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IronPort and ScanSafe Partner Integration in Europe Cisco Commerce Workspace

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IronPort and ScanSafe Partner Integration in Europe Cisco Commerce Workspace. Current Process versus Future Process. IronPort Partner Integration in Europe Cisco Commerce Workspace. New for 2011, Cisco Commerce Workspace (CCW) enables a custom

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slide1
IronPort and ScanSafe

Partner Integration in Europe

Cisco Commerce Workspace

slide3
IronPort Partner Integration in Europe

Cisco Commerce Workspace

  • New for 2011, Cisco Commerce Workspace (CCW) enables a custom
  • Quoting experience for IronPort and ScanSafe Partners in Europe.
  • Capabilities include:
  • Create a new IronPort and ScanSafe quote by registering an IronPort Deal
      • For Direct Partners, quotes include discounts based on the Certification Level
      • For Indirect Partners, quotes are list price and show evidence of deal registration
  • Create a IronPort and ScanSafe Quick Quote
  • Collaborate on quotes in CCW with your Cisco sales representative
  • See approvals for Deals and Quotes in CCW
  • Export Quote and send email to IronPort for order entry
slide4
New Business Model IronPort

Objectives

Thistraining includes the end to end process for creating IronPort deals in CCW by the following two methods:
  • Create IronPort Deal
  • Create IronPort Quick Quote

Click Dealto create a new IronPort deal with promotional pricing.

Click Quick Quoteto create a new quote with contractual pricing.

slide5
Log into CCW

Log into Cisco Commerce Workspace at www.cisco.com/go/commerceworkspace

and Bookmark this URL

  • Access Cisco Commerce Workspace with your Cisco.com ID. If you do not have a Cisco.com ID and password:
  • Apply for a Cisco.com ID at www.cisco.com, and click register in the top right corner. When applying for Cisco.com ID indicate that you are a Cisco Channel Partner or Authorized Reseller.
  • Go to Partner Self Service http://tools.cisco.com/WWChannels/GETLOG/welcome.do
  • Find your company’s Partner Administrator in Partner Self Service (PSS). The Partner Administrator has visibility to all deals created at your company as well as limited edit capability.
slide6
IronPort Deal Workflow

Partner

Create Deal Process

A new customer opportunity is identified by the Partner, who enters the customer information and can share the deal with others at their company or at IronPort.

Partner

Partner

Partner

QUOTE

IronPort

IronPort

  • Who’s Involved
  • About the Deal
  • Promotions

ORDER

DEAL

  • Add Items and Select Buy Method
  • Review Discounts & Credits
  • Share pricing with PSS and/or IronPort Sales

Qualify

Approve

  • Leverage existing order process
  • Attach exported CCW quote
slide7
Create an IronPort Deal
  • An IronPort quote is generated by creating a “Deal” or Quick Quote.”
  • This process will show how to create an IronPort quote from a “Deal.”
slide8
Create an IronPort Deal
  • From Quick Start on the CCW homepage click “Deal."
slide9
Create an IronPort Deal
  • Required fields are identified with an asterisk (*).
  • Note: Fields identified as “required” may not be required in all theaters.
  • Enter the “Deal Name“ and click “Create Deal.”
slide10
Create an IronPort Deal
  • The “Who’s Involved” tab opens. The following information is required:
  • Partner Contact
  • Customer Name and Address
  • Customer contact
  • The IronPort PSS
slide11
Create an IronPort Deal
  • The Header displays the “Deal ID” and the “Deal Status” of “Not Submitted.”
slide12
Create an IronPort Deal
  • The Header Details may be hidden by clicking “Hide Header Details.”
slide13
Create an IronPort Deal
  • Select “Use the Contact Details in My User Profile” to populate your contact details or enter the Partner Contact information manually.

slide14
Create an IronPort Deal
  • Next, click “Select an End Customer.”
slide15
Create an IronPort Deal
  • “Search for End Customer” opens. Click “View my recent end customers.”
slide16
Create an IronPort Deal
  • A list of Recent Customers opens. Select your End Customer from the list and click “Select.”
slide17
Create an IronPort Deal

If your End Customer is not listed, click “search for a customer.”

slide18
Create an IronPort Deal

Select the End Customer’s “Country” and the “Customer Company Name.”

Enter any additional information to help refine the search.

Click “Search.”

slide19
Create an IronPort Deal

From the Search Results select your End Customer and click “Select.”

