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Cisco Value Incentive Program 24

What Is the Cisco Value Incentive Program?

The Cisco® Value Incentive Program (VIP) has been in existence for 12 years and is Cisco’s longest-running incentive program.

Billions of dollars in rebates have been claimed by partners like you. VIP was created specifically to help partners sell Cisco

advanced technologies more profitably. VIP is designed to increase margins and differentiate partners who promote the

adoption of targeted Cisco products, architectures, solutions, and services within a six-month rolling period.

The 24th consecutive Cisco VIP period begins July 27, 2014 with enrollment beginning on August 4.

The Top Things to Know About VIP 24:

1. Borderless Networks is now the following two tracks, putting it in alignment with Cisco’s go-to-market

architecture strategy:

● Enterprise Networks with four subtracks

o Core and WAN Services – Routing, Switching and WAN Services

o Unified Access – Wireless and Access Switching

o IoT – Industrial Ethernet and Connected Safety and Security

o Express EN – Enterprise Networks products that are focused on Commercial and SMB segments

● Security with three subtracks:

o Network Security: Now with SourceFire products

o Content Security: Including Cloud Email Security

o Express Security: Focused on a subset of security technologies

2. The Express track is now fully integrated into the architectural VIP tracks and will retire as a separate track.

Commercial or SMB partners meeting the entry requirements have a chance to enroll in the new Express Enterprise

Networks subtrack as well as the Express Security and Express Collaboration subtracks.

3. Data Center has a new Emerging Data Center Technology subtrack rewarding Cisco UCS Invicta™ and Application

Centric Infrastructure (ACI) Authorized Technology Provider (ATPs) Partners.

4. A SaaS track pilot is being launched in VIP 24, commencing a broader VIP focus on XaaS.

Partnership. Rewards. Results. Drive Profitability with Cisco Channel Partner Programs

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Playbook Cisco Partner Confidential

5. The Cisco Cloud Services Reseller track expands with 11 total offerings.

6. The CSAT minimum average score requirement has been removed meaning partners only need to receive the

required number of valid surveys: 30 Gold; 20 Silver; 10 Premier, Select, or registered. The prime focus for partners

should be to maintain their Gold, Silver, or Premier certification.

7. The 90-day transition: We continue with the 90-day grace period that was introduced in VIP 22 to provide you time

to close the deals started in the prior VIP period while enabling you to move as quickly as possible with selling the

latest Cisco technology and solutions that come with the greatest financial rewards. Note: The 90-day transition

applies only to impactful and current products in the former Borderless Networks, Collaboration, and Data Center

tracks, plus Cloud and Managed Services tracks.

8. Take advantage of the other incentive programs: VIP is part of a large channel incentives portfolio that also

includes upfront discount programs plus time-sensitive architecture promotions which can be used in combination to

recognize the value that our partners bring to their customers.

9. Training materials: Check out the additional VIP collateral at www.cisco.com/go/vip.

Enrollment Dates for VIP 24

6-month enrollment period: August 4 to September 12, 2014

3-month enrollment period: October 26 to November 21, 2014

Program period: July 27, 2014 to January 24, 2015

All partners wishing to participate must actively enroll in VIP 24. There is no automatic enrollment.

Please go to www.cisco.com/go/ppe to enroll.

Partner Eligibility

● VIP 24 has specific specialization, certification, designation, and/or Authorized Technology Provider (ATP) entry

requirements for all tracks.

● Enrollment in the four architecture tracks, Enterprise Networks, Security, Collaboration, and Data Center, cannot be

combined with Cloud and Managed Services enrollment.

● Enrollment in the Cloud Services Reseller, SaaS, and Cisco ONE tracks can be combined with any other track

enrollments.

● VIP 24 has payout requirements that consist of minimum bookings, customer satisfaction (CSAT), and specializations,

certifications, designations, or ATP designation requirements. The Cloud and Managed Services, Cloud Services

Reseller, SaaS, and Cisco ONE tracks do not have a CSAT exit requirement.

For specific entry, exit, and payout requirements, refer to the VIP rules at www.cisco.com/go/vip.

