Live Training Session 2-Tier Partners - Cisco...Cisco Account Manager Created and Collaborated Quote...

Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 2

Live Training Session2-Tier PartnersCisco Commerce Workspace 7.0

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3

In this course you will learn about the 7.0 enhancements to Cisco Commerce Workspace that benefit 2-Tier Partners who order through a distributor in the following key areas:

• CCW Quoting and Other Partner Interface Enhancements

• Configuration and Ordering Enhancements

• CCW Support of the Distributor Reseller Selling Model

• Cisco Services Capabilities Directly within CCW


• Distributor Quote to Order

• Channel Booking Neutrality (CBN) with Services

CCW Support of the Distributor Reseller Selling Model

• View and Share Enhancements

• Cisco AM Created and Collaborated Quote (Multiple Quotes per Opportunity)

CCW Quoting and Other Partner Interface Enhancements

• Advanced Services-FixedCisco Services Capabilities Directly

within CCW

• Next Generation Configuration (NGC) Simplification

• Unified Computing Blade solution bundles (UCS-B)

• Unified Communication Software Subscriptions (UCSS) Configuration Enhancements

Table of Contents – Click any underlined section to navigate to a topic:


In this module, you will find…

• View and Share Enhancements

• Cisco AM Created and Collaborated Quote (Multiple Quotes per Opportunity)

• Ability to create deals and quotes in a single workspace with flexible entry points

• Collaborate strategically with colleagues, Distributors, and Cisco Sales and Engineering

teams in the Workspace

• Consistent look and feel across the Workspace means less time spent in training on

using the Workspace and more time for value-added work

What’s in it for you?


2-Tier Partner Benefits:

• New view and auto-share capabilities will enable additional real-time

collaboration efficiencies across the workspace.

• These changes will bring further efficiencies to deal cycles and will

reduce the manual selection of users for sharing individual records.

View and Share Enhancements


In this module, you will learn about:

• Sharing Deals and Quotes

• Accessing a Shared Deal



In this lesson, we will begin by sharing a Deal and revoking sharing access after it has been granted.


Sharing a Deal

To open the Deal you wish to share, click the Deal ID link from

the CCW Home Page.


Sharing a Deal

Next, click the Share link.


Sharing a DealFrom the Share Deal page, you can now add new contacts via:

• Team Alias

• Contact Name

• Non-Cisco Email Address or email that is not associated

with the Cisco.com ID


Sharing a DealFor any unconfirmed emails, the Receive Email

Notifications drop-down will default to No and cannot be

changed.

The steps for adding sharing recipients are the same for

Configurations.

The steps for removing sharing recipients are different for

Configurations.

Note: The system will not allow you to remove recipients for

a Configuration once the share window is closed.


In this lesson, we will view a shared deal.


Access a Shared DealIf the Deal was shared with a Cisco email

address (or an email that is linked to a CCO ID),

the contact will go to the Cisco Commerce

Workspace Home page, scroll down to Deals

and Quotes and change the Filter to “Deals

Shared with Me”.

If the Deal was shared with a non-Cisco email address (or an

email that is not linked to a CCO ID), the contact will need to

click the Access Shared Deal link instead.

The Access Shared Deal dialog box will display. Enter the

Access Key and Deal ID, and click the Continue button. The

contact received an email with the Access Key and Deal ID.

Once the contact has accessed a deal using an Access Key,

the contact can then view the deal under “Deals Shared with

Me”.


In this module, you learned about:

• Sharing Deals and Quotes

• Accessing a Shared Deal

For Additional details on using these new features, see “View and Share Enhancements” in the Modular Training located in Partner Central.




• Cisco AMs are now able to create, manage, and share multiple quotes for a single

opportunity which means that Partners now have more opportunity than ever

before to submit quotes in a variety of ways to be more competitive and win

business.

• When multiple quotes are approved the Cisco Salesperson may share the quote

with partners in CCW. Partners will have visibility to their own quotes only.

• You will easily be able to identify those quotes that are part of a multiple quote

scenario by the status of Approved Not ready to Order (ANRO) inside CCW.

Cisco AM Created and Collaborated Quote (Multiple Quotes per Opportunity)


Cisco Account Manager Created and Collaborated Quote

Will be able to locate and view in Cisco Commerce Workspace (CCW) the quotes initiated by Cisco Sales Account Managers that are part of a multiple quote deal.

Will understand the new status of Approved/Not Ready to Order (ANRO) for the new multiple quote deals initiated by Cisco Sales Account Managers.

In this module all partners…


Cisco Account Manager Created and Collaborated Quotes

Quotes that have been shared by the Cisco Account Manager

will have a new status of Approved Not Ready to Order.

