Cisco Channel Programs · Achieve New SELECT Certification which provides opportunity to earn...
Transcript of Cisco Channel Programs · Achieve New SELECT Certification which provides opportunity to earn...
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Cisco Channel ProgramsAccelerating the Partnership
Rebecca Leach Cisco Systems Canada Co.
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Agenda
NEW! Select Certification and SMB Specialization
Cisco’s Partner Rewards Program
Partner Marketing Services
Marketing Acceleration Planner (MAP) Tool
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Evolving Our SMB Partner Strategy
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
The SMB Opportunity
SMB is quickly becoming the IT industry’s fastest growing segment—Cisco is investing
Customers rely heavily on partners as trusted advisors—knowledgeable network professionals
SMB-focused resellers make up over 45% of Cisco’s global SMB business—and growing
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Covering the SMB Customer
Expand our value-based channel program to a global community of SMB-focused partners
Develop a global partner community with the capabilities to capitalize on this opportunity—growing from $1B to over $3B
Double the number of capable partners, and triple the average capacity over 5 years
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
“ Network gear, especially technically complex products like VoIP and security, are purchased from companies that can provide technical expertise at the customer’s site. Small businesses prefer local or regional resellers.”
Forrester SMB IT Channel Preferences, January 2007
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Introducing Select Certification and SMB Specialization
Select Certification
A new entry point into Cisco’s Certifications
SMB Specialization
New specialization focused on partners ability to sell, design and deploy Cisco SMB solutions
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Select Certified Newest Member of Value-based Program
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Select CertificationVerifies Partner Capabilities
New entry point in to Cisco’s channel partner program
SMB Specialization is required to earn the Select Certification
Verifies capabilities to serve SMB customer
Gold Silver
Premier
SelectSMB Specialization
Registered Partners
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Certification Breadth and Depth
Integrated Technology Breadth
Adv.R&S
Adv.WLAN.
Adv.Sec.
Adv.UC
4 CCIE’s
Gold
Any twoAdv.
Any Adv. *+ Exp. UC
2 CCIE’s
Silver
Exp.Foundation
Premier
Tech
nolo
gy D
epth
Master
SMB
Select
New Certification
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Requirements: SMB Specialization
Products and services targeted at SMB customer
2 roles: AM and Engineer1 person can fill both rolesNo individual Certification is pre-requisite for either roleContent available on E-Learning and ILTExams (646-171 AM and 642-176 EN)
Training covers ability to sell, design, and deploy subject Cisco solutions
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
SMB Specialization Requirements
Sales
2-Days E-Learning
Routing, Switching, Security, Wireless
Technical
2-Days E-Learning
Routing, Switching, Security, Wireless
Unified Communications
(UC500)
Unified Communications
(UC500)
Account Mgr. & Engineer
Two RolesOne Person
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
SMB UniversitySMB University is a platform to deliver
curriculum to partners serving the SMB market
Courses and content targeted to specific audiences – Partner Owner, Sales and Technical associates
Curriculum includes both technology and business skills training
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Branding: Select Certification
Recognition opportunity for top Registered partners
Provides growth path and partner differentiation
Training, tools, and rewards for SMB focused partners Registered
Select
Premier
Silver
Gold
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Rewards: OIP – Success Builder & SIPSIP
VIP
OIP
TAP (CTMP)
Requirements
Rewards hunting for net new Cisco customers Increased rewards for selling business solutions that contain Cisco productsEasy deal registrationprocess for both programs
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Select Certification Program Benefits
Free SMB Specialization E-Learning content
Use of Cisco Select Certified Partner brand
Access to Certified incentives including OIP
Partner-level Cisco.com access
Differentiated as Select Certified and SMB Specialized in Partner Locator tool
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Partner Development FundsSupport investment in training, NFR, and marketing Set percentage accrued each quarter of 2%
– Based on 2-tier bookings of specific product set– Qualified Select certified partners – minimum 70% of business must come from the qualifying products– Maximum amount capped each quarter per partner at 5k CAD
Simple on-line balance and transaction supportHave the option to take the cash
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Additional SMB Partner BenefitsEligibility to earn Partner Development Funds
Access to SMB University—business and technical training
Field sales coverage—inside channel account manager assigned to select partners
Certified to sell Cisco Smart Care Services—Network Monitoring
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
O-I-PO-I-P Program Overview
PartnerEligibility
CustomerQualification
DiscountingBenefit
Products
Cisco CommercialAccount Program
Advanced Tech.Routing and Switching
Existing Commercial Acct - Not in Sales Pipeline
All Certified and Registered* Partners
New Commercial Acct, Max 1 router or
switch
Success Builder Program
ALL Products and SMARTnet™
Cisco EnterpriseAccount Program
Existing Enterprise or PS Acct - Not in Sales Pipeline
Minimum 45%
Gold/Silver/Premier Partners
Completed Site visit andNetwork design
Minimum 45% Minimum 45%
Gold/Silver/Premier Partners
Completed 3 pre-sales activities
Deal Size Minimum $50K List
Deal Registration 6 month approval 6 month approval 3 month approval
Minimum $15K List Maximum $500K List
Advanced Tech.Routing and Switching
*Registered Partners eligible to participate only until December 31, 2007
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Solution Incentive Program (SIP)Program Element DetailsDeal Eligibility Repeatable Solution that contains a BUSINESS Relevant
Application. Includes solution support services and no more than 70% Cisco products (AT recommended)
Deal Pre-approval & Deal Registration
Business Plan to be submitted to Cisco for pre-approval. Reference Accounts required. Once approved Deal Registration process
applicable by customer.
