Q&ACisco Powered

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Cisco Powered Q&A

Section 1: What is Cisco Powered, and Why is It Important?

Q What is Cisco Powered™?

A Cisco Powered plays a pivotal role in Cisco’s cloud and managed services strategy. As an ingredient brand, its purpose is to increase the awareness of, and preference for, cloud and managed services delivered on Cisco® architectures and platforms by Cisco partners. It is designed to increase partners’ ability to rapidly and successfully capture evolving markets while accelerating time to value. Cisco Powered is positioned as the trusted choice for enterprise-class cloud and managed services.

The program helps partners deliver differentiated consumption options through trusted and validated Cisco Powered services to meet their customers’ business needs while increasing the partners’ return on investment. Partners can extend these benefits locally and globally across the Cisco Intercloud™ – a globally connected network of clouds.

The key value proposition associated with Cisco Powered is:

Cisco Powered is your trusted choice for cloud and managed services from our validated partners to optimize your organization for the connected world.

Partners earning a Cisco Powered service designation are able to provide a premium customer experience through trusted and validated Cisco designs. Under the Cisco Cloud and Managed Services Program (CMSP), partners are given incentives to develop and market industry-leading cloud and managed services that meet the specific criteria of the Cisco Powered service designation.

Partners whose services carry the Cisco Powered designation are a preferred resource when cloud services are recommended. They can also take advantage of customer recognition of the benefits associated with the Cisco Powered logo.

There are currently three types of Cisco Powered services:

· Cloud Services on the Cisco Powered Architecture for the Microsoft Cloud Platform

· Cisco Powered Cloud Services

· Cisco Powered Managed Services

For the most up-to-date service listings and descriptions of available services, see the “Services Portfolio” tab on the Cisco Powered page.

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Q Why is Cisco Powered important for Cisco and its partners?

A With the increasing perception that cloud and managed services are already commodities, Cisco Powered is an important tool for differentiating the value of, and establishing end-customer preference for, services offered by Cisco partners running on Cisco networks. Not all cloud services are the same. As the gold standard for cloud and managed services, Cisco Powered enables organizations to select reliable services with confidence.

Cisco is growing its cloud business and has invested a great deal of energy into selling to cloud providers. The Cisco Powered ingredient brand and messaging are designed to resonate with key enterprise, commercial, and public sector decision-makers considering technology-as-a-service solutions.

Q How is Cisco supporting partner sales of Cisco Powered services?

A CMSP clarifies incentives for Cisco employees and discounts, rebates, and support for partners to equalize cloud services sales with equipment sales. Specifically, traditional incentives for direct sales of equipment to end customers created a preference for equipment sales over cloud services sales. Cloud compensation for Cisco employees now includes incentives for the sale of Cisco Powered services through partners operating on Cisco networks. This enables sales to focus on meeting customer needs with the right on-premise or cloud-based solution.

Q How does Cisco Powered compete in the marketplace?

A Cisco’s cloud program has been in place for several years and is much more mature than that of its competitors. As of January 2016, Cisco Powered has over 800 validated providers and resellers offering over 600 cloud and managed services. Cisco also has partnerships with numerous leaders in cloud technology, including Microsoft, Ericcson, and Intel.

Q What benefits does Cisco Powered bring to partners?

A Cisco Powered services are trusted and validated solutions designed to meet customers’ business needs while increasing providers’ return on investment.

Engagement: Reduces complexity with a single go-to-market program – CMSP. Simplifies partner engagement with Cisco through a single application and audit process.

Global consistency: Cisco partners can offer solutions globally with a consistent and predictable set of terms and discounts. By becoming part of the Cisco Intercloud, partners can expand their market share globally as well as develop new partnerships worldwide.

Financial benefits: Recognizes partner investment in Cisco infrastructure with branding privileges and rewards.

Cloud Market Development Funds (MDF): Partners who offer cloud services accrue Cloud MDF as a percentage of net bookings of eligible Cisco product families deployed in a Cisco Powered cloud service. Partners can use Cloud MDF for valid preregistered activities to expand market awareness of their specific offerings.

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New benefits and marketing resources: Partners have access to numerous marketing resources. For example, Business Acceleration Benefits is a unique go-to-market offer that helps partners secure sales and demand-generation resources to enhance customer success and create sustainable practices. These benefits contribute to enhancing partner competitiveness, rapid penetration of new markets, and overall business agility and acceleration. Partners also have entry into the Cisco Powered Services Catalog, an online tool that offers the opportunity to market and promote their Cisco Powered cloud services to Cisco customers and Cisco sales personnel. Partners participating in the Cisco Powered Services Catalog are able to design their own microsite within the online environment. Learn more at http://marketplace.cisco.com/cloud.