This status prevents the Partner from editing the quote and

placing the order until the customer has selected the winning

quote.

The quote can be ordered when the status is changed to

Approved by the Cisco Account Manager.

When consumption starts on the winning quote, the Deal

Status of the non-winning quote(s) changes to Cancelled.

Note: Select Quotes Created by Cisco from Display to

locate shared quotes.


Cisco Account Manager Created and Collaborated Quote

Will be able to locate and view in Cisco Commerce Workspace (CCW) the quotes initiated by Cisco Sales Account Managers that are part of a multiple quote deal.

Will understand the new status of Approved/Not Ready to Order (ANRO) for the new multiple quote deals initiated by Cisco Sales Account Managers.

For additional details on using these new features, see “Cisco Account Manager Created and Collaborated Quote” in the Modular training located in Partner Central.

In this module all partners…


In this lesson, we will view the changes that have been made to the CCW User Experience.



• Enhancements made to the Quoting:

• Items Tab

• Discount Tab

• Review and Submit Tab

Enabling Quoting Consistent Experience


Enabling Quoting Consistent Experience

User Experience improvements for Quoting

(Partial List):

• A new View filter.

• The Remove Service link for line items will be

replaced with Change/Remove Services.

• Workspace profile preferences for Pricelist,

Intended Use, Billing Address and Contact

will auto-populate in Quick Quotes.

• Net Unit Price has been added to the View by

menu on the Discount and Credits page.

• Discount views will be visible at all times.

• Customizable Export utility.



• Enhancements made to the CCW User Interface

For Additional details on using these new features, see “Enabling Quoting” in the Modular Training located in Partner Central.

Module Summary


In this module, you will learn about the Enhanced Product Search Functionality


Find Products > CCW Home Page

From the CCW Home Page, use the Find Products

portlet to search for a specific product by entering a

product description or a SKU.

For additional information on searching, click the

Search Tips link.

You can also search by clicking the Search by

Product Family link.

Find Products is also available now in the Items

page of Configuration and Quoting.


Find Products > Product Family Search

Select Product Family. The Drop-

down menu will display the Product

Families available.

Click the Search button.


Find Products > Product Family Search

The Results will only

display the products that

are on your price list.


Find Products > Product Description Search



• Next Generation Configuration (NGC) Simplification

• Unified Computing Blade solution bundles (UCS-B)

• Unified Communication Software Subscriptions (UCSS)

• Intuitive, simplified configuration experience with user-friendly graphical interface

• Intelligent validations simplify the configuration process and improve productivity

• Helpful warnings and suggestions decrease the amount of time it takes to create a

configuration



Benefits for 2-Tier Partners:

• New “Configuration Summary” pane provides greater information with fewer

clicks.

• Configuration Summary automatically saves a click and allows Partners to

complete their configurations faster and more accurately than ever before.

• Hyperlinked configurable items are displayed so the Partner can view

configuration options on the right side of the Core Config page.

• Configuration Summary pane allows Partners to configure much faster by

providing guidance and warning icons next to configurable items.

Next Generation Configuration (NGC) Simplification



• Configuration navigation panel enhancements:

• Option Selection Page

• Core Configuration User Interface

Module Overview


Major Refresh to NGC User Experience

When you click the Select Options link on the

Items tab or the Quote tab, you will navigate to the

list of product categories to begin configuration.



The product configuration page has

been removed. The configuration

process is now faster with one less

step!



The options for your

selected category or

configurable options

are now displayed on

the right.

To begin your product configuration, use the

Configuration Summary pane displayed on the left

of the screen.

Note: Included components mapped to hidden or $0

Items will not appear on the product configuration

page, but will be displayed on the Items page.



When the orange triangle icon is

displayed next to a configurable

item, it means that it requires

configuration.

When the orange triangle icon is displayed next to a warning

message, action may be required prior to completing your

configuration.



Items momentarily highlighted in yellow in the configuration

summary pane indicates that the items highlighted were successfully

added to your configuration.

If you add multiple items at once, all successfully added items will be

highlighted.

All configurable SKUs are hyperlinked.

Warning messages will display when a hyperlinked SKU requires

configuration.



• Configuration navigation panel enhancements:

• Configuration Summary pane

• Summary pane

• New legend of icons and highlighted components

For Additional details on using these new features, see “NGC user Experience” in the Modular Training located in Partner Central.



