cisco channel · pdf filecisco channel programs accelerating the partnership ... technical...

© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID

Cisco Channel ProgramsAccelerating the Partnership

Rebecca Leach Cisco Systems Canada Co.


Agenda

NEW! Select Certification and SMB Specialization

Cisco’s Partner Rewards Program

Partner Marketing Services

Marketing Acceleration Planner (MAP) Tool


Evolving Our SMB Partner Strategy


The SMB Opportunity

SMB is quickly becoming the IT industry’s fastest growing segment—Cisco is investing

Customers rely heavily on partners as trusted advisors—knowledgeable network professionals

SMB-focused resellers make up over 45% of Cisco’s global SMB business—and growing


Covering the SMB Customer

Expand our value-based channel program to a global community of SMB-focused partners

Develop a global partner community with the capabilities to capitalize on this opportunity—growing from $1B to over $3B

Double the number of capable partners, and triple the average capacity over 5 years


“ Network gear, especially technically complex products like VoIP and security, are purchased from companies that can provide technical expertise at the customer’s site. Small businesses prefer local or regional resellers.”

Forrester SMB IT Channel Preferences, January 2007


Introducing Select Certification and SMB Specialization

Select Certification

A new entry point into Cisco’s Certifications

SMB Specialization

New specialization focused on partners ability to sell, design and deploy Cisco SMB solutions


Select Certified Newest Member of Value-based Program


Select CertificationVerifies Partner Capabilities

New entry point in to Cisco’s channel partner program

SMB Specialization is required to earn the Select Certification

Verifies capabilities to serve SMB customer

Gold Silver

Premier

SelectSMB Specialization

Registered Partners


Certification Breadth and Depth

Integrated Technology Breadth

Adv.R&S

Adv.WLAN.

Adv.Sec.

Adv.UC

4 CCIE’s

Gold

Any twoAdv.

Any Adv. *+ Exp. UC

2 CCIE’s

Silver

Exp.Foundation

Premier

Tech

nolo

gy D

epth

Master

SMB

Select

New Certification


Requirements: SMB Specialization

Products and services targeted at SMB customer

2 roles: AM and Engineer1 person can fill both rolesNo individual Certification is pre-requisite for either roleContent available on E-Learning and ILTExams (646-171 AM and 642-176 EN)

Training covers ability to sell, design, and deploy subject Cisco solutions


SMB Specialization Requirements

Sales

2-Days E-Learning

Routing, Switching, Security, Wireless

Technical

2-Days E-Learning

Routing, Switching, Security, Wireless

Unified Communications

(UC500)

Unified Communications

(UC500)

Account Mgr. & Engineer

Two RolesOne Person


SMB UniversitySMB University is a platform to deliver

curriculum to partners serving the SMB market

Courses and content targeted to specific audiences – Partner Owner, Sales and Technical associates

Curriculum includes both technology and business skills training


Branding: Select Certification

Recognition opportunity for top Registered partners

Provides growth path and partner differentiation

Training, tools, and rewards for SMB focused partners Registered

Select

Premier

Silver

Gold


Rewards: OIP – Success Builder & SIPSIP

VIP

OIP

TAP (CTMP)

Requirements

Rewards hunting for net new Cisco customers Increased rewards for selling business solutions that contain Cisco productsEasy deal registrationprocess for both programs


Select Certification Program Benefits

Free SMB Specialization E-Learning content

Use of Cisco Select Certified Partner brand

Access to Certified incentives including OIP

Partner-level Cisco.com access

Differentiated as Select Certified and SMB Specialized in Partner Locator tool


Partner Development FundsSupport investment in training, NFR, and marketing Set percentage accrued each quarter of 2%

– Based on 2-tier bookings of specific product set– Qualified Select certified partners – minimum 70% of business must come from the qualifying products– Maximum amount capped each quarter per partner at 5k CAD

Simple on-line balance and transaction supportHave the option to take the cash


Additional SMB Partner BenefitsEligibility to earn Partner Development Funds

Access to SMB University—business and technical training

Field sales coverage—inside channel account manager assigned to select partners

Certified to sell Cisco Smart Care Services—Network Monitoring


O-I-PO-I-P Program Overview

PartnerEligibility

CustomerQualification

DiscountingBenefit

Products

Cisco CommercialAccount Program

Advanced Tech.Routing and Switching

Existing Commercial Acct - Not in Sales Pipeline

All Certified and Registered* Partners

New Commercial Acct, Max 1 router or

switch

Success Builder Program

ALL Products and SMARTnet™

Cisco EnterpriseAccount Program

Existing Enterprise or PS Acct - Not in Sales Pipeline

Minimum 45%

Gold/Silver/Premier Partners

Completed Site visit andNetwork design

Minimum 45% Minimum 45%

Gold/Silver/Premier Partners

Completed 3 pre-sales activities

Deal Size Minimum $50K List

Deal Registration 6 month approval 6 month approval 3 month approval

Minimum $15K List Maximum $500K List

Advanced Tech.Routing and Switching

*Registered Partners eligible to participate only until December 31, 2007


Solution Incentive Program (SIP)Program Element DetailsDeal Eligibility Repeatable Solution that contains a BUSINESS Relevant

Application. Includes solution support services and no more than 70% Cisco products (AT recommended)

Deal Pre-approval & Deal Registration

Business Plan to be submitted to Cisco for pre-approval. Reference Accounts required. Once approved Deal Registration process

applicable by customer.

