed to take all the renewals data from Cisco SMARTnet and give a single view of support contract status for each of your customers. As a valued partner of Comstor we would like to invite you to take advantage of this great tool free of charge. We look forward to helping you manage and maximise your support contracts - contact us today: EMEA Services Renewal Team on 01753 797999 or [email protected]

Engage with ComstorWhen you become a Comstor partner you will have access to a wide range of support and services. We want to make sure you make the most of what we have to offer, so take some time to see how every department at Comstor can support and help you grow your Cisco business.

Sales / Account Management Your first step is to complete an Account Application form (available on our website www.comstor.co.uk) and then send to [email protected]. Your application will be processed, an account opened and a Sales Account Manager assigned. Your Comstor Account Manager will be your primary point of contact throughout all your dealings with Comstor and Cisco, and will co-ordinate all your account activity. Your Account Manager can help you with all your Cisco business - every Account Manager holds Cisco accreditation and has exceptional knowledge of Cisco solutions, promotions, pricing and support.

Finance Comstor provides financial resources to help you win and succeed with sales opportunities and keep your business going. We can provide credit lines through our local financing programmes, which help maximise your credit potential. These are typically put in place quickly with the objective of getting your credit line open without delay.

Credit Extension – Comstor can extend your credit without over extending your current credit line. You may be eligible for extended credit terms, same-day response and more.

Leasing to cover major purchases – Comstor has formed relationships with various leasing companies that specialise in networking equipment. Cisco Capital is also available (see page 15).

Recognition within Westcon Group – when you qualify for credit through Comstor you also achieve recognition from Westcon Group. If your account is in good standing you may be automatically eligible for credit from other divisions in the group.

Professional ServicesComstor’s Professional Services team is responsible for additional solution provider services, including design, installation, consultation, network health checks, network audits and project management. The team is dedicated to the provision of quality services for solution providers and can act as an extra resource for your team, when and where you need it most.

• FullIPtelephonysolutionplanning,design and implementation

• VPN/securitysolutions• Networkhealthchecks&audits•Wirelesssurveys• Routing/Switchingsolutions• Pre-configandpre-stage•Web/phonesupport

Marketing Comstor’s value add has always been around providing Cisco-focused services to our customers, and marketing is no exception. We can provide you with a wealth of support and tools that will make your marketing more productive, easier and cost effective. Whether you need support with marketing campaigns, telemarketing, research, events, collateral, meeting and seminar resources, webinars, email broadcasts and product management, our team are here to help. We can assist you in targeting specific vertical sectors and executing your marketing to produce the most effective return on investment, helping you to make the most of your resources and the Cisco funding you are entitled to. Contact [email protected] for more information or download our Marketing Support brochure: http://uk.onedefense.comstor.com/content/selling_tools/marketing-support


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Customer Services Comstor provides you with the highest levels of customer support through its Customer Services, Logistics and dedicated Account Management teams.

If it seems that your company spends too much time on product pricing, product availability, product purchasing, product add-ons, product returns, product shipping instructions, and product tracking, Comstor is here to help. Through Compass, our ecommerce system, we can simplify product purchasing. This is supported with a logistics operation that you can count on to deliver product when and where you need it.

Comstor’s on-line e-commerce provides you 24x7 access to critical quoting, ordering, tracking, invoicing and point-of-sale information including:

• On-lineprocurement• Real-timestockavailability•Web-basedordertracking• RMAfacilityforon-linereturns

Ask your Comstor account manager for a login or register yourself at: http://compass.comstor.co.uk/Profile/LoginPage.aspx.

Logistics At the heart of Westcon Group’s operations is the European Logistics Centre that underpins the Group’s success. With an unrivalled stockholding, Westcon Group adds value with a range of services including configuration (over 30% of Cisco orders are configured), reserved and bonded stock, a high accuracy in call off orders, same-day courier deliveries, pre-config, bundling, drop shipments and project management.

Training Comstor’s OneTrain programme enables you to enhance your Cisco Advanced Technology solutions with specialised training and knowledge. Comstor is a Cisco Learning Solutions Partner and the only UK networking distributor committed to offering training in house, and our comprehensive range of Cisco sales and technical courses guarantee you the best path to accreditation and success.

Our dedicated training centre and labs are fully equipped with demo kit and labs within a purpose built environment – and our hospitality and restaurant facilities are second to none!

Comstor’s dedicated training team can provide you with a full training needs analysis for either your company or your individual certification track, looking for the quickest and most effective route to accreditation and our OneTrain website has all the information you need on every Cisco training course, including pricing, dates and booking details. Registration is free, so log onto http://eu.onetrain.comstor.com without delay!



Why Cisco?Welcome to the Human NetworkOn the network, every single person can make a difference. Today, people, and the world-changing technologies that connect them, are improving our every day experiences – in ways we never imagined.

Because when people connect and collaborate, ideas and opportunities can thrive. The network eradicates boundaries and distances. It propels and expands the reach of our individual efforts and passions – making us more powerful together than we can ever be apart.

The networking technology that Cisco delivers is a platform for opportunity and progress. This unique approach, balancing innovation with commitment to customer success and social responsibility, provides a rich environment for that progress to flourish.

At Cisco, there is a fundamental belief that when you connect people, you change things for the better. Whether it’s through e-learning or transmitting the entire Library of Congress across the network in seconds, networking technology has not only revolutionised the way people do things, but who they are. People are more informed, more efficient, and more involved. We design and sell the technology within the network that makes it all happen, quickly and securely. But the lasting value Cisco delivers is changing the way we work, live, play, and learn. One human connection at a time.

Welcome to a network where Cisco Channel Partners enable innovative customer solutionsCisco’s global network of Channel Partners has the capacity and expertise to enable the human network. Three-thousand Certified Partners and over 150,000 employees provide the breadth of expertise required to build a truly integrated platform, as well as the depth of expertise required to deliver innovation to customers around the world. Cisco Channel Partners make this happen – together we know security, we know convergence, we know mobility and we can integrate these into a seamless platform that enables your company’s experiences.

Cisco IOS – the intelligence of the network Cisco IOS software provides a wide range of functionality, from basic connectivity, security, and network management to technically advanced services that enable businesses to deploy applications such as real-time trading, interactive support, on-demand media, and unified messaging. The Internet Protocol (IP) fabric is the fundamental element in Cisco IOS software that delivers the availability, scalability, and connectivity that companies require for business applications today.

Cisco Fact SheetCategory Fact

Company Growth and Longevity

Cisco began as a small startup in 1984. Cisco has grown to be recognised worldwide leader in networking, with a market capitalisation that is currently more than twice that of its top 11 North American competitors.

In 1989, with only three products and 111 employees, Cisco reported revenues of $27 million. For fiscal year 2007, Cisco reported more than $34 billion in revenue.

Cisco made its firs appearance in the fortune 500 list in 1997 at number 332. Today, Cisco has risen to number 83 (number 2 in the category of Network and Communications companies.

Worldwide Presence As of 2008, Cisco employs more than 63,000 people across 70 countries.

Customer Commitment Cisco provides live phone support 24 hours a day, 365 days a year from our five technical assistance centers (TACs) backed by more then 1300 support engineers across the globe.

In 2007, Cisco was inducted into the Service & Support Professional Association (SSPA) Hall of Fame, a special recognition awarded to a select group of companies that have won five SSPA STAR Awards since the program inception in 1989.

In 2006, Cisco became the first global networking company to archieve the J.D. Power and Associates Certification for Technology service and support Excellence. The certification requires companies to rank in the top 20% of the industry and pass an expert audit of their support policies and procedures.

Research and Development

With one of the largest annual research and development budgets of any technology firm (more than $4 billion), Cisco invests heavily to enable its 16,000+ engineers working in more than 1100 labs worldwide to develop new technologies and products.

