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Cisco Channel Partner Program Resale Channel Program. Resale. Offer-Based Program Strategy. Managed Services. Outsourcing. Resale. 2. Branding. Knowledge. Customer Satisfaction. Support Infrastructure. Consistent Partner Program Framework. Rewards. Express Specialisation. Entry

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Cisco Channel Partner Program Resale Channel Program


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    Presentation Transcript
    1. Cisco Channel Partner ProgramResale Channel Program

    2. Resale Offer-Based Program Strategy Managed Services Outsourcing Resale 2

    3. Branding Knowledge CustomerSatisfaction SupportInfrastructure Consistent Partner Program Framework Rewards

    4. Express Specialisation Entry Specialisation Advanced Specialisation Advanced Routing and Switching Advanced Security Advanced Routing and Switching Advanced Wireless LAN Technology Skills Depth SMB Specialisation Express Foundation Express Unified Communications Resale Partner Program Overview Master Specialisation Master Unified Communications Master Security 4 Qualified Specialisations Required SMB Specialisation Required Express Foundation Specialisation Required 2 Qualified Specialisations Required Integrated Skills Breadth

    5. Industry-Leading Partner Program Company of the Year: • Networking Infrastructure • Voice Networking • Wireless Networking Best Overall: • Enterprise Networking • Voice over IP • Wireless LAN • Network Security

    6. Widely-Recognized Leadership Best Channel Program in the IT Industry Gartner, 2007

    7. Cisco Partner Logo – the Cisco Brand You can use the partner logo in all of your marketing material appropriate to your partner certification level

    8. Do you want to be in front of millions of people? • Partner Locator – • Where customers look for a Cisco Certified Partner to work with. • The more you invest in the program, your expertise and commitment to customer satisfaction, the higher up your company goes in the search results.

    9. Can you get anytime, anywhere, free training? Pull out imagery from the screenshot to highlight certaing areas • Partner Education Connection Training on products, tools and solutions as well as the Cisco Learning Map Virtual labs and all other key offerings on PEC www.cisco.com/go/pec

    10. Find new business Opportunity Incentive Program Specialized for profitable growth Value Incentive Program Upgrade or migrate your customer’s network TMP Build technology solutions Solution Incentive Program Trade-in Accelerator Program Help your customers go green Do you want to increase your profitability? Detail Program

    11. We reward your behaviour

    12. Channel Incentive Programs help you earn financial rewards Fuel Your Growth Increase Differentiation by Adding Value to Customer Solutions Benefit from Ongoing Global Programs Improve Your Profitability

    13. Your Investment & Partnership with Cisco Brings Financial Benefits

    14. Opportunity Identification and Development Opportunity Incentive Program (OIP) • Protects and rewards thepre-sales investment that a partner makes when developing new business opportunities • Incentives are available to partners that are the first to complete all presales requirements specified by each offer, register the opportunity, and obtain Cisco approval • Program terms and benefits vary by region 

    15. Technology Practice DevelopmentValue Incentive Program (VIP) • Rewards partners that have afocused, robust business practicein selected advanced technologyareas, such as UC, Mobility,Security and Datacenter • Partners who participate in VIPare rewarded twice a year witha payment for: • Meeting minimum bookings threshold • Maintaining specialization/certification • Achieving customer satisfaction levels VIP details at www.cisco.com/go/vip

    16. Industry Solution Practice DevelopmentSolution Incentive Program (SIP) • Encourages partner investment in the development and sales of industry solutions that integrate proprietary or third-party applications and services with Cisco technology • Partners must prequalify their solutions prior to receiving the program benefits • Deal registration is protected when actively identifying and developingnew opportunities • Rewards partners with financial incentives

    17. Installed Base MigrationTechnology Migration Program (TMP) • Allows partners to offer new and existing customers trade-in credit for their existing Cisco and select competitive networking products • Credit issued towards the purchase of new Cisco products • TMP enables partners to address customer’s current networking needs while protecting their existing investment • Cisco return process offers free collection of exchanged product

    18. Installed Base Migration Cont.Trade-In Accelerator Program (TAP) • Provides financial motivation for partners to migrate customer’s installed base of Cisco and competitive networking equipment • Partner receives a rebate twice a year for achieving program objectives during the six-month program period