If your End Customer is not listed, search again and widen the search criteria. If the End Customeris still not found, click “Create Customer” to add the Customer’s details to Cisco’s database.

slide20
Create an IronPort Deal
  • Enter the “Customer Contact” details including:
  • First Name
  • Last Name
  • Title
  • Phone Number
  • Email Address
  • Company Website
slide21
Create an IronPort Deal
  • From Cisco Channel Account Manager list select “Other.“
  • Other should be selected to ensure your IronPort PSS gains visibility to this deal.
  • Note: This provides view only access to the PSS.
slide22
Create an IronPort Deal
  • Enter the UserID for the IronPort PSS in the “Cisco Channel Account Manager (CAM) Email ID” field.
  • A Cisco Channel Account Manager will not be involved in the IronPort quoting process.
slide23
Create an IronPort Deal
  • Click “Save and Continue.”
slide24
Create an IronPort Deal
  • After completing “Who’s Involved”, “About the Deal” opens.
slide25
Create an IronPort Deal
  • Click Save and Continue to open the Promotions tab.
slide26
Create an IronPort Deal
  • After completing “About the Deal” the Promotion tab opens. The IronPort and ScanSafe quoting process is initiated by selecting the IronPort Promotion from the OTHER selection list.
  • The IronPort promotion will be available for IronPort and ScanSafe Partners and Cisco Partners with IronPort certifications. You must select the IronPort Deal Registration to create an IronPort and ScanSafe quote.
  • Selection of any other promotion will result in creating a Cisco quote.
slide27
Create an IronPort Deal
  • After selecting the IronPort promotion the questionnaire opens.
  • The questions are similar to IronPort Deal Registration in the IronPort Partner Portal.
  • After completing the questionnaire click “Save and Continue” to submit for qualification.
    • Note: IronPort promotions require qualification.
slide28
Create an IronPort Deal

The “Review and Submit” tab opens.

Respond to any error messages in “Deal Information.”

Click “Submit Deal for Qualification.”

slide29
Create an IronPort Deal

After submission, IronPort makes the qualification decision and an email notification is sent to notify you.

slide30
Create an IronPort Deal

After qualification, select the deal from the CCW homepage to build the quote.

slide31
Create an IronPort Deal

Select the deal from the “Deals and Quotes” section. The list may be filtered on Deal Status to view all Qualified Deals.

Refer to the IronPort Quick Reference Guide for specifics around each deal status.

slide32
Create an IronPort Deal

All qualified deals are displayed.

slide33
Create an IronPort Deal

Alternatively, use “Workspace Search” to locate the deal on criteria such as the Deal ID.

slide34
Create an IronPort Deal

Select the deal by clicking the “Deal ID.”

slide35
Create an IronPort Deal

The “Review and Submit” tab opens. The “Deal Status” is Qualified.

slide36
Create an IronPort Deal

Select the “Quote” tab.

slide37
Create an IronPort Deal

The “Quote” tab opens. The “Price Book” is displayed. The PriceBook is automatically set based on the Country of the End Customer and can not be manually changed.

The first step in building the quote is to identify the “Currency.” If there are multiple currencies available in a region, the default value of ‘Currency’ will be ‘Please Select.’ Select “Currency” from the dropdown list and click ‘Save and Continue’.

Note: For FY11, IronPort products must be quoted in USD. ScanSafe products must be quoted in EUR or GBP if the end customer is located in Europe.

A Quote can only contain one currency. Quoting in EUR or GBP will result in a ScanSafe Quote.

slide38
Create an IronPort Deal
  • The quote is built by manually adding IronPort and ScanSafe SKUs through “Add a SKU to Your Quote.”
    • A Bill of Materials (BOM) file cannot be imported into an IronPort Quote.
  • Notes:
  • There are no configuration capabilities for IronPort Quotes. Partners must add all SKUs to the Quote from Part # search.
  • Trade-ins are not allowed on IronPort and ScanSafe Quotes.
slide39
Create an IronPort Deal
  • To populate the drop-down list with SKUs to select for the quote, enter the first three letters of an IronPort or ScanSafe SKU into the “Add a SKU to Your Quote” field.
  • A maximum of 100 SKUs will be displayed.
  • The list consists of :
    • IronPort and ScanSafe SKUs
    • Customer orderable products
    • SKUs from the Quote transaction Pricelist/ Currency
  • The following SKUs will NOT be displayed in Search Results:
    • Cisco Products
    • Searches will be limited to IronPort and ScanSafe SKUs. Cisco SKUs cannot be added to the quote.
slide40
Create an IronPort Deal

Enter the “Qty” and click “Add.”

