- Cisco Files

Report
Holy Promotions,
Batman!
Brian Avery
Partner Development Manager, Florida Territory
Cisco Systems, Inc.
October 25, 2012
Presentation_ID
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
1
Agenda
 Introduction
 Cisco Priorities
Brian Avery
 Cisco Programs
[email protected]
 Cisco Promotions
Partner Development
Manager
Priors:
President and CEO
Cisco Premier Partner
Director of Sales
Cisco Silver Partner
Financial Analyst
Sprint Corporation
 Cisco Capital Promotions
 Q&A
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
© 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
5
Geo
1 – 250 employees
Mid-Market
Approx. 1,900 named
accounts
250 – 1000 employees
Named Accounts
Non-named accounts
(approx. 98,000)
Approx. 1,142 accounts
Partner-Led
Teaming with Cisco
Joint Engagement
Cisco-Partner
Select
1000 – 5000 employees
Named accounts
Approx. 500 accounts
Cisco-Led
Enterprise
Geo
250 – 1000 employees
Select
Named Accounts
Mid-Market
Joint Engagement
Cisco-Partner
1 – 250 employees
Named and nonnamed accounts
Partner-Led
Teaming with Cisco
Mid-Market
250 – 1000 employees
Approx 1,142 named
accounts
Geo
1 – 250 employees
Approx. 1,900 named accounts
Approx. 100,000 non-named accounts
FL Territory - $97M
• Partner Relationship Categories:
Cisco Registered Partner
Cisco Registered Partners enjoy access to a wide variety of Cisco channel
partner tools and are eligible to apply for Cisco certifications and
specializations. >Read More
Cisco Specialized Partner
Cisco Specialized Partners have mastered a structured training regimen and
proven their acumen in an assessment process and can go on to qualify as a
Cisco Certified Partner. >Read More
Cisco Certified Partner
Certified Partners must achieve one or more technology specializations,
surpass customer satisfaction standards, and provide presales and post-sales
support capabilities. >Read More
• Recognition opportunity
for Certified partners
• Provides growth path
and partner
differentiation
• Training, tools,
and rewards
for focused
partners
© 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
10
• Rewards Points Account that accrue points
for Cisco purchases
• Can be redeemed for prizes, travel, more
• Can be used as incentives or rewards
http://www.cisco.com/web/partners/sell/promotions/rewards.html
1.
Register: Account managers and
sales engineers employed by
eligible Cisco Partners that allow
employee participation can register
at www.cisco.com/go/partnerrewards.
2.
Sell Cisco products: Members
earn points by selling eligible Cisco
products from the Eligible Products
List.
3.
Earn points: Members then claim
eligible sales through an easy, onestep, online process to earn points.
4.
Redeem points: Points can be
redeemed for flat screen
televisions, barbeque grills, jewelry,
travel vouchers, golf clubs, wine,
video games, and more—the
options are endless.
1.
Register: Cisco Silver, Premier, Select,
or Registered Partners in the U.S. who
purchase Cisco products only from a
Cisco U.S. Authorized Distributor are
eligible to earn points. The managing
VAR principal must register for the PRP
first, then the CRP (on PRP home page
select “Enroll as Company
Administrator”) for the company to
receive reward points.
2.
Earn points: Points are automatically
deposited into the company
administrator’s CRP account when
company AMs and/or SEs submit
claims.
3.
Redeem points: Points can be
redeemed for state-of-the-art
electronics, travel, unique gifts, event
tickets, liquor or wine, and much more.
