- Cisco Files

Report
November 15, 2012
Cisco Quick Hit Briefing
Gear Up! For the New Year
Brian Avery
Partner Development Manager – Cisco Systems
To join the audio portion, enter a callback number in the Audio Conference
dialog box.
Alternatively, you can call into the
meeting by dialing:
1. Toll-Free: (866) 432-9903
2. Enter Meeting ID: 205 343 605
3. Press “1” to join the conference.
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
1
Agenda
 Introduction
 Cisco Priorities
 Gear Up Promotions
[email protected]
 Cisco Capital Year End
Offers
Partner Development Manager
 Resources
Brian Avery
Priors:
President and CEO
Cisco Premier Partner
 Q&A
Director of Sales
Cisco Silver Partner
Financial Analyst
Sprint Corporation
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
2
• A weekly partner briefing series
designed for Cisco Commercial
Territory partners
• Concise, relevant updates on:
Cisco products and solutions
Partner programs and promotions
Partner Enablement – Demand Generation,
Selling Skills, Closing Tools, etc.
• Next Quick Hit Briefing:
WebEx Update - The $$ Opportunity You Are Missing
Thursday Dec 13th, 9:30 ET
https://ciscosales.webex.com/ciscosales/j.php?ED=205794152
&RG=1&UID=0&RT=MiMxMQ%3D%3D
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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Cisco Priorities
1
Leadership in the Core…
Routing / Switching / Services
Mobility
2
Collaboration
3
Data Center / Virtualization / Cloud
4
Video
5
Architectures for Business Transformation
Security
Any - Any
Key Drivers of the Future of the Network
That Strategically Leverage the Power of the Network
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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“Gear Up” for the New Year Opportunity
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
5
Did You
Know?
• There are approximately
70,000 commercial named
accounts in the US?
• There are also more than
2,000,000 non-named
accounts in the US!
• Over 80% of these accounts
have calendar year-ends
• Many have budgets that
must be spent prior to 12-31
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
6
If we aren’t
proactive and
capture that year
end spend, our
competition will.
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
7
Cisco Unified Computing System (UCS) Starter Bundles
Join the UCS Revolution with everything you need to get started. Exceptional performance and scalability
at an incredible price. Multiple B- and C-series bundles. Learn more about UCS
Switching Product Bundles
Ensure your network is ready for the next generation of services on campus and in the data center.
Specially priced Cisco Catalyst Series Switches and Cisco Nexus Series Switches product bundles. Learn
why Catalyst is the #1 switch in the world
Cisco BYOD Smart Solution
Deploy a validated, end-to-end Bring Your Own Device (BYOD) solution with confidence and convenience.
Take advantage of exclusive pricing on wireless and security solutions. Learn more about the BYOD
Smart Solution
Collaboration Promotion
Improve your experience, and your bottom line, by adding video to your voice purchase. Buy a Cisco
Business Edition 6000 and see your savings multiply across the Cisco collaboration portfolio, including
phones and endpoints. Learn more about Cisco Collaboration
Cisco SMARTnet
Cisco SMARTnet Service offers fast, expert, technical support to help resolve critical network issues. Get
three years of Cisco Services SMARTnet 8x5 Next Business Day Service technical support service for the
price of two years (Cisco suggested resale price) for selected products. Learn about the value of
SMARTnet
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
8
Promotion
Customer
Collateral
Impending
Event
PreConfigured
Bundles
Or special
Pricing
Call to Action
Financing
Offer
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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UCS Promotions
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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UCS New Account Breakaway Promotion
Drive UCS New Account acquisition through DC Partners
Offer Summary (U.S. Only):
 Leverage new UCS New Account Breakaway deal registration
promotion (via Cisco Commerce Workspace – CCW)
 Offer up to 70% off list for eligible UCS products, and up to 64% off
list for UCS Smart Play bundles - if customer is verified to be a new
UCS account and opportunity is partner-hunted and developed.
 Translates to 70% - 80% increase for partner hardware margin
 Partner can continue leveraging promotional discounts on follow-on
UCS business for 6 month deal duration
 “New Account” verified by Cisco AM and Channels Program team
 Partner must be UCS Specialized (UCT, DCA or ATP-DCUC)
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
11
B-Series SmartPlay Five Promotions
Part Numbers:
Part Numbers:
• UCS-SP5-ES-B22 (Diskless)
• UCS-SP5-ES-B22HD (w/ HDD)
• UCS-EZ-ENTS-B22 (Expansion Pak)
• UCS-SP5-EV-B200 (Diskless)
• UCS-SP5-EV-B200HD (w/ HDD)
• UCS-EZ-ENTV-B200 (Expansion Pak)
Specifications:
Specifications:
•
•
•
•
•
(2) 6248 Fabric Interconnects
(1) 5108 Chassis w/ Dual
2208XP Fabric Extenders
(2) B22 M3 Blades
• Dual Intel® Xeon® 1.90Ghz
Processors
• 48 GB Memory
• VIC 1240
• Optional 300 GB HDD
B22
Entry
© 2012 Cisco and/or its affiliates. All rights reserved.
•
(2) 6248 Fabric Interconnects
(1) 5108 Chassis w/ Dual
2208XP Fabric Extenders
(4) B200 M3 Blades
• Dual Intel® Xeon® 2.00Ghz
Processors
• 64 GB Memory
• VIC 1240 and VIC 1280
• Optional 300 GB HDD
B200
Value
Part Numbers:
Part Numbers:
• UCS-SP5-SC-B200 (Diskless)
• UCS-SP5-SC-B200HD (w/ HDD)
• UCS-EZ-ENSC-B200 (Expansion Pak)
• UCS-SP5-PR-B200 (Diskless)
• UCS-SP5-PR-B200HD (w/ HDD)
• UCS-EZ-PERF-B200 (Expansion Pak)
Specifications:
Specifications:
•
•
•
•
•
(2) 6296 Fabric Interconnects
(2) 5108 Chassis w/ Dual
2208XP Fabric Extenders
(4) B200 M3 Blades
• Dual Intel® Xeon® 2.00Ghz
Processors
• 128 GB Memory
• VIC 1240 and VIC 1280
• Optional 300 GB HDD
B200
Scale
•
(2) 6296 Fabric Interconnects
(1) 5108 Chassis w/ Dual
2208XP Fabric Extenders
(4) B200 M3 Blades
• Dual Intel® Xeon® 2.90Ghz
Processors
• 256 GB Memory
• VIC 1240 and VIC 1280
• Optional 300 GB HDD
B200
Performance
Cisco Confidential