    19. Are you interested in accelerating sales through joint marketing activities? • As a Cisco Partner, you are eligible to apply for Joint Marketing Funds (JMF) This can support your marketing activities and help increase sales and revenue. Cisco provides up to 50% of the real costs for joint marketing activities. • You will have access to Cisco’s online marketing tool Campaign Builder which can help you execute joint marketing activities free of charge and drive sales www.cisco.com/go/campaignbuilder

    20. Partner Enablement Connected Resources to Enable Partner Success Connected Resources to Enable Partner Success Grow Partner Capabilities Accelerate Partner Productivity Help Partners Meet Customer Needs Strengthening the Partner Experience

    21. Partner Enablement Connected Resources to Enable Partner Success Enable Business Growth Opportunities Attract, Develop and Retain Talent Enable Partner Success Enable Productivity and Capability

    22. Support Enablement • Program • Process • Support Sales & Field Enablement • Introduction Processes • Sales Readiness • Design and Quoting • Marketing Enablement AWARENESS ServicesNotices ProductIntroduction SELL TRAINING Real-TimeService andSupport SalesTools PARTNERPROGRAM SUPPORT Services Portfolio, Positioning, Policy COMMUNICATION POSITIONING ImplementationMethodology Delivery Enablement • Methodology and Best Practices • Training andLab Content DELIVER Partner Enablement Model: Consistent, Repeatable ApproachSupporting Sales, Delivery and Support www.cisco.com/go/partnerenablement

    23. Express Specialisation Entry Specialisation Advanced Specialisation Advanced Routing and Switching Advanced Security Advanced Routing and Switching Advanced Wireless LAN Technology Skills Depth SMB Specialisation Express Foundation Express Unified Communications Select Certification Master Specialisation Master Unified Communications Master Security Express Foundation Specialisation Required 2 Qualified Specialisations Required 4 Qualified Specialisations Required SMB Specialisation Required Technology Skills Breadth

    24. What do Select partners think? "We are a Select Certified partner, because we are targeting mainly the SMB clients and this certification allows us to take part in Partner Development Fund and various other programs and promotions. We consider the Select specialization as the first and necessary step to higher certifications."

    25. What benefits are specific to Select partners? • Relationship with Cisco • Partner Locator • Incentives • Smart Business Communication System • Sales Support • Cisco Select Certified logo • SMB Services • Access to Tools • SMB University

    26. How do I become Cisco Select Certified? There are four simple steps to becoming a Cisco Select Certified partner: • Have an individual [or two individuals] study the SMB Specialisation education • Have individual[s] pass the relevant exams: - • Apply for the SMB Specialisation based on successfully passing the two exams. The Certification and Specialization application tool: www.cisco.com/go/csapp • Once SMB Specialisation has been approved, apply to become Select Certified

    27. Express Specialisation Entry Specialisation Advanced Specialisation Advanced Routing and Switching Advanced Security Advanced Routing and Switching Advanced Wireless LAN Technology Skills Depth SMB Specialisation Express Foundation Express Unified Communications Premier Certification Master Specialisation Master Unified Communications Master Security SMB Specialisation Required Express Foundation Specialisation Required 2 Qualified Specialisations Required 4 Qualified Specialisations Required Technology Skills Breadth

    28. What do Premier partners think? "Precisely this certification, together with the specializations we havegives us confidence to meet all needs and requirements of the end-customer." "The Premier certification gives us better discounts and distinguishes us from the other partners. We also receive special attention from Cisco." "Being a Premier Partner allows us to differentiate ourselves from the rest of the SMB resellers in our region. It positions us as a trusted advisor when implementing Cisco Solutions and helps to demonstrate to our customers that both organizations work in a strong collaborative manner to ensure mutual benefit for us, Cisco and, most importantly,our end customers."

    29. What do Premier partners think? “The Cisco accreditation program for both individuals and partners is renowned for its high standards when we sell Cisco solutions we emphasize both what the individuals have achieved and the company has to maintain. This can often be a great differentiator, we have won and lost business on basis of our accreditation, losing it makes us striveto a higher level, winning it justifies us doing it!”