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

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




Track Highlights

Enterprise

Networks

Borderless Networks (BN) track evolves to become the Cisco Enterprise Networks (EN) track to better align with Cisco

architecture strategy.

Security subtrack, previously part of Borderless Networks, has moved to its own VIP track.

New Express EN subtrack introduces an opportunity for Commercial or SMB partners to earn EN rebates.

EN will continue with two rebate categories simplifying the rebate structure: “Enable” and “Accelerate”.

Gold partners can benefit with the Gold bonus paid only on EN SKUs in the 10 percent rebate category – unlike in VIP 23,

the Gold bonus will now be paid across all EN subtracks.

A new Internet of Things (IoT) subtrack rewards expansion into IoT.

Security

Security is now a stand-alone VIP architecture – separate from the Enterprise Networks track.

There are three Security subtracks: Network Security, Content Security, and Express Security.

New innovation and next generation security solutions within the Security track are fueled by recent acquisitions,

including SourceFire.

Multi-service and multi-year solution are emphasized, including; ISE 1.3 and FirePOWER (NGIPS) on ASA .

Collaboration

A key focus for the Collaboration track is to drive migration to the latest collaboration system software release.

Video is integral to all collaboration offers leveraging the entire refreshed video endpoint lineup.

Add web conferencing to every deal and earn the higher VIP payouts for new sales.

VIP Express has been streamlined into mainstream VIP via Express track – which encompasses Unified Communications,

video, and WebEx.

Data Center New Emerging Data Center Technology aggressively rewards partners who drive new technology adoption.

Supports a shift from a product-centric to a comprehensive Data Center architecture strategy.

Rewards competency acceleration with kickers such as the Gold Certified Partner bonus, and the Master Cloud Builder

Specialization bonus both at 1 percent.

For VIP 24 only, the rebate on selected Data Center Unified Fabric track products will increase in order to accelerate new

Data Center switching technology adoption.

Cloud and

Managed Services

Master level kicker gives a 1 percent incentive for Master CMSP partners on all subtracks (in Core and WAN Services,

Unified Access, and IoT subtracks, the incentive is paid on 10 percent category of products only).

Cisco Powered kickers provide additional global incentive for being Cisco Powered designated on an updated portfolio of

Cisco Powered services.

Cloud Services

Reseller

Created for those partners who want to enter the cloud business with minimal investment.

Partners now have the option to work with either a CMSP Partner or a Cloud Aggregator – a new designation of partners

who will act as a “storefront” for multiple providers of Cisco Powered cloud services.

SaaS An invitation-only pilot program created in an effort to move towards new, monthly-billed subscription business.

Current rewards will be based on incremental growth.

Cisco ONE A new exclusive software licensing go-to-market, currently in pilot.

Provides increased rebates on select product SKUs.

VIP 24 Enterprise Networks Track

Borderless Networks Divides into Two Tracks

In VIP 24 the Cisco Borderless Networks (BN) track evolves to become the Cisco Enterprise Networks (EN) track, better

aligning with Cisco’s EN and IoT go-to-market strategy. The new EN track is focused on strategic Cisco solutions across Cisco’s

Core, WAN Services, Unified Access, and IoT technologies and consists of four new subtracks:



● Core and WAN Services: Routing, switching, and WAN services

● Unified Access: Wireless and access switching

● IoT: Industrial Ethernet and connected safety and security

● Express EN: Enterprise Networks products focused on Commercial and SMB segments.

The Security subtrack, previously part of BN, has moved to its own VIP track.

In VIP 24 the new EN track continues with two rebate categories, simplifying the rebate structure:

1. Enable: A wide range of current-generation products, with rebates at 2 percent (IoT at 10 percent)

2. Accelerate: Significantly higher rebates and additional profitability for partners who accelerate the adoption of key

strategic Cisco technologies, with rebates at 10 percent (IoT at 20 percent)

Cisco Gold Certified Partners can benefit with the EN kicker paid only on SKUs in the 10 percent rebate category. Unlike VIP

23, the Gold kicker will now be paid across all EN subtracks, except Express EN.

