country enablement training - brazil - cisco...country enablement nov 17 external version slide 15...

Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved.. Slide 1

For 2-Tier Partners

November 17 2013

Country Enablement Training - Brazil

Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..

Country Enablement Nov 17 External Version

Slide 2

Session Objectives

CE Brazil Overview

Quoting

Ordering

Logistics

Contract Management

Session Summary

Course Duration: 1 Hour



Slide 3

Country Enablement (CE) Brazil Overview..................................................................................................................... 07

Country Enablement………………………………………………………………………...........................………….......... 08

What is NOT Changing?............................................................................................................................................. 09

What is Changing…………………………………………………………………………………......................................... 10

Quoting........................................................................................................................................................................... 11

Quoting Key Changes................................................................................................................................................ 12

Doing Business with Cisco Brazil................................................................................................................................ 13

Business Entities........................................................................................................................................................ 15

CSCC Address Book.................................................................................................................................................. 16

CCW Language Preferences...................................................................................................................................... 17

Deal Splitting.............................................................................................................................................................. 18

Pricing Updates.......................................................................................................................................................... 21

Changes to Quote Process......................................................................................................................................... 22

Quote with Brazil Price List…………………………………………………………………………………………………….. 23

CCW Quote Price List and Billing……………………………………………………………………………………………... 24

CCW Quote with Brazil Price List……………………………………………………………………………………………... 25



Slide 4

CSCC Quote with Brazil Price List……………………………………………………………………………………………. 27

CCW Reviewing Discounts......................................................................................................................................... 29

Ordering......................................................................................................................................................................... 32

Ordering Key Changes............................................................................................................................................... 33

Ordering Controls....................................................................................................................................................... 34

Quote Splitting............................................................................................................................................................ 36

CCW Error Screens…………………………………………………………………………………………………………….. 38

Order Changes and Cancellation.....……………………………………………………...........................………….......... 42

CCW Modify Billing Information.................................................................................................................................. 43

CCW Using Address Search....................................................................................................................................... 44

Post Order……………………..................................................................................................................................... 45

Logistics......................................................................................................................................................................... 48

Logistics Key Changes............................................................................................................................................... 49

Nota Fiscal................................................................................................................................................................. 50

Shipment Guidelines.................................................................................................................................................. 51

Shipping..................................................................................................................................................................... 52



Slide 5

Product Returns......................................................................................................................................................... 53

Contract Management.................................................................................................................................................... 54

Contract Management Key Changes.......................................................................................................................... 55

Contract and Data Migration....................................................................................................................................... 56

Service Delivery.......................................................................................................................................................... 57

Service Renewals....................................................................................................................................................... 58

Post Order—Service Renewal in CSCC..................................................................................................................... 59

Cancellations.............................................................................................................................................................. 61

Summary........................................................................................................................................................................ 63

Appendix........................................................................................................................................................................ 66

List of Acronyms......................................................................................................................................................... 67

Country Enablement – Legal Entity Types.................................................................................................................. 68

Additional Resources.................................................................................................................................................. 69

Brazil: Sales Scenarios Using CCW and CSCC......................................................................................................... 70

After completing the training, you will be able to describe…

• The key process and system changes

resulting from the establishment of a new

Cisco Brazil business entity.

• The setup requirements for quoting and

ordering in the newly established Brazilian

entity.

• The operating unit responsible for all

service agreements, Advanced Services,

and Technical Services sold by Cisco

Brazil.

• The ordering rules for various order types,

products, and services.

• The process to be followed for Nota Fiscal,

shipping, and returns.

• The new contract management practices.



Slide 8

• Locally Manufactured Product transactions will be in Brazilian Reais (Quoting,

Ordering, and Invoicing)

• Market opportunities for required indigenous products (Public Sector, Service Providers)

• Better customer delivery experience with shorter lead time, delivery cycles, and

inventory availability by Distributors

• Ease of product returns

• Cost of local manufacturing lower than imported products

Competitive Edge

Localized Cost Structure

Grow Top Line

Country Enablement (CE) establishes in-country subsidiaries or branches to enable the sale of Cisco services, products, and solutions. Some of the benefits are:

What is NOT changing?

