7 September 2016

FY17 Partner Program Overview

PartnerPlus Canada

Agenda• FY17 P+ Program Overview

• Midmarket Opportunity• Program Benefits• The role of Cisco Authorized Distributor

• Virtual Engineering• P+ Aspire Growth and Enablement• Next Steps/Resources

FY17 Partner Plus Aspire ProgramAnna JasniewskaProgram Manager, Canada Partner Plus

Gio SteaStrategy and Planning Lead, Partner Organization

Midmarket - An Enormous Market

Midmarket is midsize companies:

100–1000employees

1.4 millionof them

$65 billion globally$2 billion Canada

Worldwide, there are: The opportunity is:

CustomerSuccess

When We Work Together...

DistiPartner Cisco

...they succeed.

+ + =

Together, we can bring our customers the answers they’re looking for.

FY17 Aspire Partner Plus

• An exclusive invitation-only program with benefits designed to support our partners in growing sales and propelling their midmarket business to the next level

• Partner Plus enables you to drive more revenue from midsize customers.

• A three-level global program, two-level program in Canada – Aspire and Elite

Partner Plus Overview

• Get tools and support to grow your Cisco midmarket practice faster

• Achieve better results: exclusive access from Cisco presales engineers through your Distributor

• Gain expertise and broaden your knowledge: with technical and professional trainings

• Drive demand: with access to our library of marketing expertise

• Earn rewards: Cisco Rewards

What’s in it for Partners?

Partner Plus

Three Types of Benefits

to build up your team

Enablement Marketing Rewards

to generate demand to invest in your growth

The Three Level Journey

• Registered, Select and Premier

• Select and above • Premier

Benefits increase as your midmarket business grows

Eligibility criteria:• Registered, Select and

Premier• $35,000 CAD Revenue

Minimum• 20% Midmarket focus• Must be on DAP (Distribution

Accelerated Partners) list

Enablement• Training roadmaps• Technical and Professional

Trainings • Access to Cisco Sales

Engineers via your Authorized Distributor

Marketing• Guided access to our library

of marketing expertise• Digital Marketing

Campaigns and other resources

Rewards• Cisco Rewards

Faster Growth with Partner Plus

7% #1

11% 30%

Partner Plus partners grow faster (7%) than non-Partner Plus (2%)

#1 driver = partners with a great concentration of

commercial business growth

Partners with over 30% commercial revenue grew 11%; others declined 6%

Partners with over 30% commercial revenue use

Partner Plus benefits more consistently

Cisco Rewards - recognition for individual performance.• Eligibility - Individual sales people from participating Cisco channel

partners

• Enrollment - The company enrolls first - then individuals enroll themselves

• Eligible Products List - Earn points by selling products from this list

• Offers and Promotions - Participate to earn points

• Points are loaded monthly

• Cisco Rewards Catalogue - Redeem points by choosing from the catalogue on ciscorewards.com

Cisco Rewards

Cisco Authorized DistributorsAmber McGregorDistribution Account Manager

Cisco Authorized DistributorsYour Distributor knows which incentives and programs you are eligible for as a Cisco partner. They can help you navigate Cisco’s incentives, select products, and sign up for programs that are right for your business.

Identify your Distributor through Partner Program Enrollment (PPE) https://tools.cisco.com/WWChannels/PPP/home.do?actionType=home

Your Distributor is Your Partner for Growth

Cisco Authorized Distributors offer an abundance of capabilities and services to help you succeed.

Training Bootcamps

EscalatedPre-SalesSupport

DemoSupport

Marketing Programs

Canada P+ Aspire Global Virtual Engineering (GVE)Jeff SweeneyManager, Virtual System Engineer

GVE - Who We Are

~700Team

Members

80+ CCIEsVIRTUAL SYSTEMS ENGINEERS including Generalists, Specialists, Consulting, Technology and Solutions Leaders from offices all over the globe

San Jose

Costa Rica

Toronto

Raleigh

Sydney

Tokyo

Manila

Singapore

Bangalore

New Delhi

AmsterdamLondonEdinburgh

Beijing

Sao Paulo

ParisPrague

Seoul

Kuala LumpurMexico City

Bogota

Miami

Frankfurt

Moscow

Shanghai

Sofia

Dubai

Cisco’s GVE organization offering next-gen pre-sales technical assistance and support to Cisco Field staff, Partners & Distributors worldwide.

Curitiba

Minneapolis

Joburg

“ The Right Virtual Engineering Resource on the Right Opportunity at the Right Time.

Anywhere in the World ”

Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 2020

Virtual Engineering answers pre-sales questions regarding:

Collaboration

Enterprise Networks Data Center & Virtualization

Security

Service Provider

Virtual Engineering Overview

Global Virtual Engineering Partner Help ServicePartner Help gives you access through your Distributor to Global Virtual Engineering (GVE).GVE serves as an extension of Partner teams to help them accelerate business by expanding and scaling

their pre-sales technical resources.

Partner Plus Aspire

Support through distributor - Partner Help (PH) Services

• Partner Programs and Tools• Small and Medium Business Support• Cisco Product Research• Part Number/List Pricing Assistance• Preliminary Bill of Materials• dCloud Troubleshooting Support

How to Engage

Contact your Distributor

• Virtual Demonstrations• Consultative Selling • Find a Cisco Sales Presentation• Competitive Research Information• Customer Engagements• Design Assistance

Building a Foundation for Sustainable Growth

P+ Aspire Growth and EnablementMalu GreenSales Business Development ManagerPartner Plus Global Team

Growing with Partner Plus

• Specializations• Bookings Growth• Certification Growth

Today…… …..Tomorrow

In Partnership with your

Distributor

Partner ProfilesSpecializations and Continuous Learning

Partners with an average of 5 Specializations book 4X more than those partners with only 1.

Less than 5 specializations

Partners with an average of 3 Specializations book 1.5X more than those partners with only 1.

Less than 3 specializations

Build a specialization strategy to fuel long term growth.

FY17 Enablement = P+ SalesConnect Hub

• Training Road Maps for P+ partners• Soft Skills training• Architecture Training• Campaigns

• Aggregate training specific to midmarket

• Continuous Learning: Certifications and Specializations

So, What Now?

Partner Execution

Build your Business Plan• Collaborate on Pipeline• Cisco Architecture Growth

Use your benefits!• Generate Demand• Enroll in Cisco Rewards• Let PH+ help you win deals

Get Specialized• P+ SalesConnect Hub• Training Road Maps• Continuous Learning

Start Now……

Next steps

How to Enroll

Enrollment is open fromAugust 15 – September 16

Make sure your Partner Administrator is set up in

Partner Self Service (PSS).

Look for your invitation—and act!

1 2 3

• Check us out on Partner Central • www.cisco.com/ca/partnerplus-en• www.cisco.com/ca/partnerplus-fr

• Cisco co-marketing campaigns ad assets – Partner Marketing Central www.ciscopartnermarketing.com

• Enroll at https://www.ciscofeedback.vovici.com/se/7FAD612046BB4C5B

• Partner Plus Aspire program support canada-partnerplus-inquiries@cisco.com

• Engage with your authorized distributor (identified in PPE)

• Follow us on social media at #PartnerPlus

• Use your benefits, grow your sales and advance to the next level!

Partner Plus Resources