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VIP 27 CMS, VIP CSR, and Simplified Pricing

Susan Collins – BDM - VIP, US & LatAm APO Strategy, Planning & Programs Team

Rick Yost – BDM - CMSP, US & LatAm, APO Strategy, Planning & Programs Team

February 16th, 2015

Agenda

VIP – Cloud and Managed Services (CMS) track

Simplified Pricing

CMSP Financial Reward options

VIP – Cloud Services Reseller (CSR) track

Enrollment Options Summary

Cisco Confidential © 2014 Cisco and/or its affiliates. All rights reserved. 4

CMSP Financial Reward Options

CMSP Financial Reward Options - Flexibility

Target

Cisco rewards CMSP partners with upfront discounts or back end rebates:

1) Upfront discounts with Simplified Pricing

2) Channel Program discounts with back end rebates through the Value Incentive Program

VIP 27 CMS

Simplified Pricing

upfront discount

for eligible Cloud

and Managed

business

VIP back-end

rebates for

eligible Resale

business 1 Architectural

VIP

+

Simplified

Pricing*

*Simplified Pricing requires enrollment

VIP back-end

rebates for

eligible Resale

Cloud and

Managed

business 2 VIP

CMS

(Title Transferred + Title Held)

Cisco Confidential © 2014 Cisco and/or its affiliates. All rights reserved. 7

Simplified Pricing

Deal Qualification Title-Held and Title-Transferred; Cloud and Managed orders only

Discount CMSP Master 54% (off GPL) US/Canada ; 53% LATAM

CMSP Advanced 50% (off GPL)

Rules

No TRADITIONAL Resale (Gold, Silver, Premier) business

Product purchased for partner’s internal use (not for CMS deals) are excluded

No additional programs or incentives -- except TMP credits

Orders will be excluded from VIP rebates

Enrollment

Opt-in Every 6 Months; enrollment by Country/Country Group

Auto enrolled if enrolled in previous VIP period

Simplified Pricing and VIP/CMS enrollment are mutually exclusive

Eligibility CMSP Master or Advanced Partners

Simplified Pricing Info Element

Simplified Pricing Provide simple and consistent discounting to eligible CMSP partners

for effective pricing of long-term cloud and managed services opportunities

All details and requirements can be found in the Simplified Pricing Terms and Conditions

Eligible Opportunities

• Only for Cloud/Managed business, backed by Service

Level Agreements (SLAs) with:

• 12 month minimum term

• Service obligations defined

• Proactive monitoring of Cisco Customer Premises

Equipment (CPE)

• Only combinable with TMP trade-in credits (no non-

standard DSA/MDM, OIP/TIP/SIP, etc.)

• No pure product fulfillment/non-SLA Resale business

• When Partners use Simplified Pricing, the customer must

be informed that they must sign a contract with a 12

month minimum term

Governance

Cisco may inspect and monitor Simplified Pricing

compliance at any time. If a Partner is non-compliant:

• They may be removed from Simplified Pricing and/or

CMSP

• Cisco reserves the right to invoice the Partner the

difference between the Simplified Pricing discount and

the Partner’s discounts applicable for Resale CPE

• Cisco reserves the right to cancel any pending discounts

or rebates (if applicable)

• End customer must be notified during the proposal

phase that the proposal/offer is for a Cloud and/or

Managed service solution that must have a Service Level

Agreement (SLA)

Simplified Pricing - FAQ

Q: If I enroll in Simplified Pricing, am I limited to only that option when transacting with Cisco?

A: You must use Simplified Pricing for all Cloud or Managed Services business (SLA based). If you have resale business, you can also use resale incentive programs: OIP, SIP, TIP, and Architectural VIP

Q: What happens if a deal requires additional discounts (DSA) beyond Simplified Pricing?

A: Simplified Pricing can only be combined with TMP credits, so once a deal moves to DSA, it is “outside” of CMSP.

