Cisco Confidential C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. 1
Master Cloud Builder Specialization- Partners
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
Agenda
• Master Specialization Overview
• Master Cloud Builder Specialization Defined
• Program Benefits
• Program Requirements
• Engagement and Resources
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4
Master Cloud Builder Specialization
The Cisco® Master Cloud Builder
Specialization represents the greatest depth of
capabilities by partners with expertise in
designing, deploying, and supporting the Cisco
unified data center, cloud-ready
infrastructure to their customers.
The Master Cloud Builder Specialization
represents a shift from practice-building, to an
acknowledgement of a practice, complete with
customer references and an audit of your
capabilities.
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
Cisco Unified Data Center
Unified Fabric
Unified Management
Unified Computing
Unify Your Data Center
The Cisco® Unified Data Center unifies compute, storage,
networking, virtualization, and management into a single platform. The
result is operational simplicity and business agility ̶ essential
elements for cloud computing and deploying IT as a service.
Proven Business Value
Cisco has shipped data center components since 2007. In that time,
numerous customer endorsements offer evidence of the business
value that Cisco data center solutions can create. Examples include:
• Increased revenues of 20 to 28 percent in one year for
technology company AlmavivA TSF
• 30 percent reduction in operational costs and 20 percent
reduction in capital costs for Winterflood Securities
• Savings of well more than 90 percent per blade chassis for
Technical University Berlin
Forrester Consulting conducted a study in March 2011 of five Cisco
customers. On average, the "composite organization" realized a
three-year risk-adjusted ROI of 177% with Cisco UCS®.
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6
Master – Highest Cisco Specialization
Routing / Switching
Small and Midsize
Business Specialization Foundation
Security
Content Security
Wireless LAN
Unified Fabric
Unified Computing
IP NGN
Borderless Network
Collaboration
Entry Express Advanced Master
Tech
no
log
y
Arc
hit
ec
ture
Collaboration
Data Center
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7
Specialization Structure
Master
Based on Cisco®
architecture and
technologies
Validation of partner
capabilities through
an onsite and
demonstration
Advanced
Based on Cisco
architectures and
technologies
Consists of required
courses and exams
for AMs, SEs,
and FEs
Express
Based on Cisco
mid-market
solutions
Consists of required
courses and exams
for AMs, SEs,
and FEs
Entry
Focused on small
business
solutions
Consists of required
courses and exams
for AMs and
engineers
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8
Cloud Builder
Role
Build and Sell Cisco-Centric Clouds to
Customers and Cloud Providers
Cloud Provider
Role
Manage and Sell Cisco-Powered Cloud
Services to Customers
Resell Providers’ Cisco-Powered Cloud
Services to Customers
Cloud Services Resale Role
Channel Partner Program
Cloud GTM Roles
Resell
CMSP
Specializations:
Advanced Data Center Architecture
Advanced Unified Computing
Technology
Advanced Unified Fabric Technology
Designations:
Cisco Powered Services
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
Data Center Specialization Portfolio Program roadmap for expanding expertise
Unified Computing Technology Specialization (UCT)
Unified Fabric Technology Specialization (UFT)
Advanced Data Center Architecture (DCA)
Master Cloud Builder
Specialization
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11
Unified Computing
Technology
Unified Fabric
Technology
Data Center
Architecture
Master Cloud
Builder
• MCB logo
• Recognition and
endorsement in cloud
marketplace
• 1% VIP incremental
incentive
• 1% Gold incremental
incentive
• Marketing development
Funds (MDF) up to
$150,000
• Specialization plaque and
certificate
• Premier event participation
• Featured in success stories
• Targeted Master branding
campaign
• GTM support
• Assets for demand
generation
• Recognized in Cisco
Partner Locator
• Participation in channel
incentive programs
• Access to sales promotions
and bundles
• Assessments and demos
• Competitive information
• Counts toward Silver
• Cisco® supported
branding campaigns
• Recognized in Cisco
Partner Locator
• Specialization
certificate
• Participation in channel
incentive programs
• Access to sales
promotions and bundles
• Assessments and
demos
• Demand generation
• Competitive information
• Counts toward Silver
• Cisco supported
branding campaigns
• Recognized in Cisco
Partner Locator
• Specialization
certificate
• Participation in channel
incentive programs
• Access to sales
promotions and bundles
• Assessments and
demos
• Demand generation
• Competitive information
• Counts toward Sliver or
Gold certification
• Cisco supported
branding campaigns
• Recognized in Cisco
Partner Locator
• Specialization
certificate
• Participation in channel
incentive programs
• Access to sales
promotions and bundles
• Assessments / demos
• Demand generation
• Competitive information
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
Integrated Stacks
Vblock
(Smart Solution)
FlexPod
(Smart Solution)
A Master Cloud Builder
Specialized Partner has:
• The ability to sell and build
integrated infrastructures
• Strong customer
demonstration skills
• Experience with a minimum of