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C-Series SmartPlay Five Promotions
Part Number:
• UCS-SP5-C22E
Specifications:
Part Number:
• UCS-SP5-C24V
Specifications:
• Dual Intel® Xeon® E5-2420
1.90Ghz Processors
• 32 GB Memory
• MegaRAID 9265CV-8i PCIe Card
• Dual 300-GB SAS HDD’s
• Dual Intel® Xeon® E5-2450
2.1Ghz Processors
• 32 GB Memory
• MegaRAID 9265CV-8i PCIe Card
• Dual 300-GB SAS HDD’s
C22
Entry
C24
Value
Part Number:
• UCS-SP5-C22V
Specifications:
Part Number:
• UCS-SP5-C24P
Specifications:
• Dual Intel® Xeon® E5-2440
2.40Ghz Processors
• 32 GB Memory
• MegaRAID 9265CV-8i PCIe Card
• Dual 300-GB SAS HDD’s
• Dual Intel® Xeon® E5-2470
2.3Ghz Processors
• 64 GB Memory
• MegaRAID 9265CV-8i PCIe Card
• Dual 300-GB SAS HDD’s
C22
Value
C24
Performance
© 2012 Cisco and/or its affiliates. All rights reserved.
Part Number:
• UCS-SP5-C220E
Specifications:
• Dual Intel® Xeon® E5-2650
2.0Ghz Processors
• 64 GB Memory
• LSI 2008 SAS RAID Card
• Broadcom 5709 Quad-Port 1
GbE w/ TOE iSCSI NIC
C220
Entry
Part Number:
• UCS-SP5-C240V
Specifications:
• Dual Intel® Xeon® E5-2665
2.4Ghz Processors
• 64 GB Memory
• MegaRAID 9266CV-8i PCIe
Card
• Cisco UCS P81E VIC
C240
Value
Part Number:
Part Number:
• UCS-SP5-C220V
• UCS-SP5-C240P
Specifications:
• Dual Intel® Xeon® E5-2650
2.0Ghz Processors
• 64 GB Memory
• MegaRAID 9266CV-8i PCIe
Card
• Cisco UCS P81E VIC
C220
Value
Specifications:
• Dual Intel® Xeon® E5-2680
2.7Ghz Processors
• 64 GB Memory
• MegaRAID 9266CV-8i PCIe
Card
• Cisco UCS P81E VIC
C240
Performance
Cisco Confidential
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C-Series + Fabric SmartPlay Five Promotions
Part Number:
Part Number:
Part Number:
Part Number:
• UCS-SP5-ES-C220
• UCS-SP5-EV-C220
• UCS-SP5-EV-C240
• UCS-SP5-PR-C220
C220 Specifications:
C240 Specifications:
C220 Specifications:
• Dual Intel® Xeon® E5-2650
2.0Ghz Processors
• 64 GB Memory
• LSI 2008 SAS RAID Card
• Broadcom 5709 Quad-Port 1
GbE w/ TOE iSCSI NIC
Nexus 3K
Specifications:
• Nexus 3048
• Nexus 3064PQ
Accessory Kit Included
• Dual Intel® Xeon® E52650 2.0Ghz Processors
• 64 GB Memory
• MegaRAID 9266CV-8i
PCIe Card
• Cisco UCS P81E VIC
Nexus 2K
Specifications:
• Nexus 2232PP w/ 16 FET
• 10G Line Extender for
FEX
UCS FI Specifications:
• 48-Port UCS Fabric
Interconnect w/ Unified
Ports
• 12 port licenses
C220
Nexus 3K
© 2012 Cisco and/or its affiliates. All rights reserved.
C220
Nexus 2K
UCS FI
• Dual Intel® Xeon® E52665 2.4Ghz Processors
• 64 GB Memory
• MegaRAID 9266CV-8i
PCIe Card
• Cisco UCS P81E VIC
Nexus 2K
Specifications:
• Nexus 2232PP w/ 16 FET
• 10G Line Extender for
FEX
Part Number:
• UCS-SP5-PR-C240
C220 Specifications:
C240 Specifications:
• Dual Intel® Xeon® E52650 2.0Ghz Processors
• 64 GB Memory
• MegaRAID 9266CV-8i
PCIe Card
• Cisco UCS P81E VIC
• Dual Intel® Xeon® E52665 2.4Ghz Processors
• 64 GB Memory
• MegaRAID 9266CV-8i
PCIe Card
• Cisco UCS P81E VIC
Nexus 5K Specifications:
Nexus 5K Specifications:
• Nexus 5548 UP w/ 32 10GbE
Ports
• Nexus 5548 UP w/ 32 10GbE
Ports
C220
Nexus 2K
Nexus 5K
C240
Nexus 2K
Nexus 5K
UCS FI Specifications:
• 48-Port UCS Fabric
Interconnect w/ Unified
Ports
• 12 port licenses
C240
Nexus 2K
UCS FI
Cisco Confidential
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• Promotion Duration: November 5th, 2012 – January 31st, 2012
• Offer 1: New C22 and C24 Products
Create awareness around the New low End C Series Servers C22 and C24
through a Good. Better, Best marketing approach.
• Offer 2: New Lower Pricing
New GPL’s announced on the C22 and C24 products.
New low end offering to help partners start the discussion around C Series with
new accounts.
Offer 3: Partner Rewards: Fast Track C Series products are aligned to the
baseline Cisco rewards program.
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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Fast Track Recommended Bundles
Cisco C22 Entry Level Bundle
$1600 Net *
• Perfect for seeding UCS into new accounts, including lab application
test environments
• Ideal for Medium-sized Commercial and Public Sector Accounts
• Priced to Compete!
Cisco C22 Dual Processor, 16GB Bundle
$3400 Net*
• Future-proofed compute building block for virtualization and Unified Data
Centers
• Ideal workhorse for standalone business applications including
Collaboration or Exchange
• Highly Flexible Solution
Cisco C24 Dual Processor, 2TB Bundle
$4700 Net*
• Ideal for seeding UCS into new accounts as Web or E-mail server
• Perfect for storage intensive video and multimedia environments
• Mega Storage: Supports up to 24TB!
*Contact your distributor for your final pricing on these bundles.
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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Product ID
Description
Server Bundle Skus
UCSC-DBUN-C220-113
UCS C220 M3 SFF, 1xE5-2609,1x8GB,ROM55,2x650W,SD,RAILS
UCSC-DBUN-C220-111
UCS C220 M3 SFF, 1xE5-2640,1x8GB,ROM55,2x650W,SD,RAILS
UCSC-DBUN-C220-115
UCS C220 M3 SFF, 2xE5-2620,2x8GB,RAID-11,2x650W,SD,RAILS
UCSC-DBUN-C220-110
UCS C220 M3 SFF, 2xE5-2650,2x8GB,9266CV,2x650W,SD,RAILS
UCSC-DBUN-C240-311
UCS C240 M3 SFF2, 1xE5-2609,1x8GB,ROM55,2x650W,SD,RAILS
UCSC-DBUN-C240-313
UCS C240 M3 SFF2, 1xE5-2640,1x8GB,ROM55,2x650W,SD,RAILS
UCSC-DBUN-C240-112
UCS C240 M3 SFF, 2xE5-2620,2x8GB,RAID-11,2x650W,SD,RAILS
UCSC-DBUN-C240-111
UCS C240 M3 SFF, 2xE5-2650,2x8GB,9266CV,2x650W,SD,RAILS
UCSV-EZ-C22-302
UCS C22 M3 SFF, 1xE5-2420,1x8GB,ROM55,1x450W, RAILS
UCSV-EZ-C22-303
UCS C22 M3 SFF, 1xE5-2440,1x8GB,ROM55,1x450W, RAILS
UCSV-EZ-C22-306
UCS C22 M3 SFF, 2xE5-2440,2x8GB,9240-8i,1x450W, RAILS
UCSV-EZ-C22-307
UCS C22 M3 SFF, 2xE5-2450,2x8GB,9240-8i,1x450W, RAILS
UCSV-EZ-C24-322
UCS C24 M3 SFF, 2xE5-2420,2x8GB,9240-8i,2x450W, RAILS
UCSV-EZ-C24-324
UCS C24 M3 SFF, 2xE5-2450,2x8GB,9240-8i,2x450W, RAILS
Accessories
UCSV-MR-1X082RY-A=
8GB DDR3-1600-MHz RDIMM/PC3-12800/dual rank/x4/1.35v
A03V-D146GC2=
146GB 6Gb SAS 15K RPM SFF HDD/hot plug/drive sled mounted
A03V-D300GA2=
300GB 6Gb SAS 10K RPM SFF HDD/hot plug/drive sled mounted
A03V-D1TBSATA=
© 2012 Cisco and/or its affiliates. All rights reserved.
1TB SATA 7.2K RPM SFF HDD/hot plug/drive sled mounted
Cisco Confidential
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Cisco C22 Entry Level Bundle
Aggressively Priced: Under $1,600 Net* to Resellers!