Annual solution revenue (list)
ENT: $500K SMB: $200K
Vertical Solution Example
Healthcare: Patient records management system utilizing Cisco Security and Content Management products
Horizontal Solution Example
CRM: Siebel or Microsoft utilizing Cisco Unified Communications
Partner Discount Minimum 50% off List
Eligible Products All products pre-qualified with solution
Minimum size of transaction (list)
ENT: $50K SMB: $15K
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Select Certification—A New Level
Cisco is committed to the growing SMB segment
New level of certification for SMB-focused partners
Entry opportunity to Cisco Channel Partner Program
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Summary—The Road to SMB Success
Providing real benefits to partners who invest with us to grow in SMB—training, tools and incentivesAbout Select Certification:www.cisco.com/ca/selectAbout SMB Specialization:www.cisco.com/go/specializations/smb
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
SMB Focused Channel Marketing Initiatives
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Partner Rewards Program
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Canada Partner Rewards Program (PRP)Premier Loyalty Program in the Industry
Program Provides Higher Return on Cisco Product Sales for Company Principals
Note: For Select, Registered and Premier Partners purchasing through Distribution
Register, Claim Redeem…All Online!
Sales and Technical Teams
Sales into Customers with Less Than 750 Employees; Program Eligible SKUs
Electronics, tools, house wares , Cash and Much More!
Why Should Partners Participate?
How DoesPRP Work?
Who Earns Rewards?
What Sales Qualify?
Reward Categories:
www.cisco.com/web/CA/partner-rewards/index.html
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Partner Marketing Services Program
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Partner Marketing Services ProgramMaking It Easier for Partners to Market Cisco Solutions
Drives Cisco revenuethrough impactful, partner-led marketing campaigns
Campaign leads with YOUR brand; Youdetermine the level of customization required
www.cisco.com/web/CA/go/partner-marketing
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
ADVERTISING: Radio & Print Advertising
Pre-produced, partner ad templates
Partner drops in value prop
Security, UC & Wireless solutions
Available in English & French30 & 60 second
Radio Ads
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
ADVERTISING: Messages On Hold
30 second pre-recorded spots for IPC, Wireless and Security leveraging the radio ad content
Can be used as is – simple MP3 file download – NO FEE for use
Can also be customized at an additional cost.
Available in English and in French upon request
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Partner Tradeshow Booth Rental
Simple - 5-step online order form
Flexible - Multiple booth sizes available for rent or purchase
Choices - various sign andgraphic options
Economical - Cisco subsidiesmake booths affordable
Table top + signs = $500 USD10x10 booth + signs = $1000 USD
Convenient - deliver booth directly to trade show
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Co-Branded Banners
High quality banners for use at events, seminars, etc.
Customizable with the partner’s certification logo and company logoFull customization to include partner messaging on one banner styleDiscounted pricing
Simple 3-step order formMultiple banner sizes availableTabletop banners & acrylic plaques availableEconomical due to Cisco subsidiesCustomization options
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Marketing Acceleration PlannerTaking You Where You Want To Go
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Marketing Acceleration Planner (MAP) ―Welcome Wizard
Log on using CCO IDAnswer 5 profile questions:
How do you build & execute marketing activities?What are your marketing goals?Who is your CAM/iCAM?Do you own the marketing plan for your company?How did you hear about MAP?
Receive customized marketing content in a single view
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Marketing Acceleration Planner (MAP) ―Main Page
Customized marketing content in a single view Key Areas:
1. Welcome Message
2. Personal Message Center
3. My Favorites4. Activities &
Programs 5. Featured Activity6. Most Popular
Activities7. Tools & Help8. Marketing
Fundamentals
1
2
3
4
5
67
8
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Marketing Acceleration Planner (MAP) ―Personal Message Center
Receive 2 types of messages:
Suggested activities, programs & eventsAnnouncement of upcoming events/seminars
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Marketing Acceleration Planner (MAP)Phase II —What to Expect
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Marketing Acceleration Planner (MAP) ―Making It Easier for You to Drive Demand
What you can expect:
Planning Component:Allows you to create chronological plans based on available marketing activities
Execution:
Enables you to “execute”marketing activities
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Marketing Acceleration Planner (MAP) ―Call To Action
Log onto MAPReview eligible programs & activitiesSelect My Favorites activities
www.cisco.com/web/partners/market/channel_marketing_destination_map.html
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
HighlightsTake advantage of:
The new SMB Specialization program as this authorizes you to sell the new UC500 productsAchieve New SELECT Certification which provides opportunity to earn Partner Development Funds and become part of the Channel Partner Community!Reward yourself and your teams through the Partner Rewards ProgramCreate personalized Brand Awareness campaigns via Partner Marketing ServicesLog on to the Marketing Acceleration Planner (MAP) Tool and efficiently build strategic marketing plans
© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID