Holy Promotions, Batman!

© 2009 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1

Holy Promotions,Batman!

Brian AveryPartner Development Manager, Florida TerritoryCisco Systems, Inc.October 25, 2012

Brian [email protected] Partner Development ManagerPriors:

President and CEOCisco Premier Partner

Director of SalesCisco Silver Partner

Financial AnalystSprint Corporation

Agenda Introduction Cisco Priorities Cisco Programs Cisco Promotions Cisco Capital Promotions Q&A

mailto:[email protected]

1

2

3

4

5

Mobility

Security

Any - Any

Key Drivers of the Future of the NetworkThat Strategically Leverage the Power of the Network

Cisco Priorities

Leadership in the Core… Routing / Switching / Services

Collaboration

Data Center / Virtualization / Cloud

Architectures for Business Transformation

Video

The Good Old Days

Cisco Confidential 5© 2011 Cisco and/or its affiliates. All rights reserved.

Overview

Cisco Commercial Sales Breakdown

GeoMid-Market

Select

1 – 250 employees

Approx. 1,900 named accounts

Non-named accounts (approx. 98,000)

Partner-LedTeaming with Cisco

250 – 1000 employees

Named Accounts

Approx. 1,142 accounts

Joint EngagementCisco-Partner

1000 – 5000 employees

Named accounts

Approx. 500 accounts

Cisco-Led

Cisco Florida Sales Team Coverage

Enterpris

eSelect

Mid-Market250 – 1000 employees

Approx 1,142 named accounts

Geo1 – 250 employees

Approx. 1,900 named accountsApprox. 100,000 non-named accounts

Mid-Market250 – 1000 employees

Named Accounts

Joint EngagementCisco-Partner

Geo1 – 250 employees

Named and non-named accounts

Partner-LedTeaming with Cisco

FL Territory - $97M

Partner Relationship Categories• Partner Relationship Categories:

Cisco Registered PartnerCisco Registered Partners enjoy access to a wide variety of Cisco channel partner tools and are eligible to apply for Cisco certifications and specializations. >Read MoreCisco Specialized PartnerCisco 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 MoreCisco Certified PartnerCertified Partners must achieve one or more technology specializations, surpass customer satisfaction standards, and provide presales and post-sales support capabilities. >Read More

http://www.cisco.com/web/partners/pr11/pr193/application.html

http://www.cisco.com/web/partners/program/specializations/index.html

http://www.cisco.com/web/partners/pr11/pr8/partners_pgm_category_page.html

Branding: Partner Certification• Recognition opportunity

for Certified partners

• Provides growth path and partner differentiation

• Training, tools, and rewards for focused partners


FY13 Commercial Programs

Partner Rewards Program• 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

Partner Rewards Program Overview 1. Register: Account managers and

sales engineers employed by eligible Cisco Partners that allow employee participation can register at www.cisco.com/go/partner-rewards.

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, one-step, 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.

http://www.cisco.com/go/partner-rewards

Company Rewards Program Overview 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.

Partner or Cisco

Identified

CiscoIdentified

PartnerIdentified

Channels Incentives Portfolio

OpportunityIncentive Program (OIP)

Partner HuntedOpportunities

Teaming Incentive Program (TIP)

Solution Incentive Program

(SIP)Pre-Approved

Solutions

Cisco Led OpportunitiesContinue strategy of 100% Partner Alignment in all Opportunities

OIP At - A - GlanceGoal – Provide incentives for partners that actively identify, develop, and close new business through deal registration

Program Requirements All Cisco Certified Partners

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)

Program Benefits Rewards partners for

bringing net new business to Cisco

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

Program Details 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%

Registration Valid for 6 months from qualification and eligible for renewal

One registration per opportunity

OIP may include TMP/trade-in

OIP Details www.cisco.com/go/oip/

http://www.cisco.com/go/oip/

Migrate Your Installed BaseTechnology Migration Program (TMP)

• 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

Technology Migration Program (TMP)Incentive Program Behavior Partner Eligibility

Partner Eligibility Theater

Intended Use

Product Eligibility and

DiscountCombinable With Program

URL

TMP Migrations All Cisco PartnersAmericasEMEARAPJC

Resale, Managed services

See regional information

posted at TMP

OIP, TIP, VIP, and VIP-ExpressOther program combinations

are theater specificTMP

Program Benefits

Program Primary

Objectives

Calls to Action

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.