three customers for Cloud
Builder-specific deals
• Experience in data center
application migration to a
cloud environment
Unified Fabric
Unified Management
Unified Computing
Master Cloud Builder Specialization
Partner Ecosystem
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
Master Cloud Builder Requirements
Onsite Audit Demonstration of
Knowledge and Capabilities
Audit of Internal
Partner Processes Prerequisites
Cisco® Advanced Data Center
Architecture Specialization
Storage prerequisites
Virtualization prerequisites
VXI foundation training
3-7 customer references
Completed online application
(CSApp)
Audit of partner process that
covers the entire sales lifecycle:
Prepare, Plan, Design,
Implement, Operate, and
Optimize using ITIL as the
common taxonomy
Specific requirements are detailed
in the Master Cloud Builder track
of the Cisco Channel Partner
Program Audit and Policies
document:
www.cisco.com/go/audit
Knowledge and capabilities on:
1) Customer engagement and
sales
• Business transformation
• Solving customer problems
• Professional services
2) Integrated infrastructure stacks
3) Data center security
4) Virtualization
5) Cloud management and
orchestration
Specific requirements are outlined
in the Master Cloud Builder
Demonstration Scenario and
Guidelines document:
www.cisco.com/go/audit
www.cisco.com/go/mcb
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
What Partners Can Expect in the Audit Schedule and Process Partner application enrollment process
2. Partner accesses the
Certification and
Specialization
Application (CSApp)
website.
3. Partner completes the
online application and
agrees to the program
terms and conditions.
4. Certification program
manager receives notice
of the partner application
submission.
5. Certification program manager reviews application and
responds to partner within 5 business days of submission.
6. Certification program manager authorizes an audit.
Partner information is sent to a third-party auditing firm.
7. The auditing firm contacts the partner and
account team to schedule an audit.
8. Onsite audit occurs.
9. Auditor provides an audit summary, including
actionable items to the partner within 24 hours
of audit completion.
10. Auditor submits a full audit report to the
certification program manager within 5
business days of the audit completion.
11. Auditor report is reviewed by the certification
program manager within 20 days of receipt.
Confirms actionable items have been completed.
12. After action items are
addressed (if applicable)
the certification program
manager sends approval
notification to the partner.
Assess
Apply
Audit
Approve
1. Partner works with
the account team
to determine if
MCB fits your
business model.
1
2 3 4 5
6
7
8
9
10
11 12
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
Learn More About Specializations
Partner Central Websites:
www.cisco.com/go/specializations
www.cisco.com/go/mcb Presentation, At-a-Glance, FAQ
www.cisco.com/go/datacenter-specialization
www.cisco.com/go/partnerlogos
www.cisco.com/go/vip Presentation, VIP 22 Rules, Partner Playbook, FAQ
www.cisco.com/go/skus VIP 22 Eligible SKUs
Cisco WebEx® Social Sites:
http://iwe.cisco.com/web/specializations/master
Audit Requirements for Masters
http://www.cisco.com/go/audit
Cisco® Channel Program Audit and Policies Document
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19
Cisco Certification and Specialization Framework
Integrated Technology Skills Breadth
Te
ch
no
log
y S
kil
ls D
ep
th
2 CCIEs
4 CCIEs
Customer Satisfaction
Option 1:
Any two architecture specializations, or
Option 2:
One architecture specialization
plus one advanced level technology
specialization
Any three architecture specializations:
Advanced Borderless Network
Architecture
Advanced Collaboration
Architecture
Advanced Data Center Architecture
Advanced IP NGN Architecture
Support Infrastructure
Option 1:
Any architecture specialization,
or
Option 2:
Express Foundation
Specialization, or
Option 3:
Express Collaboration
Specialization
Small and Midsize
Business (SMB)
Specialization
3 Architecture Specializations 2 Qualified Specializations
1 Qualified Specialization
Qualified Specialization
Advanced Unified Computing
Technology
Advanced Unified Fabric Technology
Advanced Unified Communications
Advanced Wireless LAN
Advanced Content Security
Advanced Security
Advanced Routing and Switching
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21
Resources to Help You Succeed Sales and Marketing Steps to success, competitive information, customer success stories, incentives and promotions, Partner Practice Builder and solution tracks
Partner Technology Resources Cisco® Unified Fabric, Unified Computing, switches, cloud and desktop virtualization Demand Generation Data center architecture marketing campaigns, Partner Marketing Central, partner grid
Demonstrations and Assessments Cisco interactive 3D models, Cisco funded network assessments, remote demonstrations, and data center and virtualization labs
Not-For-Resale Equipment Discounts
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23
Description Incentive
VIP Rebate 1% additional
Gold Kicker 1% additional
Master Branding Highest differentiation
MDF $150,000 maximum NEW
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24
MCB Specialization: Cloud MDF
• Cloud MDF will be available to qualified and approved partners in the Master Cloud Builder Specialization July 28, 2013 (start of FY14). Funds will support ongoing demand generation and Cisco® centric cloud activities.
• MDF will be accrued as a percentage of net bookings on eligible Cisco product families. The annual (Cisco fiscal year) maximum cap is $150,000.
• Net bookings of eligible Cisco product families can be resold to end customers and cloud providers.
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
Overview of Cisco Incentive Programs
Value Incentive Program (see slide 31)
This program is for partners with practices focused on technologies that are part of Cisco® architectures such as Collaboration, Data Center, and Enterprise Networks.
Encourages profit
seeking and
practice building
Opportunity Incentive Program
This program encourages partners to invest in developing new business opportunities while providing assurance that presales efforts will be rewarded and protected.
Encourages new
business
development
Solution Incentive Program
Partners receive special pricing when developing and selling solutions that integrate vendor-partner business applications and services using Cisco technology.
Helps create
differentiation
Teaming Incentive Program
This program rewards partners who create tighter alignment with Cisco partner account managers early in the sales cycle and successfully deploy complex
Promotes teaming
behavior and loyalty
Technology Migration Program
This global program gives trade-in credits for most major products offered by Cisco and for select competitive products when upgrading to a new Cisco networking solution.
Encourages
equipment
migration and upselling
Partner Plus Incentives
One of the five accelerators in the Partner Plus Program, this global program gives financial rewards for meeting mid-market revenue targets. It is used to fund demand generation activities.
Accelerates
sustained
mid-market growth
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
Promotional Opportunities for Your Data Center Business Examples of marketing and business-unit-sponsored promotions available to Data Center Specialization Partners:
Cisco Nexus 7000 Second-Generation Migration Program Receive up to $6000 USD credit for migrating to Cisco Nexus® 7000 Supervisors and Fabric Modules. This program requires TMP enrollment and is available until July 2013.
Cisco Nexus 7010 Bundle and Cisco ASA 5585-X with SSP-60 Bundle Offer customers a 19 percent discount when they purchase the Cisco® Nexus 7010 Switch with the Cisco ASA 5585-X Adaptive Security Appliance.
Security Bundles for Virtual and Cloud Environments Offer customers up to 50% off when they purchase the Cisco ASA 1000V, Virtual Security Gateway (VSG), and VNMC with their Cisco Nexus 1000V Switch. This bundle is available until October 2013.
Cisco Smart Play and Solution Pack Promotions Get an aggressively pre-adjusted price on an entry-level Cisco UCS® and UCS-based solutions for new customer opportunities. This promotion requires DCA or UCT specialization.
Cisco Nexus Sales Promotions and Bundles Take advantage of multiple solution offers focused on the Cisco Nexus Portfolio; receive up to a 61% discount.
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27
Discounts for Your Data Center Business Examples of marketing and business-unit-sponsored promotions available to Data Center Specialization Partners:
Secure Data Center Incentive Get up to a $1000 USD incentive for selling Cisco® ASA 5585-X as part of a Cisco Nexus® 7000 opportunity. This incentive is available until July 2013. It requires Data Center Architecture and Advanced Security Specializations, or Borderless Networks Architecture Specialization.
New UCS Account Breakaway This promotion rewards partners with up to a 70% discount when developing and selling Cisco UCS® to accounts that have never previously purchased Cisco UCS. This promotion is available until July 2013, and requires DCA or UCT Specialization.
Cisco Nexus 5596UP Fibre Channel Bundles Take advantage of Fibre Channel bundles based on the Cisco Nexus 5596UP Switch.
Cisco Catalyst® 6500 Data Center Interconnect Bundle Receive up to a 50% discount in this 2-for-1 promotion for a SIP-400 used in the Data Center Interconnect application with A-VPLS.
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29
Master Cloud Builder Logo, Plaque, and Certificates
• Partners can access the new Master Cloud Builder Specialization logo on Partner Central: http://www.cisco.com/web/partners/market/partner-marks.html
• Approved Master Cloud Builder Specialized Partners should receive a complimentary plaque and certification upon approval and renewal. Partners can purchase additional plaques or certificates to highlight your achievement.
C97-729523-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
Promote Your Visibility to Customers • Press Release Template
• Partner Locator
• Cloud Market Place