Continue strategy of
100% Partner
Alignment in all
Opportunities
Opportunity
Incentive
Program (OIP)
Partner Hunted
Opportunities
Teaming Incentive Program
(TIP)
Cisco Led Opportunities
Cisco
Identified
Partner
Identified
Partner
or Cisco
Identified
Solution
Incentive
Program
(SIP)
Pre-Approved
Solutions
Goal – Provide incentives for partners that actively identify, develop, and close new business
through deal registration
Program Requirements
Program Details
Program Benefits
 All Cisco Certified Partners
 Fixed Discount off List Price
on eligible products
-UCS up to 65%
-Desktop Virtualization up to
62%
-Legacy Tandberg up to
58%
-Catalyst Switching up to
52%
-HW up to 50%
-SMB up to 45%
-SMARTnet up to 25%
 Rewards partners for
bringing net new business
to Cisco
 All technologies and
markets
 Partner Driven, Incremental
Opportunities
 Qualification necessary pre
RFx
 Qualification requires
customer meeting
 Approval requires BOM
upload
 Minimum Deal: $10,000
List product (Min 1st order
$5k list)
 Registration Valid for 6
months from qualification
and eligible for renewal
 One registration per
opportunity
 OIP may include TMP/tradein
 Provides partner
differential on approved
opportunities
 Streamlined OIPs for
Commercial and Public
Sector sub 50K list
 Awarded very early on in
an opportunity & valid for 6
months from qualification &
eligible for renewal
www.cisco.com/go/oip/
• Allows all Cisco Partners to offer new and
existing customers trade-in credit for their
existing Cisco and select competitive
networking products
• TMP enables partners to address
customer’s current networking needs while
protecting their existing investment
• Cisco return process offers free collection
of exchanged product
• Credit issued at front end towards the
purchase of new Cisco products
Incentive
Program
Behavior
Partner Eligibility
Partner
Eligibility
Theater
Intended
Use
Product
Eligibility and
Discount
TMP
Migrations
All Cisco Partners
Americas
EMEAR
APJC
Resale,
Managed
services
See regional
information
posted at TMP
Combinable With
OIP, TIP, VIP, and VIP-Express
Other program combinations
are theater specific
Program
Overview
TMP is an incentive program designed to provide return on a customer’s investment
when migrating from an existing Cisco or select competitive network to new Cisco
products and solutions.
Program
Benefits
TMP provides partners with up-front credits when migrating to new Cisco products and
provides free and environmentally safe disposal of trade-in equipment.
Program
Primary
Objectives
Calls
to Action




Program
URL
Provide preapproved up-front credits
Provide flexible capabilities for churning customers’ installed base
Allow partners to protect margins
Reduce gray market activity
Enroll in TMP through Partner Program Enrollment (PPE) at www.cisco.com/go/ppe
Perform network assessments to determine migration/upgrade opportunities
Complete trade-in quote creation in Cisco Commerce Workspace at www.cisco.com/go/ccw
To learn more visit: www.cisco.com/go/tmp
TMP
Goal – Reward partners for their pre-sales effort, value-add, and investment when teaming on
Cisco identified opportunities
Program Requirements
Program Details
Program Benefits
 All Cisco Certified
Partners
 All technologies and
markets
 Cisco initiated
Opportunities
 *Qualification pre RFx
 Fixed Discount off List
Price on eligible products
-UCS up to 65%
-Desktop Virtualization up
to 62%
-Legacy Tandberg up to
58%
-Catalyst Switching up to
52%
-HW up to 50%
-SMARTnet up to 25%
 Transparent approach to
teaming
Exceptions can be reviewed
 Qualification requires
Partner Value Statement
and identified pre-sales
activities
 Approval requires BOM
and Joint Opportunity
Plan upload
 Minimum Deal: $50,000
List product (Min 1st
order $25k list)
 Registration Valid for 6
months from qualification
and eligible for renewal
 One registration per
opportunity
 TIP may include TMP/tradein
 Awarded very early on in
an opportunity & valid for 6
months from qualification
& eligible for renewal
 One registration per
opportunity
 Partners are held
accountable for completing
program requirements
Goal – Provide economic incentives for partners that participate in solution based selling
Program Requirements
Program Details
Program Benefits
 All Cisco Certified Partners
 Fixed Discount off List Price
on eligible products
-UCS up to 65%
-Desktop Virtualization up to
62%
-Legacy Tandberg up to
62%
-HW up to 54%
-SMARTnet up to 25%
 Solution and Opportunity
Valid for 12 months from
approval date and eligible for
renewal
 All technologies and
markets
 Repeatable solution driven
opportunities
 Solutions approval in PPE
with valid Go To Market
Plan. Opportunity approval
with Enrollment ID and
BOM in CCW
 Minimum Deal
-$10,000 List for SMB
solutions
-$100,000 List for
Enterprise solutions
 SIP may not include TMPtrade-in
 Must include proprietary or
third-party business relevant
apps
 SIP is available for resale
and managed services
opportunities only
 Partners are rewarded for
selling total solutions
 Cisco products and services
can be no more than 80% of
solution
 Provides partner differential
on approved opportunities
 One registration per
opportunity
VIP 3-Month Enrollment Period Starts
October 28
For partners not yet enrolled in VIP
20, enrollment for 3 month participation
runs from Oct 28 – Nov 20, 2012.