    30. What benefits are specificto Premier partners? • Cisco Premier Certified logo • Additional allowance on equipment for in-house usage and demonstration capabilities • Competitive pricing • Deeper technical skills open-up new market opportunities • Financial rewards for SMB focus

    31. How do you become Cisco Premier Certified? There are three elements to becoming Premier Certified: • You must achieve the Express Foundation Specialization, using three individuals fulfill the roles required: • You must pass the Express Foundation Specialisation • You must have three individuals fulfill the roles required within Express Foundation:

    32. How do you becomeCisco Premier Certified? • You must have the support capability defined below as a minimum: • You must commit to participation in Cisco’s Customer Satisfaction Program [CSAT]

    33. Express Specialisation Entry Specialisation Advanced Specialisation Advanced Routing and Switching Advanced Security Advanced Routing and Switching Advanced Wireless LAN Technology Skills Depth SMB Specialisation Express Foundation Express Unified Communications Silver Certification Master Specialisation Master Unified Communications Master Security Express Foundation Specialisation Required 2 Qualified Specialisations Required 4 Qualified Specialisations Required SMB Specialisation Required Technology Skills Breadth

    34. What do Silver partners think? “Cisco certification program, via its requirements, helps partners to monitor, control and follow so quickly developing Cisco technologies. Without that we would have been still selling only switches and routers! We decided to focus on Unified Communications and Security technologies and become Silver Partner. Thanks to that deep technology dive we are considered as an expert and trusted advisor for our customers from Mid-market and Enterprise sectors.” “Cisco is our main business partner and that is why the Silver partnership represents for us prestige on one hand and a competitive advantage  on the other hand .Thanks to the certification we can get a competitive advantage compare to other Cisco partners and other competitors. Competitive advantage means high know how and certification our employees and possibility to get better trading terms.”

    35. What benefits are specificto Silver partners? • Cisco Silver Certified logo • Even higher allowance on equipment for in-house usage and demonstration capabilities • Higher competitive pricing • Can respond to tender requests for Silver Certified and above • Deep understanding of advanced technologies • Entry to co-brand service contracts • Indicator of high levels of post-sales technical competence • Direct access to program support operations • Annual audit ensures market recognized capabilities • Choice of technology investment

    36. How do you becomeCisco Silver Certified? There are four elements to becoming Silver Certified: • You can choose between two routes to Silver Certification:

    37. How do you becomeCisco Silver Certified? • You must have individuals fulfill the relevant roles in whichever Specialisations route you have chosen [above]:

    38. How do you becomeCisco Silver Certified? • You must have the support capability defined below as a minimum: • You must participate in Cisco’s Customer Satisfaction Program [CSAT] (New partners: 15 CSAT responses with required average satisfaction)

    39. Express Specialisation Entry Specialisation Advanced Specialisation Advanced Routing and Switching Advanced Security Advanced Routing and Switching Advanced Wireless LAN Technology Skills Depth SMB Specialisation Express Foundation Express Unified Communications Gold Certification Master Specialisation Master Unified Communications Master Security Express Foundation Specialisation Required 2 Qualified Specialisations Required 4 Qualified Specialisations Required SMB Specialisation Required Technology Skills Breadth

    40. What do Gold partners think? “To grow our business, effectively use our high networking expertise and sell our added value to customers we decided to cooperate closely with Cisco Systems as a technology market leader. To fully utilize this cooperation and get market recognition we believe, it's worth to keep our Cisco Gold Partner Certification status.”

    41. What benefits are specificto Gold partners? • Cisco Gold Certified Logo • Highest allowance on equipment for in-house usage and demonstration capabilities • Highest competitive pricing • Can respond to tender requests Gold Certified Partners and above • Deepest understanding & integration of advanced technologies • Highest levels of post-sales technical competence • Additional incentive program rewards • Listed above partners at other certification levels on the partner locator • Direct access to program support operations • Annual audit ensures market recognized capabilities

    42. How do you become CiscoGold Certified? There are four elements to becoming Gold Certified: • You must complete these four Advanced Specialisations:

    43. How do you becomeCisco Gold Certified? You must have individuals fulfill the relevant roles across all Advanced Specialisations : * You may have individuals fulfill more than one role across multiple specialisations. They should discuss current role-sharing regulations with their Channel Account Manager [CAM]

    44. How do you becomeCisco Gold Certified? • You must have the support capability defined below as a minimum: 4. You must participate in Cisco’s Customer Satisfaction Program [CSAT] (New partners: 15 CSAT responses with required average satisfaction)

    45. Resale Channel Program Entry Specialisation Advanced Specialisation Express Specialisation Advanced Routing and Switching Advanced Security Advanced Routing and Switching Advanced Wireless LAN Technology Skills Depth SMB Specialisation Express Foundation Express Unified Communications Master Specialisation Master Unified Communications Master Security 4 Qualified Specialisations Required SMB Specialisation Required Express Foundation Specialisation Required 2 Qualified Specialisations Required Integrated Skills Breadth