Benefits for 2-Tier Partners:

• Tabbed Partner Interface (UI) that is easier to use and guides Partners through

creating a B-series solution

• Fewer steps in the process

• Easily attach services

• Concise Summary

• Chassis auto-distribution

• Power consumption

Unified Computing Solutions (UCS) Blade-Centric Configuration


Unified Computing Solutions (UCS) Blade-Centric Configuration

• The Blade centric configuration capabilities (available in third party configuration tools) are being enhanced in CCW to provide a Blade-centric experience and encourage the use of Next Gen Configuration (NGC) .

• How to configure a Blade-centric solution by navigating through the following five tabs:

• Step 1: Blade Server

• Step 2: Chassis

• Step 3: Fabric Interconnect

• Step 4: Service

• Step 5: Summary

Note: The new Blade-Centric Configuration User Interface will only display for NEW configurations of the N20 bundle or for edits made to the N20 bundle in this new UI (this new UI will not display when modifying an existing configuration made in the existing Config UI or when importing from NetformX).

In this module, you will see…


UCS Blade-Centric Configuration > Overview

New/Restore Configuration

•Entry Points – Quoting / Config / Order

Step 1: Blade Server

• Blade Library

• UCS Blade Configurator

Step 2: Chassis

• Chassis Preferences

• Auto/Manual distribution

• Chassis Config

• Add Empty Chassis

Step 3: Fabric Interconnect

• FIC Preferences

• FIC Configuration

Step 4: Services

• Available services for the user

• Services summary

Step 5: Summary

• System level Power Calculation

• Concise summary


UCS Blade-Centric Configuration > Select Options

From the Items tab click Select Options to configure an N20 bundle. In the September release, the N20 bundle is the only bundle available for the blade-centric configuration.

Note: All partners will be able to configure the N20 bundle, but only partners certified in ATP-DCUC or Data Center Architecture (DCA) or United Computing Technology (UCT), will be able to quote them in CCW.


UCS Blade-Centric Configuration > Step 1. Blade Server

The Step 1: Blade Server tab contains three components:

• My Blade Library section displays the list of previously saved Blade configurations.

• Click the Add button in Available Components to add an available Blade to the UCS Blade Servers Configurator where you will click to Configure the Blade.

Click Next to continue to Step 2: Chassis.


UCS Blade-Centric Configuration > Step 2. Chassis

From the Step 2: Chassis tab you

will

• Apply Chassis Preferences and Auto-Distribute blade servers among chassis.

• Add available components

• Configure the Chassis

Power Consumption is displayed and updated with every change that is made.

Click Next to continue toStep 3: Fabric Interconnect.


UCS Blade Centric Solution > Step 3: Fabric Interconnect

From the Step 3: Fabric Interconnect tab

you will

• Apply Fabric Interconnect Preferences

• Add the Fabric Interconnect Components

• Configure the Fabric Interconnect

Power Consumption is displayed and updated with every change that is made.

Click Next to continue to Step 4: Service


UCS Blade-Centric Configuration > Step 4. Service

Step 4: Service

Apply preferences for Technical Support. The

Duration is only applied to selected service

programs.

The service will display below in the Services

Added to Solution section with the Service

Total.

Click Next to continue to Step 5: Summary


UCS Blade-Centric Configuration > Step 5. Summary

From the Step 5: Summary tab,

you can view:

• Power consumption for the

entire solution

• Blade components grouped by

the options you defined

• Chassis combinations.

• Fabric Interconnect

configurations

• Service SKUs displayed at the

end of the configuration lines

• Service levels grouped by the

product to which they are

attached


Module Summary


• Blade-centric configuration capability for creating new UCS-B solutions (N20 bundle)

• Step 1: Blade Server

• Step 2: Chassis

• Step 3: Fabric Interconnect

• Step 4: Service

• Step 5: Summary

For Additional details on using these new features, see:

“Configuration for Cisco Unified Computing System Blade Solutions” in the Modular Training located in Partner Central


2-Tier Partner Key Points:

• Partners without access to CCW ordering can now create Quotes with the new

UCSS SKUs in CCW if they plan to fulfill through a Distributor that has access to

CCW Ordering. Otherwise, they should continue to order through Legacy Ordering

Tool, using the Legacy SKUs. Note that only the new SKUs eliminate the need to

manually activate and register UCSS and thus Partners are encouraged to put

orders through CCW when possible.

• Although all 2-Tier Partners and Distributors worldwide will now have access to the

new UCSS SKUs, primarily 2-Tier/Disti users in US and Canada theatres should

use the new SKUs in CCW. US/C Distis have access to CCW Ordering, and the

new SKUs may only be ordered in CCW.

Unified Communication Software Subscriptions (UCSS)


In this section we compare the new UCSS SKUs to the legacy SKUs, share their benefits and what they look like.