Cisco Enterprise Networks VIP 24 strategic go-to-market and accelerate rebates are focused on:

● Wireless 802.11 ac solutions

● 10 Gig and 40 Gig solutions

● Connected Mobile Experience (CMX)

● Cisco Prime

● AX and AXV enabled Routers

● Cisco UCS E-Series Servers for ISR G2 Routers

● Cloud Services Router

● 4G LTE

● Cisco Industrial Ethernet 2000 Series Switches

Table 1. Enable and Accelerate Product Payouts for VIP 24

Routing

Enable – 2%

ISR G2 Router sold with 1 or more Network Service

ASR-1000 Routers

Cisco 800 Series Routers

ICV

Accelerate – 10%

Cisco ISR G2 Routers with AX/AXV

Cisco ASR-1000 Routers with AX/AXV

Cisco UCS E-Series Servers for ISR G2 Routers

Cloud Services Router

4G LTE

Connect Grid

Machine 2 Machine (M2M)

WaaS

Enable – 2%

WAAS Appliances

Accelerate – 10%

vWAAS Licenses



WAAS Mobile

WAAS Enterprise Licenses

Wireless

Enable – 2%

Cisco Aironet 700

Outdoor Access Points

Accelerate – 10%

Cisco Aironet 2700 and 3700 Series

Cisco Aironet 3700 Series

Cisco Mobility Services Engine

Cisco Prime Infrastructure

Connected Mobile Experience (CMX)

Connected Grid

Switching

Enable – 2%

Cisco Catalyst 2960C, 2960X, 2960XR, 3560C, 3850, 3650, 4500E

R, 4500X, 6800IA, 6500

Accelerate – 10%

Select 10G/40G: 3650, 3850, 4500E, 6000 line cards, 6880-X, 6807-XL

Select Sup 2T

Sup 8E

Industrial Ethernet

IoT

Accelerate – 10%

Connected Safety and Security, and Access Control Products

Industrial Ethernet, Connected Grid, M2M

Table 2. Summary of Enterprise Networks Payouts by Product Family for VIP 24

Access Routing (ISR)

Base Cisco ISR G2 Routers 0%

Cisco ISR G2 Routers and 1 or more Network Service 2%

Cisco ISR G2 Routers with AX/AXV 10%

Cisco UCS E-Series Servers for ISR G2 Routers

(Older Gen)

10%

(2%)

4G LTE 10%

Edge Routing (ASR 1000)

Base ASR 1000 Routers 2%

Base ASR 1000 Routers with 1 Network Services 2%

Base ASR 1000 Routers with 2 or More Network Services 2%

ASR 1000 Routers with AX 10%

Access Switching



Select 10G: Catalyst 3650, 3850, 4500E 10%

SUP8-E 10%

Catalyst 2960C, 2960X, 2960XR, 3560C, 3850, 3650, 4500E R Series 2%

Backbone Switching

Select 10G/40G: 4500E, 6000 line cards, 6880-X, 6807-XL 10%

Catalyst 6800 IA 2%

Catalyst 6500 2%

Catalyst 4500X 2%

Select SUP 2T 10%

Air

Cisco Aironet 600, 1600, 2600, 3600 0%

Cisco Aironet 700 2%

Cisco 2500, Flex 7500, and Virtual Controllers 0%

Cisco 5500, 5760, and 8500 Series Controllers 0%

Cisco Aironet 2700, 3700 Series 10%

Cisco Aironet Modules 0%

Cisco Mobility Services Engine 10%

Cisco Prime Infrastructure 10%

Enterprise Networks: Express EN VIP 24 Payout

Express EN

Cisco 200, 220, 300, 500 series Small Business Switches 2%

Cisco Small Business Wireless Access Points 2%

Cisco Aironet Access Points 121, 321, 551, 561, 700, 1600, 2504 2%

Select Cisco ISR G2 Routers, and ISR G2 Routers with AX/AXV, VSEC, V, SEC, CME-SRST 2%

Cisco 800 Series Integrated Services Routers 2%

Cisco Catalyst 2960C, 2960X, 2960XR, 3560C, 3850 2%

Enterprise Networks: IoT VIP 24 Payout

IoT

Connected Safety and Security, and Access Control Products 10%

Industrial Ethernet, Connect Grid, M2M 10%

Only certain SKUs are VIP eligible, for complete list and details, please go to www.cisco.com/go/skus.