If an Incorrect minimum quantity for the SKU is entered, the system will display a message displaying the minimum Quantity required.

slide41
Create an IronPort Deal

Enter the correct “Qty” and click “Add.”

slide42
Create an IronPort Deal

Another method to populate the drop-down list with SKUs is to search on SKU Description.

Select “SKU Description.” Enter one or more keywords of an IronPort or ScanSafe SKU Description into the “Add a SKU to Your Quote” field.

slide43
Create an IronPort Deal

The items you add appear on the quote and the “Edit Duration” link is displayed for Term-Based SKUs in the quote.

The duration may be changed by selecting “Edit Duration.”

The duration ranging from five days to ten years may be entered from the pop-up calendar.

slide44
Create an IronPort Deal

“Edit Duration” opens. Enter the “Start Date” and “End Date.” Click “Save.”

Note: The duration may range from five days to ten years.

slide45
Create an IronPort Deal

The updated Start and End Date is displayed.

Hover over the “I” (Information) icon to view the Original and Modified Duration.

slide46
Create an IronPort Deal

Hover over the “I” (Information) icon to view the “New Unit List Price.”

The Unit List Price on the Quote will always be the prorated list price from which the Extended List price is calculated.

slide47
Create an IronPort Deal

After entering the IronPort and ScanSafe SKUs, select a Buy Method at the Quote header level. The same Buy Method will be applied to all lines on the Quote.

slide48
Create an IronPort Deal

If you are a direct reseller you will be able to select CiscoIronPort if buying directly from IronPort. Otherwise select a Distributor.

Indirect resellers may only select the distributors they are buying from.

Note: The Distributors available are based on the Partner Country. The Partner is responsible for contacting the distributor directly. No systematic message will be sent.

slide49
Create an IronPort Deal
  • The Billing term is defaulted to Upfront. If the quote only contains hosted offers the Billing Term can be changed to:
    • Annual
    • Quarterly
    • Monthly
    • Click “Change” to update the “Billing Term.”
slide50
Create an IronPort Deal

“Specify Billing Term” opens. Select a new Billing Term from the list.

Click Save.

slide51
Create an IronPort Deal

Where the Quote consists of Hosted Offer(s), an Admin Fee SKU will be added to the quote regardless of the Billing Term set on the Quote header.

The system will add the corresponding Admin Fee SKU based on the selected Billing Term after adding a Hosted offer to the quote.

A separate Admin SKU will be added for IronPort and ScanSafe SKUs.

Navigate to the top of the same screen to access the link for Discounts & Credits.

slide52
Create an IronPort Deal

When the quote is built, select the “Discounts & Credits” link.

slide53
Create an IronPort Deal
  • Direct Resellers can also view all eligible discounts (certification, deal registration, and special pricing discounts) that may be applied.

* The screenshot above is for illustration purposes only. SKU Quantity will be aligned to the Quantity displayed on Items page

slide54
Create an IronPort Deal
  • The Indirect Partner view displays the list price only.

* The screenshot above is for illustration purposes only. SKU Quantity will be aligned to the Quantity displayed on Items page

slide55
Create an IronPort Deal
  • After viewing the Discounts, click Save and Continue.

* The screenshot above is for illustration purposes only. SKU Quantity will be aligned to the Quantity displayed on Items page

slide56
Create an IronPort Deal

The Review and Submit tab opens.

The page displays the summary view of the Deal and a snapshot of the quote.

Click “Submit Quote for Approval” to submit the quote for approval by the IronPort Team.

slide57
Create an IronPort Deal

The next action is to wait for an approval decision from IronPort.

An Email is sent to the partner when IronPort or ScanSafe has approved the quote.

slide58
Create an IronPort Deal

Only approved Quotes should be Exported and attached to the PO.