Priced to Compete!
Ideal for Medium-sized Commercial
and Public Sector accounts
Bundle Includes:
 UCS C22 M3 SFF Rack Server
 Intel E5 2420 Processor (6-Core 1.9GHz)
 8GB Memory
 300GB Hard Disk Drive (6Gb SAS 10K SFF)
 RAID (ROM55)
 450W Power Supply
 Supports up to 8 total Hard Drives
(146GB, 300GB & 1Terabyte)
 Rail Kit Included (Rack-Ready)
* Suggested Net price to Reseller is after all partner discounts
* Contact your Authorized Cisco Distributor for final pricing
© 2012 Cisco and/or its affiliates. All rights reserved.
Perfect for seeding UCS into new
accounts, including lab application
test environments
Eligible for UCS New Account Breakaway
and OIP/TIP/SIP for even better pricing!
CCW Part Number
UCS-C22-MID-RACK
Distributor Part
Number
Qty(1) Cisco P/N: UCSVEZ-C22-302
Qty (1) Cisco P/N: A03VD300GA2=
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Cisco C22 Dual Processor, 16GB Bundle
Aggressively Priced: Under $3,400 Net* to Resellers!
Highly Flexible Solution
Future-proofed Compute building block for
virtualization and Unified Data Centers
Ideal workhorse for standalone business
applications including Collaboration or Exchange
Bundle Includes:
 UCS C22 M3 SFF Rack Server
Eligible for UCS New Account Breakaway
for even better pricing!
 Dual Intel E5 2440 Processors (6-Core 2.4GHz)
and OIP/TIP/SIP
 16GB Memory
 300GB Hard Disk Drive (6Gb SAS 10K SFF)
 RAID (LSI MegaRAID 9240-8i)
 450W Power Supply
 Supports up to 8 Hard Drives
CCW Part Number
(146GB, 300GB and 1Terabyte)
 Rail Kit Included (Rack-Ready)
UCS-C22-2P-16GB
* Suggested Net price to Reseller is after all partner discounts
* Contact your Authorized Cisco Distributor for final pricing
© 2012 Cisco and/or its affiliates. All rights reserved.
Distributor Part Number
Qty(1) Cisco P/N: UCSV-EZC22-306
Qty (1) Cisco P/N: A03VD300GA2=
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Cisco C24 Dual Processor, 2TB Bundle
Aggressively Priced: Under $4,700 Net* to Resellers!
Mega Storage: Supports up to 24TB!
Ideal for seeding UCS into new
accounts as Web or E-mail server
Bundle Includes:
 UCS C24 M3 SFF Rack Server
 Dual Intel E5 2450 Processors (8-Core
2.1GHz)
 16GB Memory
 Dual 1TB Hard Disk Drives (1TB SATA 7.2K
RPM SFF)
 RAID (LSI MegaRAID 9240-8i)
 Dual 450W Power Supplies
 Supports up to 24 Hard Drives (146GB,
300GB and 1Terabyte) for up to 24TB !
 Rail Kit Included (Rack-Ready)
* Suggested Net price to Reseller is after all partner discounts
* Contact your Authorized Cisco Distributor for final pricing
© 2012 Cisco and/or its affiliates. All rights reserved.
Perfect for storage intensive video and
multimedia environments
Eligible for UCS New Account Breakaway
and OIP/TIP/SIP for even better pricing!
CCW Part Number
UCS-C24-16GB-2TB
Distributor Part
Number
Qty(1) ) Cisco P/N: UCSVEZ-C24-324
Qty (2) Cisco P/N: A03VD1TBSATA=
Cisco Confidential
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Core Promotions
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
21
• Objective: Grow your Cisco Wireless business by leveraging
these offers to compete against other vendors to close deals
Target: SMB and Mid-market customers
• Promotion Duration: 2 quarters, November 15th – April 27th.
• Offer 1: NEW: Access Points Up To an additional 5 pts discount on NEW 2600 series provides a more
feature-rich option for mid-market customers with more sophisticated wireless
networking needs
• Offer 2: NEW: Virtual Wireless LAN Controller (vWLC)
Up to an additional 5 Pts discounts on NEW Virtual Wireless Controller - cost
efficient alternative to investment in hardware controller. Helps to graduate
customers from autonomous networks
• Offer 3: NEW: Lower Pricing on the 2500-Series Controllers
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
22
Part Number
AIR-CAP2602I-X-K9
AIR-CAP2602I-XK910
AIR-CAP2602E-X-K9
AIR-CAP2602E-XK910
AIR-SAP2602I-X-K9
AIR-SAP2602I-XK9-5
AIR-SAP2602E-X-K9
AIR-SAP2602E-XK9-5
Virtual Wireless Controller
L-AIR-CTVM-5-K9
L-LIC-CTVM-1A
L-LIC-CTVM-5A
L-LIC-CTVM-25A
2500 Series - No Additional
Discount
AIR-CT2504-5-K9
AIR-CT2504-15-K9
AIR-CT2504-25-K9
Note: No change to AIRCT2504-50-K9
L-LIC-CT2504-5A
L-LIC-CT2504-25A
© 2012 Cisco and/or its affiliates. All rights reserved.
US List Price
$1,095.00
$10,950.00
$1,195.00
$11,950.00
$1,095.00
$5,475.00
$1,195.00
$5,975.00
$750.00
$150.00
$750.00
$3,750.00
Call your Distributor for Pricing.
$1,295.00
$3,895.00
$6,495.00
$12,995.00
$1,300.00
$6,500.00
Cisco Confidential
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Competitive Trade-In Offer
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
24
• Upfront trade-in credit
• Accelerated credits for up-selling to Catalyst 3K / 4K / 6K and ISR 2900 / 3900
12% credit for HP switches trade-ins, 8% for all other competitors
Trade-In
Any Switch
Any Router
Any Indoor AP
Any Outdoor AP
Trade-To
HP (ProCurve, 3Com, H3C)
Other Competitors
Cisco Catalyst 2960/2960S
Catalyst 3K/4K/6K
ISR 800 / ISR 1900
ISR 2900
ISR 3900
Aironet 600 Series
OfficeExtend AP
Any 802.11n Indoor AP
Any 802.11n Outdoor AP
6%
12%
4%
8%
4%
8%
10%
$62
$100
$400
• Simplified Trade-in process
80% reduction in trade-in (TRD) descriptors for switching
Partners only need vendor and switch type (fixed or modular) and # of ports!
• Combine AIP/OIP/TMP/VIP/TAP to maximize profit margins
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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Before
• Must match a competitive Trade-in
SKU (TRD) for every competitive
model / type
Now
• Competitive TRDs are based on
number of ports (not model)
• Partners provided upfront with
• Partners must wait for Cisco AM to
assign and approve eligible trade-in
credit
Not all competitive models included
eligible trade-in credit
Every competitive model included
Very easy to navigate and match
TRDs to competitive models
Very difficult to navigate and match
TRDs to competitive models
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
26
Combining Other
Credits and
Rebates
• Please note, some products
may not be eligible for these
programs
• Please contact your Cisco
AM for additional details
specific to your theater or
region
Partner Program
AIP, OIP
*
VIP*
TAP*
TMP
© 2012 Cisco and/or its affiliates. All rights reserved.
*
US / Canada