Partner-to-partner collaboration: Allows partners to collaborate and thus extend their market reach in the sale and delivery of Cisco Powered services to their customers through Cisco resellers. Partner-to-partner collaboration is further enhanced by participation in the Cisco Intercloud ecosystem with the ability to form global partnerships across a globally connected network of clouds.

Eligibility: Helps partners qualify for higher rewards and meet eligibility requirements for other Cisco channel programs and Cisco Services offers.

Q What benefits does the Cisco Intercloud bring to partners?

A Cisco Intercloud technologies; Cisco Nexus 9000 Series Switches with Cisco Application Centric Infrastructure (ACI) plus Cisco Application Policy Infrastrucure Controller (APIC) and Cisco Intercloud Fabric, bring many additional benefits to partners. Partners with these technologies are able to deliver differentiated Cisco Powered cloud services locally and globally. They can also address their customers’ top cloud concerns – end-to-end security, workload portability, data sovereignty, and seamless connection of private, public, and hybrid clouds. Other benefits include:

· Expanding their cloud portfolio to reach new customers and build new revenue streams

· Offering differentiated services in an increasingly commodity-based market

· Extending privacy, security, and data sovereignty to address local and global legal requirements

· Increasing automation and operational efficiency to reduce risk and cost

· Lowering the barrier of entry for customers to adopt cloud services by offering open and highly secure workload portability

· Delivering applications matching customer performance and service-level agreement (SLA) requirements

· Enhancing their customers’ ability to realize value from the Internet of Everything

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Q What are the objectives of the Business Acceleration Benefits program?

A Partner profitability: Helps partners increase profitability by securing managed contracts for cloud and managed services.

Partner competitiveness: Helps partners secure managed contracts in an increasingly competitive market, providing value over and above a pure discount. This includes both building market recognition of the benefits of Cisco Powered services and creating end-customer preference for partners who have a Cisco Powered service designation.

Build partner practices: Helps partners sell specific architectures and solutions. The Business Acceleration Benefits concept helps partners accelerate sales and build both sustainable and profitable business models.

To access Business Acceleration Benefits, partners must transact their Cisco Powered services business through CMSP and have either a Master or Advanced CMSP designation. Regional variances may apply.

Section 2: End-Customer Benefits

Q What is the end-customer messaging associated with Cisco Powered services?

A Messaging has been created to build end-customer recognition of Cisco Powered services and preference for Cisco partners offering Cisco Powered services. The key positioning message is:

“Cisco Powered is your trusted choice for cloud and managed services.”

Briefly, the high-level benefits to end customers are:

· Services that deliver business outcomes: Cisco Powered services offer end-to-end security, enable Fast IT, and include a broad portfolio of services with governance, data privacy, and risk management.

· Global ecosystem for unlimited choice: Organizations have their choice of consumption models with access to more than 800 local and global providers and resellers across an ecosystem strategically aligned to address their business needs.

· Proven performance: Every Cisco Powered service offers enterprise-class SLAs (four or five 9s), is independently validated through a third-party audit, and is driven by industry innovation leadership.

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Q How should the Cisco Powered logo be used?

A The Cisco Powered ingredient logo always refers to a service offering (for example, “Let XYZ Company transform your business with our Video Collaboration Service, a Cisco Powered service”). Cisco Powered is never used in reference to a partner or general program. (Wrong: “XYZ Company is Cisco Powered or is a Cisco Powered provider.” Correct: “XYZ Company offers Cisco Powered services or is a provider of Cisco Powered services.”) Partners should update their collateral, web, and other marketing materials to reflect the one, singular logo. For brand and ingredient logo usage guidelines, along with examples of correct and incorrect usage, visit www.cisco.com/go/partnerlogos.

Q What happened to the Cisco Powered Cloud Services logo and the Cisco Powered Managed Services logo?

A These two logos have been replaced with the single “Cisco Powered” ingredient logo.

Q How should Cisco Powered messaging be used?

A Consistent messaging is critical to maximizing a partner’s market awareness of the value of Cisco Powered services. The key positioning statement is “Cisco Powered is your trusted choice for cloud and managed services from our validated partners to optimize your organization for the connected world.”

Section 4: Partner Enrollment

Q How can partners enroll?

A As with all Cisco channel partner programs, partners can enroll in the Cloud and Managed Services Program by filling out an online application using the Certification and Specialization Application (CSApp) tool located at www.cisco.com/go/apply.

Q How can a partner apply to be a Cloud Services Reseller or Managed Services Reseller?

A The partner simply needs to fill out an application in the Partner Program Enrollment (PPE) tool located at www.cisco.com/go/apply. Select either the Cloud Services or Managed Services track and accept the Services Reseller terms and conditions. Current Cloud Services Resellers do not have to do anything today, but will be asked to accept the new terms and conditions upon their renewal. If they choose to sell managed services, they can enroll in the Managed Services Reseller track as well.