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



VIP 24 Security Track

Cisco’s Commitment to Security

For the first time, Security is a standalone VIP track, separate from the Enterprise Networks track. This represents Cisco’s

recognition of the importance of security globally. There are three subtracks within the Security track:

● Network Security

● Content Security

● Express Security

The main focus of the Security track in VIP 24 is to promote new innovation and next-generation security solutions made

possible by recent acquisitions:

● SourceFire Innovation

● FirePOWER™ (NGIPS)

● Advanced Malware Protection (AMP)

● FireSIGHT™

Another strategy to consider for VIP 24 is to create demand with an emphasis on multiservice solutions, including:

● SourceFire on Cisco platforms:

● FirePOWER Services on Cisco ASA

● Cisco Advanced Malware Protection (AMP) “everywhere”

Finally, take advantage of rebates on multiyear security subscriptions, including:

● Content security cloud focus

● Cisco Identity Services Engine (ISE) 1.3 and Cisco AnyConnect® Secure Mobility

● AMP

Table 3. Summary of Security Payouts by Product Family for VIP 24

Security: Network Security Subtrack VIP 24 Payout

Network Security

ASA FW only, ASA-SM 3%

ASA SSD HW 5%

ASA CX (Next-Gen FW) hardware 5%

ASA CX (Next-Gen FW) license 5%

ASA IPS HW and license 5%

ASA Virtual FW (NEW) 6%

ASA with FirePOWER HW (NGIPS on ASA) (NEW) 6%

ASA with FirePOWER TA, URL, AMP, 1 yr. license (NEW) 5%

ASA with FirePOWER TA, URL, AMP, 3/5 yr. license (NEW) 10%



ASA with FirePOWER TAC, TAM, TAMC, 1/3/5 yr. license (NEW) 10%

ASA AMP 1 yr. license (NEW) 5%

ASA AMP 3/5 yr. license (NEW) 10%

FirePOWER (NGIPS) HW, virtual perpetual license (NEW) 6%

FirePOWER virtual TA, URL, AMP 1 yr. license (NEW) 5%

FirePOWER virtual TA, URL, AMP 3/5 yr. license (NEW) 10%

FirePOWER virtual TAC, TAM, TAMC 1/3/5 yr. license (NEW) 10%

FireSIGHT Management HW (NEW) 6%

CSM, PRSM Management SW 5%

WSA/ESA/SMA HW appliances 6%

ASR 1000 2%, 10%

Cisco Secure Access Control System (ACS) 10%

AnyConnect Essentials and Premium license 15%

AnyConnect Plus and APEX license (NEW) 5%, 10%, 15%

ISE appliance 4%

ISE Virtual Machine 4%

ISE Base license 4%

ISE Plus license 5%, 10%, 15%

ISE Advanced license 5%, 10%, 15%

ISE APEX license (NEW) 5%, 10%, 15%

ISE Wireless license 5%, 10%, 15%

ISE Wireless UPGR to Wired license 5%, 10%, 15%

Security ELA 6%

Security: Content and Express Security Subtracks VIP 24 Payout

Content Security

Email Security 5%, 10%

Web Security 5%, 10%

Security Management 5%, 10%

Cloud Web Security 5%, 10%

Cloud Email Security (NEW) 5%, 10%

AMP 1/3/5 yr. license (NEW) 10%

ESA/WSA/SMA HW Appliances 6%

Express Security

Email Security 5%

Web Security 5%



ASA Security 5%

IPS Security (NEW) 5%


VIP 24 Collaboration Track

An Enhanced Collaboration Portfolio Means New Opportunities

The VIP 24 Collaboration track is structured to help partners capture critical market and product transitions as well as to take

advantage of expansion opportunities in the different subtracks. With refreshed Cisco Unified Communications and video

endpoint lines, coupled with improved user experience from the browser to the boardroom, partners can expand sales to new

customers and bring new value to existing customers by upgrading them to Collaboration Systems Release 10.

