Welcome to Your Cisco Connect & Grow Series: Cisco Partner 101: Understanding Cisco Certifications, Specializations, Programs and Resources

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Cisco Connect & Grow Series

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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro’s express written permission.

Cisco Connect and Grow Series Cisco Partner 101: Understanding Cisco Certifications, Specializations, Programs and Resources

Marty Kertman Partner Development Manager, Cisco July 15th, 2015

5 5

Why

Why the

Why

6

By 2020:

50 BILLION devices

to the

MOBILITY

Explosive Growth Fueling Change

two thirds of the world’s

will be

DATA

DELUGE

DEVICE

PROLIFERATIO

N

CLOUDS

Source: Cisco IBSG, April 2011: WP “The Internet of Things”; VNI 2011, mobile VNI 2012; Forrester, Predictions 2010, January 2010; CIO study July 2010

By 2020:

The

will grow almost 500%

VIDEO

7

“Cisco’s true value is in what we make possible.”

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8

Certifications and Specializations

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9

0%

20%

40%

60%

80%

100%

1996 2000 2004 2015

Direct 62%

38% Channels

>90%

Cis

co

Re

ve

nu

es

2008

<10%

2012

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10

+ Cisco Sales

and Marketing

17,000 282,000+ Partner Employees (Sales and Technical)

16x Multiplier Effect

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11

Certification

Defines a partners BREADTH of expertise

across many technologies

3 Levels

- Gold

- Premier

- Select

Specialization

Defines a partners DEPTH of expertise in a

single technology

3 Levels

- Master

- Advanced

- Express

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12

De

pth

of

Exp

ert

ise

Master

Advanced

Express

Specialization

s

Go

ld

Silv

er

Pre

mie

r

Se

lec

t

Breadth of Expertise

Certifications

Multinational Global

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13

Partners can choose to participate at any level in the program; participation is voluntary

Go

ld

Silv

er

Pre

mie

r

Se

lec

t

Breadth of Expertise

Certifications

Broad Expertise Across Architectures

Partner designations; attained at a country-level

Levels: Select, Premier, Silver, Gold

Specializations are one of the qualification criteria for Premier,

Silver, and Gold levels; and the only criteria for SMB partners to

achieve Select Certification.

Premier, Silver, and Gold Certified partners must uphold the

highest customer satisfaction based on regional score targets.

Gold and Silver partners undertake an onsite evaluation of their IT

service management capabilities for the full technology lifecycle

Gold and Silver partners demonstrate their ability to integrate

solutions across architectures.

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14

Certification

Level

How is it Achieved –

Complete 1+ Specializations

Benefits Target Partner

Gold • Enterprise Network Architecture AND

• Security Architecture AND (choose two)

• Collaboration Architecture OR

• Data Center Architecture OR

• SP Technology (IPNGN) Architecture

• Everything Below AND

• 1% Extra on VIP

• Invitations to Cisco Sponsored

Events

• Partner who wants to

sell Cisco’s complete

portfolio

Premier • Any Advanced Architecture Specialization OR

• Advanced Technology Specialization OR

• Express Collaboration OR

• Express Foundation Specialization + Hybrid

IT Offer

• Everything Below AND

• Ability to participate in Big Bets

and Quick Bets

• Partner who wants to

sell specific

technologies or has a

niche business

Select • SMB OR

• Any Security Express Specialization

• Profitability: OIP/TIP/SIP

• Branding: Partner Locator

• Services: Selling Cisco Smart

Care

• Partners looking for

an entry into Cisco’s

channel

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15

De

pth

of

Exp

ert

ise

Master

Advanced

Express

Partners can choose to participate at any level in the program

Specialization

s

Depth in Technologies and Architectures

Partner designations; attained at a country-level

Levels : Express, Advanced, Master

Levels are non-linear: Partners invest based on the customer

segment they service:

Express thru Advanced consists of role-based training and

knowledge validation via exam.

Architecture specializations focus on how to solve customer

business issues

Master level acknowledges investment in a practice, complete with

actual customer references, sales and technical demonstration

capabilities, advanced and professional service capabilities

Specializations serve as one of the key building blocks to achieve

certification levels: Select , Premier, Silver, and Gold.

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16

Certification

Level

How is it Achieved Benefits Target Partner

Master • Requires ASAS + Master

Requirements

• Additional 3% on VIP

and access to Security

track

• Partners who have a full security

services practice

• Top branding and profitability

Advanced • Complete the Advanced Security

Architecture Specialization

• 3 Roles – AM, SE, FE

• Pre-requisite – FE must be CCNP-

Security or CCIE-Security

• Access to VIP Security

Track – rebate from 5-

15%

• Ignite on all security

products

• Partners wants to sell a full security

solution – not point products

• Want to achieve GOLD certification

• Increase profitability and expertise

Express • Complete at least one of the Express

Specialization focus areas – NG

Firewall, NG IPS, Email, Web

• 2 Roles – Account Manager and

Engineer

• No Prerequisites

• Access to VIP Express

Security Track – flat 5%

rebate*

• Very low cost ~$2K, 30

hours

• ROI very easy to attain

• Ignite*

• Partner without Cisco Specializations

who wants to PROFITABLY resell

Cisco Security

• Should sell > $50K annually

• Typically 2-tier partner

• Wants to sell best in class point

products

*Express Partners receive Ignite and VIP ONLY on products associated with tracks they have completed