Cisco Confidential
27
• Nine Named Competitors, all others will be covered under “Other” category
• 80% reduction in trade-in TRD’s for switching
Manufacturer
Trade-in SKU's
Manufacturer
Trade-in SKU's
Alcatel
Huawei / H3C
Enterasys
Hewlett-Packard
Nortel
3Com
Foundry
Extreme
Juniper
All Others
81
70
55
44
43
42
37
36
16
39
Alcatel
Huawei / H3C
Enterasys
Hewlett-Packard
Nortel
3Com
Foundry
Extreme
Juniper
All Others
6
6
6
6
6
6
6
6
6
6
Grand Total
462
Grand Total
60
HP Competitive TRD’s
TRD-HPP-FIX-14port
TRD-HPP-FIX-28port
TRD-HPP-FIX-52port
TRD-HPP-MOD-24port
TRD-HPP-MOD-48port
TRD-HPP-MOD-49+port
© 2012 Cisco and/or its affiliates. All rights reserved.
Description
HP-Any Fixed Switch, FE/GE, upto 14 ports
HP-Any Fixed Switch, FE/GE, 15-28 ports
HP-Any Fixed Switch, FE/GE, 29-53 ports
HP-Any Mod Switch/sups, FE/GE, upto 24 ports
HP-Any Mod Switch/sups, FE/GE, 24-48 ports
HP-Any Mod Switch/sups, FE/GE, 49+ ports
Cisco Confidential
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Example:
• Customer is trading-in HP switches and purchasing Cisco Catalyst 3K switches
• Please note –
TAP rebate applies if cumulative TMP credits are $10,000 or higher over six months period
Partner discount and OIP discount are for illustration purposes only
US / Canada Theater
List price (Catalyst 3K)
Partner discount
Partner OIP discount
TMP credit (12%)
Partner net price
TAP Rebate (10% TMP)
VIP Rebate (4% Net)
Adjusted partner net price
Final Partner Discount
© 2012 Cisco and/or its affiliates. All rights reserved.
OIP Deal
$100,000
45%
$55,000
$2,200
$52,800
47%
TMP Deal
$100,000
35%
$12,000
$53,000
$1,200
$2,120
$49,680
50%
OIP+TMP Deal
$100,000
45%
$12,000
$43,000
$1,200
$1,720
$40,080
60%
Cisco Confidential
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• Upsell to Catalyst 3K / 4K / 6K
Please note, Partner discount and OIP discount are for illustration purposes only
US / Canada Theater
List price
OIP+TMP (C3K)
OIP+TMP (C2K)
$100,000
$100,000
45%
45%
TMP credit (C3K=12%, C2K-6%)
$12,000
$6,000
Partner net price
$43,000
$49,000
TAP Rebate (10% TMP)
$1,200
$600
VIP Rebate (C3K=4%, C2K=2% Net)
$1,720
$980
$40,080
$47,420
60%
52.6%
Partner OIP discount
Adjusted partner net price
Final Partner Discount
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
30
• All Cisco-registered partners are eligible for the TMP Program
• This promotion is available through Jan-31-2012
• Sign-up / enroll in annual TMP Program
• Register your OIP+TMP deals
• The TMP program allows trade-in for like technologies only (e.g. routers-routers)
• Partners must load competitive trade-in info and quantity to TMP tool
• AM’s/CAM’s deal approval is required – but will adhere to trade-in credit
guidelines
• TMP quotes are valid for a period of 120 days from quote approval
• Customers must return competitive equipment to Cisco
• Check with your Cisco Channel Account Manager for additional details
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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Transform Your Network Promotion
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
32
Transform the Network Promotion
Transform The Network
Transform The Network –
Enhanced and Extended
Product Bundles
Catalyst 6500 Sup2T, Catalyst
4500, Nexus 7000, Nexus
5000/2000
+ Catalyst 6500 Service
Module bundles, additional
Nexus 7000 and Nexus
5000/2000 bundles
Cisco Capital
Payment deferral and leasing
Payment deferral and leasing
Services
Technical and Advanced
Services
+ Collaborative Professional
Services (CPS)
Incentives
(OIP/TIP)
Up to 2.5% off list
Up to 2.5% off list
Offers
Expiration Date
© 2012 Cisco and/or its affiliates. All rights reserved.
Extended to January 26, 2013
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Maximize Your Profit
Specially Priced
Transform the Network
Product Bundles
Flexible Bundles:
Up to 46% savings over
a la carte
Product Configurations
Broad Offerings
Opportunity Incentive
Program (OIP) &
Teaming Incentive
Program (TIP)
Additional Discounts
above and beyond normal
8% OIP/TIP discounts on
targeted product families
(including specially priced
Transform the Network
Bundles)
Additional
Discount
off Net
Additional
Discount
off List
Catalyst 6500 Cisco
Nexus 7000 Series,
DCSS, ENBUNAM,
AIRCTA
5%
2.5%
Catalyst 4500
4%
2%
Product Family
• Campus:
Catalyst 6500
Catalyst 4500
• Data Center:
Cisco Nexus 7000 Series
Cisco Nexus 5000 Series
Cisco Nexus 2000 Series
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Nexus 5000
Series
Cisco Nexus 2000
Series Series
Cisco VIP and
Technology Migration
Program (TMP)
Stack Bundle pricing,
OIP/TIP discounts, VIP
and TMP incentives for
Migrating legacy
Network Equipment
Simplified Process
• Predictable rebates
• Rewards for up sell
• Stack incentive with
other promotions
3%
1.5%
Cisco Confidential
34
Eligible Products and OIP/TIP Discounts
Product Family
Discount off List Price
Cisco Nexus 7000 series
Catalyst 6500
DCSS (ASA Module)
ENBUNAM (NAM3 Module)
AIRCTA (WiSM2 wireless Module)
2.5%
Catalyst 4500
2%
Cisco Nexus 5000 Series
Cisco Nexus 2000 Series
1.5%
The discounts announced at Partner Summit referred to “net discounts” of 5%,
4%, and 3% off of these products (referring to a discount, after the OIP/TIP
discount was granted).
What this translates to in terms of “list discounts” for implementation is a range of
1.5% - to 2.5% for OIP/TIP registrations off of these products - which you see in
the chart above.
© 2012 Cisco and/or its affiliates. All rights reserved.
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35
List Price
Bundle
List Price
Savings
6503E Chassis, Sup2T, Fan Tray,
IP Services Image
$40,995
$30,500
26%
VS-C6504E-SUP2T
6504E Chassis, Sup2T, Fan Tray,
IP Services Image
$41,000
$31,000
24%
VS-C6506E-SUP2T
6506EChassis,Sup2T, Fan Tray,
IP Services Image
$43,995
$34,000
23%
VS-C6509E-SUP2T
6509E Chassis, Sup2T, Fan Tray,
IP Services Image
$47,995
$38,000
21%
VS-C6509VE-SUP2T
6509VE Chassis, Sup2T, Fan Tray,
Cable Chassis Management,
IP Services Image
$48,995
$40,000
18%
VS-C6513E-SUP2T
6513E Chassis, Sup2T, Fan Tray,
IP Services Image
$55,400
$44,000
21%
Bundle
Description
VS-C6503E-SUP2T
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
36
List Price
Bundle
List Price
Savings*
ASA Services Module for Catalyst
6500-E
$115,000
$97,750
15 %
WS-SVC-NAM3KS2T-K9
Cisco Catalyst 6500 Series NAM-3
2T
$59,000
$53,100
10 %
WS-SVC-WISM2-K5-K9
Wireless Services Module: WiSM2: w/ 500 AP Support License
$84,995
$80,745
5%
WS-SVC-WISM2-KK-K9
Wireless Services Module: WiSM2: w/ 1,000 AP Support License
$167,995
$159,595
5%
Bundle
Description
WS-SVC-ASASM1B-K9
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
37
List Price
Bundle
List Price
Savings
WS-C4503E-S7L+48V+
4503-E Chassis, Sup7L-E,
One WS-X4648-RJ45V+E,
LAN Base
$20,485
$11,000
46%
WS-C4506E-S7L+96V+
4506-E Chassis, Sup7L-E,
Two WS-X4648-RJ45V+E,
LAN Base
$31,900
$18,000
44%
WS-C4507RE+96V+
WS-C4507R+E Chassis, Sup7L-E,