For more Simplified Pricing – FAQs go to :

http://www.cisco.com/web/partners/downloads/part

ner/WWChannels/download/mscp_faq.pdf

Cloud and Managed Services (CMS) Track

VIP 27 CMS

Simplified Pricing

upfront discount

for eligible Cloud

and Managed

business

Architectural

VIP

+

Simplified

Pricing*

*Simplified Pricing requires enrollment

VIP back-end

rebates for

eligible Resale

Cloud and

Managed

business

(Title Transferred + Title Held)

VIP back-end

rebates for

eligible Resale

business

2 VIP

CMS

1

VIP 27 Cloud and Managed Services Track Three Requirements for Eligibility

• Must be CMSP Master,

Advanced, or Express

level approved

• Partner must not be

enrolled in the “Simplified

Pricing” option for Cloud

and Managed business

• Minimum bookings: USD $500 per subtrack per each country/country group

• CSAT is not required

for the VIP CMS track

Sales Volume Customer Satisfaction CMSP

• Enroll in the Cloud and Managed Services track if back-end rebates are preferred Enroll in VIP CMS in each specific country/country group to maximize VIP payments on resale and cloud and managed services orders, both title held and title transferred

• Eligible products and product transitions are the same in the CMS track as in the Enterprise Networks, Security, Collaboration, and Data Center tracks. CMS rebates are not paid on cloud services (cloud POS submissions)

• Master Level Kicker Become a CMSP Master partner to earn an additional Master incentive of 1 percent on all subtracks (in Core and WAN Services, Unified Access, IoT, and Meraki Cloud Networking subtracks on the 8 percent and 10 percent rebate category products)

• Cisco Powered Kickers Expand your Cisco Powered services portfolio to receive additional incentives for specific Cisco Powered services designations

VIP 27 CMS Partner Opportunity

VIP 27 CMS Track Overview Track CMS

Subtrack Content

Security

Network

Security

Unified

Communication

TelePresence

Video

WebEx Data Center

Unified Fabric

Data Center

Unified

Computing

Emerging

Data Center

Core and WAN

Services

Unified

Access

IoT

Meraki Cloud

Networking

(U.S. pilot)

Entry

Requirement CMSP Master or Advanced or Express

Exit Requirement CMSP Master or Advanced or Express

Minimum

Booking $500 per subtrack per country/country group

SKU Categories 1%, 2%, 3%, 4%, 5%, 6%, 8%, 10%, 15%, 20%

CMSP Master

Kicker 1% 1 %* 1 %* 1 %* 1 %*

Cisco Powered

Kicker 3% 3% 3% 3% N/A 1% N/A N/A N/A N/A N/A N/A

* On 8% and 10% rebate category products of Core and WAN Services, Unified Access, IoT, and Meraki Cloud Networking subtracks

VIP 27 CMS: Powered Services Mapping VIP/CMS Subtrack Cisco Powered Services Designation Cisco Powered Kicker

Se

cu

rity

Content Security • Cisco Powered Managed Security OR

• Cisco Powered Hosted Security as a Service

3%

Network Security • Cisco Powered Managed Security OR

• Cisco Powered Hosted Security as a Service

3%

Co

lla

bo

rati

on

Unified

Communication

• Cisco Powered Managed Business Communications OR

• Cisco Powered UC as a Service based on HCS OR

• Cisco Powered Contact Center as a Service based on HCS OR

• Cisco Powered Unified Contact Center

3%

TelePresence Video • Cisco Powered Managed Business Video OR

• Cisco Powered Video and TelePresence as a Service

3%

Data

Cen

ter

Data Center Network

Unified Fabric

• Cisco Powered Infrastructure as a Services OR

• Cisco Powered Desktop as a Service OR

• Cisco Powered Disaster Recovery as a Service OR

• Cisco Powered Foundation for Software as a Service OR

• Cisco Powered BYOD as a Service OR

• Cisco Powered Cloud Cell Architecture for SAP HANA OR

• Cisco Powered Intelligent WAN as a Service

• Cisco Powered Architecture for Microsoft Cloud Platform

1%

In VIP26 Partner was enrolled in:

