Perform Plus - Cisco...• Overall growth is based on shipments above the Partner’s own previous...

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Perform PlusGrow More. Earn More.

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© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Agenda

1

2

3

4

5

Executive summaryAt-A-Glance

Perform Plus overview

Program framework

Rebate structureRebate Illustrations

6

Ongoing eligibility

Tools for maximizing rebatesResources

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Executive summarySmall Business Needs | Cisco Segmentation Why Perform Plus? Why Now?|


What are Small Business leaders thinking?

89%of SMBleaders

90%of SMB leaders

53%of SMBleaders

Value trust above all else in

their relationship with customers

Value trustabove all else in

their relationship

with vendors

Feel at a competitive disadvantage to enterprises in

meeting customer expectations

Small and Medium Business Trends ReportSalesForce Research


New Segmentation Small is Big Business

Public Sector

Private Sector

Service ProviderSector

Small

Mid-size

SelectTiers

Major

Key

Premier

New segmentation captures more opportunity

• Consistency in global customer segmentation

• Large opportunity

• Tailored portfolio: Cisco Designed for Business

• Increased partner investment


Why Perform Plus? Why Now?Cisco is investing in Partner Programs

CMSP Express

Redesigned Cloud and Managed Service Program

Addresses the needs of Managed Service Providers selling into Small Business

Streamlined Deal Registration

For deals < $50k

Automated approvals and discounts

Helps partners close deals faster

X-Sell

A small business sell community

Co-investment with our partners

Cisco-led training

Joint selling to scale the tremendous opportunity

Ignite the Mid Market

Designed for Small Business and Mid Market customers

Promotion provides greater margins

OIP uplift through auto deal registration on top of Fast Track

pricing

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Channel Partners use only. Not for public distribution.

Perform Plus Program

One-Time Enrollment Program launch Payout requirements

• If you’re enrolled in the Channel Program Incentive Agreement (CPIA) you’ll be auto-enrolled to Perform Plus as long as you meet the program prerequisites.

• If you are a new partner, you will need to enroll in the CPIA using the PPE tool. Once enrollment approved, and eligibility criteria is met, auto enrollment will occur.

January 26, 2020Enrollment Window: Jan. 26 – Feb. 27, 2020

Performance Based rebate structure.

Use partners’ own baseline vs. set targets or additional hurdles

Must meet minimum overall incremental shipment growth requirements.

Maintain Certification and/or CMSP Authorization requirement.

Must have a Perform Plus Rebate Coordinator assigned

Grow Expand Focus

Overall Growth Incentive Rebate• Quarterly cash rebates• Up to 2%• For growing YoY, QoQ, overall Cisco

product shipments

Cross-Architecture Bonus*• Additional quarterly cash rebate

Up to 1.25%• For expanding your customer footprint

through growth in BOTH Enterprise Networking & Security

Mid-Size & Small Bonus*• Additional quarterly cash rebate• Up to 5%• For focusing in growing your Midsize and

Small customer business

Earn Cash Rebates For Growing Your Business With Cisco

Simplified * Increased Investment * Quarterly Payouts

At-a-Glance

https://www.cisco.com/c/dam/en/us/products/se/2018/12/Collateral/cpia-user-guide.pdf

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


Perform Plus: Grow More, Earn More. 3 Powerful Ways to Earn

Overall Growth Incentive Rebate

Rewards partners with a quarterly cash rebate, up to 2%, for growing their YoY,

overall Cisco business

Mid-Size & Small Bonus*

Rewards partners with an additional quarterly cash rebate, up to 5%, for their focus in growing their Mid-Size and Small

customer business

Cross-Architecture Bonus*

Rewards partners with an additional quarterly cash rebate, up to 1.25%, for expanding their

customer footprint by selling Enterprise Networking & Security solutions

Perform Plus is a new global incentive program that rewards you with a cash rebate for growing your overall product shipments with Cisco, expanding your footprint to sell across architectures and focusing on the mid-size and small customers.