Important Points about the History of UCSS SKUs

1st Generation

SKU

2nd Generation

SKU

3rd Generation

SKU

SKU

Type/Format

UCSS-UPC-3-1 UCSS-U-UPC-1 UCSS-U-UPC-3-1

Compatible

Ordering Tool

Market Place Retired Cisco Commerce

Workspace

Compatible

Configuration

Tools

NetformX, Dynamic

Configurator Tool,

Multi Line

Configurator or

Excel

Retired Next Gen Config

Which Ordering tool will your

Disti use?Your answer

determines which SKUs you use!


Select which UCSS SKUs to Use

Which Ordering Tool will your Disti use?

Market Place

Use the legacy 1st

gen SKUs

CCW

Use the new 3rd gen SKUs


Format of the New UCSS SKUs

Format of 1st gen/legacy SKUs:


This section shows you the process of Quoting UCSS in CCW, whether you are using the new 3rd

generation SKUs or the 1st generation legacy SKUs.


The steps of the Quote to Order process include:

1. Import into your CCW Quote a saved configuration:

a) created Next Gen Config (for quoting the new 3rd gen SKUs) or

b) created in Netformx, DCT, MLC, or Excel (for quoting the legacy 1st gen SKUs)

2. Complete the CCW Quote

3. Submit the Quote for Approval

4. Order through your Distributor

Module Overview


Quote Process: Import a Configuration

In the Quote-Items page in CCW, import a saved configuration

by clicking the Import a Saved Configuration link and then

selecting the saved configuration.


Quote Process: Import a Configuration

The configuration is now imported into the Quote. Click the plus

icon next to the major line to see all lines in the configuration.


Quote Process: Complete the Quote

To proceed through the pages of the Quote tab, scroll

down and click Save and Continue on each page.


Quote Process: Complete the Quote

On the 3rd page of the Quote

tab, discounts and pricing will

apply. Click Save and Continue.


Quote Process: Submit Quote for Approval

This opens the Review and Submit tab. Click

Submit Quote for Approval. For more information

on How to Create a Quote view the CCW Quote

Training located in Partner Central.


Quote Process: Complete the order with the Distributor

Once the Quote is approved you may complete the

order with the Distributor.



• The benefits of the new UCSS SKUs

• What the new SKUs look like

• How to quote software subscriptions

For Additional details on using these new features, see:

“Quote to Order Process with UCSS” in the Modular Training located in Partner Central

“UCSS Guide to Ordering” located in Partner Central

Module Summary

http://www.cisco.com/E-Learning/ls-rob/cdc_bulk/Enterprise/UCSS/CCW_UCSS_Guide_to_Order_for_Channels_Disti_Ext.pdf



• Distributor Quote to Order

• Distributor Reseller Selling Model – Multinational Quote Logic (MNQ)

• Channel Booking Neutrality (CBN) with Services

• Enables users to order services with products for Channel Bookings Neutrality (CBN) orders placed in CCW

• Faster deal cycle times now that distributors can place CBN orders for partners with products and services directly

within CCW, eliminating the need to use a separate tool for service orders and making it easier for the distributor to act

on behalf of partners




• Increase Order Accuracy

• Faster deal cycle time to booking

• When the Intended Use is Resale, the list of distributors will be filtered by those who are authorized to sell within the resellers territory.

Distributor Quote to Order


In this module…

2-Tier Partners will understand that:

• A valid configured quote is required for Distributors to convert Partner Quotes to Orders.

• Additions when quoting indirect must be done by the partner for discounts and re-approval.

Distributors Quote to Order



Partners must select Resale as

Intended Use if ordering through a

Distributor .

The Distributor can only convert

quotes to orders if the intended use is

Resale.



The Buy Method must be the same

distributor for all line items in the

quote.

All line items on the quote must be

valid for the Distributor to Convert the

partner initiated quote to an Order.



As a best practice, Partners should Re-

Open an approved quote to make changes

such as updating the quantity or adding

items.


In this module…

2-Tier Partners who are quoting indirect will understand that:

• A valid configured quote is required for Distributors to convert Partner Quotes to Orders.

• Additions when quoting indirect must be done by the partner for discounts and re-approval.

For Additional details on using these new features, see “Distributor facilitated Actions on Behalf of Partners” in the Modular Training located in Partner Central.