Program Contact:
[email protected]
ACTION: Enroll in VIP between October
28 and November 20 to maximize your
profitability
www.cisco.com/go/vip/
Value Incentive Program
Objective
Who can use
How to use
Why be interested
Reward
Combinations
Promotion Validity
Additional details
Find out More
Improve partner profitability and reward partners that have made
investments to build Cisco architectural based business practices
All Partners that hold the required specializations or ATPs
• Enroll in PPE during posted enrollment windows per program period
• Eligible bookings accrue rebates per subtrack during program period
• Rebates earned may be reinvested to grow business practice
Cash rebates returned to partners
Can be combined with OIP, TIP ,SIP and TMP
per program period, Q1/ Q2 and Q3/ Q4 each fiscal year
• Bookings based on eligible skus per program period
• Exit criteria must be achieved to earn rebate per subtrack
www.cisco.com/go/vip
Incentive
Program
VIP-Express
Behavior
Partner Eligibility
Partner
Eligibility
Theater
Intended
Use
Product
Eligibility and
Discount
Combinable With
Program
URL
Practice building
Cisco Specialized,
and/or Authorized
Technology Provider
(ATP) Partners
Americas
EMEAR
APJC
Resale
See rules and terms
posted at VIP-X
OIP, SIP, TIP, and TMP
VIPExpress
Program
Overview
VIP-Express is an incentive program designed to increase profitability
for partners focused on the small business and commercial segments.
Program
Benefits
Partners who participate in VIP-Express are rewarded with quarterly back-end
incentives for:
 Maintaining specialization and/or Authorized Technology Provider
(ATP) requirements within selected subtrack(s) and/or
 Meeting minimum payment based on net bookings of eligible SKUs
Program
Primary
Objectives
Calls
to Action
 Promote small business products and align with the Fast Track program
 Provide differentiated rewards to partners based on their level of Cisco training
and investment to expand their small business and commercial practices
 Increase channel partner profitability
Enroll via the Partner Program Enrollment tool at www.cisco.com/go/ppe
Track your eligible bookings and payments via PPI at www.cisco.com/go/ppi
To learn more visit: www.cisco.com/go/vipexpress
• Increases the profitability of eligible Cisco
partners as they expand their small business
and commercial practice
• Promotes small business products and aligns
with Fast Track program
• Provides differentiated rewards to partners
based on their level of training and investment
• Partners who participate in VIP-Express are
rewarded with quarterly back-end incentives for:

maintaining specialization or ATP requirements
within selected subtracks

meeting minimum payment based on net bookings
of eligible SKUs
Not For Resale - NFR
Objective
Who can use
How to use
Why be interested
Reward
Combinations
Promotion Validity
Additional details
Find out More
Allow partners to build out proof of concept labs, create demo kits
and upgrade internal networks by receiving generous discounts on
select Cisco equipment and eligible services.
Registered, Select, Premier, Silver & Gold
• Register Deal in CCW tool
• Once approved, simply claim the reward when ordering
Build your lab for future product demonstrations and acquire the
products for it at high discount levels
Up to 80% off on most Cisco products
Cannot be combined with other Programs or Promotions
On-going
The yearly allowance and program participation are based on the Cisco
fiscal year (August - July).
www.cisco.com/go/nfr
Entry Criteria:
Certified: Gold, Silver, Premier and
sometimes Select
Minimum revenue in partner
led accounts
Only partner led revenue is eligible
Criteria for engagement with
Cisco—business plan approval,
AM/SE enrollment. Partner must
commit to extended sales force
principles.Sales target acceptance.