In VIP27 Partner wants to enroll in:

Required Action (Partner) Results

Simplified Pricing Simplified Pricing No action Will be auto-enrolled

• Simplified Pricing Discounts continue to apply

Simplified Pricing VIP 27–CMS 1. Submit Support Case to un-enroll from Simplified Pricing

2. Once un-enrolled in Simplified Pricing, Enroll in VIP 27–CMS during enrollment period

• Simplified Pricing Discounts continue until un-enrolled from Simplified Pricing

• VIP eligible booking accrue from January 24, 2016

• (Non Simplified Pricing orders only)

VIP 26–CMS VIP 27–CMS Enroll in VIP 27–CMS during enrollment period

• VIP eligible booking accrue from January 24, 2016

VIP 26–CMS Simplified Pricing Enroll in Simplified Pricing • Simplified Pricing Discounts apply after enrollment is approved

• In flight quotes/orders may need to be held or re-priced to synchronize benefit

VIP 26–Architectural tracks (EN, Sec, DC, Collab)

VIP 27–CMS Enroll in VIP 27–CMS during enrollment period

• VIP eligible booking accrue from January 24, 2016

Enrollment Transition for CMSP Partners

VIP 27 CMS

• Requirements

• Must be CMSP Master, Advanced, or Express level approved partner

• Enrollment in VIP CMS track by country/country group

• VIP CMS and Simplified Pricing enrollment options are mutually exclusive

• No CSAT requirement

• Minimum booking of $500 per subtrack per country/country group

• Payments

• VIP CMS paid on eligible SKUs from both Resale and

Cloud and Managed Service (Title Held and Title Transferred) orders

• Base rebates on all subtracks

• Master kicker on all subtracks; in Core and WAN Services,

Unified Access, IoT, and Meraki Cloud Networking subtracks

on 8 percent and 10 percent rebate category products

• Cisco Powered kickers if partner holds specific

Cisco Powered services designation

• No VIP on CMSP Simplified Pricing booking

Cloud Services Reseller (CSR) Track

VIP 27 Cloud Services Reseller Partner Opportunity

• Enter Cloud Business with minimal investment

• Have a contract with a CMSP Provider or Cloud Aggregator to resell Cisco Powered cloud services

• Submit Cloud Services Reseller application via Partner Program Enrollment (PPE) tool and once approved…

• Enroll in Cloud Services Reseller track to earn back-end rebates

• Enroll in the CSR track in each specific country/country group to maximize VIP rebates on resale of Cisco Powered Cloud services from CMSP Partners and/or Cloud Aggregators

• CMSP Provider or Cloud Aggregators are required to provide Point of Sale (PoS) data to Cisco in order for Cloud Services Reseller to get paid CSR rebates in VIP program

• CSRs will get paid only once for resale of CMSP Partners’ Cisco Powered cloud services based on PoS

• A CMSP Partner who is also a Cloud Services Reseller will not get paid for selling their own Cisco Powered cloud services

VIP 27 Cloud Services Reseller

• Requirements

• Any registered Cisco partner with a current channel agreement is eligible

to become a Cloud Services Reseller

• Evidence of valid contractual agreement with CMSP Master or

Advanced partner(s) or a Cloud Aggregator to resell Cisco Powered

Cloud Services required

• Must resell Cisco Powered Cloud Services

• Cloud Services Reseller application submitted via Partner Program

Enrollment (PPE) tool and approved

• Payments

• Rebate at 4%

• VIP rebates paid on PoS reported to Cisco by the Cloud Aggregator or

CMSP Provider

• A payment cap of $300,000 per partner per country/country group ensures that all new

eligible Cloud Services Resellers can benefit from VIP CSR payments

• New VIP 27 bookings threshold, aligned with Cisco minimum deal value of $16,000