Setup and Offering

• Multi-Year Service Agreements

• Service Offering Available

• Sales Compensation

Ordering and Service Sales Order

• Order Types

• Standalone software and software subscriptions will be available only

through Cisco Systems INC

• Changes to Services Sales Orders



Slide 10

• Legal Sales Agreements

• A New Indirect Channel Partner

Agreement (ICPA)

• A New Brazil Price List

• Cisco Commerce Workspace (CCW)

and Cisco Service Contract Center

(CSCC) required for quoting and ordering

• All Service Renewals and Standalone

Service Sales quoted, managed, and

sold by Cisco Brazil entity

• Finished Goods Returns capabilities for

Cisco Brazil



Slide 12

Legal

Sales

Agreement

• Legal addendums to include Brazil sales

• Indirect Channel Partner Agreement (ICPA)

BIDs & Ship-to IDs

SIDs

• New BIDs associated to Cisco Brazil

• New postal code format

Deal

Splitting • Deals will be split based upon business entity

Price List & Entitlements

• Partner branded, Cisco branded, and Co-Branded service sales

• Brazilian Price List



Slide 13

Quotes, Legal Sales Agreements and Deal Splitting.

Quotes

• Services that are renewed need to be quoted against the Brazilian entity.

• For mixed sites at the time of quoting, the non-Brazil sites should align to the

appropriate entity.

• Newly created sites should ensure the postal code is in the nnnnn+nnn format

to avoid error.

Legal

Sales

Agreement

Deal

Splitting

Deals will be split based on the different entities:

• For deals related to locally manufactured products, Brazil Deal ID will need to

be used.

• For deals related to non locally manufactured products, Cisco Systems INC

Deal ID will need to be used.

• 2-tier partners will have new legal addendums including Cisco Brazil.

• Addendums will added to the existing Indirect Channel Partner Agreement

(ICPA).



Slide 14

Route to Market and Local Requirements adoption.

Local

Requirements • Service businesses that are supported within Brazil will be permitted to

complete certain actions (takeovers, upgrades and downgrades).

Current Route-to-Market

• Cisco INC: Cisco sells directly to distributors or 1-Tier partners who sells to

end users.

• Cisco Brazil: Cisco Brazil sells in local currency to distributors who sells to 1-

Tier partners who resells to end user.

Future Route-to-Market

• Cisco INC: No change.

• Cisco Brazil: Cisco will sell locally manufactured products and attached

services to distributors with the option to sell directly to 1-Tier partners who can

resell to end users.

Route-to-

Market



Slide 15

After Go-Live, users will be able to select the appropriate pricelist to narrow available BIDs to use for quoting and ordering.

Select the desired entity from

which you want to buy.

Selected business entities will be

listed over here.



Slide 16

Local Data on Customer Address setup is required to facilitate Nota Fiscal generation.

– -

The postal code should be in the format nnnnn+nnn for

placing an order

Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved..

Country Enablement Nov 17 Internal Version

Slide 17

The following screens details how to modify the language preferences in CCW.

Click Change.

Select the desired

language and click

Change Language.



Slide 18

• Due to the Dual Sales ordering model in the Brazilian entity, a global deal structure is required per policy and SOX requirements.

• When the financial arrangement spans multiple legal entities, 3 non-standard deals will be required and they must be linked together.

• Global “shell” deal: not used for ordering, representing the entire financial arrangement.

• Local deal for INC using the LATAM price list.

• Local deal for Brazil using the Brazil price list.

• Deals containing locally manufactured products & non-locally manufactured products will

need to be split into two local deals and linked with one global deal ID.

• This process will be followed for all Reusable Non-Standard Deals (RNSD) & Transactional

Deals.

• Cisco Brazil will enable a Sales Transaction Acceleration Reps (STAR) team to support in

the Deal Splitting process.

• Local Deals should be transacted as per the as-is process using the Local Deal IDs not the

Global Deal ID.

New process for deals spanning across INC and Brazil entities.



Slide 19

The first Deal Splitting scenario is AM E2E.