Two WS-X4648-RJ45V+E,
LAN Base
$33,980
$22,000
35%
$47,980
$33,000
31%
Bundle SKU
Description
4510R+E Chassis, Sup7-E,
WS-C45010RE-S7+96V+ Two WS-X4748-RJ45V+E,
LAN Base
UPOE Upgrade on any bundle is available at $1,500 / Line Card
So at $1,500 for the fist bundle, and at $3,000 for the last three bundles
© 2012 Cisco and/or its affiliates. All rights reserved.
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Transform Your Network Promotion
Note: Power Supplies must be configured separately in all new N7K Sup2/Sup2E Bundles
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
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Transform Your Network Promotion
Migration Max
PIN
Ports
1/10G
SFP+
1/10G
SFP+
1/10G RJ45
1/10G RJ45
100M/1G
RJ45
100M/1G
RJ45
Storage
Bundle
Bundle
Description
List Price
Bundle
Price Savings
128
Nexus 5548UP/Expansion
N5548UPM-4N2232PF Module/4xN2232PP/64xFET
$92,800
$74,000
20%
128
N5596UP-4N2232PF
Nexus
5596UP/4xN2232PP/64xFET
$92,800
$74,000
20%
N5548UP-4N2232TF
Nexus
5548UP/4xN2232TM/64xFET
$87,600
$78,000
11%
N5596UP-6N2232TF
Nexus
5596UP/6xN2232TM/96xFET
$129,800
$110,000
16%
N5548UP-4N2248TF
Nexus
5548UP/4xN2248TP/32xFET
$69,600
$56,000
20%
288
N5596UP-6N2248TF
Nexus
5596UP/6xN2248TP/48xFET
$102,800
$81,000
21%
96
N5596UP Storage Solutions
N5K-C5596UPM-B-S96 Bundle, 96 port
$86,400
$56,000
35%
128
192
192
© 2012 Cisco and/or its affiliates. All rights reserved.
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Nexus ASA Bundle
Bundle PID
Bundle Description
N7010-ASAS60-K9
Nexus 7010 Bundle with ASA 5585-X SSP-60 bundle
N7K-C7010-BUN
36% price-advantaged bundle includes
• 1- 7010 chassis
• 1- Sup1
• 3 - 46 Gbps/slot fabric modules
• 2- 6 KW AC power modules
© 2012 Cisco and/or its affiliates. All rights reserved.
ASA5585-S60-2A-K9
13% price-advantaged bundle includes
• 1 - ASA 5585-X chassis
• 1 - 40 Gbps firewall SSP-60 module
• 4 - Dual 1G/10G SFP/SFP+ ports
• 6 - 10/100/1000 ports
• 2 - 1.2 KW AC power supplies
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Smart BYOD Solution
© 2012 Cisco and/or its affiliates. All rights reserved.
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42
• Validated “bring-your-
own-device” solution
Workspace Productivity
Applications
WebEx,
Workspace Management
Mobile D
Manage
Secure Mobility
AnyCon
Adaptive
Applianc
Policy Management
Identity
Engine (
Core Infrastructure
Wired a
Cisco P
Infrastru
• Turnkey solution from planning
through implementation
and support
• Integrated roadmap to drive
Unified Access
solution value and protect
customer investment
• Modular building block approach
• Spans the use-case spectrum
© 2012 Cisco and/or its affiliates. All rights reserved.
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43
BYOD Smart Solution Promotional
Pricing
UP TO
60%
Wireless (WLAN)
ISE
AnyConnect
ASA 5500-X
Cisco Prime
OFF
OBJECTIVE
Reward Cross Technology
Selling Behavior in the
BYOD Smart Solution
© 2012 Cisco and/or its affiliates. All rights reserved.
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44
BYOD Smart Solution Promotional
Pricing
Two Requirements: Product Mix
Both Wireless and ISE Products Must Be
in the Bill of Materials (BOM) to Qualify
Requirement
1
+
Wireless
Must Be in
BOM
ISE
ISE Must Be at Lease 20% of the
Eligible Products in the BOM to Qualify
Requirement
2
Must Be
ISE
© 2012 Cisco and/or its affiliates. All rights reserved.
20%
of the Eligible Products
Cisco Confidential
45
Example: Qualifying and Non-Qualifying BoM
Qualifying
Non-Qualifying
Exceeds
20% ISE
Requirement
Wireless
in BOM
Does Not
Meet 20% ISE
Minimum
10%
WLAN
ISE
20%
ISE
ASA,
AnyConnect,
Prime
ASA,
AnyConnect,
Prime
No Wireless
in BOM
© 2012 Cisco and/or its affiliates. All rights reserved.
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46
Partner Eligibility
• One of the following
Cisco specializations*:
Advanced Borderless Network
Architecture Specialization
Advanced Wireless LAN Specialization
• One of the following
Cisco certifications:
Gold, Silver, Premier, or Select
Managed Services
(Master, Advanced, or Express)
Advanced Security Specialization
*Note: Wireless ISE is included in the promotional pricing.
Base and Advanced ISE SKUs require ISE Authorized Technology Provider (ATP) Program.
© 2012 Cisco and/or its affiliates. All rights reserved.
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47
• Duration of promotional pricing: October 29, 2012 through April 27, 2013
• The last day to register a deal is April 27, 2013
• The last day for bookings is July 27, 2013
• For complete details: www.cisco.com/go/byodpromotion
© 2012 Cisco and/or its affiliates. All rights reserved.
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Collaboration Offers
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
49
Collaboration Breakaway PLUS
All Collaboration Products, Including:
Collaboration Applications
and Customer Collaboration
(Contact Center, WebEx,
Jabber, etc.)
Eligible Competitors:
For Unified Communications:
Avaya, Microsoft, Mitel, Siemens
TelePresence*
For Telepresence:
Cisco Unified Workspace Licensing
and Cisco Unified Communications
Software Subscription
Unified Communications
and Gateways
Polycom, LifeSize, Teliris
More Information:
www.cisco.com/go/cbplus
Other Products Will
Receive OIP-Equivalent
Discounts
© 2012 Cisco and/or its affiliates. All rights reserved.
* Including TelePresence Content Server products and services
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50
Baseline and Accelerator Discount
Structure
Baseline*
Voice and Video
Accelerator
Collaboration
Accelerator**
Total Discounts
Up to
64%
65%
Special Incentives
Seed-And-Grow Offer
Virtualization Experience Client | Unified Computing System (UC SKUs) | Cisco
Unified Workspace Licensing Migration SKUs | Cisco Unified Border Element |
TelePresence Touch | TelePresence Server | TelePresence Management Suite
| Business Edition 6000 100 User Workspace Bundle | Packaged CCE
TelePresence EX60 4 for 2
*Baseline and Accelerator Discounts Apply to All Eligible Products; Accelerators Can be Used Independently or In Combination
** UCSS Required if Available Minimum of 10% of BOM List Price
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Midmarket Collaboration
Promotion Product Discounts - Overview
*Orderable from October 11, 2012 | Registrations Allowed Until July 27, 2013
United
States
60%
United States
65%
Deal
Protection!
© 2012 Cisco and/or its affiliates. All rights reserved.
* Offer varies by region
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What’s the Difference?
Collaboration Breakaway
PLUS
Midmarket Collaboration
Promotion
 Focus on Midmarket Collaboration
Architectural
Approach
 Focus on full Enterprise
Simplified
Qualifying
 Competitive displacement of call
 ANY new opportunity, competitive
control, voicemail, IM/Presence, web
conferencing, TelePresence
 Upgrade to current UCM release,
phone models, video endpoints