GROW

*The Growth Incentive Rebate must be achieved in order to be eligible for the Cross-Architecture and the Mid-Size & Small bonuses. Bonuses are based on YoY/QoQ growth.

Earn the growth incentive Qualify for Bonuses

EXPAND FOCUS

Midsize segment includes Public and Private Sector as well as Service Provider


Program Framework

Entry Eligibility Criteria

How Can Partners Earn

Incentive Design

Rebate StructurePartner Rebate Illustrations

Ongoing Eligibility Criteria


Program Framework: Entry Eligibility CriteriaDesigned for all Partners Sizes

Untapped

Partner must be Certified and/or CMSP Express authorized

• Certified = Select, Premier, Gold, Global Gold), Master Specialized

• CMSP Authorized = Express, Advanced, Master

AND

$200K-$5M in previous four quarter Product bookings

ORGreater than $5M annual Product bookings

+20% in Cisco Midsize & Small business

EntryEligibility

4 Quarter Product

Bookings >$5M

4 Quarter Product

Bookings <$5M

Cert

ified

or A

utho

rized

and

Min

imum

Pro

duct

Boo

king

s Req

uire

d Baseline: Consists of partners previous 4 quarter total combined product shipments • baseline: (Q2 & Q1FY20 + Q4 & Q3FY19)

Measurement: Consists of partners total 4 quarters current product shipments.• measurement: (Q3,Q2 & Q1FY20 + Q4FY19)

Overall Growth: Is defined as the total product shipments invoiced in the current measurement period greater than the baseline period

Shipments must be invoiced in current quarter



How Do Partners Earn Rebates?Flexible Design to Adjust and Scale

prerequisiteOverall Growth

Reba

te o

n In

crem

enta

l Shi

pmen

ts

Partner Growth Rate

Bonus

Bonus

Must achieve Overall Growth to qualify for either or BOTH bonuses*Incentive and bonus % values vary by partner certification + bookings volume bands

Linear Rebate (up to 4%)

Partner Growth Rate

Reba

te R

ange

4%

2%

100%Y%

1%

X%0%

Overall Growth (rebate calculated based on total incremental shipments)• Grow in all Products, perpetual software and new

acquisitions• All customer segments eligible

Architecture Bonus (rebate calculated based on total incremental shipments)• Must grow in both Enterprise Network and Security

Midsize/Small Bonus (rebate calculated based on midsize/small shipments)• Grow in the Midsize and Small segment• All sectors are eligible

Up to 2%*

Up to 1.25%*

Up to 5%*

Confidential - Cisco Internal

Earn 1 or 2 bonuses each

quarter

Software offers placed on the Subscription Billing Platform are not rebate eligible in the program the program Cisco services are not included as rebate eligible in the program.


Incentive Design: Grow Overall


Growth Rate

Reba

te R

ange

60%30%15%

Overall Growth Rebate

• Pays on incremental shipment growth for:• All Products* (incl. new acquisitions and perpetual

software)• All Segments

• The more a partner grows, the more a partner earns… • Overall growth is based on shipments above the

Partner’s own previous four quarter shipments (baseline) based on a linear rolling four quarter.

• Variable rebate – increases as growth rate increases• Up to 2%

• Predictable, quicker quarterly earnings• Measure & pay on shipments

Overall Growth Rebate paid on all incremental shipments

Partner Growth Rate

Reba

te R

ange

2%

1%

100%50%

0.5%

25%0%

Grow More

Earn More

Confidential - Cisco*Excludes offers placed on the Subscription Billing Platform

0%

Rebate Eligible: All Products on the Global Price List (GPL), perpetual software and new acquisitions


Incentive Design: How You Grow?Bonus for Strategic Growth: Enterprise Network & Security


Growth Rate

Reba

te R

ange

60%30%15%

*Flat rebate percentages vary by Track

Enterprise Network & Security Cross-Architecture Bonus

• Partner must achieve Overall Growth Rebate to qualify for bonus (prerequisite)

• Bonuses are mutually exclusive. Partners can earn either or both bonuses.

