Connect and Grow - Ingram Micro Confidential 1 Connect and Grow Partner Resources Update Cisco 101...

Cisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 1

Connect and GrowPartner Resources UpdateCisco 101

Marty Kertman - Partner Development Manager – Cisco Systems

Michelle McCrea – Distribution Account Manager – Cisco Systems

March 5, 2014

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

A Spectrum of Buying Personas

Basic Open to Guidance Elite

IT Resources On My Own Rely on Partner Collaborate w/Partner

View of Technology

Stick to Basics Willing to Invest Strategic Weapon

Temperament Reactive Proactive Strategic

Purchase Mindset Product Solution Architecture

Decision Driver Simplicity and Value Trusted Partner Platform for Growth

Satisfied WhenIt…

…Just Works …Boosts Productivity …Transforms Business

Preferred RTMsRetail, eComm,

NDI, SP

Unregistered, Registered, Select,

Premier

Select,Premier

• 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 More

Cisco 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 More

Cisco Certified PartnerCertified Partners must achieve one or more technology specializations, surpass customer satisfaction standards, and provide presales and post-sales support capabilities. > Read More


Cisco Partner Relationship Levels

Gold

Silver

Premier

Select

Registered

Certified Partners

Certified Partner Benefits

• Increased Profitability• Deal Registration• Marketing Support• Partner Support• Product access


• Ingram Exclusive Partner Onboarding Program- Get Registered – Move to Select

• Greater profit potential as a Cisco Channel Partner• Training – enablement – rewards – PROFIT!

www.smartenablement.com/cisco


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.

• Premier - VPAM - Virtual Partner Account Manager

Virtual – located in RTP-Raleigh. All Premier partners have a dedicated VPAM.

• Select – VPAM - Virtual Partner Account Manage

• Distribution Account Teams/Distribution Sales Associates

Registered partners have dedicated teams at our distribution partners.


Who Is My Cisco Rep?If the tool returns,

no result, it is non-named!

http://tinyurl.com/whoismyciscorep


Partner Resources - Tools


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


• 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 -1 to reach the Cisco Partner Relationship Team (PRT).

• Authorized Digital Media Systems (DMS) • Partner Program Authorized Technology

Provider Program (ATP) • CAM Locator • Career Certification Certification and

Specialization Application (CSApp) • Cisco Commerce Workspace (CCW) • Cisco Learning Partner Program (CLP) • Cisco Rewards Program • Guided System Selling (GSS) Managed

Services Channel Program (MSCP) • PAL (Partner Access Online) Partner 360 /

Sales Collaboration Platform (SCP) • Partner Certification • Partner Locator • Partner Marketing Central • Partner Program Enrollment Tool (PPE) • Partner Program Intelligence (PPI) • Partner Registration Partner Self Service

(PSS) • Partner Specialization • Partner Workspace • Value Incentive Program (VIP)


www.cisco.com/go/thesell

• 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


• Cisco Resource Tools:

• PAM Locator — Find a Partner Account Manager (PAM)

• Partner Central — Comprehensive source for information on partnering, selling,

marketing and obtaining support with Cisco.

• Partner Education Connection (PEC) — Personalize, search, browse, launch, enroll

and track your learning-all in one place

• Partner Helpline — The Partner Helpline is your source for Channel Partner support for

all pre-sales support needs.

• Partner Self Service (PSS) — Manage all your partner information from one location to

get the most from Cisco partner services.

• Configuration and Ordering Tools:

• Cisco Commerce Workspace (CCW)

• Quick Pricing Tool — Reduce Quoting Time from Days to Minutes

• Cisco Capital Finance Tools

• Cisco SMARTnet Services Tools

www.cisco.com/go/thesell


• Manage all your partner information from one location to get the most from Cisco partner services.

• http://apps.cisco.com/WWChannels/GETLOG/login.do

C97-714035-00 © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15

http://www.cisco.com/web/partners/sell/smb/programs_and_promotions/index.html

• Profitability programs ensure you’re rewarded for focusing your practice on Cisco’s architectures

• Stay tuned for signup periods

• Check out the full list of incentives on Partner Central

• VIP (Value Incentive Program) pays incentives as back-end payment

$ margin potential for you Cisco practice


• Partner Program Enrollment

Enrollment in partner programs such as VIP, Partner Plus, more…

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

• Partner Program Intelligence (VIP Tracking)

Use to track progress and achievement of program goals

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

Partner Rewards• Earn rewards points for selling Cisco products

• http://www.cisco.com/web/partners/incentives_and_promotions/cisco_rewards.html


• Partner Education Connection (PEC) provides training on products, tools, and solutions to help you keep ahead of the competition as a Cisco Partner.