Certification and Training To date, more than 500,000 people have been trained and certified on Cisco equipment.

Market Share Cisco is the market-share leader in routing and switching categories (source: Dell’Oro, November 2007):•Totalswitching:72.3% • Enterpriserouting:83.5%•Modularswitching:78.2% • Accessrouting:87.2%•Fixedswitching:64.4% • Securityapplianceandsoftware:41%


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How to become a Cisco Partner?Becoming a Cisco Registered Reseller marks the start of your relationship with Cisco and provides you the opportunity to embark on a journey through the business tools, training, support and financial reward which will be available to you. Let Comstor guide you step-by-step in this process:

Step 1 Prepare. New to Cisco and Comstor? Go to page 10

Step 2 Equip. Already on Cisco Select? Go to page 13

Step 3 Engage. Going for Specialisation? Go to page 19

Step 4 Accelerate. Looking to Grow your Business? Go to page 25

Unregistered Registered Select

• FastTrack• CrazyWeeks

• FastTrack• CrazyWeeks• 3%OIP• 1%RebateCore• 2%RebateAT• 2%RebateServices

• FastTrack• CrazyWeeks• 6%OIP• 2%PDF• 8%PDF-UC• ServicesP4P• 6weekssolution challenge

Partner Central, SMB University, Partner Locator, PRH, Campaign Builder, PEC



Cisco Connection Online

Cisco provides many benefits to Cisco Channel Partners.

To provide these benefits, Cisco must have access to

accurate and up to date information about your company

and your employees. It only takes 5 minutes to get a

CCO account:

a. Go to Cisco.com registration: http://tools.cisco.com/RPF/register/register.do

b. Register with Cisco, Step 1: fill in the requested information and click on “submit”

c. Cisco.com Registration, Step 2 of 3: Fill out your interests hit “submit” or “skip this step” as this is not mandatory

d. Complete Registration, Step 3 of 3: You will receive an email from Cisco, with the request to activate your account by clicking on the URL in the email. After doing so, you will receive confirmation of your CCO account. You now have guest-access.

Become a Cisco Registered Partner

a. Review the Partner Registration User Guide http://www.cisco.com/web/partners/pr11/pr193/guide.html

b. Apply to the Registered Partner Program http://tools.cisco.com/WWChannels/IPA/welcome.do

c. Review and accept the terms of the Indirect Channel Partner Agreement (ICPA) http://www.cisco.com/web/partners/pr11/pr193/requirement.html

d. Submit the application

Cisco will instantly review your application and you will

notified within 24 hours. If approved, your company will

receive Registered Partner status, be granted partner-level

access to Cisco.com, and be eligible to participate in the

Cisco Channel Partner Program. Status as a registered partner

is valid for 12 months and must be renewed annually.

Associate people with your company

Use Partner Self-Service Portal (PSS) http://tools.cisco.com/WWChannels/GETLOG/login.do to register your company’s details, partner tool administrators and people associated with your company. You can download a User Guide and Quick Reference guide from this portal as well.

Receive additional rebates

As a Cisco registered reseller, you are eligible to enroll onto the Registered Reseller Payment Program http://www.ciscopartners.com/rrpp/home.aspx?disti=comstor. This program offers further financial rewards for selling Fast Track products and services.

• 1%rebateCore• 2%rebateAT• 2%rebateServices

Become a Cisco Select Partner

a. Use your CCO-account to login to http://tools.cisco.com/WWChannels/cpapp/selectGeo.do to apply for Select Certified partner.

i. Select the theatre, country and add the name of your company and press “Search”

ii. Select the radio button for your company and press “Select”

iii. Select the Specialisation Planner tab, the SMB Specialisation, and all (or the desired) roles. This shows you the requirements for each role and any individuals who already meet these requirements.

iv. If you’d like to see progress, you can select the “contacts close to meeting requirements” hyperlink. This tab shows all company contacts and what requirements are still missing.

Step 1 - Prepare


112008/2009: version 2

b. The four SMB Specialisation exams, two for account managers and two for engineers are:

646-171 SMBAM (http://www.cisco.com/web/

learning/le3/current_exams/646-171.html)

642-176 SMBEN (http://www.cisco.com/web/


650-173 SBCSAM (http://www.cisco.com/web/


650-178 SBCSEN (http://www.cisco.com/web/


c. Plan which people will fill the required roles and create a training plan for those people to ensure they meet any pre-requisites and know which courses and exams must be taken.

i. Web-based courses for each role can be started from Learning Map in PEC http://www.cisco.com/go/pec.

ii. Work with Comstor’s dedicated training team to create and implement a training plan, or enquire about our Select Boot camps. Call 0808 100 3032, e-mail [email protected] or visit our OneTrain website: http://eu.onetrain.comstor.com

d. Once any desired training is complete, register for an on-line exam via Pearson VUE http://www.vue.com/cisco/. This website includes easy-to-follow information on how to register and schedule exams.

There are 2 tips to ensure that passed exams

pass quickly from the testing center into Cisco’s

databases:

i. Ensure that all people taking exams are

associated with your company in Partner

self service

ii. Each individual needs to ensure to sign the

Cisco Certification Agreement in order for the

exam to show as “completed”. The Cisco career

Certifications and Confidentiality Agreement can

be signed online.

Once an exam has been passed, it can 3 - 5 days

before it registers in Partner Self-Service

http://tools.cisco.com/WWChannels/GETLOG/

login.do or the Certifications & Specialisations

Application http://tools.cisco.com/WWChannels/

cpapp/selectGeo.do

If the partner has validated that the individual

is associated and the certification agreement is

signed, but individuals who have passed tests

are still not showing in the system, open a case

with the Partner Relationship Team (PRT) online at

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

e. Once both specialisation roles are met by individuals and their information is available, use the Specialisation Application tab within the CSApp Tool to finish your application. http://tools.cisco.com/WWChannels/cpapp/selectGeo.do

Per 1/11/08 the 4 exams will be replaced by 2 exams, one exam for the account manager and one exam for the engineer.

650-175 SMBAM (http://www.cisco.com/web/learning/le3/current_exams/650-175.html)

650-180 SMBEN (http://www.cisco.com/web/learning/le3/current_exams/650-180.html)

The same individual can fill both account manager and engineering roles.



f. You can open the application for the Select Certification without completing it. It will stay in “In progress” status within the CSApps Tool for 90 days while you continue to make progress towards the roles.

g. All company administrators will receive an e-mail from [email protected] with the notification that a new application has been submitted for the Select Certification.

Within 24 hours, you should receive a notification

of the achievement of the Select Certification. This

e-mail will also be from csapp-program@cisco.

com. From this point, the CSApps Tool will reflect

that you have achieved the SMB Specialisation

by showing the status of the specialisation

“Approved”. The Specialisation is valid for 1 year,

so the anniversary date will be 1 year from the

date it was approved.

h. Once your Select Certification is approved, you may order your Select Certification Partner Welcome Kit materials. These valuable partner marketing materials include: • SelectCertifiedCoverLetterandSelectCertified

Partner Plaque • ChannelPartnerProgramOverviewBrochure

including the Certification Program and specialisation Brochure.

• ProgramAtAGlanceFlyer• MarketingAccelerationPlannerToolOverview*• SelectCertifiedLogoCD• CampaignBuilderCD• StepstoSuccessCD• SelectCertifiedPartner2’x4’Poly-bagged

banner

Renew your Certification

Both the “Registered” as the “Select” Certification is valid for one year from the original Certification date. This means you have to renew your certification every year.