• Achieve growth in both Enterprise Network and Security (> $1), over previous 4 quarter shipment baseline and

• Earn a flat rebate percentage up to 1.25% on allincremental shipments in addition to the overall growth rebate earned!

EN & Sec Bonus: Additional flat % Rebate on all incremental shipments

Partner Growth Rate

Reba

te R

ange

2%

1%

100%50%

.5%

25%0%

+1.25%*EN & Security flat growth bonus

Grow More

Earn More

Confidential - Cisco


Incentive Design: Where you Grow?Bonus for Strategic Growth: Midsize/Small Growth


Growth Rate

Reba

te R

ange

60%30%15%

Mid-size and Small Bonus

• Partner must achieve Overall Growth Rebate to qualify for bonus (prerequisite)

• Bonuses are mutually exclusive. Partners can earn either or both bonuses.

• Rebates are paid on incremental growth in Mid-Size and Small customer segment only:

• All Product (GPL, perpetual software and new acquisitions)

• All Segments• Same linear growth rebate structure as Overall

Growth Rebate

• Rebates paid on incremental shipment growth on Mid-size and Small ONLY

• Rebates earned are paid in addition to overall growth rebates and/or EN & Security Bonus

Mid-size and Small Bonus paid on incremental shipment growth in Mid-size and Small customer segment ONLY

Partner Growth Rate

Reba

te R

ange

5%

3.5%

100%50%

2.0%

25%0%

Grow More

Earn More


2.75%



Perform Plus incentive frameworkDesigned for flexible growth

Certification / Specialization / AuthorizationGold, Global Gold, CSMP Master or Master Specialization Track 1Premier and CMSP Advanced Track 2Select and CMSP Express Track 3

VOLUME BANDS

OVERALL GROWTH ADDITIONAL BONUSES MAXIMUM QUARTERLY REBATE $

Entry Eligibility Volume Bands (previous 4 qtrproduct bookings)

Overall Growth (rewarded on all incr. shipments)

Architecture Bonus EN and Security Growth

(flat rebate on all incr. shipments)

Mid-size and Small Bonus(rewarded on incr. shipments of

Small and Midsize only) Track 1 Track 2 Track 3

Growth Range % Rebate Range % Track1 Track 2 Track 3 Growth Range %

Rebate Range %

$100M - <$250M

0% - 100% 0% - 2% 1.25% 1.0% 0.75% 0% to 100% 2% - 4%

$225,000 $150,000 $75,000

$50M - < 100M $175,000 $125,000 $62,000

$25M - <$50M $125,000 $90,000 $45,000

$5M - <$25M $75,000 $55,000 $27,000

$1M - <$5M $35,000 $25,000 $15,000

$200k - <$1M 0% - 100% 1% - 2% 1.25% 1.0% 0.75% 0% - 100% 2% - 5% $20,000 $16,000 $10,000


Illustration: Partner RebateTrack 1: Gold, Global Gold, CMSP Master

Scenario: 1

Total Rebate Earned:

$123,335

Overall Growth Rebate $4,600

EN & Security Bonus: $57,500

Midsize/Small Bonus: $61,235

Quarterly Cap: $175K

Scenario: 2Certification: Gold Total Product Bookings: $25MGrowth Attainment: $2M (8%)EN & Security Bonus: 1.25%Midsize/Small Bonus: 20% Growth

(60% SMB mix)

Total Rebate Earned: $57K


EN & SecurityBonus: $25k

Midsize/Small Bonus: $28.8K

Certification: GoldTotal Product Bookings: $92MGrowth Attainment: $4.6M (5%)EN & Security Bonus: 1.25%Midsize/Small Bonus: 28% Growth

(52% SMB mix)