Click the Export link to generate a PDF file to attach to the Purchase Order.

slide59
Create an IronPort Deal

Click Quote Items to select the output for your quote.

slide60
Create an IronPort Deal

Select the highlighted areas and click Export Quote to generate your PDF.

slide61
Create an IronPort Deal

This is an example of the PDF that you can file and/or attach to your PO.

slide62
Create an IronPort Deal

This concludes the Create an IronPort Quote from a Deal scenario.

slide63
Partner Team Sharing
  • If you want to collaborate with the IronPort sales team and allow IronPort sales team to make changes to the Quote, or you need special pricing consideration, please make sure you share the quote with your PSS.
  • Deals and Quotes you create are only visible to others in your organization if you share with them directly by either adding them to the deal directly or by adding them to your default share team.
  • Once added, the sharee will have edit access to the IronPort deal/quote. You can also Add and Delete users to the Default Partner Share Team list.
slide64
Partner Team Sharing
  • Click Share to share your deal with the PSS or the IronPort sales team.
slide65
Partner Team Sharing
  • Click Share to share your deal with the PSS or the IronPort sales team.
slide66
Partner Team Sharing
  • Alternately, you can choose to add a team member to your default sharing team. Sharees added to the default share team will have edit access to all deals and quotes you create.
slide67
Partner Team Sharing
  • Click Add New Member to add a contact to your Default Partner Share Team.
slide68
Partner Team Sharing
  • You can search for partners by using the drop-down search criteria such as email.
slide69
IronPort Quick Quote

Partner

An IronPort Quick Quote enables Partners to create a quote solely with a Partner’s contractual discounts (no promotions can be added). Partners are encouraged to use the Quick Quote process when deal registration is not applicable.

Quick Quote Process

Partner

Partner

  • Who’s Involved
  • About the Deal
  • Add Items and Select Buy Method
  • Share with Cisco Sales on pricing

QUOTE

ORDER

IronPort

Leverage existing order process and attach exported CCW quote

Approve

slide70
IronPort Quick Quote
  • An IronPort quote is generated by creating a “Deal” or Quick Quote.”
  • This process will show how to create an IronPort quote from a “Quick Quote.”
slide71
IronPort Quick Quote
  • From Quick Start on the CCW homepage click “Quick Quote."
slide72
IronPort Quick Quote
  • Begin the Quick Quote process by selecting “Cisco IronPort” from “This Quote is for.”
slide73
IronPort Quick Quote
  • Enter the “Quote Name” and click “Select an End Customer.”
slide74
IronPort Quick Quote
  • A list of Recent Customers opens. Select your End Customer from the list and click “Select.”

If your End Customer is not listed, click “search for a customer.”

slide75
IronPort Quick Quote

The Price Book and Currency selections are populated based on the End Customer Country Region.

Select the “Currency” from the dropdown list.

If there are multiple currencies available in a region, the default value of ‘Currency’ will be ‘Please Select.’ Select “Currency” from the dropdown list and click ‘Create Quote’.

Note: IronPort products must be quoted in USD. ScanSafe products may be quoted in three currencies (EUR, GBP and USD).

A Quote can only contain one currency. Quoting in EUR or GBP will result in a ScanSafe Quote..

slide76
IronPort Quick Quote

Click “Create Quote.”

slide77
IronPort Quick Quote
  • The Quote Tab opens. The quote is built by manually adding IronPort SKUs through product search.
    • BOM files cannot be imported into an IronPort Quote. The link to ‘Import a saved configuration’ will not be visible.
  • Links to ‘Change Options’ or ‘Select Service’ on the quote line items will not be available.
  • Notes:
  • There are no configuration capabilities for IronPort Quotes. Partners must add all SKUs to the Quote via the product search.
  • Trade-ins are not allowed on IronPort Quotes.
slide78
IronPort Quick Quote
  • To populate the drop-down list of quote items, enter the first three letters of an IronPort or ScanSafe SKU into the “Add a SKU to Your Quote” field.
  • A maximum of 100 SKUs will be displayed.
  • The list consists of :
    • IronPort and ScanSafe SKUs
    • Customer orderable products
    • SKUs from the Quote transaction Pricelist/ Currency
  • The following SKUs will NOT be displayed in Search Results:
    • Cisco Products
    • Searches will be limited to IronPort and ScanSafe SKUs. Cisco SKUs cannot be added to the quote.
slide79
IronPort Quick Quote

Select the SKU and enter the “Quantity."

Note: If the Partner enters an Incorrect Quantity for selected SKUs & clicks ADD, the system will display a message displaying the minimum Quantity required to add the SKU.

slide80
Create an IronPort Deal

Another method to populate the drop-down list with SKUs is to search on SKU Description.