Renew your Registered Certificationa. The only step you have to take is read Cisco’s

Indirect Channel Partner Agreement (ICPA): http://www.cisco.com/web/partners/pr11/pr193/requirement.html

b. And click-to-accept, you can do this by login in to Cisco’s Partner Registration Tool: http://tools.cisco.com/WWChannels/GETLOG/login.do

Renew Select Certification step by step1. 90 days prior to the anniversary date, the status

in CSAPP changes to Re-Cert mode

2. 90,60 and 30-day renewal reminder notices are sent to your company’s partner administrator contact.

3. If you still have all the original job roles fulfilled and these individuals still remain within your company, you simply have to re-apply online. No further exams or training are required. However, if an employee who originally passed the SMB specialisation exams has left your company, the missing job role(s) must be fulfilled before the SMB Specialisation and Select Certification can be submitted for renewal

4. Ensure that you have read ICPA (Indirect Channel Partner Agreement): http://www.cisco.com/web/partners/pr11/pr193/requirement.html

5. And login to CSApp to click-to-accept ICPA and submit the re-certification (http://tools.cisco.com/WWChannels/cpapp/selectGeo.do)

6. If you meet the Select Certification requirements, re-certification is auto-approved. This will be confirmed by email.


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Step 2 - Equip Yourself

PromotionsFast Track Fast Track is designed to grow the SMB segment through transparent competitive pricing and marketing on Cisco’s range of SMB products. There is no need for DARTs or other special pricing deviations, Comstor will ensure great pricing automatically.

Products included are from the switching, routing, security, unified communications and wireless portfolios – your Account Manager can give you full details of discounted products and will ensure you benefit from the wide range of discounts.

For all the latest information on vendor promotions, visit the promotion sections on our programme websites:

http://uk.onedefense.comstor.com/ http://uk.onenetwork.comstor.com/ http://uk.onevoice.comstor.com/ http://uk.onewave.comstor.com/

On these websites you can also subscribe to RSS feeds on Promotions and events. RSS (Really Simple Syndication) is an XML-based format for content distribution, which is constantly being updated without the need for human intervention.

Cisco Sales Promotions Every month Comstor partners can receive an update on the latest Cisco Sales Promotions. To find out more contact your Comstor Account Manager.

ProgrammesThe Cisco Channel Partner incentive Program Suite is a collection of flexible, easy-to-use incentives that reward you for identifying and developing new opportunities, investing in technology or business solution practice development and promoting product migration. These programs will increase your profitability, fuel your growth and increase differentiation with value-added customer solutions.

Opportunity Incentive Programme / Partner Deal Registration

With OIP, you register deals and receive deal protection and incentives when you actively identify and develop new opportunities.

Incentive: Additional 3% or 6% discounts - please check with your Comstor Account Manager for qualifying criteria or visit http://www.cisco.com/go/oip

Eligibility: Gold, Silver, Premier and Select partners

Want help becoming Select and claiming full discount? Contact our training department: [email protected]

Solution Incentive Program SIP rewards channel partners for developing innovative customer solutions by integrating third-party applications together with Cisco technology and life-cycle services.

Objective: Grow incremental revenues in critical markets via solutions which increase the business relevance of customer networks and are repeatable in nature.

Incentive: Back end rebates on net value to Cisco or incremental discount on GPL.

Eligibility: Gold, Silver or Premier certified partners specialised in the relevant technology.

Approval Criteria: Develop a business plan for each proposed solution with your Comstor Account Manager. Visit: http://www.cisco.com/go/sip

Technology Migration Programme (TMP) With the Cisco TMP, partners can offer customers credit for trading in certain existing Cisco or competitive networking products and purchasing new Cisco products. Contact your Comstor account manager or visit http://www.cisco.com/go/tmp

Now you are fully utilising Comstor and Cisco resources there are multiple promotions, programmes and tools that can maximise your business potential with Cisco.



Trade-In Accelerator Program (TAP)TAP rewards partners for successfully migrating installed base of end user customers to new Cisco solutions, using the Cisco Technology Migration Program and optionally, the pre-sales tool Cisco Discovery.

Objective: Rewards partners for successfully migrating installed base of end customers to new Cisco solutions.

Incentive: A back-end rebate that is proportional to the total Cisco TMP credit dollars a partner has booked and shipped during the program period.

Eligibility: Gold, Silver, Premier, Select and Registered partners.

Approval Criteria: Complete trade-in business plan with your Comstor Account Manager. Visit: http://www.cisco.com/go/tap

Value Incentive Program (VIP)VIP rewards Cisco Channel Partners for their investment in Advanced technologies and their focus on Customer Satisfaction.

Objective: Increase margins for Cisco Channel Partners that invest in Advanced Technologies.

Eligibility: Partners specialised in Unified Communications, Security and Wireless technologies.

Enrolment Criteria: Specialised partner at the time of enrolment + Access to the Partner Access on Line (PAL) tool.

Duration: 3- or 6-months period program.

Products: Eligible Product IDs based on Cisco Advanced Technology product list.

Contact: Your Comstor Account Manager for the rebate structure or visit: http://www.cisco.com/go/vip

Public Sector Partner Program (PSPP)This programme provides additional discount for approved deals in the public Sector. Select resellers qualify. You must apply to the program and select which verticals you are applying for:

• LocalGovernment• CentralGovernment• Education,Defence(Youcanenrolinall,someorone)• Healthcare• SMBPSPP

How do you register? https://www.ciscopartners.com/PSPPEmea/Reseller/login.aspx

Cisco Certified Refurbished Equipment Cisco Certified Refurbished Equipment is a price competitive and trusted alternative when buying new Cisco equipment is not an option. Cisco Certified Refurbished Equipment is fully refurbished to Cisco specifications and backed by the same warranty, maintenance and support options as the equivalent new Cisco product.

• Comprehensiveinventoryofcurrentandend-of-saleswitches,routers, wireless, security, telephony and other products

• Refurbished,upgraded,testedandinspectedtomeetCiscospecifications

• Loadedwithalicensed,shippablereleaseoftheCiscoIOSSoftware to ensure network compatibility

• BackedbythesameCiscowarrantyandserviceprogramoptions as the new product

• TechnicalsupportavailablethroughthesameCiscoTechnicalAssistance Center as new product

• FinancingprogramsavailablethroughCiscoCapitaltofurtherincrease budget flexibility

• In-stockinventoryusuallyshipswithin24hoursofordering

Not For Resale Programme Rewards Resellers that have Cisco certifications or specialisations. Generous discounts on software and hardware used for own labs, demos and sales office.

Pay for Performance (P4P) Service Incentive Program

Boost your profitability with Cisco Services

The network works better when services, together with products, create solutions aligned with business needs and opportunities. Cisco is committed to supporting your services business. P4P will:

• Provideyouwiththeopportunitytoimproveprofitabilitythrough cash rebates on the achievement of service contract attach and renewal rate thresholds

• Helpyoumanageyourservicesbusinessbyenablingtrackingand measurement of attach and renewal rates using the Performance Metrics Central tool, an online portal for measuring partner performance in Cisco service programs.

• Helpyoutomanageandgrowyourservicesbusinessbyproviding program support and training offerings.

Contact: Your Comstor Account Manager for the requirements or visit: http://www.cisco.com/go/p4p

PDF Programme Foundation Cisco is focused on supporting and encouraging the profitability of partners serving the small and medium-sized business (SMB) market. With the SMB Specialisation, two new incentive programs are available to qualifying partners.

1. Partner Development Funds (PDF) is an incentive program with a quarterly rebate that rewards partners for their sales of Cisco SMB products. We encourage you to use these funds for marketing and demand generation activities, training, and demo equipment.

2. Partner Development Funds - Unified Communications (PDF-UC) is a quarterly rebate program designed to reward SMB Specialised partners for selling Cisco Unified Communications 500 Series and all IP phones and related applications such as Cisco Unified Call Connectors.