Partner Plus
Requirements
Rewards
Certified: Premier, Silver or
Gold
50% of incentive in Co-Op
funding, remainder paid in cash
Minimum Revenue in Partner
Led Accounts
Reward based on revenue growth
over baseline target
Only Partner Led
products/services eligible
Engagement criteria –
Business Plan, AM / SE
enrolment
Quarterly and annual targets
Quarterly growth targets based on
Annual Target
Payout % , Accelerator %
Partner Plus Accelerators
Premium Enablement
Virtual Engineering - “Partner Helpline Plus”
Customer Intelligence
Premium Marketing
Partner Plus Incentives
Supported by:
Partner Plus Connect
Cisco FY13
Promotions
Presentation_ID
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
29
Incentive
Program
Fast
Track
Behavior
Right
Pricing
Core
Technologie
s
Partner
Eligibility
All partners
purchasing
through 2 tier
Partner
Eligibility
Theater
America’s
Intended
Use
Resale
Product
Eligibility and
Discount
Combinable With
Program URL
Various
products at
incremental
discounts from
WPL
With the
exception of Lat
AM – these
discounts are not
combinable with
any other
promotions
http://www.cisco
.com/web/partn
ers/sell/promoti
ons/fast_track.h
tml#2
Program
Overview
An end-to-end program designed to make it easier and faster to sell
to partners
Program
Benefits
Simplified pricing on key products, Flexible pricing model to adapt to
market changes, Offers and rewards to build momentum , Purpose
built products for velocity routes to market, Integrated marketing
campaigns to bring DG full circle.
Program
Primary
Objectives
Calls to Action
Increase ease of doing business for partners – ensuring they get the
right products at the right price., High availability on Cisco Core
Technologies.
Visit the Fast Track URL for details on which products are available
through the Fast Track program.
• Fast Track Partner Central Page:
http://www.cisco.com/web/partners/sell/promotions/fast_track.html
• Current list of active promotions
• Customizable Marketing Collateral
• Flyers
• Email templates
• Banners
• Partner Price Catalog – www.cisco.com/go/fasttrack
•
•
•
•
Inventory availability
Provides a cost estimate for FT
products for fast deal turn around
Save Quotes to end users
Top product list
At A Glance
Cisco Funded Network Assessment
Program
Objective
Who can use
How to use
Why be interested
Reward
Combinations
Promotion Validity
Accelerate installed base network upgrades in Commercial, Enterprise
and Public Sector Accounts
Premier, Silver and Gold Partners
An AM or PAM may nominate an opportunity in SIRE and if
approved, the partner will follow the Terms and Conditions to
complete the assessment and upload PoP within 60 days.
Identifies incremental network hardware and software upgrade
opportunities. Positions partner as a trusted advisor with the end
customer and leads with partner professional services.
Incentives range from $0 - $5000
Can be combined with OIP/TIP/SIP, VIP, etc. There are no
restrictions.