• Achieve and retain your organization's partnership status by following the training required for career certifications and technology specializations.

http://tools.cisco.com/pecx/login


• Self-service e-Commerce marketing engine for partners

• Campaigns

• Events

• Customized Marketing Activities

• Marketing wallet

http://www.ciscopartnermarketing.com

© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialC97-418641-00 19

Quick Pricing Tool - www.cisco.com/go/qpt/


• http://www.cisco.com/web/partners/sell/competitive/index.html


• dCloud is a virtual demonstration service that allows you to conduct, customize, and share demonstrations anywhere, at anytime.

• Demo a wide variety of scripted Cisco solutions and products with optional endpoint equipment at tradeshows, on customer sites, in Cisco offices, or virtually.

• Demonstrations offer administrative access for complete customization of the demonstration scenarios and environment.

• www.cisco.com/go/demo/


SMART Designs: The Network without the guesswork!

• Simplified network design and implementation guides targeted at SMB Market, for successful and replication deployments

• Modular framework supports incremental products and technologies while preserving the initial investments

• Adaptive designs allow you to use as-is or customize for more complex scenarios and additional value-add

• Role-based documentation that is targeted for different functions -- from pre-sales support, to maintenance

• Trusted network deployment designed and recommended by Cisco

Validated network designs enabling partners to grow a profitable practice by removing the guesswork of selling and installing networking solutions

www.cisco.com/go/partner/smartdesigns


• http://www.cisco.com/web/partners/sell/smb/tools_and_resources/smart_designs.html


• For post-sale implementation support and for ongoing support of customers with support contracts (SMARTnet, SmartCARE, etc)

• TAC Service Request Tool: http://tools.cisco.com/ServiceRequestTool/create/launch.do

• TAC via Phone- (800) 553 2447

• For post-sale implementation support and for ongoing support of customers with Small Business products or Small Business support contracts.

• SBSC via Phone- (866) 606-1866

• Small Business Online Support Community (requires CCO log in)

https://supportforums.cisco.com/community/netpro/small-business


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

© 2007 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialC97-418641-00 27

Cisco Virtual Tools/Apps


• Easy-to-use mobile app for partners

• Developed for use with iOS and Android mobile devices

• App lets our partners see a complete calendar of distributor events, with everything from trainings to workshops, in a single view.

• iTunes: https://itunes.apple.com/us/app/cisco-disti-compass/id565287913?mt=8

• Android: https://play.google.com/store/apps/details?id=com.cisco.android.pems


• Cisco Collaboration Expert is a tool designed to help customers and Cisco channel partners understand the key business benefits and capabilities of Cisco's Collaboration Architecture.

• Cisco Collaboration Expert contains video demonstrations of Cisco's Collaboration portfolio including solutions including:

Cisco Business Edition

Cisco Jabber

Cisco WebEx

Cisco Telepresence and many more.

• https://itunes.apple.com/us/app/cisco-collaboration-expert/id553555637?mt=8


Cisco Services - Smartnet


• Cisco Service Contract Center (CSCC) allows you to manage your Cisco services ordering, quoting and contract management activities in one location.

• Access SCC : http://tools.cisco.com/scc/

• SCC Training: http://www.cisco.com/web/services/resources/cscc/training


Cisco Capital Financing


Cisco Capital Financing Value-Add

Increase Margins and Cash Flow

Accelerate and Grow Deals

Broaden Cisco Value Footprint

Expand Relationships and Grow Customer Purchasing Power

Part

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090701_35Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.

The Ingram Micro program, in partnership with Cisco Capital, allows Ingram resellers the ability to offer end-customer an array of financial benefits:

� Dedicated relationship manager

� Quick turnaround on approvals, usually within 4-24 hrs.

� Assistance in managing entire process

� Funding within 24 - 48 hrs of delivered solution

� Financial sales training to enable you to build leasing into your sales process

� WE represent Cisco Capital – quote deal; submit for credit; request docs; PO to reseller; deal funded

– Ingram Leasing Contact Info: 877-877-0035

David Bishop, ext. 65284 [email protected]

Tony Sindoni, ext. 64031 [email protected]

Cisco Capital and Ingram Micro


Cisco Resources - People


Cisco Partner Development TeamP: 1.800.456.8000 X76799

E: [email protected]

Sales ManagerMichelle Edmonds1.800.456.8000 Ext [email protected]

NortheastSelect MDS II:Ryan Genco: Ext [email protected]

Registered MDS: Alexa Bowman: Ext [email protected]

CentralSelect MDS II:Ian Schmitt: Ext [email protected]

Registered MDS:Peter Marrano: Ext [email protected]

WestSelect MDS:Julia Marciano: Ext [email protected]

Registered MDS:Allison.Bornemisza Ext [email protected]

SouthSelect MDS:Sean Capenhurst: Ext [email protected]

Registered MDS:Amanda Brant: Ext [email protected]


Cisco Promotions

Cisco Confidential 39© 2013-2014 Cisco and/or its affiliates. All rights reserved.