TMP provides partners with up-front credits when migrating to new Cisco products and provides free and environmentally safe disposal of trade-in equipment.

Provide preapproved up-front credits Provide flexible capabilities for churning customers’ installed base Allow partners to protect margins Reduce gray market activity

Program Overview

Enroll in TMP through Partner Program Enrollment (PPE) at www.cisco.com/go/ppePerform network assessments to determine migration/upgrade opportunitiesComplete trade-in quote creation in Cisco Commerce Workspace at www.cisco.com/go/ccwTo learn more visit: www.cisco.com/go/tmp

http://www.cisco.com/go/tmp


http://www.cisco.com/go/ppe

http://www.cisco.com/go/ccw


TIP At - A - GlanceGoal – Reward partners for their pre-sales effort, value-add, and investment when teaming on Cisco identified opportunities

Program Requirements

All Cisco Certified Partners


Cisco initiated Opportunities

*Qualification pre RFxExceptions 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)

Program Benefits

Transparent approach to teaming

Awarded very early on in an opportunity & valid for 6 months from qualification & eligible for renewal


Partners are held accountable for completing program requirements

Program Details Fixed Discount off List

Price on eligible products-UCS up to 65%



-Catalyst Switching up to 52%

-HW up to 50% -SMARTnet up to 25%

Registration Valid for 6 months from qualification and eligible for renewal


TIP may include TMP/trade-in

SIP At - A - GlanceGoal – Provide economic incentives for partners that participate in solution based selling

Program Benefits Solution and Opportunity

Valid for 12 months from approval date and eligible for renewal

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


Program Details Fixed Discount off List Price

on eligible products -UCS up to 65%



-HW up to 54% -SMARTnet up to 25%

SIP may not include TMP-trade-in

Must include proprietary or third-party business relevant apps

SIP is available for resale and managed services opportunities only

Program Requirements All Cisco Certified Partners


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

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

Who can use

How to use

Why be interested

Reward

All Partners that hold the required specializations or ATPs

Combinations

Promotion Validity

Find out More

Additional details

Objective Improve partner profitability and reward partners that have made investments to build Cisco architectural based business practices

• 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

Can be combined with OIP, TIP ,SIP and TMP

Cash rebates returned to partners

• Bookings based on eligible skus per program period

• Exit criteria must be achieved to earn rebate per subtrack

per program period, Q1/ Q2 and Q3/ Q4 each fiscal year

www.cisco.com/go/vip


http://www.cisco.com/go/skus

http://www.cisco.com/go/vip

Value Incentive Program-Express (VIP-Express)

Incentive Program Behavior Partner Eligibility

Partner Eligibility Theater

Intended Use


DiscountCombinable With Program

URL

VIP-Express Practice building

Cisco Specialized, and/or Authorized

Technology Provider (ATP) Partners

AmericasEMEARAPJC

Resale See rules and terms posted at VIP-X OIP, SIP, TIP, and TMP VIP-Expres

s

Program Benefits

Program Primary

Objectives

VIP-Express is an incentive program designed to increase profitability for partners focused on the small business and commercial segments.

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

Calls to Action

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/ppiTo learn more visit: www.cisco.com/go/vipexpress

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 Overview

http://www.cisco.com/go/vipexpress




http://www.cisco.com/go/ppi


• 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

Develop Your Practice Value Incentive Program-Express (VIP-Express)

Not For Resale - NFR

Who can use

How to use

Why be interested

Reward

Registered, Select, Premier, Silver & Gold

Combinations

Promotion Validity

Find out More

Additional details

ObjectiveAllow 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.

• 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

Cannot be combined with other Programs or Promotions

Up to 80% off on most Cisco products

The yearly allowance and program participation are based on the Cisco fiscal year (August - July).

On-going

www.cisco.com/go/nfr

http://www.cisco.com/go/pdr

http://www.cisco.com/go/nfr

Partner Plus

Entry Criteria:Certified: Gold, Silver, Premier and

sometimes SelectMinimum revenue in partner

led accountsOnly partner led revenue is eligibleCriteria for engagement with Cisco

—business plan approval, AM/SE enrollment. Partner must commit to extended sales force principles.Sales target acceptance.

Partner Plus: Investment

Certified: Premier, Silver or Gold

Minimum Revenue in Partner Led Accounts

Only Partner Led products/services eligible

Engagement criteria – Business Plan, AM / SE enrolment

Requirements

50% of incentive in Co-Op funding, remainder paid in cash

Reward based on revenue growth over baseline target

Quarterly and annual targets

Quarterly growth targets based on Annual Target

Payout % , Accelerator %

Rewards

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

Fast TrackIncentive Program Behavior Partner

EligibilityPartner

Eligibility Theater

Intended Use


DiscountCombinable With Program URL

Fast Track

Right Pricing Core

Technologies

All partners purchasing

through 2 tierAmerica’s Resale

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/partners/

sell/promotions/fast_track.html#

2

Program Overview

Program Benefits

Program Primary

Objectives

Calls to Action

An end-to-end program designed to make it easier and faster to sell to partners

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.

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 Resources• Fast Track Partner Central Page:

http://www.cisco.com/web/partners/sell/promotions/fast_track.html

• Partner Price Catalog – www.cisco.com/go/fasttrack

• Current list of active promotions• Customizable Marketing Collateral

• Flyers• Email templates• Banners

• Inventory availability• Provides a cost estimate for FT

products for fast deal turn around• Save Quotes to end users• Top product list

At A GlanceCisco Funded Network Assessment

Program

Who can use

How to use

Why be interested

Reward

Premier, Silver and Gold Partners

Combinations

Promotion Validity

Find out More

Additional details

Objective Accelerate installed base network upgrades in Commercial, Enterprise and Public Sector Accounts

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.

Can be combined with OIP/TIP/SIP, VIP, etc. There are no restrictions.

Incentives range from $0 - $5000

Program is funded one fiscal year at a time

www.cisco.com/go/ignite and www.cisco-sire.com

http://www.cisco.com/go/ignite

http://www.cisco-sire.com/

Cisco Funded Network Assessments (CFNA)Assessment Type Payout Theater NotesBaseline $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

Data Center RISC Project$2000

Americas/APAC

ATP/DCA, DCNI/DCSN, UCT, or UFT $200K Minimum Deal Size

Includes RISC Networks service engagement funded by Cisco

UCS Proof of Concept$5000

Americas/APAC ATP/DCA, DCNI/DCSN, UCT, or UFT $200K Minimum Deal Size

Citrix Desktop Virtualization $2000

Americas/APACCitrix Desktop Virtualization Priority Partners ONLY

VMware Desktop Virtualization$2000

Americas/APACVMware Desktop Virtualization Priority Partners ONLY

Server Virtualization$2000

Americas/APAC ATP/DCA, DCNI/DCSN, UCT, or UFT $200K Minimum Deal Size

UC RISC Project $1000 US Only Requires AT MPO ApprovalIncludes RISC Networks service engagement funded by

Cisco

Cisco Funded Network Assessment Program


Collaboration Promotions

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 IM10 GB of StorageEither 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 certificationAny 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

Collaboration Breakaway PLUS

Cisco Unified Workspace Licensing and Cisco Unified Communications Software Subscription

All Collaboration Products, Including:

Other Products Will Receive OIP-Equivalent Discounts

TelePresence*

Unified Communicationsand Gateways

Eligible Competitors:

Collaboration Applications and Customer Collaboration (Contact Center, WebEx, Jabber, etc.)

* Including TelePresence Content Server products and services

Avaya, Microsoft, Mitel, Siemens

Polycom, LifeSize, Teliris

For Unified Communications:

For Telepresence:

www.cisco.com/go/cbplus

More Information:

*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

Baseline and Accelerator Discount Structure

65%Special Incentives

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

Seed-And-Grow Offer TelePresence EX60 4 for 2

55%

Baseline*

+4%

Collaboration Accelerator**

64%Up to

Total Discounts

+5%

Voice and Video Accelerator


What is the Advanced Video Offer in Cisco Business Edition 6000 9.0?