Enhanced
Discount
Structure
 Accelerators for competitive

Faster approval
 All deals approved by Promotion
displacement and Cisco Unified
Workspace Licensing; voice, video and
collaboration applications
 Services Discounts
 Special incentives, ‘seed-and-grow’
incentives, [email protected] discounts
Manager, AM & PAM
© 2012 Cisco and/or its affiliates. All rights reserved.
product portfolio
Collaboration portfolio at the onset.


displacement or migration from earlier
versions of Cisco Call Manager
platforms
Qualify by selling the Cisco
Business Edition 6000
Simplified Discount Structure – no
accelerators to qualify
All deals get the same discount
Enhanced discounts on additional
collaboration licenses, applications and
TelePresence infrastructure
 Single step qualification & approval
– usually within 24 hours.
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53
Product Discounts
Detail
Cisco Business Edition 6000 Bundle* (required)
United
States
60%

Cisco Unified Workspace License (UWL) - 50 and 100 user

Cisco Unity Connect License (UCL) – 50 and 100 user
Additional Licenses

Cisco Unity Connect Licenses (UCL)
Cisco WebEx Meeting
Telepresence Systems

Cisco TelePresence MX300
Cisco TelePresence EX90
Cisco TelePresence MX200
Cisco TelePresence EX60
Cisco TelePresence SX20 QuickSet
Video Phone Series & Endpoints

Cisco Unified IP Phone 9900
Cisco TelePresence Touch 8
Cisco Unified IP Phone 8900
Voice IP Phone Series
Important
Discounts will vary across
different regions; see Partner
Central Site for details
*Business Edition 6000 Bundles
include video call control
Not combinable with other offers
VIP will apply; OIP discount
available on all other products
© 2012 Cisco and/or its affiliates. All rights reserved.

Cisco Unified IP Phones: 7900
Cisco Unified SIP Phone 3905
Cisco Unified IP Phone 6900
Voice & Unified Communication Gateways

ISR 2900 Products (cards, DSPs, bundles)

Voice Gateways: VG202, VG204, VG224, VG3500 Series

Cisco Unified Border Element (CUBE) on ISR

SRST – 800 Series, 1800 series

Cisco VXML Gateway
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Additional Discounts on Selected
Products DetailTelePresence Infrastructure
United
States
65%

Cisco Video Communications Server Expressway (VCS-E)

Cisco TelePresence MCU 5310

Cisco TelePresence Content Server (TCS) - SMB Edition
Additional Licenses & Subscriptions