1- Create two local global deal splitting, with their respective pricing

list and BOMs

2 - Create one global deal with both BOMs***

3 - Go back into both global locals deals, and add on locals the global

deal as a reference. (under comment as well)

4 - Submit all 3 deals to finance for approval

5 - Finance will run all necessary validations,

and if approved will systematically link global

to locals

6 - Finance will return the approved deals

7- AM will collaborate the LOCAL global deals

with partner

8 - Partner will order one global local deal at a

time, using as is process

***Note: The BOMs for the non-respective price list will have to be a miscellaneous representation in order for the system to validate. The AM will have to

place on comments, a detailed explanation about the miscellaneous, and both global locals deals IDs as reference. if the AMs have questions about what

to put in the miscellaneous line they should ask their Commercial Finance person.

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=tedL5wyf-ecKeM&tbnid=0UGy5Rz3yM-2nM:&ved=0CAUQjRw&url=http://pt.dreamstime.com/imagens-de-stock-royalty-free-povos-com-bandeira-das-partes-e-do-mapa-de-brasil-image19872759&ei=BcpvUqH2Goep4APv_YDYDg&psig=AFQjCNF21_K-kHj4HoD6UyCxaceAl8kZ9A&ust=1383144319241117



Slide 20

The second Deal Splitting scenario is AM & STAR interaction.

1- AM will contact Start team sending all

necessary BOMs and discounts needed to be

requested to finance

2 - STAR team will follow all steps above

from 1-6

3 - STAR will share deals with AM

4 - AM will collaborate the LOCAL global deals with partner

5 - Partner will order one global local deal at

a time, using as is process

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=wB0xFIAwyQa5PM&tbnid=PAKnf7FbRwRsIM:&ved=0CAUQjRw&url=http://www.smartpassiveincome.com/how-to-pick-the-right-business-partners/&ei=yMpvUuGjE9Gw4AORp4HoDA&psig=AFQjCNF21_K-kHj4HoD6UyCxaceAl8kZ9A&ust=1383144319241117



Slide 21

• Product and Service quotes will continue to be in Brazilian Reais.

• All routes-to-market will be able to create product and service quotes in

Brazilian Reais. Brazilian partners will only be able to use Brazilian Reais when

quoting and ordering from CSCC and CCW through Cisco Brazil.

Price List

Currency

• Cisco Brazil will now allow Partner branded, Cisco branded, and Co-Branded

service sales.

• A default Brazilian Price List is enabled during creation of a new Brazil customer

site.

Price List and

Branding

Changes to the Price List and discounts/promotions are listed below.

• The Brazil specific Price List contains all locally manufactured products and all

services for locally and non-locally manufactured products in local currency.

• Anyone with a Brazilian BID and SID is entitled to the Brazilian Price List and

the discounts associated with products and services.

• Partners can view various services offered through Cisco Brazil via the Brazil

Price List.

Price List

Changes &

Entitlements



Slide 22

During the quoting process, the following changes are applicable.

• Services that are renewed need to be quoted against the Brazilian entity.

• For mixed sites at the time of quoting, the non-Brazil sites must align to the

appropriate entity. Quotes

• Quote protection policy is applicable for new quotes created in the Brazilian

entity after Go-Live. The policy for quotes created in Cisco Systems INC

remains unchanged.

• Product quotes will be protected for 30 days.

• Services quotes will be protected for 60 days through CSCC.

• CCW will not offer quote protection for services.

• Open quotes during the data migration will not carry a quote protection.

Quote

Protection

Policy



Slide 23

Quote in CSCC

A quote can be created for both products and services using the Brazil price list in

CSCC and CCW.

Quote in CCW



Slide 24

These screens show how the price list can be selected and billing address changed..

The user can select the price list

from this drop down menu.

The user can select a

Billing Address from

this popup.



Slide 25

These screens detail how to create a quote using the Brazilian price list in CCW.

The user has added all items to the

quote and the quote has been

priced. The major pricing related

fields are as follows:

• Net Quote Amount (Currency will

show as BRL for Brazil)

• Fee Distribution (including Fee

Distribution Popup)

• Total Fee %

• Total Fee Amount (Currency will

show as BRL for Brazil)

• Quote Net Amount And Fee

Amount (Currency will show as

BRL for Brazil)

Brazil Price List



Slide 26

The review page ensures that all

necessary information in the quote is

correct and validated. This comes

after adding/pricing items in the

quote and before converting the

quote to an order. The major pricing

related fields are as follows:

• List Price

• Net Price

• Discount Percentage (including

Discount Details pop-up)

These screens detail how to create a quote using the Brazilian price list in CCW.