Program is funded one fiscal year at a time
Additional details
Find out More
www.cisco.com/go/ignite and www.cisco-sire.com
Assessment Type
Payout
Theater
Baseline
$1000
Americas/APAC
Mobility/Wireless
$1000
Americas/APAC
Borderless Network
$2500
Americas/APAC
Requires Nomination & Completion of both Baseline &
Mobility
Security
$2500
Americas/APAC
Requires Pre-Approval from Field PSS Security Team
Services/Smart Care
$1000
Americas/APAC
For Smart Care partners
$2000
Americas/APAC
Data Center RISC Project
UCS Proof of Concept
Americas/APAC
$5000
Citrix Desktop
Virtualization
ATP/DCA, DCNI/DCSN, UCT, or UFT
$200K Minimum Deal Size
Citrix Desktop Virtualization Priority Partners ONLY
Americas/APAC
$2000
Server Virtualization
VMware Desktop Virtualization Priority Partners ONLY
Americas/APAC
ATP/DCA, DCNI/DCSN, UCT, or UFT
$200K Minimum Deal Size
US Only
Requires AT MPO Approval
Includes RISC Networks service engagement funded by
Cisco
$2000
Cisco Funded Network
Assessment Program
ATP/DCA, DCNI/DCSN, UCT, or UFT
$200K Minimum Deal Size
Includes RISC Networks service engagement funded by
Cisco
Americas/APAC
$2000
VMware Desktop Virtualization
UC RISC Project
Notes
$1000
© 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
34
WebEx Everywhere NFR for partners
Offer Details
50% deployment (knowledge workers)
One seat of Webex Meeting Center (up to 25 attendees per meeting)
One seat of WebEx Connect IM
10 GB of Storage
Either use Meeting Place Audio or optionally add integrated WebEx audio at highly
discounted per minute rates with no minimum usage
Partner
Requirement
Any Cisco Partner with a valid Select, Premier, Silver or Gold certification
Any Cisco Video Partner – Tandberg Migration (Express, Advanced &
Masters) and Telepresence Video Specialized partners (Express,
Advanced, & Advanced Plus)
Price Point &
Contract
$5/user/month = 92% off list
12-month contract
50% Deployment Offer through July 31st, 2013
Capped or overage determined upon contract
WebEx audio at discounted per minute rates, VoIP included
Get Started: www.cisco.com/go/webexnfr
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
Other Products Will
Receive OIP-Equivalent
Discounts
* Including TelePresence Content Server products and services
Polycom, LifeSize, Teliris
More Information:
www.cisco.com/go/cbplus
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
Interoperable unified voice and video call control.
Advanced Video Offer
 VCS-C application software, interoperates with H.323 & SIP registrations
 License for 5 traversal, 10 non-traversal calls
Upsell Opportunity!
 VCS-Expressway
 TelePresence Endpoints
 Video Conferencing
 Feature Options
© 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
38
Market Driver
Available
September
2012
• Reduce barriers for video adoption in Mid-market
• Move towards unified call control
Customer value
• Enable cost effective migrations by offering investment protection for legacy
video customers
• Extend video beyond firewall (Remote offices, B2B, mobile devices)
Promotional Offer (for FY13)
• Bundle virtualized VCS (VCS-VM) with BE6K bundles for no cost
•
License for 10 Non –traversal, 5 traversal calls included. Max capacity: Target
100 traversal, 100 non traversal calls
• Flexible deployment options : Co-res on 6K primary as one of 5 Apps (instead of
CCX) , secondary or separate server
• Upsell: VCS-E, Endpoints, Feature options, Video conferencing
© 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
39
• Include VCS-VM (5 traversal and 10 Non-traversal licenses) with BE6K
UCL/CUWL bundles and Disti stockable bundles for no additional cost.
• Target max capacity of VCS-VM (2 vCPU 2.4Ghz, 4G vRAM) is 100 traversal and
100 non-traversal calls.
• Available only for new customers (and not upgrades)
• Available only with UCS C220 and BE6K 9.0 Bundles (and not UCS C200 and
BE6K 8.6 bundles)
• Offer available in FY13. Will be reviewed in Q3FY13 to determine if it needs to be
extended or made permanent.
• Additional VCS licenses, endpoints, VCS-C and conferencing need to be
purchased ala carte using existing part numbers. (additional incentives being
planned as part of Mid-market promotion)
• Partner specialization requirements: Advanced UC/ Collaboration architecture to
sell, to deploy VCS-C, VCS-E, TP endpoints Express ATP.
• For upgrades and maintenance customers have to purchase SASU on the
promotional SKU.
• Licensing will follow the existing manual process with long term plan to consolidate
through ELM and self-serve GLO licensing portal
•
Provisioning will be through native management interface on VCS with long term
plan to consolidate through Unified provisioning manager
*Orderable from October 11, 2012 | Registrations Allowed Until July 27, 2013
United
States
United States
Deal
Protection!