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Cisco Tools

Cisco Capital Financing For Companies of all sizes, using the best technology is no longer a ‘nice-to-have’. It’s becoming essential, as the network underpins the performance levels that it can achieve. As many businesses now strategically invest in their networks, financing is becoming increasingly important.

Cisco Capital is uniquely positioned to be your strategic financing partner. The leasing solutions are value tools to finance your network investments by spreading the cost of new technology over time, allowing you to manage your cash flow better and conserve capital budgets.

Benefits for you:• Financingischeaperthanpayingwithcompanycapital• Budgetconstraintsarebeingmet• Existingcreditlinearenottouched• Customerdoesnotneedtosecurecompanyassetsother

than the Cisco products and services• Avoidtechnologyobsolescence• ImproveROI• Driveaproactiveinfrastructuremanagementstrategyto

maintain your competitive edge and profitability• 0%Financing!

Easy LeaseEasy Lease is the Cisco Capital finance program that has been specifically designed to meet the needs of Cisco customers in the small, growing and mid-sized markets, where you will face challenges like: limited budget, company capital often secured for getting capital from the house bank and a financial buffer in case of future problems, monthly salary payments and growth.

There are 3 solutions:• Easy Lease Voice: Unified Communications make it easier

to communicate with customers and stay ahead of the competition. With Easy Lease financing, paying for the solution need not be a burden. 0% financing for up to 36 months enables you to spread the cost into predictable, manageable monthly or quarterly payments.

• Easy Port: 0% financing is available on Cisco networking solutions.

• Defer I.T.: allows you to defer the initial finance payment on Cisco technology solutions for three months. After that, you simply pay a fixed monthly or quarterly amount that takes advantage of our highly competitive interest rates. And it’s not just Cisco technology that is included. We will finance the entire solution as long as the Cisco element is at least 70% of the total solution value.

Contact your Comstor Account Manager or visit http://www.cisco.com/web/europe/cceu/cisco_capital_index.html

Tools



SMB Engage The Cisco SMB Engage web site provides you with the tools to sell and support your business growth into the SMB market -from becoming a Cisco Registered Partner through to training, business tools and comprehensive marketing approaches. You will need a Cisco CCO login to access this portal: www.cisco.com/global/EMEA/landing/smb_engage/index.shtml

• GetStartedIn this section you will find the information to help you get ready for business with Cisco.

• MarketingandIncentivesFind out how to put our marketing to work for your business and reach new SMB customers with our new marketing tools.

• SalesToolsEssential tools to help increase your sales productivity and demonstrate the value of the network to your customers.

• ProductandSolutionSupportTools and Materials to help you sell Cisco Solutions.

• SelectLearn about the global SMB Partner Certification.

SMB Partner Enablement Partner Enablement makes it easier for you to more effectively sell, deliver and support Cisco technologies and solutions by focused tools, training, selling and marketing offerings to help scale the Channel to effectively support Cisco growth, promote absorption of new technologies and develop increased productivity through focused offerings.

Visit: http://www.partnerenablementguide.com/ to get access to:

• CampaignBuilder• QuoteBuilder• Navigator• SMBPartnerPracticeBuilder• CompetitiveEdgePortal• Andmuchmore

Comstor Selling Tools & Services As a programme partner with Comstor you have access to a wealth of marketing tools that will generate qualified leads, market analysis, collateral and support. Comstor offers a full suite of sales, solution, and service enablement tools designed to help resellers deliver competitive, comprehensive solutions to their customers.

SalesVisionWith a focus on supporting sales and opportunities, Comstor provides a range of tools and references that support the design and sale of Cisco solutions. These include How-To-Sell documents, quick reference product positioning and overview documents; Business Value Guides, designed to target specific industry segments and on- and offline Configurators.

Comstor Network Solutions Handbook The Comstor Network Solutions Handbook has become the definitive guide for everybody who needs a comprehensive and detailed reference tool around Cisco and complementary vendors.IncorporatingtheCiscoProductQuickReferenceGuide,listing the entire Cisco product portfolio, the handbook also includes our unique How To Sell Guides for every vendor. The Comstor Network Solutions Handbook is FREE to our partners. Request a copy from your Account Manager today on 01285 647001 or e-mail [email protected] to make sure you don’t miss out on this unique resource.

Comstor Channel Update Comstor partners can receive our regular e-mail newsletter Channel Update. A timely, concise and relevant update on products, promotions, incentives, events and industry news, Channel Update is your weekly guide to the channel that keeps you informed and up to date. To subscribe, e-mail [email protected]


172008/2009: version 2

Current Analysis Comstor offers access to market intelligence information, industry data and product analysis across multiple technology categories, to help you gain a competitive advantage in a sales situation. Current Analysis combines industry and vendor data sources into one comprehensive database, interpreted by leading industry analysts, and makes sense of the information for you - so you don’t have to spend hour after hour on research and analysis. You will provided with tactical, objective, and real-time competitive intelligence to help you develop a rapid, competitive solution without leaving your work environment, whether you are in sales, marketing, product development or management.

MarketVisionBy partnering with Comstor’s dynamic marketing resources, the combined team can help develop and execute high-impact marketing programs and demand-generation initiatives targeted at your customer-base.

• Collateralmaterialdevelopment• Printservices• Graphicsandlogodevelopment• Webdesign/internetmarketing• Listresearch/recommendation/purchase• Tradeshowandeventmarketing• E-marketingcommunications.

Comstor’s marketing team is always on hand to support any of your marketing initiatives, and guide you through Cisco’s sales and marketing tools:

Cisco Marketing ServicesCisco marketing services allow you to design, implement and manage marketing campaigns at a fraction of the usual cost, because Cisco can source on such a large scale. You can work from you own installed base or an acquired target list and implement a marketing play that has already produced millions of dollars of additional revenue for Cisco partners. The overall objective of Marketing Plays is lead generation based around at least one of the following elements: Telemarketing, Network on Wheels (NOW) Van or co-branded direct marketing using Cisco Campaign Builder.

Cisco Campaign Builder Campaign Builder is a tool that offers you the opportunity to access, customise and co-brand Cisco marketing materials and is a valuable tool in communicating relevant messages to your customers, drive new sales leads and support your customer satisfaction focus: www.cisco.com/go/campaignbuilder

Cisco SMB Practise BuilderThe program aims to help you to identify how they could benefit from a service led practice and guide you to build more profitable service solutions by taking them from, for example, a support services based offering to a fully Managed Service.

• Providingtemplatesthatguideyouthroughthebuildprocessof a service offering

• Offeringastandardisedapproachtoeliminatetrialanderrorthat you could take when building practices

In summary, the SMB Partner Practice Builder will guide you to offer new profitable Cisco solutions-based services in the SMB segment. Access the Practice Builder at http://www.smbpracticebuilder.com

TelemarketingA great marketing tool to drive lead generation enabling bespoke conversations with each prospect or customer. Cisco have executed lead generation programmes across all market segments with both inbound and outbound telemarketing activities. Conducting telemarketing gives you the opportunity to take advantage of a high lead generator with up to 25% response rates. Good results are linked to the supply of good quality data, with follow up mechanisms – we can advise you on the best campaigns to support your objectives.

To discuss the options available to you contact the marketing team at Comstor on [email protected] or 01285 627272 or visit Cisco’s SMB portal: www.cisco.com/uk/smb.

Funding Comstor and Cisco can help with various degrees of funding, whether through providing free resources such as meeting rooms and demo-equipment, co-funding campaigns or giving access to free tools. Cisco partners are entitled to various levels of support, depending on partner status, engagement and plans submitted, such as free e-mail templates on Campaign Builder, joint-funded telemarketing campaigns, or marketing awards to winning campaign proposals.