A key focus for the Collaboration track is to drive migration to the latest collaboration system software release, where

software comprises over 65 percent of SKUs in the Collaboration track. This emphasis on software will continue to play a

central role in the Cisco Collaboration architecture strategy. With this emphasis, partners are expanding their practice to

encompass lifecycle services.

For more details visit:

March 2014 partner launch site: www.cisco.com/go/collabpartnermarch2014

May 2014 partner launch site: www.cisco.com/go/collabpartnermay2014

Software Activation Incentive site: www.cisco.com/go/sai

The subtracks for Collaboration are:

● Unified Communications

● TelePresence® and TelePresence Global

● WebEx®

● Express Collaboration

Your Collaboration track goals:

● Continue to focus on the migration initiative Drive to Collab

o Prepare customers for video and mobile integration

o Sell new UC 88xx endpoints

● Reinforce the concept that video is integral to all collaboration

o Promote new video endpoints—the entire portfolio has been refreshed

● Add web conferencing to every deal

o Higher VIP payout for all new sales

o Cisco Collaboration Meeting Rooms (CMR) introductory rate of 15 percent for new and add-ons

● Focus on the midmarket and take advantage of the Express Collaboration Specialization

o Streamlining of VIP Express into mainstream VIP via the Express track; encompasses Unified Communications,

video, and WebEx


http://www.cisco.com/go/collabpartnermarch2014

http://www.cisco.com/go/collabpartnermay2014

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



Note: As previously communicated, Cisco will end-of-sale and end-of-life Unified Communications Software Subscription

(UCSS) during VIP 24. Partners should transition and plan to sell the Cisco Software Support Service (SWSS). During this

transition period, UCSS payout rate is set to 5 percent (1 percent for Express) which aligns with the expected rebate on SWSS

that will come from the Cisco Services Partner Program (CSPP). For further details on this transition, please use the following

links: UCSS EOL/EOS Notification and Cisco Software Support Service

Table 4. Summary of Collaboration Payouts by Product Family for VIP 24

Collaboration: Unified Communications VIP 24 Payout

Unified Communications

UCSS – All Contract Lengths 5%

Cisco Unified Workspace Licensing (CUWL)

9x, 10x

Previous version SKUs (below 9.0)

20%

0% (EOS Q1)

Unified Communications Infrastructure

UCL v9 and v10

UCL pre 9.x

15%

0% (EOS Q1)

Enterprise Agreements 15%

Soft Clients and Mobility

Jabber

UCILYNC

IP Communicator

20%

15%

10%

Contact Center

CVP, Contact Center Enterprise (IPCCE), Contact Center Express (IPCCX)

20%

Messaging

MSGSVR

SPVIEW

Unity Connection 9.x, 10.x

Unity Connection pre 9.x

5%

15%

15%

10%

Unified Communications endpoints

Audio endpoints

88xx

79xx

(SPA3xx, SPA5xx)

Video-centric endpoints (89xx, 99xx)

Specialty transitioning endpoints (39xx, 69xx)

Audio conference endpoints (8831)

Midmarket endpoints (SPA232, SPA302, SPA8000)

Wireless Endpoints (792x)

Endpoint accessories

10%

1%

5%

10%

Varies

5%

5%

5%

1%

Business Edition Infrastructure

Midmarket Cisco Unified Workspace licensing

20%

http://www.cisco.com/c/en/us/products/collateral/unified-communications/unified-communications-software-subscription/eos-eol-notice-c51-732026.html

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



Midmarket UC

Midmarket servers

15%

1%

Network Management

Prime Collaboration

10%

Telepresence Video

TPS

Conductor

VCS-E

MCU

VCS-C

TMS

Expressway

Hardware

10%

10%

5%

5%

5%

5%

--

Software

15%

15%

10%

10%

10%

10%

15%

DX70/80, DX650

TX9xxx Series

MX Series – MX700/800 and MX200/300 (2nd generation)