Americas Americas Americas Americas –––– Cisco Fast Track Promotion SummaryCisco Fast Track Promotion SummaryCisco Fast Track Promotion SummaryCisco Fast Track Promotion Summary

Insert Eample of Banner

Fast Track AcceleratorsFast Track AcceleratorsFast Track AcceleratorsFast Track Accelerators

SwitchingSwitchingSwitchingSwitching

Catalyst 2960X, 2960XR

Catalyst 2960-Plus

Catalyst 3650

WirelessWirelessWirelessWireless

700 Access Points

1600 Access Points

2600 Access Points

2500 Controllers

SecuritySecuritySecuritySecurity

ASA 5512

ASA 5515

ASA 5525

ASA 5500X

RoutingRoutingRoutingRouting

Security Bundles: 800BB, 1900ISR,

2900ISR, 3900 ISR

ISR-AX Bundles: 1900ISR, 2900

ISR, 3900 ISR

4G LTE WAN Cards

SB Certify & Save PricingSB Certify & Save PricingSB Certify & Save PricingSB Certify & Save Pricing

All Small Business

Products All Small Business Products

Additional

5%5%5%5%Additional

5%5%5%5%

© 2010 Cisco and/or its affiliates. All rights reserved. 40

Discount:

• Offer Additional 15% Discount on Catalyst 3560X and 3750X UPOE Switches

• 57% in US/Canada/LATAM

Promotion Period: UPOE Only (Universal Power over Ethernet)

• December 23rd through March 15th

UPOE Switches Product Description

WS-C3560X-24U-EStandalone 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Services

feature set

WS-C3560X-24U-LStandalone 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, LAN Base

feature set

WS-C3560X-24U-SStandalone 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Base feature

set

WS-C3560X-48U-EStandalone 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Services

feature set

WS-C3560X-48U-LStandalone 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, LAN Base

feature set

WS-C3560X-48U-SStandalone 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Base feature

set

WS-C3750X-24U-EStackable 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Services

feature set

WS-C3750X-24U-LStackable 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, LAN Base

feature set

WS-C3750X-24U-SStackable 24 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Base feature

set

WS-C3750X-48U-EStackable 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Services

feature set

WS-C3750X-48U-LStackable 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, LAN Base

feature set

WS-C3750X-48U-SStackable 48 10/100/1000 Ethernet UPOE ports, with 1100W AC power supply 1 RU, IP Base feature

set

Distribution Sales Acceleration Program

© 2010 Cisco and/or its affiliates. All rights reserved. 41

Starter Wireless Bundles 5-10 AP deployment

O p t i o n 1

Cisco AP1600 Bundle: 5-10 AP deployments

Controller WLC 2504 (5 AP licenses)

APs 5 x AP 1600SKU AIRCT2504–1602I–X5

List Price$ 3825*~20% off a-la-carte List Price* 10% premium vs. the competition*

• 3x3 RF design (AP1600)

• Full/granular Application Visibility and Control

• HD Video with Multicast optimization

• Client Link – reliable roaming and increased overall network capacity with mixed a/g/n clients

• Standards-based (802.11r) roaming

• Clean Air Express ready – superior RF interference mitigation (AP1600 w/ AirOS 8.0)

Key benefits over the

competition

O p t i o n 2

Cisco AP700 Bundle: 5-10 AP deployments

Controller WLC 2504 (5 AP licenses)

APs 5 x AP 700

SKU AIRCT2504 -702I-X5

List Price$ 3125*~17% off a-la-carte List Price* 10% lower vs. the competition*

Available now!

Available now!

* Does not include TMP credits, discounts, VIP rebates

© 2010 Cisco and/or its affiliates. All rights reserved. 42© 2013 Cisco and/or its affiliates. All rights reserved. 42

TMP @ 8%TMP @ 8% CTMP @ 14%CTMP @ 14%

$3,519*$3,519* $3,289*$3,289*

TMP @ 8%TMP @ 8% CTMP @ 14%CTMP @ 14%TMP @ 8% CTMP @ 14%

$3,519* $3,289*

TMP @ 8%TMP @ 8% CTMP @ 14%CTMP @ 14%

$2,875*$2,875* $2,687*$2,687*

TMP @ 8%TMP @ 8% CTMP @ 14%CTMP @ 14%TMP @ 8% CTMP @ 14%

$2,875* $2,687*

Cisco AP1600 Bundle for 5 AP deployments

Bundle Price

Controller

WLC 2504 (5 AP licenses) $3,825

APs 5 x AP 1600

Improved Technology Migration Program(TMP/CTMP)Fixed up-front credits, no return of equipment

Cisco AP700 Bundle for 5 AP deployments

Bundle Price

Controller

WLC 2504 (5 AP licenses) $3,125

APs 5 x AP 700

List price premium Vscompetition shrinks

to 1%

List price 17% lower than

competition!


competition!


competition!

* Does not include applicable standard disc., OIP disc., promos, VIP rebates, etc.

Thank you.

Connect and Grow - Ingram Micro Confidential 1 Connect and Grow Partner Resources Update Cisco 101...

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