TrainingTraining is a vital step in preparing to succeed with Cisco and Comstor is totally focused on delivering the best Cisco training from its unique training operation. In the last year Comstor has trained over a 1,000 reseller delegates attending over 200 training courses in networking, security, unified communications and sales awareness. Comstor is the only networking distributor committed to in house training and your Comstor Account Manager will have received the latest Cisco training to ensure they have all the answers you need.

OneTrainComstor’s OneTrain programme can help you on the Cisco certification path, helping you choose the right path and make the right choice. OneTrain is a comprehensive set of tools and services designed to educate and develop the Cisco channel on both a corporate and individual level.

As an authorised Cisco Learning Solutions Partner Comstor is uniquely qualified to offer market leading training for latest advances in Cisco technology. Our industry experience and dedicated training team ensures you get the best advice and route to specialisation, making what can be complicated and time consuming into a streamlined process.

Unique free mock exam software and training needs analysis means that you do not have to dedicate resource, time and money before you are ready, but can instead prepare fully at your own pace, increasing your chances of success.

Our unique Cisco SBCS sales and technical training courses are designed for professionals who require an increased understanding of Cisco Unified Communications, wireless, networking and security. The 2 day courses are aimed at experienced professionals who want improved advanced technology selling and engineering skills. The courses are also ideally suited for professionals who have been selling and implementing alternative vendor solutions.

Our OneTrain website which can be found at http://eu.onetrain.comstor.com/ gives you comprehensive course guides, dates and booking information, as well as an easy to use navigator to select the best course for you. Alternatively our dedicated training sales team is on hand to advise and guide you – contact them on 0808 100 3032 or [email protected]

Cisco’s Partner E-Learning (PEC) is the networking industry’s best source of on line training. And it’s FREE to Cisco Partners! The PEC uses your personal preferences to identify content that matches your interests. Search results are sorted by your unique “preference matches” so the content you’re most likely to be interested in is displayed at the top of the results. While the PEC search results are personalised, no content is hidden from you. The more the application knows about what type of content you want and your preferred method of learning, the more matches you will have. It includes: Cisco Sales Training, Cisco Product Info, Technology Labs, Live Events and much more.

There are a number of sales courses available from Cisco, please see a list of available courses or visit http://cisco.partnerelearning.com/


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Step 3 - Engage

Now you are equipped and ready to sell Cisco. What’s the best way to start? Experience has shown us that partners who have no specific sales strategy or specialisation will encounter the most competition in their customers and will generate the lowest margins. Higher margins and less competition will come to those who specialise.

Cisco’s focus on the Small and Medium-sized (SMB) market place

The role of technology is changing as well for today’s small and medium-sized businesses. As organisations and competitors become more global, they are turning to network technology to better connect with customers, suppliers and employees.

To remain competitive and to thrive, companies must deploy technology and network solutions that help solve critical business challenges – both today and for the future. To keep pace with these challenges, businesses require a forward-looking technology plan – one that not only addresses current problems, but twill also scale easily and effectively as needs change. To implement the solution, they need a trusted IT partner that can help them plan and control the evolution of their company, closely aligning a technology strategy to their business needs.

Cisco Technology Solutions for SMB• TheCiscoSecureNetworkFoundationprovidesaflexible

communications platform that serves as the cornerstone for a business’s evolution and as the foundation for other networking solutions

• CiscoUnifiedCommunicationsSolutionprovidesanintelligent, resilient, adaptable infrastructure that enables companies to enhance the way they do business and build a competitive edge

• CiscoSmartBusinessCommunicationsSystemoffersa portfolio to integrate voice, video, data and wireless communications in an affordable, complete and secure system.

• CiscoMobilitySolutionsenhanceproductivitybymakinginformation and applications more readily available to employees in the office, on the road and at home.

• CiscoServiceandSupportprovidesthetechnicalexpertiseandcustomer services needed to successfully deploy and operate the network, no matter what phase an organisation is in.

Read more about Cisco’s SMB portfolio on Cisco’s website: http://www.cisco.com/cisco/web/solutions/small_business/index.html#~acc~looking-for



The Cisco Secure Network Foundation delivers integrated security and maximises reliability, helping ensure that data is protected and that applications function as promised. The Cisco Secure Network foundation protects an organisation’s communications by identifying, preventing, and adapting to threats from both internal and external sources. With this protection, organisations are better prepared to take advantage of their network resources – improving business processes and cutting costs.

When looking at networking basics, understanding the way a network operates is the first step to understanding routing and switching. The network operates by connecting computers and peripherals using two pieces of equipment; switches and routers. Switches and routers, essential networking basics, enable the devices that are connected to your network to communicate with each other, as well as with other networks. Though they look quite similar, routers and switches perform very different functions in a network.

• Switches are used to connect multiple devices on the same network within a building or campus. For example, a switch can connect your computers, printers and servers, creating a network of shared resources. The switch, one aspect of your networking basics, would serve as a controller, allowing the various devices to share information and talk to each other. Through information sharing and resource allocation, switches save you money and increase productivity.

– Cisco Catalyst Express Series Switches: 500 and 520 series (http://www.cisco.com/en/US/products/ps6545/index.html)

– Cisco Catalyst 2960 Series Switches (http://www.cisco.com/en/US/products/ps6406/index.html)

• Routers, the second valuable component of your networking basics, are used to tie multiple networks together. For example, you would use a router to connect your networked computers to the Internet and thereby share an Internet connection among many users. The router will act as a dispatcher, choosing the best route for your information to travel so that you receive it quickly. Routers analyze the data being sent over a network, change how it is packaged, and send it to another network, or over a different type of network. They connect your business to the outside world, protect your information from security threats, and can even decide which computers get priority over others.

Depending on your business and your networking plans, you can choose from routers that include different capabilities. These can include networking basics such as:

– Firewall: Specialised software that examines incoming data and protects your business network against attacks

– Virtual Private Network (VPN): A way to allow remote employees to safely access your network remotely

– IP Phone network: Combine your company’s computer and telephone network, using voice and conferencing technology, to simplify and unify your communications

– Cisco 800 Series Integrated Services Routers (http://www.cisco.com/en/US/products/hw/routers/ps380/index.html)

– Cisco 1800 Series Integrated Services Routers (http://www.cisco.com/en/US/products/ps5853/index.html)

– Cisco 2800 Series Integrated Services Routers (http://www.cisco.com/en/US/products/ps5854/index.html)

• Integrated Security, with network security in place, your company will experience many business benefits. Your company is protected against business disruption, which helps keep employees productive. Network security helps your company meet mandatory regulatory compliance. Because network security helps protect your customers’ data, it reduces the risk of legal action from data theft. Ultimately, network security helps protect a business’s reputation, which is one of its most important assets.

– Cisco ASA5500 Series Adaptive Security Appliances (http://www.cisco.com/en/US/products/ps6120/index.html)

Cisco Secure Network Foundation


212008/2009: version 2

Unified Communications helps companies contend with growing communication complexity and facilitate mobile workers who now work everywhere.

• Enable a Unified Workspace: Unified Communications extends the work environment beyond your desktop. Employees, business partners, and customers now conduct business with a combination of voice, video, data, and mobility applications. They also conduct business across multiple workspaces like, their desks, in conference rooms, in airports, in warehouses, in vehicles. Without unified communications, disparate voice, video, data, and mobility applications are not as effective as they could be. The result is information overload and misdirected communications that delay decisions, slow down processes, and reduce productivity.