Slide 27

Complete CSCC quote that includes pricing with CE Brazil price list.

Quote Summary Details

page shows Quote header

information and all the

major pricing related fields.



Slide 28

Service pricing in CSCC with the CE Brazil price list.

The Line Items and Pricing

page shows Quote lines

(including line level Pricing)

information.



Slide 29

The following screens details how to review the discounts in CCW.

Total Discounts can

be viewed here.



Slide 30

The following preferences need to be set before making a quick price/quote.

You need set the preferences

as shown on the figure.



Slide 31

Verify or provide your account information and service preferences on this screen.

Provide your account

information and service

preferences.

Enter product information

including product number,

serial number, enterprise

service SKU.

Select the desired hardware,

software, and subscription

service level.



Slide 33

Post Order

Order Changes

Quote Splitting

Ordering Controls

• Ordering rules applied

• Cisco Brazil internal orders exempt from ordering controls

• Multinational Quoting not allowed

• Split quotes to separate Brazil and non-Brazil lines in CSCC

• Cancel/partially cancel orders or lines

• Request an expedited order

• Renewals in CSCC

• Prior Order Views

• Invoice

• No Indirect tax estimations



Slide 34

Ordering Rules will be enforced for locally and non-locally manufactured products

selling into Cisco Brazil.

Order Controls

• Cisco Brazil will apply applicable ordering controls (rules/validations) for orders before new orders can be booked or modified.

• Exceptions will be provided and must be approved by Global Tax and Customs (GTC) and the local sales team.



Slide 35

After Go-Live, ordering controls will ensure all ordering rules are followed.

The following types of quotes must be ordered through Cisco Brazil:

• Purchase of locally manufactured

products

• Standalone Services

• Any quote using a Brazilian BID

Includes AS Transactional Onsite and

AS Fixed transactions and TS

• Renewals

Even if original order was ordered

through Cisco Systems INC

Cis

co

Bra

zil

The following types of quotes

must be ordered through Cisco

Systems INC:

• Purchase of non-locally

manufactured products

Includes quotes with initial

service attach

TS at initial purchase will

be allowed

• Standalone Software (SW)

and SW subscriptions

After Go-Live all other entities will be restricted from selling products and services into Brazil.

(Italy, Japan, etc.).

Cis

co

Sys

tem

s I

NC

Note: Cisco Brazil will enforce a mandatory attach of

service for customers having "full entitlement" service

programs.

Note: Services will continue to be offered

for initial attach for non-locally

manufactured products.



Slide 36

The CSCC tool will give users an option to split the Brazil or non-Brazil lines into a

new quote based on ordering controls.

Select the desired action to

split the quote and fix Brazil

quote errors.



Slide 37

Errors may occur when trying to place a quote for Services in the incorrect install

site. Example: Ordering Standalone Services New and Renewal in CSCC [Brazil

Install Site].

All the major line item errors

will be displayed over here.



Slide 38

This error message shows a mismatch in the install, billing and shipping addresses.



Slide 39

This error messages shows a mismatch between the billing address and the price list.



Slide 40

These error messages show an incorrect shipping address in the order.



Slide 41

This error messages shows that standalone products cannot be ordered through Cisco Systems INC.



Slide 42

Various changes can be made based on the request.

Change Orders

• Change Orders will be in English or Brazilian Portuguese (customer preference).

Customer Notifications and Cancellations

• Partner notifications will only be provided in English from CSCC. Order Cancellations will be in English or Brazilian Portuguese (customer preference).

• Order cancellations will be restricted on hardware orders if one of the lines on the order is beyond the Pick Release—Released (Released to Warehouse) status.

• Partners can cancel or partially cancel order/lines up until Pick Release—Released (Released to Warehouse) status.

Expedited Orders

• Partners can request an expedited order.



Slide 43

The following screens details how to modify a billing information in CCW.

Click Edit to change

the billing information.

Select the desired

billing address.

1

2



Slide 44

The following screens detail the Address Search in CCW.

Click Edit to change

the Shipping Address.

Select the directory in

your desired language.

Search using Site ID.

Generic Search.