VIP 27 Cloud Services Reseller Track Three Requirements for Eligibility

• Must be an approved Cloud Services Reseller

• Have Contract with at least 1 CMSP Provider or Cloud Aggregator

• Minimum bookings: USD $16,000 for total services per country/country group

• CSAT is not required for CSR track

Sales Volume Customer Satisfaction Cloud Services Reseller Designation

VIP 27 Cloud Services Reseller Overview Cloud Service Reseller

Eligible

Services

Infrastructure as a Service (IaaS)

UC as a Service Based on HCS (HCS)

Contact Center as a Service Based on HCS (HCS_CC)

Video and TelePresence as a Service (TPaaS)

Desktop as a Service (DaaS)

Disaster Recovery as a Service (DRaaS)

Cloud Cell Architecture for SAP HANA (SAP HANA)

Foundation for Software as a Service (FnaaS)

Hosted Security as a Service (HSS)

Intelligent WAN as a Service (IWANaaS)

BYOD as a Service (BYODaaS)

Cisco Powered Architecture for Microsoft Cloud Platform

Cisco IaaS consumption for Hybrid Cloud bundles

NEW: Cisco Intercloud Services

Entry

Requirement

Cloud Services Reseller designation (Contract with CMSP Provider(s) or Cloud Aggregator to resell Cisco Powered cloud services is required)

Exit

Requirement

Cloud Services Reseller designation (Contract with CMSP Provider(s) or Cloud Aggregator to resell Cisco Powered cloud services is required)

Minimum

Booking

$16,000 for total services

(Net Bookings for all Cisco Powered Cloud services combined, per country/country group)

VIP Payout 4% (capped at $300,000 per CSR partner per country/country group)

VIP 27 Cloud Services Reseller Partner Enrollment

• Step 1: Become a Cloud Services Reseller (CSR) (Estimated Time to Complete Registration = 15-minutes)

• Log into PPE: www.cisco.com/go/ppe

• Under enrollments section, select “Cloud Services Reseller”

• Complete contact details and answer questionnaire

• Input Cloud Provider (CMSP Partner) or Aggregator name(s) and Cisco Powered Cloud Services that you are planning to resell

• Accept (“click-to-accept”) Cisco’s Terms-and-Conditions

• Submit application

• Step 2: Enroll in VIP/Cloud Services Reseller track to earn rebates

• Once the CSR application is approved, log into PPE and enroll in the “Cloud Services Reseller track”

Operational Details and Summary

VIP 27 Enrollment

To Enroll in VIP 27, Go to: www.cisco.com/go/ppe

Click on

Select next

to track for which

you wish to

enroll

Ensure You are Enrolled in the Right Track

VIP 27 Key Dates Program Period 27: January 24, 2016 – July 30, 2016

Enrollment Windows

Re-Enrollment Required

• January 24, 2016 – March 4, 2016

for 6 months

• May 1, 2016 – May 27, 2016

for 3 months

Partners and PAMs should use the

Partner Program Enrollment

to track enrollment status only:

www.cisco.com/go/ppe

CSAT Survey Period

• Q4 CSAT period ends

July 30, 2016

Partners and PAMs can also use

the Partner Access onLine (PAL) tool

to track CSAT at:

www.cisco.com/go/pal

Payout Dates

• First payment: October 2016

• Second payment: December 2016

• Claim payment within 90 days to

avoid its expiry

Partners should set their

rebate coordinators in

Partner Self Service at:

www.cisco.com/go/pss

VIP 27 Critical Booking Dates

Direct Orders

Must book* with Cisco by July 30,

2016 and be shipped before

October 29, 2016

Standard Orders Placed

Through Distribution

Product must ship and invoice from

the distributor by July 28, 2016

CBN Orders

Through Distribution

Order must book* with Cisco by July

30, 2016 and be shipped before

October 29, 2016

Booking Discrepancy Cases

All booking discrepancy cases must be received via CSC case by September 2, 2016

* Cisco Booked: Order which has been entered into Cisco’s ordering system, has passed the initial hold/credit check, and complies with Cisco’s internal booking acceptance policy.