• UC Streamlines Communications: Cisco Unified Communications integrates applications to create a unified workspace that clears communications roadblocks by empowering people to choose when, how, where and with whom they wish to communicate. Cisco Unified Communications also:

– Ensures that information reaches recipients quickly: Through the most appropriate medium, no matter where they may be working or what device they may be using. This results in more efficient decision-making, and cost

– Helps organisations align communications more closely with business processes: By integrating unified communications functionality directly into business processes such as enterprise resource planning (ERP), customer relationship management (CRM), and supply chain management (SCM), companies can transform processes and build bottom line benefits that are an order of magnitude greater than personal productivity improvements alone.

• Be Productive Everywhere: Cisco UC uses the network as a platform for integrating communications with business processes. It drives business productivity and profitability with:

– Instant Connections: IP phones, unified clients, soft phones, and mobile unified communications give employees access to services everywhere there is a network connection.

– More Effective Communications: Tools such as instant messaging, presence, mobility, preference, and unified messaging streamline communications and allow users to choose how, when, and where they can be reached.

– On-demand Collaborations: User-controlled audio, Web and video conferencing are integrated into Outlook calendar. This integration eliminates communication bottlenecks and facilitates collaboration across every workspace.

• CiscoUCSolutionsincludenetwork-powered solutions for:

– IP telephony (http://www.cisco.com/en/US/partner/products/ps6788/Products_Sub_Category_Home.html): Cisco IP Telephony allows companies to realize the benefits of Voice over IP (VoIP) technology with a suite of media control and IP phone solutions.

– Rich media conferencing: Cisco Unified MeetingPlace (http://www.cisco.com/en/US/partner/products/sw/ps5664/ps5669/index.html) provides a complete multimedia conferencing solution for meetings, training sessions, and presentations.

– Unified messaging: Cisco Unified Messaging (http://www.cisco.com/en/US/partner/products/sw/voicesw/ps2237/index.html) integrates all types of messages so they can be easily accessed from a single user interface regardless of location or device.

– Unified communications clients: Cisco Unified Personal Communicator (http://www.cisco.com/en/US/partner/products/sw/voicesw/ps5475/index.html) offers voice, video, instant messaging, conferencing, and presence information through a single application on a PC or Mac.

– Mobility solutions: Cisco Mobile Solutions for Unified Communications (http://www.cisco.com/en/US/partner/netsol/ns735/networking_solutions_package.html) combine the convenience, flexibility, and reach of mobile communications with the benefits of Cisco Unified Communications, making it possible for people to communicate the way they want, whether at home, at work, or on the road.

– Collaborative work spaces: WebEx (http://www.cisco.com/en/US/partner/netsol/ns735/networking_solutions_package.html) and Cisco TelePresence (http://www.cisco.com/en/US/partner/products/ps7060/index.html) bring people together in a way that’s never been done before while reducing travel expenses and carbon footprint.

– Contact center: Cisco Unified Contact Center solutions (http://www.cisco.com/en/US/partner/products/sw/custcosw/Products_Sub_Category_Home.html) integrate databases and workflow applications with advanced contact center applications, making it possible to create a virtual contact center where customers can be matched to the most appropriate agents.

More useful links:Cisco Unified Communications overview:http://www.cisco.com/web/partners/sell/technology/ipc/index.html

Cisco Unified Communications: http://www.cisco.com/go/unified

Unified Communications Extends Your Workspace



Cisco Smart Business Communications System (Cisco SBCS) offers a portfolio to integrate voice, video, data and wireless communications in an affordable, complete and secure system – a smart solution for your small business customers.

The Cisco SBCS Solution Portfolio

• CompleteBusinessCommunicationsSystems

• Third-PartyApplicationIntegration

• EasySetup,Installation,andManagement

• IntegratedVoice,Video,Mobility,DataandSecurity

• RemoteMonitoringandManagement

• FullSuiteofCiscoUnifiedIPPhoneandCiscoIPCommunicator (Cisco IP Soft phone) devices supported

The Cisco SBCS offers a new way for your small business customers to reach, serve, and retain customers. Having secure access, anytime, anywhere, to voice, video, and wireless networking enables more effective and efficient communication with their customers and employees. Cisco Unified Communications solutions give your customers the right mix of communications, productivity, and business operations applications designed to work together so they are easier for you, the Cisco partner to deploy, operate, and manage.

The Cisco SBCS allows your customer to integrate their voice, video, and wireless communications in an affordable, complete system, and you can complement this with award-winning support and easy financing.

The Cisco Unified Communications 500 Series for Small Business solution is designed for from 8 to 48 users and provides a complete communications package for your small business customers. It is compatible with all Cisco Unified IP Phones and can be extended using supporting LAN switches such as the Cisco Catalyst Express 500 Series Switches. In addition, Cisco Mobility Express provides a scalable wireless LAN (WLAN) solution for the SMB, allowing your customers to grow from 2 to a maximum of 12 WLAN access points enabled by up to 2 WLAN controllers. The teleworker solution allows users to connect to the workplace from home using secure Internet VPNs to connect to solutions such as the Cisco Unified Communications 500 Series, generally over broadband, and to access network resources and phone features located at the main office or on the Cisco Unified Communications 500 Series.

Cisco Smart Business Roadmap: http://www.cisco.com/go/sbr

Cisco Smart Business Communication System

Cisc

o Sm

art Business Communications System

Simple Secure

Com

plet

eDat

a Voice

Mobili

tyVideo

SmallBusiness

Unified Communications and Network Foundation

Cisco IP Phones Switching Wireless Teleworker

Cisco Unified Communications 500 Series for Small Business

8 to 16 Users for Voice

Desktop Model

Integrated Wireless Option

Cisco Unified IP Phones

Support for All Cisco Unified IP Phones

Cisco Catalyst® Express 520 Switch

Desktop Companion Switch for Cisco Unified Communications 500 Series

Scales the Cisco Unified Communications 500 Series to 16 Users

Cisco Mobility Express Solution

Cisco 500 Series Wireless Express Access Points

Cisco 500 Series Wireless Express Mobility Controller

Cisco 871W Integrated Services Router

VPN, Wired and Wireless Access, and IP Phone Extension

Management Tools: Cisco Smart Assist Features, Cisco Configuration Assistant, Cisco Monitor Manager, and Cisco Monitor Director


232008/2009: version 2

The Cisco Lifecycle Services approach defines the minimum set of activities needed, by technology and by network complexity, the help successfully deploy and operate Cisco technologies and optimise their performance throughout the lifecycle of the network.

This approach and selling Technical Support Services can help you achieve a high performance network and network support plan, integrate advanced technologies, reduce total cost of ownership and maintain network health through day-to-day operations.

Focusing on services will result in: • Enhancedcashflowandmargins• Improvedcompetitiveadvantage• Expandedcustomerrelationship• IncreasedROI,bykeepingyournetworkup-to-datewith

latest technologies.

Cisco Service Contract Centre Online Contract Management (OCM)

Cisco SCC Registration is a powerful and flexible web-based service lifecycle management system and is integral to developing and maintaining your SMARTnet business. It consolidates multiple applications into a single quoting tool to deliver a streamlined method to configure, order, manage, register and renew services based on the Cisco Global Price List. The new Online Contract Management adds features like customisable search filters, address book, additional move capabilities and expanded advanced search with line-level search capabilities.

You can access SCC on https://tools.cisco.com/scc

Cisco’s service portfolio consists of two main offerings: SMARTnet and Smart Care.

Cisco Mobility Solutions enhance productivity by making information and applications more readily available to employees in the office, on the road and at home.

The Cisco Unified Wireless Network is the only unified wired and wireless solution to cost-effectively address the WLAN security, deployment, management, and control issues that your enterprise faces. It combines the best elements of wireless and wired networking to deliver secure, scalable WLANs with a low total cost of ownership. This powerful solution delivers business-class connectivity that enables innovative applications to streamline business operations and improve productivity.