1

3

2



Slide 45

After Go-Live, users can now see past orders in CSCC from:

Past orders for the

selected period listed.

Select Order Complete

to filter complete orders.

Select the Date Range

Apply filer to

display the data.



Slide 46

The invoice process includes the following.

Invoice Separation

• Separate Nota Fiscal are issued for Products and Services sold through

Cisco Brazil.

• Technical service can be invoiced for the full amount or periodic billing.

• Advanced services can be invoiced upfront, periodically, upon milestone

completion, or upon completion of the service.

Nota Fiscal

(includes

Nota Fiscal

Electronica)

Language

(Brazilian Portuguese)

Currency

(BRL)

Service

Nota Fiscal



Slide 47

Indirect Tax

• Indirect tax will be applied at the time of invoicing and will not be shown in the quote.

• Cisco Brazil will not be providing an estimation for indirect tax.

Customer Invoice Payment Remittance

• Payments for locally manufactured products and services sold through Cisco Brazil can be paid wire payments or Boleto.

• Credit card payments will not be accepted.

Invoices will include indirect tax and can be paid through wire payments.



Slide 49

Product Returns

Ci

Shipping

Nota Fiscal

• Circulation

• Cancellations within 24 hours

• Remittance Nota Fiscal (DANFe) provided by contract manufacturer

• Shipments dependent upon Nota Fiscal issuance

• Title and risk will be transferred dependent upon customer contract

• Opt-in carrier will be selected by Cisco Brazil

• Partial ship sets will not be allowed through Cisco Brazil

• Opt-out is the single option for Brazil Type 5 partners and distributors

• Opt-in/out shipping methods

• Must be accompanied by the Returns Nota Fiscal

• Warranties remain consistent with existing policy

• All products sold through Cisco Brazil will be returned to a Brazilian depot

Shipment Guidelines



Slide 50

The circulation, cancellation, and remittance processes.

• Purchased goods will only be eligible for physical transport with a hard copy of

the Nota Fiscal. Circulation

• Partners will receive the XML of the sale Nota Fiscal electronica by e-mail. The

Nota Fiscal can only be cancelled within 24 hours after issuance. Cancellation

• Remittance Nota Fiscal (DANFe) will be generated and provided by the

customer or partner. Remittance



Slide 51

Shipping processes are impacted at different levels in the Brazil entity.

• No partial ship sets of an order through Cisco Brazil.

• Ship-to and Bill-to party name and state will be the same.

• Partners will not be able to ship to the direct customer’s location from the

contract manufacturer. They will pick up goods at the Flex dock and they will

pay for the freight.

Partial Ship Sets

Shipment

Controls

Opt-in & Opt-

out

• All Brazilian Partners and Distributors will be opt-out when purchasing from CE

Brazil.

• In case there is a deal created for a partner where an opt-out amendment is

not yet signed, Cisco Brazil will use opt-in to honor the current signed contract

and the freight cost will be included into the deal in the credit field (negative

value) so that final amount charge covers freight cost.

• Opt-in & Opt-out customers are determined by the following

- Opt-in customers: users of the Global Price List (GPL).

- Opt-out customers: users of the Whole Sale Price List (WPL).



Slide 52

The following processes will be followed for the shipping of products from Brazil.

Pick-Up Date

Shipping

Drayage

• Cisco Brazil will transfer title and risk of loss to Brazilian partners, distributors,

and customers based on the customer contract.

• Subject to customer contract, risk transfers at the contract manufacturer site.

Title and Risk

Shipment

• In the case of a missed pick-up date, CPE will contact customer or partner to

set up a new pick-up date, if new pick-up date cannot be set Cisco will dray

shipment.

• If Opt-out customer does not pick up product(s) Cisco Brazil will dray the

shipment and charge the customer for the drayage.

• Opt-out shipments must be picked up within 3 days of issuance of Nota Fiscal electronica.



Slide 53

Returns need to follow the requirements listed below:

Nota Fiscal

• Returned goods must match exactly to the original Nota Fiscal or the return will be refused.

• Cisco will not accept any returned goods without the Remittance Nota Fiscal.

Warranties

• Warranties for Cisco sold products will continue to be 90 days for all routes-to-market.