Integrator Packs, SX, and C-Series

TX1310

Profile

10%

10%

10%

5%

5%

5% (EOS Q1)

--

10%

10%

10%

5%

5% (EOS Q1)

Telepresence Video Global

Same as TP above

WebEx

WebEx

New sales

Add-on sales

Renewals

Cloud Connected Audio

15%

10%

5%

10%% Collaboration Meeting Rooms (CMR)

New sales

Add-on sales

15%

15%

Express Collaboration

For applicable SKUs, all rates for the Express Collaboration track are set at 1 level below the main VIP Collaboration tracks. Main

Collaboration track SKUs set to 1 percent are also 1 percent in the Express Collaboration Track.

UCSS – All contract lengths 1% Cisco Business Edition 6000 and licenses

Cisco BE 6000 Cisco Unified Workspace licensing

Cisco BE6000 User Connect licensing (UCL)

15%

10%

Messaging

Cisco Unity Connection 9.x, 10.x

10%

Unified Communications endpoints



Audio endpoints

88xx

79xx

(SPA3xx. 69xx, 793x)

Video-centric endpoints (89xx, 99xx)

Specialty transitioning endpoints (39xx, 69xx)

Audio conference endpoints (8831)

Midmarket endpoints (SPA232, SPA302, SPA8000)

Wireless Endpoints (792x)

Endpoint accessories

5%

1%

1%

5%

1%

1%

1%

1%

1%

TelePresence endpoints and infrastructure

DX70/80, DX650

C & SX Series

MX Series

TPS, Conductor

VCS-E / VCS-C

MCUs

TMS

Expressway

Hardware

5%

1%

5%

5%

1%

1%

1%

--

Software

--

5%

5%

10%

5%

5%

1%

10%

WebEx

New customer orders (GPL)

Add-ons (GPL)

Renewals(GPL)

10%

5%

1%


VIP 24 Data Center Track

Rewarding the Shift from Product-Centric to Comprehensive Strategy

The Data Center track consists of three subtracks designed to aggressively reward partners who promote new technology

adoption and to encourage a shift from a product-centric to a comprehensive Cisco data center architecture strategy. The

subtracks are:

● Data Center Unified Computing

● Data Center Unified Fabric

● Emerging Data Center Technology

Your Data Center track goals:

● Position Data Center Architecture competency acceleration with:

o Gold Certified Partner Bonus at 1 percent

o Master Cloud Builder Specialization Bonus at 1 percent

o Simplified Unified Fabric Technology (UFT) rebate structure with Enable, Drive, and Accelerate base rebate

categories




o Ability to use UFT track accelerator for VIP 24 with increased rebate percentages on selected UFT SKUs for this VIP

period only. Check VIP SKUs list at www.cisco.com/go/skus for details and take advantage of this great

opportunity.

● Accelerate Cisco new technology transitions

o Introduce the Emerging Data Center Technology subtrack

o Build market share lead in 40G/10G data center switching network and application acceleration in data center

● Create a comprehensive solution practice

o Cisco UCS®, Cisco Nexus® data center switching, Cisco SAN switching winning real estate in customer’s data

center

o Maintain competitiveness, end-customer mindshare, and wallet share

o Take advantage of a limited time uplift during VIP 24 only on selected Data Center Unified Fabric subtrack

products

Table 5. Summary of Data Center Payouts by Product Family for VIP 24

Data Center VIP 24 Payout

Unified Computing Technology

UCS B

Converged Infrastructure*

Blade Server, Chassis and UCS B series Components**

10%

3%

UCS C

Converged Infrastructure*

Rackmount Server and UCS C-series Components***

10%

1%

*Converged Infrastructure includes: Fabric Interconnects: 62XX 63XX Switches

**UCS B Components: Fabric Extenders, VIC/NIC B-series Mezzanine Cards, Flash Memory IO cards

***UCS C Components: RAID Controller Cards, VIC/NIC for C-Series, Flash Memory IO cards

UCS (Shared Components)