• Distributors will no longer be required to place service orders separately

• Users will also be able to quote standalone service items as CBN (however, standalone service will be ordered in OT)

Channel Booking Neutrality (CBN) with Services



• Advanced Services-Fixed


• Ease of doing business with Cisco requires a simplified engagement model enabling “Standard” fixed-price services

delivered by Cisco’s Advanced Services team. The time-consuming Statement of Work (SOW) process has been

replaced by Single Service Descriptions available here: www.cisco.com/go/servicedescriptions

• Fixed-scope professional services is a standalone service ordering model now available for all routes to market via

CCW.

• In this September release of CCW, the system will automate the simplified ordering model for "standard" Advanced

Services. The prices are published on the Global Price Lists and wholesale Price List (WPL) making them fixed

priced. AS-Fixed Service Offerings are available for:

• Unified Computing Services (UCS)

• Collaborative Professional Services (CPS)

• Cisco TelePresence

• Service Provider Upgrade and Refresh

• Service Provider Mobile Packet Core

• WebEx

• Security Accelerator

• Availability of fixed scope services ordered through CCW will be based upon the partner eligibility to sell in the

selected installation country with Single discounts applied – bypassing manual approval and giving Partners shorter

deal to order times.

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

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


Advanced Services Ordering Model for Fixed Price Services

Partner Benefits:

Enhanced Partner experience:

• Streamlined the ordering process for fixed price services with the addition of (ASF) SKUs

• Orderable at product point of sale (POS)

• Reduction in quoting & ordering cycle time from weeks to days.

• Increased scalability for both Cisco Branded & Collaborative Service offers

• Faster Time-to-Market - no scope nor price negotiation


Advanced Services Ordering Model for Fixed Price Services Overview

In this module, you will learn about :

• Understanding Standard (Single) vs. Group ASF SKUs

• Ordering Fixed Price Services via Distributor


Fixed Price Services > Single vs Grouped

AS-Fixed group SKUs are identified with the prefix “ASF-XXX-G”. The “G” indicates an AS-Fixed Group SKU. You may modify the quantity added if all services are intended for delivery to a single location.

ASF Single SKUs do not have a “G” in the SKU and the quantity of Single SKUs defaults to “1” and cannot be modified.


Ordering Fixed Price Services via Distributor > CCW Workflow

Enter Accurate Install

Site and Contact

Information into CCW

Create Quote for Desired

ASF SKU (note no

validation occurs with disti

buy method)

Share Quote with the

Distributor of your

Choice

The Install Site and Partner Contact Information are required on both the quote and the

order.

Entering the information in Quoting is not sufficient as this data does not copy over to the

order screen.

You will have to make sure you enter the information correctly into the order as well.


Ordering Fixed Price Services via Distributor > Partner Contact and Install Site Information

The Partner Contact and Install Site Information are critical when

ordering through a distributor.

Distributors use the information you populate here when they create

the order on your behalf.

Incorrect or insufficient information can potentially delay the order.


Advanced Services Ordering Model for Fixed Price Services

In this module, you have learned how to:

• Understand Standard (Single) vs. Group ASF SKUs

• Order Fixed Price Services via Distributor

To access the complete AS-Fixed program training materials with the full workflow and broader Cisco business context:

• Check back in late September/early October 2011 for the latest CCW integrated training information .


Partner Resources > Where to Get Help

• Partner Central CCW Website – Access will be available to the latest self-paced

e-Learning, demos, presentations, videos, and quick reference guides (Check

back in late September and October as materials are added)

• Partner CCW Overview Video – See the link at the top of the Partner Central

landing page to see a quick video on demand on the benefits of the Workspace

• Partner Help Line - Channel Partner support for all pre-sales support needs

http://www.cisco.com/web/partners/events/commerce_workspace.html




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

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

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


In this course you explored the 7.0 enhancements to Cisco Commerce Workspace that benefit 2-Tier Partners who order through a distributor in the following key areas:

• CCW Quoting and Other Partner Interface Enhancements

• Configuration Enhancements

• CCW Support of the Distributor Reseller Selling Model

• Cisco Services Capabilities Directly within CCW


What Do We Need You to Know? In Order to Drive Partner Adoption…

• When your Cisco AM asks for an Excel BOM, send them

a configset ID and key or route/share a config instead

• Valid configurations are necessary… use NGC, DCT,

MLC, Netformx, etc –upload into CCW!

We are Asking You and Our Sales Teams to Work in a New Way…

• When Partners make changes to an AM initiated quote,

non-std pricing must be updated and re-approved by the

Cisco AM– feel free to remind them!

• When your Cisco AM sends you a Deal ID, ask them to

“collaborate” with you from SFDC

• This way you can see, edit and order the quote from

within CCW

Live Training Session 2-Tier Partners - Cisco...Cisco Account Manager Created and Collaborated Quote...

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