Maintain your competitive advantage through the freedom and flexibility of a Cisco Unified Wireless Network. This secure, scalable, cost-effective WLAN solution offers:

• Anytime,anywhereaccesstoinformation,which promotes collaboration with colleagues, business partners, and customers

• Real-timeaccesstoinstantmessaging,e-mail,andnetworkresources, which boosts productivity and speeds business decision making

• Mobilityservices,suchasvoice,guestaccess,advancedsecurity, and location, that help you transform business operations

• Modulararchitecturethatsupports802.11n,802.11a/b/g,and enterprise wireless mesh for indoor and outdoor locations, while ensuring a smooth migration path to future technologies and services

Useful links:Cisco wireless overview: http://www.cisco.com/web/partners/sell/technology/wireless/index.html

Cisco wireless networking products: http://www.cisco.com/go/wireless

Cisco wireless products and solutions: http://www.cisco.com/web/partners/sell/technology/wireless/product/index.html

Cisco Mobility Solutions

Cisco Wireless Access Points

Challenging Indoor Environment?

Cisco 521 Wireless ExpressAccess Point

Cisco Aironet 1240 AGAccess Point

No Yes

Cisco Aironet® 1130AGAccess Point

Cisco Wireless LAN Controllers

Number of Access Points to Support?

Cisco 526 WirelessExpress Mobility Controller

Up to 6 Specific models support6, 12, and 25

Cisco 2100 Series WirelessLAN Controller

Service and Support: Cisco Lifecycle Services



Cisco SMARTnet

Critical Technical Support for Your Success. Sell when your customer needs a complete, extensive support package to protect network investments and minimal downtime on networks running mission-critical applications.

• Ongoing Cisco IOS updates with Cisco Software support (http://www.cisco.com/public/sw-center/) for maximum network uptime and availability.

• Access to Cisco.com online tools and resources (http://www.cisco.com/public/support/tac/tools.shtml). A customer’s network engineers can access critical tools and technical resources that make them more self-sufficient and productive by enabling them to research software features and compatibility, identify and track bugs and receive customised analyses of show command output.

• RapidassistancefromCiscoexpertsvia Cisco Technical Assistance Center (TAC) (http://www.cisco.com/techsupport/) for troubleshooting hardware and Cisco IOS software technical problems:

– Advanced networking expertise – complementing a customer’s in-house resources, Cisco’s TAC employs a highly skilled staff of advanced networking professionals.

– Specialised Support – Cisco’s TAC is staffed with experts who are certified in numerous networking environments and technologies.

– Worldwide availability: 24 hours a day, 365 days a year in more than 139 languages.

– Cisco’s Virtual Lab – a fully equipped networking environment which contains all Cisco devices and IOS versions to support research, troubleshooting, testing and resolution of network issues.

SMARTnet consists of the following options:

Cisco SMARTnet Service and SMARTnet Onsite

Cisco Smart Foundation Service (formerly SMB Support Assistant)

Cisco Software Application Support (SAS) and Cisco Software Application Support plus Upgrades (SASU)

Cisco SMARTnet Service for Smart Business Communications System (SBCS)

Cisco Unified Communications Essential Operate Service

Cisco Services for Integrated Services Routers (ISR)

Cisco Security IntelliShield Alert Manager Service

Cisco Services for Intrusion Prevention System (IPS)

Smart Care: One Network under One Contract

Designed for SMB and mid-market customers, Cisco’s new Smart Care service goes beyond traditional maintenance offerings. It is a unique collaborative service offering that provides you with a proactive service platform that allows you to build upon Cisco networking expertise, methodologies, technical tools, and service infrastructure to create new customised services for their customers.

• Proactiveassessandrepairservicestoidentifypotentialnetwork issues, including Basic Network Health assessment and Security Assessment

• AssessandPrepareServices• Proactivenotificationstosimplifytheupdatingof

Cisco devices • Comprehensivetechnicalsupportfortheentirenetwork,

including 24x7 access to Cisco technical Assistance Center (TAC), Cisco IOS Software updates and upgrades for the covered devices, ongoing application software maintenance updates and next-business day advanced replacement of qualified Cisco devices also optional available an upgrade to 4-hour coverage.

• CustomerManagementTools:throughthehostedservicesportal, you can create dashboards for your customers that provide only the information you specify, including specific dashboard views, services and notifications, branded as your own company.

• Add-onservicesdesignedanddeliveredbyyou,forexamplesecurity checks, technical consultation or onsite visits. Even if you already offer your own remote monitoring and network assessment services, Smart Care provides a comprehensive platform to manage and deliver these services more efficiently and cost-effectively.

For more information, visit Cisco’s Smart Care website: www.cisco.com/go/smartcare.


252008/2009: version 2

By now you will have a strong Cisco business, a strong partnership with Comstor and will be ready to grow – so you will need to consider making investments in specialisations. Cisco’s Channel Partner Programme and Training Roadmaps from Comstor will give you the foundation to grow.

Benefits of being certified: • Increaseddiscounts• Accesstoexpertiseandprogrammes• RecognisedonCiscopartnerlocater• Accesstojointmarketingfunds• Useofcustomersattools• Realtimeproductandtraininginformation• Invitationstopartnerevents

Cisco is committed to strengthening and continuing our value based channel strategy across all of our partner community. The Cisco Partner Program continues to offer certifications, specialisations and incentives. This enables Cisco Partners to build on their investments and obtain new capabilities to capture their share of the growing market, by

• Expandingskillbreath:developingbroader,integratedtechnology skills -> Certification

• Increasingskilldepth:developingdeepertechnologyskills -> Specialisation

The Channel program consists of 5 levels of Certifications:

Registered Cisco Registered Partners enjoy access to a wide variety of Cisco channel partner tools.

Select for partners with a primary focus on small and medium-sized business customers that have fewer than 250 employees.

Premier for partners who have gained technical competency in the integration of routing and switching, wireless LANs and security.

Silver for partners who gained expertise in any 2 specialisations and have achieved a measurable level of customer satisfaction.

Gold for partners who deliver the right level of support, gave gained expertise in 4 specialisations, including integrated Cisco Lifecycle Services capabilities and have achieved a measurable level of customer satisfaction.

Step 4 - Accelerate

Select Certified

Premier

Silver

Gold

Registered SMB Specialisation

Master Specialisation• MasterUnified Communications • MasterSecurity

Advanced Specialisation• AdvancedRoutingandSwitching • AdvancedSecurity • AdvancedUnifiedCommunications • AdvancedWirelessLAN

Express Specialisation• ExpressFoundation • ExpressUnifiedCommunications

Cisco Partner Career Map



Enrolment Requirements

To Enrol

• TheparticipatingpartnermustbeaCiscoSelectCertifiedPartner• PurchasetheIPTelephonyExpress(IPTX)trainingcourse• Purchasethelabrequirements:AUnifiedCommunicationsseries500labisnecessaryforcustomerfault

replication, internal training and proof-of concept demonstrations

Training Requirements

At 3 MonthsThe partner must have passed any of the eight exams necessary for the Express Unified Communications specialisation

At 5 Months The partner must have passed a second exam.

At 8 Months:The Challenge & Reward programme period ends for the partner. The partner should now be Express Unified Communications specialised at this point.

Express Unified Communication Track: (http://www.cisco.com/web/partners/program/specializations/x-ucom/index.html)

Enrolment Requirements

To Enrol

• TheparticipatingpartnermustbeaCiscoExpressUnifiedCommunicationspartner.• PurchasetheCCVP-CiscoVoiceoverIPtrainingcourse.• Purchasethelabrequirements:ABusinessEditionvoicelabisnecessaryforcustomerfaultreplication,

internal training and proof-of concept demonstrations and should contain at least the following products: MCS7828, 3 IP Phones(at least one colour phone). Highly recommended is the Cisco Unified Presence Server (MCS 7828, 7835 or 7845 platforms).