Cisco Unified Workspace License (UWL)
 Cisco Unified Communications Software
Subscription (UCSS)
Cisco Unified Contact Center Express (UCCX)
Important
Discounts will vary across
different regions; see Partner
Central Site for details
*Business Edition 6000 Bundle
must be purchased to qualify
Not combinable with other offers
VIP will apply; OIP discount
available on all other products
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco UC 9 and 3 Upgrade Offer
What:
 Upgrade to Unified Communications Manger 7.1 (5) or UC 8.x or 9.0
using a new bundled package offer of $9/user* for license, and 3 year
Unified Communications Software Subscription** (UCSS) at standard
pricing
 9 & 3 Upgrade Offer can be combined with other promotions and
standard discounts***
When:
 Offer available April 5, 2012 - April 5, 2013
* Exception: $18 per user for Cisco Unified Communications Manager Business Edition upgrade pricing where user licensing includes Unity Connection
**Exception: Higher education and government institutions that cannot commit to more than one year; Cisco Unified Communications Essential Operate
Service (ESW) is required with UCSS.
***Please note that the 9 and 3 Upgrade Offer for Cisco Unified Attendant Consoles cannot be combined with Cisco Collaboration Breakaway PLUS
Promotion
(other standard discounts and promotions may be applied). All other eligible products in the 9 and 3 Upgrade Offer can be combined
with Cisco
Cisco Confidential
© 2012 Cisco and/or its affiliates. All rights reserved.
Collaboration Breakaway PLUS.
56
Cisco UC 9 and 3 Upgrade Offer
 Eligible products for 9 and 3 Upgrade Offer:
-
Cisco Unified Communications Manager
-
Cisco Unified Communications Manager Express (upgrade to Cisco
Unified Communications Manager)
-
Cisco Business Edition 5000 and 6000
-
Cisco Unity Connection and Cisco Unity to Cisco Unity Connection
8.x or 9.0, which includes high availability at no additional cost (offer
does not apply to Cisco Unity 8.0)
-
Cisco Unified Presence
-
Cisco Emergency Responder
-
Cisco Unified Enterprise or Business Attendant Console
© 2012 Cisco and/or its affiliates. All rights reserved.
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57
• Making available IM and Presence to
Unified Communications Manager
customers at no additional license
cost
IM and presence for all users, not only those
with a Cisco IP Phone
Enables all “click-to-x” user experiences
• Cisco Unified Presence licenses at
no additional cost for Unified CM
(7.1+) customers
• Jabber IM client licenses at no
additional cost for all users and any
device PC, Mac, Tablet or
smartphone
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Jabber Now Promotion
Cisco Jabber for 7.1.5 and 8.x Promotion
The promotion allows existing customers to take advantage of all the great features and
capabilities of Cisco Jabber on their choice of platform (desktop, smartphone, tablet) at a very
attractive price point.
• The Promotion is for customers:
1) Adding new users to an 7.1.5 or 8.x deployment – Get an Enhanced UCL plus their choice
of Jabber client* for $210
2) Deploying Jabber to existing 7.1.5 or 8.x Enhanced UCL or CUWL Standard users – Get
an adjunct license with their choice of Jabber client* for $95
* Jabber client choice includes Windows, Mac, Android, iPhone or iPad.
Terms & Conditions:
•
•
•
Promotion available from September 5th, 2012 through July 27, 2013
The promotion can be combined with other promotions like Collaboration Breakaway Plus as well as MDM. Value
Proposition (Immediately more competitive, simpler)
To place an order, you do not need a special discount code/instructions to take advantage of this promotion. The SKUS
and prices are reflected in the global price list. There are specific Cisco Jabber Now Offer SKUs for both CUCM and
BE6K.
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Jabber Now for CUCM 7.1.5 or 8.x
One Device
Add a new
user
Enhanced UCL + Jabber Bundle
$210
Enhanced UCL + Jabber Bundle
$210
CUCM SKU: LIC-CUCM-ENH-PROMO
BE6K SKU: LIC-BE6K-ENH-PROMO
CUCM SKU: LIC-CUCM-ENH-PROMO
BE6K SKU: LIC-BE6K-ENH-PROMO
Use existing Enhanced UCSS SKUs
Add a
Jabber client
to an
existing
Enhanced
UCL user
Add a
Jabber client
to an
existing
CUWL user
Two Devices
Enhanced UCL users with
active UCSS will be entitled to
Jabber at no additional cost.
Adjunct License + Jabber Bundle
$95
SKU: ADD-JAB-TO-ENH
Use new Enhanced Plus UCSS SKUs
Adjunct License + Jabber Bundle
$95
SKU: ADD-JAB-TO-ENH
Enhanced UCL users may
choose to replace their existing
device with Jabber.
CUWL users with active UCSS will
be entitled to Jabber at no
additional cost.
CUWL users may choose to
replace an existing device or add
Jabber as a device if they have not
reached their max device limit.
© 2012 Cisco and/or its affiliates. All rights reserved.
Use new Enhanced Plus UCSS SKUs
CUWL users with active UCSS
may add Jabber as a device if
they have not reached their max
device limit.
No additional UCSS required
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Services Promotions
© 2012 Cisco and/or its affiliates. All rights reserved.
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61
Cisco SMARTnet “3 for 2” Offer
Purchase three years of Cisco SMARTnet 8x5 next-business-day technical
support service for roughly the price of two years (Cisco suggested resale
price) for selected products.
Dates Available October 29, 2012 - April 27, 2013
Product
Eligibility
Most Fast Track products, and Limited Lifetime Warranty (LLW) and
Enhanced Limited Lifetime Warranty (ELLW) products; see the ordering
guide for a list of SKUs
Eligible Partners All Cisco registered and certified partners
Primary
Benefits
Learn More
© 2012 Cisco and/or its affiliates. All rights reserved.
Purchase three years of Cisco SMARTnet Service for the price of two
years (suggested resale price).
Cisco SMARTnet Service gives your customers:
• Direct access to Cisco engineers
• Operating system updates and upgrades
• Online tools and resources
• Fast and simple hardware replacement
http://www.cisco.com/web/partners/incentives_and_promotions/smar
tnet_3_for_2_promo.html
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Cisco Capital Promotions
© 2012 Cisco and/or its affiliates. All rights reserved.
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63
Sec. 179 Deduction - The Greatest
Year End Closing Tool Ever!
What is the Section 179 Deduction?
• Section 179 of the IRS tax code allows businesses to
deduct the full purchase price of qualifying equipment
and/or software purchased or financed during the tax
year.
• That means that if you buy (or lease) a piece of qualifying
equipment, you can deduct the FULL PURCHASE PRICE
from your gross income.
With the IRS Sec. 179 regulation a customer can purchase up
to $500,000 and write off 100% of it in the current tax year
instead of depreciating it over 3-7 years.
And with Cisco Capital, they can finance the purchase, making
for a net positive cash flow transaction the first year!
Learn more: http://www.section179.org/
© 2012 Cisco and/or its affiliates. All rights reserved.
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Financing Completes the Cisco Solution
Hardware
and Software
Cisco Capital
Financing
Best-in-Class
Technology
Solution
Some 3rd
Party Products
Cisco Support
and Service;
Some Partner
Lifecycle
Services
Cisco Capital Financing Is a Critical Component
of Today’s Complete Technology Solution
© 2012 Cisco and/or its affiliates. All rights reserved.
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Gear up for the New Year!
But, don’t turn your back on 2012
Michael Schlossberg
Mike Ossolinski
Financial Solutions Manager
Inside Finance Manager
Cisco Capital
Cisco Capital
© 2012 Cisco and/or its affiliates. All rights reserved.
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66
Situation:
Your customer has money left
in their annual budget. It’s your mission to
help them spend it… But, what if it isn’t
enough?
Solution:
Tiered Payments.
Capture their 2012 budget AND pull forward
2013 opportunites
© 2012 Cisco and/or its affiliates. All rights reserved.
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• Overlooked fact in the Cisco world: Most US
companies have a December 31st year
end… Is the 2013 Budget Set Yet?
• Solution:Defer, Defer, Defer
It’s time for action: Get involved in the 2013
budgeting process.
© 2012 Cisco and/or its affiliates. All rights reserved.
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• Section 179: Get the tax benefit but
don’t pay for the equipment?
It’s a win-win!
• Bargain Hunters:
Is there a creative
way to leverage year end AND maintain
your margin?
Work with your Cisco sales team!
© 2012 Cisco and/or its affiliates. All rights reserved.
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Grow Your Deals!
“…The Average Spend Increase
When Financing Is Included Is 34%!”*
Original
Deal Value
$100K
Deal Size
Increase
+
34%
Financed
Deal Value
=
$134K