Partner Self Service (PSS) Payment Contact To set your Rebate Coordinator, please go to www.cisco.com/go/pss

If you qualify for payment but do not have your VIP Rebate Coordinator set up in PSS, you risk the expiry of your payments. For step-by-

step instructions, please go to www.cisco.com/go/gep. Where required, remember also to submit the invoice for each VIP payment.

Click on

Manage Program

Contacts

to assign coordinators

and copy contacts

VIP 27 Resources

VIP home page : www.cisco.com/go/vip

Select geographical drop down

based on your location

Includes:

• VIP Playbook

• VIP presentation

• VIP rules

• Link to SKUs list

• Links to PPE, TPV tools + trainings

• How to open CSC case for any inquiries

Don’t know where to find the answer? Go to the VIP website.

Cisco Confidential © 2014 Cisco and/or its affiliates. All rights reserved. 32

Enrollment options summary

Title Transferred and Title Held

VIP CMS

Back-end Rebates

VIP 27 SKUs only

2

Architectural

VIP

Back-end Rebates

VIP 27 SKUs only

Title Transferred

Simplified

Pricing

Up Front Discounts on Cloud and

Managed Deals only

All Cisco HW/SW SKUs* excluding

refurbished

Title Transferred and Title Held

Orders will not receive VIP rebates

1

*See complete Simplified Pricing

Terms and Conditions

3

Financial Reward Benefits CMSP Partners – 3 Enrollment Options

Title Transferred and Title Held

VIP CMS

Back-end Rebates

VIP 27 SKUs only

2

Architectural

VIP

Back-end Rebates

VIP 27 SKUs only

Title Transferred

Simplified

Pricing

1

*See complete Simplified Pricing

Terms and Conditions

3

Which option is right for your business?

Up Front Discounts on Cloud and

Managed Deals only

All Cisco HW/SW SKUs* excluding

refurbished

Title Transferred and Title Held

Orders will not receive VIP rebates

Upfront vs. back end rebate

All SKUs vs. VIP SKUs

Title Transferred vs. Title Held

Time to Enroll Things to consider when making your enrollment decision

1. A CMSP Partner who is also a Cloud Services Reseller will not get paid for

selling their own Cisco Powered cloud services through the CSR Track

2. CSRs who are not CMSP are not eligible for CMS track

3. How much resale vs. cloud and managed business do you do?

4. Are upfront discounts more important than back-end rebates?

5. Are back-end rebates more profitable than discounts earned through

Simplified Pricing.

6. VIP rebates only on eligible SKUs and minimum bookings

7. Simplified Pricing – all standard hardware

8. Take a look at past rebates – would simplified pricing have been more

profitable?

CMSP Resources

CMSP website www.cisco.com/go/cmsp

CMSP Services Reseller http://www.cisco.com/web/partners/pr11/mscp/reseller.html

Simplified Pricing http://www.cisco.com/web/go/simplifiedpricing

Cisco Powered

Cisco Powered Services: http://www.cisco.com/web/partners/pr11/mscp/cisco_powered_services.html

Cisco Powered: www.cisco.com/go/ciscopowered

Application & Enrollment

Audit requirements and policies or application process www.cisco.com/go/audit

(under Cloud and Managed Services Program tab)

CMSP Application Tool www.cisco.com/go/csapp

Partner Program Enrollment Tool www.cisco.com/go/ppe

Partner Payment Options

Simplified Pricing www.cisco.com/go/simplifiedpricing

VIP www.cisco.com/go/vip

Questions?

Please contact your Cisco

Partner Account Manager

(PAM) for assistance