Quarterly Cap: $125K


Illustration: Partner RebateTrack 2: Premier, CMSP Advanced

Certification: Premier Total Product Bookings: $10MGrowth Attainment: $1.0M (10%)EN & Security Bonus: 1.0%Midsize/Small Bonus: 35% Growth

(50% SMB Mix)

Scenario: 3

Total Rebate Earned: $25.5K

Overall Growth Rebate $2K

EN & Security Bonus: $10k

Midsize/Small Bonus: $13.5K

Quarterly Cap: $55K

Certification: PremierTotal Product Bookings: $1.7MGrowth Attainment: $357K (21%)EN & Security Bonus: 1.00%Midsize/Small Bonus: 49% Growth

(95% SMB mix)

Scenario: 4

Total Rebate Earned: $15,176

Overall GrowthRebate: $1,499



Quarterly Cap: $25K


Illustration: Partner RebateTrack 3: Select, CMSP Express

Certification: SelectTotal Product Bookings: $650KGrowth Attainment: $227,500 (35%)EN & Security Bonus: 0.75%Midsize/Small Bonus: 60% Growth

(50% SMB mix)

Scenario: 5





Quarterly Cap: $10K

Scenario: 6Certification: SelectTotal Product Bookings: $400KGrowth Attainment: $100K (20%)EN & Security Bonus: 0.75%Midsize/Small Bonus: 60% Growth

(75% SMB mix)





Quarterly Cap: $10K

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Channel Partners use only. Not for public distribution.

Perform Plus ProgramOngoing Eligibility Criteria

Partner Cisco

Must have signed ICPA to participate

Eligibility is met, partner will be auto enrolled in the programs 1st day of new quarter after criteria is met

If Partner loses certification, they will be removed

When certification is re-established, partner will be auto enrolled 1st day of next quarter. (i.e. Gold/Premier); (Select/Premier)

If partners 4 quarter rolling product shipment baseline drops below $200K, partner will remain in the lowest volume band.

If partners >$5M midsize and small 20% minimum shipment mix drops below 20%, partners will remain in the program for the current fiscal year.

If partners >$5M midsize and small shipment mix of 20% is not met by the end of the Cisco fiscal year, they will remain ineligible until that requirement is met

If partners volume or certification level changes within the quarter, partners volume band and/or certification/authorization level will be adjust the 1st day of the following quarter.

Partner baselines will be refreshed 1st day of new fiscal year; eligibility re-established every new Cisco fiscal

Quarterly Program Assessment

Cisco Fiscal Year Annual Assessment


Leverage Existing Tools and Processes

Payment:Global EZPay

Enrollment:Channel Program

Incentive Agreement(CPIA)

Support Cases:CPS

Performance:TPV

Standard Cisco Tools

and Processes

Quarterly payments

TPV Dashboard for daily updates

Beginning March 7th

Enrollment Window: January 26 –February 27, 2020

Use Total Partner View. It’s intuitive. It’ll show you where you need to grow to earn more.

How much do I need to grow to earn my overall rebate?

How much do I need to grow to earn a Midsize and Small Bonus?

Since I get paid on shipments, I can plug in how much I need to ship to maximize my rebate earnings.

How much have I shipped to date so I can compare my growth over the previous 4 quarters?

What rebates am I eligible for?

Use Total Partner View. It’s intuitive. It’ll show you when you’re leaving money on the table.

Since I get paid on shipments I can also keep track of my mid-size and small shipment growth to maximize this bonus too!

With the built in forecast tool, I can forecast additional shipments that will invoice this quarter and drive my mid-size and small bonus

NOTE: Overall Growth must be achieved before bonuses become available.

I know just how much I am growing overall, how much my rebates are for overall growth and both bonuses as well as what my total rebate earned for the quarter is by monitoring this section.