*Data Specific to Financing for SMBs with $100–$500K in Annual IT Spend, According to:
The Yankee Group, 2006 US Small and Medium Business IT Infrastructure Survey; the Yankee Group Defines
"SMB" as Companies with Fewer Than 1000 Employees
© 2012 Cisco and/or its affiliates. All rights reserved.
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Cisco Capital FY13
Financing Offers
Cisco Multi-Year Services
Subscription-based Cisco Technical and Advanced
Services Expires: July 27, 2013
Collaboration Breakaway PLUS
Cisco Collaboration solutions via competitive
replacement with attractive rates as low as 0% for 2
yrs, 1% for 3 yrs, 2% for 4 yrs & 3% for 5 yrs.
Expires: January 26, 2013
3-Month Payment Deferral
3-month no payment no interest deferral offer on
all Cisco hardware, software and bundled services
Expires: July 27, 2013
SMB Customer Financing
3-year, 3% financing for up to $250K for U.S. small
and mid-sized customers for all Cisco hardware,
software and bundled services. Expires: July 27, 2013
© 2012 Cisco and/or its affiliates. All rights reserved.
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71
Cisco’s Three for Three Financing
• 36 Month Lease @ 3% Finance Rate
• Customer owns the solution at the
end of the 36-month term
• Available now for ALL Cisco Hardware
• Provides financing amounts up to
$250,000 per customer
• Offer valid for SMB sub-250 accounts
• Three years of Cisco SMARTnet®
Service at 3% or one-year service
(cash option only)
• Offer available through July 31st,
2013
© 2012 Cisco and/or its affiliates. All rights reserved.
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72
grow i.t. Partner Portal
• Why Financing
• Partner Programs
• End User Offers
• Quoting Tools
• Reference Guide
• Best Practices
Click
to Chat
www.cisco.com/go/growit
© 2012 Cisco and/or its affiliates. All rights reserved.
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73
Cisco Capital can provide you with the
tools and resources to help you
quickly close your deal.
• Visit www.cisco.com/go/growit/ for
resources and information
• Visit the Contacts Section for
local/regional Cisco Capital contacts
© 2012 Cisco and/or its affiliates. All rights reserved.
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74
Recap, Resources, Call to Action
© 2012 Cisco and/or its affiliates. All rights reserved.
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75
Customer Positioning
Specifics
Promo Name
UCS Starter Bundles
Join the UCS Revolution – Everything you
need to get started. Exceptional performance
and scalability at an incredible price! Multiple
B- and C- series bundles.
Smart Play Five
Promotion
BYOD Smart Solution
Increase productivity by letting employees
connect anytime, anywhere with secure access
and deploy a validated, end-to-end, "bring your
own device" (BYOD) solution with confidence
and convenience. Take advantage of special
pricing on wireless and security.
BYOD Smart
Solution
Promotion
(click link above)
(click link above)
• Up to 62% list price reduction on pre-configured
bundles
• B22 value and B200 scale & performance bundles
• C22, C24, C220, C240 Entry, Value, Performance
• Suggested Focus on B200 Value bundle
UCS-SP5-EV-B200 HD (w/HDD)
• Quoting deadline December 31, 2012
• Up to 60% discounts to partners:.
• Cisco Identity Services Engine (required in BOM)
• Cisco Wireless LAN products (required in BOM)
• BYOD Cisco Prime (optional in BOM)
• BYOD Cisco ASA 5500 Series (Optional in BOM)
• Partners must hold an advanced Wireless, Security
or BN specialization
• Both ISE and wireless SKUs must be included in
every BOM
• At least 20 percent of BOM must consist of ISE
• Offer available through April 23, 2013
(all discounts are partner discounts unless otherwise noted)
© 2012 Cisco and/or its affiliates. All rights reserved.
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76
Customer Positioning
Switching Product Bundles
Ensure your network is ready for the next
generation services in the campus and data
center. Specially priced Catalyst and Nexus
product bundles.
Specifics
Name/More Info
Project Keystone Transform Your
Network
Promotion
(click link above)
Switching Product Bundles
Ensure your network is ready for the next
generation services in the campus and data
center. Specially priced Catalyst and Nexus
product bundles.
Nexus 7K + ASA
Bundle
Collaboration Promotion
Improve your experience and your bottom line
by adding video to your voice purchase. Buy a
Cisco Business Edition 6000 and see your
savings multiply across Cisco’s collaboration
portfolio, including phones and endpoints.
Cisco Mid-Market
Collaboration
Promotion
(see following
slides)
(Click link above)
• Up to 46% discount off of list price on enhanced
Catalyst and Nexus product bundles
• Catalyst 6500-E Sup2T
• Service Modules
• Catalyst 4500
• Nexus 7000
• Nexus 5000/2000
• Offers Available until January 26th, 2013
• Nexus 7010 Bundle with ASA 5585-X SSP-60 bundle
• 36% price-advantage on N7010-ASAS60-K9
• 13% price-advantage on ASA5585-S60-2A-K9
•
•
•
•
•
•
•
•
60% - 65% discounts to partner
Cisco Business Edition 6000 bundle (required)
Select TelePresence endpoints & infrastructure
Cisco WebEx® Meeting
Cisco Unified Contact Center Express
Cisco Unified Software Subscription
Cisco voice gateways
Cisco IP voice and video endpoints
(all discounts are partner discounts unless otherwise noted)
© 2012 Cisco and/or its affiliates. All rights reserved.
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77
Customer Positioning
SMARTnet
Get 3 years of Cisco Services
SMARTnet 8x5 Next Business Day
Service technical support service for the
price of 2 (Cisco suggested resale price)
for selected products.
Cisco Capital
Looking at future projects but lack
current funding? Install right away, pay
later with Cisco Capital 3-Month deferral
on payments and interest.
© 2012 Cisco and/or its affiliates. All rights reserved.
Name/More Info
SMARTnet 3 for 2
Promotion
(click link above)
3 Month Deferral
Specifics
• 3 years of SMARTnet for price of two (SRP)
• Available on all Cisco Fast Track products
that offer Cisco SMARTnet as a service
option: Routing, Switching, Collaboration,
UC, Security, Storage
• Offer just extended through April, 2013
• Customer can start paying 4 months later
with no interest during the deferral period
• Turn a large upfront investment into
predictable monthly or periodic payments
with this special offer:
• 3 months free from payments and interest
• Available for all Cisco hardware, software, and
bundled services
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78
http://www.cisco.com/web/partners/index.html
http://www.cisco.com/web/partners/incentives_and_promotions/index.html
© 2012 Cisco and/or its affiliates. All rights reserved.
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79
• Cisco Authorized Distributors
D&H, www.dandh.com
(800) 877-1200 Opt 4,x6630
Ingram Micro, www.ingrammicro.com
(800) 445-5066 x24041
Scansource, www.scansource.com
(800) 944-2432
Tech Data, www.techdata.com
(800) 237-8931 x77776
Comstor www.comstor.com
(877) 937-8737 x51131
Avnet, KBZ, Visitec, TelcoBuy
• For more information, visit the Cisco Distributor Locator
© 2012 Cisco and/or its affiliates. All rights reserved.
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80
• UCS Smart Play Five Bundles -
https://communities.cisco.com/docs/DOC-26146
• UCS New Account Breakaway Promotion -
http://www.cisco.com/web/partners/incentives_and_promotions/uc
s_promo.html
• Cisco Competitive Exchange TMP link – www.cisco.com/go/tmp
• Transform the Network -
http://www.cisco.com/web/partners/sell/technology/switching/trans
from_network.html
• Fast Track Promos -
https://www.ciscodistributioncentral.com/programs-andpromotions/program/cisco-fast-track
• Smart BYOD Solution – www.cisco.com/go/partnerbyod/
© 2012 Cisco and/or its affiliates. All rights reserved.
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81
• Collaboration Breakaway PLUS –
http://www.cisco.com/web/partners/sell/technology/collaboration/c
ollaboration_breakaway.html
• Mid-Market Collaboration -
http://www.cisco.com/web/partners/incentives_and_promotions/mi
dmarket_collaboration.html
• Jabber for Everyone –
http://www.cisco.com/web/partners/sell/technology/collaboration/j
abber_for_everyone.html
• Jabber Now -
http://www.cisco.com/web/partners/incentives_and_promotions/ja
bber_offers.html
• Cisco Capital – www.cisco.com/go/growit/
© 2012 Cisco and/or its affiliates. All rights reserved.
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82
Call To Action
• Distribute this offer to
your customers and
prospects!
• Download the Outlook
.oft template
www.ciscofiles.com/go/
gearup.oft
• Use as bill insert
• Talk to your prospects
about these offers!
• Sec. 179 and Cisco
Capital!
© 2012 Cisco and/or its affiliates. All rights reserved.
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83
Thank you.

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