Hard Drives

Processors

3%

1%

Memory

***Legacy model 3%, 2%***

UCS Director 15%

OEM Third-Party Software (vSphere, MS Windows, etc.) Not Covered

UCS SmartPlays Promo bundles/Expansion Pak/Rack Pak/Solution Bundles Not Covered

Unified Fabric Technology

Previous Generation 10G FEX

N5500 Hardware

SBUNs

N5600 1G FEX Bundles

2%




Nexus 7K

Supervisor (2E)

Chassis Bundles

Fabric Modules

10G Top-of-Rack Switching

10G N2K (2200, 2300)

10G N3K (3000, 3100, 3500)

10G N5K (5600)

10G N6K/N5K FEX bundles

10G N9K (9300)

Nexus 9500

Chassis

Supervisor

Fabric Modules

10G Linecards

Nexus 7000/7700

F2E Linecards

F3 10G Linecards

M2 Linecards

New FEX

1G FEX (N2K)

Software

NX OS license (N2K-N9K)

4%

40G

40G Linecards (N7K/N9K)

40G Chassis and Modules (N6K)

40G Top-of-Rack (3100/9300)

100G

100G Linecards (N7K)

6%

Emerging Data Center Technology

Nexus 9000 ACI-only SKU – ACI ATP Restricted 10%, 4% rebate

UCS Invicta – Invicta-ATP Restricted Invicta Hardware – 5%

Invicta Software – 10%


VIP 24 Cloud and Managed Services Track

Additional Master-Level and Cisco Powered Bonuses Make the CMS Track Even More Profitable

It is important to note that there are two options for enrollment for Cloud and Managed Services Program (CMSP) Partners:

● Architectural VIP: A mix of using Simplified Pricing—an up-front discount on all CMS business—and VIP architectural

tracks for a rebate on resale business. No VIP rebates will be paid on CMSP Simplified Pricing bookings.




● Enrollment in the CMS track in VIP: Rebates on VIP SKUs on both Cloud and Managed Services and resale business.

Your CMS track goals:

● Enroll in the CMS track if back-end rebates are preferred.

o Enroll in the VIP CMS track in each specific country group to maximize VIP payments on resale and cloud and

managed services business, both title held and title transferred.

● Additional Bonuses

o Master-level kicker: 1 percent incentive for partners with a Master CMSP Certification on all subtracks (in the Core

and WAN Services, Unified Access, and IoT subtracks only on SKUs in the 10 percent rebate category).

o Cisco Powered kickers: Additional global incentives for being Cisco Powered designated.

The SKUs in the CMS track are the same as in the Core and WAN services, Unified Access, IoT, Content Security, Network

Security, Unified Communications, TelePresence Video, WebEx, Data Center Unified Fabric, Data Center Unified Computing,

and Emerging Data Center Technology subtracks of the Enterprise Networks, Collaboration, Security, and Data Center tracks.

Requirements

● Must be a CMSP Master, Advanced, or Express Partner

● VIP CMS track and Simplified Pricing enrollment options are mutually exclusive

● No CSAT requirement

● Minimum booking of $500 per subtrack for VIP CMS by country group

VIP 24 Cloud Services Reseller Track

Expanded List of Eligible Cisco Powered Services

The Cloud Services Reseller (CSR) track was created for those partners who want to enter the cloud business with minimal

investment. These partners must have a contract with a CMSP Partner or a Cloud Aggregator – a new designation of partners

who will act as a “storefront” for multiple providers of Cisco Powered cloud services.

Your Cloud Services Reseller goals:

● Use Cloud Aggregators to resell more Cisco Powered cloud services.

● Enroll in the CSR track to earn back-end rebates.

o Enroll in VIP CSR in each specific country group to maximize VIP rebates on resale of Cisco Powered cloud services

from CMSP Partners and/or Cloud Aggregators.

CMSP Partners or Cloud Aggregators are required to provide point-of-sale (PoS) data to Cisco in order for

CSRs to get paid VIP CSR rebates.

A CMSP Partner who is also a CSR will not get paid for selling their own Cisco Powered cloud services.

CSRs will be paid only once for resale of CMSP Partners’ cloud services based on PoS data.