• A 2-Tier partner will be able to return a product, if still under warranty but has to pay the return cost.

Reasons for a Return

• Some reasons for acceptable returns are: dead on arrival, visual defects, wrong shipment etc.

Bundled Orders

• Partial return shipments of bundle orders will not be allowed unless the product is eligible for RMA.

Returns Depot

• All locally manufactured products will be returned to the in country depot.

• All non-locally manufactured products will be returned to Cisco Systems INC.



Slide 55

Cancellations

Ci

Service Renewals

Service Delivery

Contract & Data

Migration

• Termination for Credit

• Service lines attached to returned products

• Service RMAs

• Cisco Brazil takes responsibility for service contracts it sells

• Start dates for standalone services cannot be earlier than submission date

• Attached service start date

• 0 day Overdue Period

• No retroactive renewals

• All contracts must be renewed through Cisco Brazil

• 2-Tier partner data migrated based upon Ship-to ID

• Contract migration will yield new contract numbers dependent upon original contract

• Open/In-flight service quotes during migration period



Slide 56

All active service contracts having install sites in Brazil will be migrated to Cisco Brazil.

• Data migration is the transfer of all Brazilian 2-Tier partner data from Cisco Systems INC over to Cisco Brazil.

• Partner data will be transferred based upon the Ship-to ID of that particular partner.

Data Migration

• Existing contracts with install sites/performed-at sites within Brazil will be migrated and aligned to Cisco Brazil.

• Contracts with multiple install sites/performed-at sites both within and outside of Brazil will be split and result in new contracts and contract numbers.

• Any quotes with Brazil ship-to/install sites that have not been ordered by the

November 08, 2013 will need to be cancelled and recreated.

Service Contract Migration



Slide 57

Service agreements for services sold by Cisco Brazil will be managed by Cisco Brazil.

• Cisco Brazil will take responsibility for performance of all contracts it issues. • Any spare(s) fulfillments for services sold by Cisco Brazil will be supported by

local depots in Brazil.

Contract Responsibility

• Cisco Brazil will have a relationship with Cisco Systems INC only on the replenishment and pullback of inventory.

• Cisco Brazil will not have any shipments with other entities.

Inventory Replenishment

• Start dates for standalone services booked and ordered through CSCC cannot be earlier than order submission date.

• Attached service start date is based upon the ship date plus 1 day. • Attached Premium Service start date is based on the ship date plus 30 days.

Service Start Date



Slide 58

Contracts Purchased through Cisco Systems INC

• Cisco Brazil will handle all renewals, including those originally purchased through Cisco Systems INC.

• Contracts originally sold through Cisco Systems INC must be renewed with a Brazilian BID before any upgrades/downgrades, takeovers, or contract management (delete, add, move) can occur.

Retroactive Renewals

• No retroactive renewals for contracts that are aligned to Cisco Brazil. Service renewals will expire on contract end date.

Overdue period

• There is a 0 day overdue period for service contracts aligned to Cisco Brazil. This does not follow the existing global policy.

The updates to service renewals include the following:



Slide 59

The following steps provide instructions on how to renew a quote in CSCC.

Specify Product Info, Contract

Info, Uncovered/Covered

Equipment Service Level.



Slide 60

The following steps provide instructions on how to renew a quote in CSCC.

Specify Project Info, Install Site

and Click Add Line.



Slide 61

• Service return (RMAs) will be processed in the Brazil Operating Unit.

Service Return (RMAs)

• Service cancellations will follow the Termination for credit operational Process to

Customer depending on where the original sale was performed (either Cisco

Systems INC or Cisco Brazil).

• Termination for credit will follow the Brazil local requirements and regulations for

services sold through Cisco Brazil.

Credit

• Any service line attached to a returned product will be canceled. Attached

Service Lines

All service cancellations for Brazil sold services will follow the below.



Slide 62

The following steps provide instructions on how to cancel a quote in CSCC.



Slide 64

Events till date

Cisco Brazil Bill-to IDs (BIDs) and Ship-to/Install-at IDs (SIDs) will be created automatically.

Partners being migrated to Cisco Brazil can expect their existing Cisco Systems INC information to be maintained and automatically transferred to the Brazilian entity. These partners will still be able to quote and order through Cisco Systems INC using the BID aligned to that entity.