Training Requirements

At 5 Months The partner must have passed the CCVP - Cisco Voice over IP exam (642-436)

At 7 Months The partner must have passed a second exam

At 10 MonthsThe partner has now completed the training track and gained the skills to install and sell Business Edition. The partner is still UC Express specialised and gains access to the UC differentiator promotion for additional discounts. The partner is now a Cisco Authorized Business Edition Reseller.

Cisco Authorised Business Edition Reseller Track: (http://www.cisco.com/web/partners/program/specializations/x-ucom/aberp.html)

Challenge and RewardChallenge and Reward rewards resellers with additional discount while on the road to specialisation. Comstor supports you with a tailor-made Training Roadmap for the Express Unified Communications track and the Cisco Authorised Business Edition Reseller Track.

Comstor CCARSTThe Comstor Cisco Certification and Reseller Specialisation Tracker (CCARST) is a self-service web-based tool especiallydesigned for Comstor Challenge & Reward Partners, which allows them to audit, update and track their qualifying credentials for the Cisco Challenge and Reward Program. CCARST supports the 2 Cisco Unified Communications Specialisation Programs.


272008/2009: version 2

Individual Development• Ciscospecialisationsareprimarilybasedonhavingtrained

individuals within the partner. Go to www.cisco.com/go/specialization to discover exactly how many individuals are required for each specialisation.

• YouwanttoconsideracareerpathbasedonCiscoindividualcertifications. These are widely accepted as benchmarks for expertise in the networking industry.

• Ciscooffersthreelevelsofgeneralcertificationrepresentingincreasing levels of expertise: Associate, Professional, and Expert (CCIE). Different tracks across these levels align with varying career needs. A variety of specialist certifications are available as well to show knowledge in specific technologies, solutions or job roles. – Associate: The first step in Cisco networking begins at

the Associate level. Think of this as the apprentice or foundation level of networking certification.

– Professional: This is the advanced or journeyman level of certification.

– Expert: This is CCIE, the highest level of achievement for network professionals, certifying an individual as an expert or master.

General Certifications: Six Different Paths •Routing and Switching: This path is for professionals who

install and support Cisco technology-based networks in which LAN and WAN routers and switches reside.

•Design: This path is aimed at professionals who design Cisco technology-based networks in which LAN and WAN routers and switches reside.

•Network Security: This path is directed toward network professionals who design and implement Cisco Secure networks.

• Service Provider: This path is aimed at professionals working with infrastructure or access solutions in a Cisco end-to-end environment primarily within the telecommunications arena.

• Storage Networking: This path is for professionals who implement storage solutions over extended network infrastructure using multiple transport options.

•Voice: This path is directed toward network professionals who install and maintain Voice solutions over IP networks.

Partner Readiness IndicatorCCARST rates your partner readiness. It will identify any gaps that you may have for the chosen Program / Specialisation and use a traffic light system to show the status graphically with supporting numerical summaries for more detail. These graphics will offer simple and quick referencing rather than a long series of data/numbers. When a gap has been identified, Comstor will work with you to create a training plan tailored for your sales and technical staff.

Once your training plan has been submitted into CCARST, Comstor will inform you at pre selected times such as notification of a pending audit point in the partner specialisation. This ensures you to meet the requirements to stay in the program and you can enjoy the additional discounts.

Contact your Comstor Account Manager for more details on Challenge and Reward and CCARST.



Sales [email protected] 01285 647001

Clive Hailstone, Sales Director [email protected] 01285 647000

Sarah Roberts, Sales Manager [email protected] 01285 647001

Channel Sales Team [email protected] 01285 647001

Sarah Day, Team Leader, Channel Sales [email protected] 01285 647001

Product Management [email protected] 01285 647000

Justin Turner, Business Manager [email protected] 01285 647000

James Luck, UC Product Manager [email protected] 01285 647000

Jay McDonald, Security Product Manager [email protected] 01285 647000

Ian Barough, SMARTnet Product Manager [email protected] 01285 647000

Training [email protected] 0808 100 30 32

Professional Services [email protected] 01285 647000

John Saunders, Technical Services Manager [email protected] 01285 647000

Marketing [email protected] 01285 627272

Warwick Taylor, Marketing Director [email protected]

Victoria Reglar, Programmes Manager [email protected]

Kym Marshall, Marketing Co-ordinator [email protected]

Credit Control [email protected] 01285 647009

Comstor UK Ltd Merchant’s House Love Lane Cirencester Gloucestershire GL7 1YG

www.comstor.co.uk

Useful Contacts

Partner Support, Tools, Portals

CB Campaign Builder

CSAapp Certification and Specialisation Application tool

CVP Cisco Partner View

CEP Competitive Edge Portal

CA Customer Advocacy

CIN Customer Interaction Network

CS Customer Service

DART Deviation Authorisation Request Tool

DSA Deal Support Automation

ICPA Indirect Channel Partner Agreement

MAB Marketing Advisory Board

MDM My Deal Manager

PAL Partner Access onLine

PHO Partner Help Online

PICA Partner Initiated Customer Access

PRT Partner Relationship Team

PSS Partner Self Service

POWR Product Online Web Returns

RMA Return Material Authorization

SIB Seeing is Believing

SALT Service Agreement Look-up Tool

SCC Service Contract Center

SSC Service Support Center

SX Tool Solution Expert Tool

TAC Technical Assistance Centre

Programs

ATP Authorized Technology Provider

AG Avant Garde Program

CCRE Cisco Certified Refurbished Equipment

CD Cisco Discovery

CEPS Cisco Enhanced Packaged Services

CSSP Cisco Shared Support Program

CTDP Cisco Technology Developer Program

CTMP Cisco Technology Migration Program

CAIP Clear Advantage Incentive Program

CompEx Competitive Equipment Exchange

CLP Consultants Liaison Program

CSat Customer Satisfaction

DLP Demo Loan Program

EPP Enhanced Partner Program

Programs

EUP EU Promotion

ELP Extended Loan Program

FA4P Foundation Advantage for Partners

MSCP Managed Services Channel Program

MSIP Managed Services Incentive Program

MSUP Managed Services Uplift Program

NFR Not for Resale program

OIP Opportuniy Incentive Program

P4P Pay for Performance

PDF Partner Development Funds

PDR Partner Deal Registration

PDFUC Partner Development Funds Unified Communication

PRH Partner Reseller Helpdesk

PSPP Public Sector Partner Program

SIP Solutions Incentive Program

SIS98 Systems Integrator Support ‘98

TAP Trade-in Accelerator Program

TAB Try and Buy

VIP Value Incentive Program

Events, Training, Knowledge

ASET Advanced SE Training

ISPN Cisco Industry Solutions Partner Network

CTU Cisco Technology Update

PEC Parter Education Connection

PPB Partner Practice Builder

PPDIOO “Prepare, Plan, Design, Implement, Operate and Optimise”

SAGE Skills Agility for Growth & Exceleration

S2S Steps to Success

TTA Trusted Technical Advisor

Useful Acronyms

© 2008 Copyright Comstor UK (a division of Westcon Group European Operations Ltd).The content of this publication shall not form part of any contract and Comstor reserves the right to alter any details or specification contained herein without prior notice. All rights reserved. E&OE. All trademarks recognised as the property of their respective owners. Comstor/ROTL7191/09.08

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LearningSolutions

Documents

Comstor and Cisco SMB Reseller Handbookmedia.gswi.westcon.com › media › Comstor reseller handbook_CUKv… · Comstor and Cisco SMB Reseller Handbook 6 2008/2009: version 2 Comstor