* Offer varies by region
Collaboration Breakaway
PLUS
Midmarket Collaboration
Promotion
 Focus on Midmarket Collaboration
Architectural
Approach
 Focus on full Enterprise
Simplified
Qualifying
 Competitive displacement of call
control, voicemail, IM/Presence, web
conferencing, TelePresence
 Upgrade to current UCM release,
phone models, video endpoints
ANY new opportunity, competitive
displacement or migration from earlier
versions of Cisco Call Manager platforms
 Qualify by selling the Cisco
Business Edition 6000
Enhanced
Discount
Structure
 Accelerators for competitive
 Simplified Discount Structure – no
displacement and Cisco Unified
Workspace Licensing; voice, video and
collaboration applications
 Services Discounts
 Special incentives, ‘seed-and-grow’
incentives, [email protected] discounts
accelerators to qualify
 All deals get the same discount
 Enhanced discounts on additional
collaboration licenses, applications and
TelePresence infrastructure
Faster approval
 All deals approved by Promotion
 Single step qualification & approval
product portfolio
Collaboration portfolio at the onset.
Manager, AM & PAM

– usually within 24 hours.
Cisco Business Edition 6000 Bundle* (required)
United
States

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

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
TelePresence Infrastructure
United
States

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
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
Collaboration Breakaway PLUS.
 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
Goal:
Increase partner sales opportunities and efforts around the BE6K.
Partner Criteria: 
Duration:
Contest:
Point
Categories:
An active AUC partner with the ability and interest to sell BE6K
 Preferably enrolled in Partner Plus
 Preferably enrolled in Power Play
 Partner must have at least one AM or manager participate in Mid-Market Momentum BE6K
training series (Oct 9 – Nov 20)
Q4 of CY12 (now – December 31st)
Points contest – winners by highest number of points
Points
Categories
Participation in Mid-Market Momentum Training session (points for each rep that
attends, per session)
Conduct a Collaboration/BE6K focused demand generation event in CY Q4
Quote Business Edition 6000 to prospective customer
Sell Business Edition 6000 solution to customer (order purchased by 1/26/12)
Prizes:
Partner Prize (would be run for all partners in
Operation or Area)
Grand Prize (1) – Fully funded case study/success story
of a BE6K customer that the partner can use for their
website, and marketing and sales efforts
Grand Prize (2) – Market Trial BE6K Demo Server
Third Prize – Addtl. Telemarketing DG Play
50
250
200
400
Partner AM Prize (per territory)
Grand Prize - $500 Apple gift card to top AM
Runner Up Prize - $250 Apple Gift Card to next two
AMs
• 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
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.
•
To place an order, please use the promotional following SKUs. There are specific SKUs for both CUCM and BE6K. 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.
•
The promotion is available to order in all Cisco legacy ordering tools by using the following SKUs
Promotion
Customers adding new users to
an 7.1.5 or 8.x deployment
Customers deploying Jabber to
existing 7.1.5 or 8.x Enhanced
UCL or CUWL users
•
Product Description
SKU
Promotion Price
Enhanced CUCM New User with
Jabber Options
LIC-CUCM-ENHPROMO
$210
Enhanced BE 6K CUCM New
User with Jabber Options
LIC-BE6K-ENHPROMO
$210
Adjunct CUCM Add-On User
with Jabber Options
ADD-JAB-TO-ENH
$95
Existing Enhanced UCL customers with an active UCSS subscription wanting to add a second device through this
promotion will need to order new UCSS using the new UCSS SKU for UCM Enhanced Plus. Credits may be provided
against the unused portion of the existing UCSS. UCSS SKUs for UCM Enhanced Plus are as following:
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.
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
Existing Enhanced UCL/CUWL Standard Customers with an active UCSS
subscription are entitled to one Jabber client as part of their UCSS
coverage. This also means that:
• An existing Enhanced UCL user may choose to replace their existing
device with a Jabber client.
• An existing CUWL customer may choose to replace or potentially add
new Jabber clients if they have not reached their maximum device limit.