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17

Tech

no

log

y S

kil

ls D

ep

th Qualified Specialization

1 Qualified Specialization

2 Qualified Specialization

3 Architectural Specializations

Small and Midsize

Business (SMB)

Specialization

Option 1:

Any Architecture

Specialization or

Option 2:

Express Foundation

Specialization or

Option 3:

Express Collaboration

Specialization

Option 1

Any 2 Architecture Specializations or

Option 2

One Architecture Specialization plus one

Advanced-Level Technology Specialization

• Advanced Unified Computing Technology

• Advanced Unified Fabric Technology

• Advanced Unified Communications

• Advanced Wireless LAN

• Advanced Content Security

• Advanced Security

• Advanced Routing and Switching

Any 3 Architecture Specializations:

• Advanced Borderless Network Architecture

• Advanced Collaboration Architecture

• Advanced Data Center Architecture

• Advanced IP NGN Architecture

Integrated Technology Skills Breadth

2 CCIEs

4 CCIEs

Customer Satisfaction

Support Infrastructure

Retiring 4/1/2016

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18

Cisco Partner Product Matrix

http://cs.co/ppmatrix/

Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved. 19

Top Incentive Programs

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20

Cisco

Initiated

Partner

Initiated

Partner

or Cisco

Initiated

Teaming Incentive Program (TIP)

Opportunity Incentive Program (OIP)

Solution Incentive

Program (SIP) Pre-Approved Solutions

Cisco Confidential 21 © 2011 Cisco and/or its affiliates. All rights reserved.

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22 Note: Trade-in/TMP can stack as well, except on Collab Now

Note: Push promo = partner does not select the incentive, automatically applies

Fast Track/

Accelerator

1%-13% (push promo)

Base

OIP/TIP

8%

SIP

4%

Base

OIP/TIP

8%

Base

OIP

8%

Nexus

NAB

N1-7k

10%

N9k

15%

Base

OIP/TIP

8%

Collab

NOW

10%-35%

Base

OIP/TIP

8%

MDS

9148S

15% (push promo)

Base

OIP/TIP

8%

UA

Breakawa

y

5%,10% (push promo)

Base

OIP/TIP

8%

UA

Breakawa

y

5%,10% (push promo)

SIP

4%

Base

OIP/TIP

8%

IWAN

Breakawa

y

5%

Base

OIP/TIP

8%

IWAN

Breakawa

y

5% SIP

4%

Base

OIP/TIP

8%

4G LTE

12% Security

Ignite

6%

Base

OIP/TIP

8%

ASA

Refresh

2%

Base

E-Rate

Stackable

8%

OIP/TIP

8%

Base

Meraki

Stackable

17%

OIP/TIP

8%

Base

IoT DSA

5%

OIP/TIP

8%

OIP

4%

UCS

NAB

Non-Bundles

5%

Solutions

Promos

3%

Compute

Base

61%

This page is to show what incentives can ‘stack’. Incentives can ‘combine’ - i.e. one sku will get

best price available, not both (Ex. Collab Now and SIP)

(must have OIP) (must have OIP/TIP)

Base

SIP

(Solution)

4%

MDS

9148S

15% (push promo)

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23

OIP Resources

• The Cisco Opportunity Incentive Program (OIP) is designed to encourage the profitability and success of its channel partners.

• OIP rewards partners fairly and equitably who actively identify, develop, and win new business opportunities in targeted market segments

• OIP Program Page - www.cisco.com/go/oip/

• Cisco Commerce Workspace Tool - http://www.cisco.com/go/ccw/

• CCW Training and Instruction Guides

• OIP Rewards by Product Family

• OIP Partner Training

• Questions? oip-americas@cisco.com

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24

Cisco Coverage

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25

Americas Partner Organization What They Do - Partner Relationship Management

Programs, Certifications, Specializations, Training, Business Reviews, Goal Setting – help you succeed with Cisco!

• Gold, Silver - PAM – Partner Account Manager

In-territory. Mostly cover Silver, Gold partners, some Premier – coordinate territory partner activities. PAM Locator

• Premier - VPAM - Virtual Partner Account Manager

Virtual – located in RTP-Raleigh. All Premier partners have VPAM support. PAM Locator

• Select – Regional Virtual Partner Account Manager

• Registered - Distribution Account Teams

Registered partners have dedicated teams at our distribution partners - Distributor Locator

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26

Commercial Sales Organization

For sales-related issues such as deal registration, special pricing, BOMs, demos, etc, please engage the proper AM on the deal EARLY in the sales cycle to allow them to support you and gain visibility to the deal.