Q Does a partner have to choose to be either a Cisco reseller or a cloud and managed services provider or reseller?

A No. Cisco fully understands that many of our partners have practices that use both business models. A partner may belong to both partner programs and transact business in the reseller program that represents the best opportunity.

Section 3: The Cisco Powered Ingredient Logo

Q&ACisco Powered

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Section 5: Cisco Powered Service Designations

Q Who can apply for a Cisco Powered service designation?

A New partners may apply for Cisco Powered service designations at the time of application to meet CMSP requirements. Existing partners may add new Cisco Powered services when they are introduced by Cisco or when the partner is ready to offer them by meeting specific Cisco Powered service designation requirements. The partner must reopen their application in the CSApp tool and add the relevant information. Partners are rewarded for investing in Cisco Powered service designations via rebates and other incentives.

Q What Cisco Powered service designations are offered by Cisco today?

A As of January 2016, Cisco offers:

· 5 services on the Cisco Powered Architecture for the Microsoft Cloud Platform

· 11 Cisco Powered cloud services

· 10 Cisco Powered managed services

For an up-to-date list of available services, go to www.cisco.com/go/ciscopowered and click the “Services Portfolio” tab.

Q How have the Cisco Powered managed services and Cisco Powered cloud services designations evolved?

A The individual designations themselves have continued, although some requirements have been updated. These changes, when they occur, are applied upon a partner’s annual renewal. The original Cisco Powered service designation categories (managed connectivity, managed unified communications, managed data center, managed security, managed mobile communications, and cloud) have been replaced by two categories, cloud services and managed services, under the singular “Cisco Powered” ingredient logo.

Q What is the definition of a service that would qualify as a Cisco Powered service?

A Managed service: Cisco defines managed services as those services offered by partners that meet the following criteria: Customer equipment used for the service is actively monitored and can be remotely monitored and configured from the partner’s network operations center (NOC) (owned or outsourced). The service is always sold with a proactive SLA that clearly lays out the partner’s service and support responsibility to the customer. The contract term must be at least one year. The service must meet the requirements above, regardless of who owns title to the customer equipment.

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Cloud service: Cisco defines cloud services as those services offered from a partner’s data center. All products used to build a multitenant cloud infrastructure for Cisco Powered cloud services must be owned or leased (title held) by the partner. The physical location where the data center products are located may be owned by the provider, rented, or leased. Operation, maintenance, and support of the data center could be done by the provider or subcontracted to a third party. The published program requirements must be met, however.

Section 6: Partner Requirements

Q What are the requirements for a partner to sell Cisco Powered services?

A To simplify partner engagement with Cisco, and to address the evolving cloud and managed services market, Cisco has merged the Cloud Provider and Cloud Services Reseller roles and the former Managed Services Channel Program into the Cloud and Managed Services Program. Partners can use many resources from Cisco, including the Cisco Powered logo.

CMSP is designed to increase partner agility to rapidly and successfully capture evolving markets while accelerating time to value. The program helps partners deliver differentiated consumption options through trusted and validated Cisco Powered services to meet their customers’ business needs while increasing partners’ return on investment. With a single, unified Cloud and Managed Services Program, Cisco has eliminated duplicate requirements for program participation and simplified the application and audit process. It also increases the effectiveness of market awareness and preference-building campaigns.

Q Is CMSP easy for partners to use?

A Yes, with a single, unified program, Cisco has eliminated duplicate requirements for program participation and simplified the application and audit process

Q How can partners participate in CMSP?

A CMSP offers three levels of program participation that reflect an increasing investment and value delivered by the partner: Master, Advanced, and Express. Offering Cisco Powered cloud or managed services will help partners differentiate themselves in the evolving marketplace and increase their profitability.

CMSP partners who offer one or more cloud services can continue to accrue Cloud Market Development Funds (MDF) and use Cisco sales teams to sell their Cisco Powered cloud services. Cloud Services Resellers and Managed Services Resellers may resell CMSP partners’ Cisco Powered services.

The CMSP framework aligns with Cisco’s lifecycle process, which supports the evolution of networks and business systems to help ensure the greatest return from corporate IT investments. This Cisco methodology defines the continuous lifecycle of services that are required by end customers across the following phases: prepare, plan, design, implement, operate, and optimize (PPDIOO). These services have been established as a critical path to successful customer deployment of Cisco technologies. Partners can use Cisco Services to help build, deliver, and operate their Cisco Powered services faster, and benefit from a shorter audit process.

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Cloud and Managed Services: Master CMSP Master Partners must complete a comprehensive application to determine their eligibility. Two Cisco Powered services are required to participate at this level of the program. Partners participating at the Master level of the program receive the highest rewards and the most robust set of benefits, including eligibility for other Cisco channel programs and Cisco Collaborative Services offers. They are also invited to join the managed services community and receive marketing benefits and technical training to help their services be more successful.