© 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
54
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)
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
•
(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
Part Number:
Part Number:
Part Number:
• UCS-SP5-C22E
• UCS-SP5-C24V
• UCS-SP5-C220E
Specifications:
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
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-C220V
Specifications:
• Dual Intel® Xeon® E5-2650
2.0Ghz Processors
• 64 GB Memory
• MegaRAID 9266CV-8i PCIe
Card
• Cisco UCS P81E VIC
C220
Value
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:
• UCS-SP5-C240P
Specifications:
• Dual Intel® Xeon® E5-2680
2.7Ghz Processors
• 64 GB Memory
• MegaRAID 9266CV-8i PCIe
Card
• Cisco UCS P81E VIC
C240
Performance
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
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
For Cisco Partners:
 Partner Central
 Partner HelpLine:
1-800-GO-CISCO
 UCS Smart Play and Solution Pak Partner eligibility issues : [email protected]
 For configuration tool issues, including Cisco Commerce Workspace (CCW) enablement
and training and Quoting Tool / ordering issues, visit www.cisco.com/go/prt (Cisco
Partner Relationship Team)
 For Configuration validation issues, pricing issues and order expedites, please contact
your Cisco Customer Service Relationship Manager (CSRM)
 Partner Community
 Cisco Quick Catalog Tool
 https://communities.cisco.com/docs/DOC-26146
 Follow us on Twitter via @CiscoSmartPlays
© 2011 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
60
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
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
• 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
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/
Cisco Capital Finance helps you expand customer
relationships, accelerate and grow deals, create
account control, and enhance cash flow.
• Engage Early and Often
• Contact your Cisco Capital Financial Solutions
Manager www.cisco.com/go/capital/contacts
• Visit our grow i.t. partner portal
www.cisco.com/go/growit
• Toll Free: 866-CISCO-80
Partner Support Resources
Leverage These Resources
Partner Marketing
Central
Partner Advisor
Partner Helpline
Marketing Tools and
Resources
Certified Partner
Support
Pre-Sales Product
Support
Event Tool
www.cisco.com/go/ph/
Campaign Tool
Programs, Tools, Nontechnical sales support
Marketing Activities
(877) 873-5488
ciscopartnermarketing.com
[email protected]
800-GO-CISCO
Opt 5-1-1
• For partner relationship help, contact the Partner Relationship Team:
www.cisco.com/go/prt/
• To Call Cisco Partner Relationship Team in the US and Canada -
Hours of Operation: M-F 5:00 a.m. - 6:00 p.m. PST (Supported
Languages: English)
(800) 553-NETS (1-800-553-6387) or (800) GO-CISCO
• Select option 1 (to go to the traditional menu). Then
• Select option 2 then option 1
to reach the Cisco
Partner Relationship Team (PRT).
• Cisco Authorized Distributors
D&H, www.dandh.com
Ingram Micro, www.ingrammicro.com
Scansource, www.scansource.com
Tech Data, www.techdata.com
Comstor Westcon, www.westcon.com or www.comstor.com
• Cisco Desks
•D&H – 1-800-877-1200 - Option 4, Extension 6630
•Comstor - 1-877-937-8737 - ext. 51131
•Ingram Micro - 1-800-445-5066 - x24041
•Tech Data – 1-800-237-8931 - x77776
•Scansource – 1-800-944-2432
Who Is Cisco?
• $84B Market Cap Company
• $43B in Revenue
• $8B in Annual Profits
• $30B More Cash than Debt
• $5.8B in Research and Development
• R & D Culture Across Business Units
John Chambers,
Chairman and CEO, Cisco
43%
39%
55%
65%
51%
24%
72%
31%
Only company with leadership across all segments
Integration as sustainable
competitive advantage
Diverse product portfolio for
long-term stability
37%
Competitors have come and gone – Cisco is still here
Questions?
The SELL - Cisco’s New Partner Resource for Sales Enablement
http://www.cisco.com/go/thesell/
Cisco Incentives and Promotions
http://www.cisco.com/go/promotions/
Cisco Partner Central
http://www.cisco.com/go/partner/
Presentation_ID
© 2009 Cisco Systems, Inc. All rights reserved.
Cisco Confidential
74
welc ome to
the human network.
bat

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