Select “SKU Description.” Enter one or more keywords of an IronPort or ScanSafe SKU Description into the “Add a SKU to Your Quote” field.

slide81
IronPort Quick Quote

The Start Date and End Date is displayed for Term-Based SKUs in the quote. The duration may be changed by selecting “Change Duration."

A new duration ranging from five days to ten years may be entered from the pop-up calendar.

slide82
IronPort Quick Quote

After entering the IronPort/ScanSafe SKUs, select a Buy Method at the Quote header level. The same Buy Method will be applied to all lines on the Quote.

If you are a direct reseller you will be able to select CiscoIronPort if buying directly from IronPort. Otherwise select a Distributor.

Indirect resellers may only select the distributors they are buying from.

Note: The Distributors available are based on the Partner Country. The Partner is responsible for contacting the distributor directly. No systematic message will be sent.

slide83
IronPort Quick Quote
  • The Billing term for the quote is selected. The default Billing Term is Upfront and can be changed to:
    • Annual
    • Quarterly
    • Monthly
  • If the Quote consists of Hosted Offer(s), and Admin Fee SKU will be added to the quote irrespective of the Billing Term set on the Quote header.
  • The system will add the corresponding Admin Fee SKU based on the selected Billing Term after adding a Hosted offer to the quote.
slide84
IronPort Quick Quote

When the quote is built, select the “Discounts & Credits” link.

slide85
IronPort Quick Quote
    • The Partner IronPort certification discount will be applied to IronPort/ScanSafe SKUs. The discounts vary by theaters and regions.
  • Additional discounts (non-standard, promotional SKUs) may be applied to all SKUs except Admin, Learning Credit & professional service SKUs.
  • Partners may request additional discounts through their AM. All non-standard requests for IronPort quotes will be routed to IronPort approvers in MDM.

* The screenshot above is for illustration purposes only. SKU Quantity will be aligned to the Quantity displayed on Items page

slide86
IronPort Quick Quote
  • Only IronPort specific discounts will be applied to IronPort quotes.
  • IronPort quotes are not eligible for Cisco rebates.

* The screenshot above is for illustration purposes only. SKU Quantity will be aligned to the Quantity displayed on Items page

slide87
IronPort Quick Quote
  • After viewing the Discounts, click Save and Continue.

* The screenshot above is for illustration purposes only. SKU Quantity will be aligned to the Quantity displayed on Items page

slide88
IronPort Quick Quote

The Review and Submit tab opens.

The page displays the summary view of the Deal and a snapshot of the quote.

An informational message displays instructions to place an order post-approval.

A Cisco legal disclaimer explaining the explains that the Quote is for budgetary purposes and prices and discounts will be verified at time of Order.

The next step for the Partner is to submit the quote for approval by the IronPort Team.

slide89
IronPort Quick Quote

Click “Submit Quote for Approval” and the quote is automatically approved.

slide90
IronPort Quick Quote

Orders for approved IronPort quotes are placed with IronPort.

No DARTs will be generated.

IronPort quotes cannot be reopened if the status changes to Ordered.

slide91
IronPort Quick Quote

To place an order, raise a Purchase Order using the current process and attach the CCW Quote.

slide92
IronPort Quick Quote

Click the Export link to generate a PDF file to file and/or attach to the Purchase Order.

slide93
IronPort Quick Quote

This concludes the Create an IronPort Quote from a Quick Quote scenario.

slide94
IronPort Renewals
  • IronPort Renewals:
    • IronPort Renewals are initiated by the IronPort PSS
    • IronPort PSS creates the initial Renewal Quote
    • IronPort PSS shares the Quote with the Partner
    • Partner receives an email notification and can access Quote in CCW
    • Partner or IronPort PSS attaches a word/text document with the Serial Numbers to the Quote
    • Partner is required to include the Serial Numbers for the Renewal in the Notes field during the Quote Export Process
slide95
Not for Resale (NFR) Program
    • Program Requirements:
    • For Partner internal use where product is used for demo testing in a “live” environment.
    • Open to ALL authorized partners. Regional channel plan rules apply.
    • Product owned and installed on Partner premises with no direct revenue generating function
    • Please contact your IronPort PSS for further information
  • NFR and CCW
    • To apply for NFR, use Deal workflow
    • Select “Lab” for Intended Use on About Deal tab
    • Select IronPort Promotion and Submit for Qualification
    • When creating Quote, to search for NFR SKUs, enter “%NFR”.
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