Your Perform Plus Checklist 1

2

3

4

Enroll in the Channel Program Incentive Agreement now (enrollment window: Jan. 26 – Feb 27, 2020)

Look for your auto-enrollment email confirmation into Perform Plus FY20

Assign a Perform Plus rebate coordinator

Attend the program launch training


Channel Program Incentive AgreementWhich programs are included?

*Partner must remain in good standing to continue program enrollment.

VIP

OIP

TIP

MIP

NFR Standard

Perform Plus

CMSP Simplified Pricing

Lifecycle Incentives

Seller Rewards

Enroll once, and then never

again!*

© 2019 Cisco and/or its affiliates. All rights reserved.

Program Enrollment

To participate in Perform Plus, you must first enroll in the new Channel Program Incentive Agreement. Once enrolled, you’ll be auto-

enrolled into Perform Plus, and all of the incentive programs you are eligible for within the Agreement —saving you time completing individual program enrollments.

I’m already enrolled in the Agreement

1. Great —you’re one step ahead!2. Between January 26th – 29th, look

for your auto-enrollment email confirmation into Perform Plus!

I’m not enrolled in the Agreement

1. Enroll in the Agreement either before or during the Perform Plus enrollment window: January 26 – February 27, 2020.• Once you have accepted the Agreement, we’ll auto-enroll your company into all programs you

are eligible for that are covered by the Agreement. Once your company has access to those programs, you will be notified and can view them on your Enrollment Dashboard in Partner Program Enrollment (PPE).

2. Review the Channel Program Incentive Agreement user guide to confirm administrator access and steps to enroll.

3. Enroll in the Agreement via the Partner Program Enrollment (PPE) tool within the Perform Plus enrollment window or before to take advantage of earning rebates during Cisco Fiscal Q3FY20 (Jan. 26 – April 25, 2020)

4. If you enroll after February 27, 2020, your participation in Perform Plus will begin the first day of Cisco Fiscal Q4FY20: April 26, 2020

Perform Plus Enrollment Window!January 26, - February 27, 2020


https://www.cisco.com/c/dam/en/us/products/se/2018/12/Collateral/cpia-user-guide.pdf

https://p2p.cloudapps.cisco.com/WWChannels/PPP/jsp/common/multiWindowError.jsp


Assign a rebate coordinator for Perform Plus

Assign a Rebate Coordinator

• To receive Perform Plus rebate payments, your Partner Self Service (PSS) administrator mustassign a rebate coordinator for Perform Plus in PSS.

• Reference the Partner Interface User Guide(Accountable Program Contacts section) for directions.

Rebate Coordinator Role

• Executes the Perform Plus rebate claim process via Cisco Global EasyPay.

• Receives program rebate claim notifications including; rebate type, rebate amount, link to claim, and instructions along with a PIN for rebate coordinators.

NOTE: Notifications will be distributed via Cisco Global EasyPay.

If you qualify for payment but do not have your Perform Plus Rebate Coordinator set up in PSS, you risk the expiry of your payments. A minimum of $500 USD in quarterly rebates must be earned in order

to receive a rebate payment.

https://pss.cloudapps.cisco.com/WWChannels/GETLOG/welcome.do

https://www.cisco.com/web/fw/tools/onepx/revamp/pss/pdf/userGuide.pdf


Rebate Coordinator Designation

What’s the difference between Rebate Coordinator and Program Coordinator Role?


Rebate payment process

Important: You must assign a rebate coordinator for Perform Plus in order to receive rebate payments via Cisco Global EasyPay.

1 2 3 4 5Partner Earns

Quarterly Rebate

Rebate claims notifications is issued

~6-8 weeks after Cisco fiscal quarter

end

Assigned Rebate Coordinator

Receives Rebate Claim Notification

Notification is distributed by Cisco

Global EasyPay

Cisco Processes Payment

Once rebate is acknowledged by assigned rebate

coordinator, Cisco Global EasyPay

processes payment

Cisco Sends Payment

Cisco Global EasyPaysends electronic funds transfer

(payments distributed via Vistex/Cisco)

Partner Receives Funds

Once funds are received into your

bank account, a notification will

be sent

A minimum of $500 USD in a quarterly rebate payment must be earned in order to receive a rebate payment.