Requirements

● Any registered Cisco partner with a current channel agreement is eligible to become a Cloud Services Reseller.



● Evidence of valid contractual agreement with a CMSP Master or Advanced Partner or a Cloud Aggregator to resell

Cisco Powered cloud services is required.

● Must resell Cisco Powered cloud services.

● Cloud Services Reseller application submitted via Partner Program Enrollment (PPE) tool and approved is needed for

VIP CSR enrollment.

● Minimum bookings of $12,500 for total Cisco Powered cloud services by country group.

Payment Information

● Rebates are based on the current Cisco Powered cloud services portfolio.

● VIP rebate percentage is based on the Cloud Compensation Rate provided by Cisco to CMSP Partners.

● VIP rebates are paid on PoS reported to Cisco by the Cloud Aggregator or CMSP Partner.

Table 6. Summary of eligible Cisco Powered Cloud services for VIP 24 CSR Track

Cisco Powered Cloud services VIP 24 Payout

Infrastructure as a Service (IaaS) 3%

UC as a Service based on HCS (HCS) 3%

Contact Center as a Service based on HCS (HCS for CC) 3%

Video and TelePresence as a Service (TPaaS) 3%

Desktop as a Service (DaaS) 3%

Disaster Recovery as a Service (DRaaS) 3%

Foundation for Software as a Service (FNaaS) 3%

BYOD as a Service (BYODaaS) 3%

Cloud Cell Architecture for SAP HANA 3%

Application eXperience as a Service (AXaaS) 3%

Hosted Security as a Service (HSaaS) 3%

VIP 24 SaaS Track (Pilot)

The SaaS track was created in an effort to move toward new monthly-billed subscription business. It is currently an invitation-

only pilot program.

Participating partners will be rewarded for incremental business to Cisco in the form of new customers to Cisco or expansions

of existing customers delivered through the channel.

Even if partners aren’t eligible for the pilot program, they should start considering selling SaaS now, thus preparing for

participation in the SaaS track when it is globally available. An additional incentive for partners providing customer lifecycle

management is being planned in the near future.



VIP 24 Cisco ONE Track (Pilot)

Supporting software licensing business

Cisco ONE is a new exclusive software licensing go-to-market, currently in pilot.

You are advised to enroll in the Cisco ONE track if you are:

● Partner with Advanced Data Center Architecture Specialization or Master Cloud Builder specialization plus the

Advanced Borderless Networks Architecture Specialization who is considering participation in Cisco ONE Partner

Accelerator Program.

● Partner who has qualified and has been invited into the Cisco ONE Partner Accelerator Program (Exit Requirement).

The Cisco ONE VIP track provides a synergistic approach by preserving hardware rebates on like SKUs as they exist in

traditional VIP tracks and allows for higher rebates on software.

Master and Gold bonus structure in Cisco ONE mirrors the Master and Gold bonus structure of the underlying SKUs in

Architectural tracks.

Note: Cloud Services Reseller, Cisco ONE, and SaaS enrollments can be combined with all other tracks.

Table 7. Summary of Cisco ONE Payouts for VIP 24

Cisco One VIP 24 Payout

Software

EN Core & WAN - Perpetual 10%

Data Center UCS – Perpetual 10%

Data Center Nexus – Perpetual 5%

Hardware

Enterprise Networks - Routing & Switching (Based on Core and WAN Services VIP Program Guidance) 2%, 10%

Data Center (Based on Data Center VIP Program Guidance) 1%, 2%, 3%, 4%,

6%, 10%

Learn More

For more detailed information about VIP 24 program requirements, please visit www.cisco.com/go/vip.

For a complete list of VIP 24 products and services eligible for rebates, please visit www.cisco.com/go/skus.

For a complete listing of Cisco partner promotions and incentives, please visit www.cisco.com/go/incentives.



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



DDM14CS4402 08/14

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Partnership. Rewards. Results. - WordPress.com · aligning with Cisco’s EN and IoT go-to-market strategy. The new EN track is focused on strategic Cisco solutions across Cisco’s