All orders submitted and booked prior to Cisco Brazil Go-Live (November 17) will continue to be fulfilled from Cisco Systems INC.

While service contracts will be migrated to Cisco Brazil existing orders and associated invoices will be generated from Cisco Systems INC until the time of service contract renewal.

Orders booked prior to November 17 2013 will be processed by Cisco Systems INC Orders booked after November17 2013 will be processed by Cisco Brazil.

You learned how to… • Identify the key process and system

changes resulting from the

establishment of a new Cisco Brazil

business entity.

• Prepare for the requirements for

quoting and ordering in the newly

established Brazilian entity.

• Identify the operating unit responsible

for all service agreements, Advanced

Services, and Technical Services sold

by Cisco Brazil.

• List the ordering rules for various order

types, products, and services.

• Explain the new process to be followed

for nota fiscal, shipping, and returns.

• Identify new Contract Management

practices.



Acronym/Term Definition

AM Account Manager

AS-F Advanced Services-Fixed is a service category that provides services that have a fixed price, fixed

scope and other fixed attributes that enable streamlined quoting, ordering and expedited approval

AS-T Advanced Services-Transactional

BIDs Bill-to IDs

CE Country Enablement

CSPP Cisco Service Partner Program

GTC Global Tax and Customs

LMP Locally Manufactured Products

SAE Service Agreement Expiration

PONR Point of no Return

SAE Service Agreement Expiration

SMS3 Services Management System v3

Appendix



Type 1

Sales and Marketing support only

Type 2 Transitional Service Entity (TSE) to support service-only sales to direct accounts. Limited number of manual transactions.

Type 3 Transitional Service Entity (TSE) to support XaaS. Limited number of manual transactions.

Type 4 Product & service buy/sell with varying sales, or route-to-market limitations. Limited manufacturing based on business case. Manual processes required.

4a – Sales

4b – Limited Local Manufacturing

Type 5 Fully automated, product & service buy/sell entity. Manufacturing based on business case.



This presentation provides a HIGH LEVEL overview of the

release and processes.

For additional information please go to the Country

Enablement Brazil website. It includes the following

information: • General Awareness Communication

• Presentations

• Job Aids

• Frequently Asked Questions

http://www.cisco.com/web/BR/parceiros/partner_with_cisco/cisco_goes_local_brazil.htmlhttp://www.cisco.com/web/BR/parceiros/partner_with_cisco/cisco_goes_local_brazil.html



# Description Tool Used Cisco

Brazil

Cisco

Systems

INC

Other

Buy

Sells

Comments

1 Locally Manufactured Product (LMP) CCW Driven through BR PL

2 LMP + Technical Services CCW Driven through BR PL

3 LMP + Combined Services (AS-S + TS – one

SKU) CCW

Driven through BR PL

4 Non Locally Manufactured Product (non

LMP) CCW

1 Non LMP will not be available in

BR PL but present in all other PLs

5 Non LMP + Technical Services CCW



6 Non LMP + Combined Services (AS-S + TS –

one SKU) CCW



7 Software (SW) CCW 1 SW not available in BR PL

8 Software Subscription CCW/CSCC 1 SW Sub not available in BR PL

9 Standalone Service sales to support software CSCC/CCW 1 1

10 UCSS + Software Support (ESW) CCW/CSCC/ 1

11 TS (Standalone New and Renewal) against

LMP or non LMP

CSCC/CCW (New)

CSCC (Renewal)

1 1

12 AS (AS-S, AS-T, AS-F) including new and

renewal (where applicable)

CSCC (AS-S) CCW

(AS-T/AS-F)

1 1

13 AS-F + LMP CCW Driven through BR PL

14 AS-F + Non LMP CCW

2

(AS-F)

2

(P)

1 AS-F is not a mandatory attach.

15 Similar form factor (equivalent of a LMP) N/A N/A 1

1May be allowed very rarely based on GTC exceptions approval. 2AS-F order should be booked in Cisco Brazil and the Non LMP should be booked in Cisco Systems INC

Other Buy/Sells - (NL, AU, CA, JP, ITL, UKH)

.

Thank you.

country enablement training - brazil - cisco...country enablement nov 17 external version slide 15...

Documents