Cloud and Managed Services: Advanced CMSP Advanced Partners must complete a comprehensive application to determine their eligibility. One Cisco Powered service is required to participate at this level of the program. Partners participating at the Advanced level of the program receive rewards and benefits, including eligibility for other Cisco channel programs and Cisco Services offers. They are also invited to join the managed services community and receive marketing benefits and technical training to help their services be more successful.

Cloud and Managed Services: Express CMSP Express Partners sell and deliver cloud and/or managed services through their own NOC investment or by outsourcing their NOC operations to a NOC service provider, built on the ITIL® framework, and provide management capabilities that support Cisco advanced technologies. These partners must complete a comprehensive application that is reviewed by Cisco program managers to determine their eligibility. Partners must have two Cisco-based cloud or managed services to participate at this level of the program. Partners participating at the Express level of the program receive rewards and benefits, including eligibility for Cisco Services offers. They are also invited to join the managed services community and receive marketing benefits and technical training to help their services be more successful.

Services Reseller Services Resellers that work with at least one CMSP partner in reselling their Cisco Powered services can enroll in the Cloud Services Reseller or Managed Services Reseller track.

Q Can a CMSP partner outsource NOC operations to another partner?

A Yes. Partners who are interested in completing an application to participate in CMSP may outsource their NOC operations, including hardware, to a NOC service provider to meet CMSP requirements. Partners must have an executed, documented contract and signed SLA with penalties with the NOC service provider detailing end-to-end accountability and a process for management support. In addition, partners are required to upload a “NOC Integrated Process Plan” during the application process to be validated by Cisco prior to initiating an audit process.

Section 7: Program Evolution

Q What program changes should partners and Cisco employees be aware of?

A There are many roles partners can hold in selling and reselling Cisco Powered services. Those partners who have multiple relationships with Cisco may have multiple roles as well. If you have any questions about these roles, including their requirements and benefits, contact the Cloud and Managed Services Program.

Two major changes partners should be aware of are that there are now three levels for enrollment – Master, Advanced, and Express. In addition, partners may become Cisco Powered Intercloud Providers. More details on these designations are provided below.

Q&ACisco Powered

Q What are the three levels for enrollment?

A The three levels for enrollment – Master, Advanced, and Express – reflect a partner’s capability in delivering Cisco architecture to support customers’ preferred consumption models. Additionally, these levels have graduated program requirements commensurate with the number of Cisco Powered service designations, Cisco professional certifications, and SLAs that the partner offers in the Cisco Powered Services Catalog. The highest level, Cloud and Managed Services Master, reflects partners with the greatest breadth and depth of capabilities, backed by an onsite audit. Advanced and Express level partners are required to pass an independent third-party audit of capabilities as well.

Partners are required to provide at least two end-user customer references for each Cisco Powered service designation.

White labeling has been moved out of the CMSP application. Cloud Services Resellers and Managed Services Resellers may enroll in the Partner Program Enrollment tool (PPE) to become Services Resellers if they have relationships with CMSP partners and want to resell their Cisco Powered services.

Cisco Powered services follow the Cisco Value Incentive Program (VIP) and have discounts harmonized with the Cisco Resale Channel Program certification discount structure. CMSP will continue to recognize partners that have expertise in selling and delivering Cisco cloud and managed services across the globe or in multiple countries, and the discounts will continue to reflect that expertise. For more information on the Cisco VIP, visit www.cisco.com/go/vip.

Partners looking for predictability of pricing for their cloud and managed services business can use the new Simplified Pricing. Cisco will continue to enhance Simplified Pricing to support partner business models; look for information in the future on these changes.

Q Who is eligible to use Simplified Pricing?

A In order to participate in Simplified Pricing, partners must currently hold a CMSP Master or Advanced designation and offer at least one Cisco Powered service. For more information, go to www.cisco.com/go/mscppromotion.

Q Who is eligible for rebates?

A The Cisco Powered rebate program follows the Cisco Value Incentive Program and has harmonized discounts with those of the Cisco Channel Resale Program certifications. For more information on VIP, please visit www.cisco.com/go/vip.

Q Will a Cloud Provider eligible for Cloud MDF continue to accrue Cloud MDF under CMSP?

A Yes. For more information, see the Cloud MDF At-a-Glance.

Q What are the changes to the audit process?

A Changes have been made to CMSP by streamlining requirements at the partner company level, Cisco Powered services designations, and the audit process for partners. Go to http://www.cisco.com/go/audit and view the Cloud and Managed Services tab for the Cloud and Managed Services Program Audit and Policies and Cisco Powered services requirements documents.

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R) C67-736615-00 02/16