Key Roles

• GTAM – Geo-based territory AM

Sub-250 employee accounts and non-named accounts

• MMTAM – Mid-market territory AM

Mid-market named accounts ( +/- 250 – 1,000 employee accounts)

• VSAM – virtual sales AM

inside sales support to GTAM, MMTAM, Select AM

What They Do – Opportunity and Account Management

Account Management, Opportunity Management, Demos, Pricing, Quoting, Closing Pipeline Management – help you win deals with Cisco!

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27

Cisco Sales Team Coverage

Enterprise

SLED/FED

Select

Mid-Market 250 – 1000 employees

Geo 1 – 250 employees

Mid-Market 250 – 1000 employees

Named Accounts

Joint Engagement

Cisco-Partner

Geo 1 – 250 employees

Named and non-named

accounts

Partner-Led

Teaming with Cisco

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28

Who Is My Cisco Rep? If the tool returns no

result, it is non-named!

http://cs.co/whoismyciscorep

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29

Partner Profitability Resources

• Cisco Promotions

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

• Cisco Rewards

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

• VIP http://www.cisco.com/go/vip/

• Partner Plus http://www.cisco.com/go/partnerplus/

• Cisco Capital http://www.cisco.com/go/growit/

• Cisco Trade-In Migration http://www.cisco.com/go/ctmp/

• Cisco Certified Refurbished Equipment

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

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30 Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 30

Tools and Resources

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31

The “SELL”

• Easy-to-use online resource designed for your account managers and sales engineers.

• Created to assist you with becoming more productive, knowledgeable and competent in selling Cisco solutions

www.cisco.com/go/thesell

• NEW! The Sell Closer IOS App

• https://itunes.apple.com/us/app/the-sell-closer/id648955632?mt=8

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32

Cisco Commerce Workspace • Primary e-Commerce tool for Cisco/Partner interaction

Register deals, whether or not you order directly from Cisco

Quote, configure, and order products, software, and related service

Not-for-Resale (NFR) special pricing requests

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

Training: http://www.cisco.com/go/commerceworkspace-training

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33

Partner Helpline

• To get help with developing an appropriate BOM of SKU's the Partner Helpline (PH) will help with putting together SKU lists on just about any topology.

• Call 1800 GO CISCO and ask the receptionist for Partner Helpline (PH).

• http://www.cisco.com/go/ph

MA

RI

CA

FL

TX

PA

NY

MI

OR

AZ

WA

ID

MT

WY

UT

NE

SD

ND

NM

KS

CO

AR

IA

MN

WI

MO

OK

LA

GA

IN IL

AL

OH

MS

NJ

ME

TN

MD

SC

NC

VA

KY

WV

NH

VT

DE

DC

CT

NV

Updated June 2014 Confidential and proprietary information Micro's express written permission.

Cisco Hardware Regional Coverage

Cisco Team Phone No. 1-800-456-8000 x76799

Central Region

MDE – Jason Neal

MDS – Evan Main

MDS – Nathan Pettigrew

(ciscoMDcentral@ingrammicro.com)

Western Region

MDE – Joe Gandia

MDS – Matthew Wagner

MDS – Brandon Loncar

(ciscoMDwest@ingrammicro.com)

Northeast Region

MDE – Mike Collins

MDS – Kristi Kachnycz

MDS – William Meister

(ciscoMDnortheast@ingrammicro.com)

South Region

MDE – Daniel Carini

MDS – Jess Maraschiello

MDS – Shawn Eckert

ciscoMDsouth@ingrammicro.com

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35

Cisco Fast Track Great Savings on Select Cisco Wireless, Switching, Security and

Small Business products.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro’s express written permission.

Questions? Ian Schmitt Sr Market Development Specialist , Ingram Micro Ian.Schmitt@ingrammicro.com

Experience Center How can Cisco and Ingram Enable You to Fly Higher?

Strength in Numbers

300+

$2.5B

18+

$150M+

145+

Years Cisco Experience

Annual Cisco Revenue

Years Cisco Partnership

Inventory Industry Leader

Dedicated Cisco Specialists

Partner Enablement & Services

State of the Art Experience Center

Technical & Business Sales Training

Config to Order

Professional Services

Build to Order

World Class Tech Support

Dedicated Field Engineers

Flexible Financing Opportunities

Partner Programs & Promotions

Just Switch It

Fast Track

Unified Access

Collaborate Now

UCS Advantage

ASA Migration Program

Mobility Express Bundles

Security Ignite

Experience Center

Hands on Technology from ALL Cisco Architectures

$10M+ Cisco Equipment

Product Demos

Dedicated Cisco Engineering Team

Solution Proof-of-Concepts

Exec. Meeting Presence w/ Latest Video Conf

End Users & Staff Training

Live or Remote Demos/Trainings

Incentive Drawing

And the winner is …..

Upcoming Connect & Grow Webinars

Aug 12

Sep 19

Aug 13

Aug 19

Collaboration

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Smart Net Total Care

Enterprise Networks

Aug 4 Introduction to Cisco Services

Contact Us

Hardware

Partner Development

Services

Public Sector

(800) 456-8000 ext. 76471 Option 1: Hardware

(800) 456-8000 ext. 76799 myciscoteam@ingrammicro.com

(800) 456-8000 ext. 76471 Option 2: Services

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