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


Offer SummaryMarket Driver

• 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

AvailableSeptember

2012

Promotional Offer Details• 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.

Promotional Offer Details• 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

Cisco Midmarket Collaboration Promotion Product Discounts - Overview*Orderable from October 11, 2012 | Registrations Allowed Until July 27, 2013

Deal Protection!

When you register midsize deals with Cisco, this new Midmarket Collaboration Promotion guarantees deal protection!

* Offer varies by region

Cisco Business Edition 6000 (all Cisco UWL / Cisco UCL bundles)Cisco TelePresence SystemsCisco Unified IP & Video Phones Additional Cisco UCL LicensesCisco WebEx MeetingCisco Voice & Unified Communications Gateways

Cisco TelePresence InfrastructureAdditional Cisco UWL LicensesCisco Unified Contact Center Express (UCCX) for BE 6000Cisco Unified Communication Software Subscription (UCSS)

United States

60%

Sales Execution and Demand

Generation Assets (November 2012)

United States

65%

Competitive displacement of call control, voicemail, IM/Presence, web conferencing, TelePresence

Upgrade to current UCM release, phone models, video endpoints

Accelerators for competitive displacement and Cisco Unified Workspace Licensing; voice, video and collaboration applications

Services Discounts Special incentives, ‘seed-and-grow’

incentives, Learning@Cisco discounts

All deals approved by Promotion Manager, AM & PAM

ANY new opportunity, competitive displacement or migration from earlier versions of Cisco Call Manager platforms

Qualify by selling the Cisco Business Edition 6000

Simplified Discount Structure – no accelerators to qualify

All deals get the same discount Enhanced discounts on additional

collaboration licenses, applications and TelePresence infrastructure

Single step qualification & approval – usually within 24 hours.

Enhanced Discount Structure

Simplified Qualifying

Faster approval

Architectural Approach

Midmarket Collaboration Promotion

Collaboration Breakaway PLUS

Focus on full Enterprise Collaboration portfolio at the onset.

Focus on Midmarket Collaboration product portfolio

What’s the Difference?

Product Discounts Detail

UnitedStates

60%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 Business Edition 6000 Bundle* (required)

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 Unified IP Phone 8900 Cisco TelePresence Touch 8

Voice IP Phone Series Cisco Unified IP Phones: 7900 Cisco Unified IP Phone 6900

Cisco Unified SIP Phone 3905

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

Additional Discounts on Selected Products Detail

65%

TelePresence Infrastructure 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

UnitedStates

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.

Cisco UC 9 and 3 Upgrade Offer

Cisco UC 9 and 3 Upgrade Offer

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

BE6K Fast Start SPIFFGoal: Increase partner sales opportunities and efforts around the BE6K.

Partner Criteria: 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)

Duration: Q4 of CY12 (now – December 31st)Contest: Points contest – winners by highest number of pointsPoint Categories:

Categories PointsParticipation in Mid-Market Momentum Training session (points for each rep that attends, per session) 50Conduct a Collaboration/BE6K focused demand generation event in CY Q4 250Quote Business Edition 6000 to prospective customer 200Sell Business Edition 6000 solution to customer (order purchased by 1/26/12) 400

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 effortsGrand Prize (2) – Market Trial BE6K Demo ServerThird Prize – Addtl. Telemarketing DG Play

Partner AM Prize (per territory)Grand Prize - $500 Apple gift card to top AMRunner Up Prize - $250 Apple Gift Card to next two AMs

Jabber for Everyone• 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 PhoneEnables 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 Now PromotionCisco 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.