Annual solution revenue (list)

ENT: $500K SMB: $200K

Vertical Solution Example

Healthcare: Patient records management system utilizing Cisco Security and Content Management products

Horizontal Solution Example

CRM: Siebel or Microsoft utilizing Cisco Unified Communications

Partner Discount Minimum 50% off List

Eligible Products All products pre-qualified with solution

Minimum size of transaction (list)

ENT: $50K SMB: $15K


Select Certification—A New Level

Cisco is committed to the growing SMB segment

New level of certification for SMB-focused partners

Entry opportunity to Cisco Channel Partner Program


Summary—The Road to SMB Success

Providing real benefits to partners who invest with us to grow in SMB—training, tools and incentivesAbout Select Certification:www.cisco.com/ca/selectAbout SMB Specialization:www.cisco.com/go/specializations/smb

http://www.cisco.com/ca/select

http://www.cisco.com/go/specializations/smb


SMB Focused Channel Marketing Initiatives


Partner Rewards Program


Canada Partner Rewards Program (PRP)Premier Loyalty Program in the Industry

Program Provides Higher Return on Cisco Product Sales for Company Principals

Note: For Select, Registered and Premier Partners purchasing through Distribution

Register, Claim Redeem…All Online!

Sales and Technical Teams

Sales into Customers with Less Than 750 Employees; Program Eligible SKUs

Electronics, tools, house wares , Cash and Much More!

Why Should Partners Participate?

How DoesPRP Work?

Who Earns Rewards?

What Sales Qualify?

Reward Categories:

www.cisco.com/web/CA/partner-rewards/index.html


Partner Marketing Services Program


Partner Marketing Services ProgramMaking It Easier for Partners to Market Cisco Solutions

Drives Cisco revenuethrough impactful, partner-led marketing campaigns

Campaign leads with YOUR brand; Youdetermine the level of customization required

www.cisco.com/web/CA/go/partner-marketing

http://www.cisco.com/web/CA/go/partner-marketing


ADVERTISING: Radio & Print Advertising

Pre-produced, partner ad templates

Partner drops in value prop

Security, UC & Wireless solutions

Available in English & French30 & 60 second

Radio Ads


ADVERTISING: Messages On Hold

30 second pre-recorded spots for IPC, Wireless and Security leveraging the radio ad content

Can be used as is – simple MP3 file download – NO FEE for use

Can also be customized at an additional cost.

Available in English and in French upon request


Partner Tradeshow Booth Rental

Simple - 5-step online order form

Flexible - Multiple booth sizes available for rent or purchase

Choices - various sign andgraphic options

Economical - Cisco subsidiesmake booths affordable

Table top + signs = $500 USD10x10 booth + signs = $1000 USD

Convenient - deliver booth directly to trade show


Co-Branded Banners

High quality banners for use at events, seminars, etc.

Customizable with the partner’s certification logo and company logoFull customization to include partner messaging on one banner styleDiscounted pricing

Simple 3-step order formMultiple banner sizes availableTabletop banners & acrylic plaques availableEconomical due to Cisco subsidiesCustomization options


Marketing Acceleration PlannerTaking You Where You Want To Go


Marketing Acceleration Planner (MAP) ―Welcome Wizard

Log on using CCO IDAnswer 5 profile questions:

How do you build & execute marketing activities?What are your marketing goals?Who is your CAM/iCAM?Do you own the marketing plan for your company?How did you hear about MAP?

Receive customized marketing content in a single view


Marketing Acceleration Planner (MAP) ―Main Page

Customized marketing content in a single view Key Areas:

1. Welcome Message

2. Personal Message Center

3. My Favorites4. Activities &

Programs 5. Featured Activity6. Most Popular

Activities7. Tools & Help8. Marketing

Fundamentals

1

2

3

4

5

67

8


Marketing Acceleration Planner (MAP) ―Personal Message Center

Receive 2 types of messages:

Suggested activities, programs & eventsAnnouncement of upcoming events/seminars


Marketing Acceleration Planner (MAP)Phase II —What to Expect


Marketing Acceleration Planner (MAP) ―Making It Easier for You to Drive Demand

What you can expect:

Planning Component:Allows you to create chronological plans based on available marketing activities

Execution:

Enables you to “execute”marketing activities


Marketing Acceleration Planner (MAP) ―Call To Action

Log onto MAPReview eligible programs & activitiesSelect My Favorites activities

www.cisco.com/web/partners/market/channel_marketing_destination_map.html

http://www.cisco.com/web/partners/market/channel_marketing_destination_map.html


HighlightsTake advantage of:

The new SMB Specialization program as this authorizes you to sell the new UC500 productsAchieve New SELECT Certification which provides opportunity to earn Partner Development Funds and become part of the Channel Partner Community!Reward yourself and your teams through the Partner Rewards ProgramCreate personalized Brand Awareness campaigns via Partner Marketing ServicesLog on to the Marketing Acceleration Planner (MAP) Tool and efficiently build strategic marketing plans

cisco channel · pdf filecisco channel programs accelerating the partnership ... technical...

Documents