Add it all together with Perform Plus: A winning combination

1 32Midsize and Small Bonus

Know the Cisco Small Business Territory Manager in your area

Complete joint account planning; extends your sales and support team

On average, Small and Midsize customers with approx. <250 # of employees are your target

Deal Registration Programs

Use OIP Deal Registration to earn additional upfront discounts for net new opportunities.

All qualified deals over $100k list price focused in the Small and midsized customer segment (private, public or SP tiers) will be eligible to receive Global Virtual Sales Engineering Support.

Deal Registration Programs

Confidential - CiscoMidsize segment includes Public and Private Sector as well as Service Provider

Overall growth rebate

Utilize the forecast tool in the Perform Plus TPV Dashboard to maximize rebates

Fully understand how your business aligns with the program and what’s required to win

Perform Plus Website

https://www.cisco.com/c/en/us/partners/incentives/deal-registration.html?flt0_general-table0=For%20North%20America&flt0_general-table1=For%20Africa&flt0_general-table2=For%20Europe

https://www.cisco.com/go/performplus


All the resources you need!Perform Plus Website

Includes: • Program Overview - VOD• Pre-recorded Training• Perform Plus Program Appendix: Program Rules• Architecture Mapping Guide• TPV Users Guide• FAQ• Operations Guide

www.cisco.com/go/performplus

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


Other Useful Tools and Resources

Assigning a Rebate Coordinator Description

Partner Self Service (PSS) Required for Partners to collect earned rebates through Perform Plus and enroll to gain access to TPV.

Tracking Performance

Total Partner View (TPV) TPV provides daily updates to partner quarterly performance and projected rebates. Partners can request access through the Partner Self Service (PSS) Tool.

Enrollment

Partner Program Enrollment Tool used to enroll into the Channel Partner Incentive Agreement (CPIA)

Incentive Payment

Global EasyPay Tool used for tracking and receiving rebate payments.

Support and Dispute Resolution Process

Customer and Partner Services Allows you to submit and track support cases in a streamlined and simple-to-use manner.


https://tpv.cloudapps.cisco.com/dashboard/gipga.jsp


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

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

https://www.cisco.com/cisco/psn/web/workspace


Other Useful Tools and Resources (cont’d)

Other Resources DescriptionPartner Small Business Resources Offers, Quick Pricing Tool, Promotions & Incentives

Marketing Velocity Central Marketing Velocity Learning offers everything you need to drive profitability and position your business for the future.

Ignite the Mid Market Partner Profitability Program

Start with Cisco Ignite to deliver the right product at the right price, right now.

Cisco Partner Central Website Your hub for partner news and resources

Seller Rewards on SalesConnect Partner sellers earn points for sales

https://www.cisco.com/c/en/us/solutions/small-business/partners.html#%7Epitch-it

https://my.zift123.com/#/home/marketing-velocity-central

https://salesconnect.cisco.com/#/content-detail/0859b91e-49c6-472f-9795-a237985a2313?ccid=cc001297&dtid=oemzzz001114

https://www.cisco.com/c/en/us/partners.html

https://www.cisco.com/c/en/us/partners/incentives/rewards.html


Key Takeaways

One step enrollment through the Channel Program Incentive Agreement (CPIA) completes

enrollment as long as partners meet program eligibility.

Manage rebate attainment and acceleration through the

Total Program View (TPV) Dashboard which is updated daily and provides a built in

forecast tool

Perform Plus is a new global incentive program rewarding partners with cash rebates for growing overall, expandingacross architectures and focusing on the mid-size and small customers.

https://tpv.cloudapps.cisco.com/dashboard/gipga.jsp

Perform Plus - Cisco...• Overall growth is based on shipments above the Partner’s own previous...

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