Ordering Process • 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

• 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:

Promotion Product Description SKU Promotion Price

Customers adding new users to an 7.1.5 or 8.x deployment

Enhanced CUCM New User with Jabber Options

LIC-CUCM-ENH-PROMO $210

Enhanced BE 6K CUCM New User with Jabber Options

LIC-BE6K-ENH-PROMO

$210

Customers deploying Jabber to existing 7.1.5 or 8.x Enhanced

UCL or CUWL users

Adjunct CUCM Add-On User with Jabber Options ADD-JAB-TO-ENH $95

Cisco Jabber Now for CUCM 7.1.5 or 8.xOne Device Two Devices

Enhanced UCL + Jabber Bundle $210

CUCM SKU: LIC-CUCM-ENH-PROMOBE6K SKU: LIC-BE6K-ENH-PROMO

Add a new user

Add a Jabber client

to an existing

Enhanced UCL user

Adjunct License + Jabber Bundle$95

SKU: ADD-JAB-TO-ENH

Add a Jabber client

to an existing

CUWL user

Enhanced UCL + Jabber Bundle $210

CUCM SKU: LIC-CUCM-ENH-PROMOBE6K SKU: LIC-BE6K-ENH-PROMO

Use new Enhanced Plus UCSS SKUsUse existing Enhanced UCSS SKUs

Enhanced UCL users with active UCSS will be entitled to Jabber at no additional cost.

Enhanced UCL users may choose to replace their existing

device with Jabber.

Adjunct License + Jabber Bundle$95

SKU: ADD-JAB-TO-ENH

Use new Enhanced Plus UCSS SKUs

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. No additional UCSS required

CUWL users with active UCSS may add Jabber as a device if

they have not reached their max device limit.

SPECIAL NOTE – Users with an active UCSS subscription

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.


UCS Promotions

UCS New Account Breakaway Promotion Q1/Q2FY13

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)

B-Series SmartPlay Five Promotions

B22 Entry

B200 Performance

B200 Value

B200 Scale

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




• 64 GB Memory• VIC 1240 and VIC 1280• Optional 300 GB HDD









Part Numbers:• UCS-SP5-ES-B22 (Diskless)• UCS-SP5-ES-B22HD (w/ HDD)• UCS-EZ-ENTS-B22 (Expansion Pak)

Part Numbers:• UCS-SP5-EV-B200 (Diskless)• UCS-SP5-EV-B200HD (w/ HDD)• UCS-EZ-ENTV-B200 (Expansion Pak)

Part Numbers:• UCS-SP5-SC-B200 (Diskless)• UCS-SP5-SC-B200HD (w/ HDD)• UCS-EZ-ENSC-B200 (Expansion Pak)

Part Numbers:• UCS-SP5-PR-B200 (Diskless)• UCS-SP5-PR-B200HD (w/ HDD)• UCS-EZ-PERF-B200 (Expansion Pak)

C-Series SmartPlay Five Promotions

C22 Value

C240Performance

C24 Performance

C220Value

Specifications:• Dual Intel® Xeon® E5-2440

2.40Ghz Processors• 32 GB Memory• MegaRAID 9265CV-8i PCIe Card• Dual 300-GB SAS HDD’s

Part Number:• UCS-SP5-C22V

C22 Entry

C24 Value

C220Entry

C240Value



Part Number:• UCS-SP5-C22E






Part Number:• UCS-SP5-C24P


2.0Ghz Processors• 64 GB Memory• LSI 2008 SAS RAID Card• Broadcom 5709 Quad-Port 1

GbE w/ TOE iSCSI NIC

Part Number:• UCS-SP5-C220E


2.0Ghz Processors• 64 GB Memory• MegaRAID 9266CV-8i PCIe

Card• Cisco UCS P81E VIC









Part Number:• UCS-SP5-C240P

C-Series + Fabric SmartPlay Five Promotions

C220Nexus 3K

C240Nexus 2KNexus 5K

C220Nexus 2K

UCS FI

C240Nexus 2K

UCS FI

C220Nexus 2KNexus 5K

Part Number:• UCS-SP5-ES-C220

Part Number:• UCS-SP5-EV-C220

Part Number:• UCS-SP5-EV-C240

Part Number:• UCS-SP5-PR-C220

Part Number:• UCS-SP5-PR-C240

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


2650 2.0Ghz Processors• 64 GB Memory• MegaRAID 9266CV-8i

PCIe Card• Cisco UCS P81E VIC










Nexus 3K Specifications:

• Nexus 3048• Nexus 3064PQ Accessory

Kit Included


• Nexus 2232PP w/ 16 FET• 10G Line Extender for

FEX


• Nexus 2232PP w/ 16 FET• 10G Line Extender for

FEXUCS FI Specifications:

• 48-Port UCS Fabric Interconnect w/ Unified Ports

• 12 port licenses

Nexus 5K Specifications:• Nexus 5548 UP w/ 32 10GbE

Ports

UCS FI Specifications:• 48-Port UCS Fabric

Interconnect w/ Unified Ports

• 12 port licenses

Nexus 5K Specifications:• Nexus 5548 UP w/ 32 10GbE

Ports

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

Where do I go for help?

http://www.cisco.com/web/partners/incentives_and_promotions/

http://www.cisco.com/go/ph

http://www.cisco.com/go/ph

mailto:[email protected]

http://www.cisco.com/go/prt

http://www.cisco.com/go/dcpartners

https://apps.cisco.com/QuickCatalog/home.do



https://twitter.com/CiscoSmartPlays

https://twitter.com/CiscoSmartPlays


Cisco Capital Promotions

Financing Completes the Cisco Solution

Some 3rd Party Products

Cisco Support and Service; Some Partner

Lifecycle Services

Cisco Capital Financing

Hardware and Software

Best-in-ClassTechnology

Solution

Cisco Capital Financing Is a Critical Componentof Today’s Complete Technology Solution

Cisco Capital FY13 Financing Offers

Cisco Multi-Year ServicesSubscription-based Cisco Technical and Advanced Services Expires: July 27, 2013

SMB Customer Financing3-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

Collaboration Breakaway PLUSCisco 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 Deferral3-month no payment no interest deferral offer on all Cisco hardware, software and bundled servicesExpires: July 27, 2013

Cisco’s Three for Three Financing

• 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/

http://amp2.h2fmedia.com/Amp/q.aspx?134733082263_gb_c6de0806-8f23-43bb-a8e1-f2fdea791c42

http://www.section179.org/

• Engage Early and Often

• Contact your Cisco Capital Financial Solutions Manager www.cisco.com/go/capital/contacts

• Visit our grow i.t. partner portalwww.cisco.com/go/growit

• Toll Free: 866-CISCO-80

Cisco Capital Finance helps you expand customer relationships, accelerate and grow deals, create account control, and enhance cash flow.

Next Steps….

Partner Support Resources

Click icon to add picture

Leverage These Resources

Partner Marketing Central

Marketing Tools and ResourcesEvent Tool

Campaign ToolMarketing Activities

ciscopartnermarketing.com

Partner Advisor

Certified Partner Support

Programs, Tools, Non-technical sales support

(877) [email protected]

Partner Helpline

Pre-Sales Product Support

www.cisco.com/go/ph/800-GO-CISCO

Opt 5-1-1

Partner Relationship Team• 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).

http://www.cisco.com/go/prt/

Distribution Teams• Cisco Authorized Distributors

D&H, www.dandh.com

Ingram Micro, www.ingrammicro.com

Scansource, www.scansource.comTech 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

http://www.dandh.com/

http://www.ingrammicro.com/

http://www.techdata.com/

http://www.westcon.com/

http://www.comstor.com/

Who Is Cisco?

John Chambers,Chairman and CEO, Cisco

Cisco’s Financial Strength

• $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

Integration as sustainable competitive advantage

Diverse product portfolio for long-term stability

Securi

ty

Voice

Routin

g: Edg

e/Core

/Acc

ess

Digital

Vide

o: IP

TV

Wire

less:

LAN

Network

ed H

ome

Switchin

g: Mod

ular/F

ixed

Storag

e: Area

Netw

orks

Web

Con

feren

cing

37%65% 72%43% 39% 51% 31%55%

Only company with leadership across all segments

24%

Market Share Leadership

Cisco – Resilient and ReinventedCompetitors 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 Centralhttp://www.cisco.com/go/partner/

http://www.cisco.com/go/thesell/

http://www.cisco.com/go/promotions/



http://www.cisco.com/go/partner/



ew olc me tothe human network.

bat

Holy Promotions, Batman!

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