tip ciscopartner program training · always ask the following 3 simple questions • outside of...

TIPCisco Partner Program Training

© 2011 Cisco and/or its affiliates. All rights reserved. 1

Cisco Partner Program TrainingCanada Partner Business Management

Introduction

Teaming Incentive Program

Scenarios and Q&A

© 2011 Cisco and/or its affiliates. All rights reserved. 2

Scenarios and Q&A

How to Register TIP

Teaming Incentive Program (TIP)

CiscoIdentified

Cisco Initiated Opportunities

Easy to use programs to drive partner loyalty, profitability and specific behaviors

© 2011 Cisco and/or its affiliates. All rights reserved. 3

Pre-Approved Solutions

Solution Incentive Program (SIP)

Partner Initiated Opportunities

OpportunityIncentive

Program (OIP): PartnerIdentified

Partner or Cisco

Identified

Streamline OIP launched May 31

Ease of doing business

Highly adopted

Drive partner loyalty

© 2011 Cisco and/or its affiliates. All rights reserved. 4

Drive partner profitability

Drive specific partner behaviors

Execute with integrity

Teaming Incentive Program

© 2011 Cisco and/or its affiliates. All rights reserved. 5

Teaming Incentive Program

To promote early joint partner/Cisco engagement and reward partners for pre-sales investment

To create a process to select qualified

© 2011 Cisco and/or its affiliates. All rights reserved. 6

To create a process to select qualified partner based on objective criteria

To allow Cisco and Partner to focus resources on joint opportunities, and establish a joint plan

Goal – Reward partners for their pre-sales effort, value-add, and investment when teaming on Cisco identified opportunities

Program Requirements� All Cisco Certified Partners

� All technologies and markets

� Cisco initiated Opportunities

� Qualification necessary pre RFx

� Qualification requires Partner

Additional Details� TIP may include TMP/trade-in

� Provides partner differential on approved opportunities

� Opportunities in which customer contracts or other circumstances prevent TIP from operating as

Program Details� Fixed Discount off List Price on

eligible products-UCS up to 65%-Desktop Virtualization up to 68%-Tandberg up to 58%-HW up to 50%

� Registration Valid for 6 months

© 2011 Cisco and/or its affiliates. All rights reserved. 7

� Qualification requires Partner Value Statement and identified pre-sales activities

� Approval requires BOM and Joint Opportunity Plan upload

� Minimum Deal: $50,000 List product (Min 1st order $25k list)

prevent TIP from operating as defined will be excluded.

� Registration Valid for 6 months from qualification and eligible for renewal

� One registration per opportunity

� Partners will negotiate discount with Cisco Canada Authorized Distributors

11 22 33Submit

Partner works with Cisco on Qualify

Cisco AM verifies all information Approve

© 2011 Cisco and/or its affiliates. All rights reserved. 8

Partner works with Cisco on identified opportunity

Partner submits in Cisco Commerce Workspace

Uploads Partner Value Statement

Selects planned pre-sales activities

Cisco AM verifies all information submitted by Partner is correct

Ops reviews partner information, details, and Partner Value

Statement

Qualify /Deny TIP

Partner submits Joint Opportunity Plan & BOM

AM Reviews JOP & BOM

Approve/Deny TIP

Only need to complete 2 of 6 following:

• Technology Demo, Testing or Proof of Concept

• Pre-sales Engineering Support for Architecture & Design

© 2011 Cisco and/or its affiliates. All rights reserved. 9

Architecture & Design

• Network Assessment

• Pre-sales Application Support Plan

• SOW for Cisco Advanced Services or their own professional services

• EBC or CBC with the Customer

Always ask the following 3 simple questions

• Outside of your Cisco expertise, describe other relevant partner ecosystem specializations and experience. Include any vertical and technical solutions experience.

• Describe your Partner sales coverage model for this teaming opportunity.

© 2011 Cisco and/or its affiliates. All rights reserved. 10

• Describe your Partner sales coverage model for this teaming opportunity.

• Describe your pre-sales and post-sales engineering support model along with your services capabilities as they relate to this teaming opportunity. Include information on your managed services offerings, day 2 support, and onsite support.

• Vertical Experience

• Partner Ecosystem Certifications

• Solution/Technology Experience

• Prior Customer Experience

• Post Sales Support Model

• Teaming is not desired for this opportunity by the Cisco AM

• Opportunity was previously qualified for another Cisco Registration Program

• The opportunity is not Cisco-initiated

• Partner does not meet the requirements for the

© 2011 Cisco and/or its affiliates. All rights reserved. 11

• Post Sales Support Model

• Relevant Specializations and/or ATP

• Pre-Sales Engagement

opportunity

• Opportunity does not meet TIP eligibility requirements

• Multiple partners registered and are equally qualified for the opportunity

• Direct Agreement with Customer, local law, or RFP requires Cisco to provide multiple partners equivalent pricing

� Partner submits proof of performance that they have completed a Joint Opportunity Plan and teaming activities in CCW

� Partner uploads BOM

� AM reviews Partner work product

33

© 2011 Cisco and/or its affiliates. All rights reserved. 12

Rejection Reasons

• Partner did not complete the pre-sales activities

• The product families on the BOM differ substantially from the original opportunity definition

TIP OIP

Cisco Initiated, Teaming Desired, Partner Value Add Partner Initiated, Partner Led

Hardware up to 50% –• Tandberg – up to 58%• UCS – up to 65%• Desktop Virtualization – up to 68%

Hardware up to 50% –• Tandberg – up to 58%• UCS – up to 65%• Virtual Desktop – up to 62%

Smartnet at standard contractual discount Smartnet up to 25%

Differential Discount in Non Standard Differential Discount in Non Standard

© 2011 Cisco and/or its affiliates. All rights reserved. 13

Differential Discount in Non Standard Differential Discount in Non Standard

AM determines if teaming is desired for specific opportunity

AM grants OIP if he/she agrees partner initiated opportunity

AM responds to Partner registration within 5 days AM responds to Partner registration within 3 days

> $50,000 List > $10,000 List

One Partner qualified/approved One Partner qualified/approved

Objective:• Address concerns quickly and efficiently for both Partner and Cisco Field teams

• Drive consistency of TIP vs. OIP

• Track Issues/Concerns within Early Field Trial

Email Alias available to submit concerns regarding TIP:

© 2011 Cisco and/or its affiliates. All rights reserved. 14

Email Alias available to submit concerns regarding TIP:tip_review@cisco.com

US Partner Business Operations drives review process:� Gather Relevant Data

� Organize review/discussion with appropriate leaders in Partner and Sales Organization

Questions & Answers

© 2011 Cisco and/or its affiliates. All rights reserved. 15

Questions & Answers

Cisco can discuss:To Customer :

• Cisco employee cannot confirm or deny who has earned a program discount.

Program holding Partner can discuss: To Customer :

• Program holding Partner can only confirm that they have been given an earned discount but cannot say what that discount is.

© 2011 Cisco and/or its affiliates. All rights reserved. 16

To Non-Program Partners :

• For inquiring partners we can confirm that they’re not eligible for a program registration.

• Cisco will not confirm nor deny if another partner or if any partner has received a program discount.

To Non-Program Partners:

• Nothing

Non-Program Partners cannot discuss details to customers.

What can Cisco say to a partner when a TIP has been approved and another partner asks if they can register a TIP?

Questions - ConfidentialityWhat can an OIP or TIP holding partner say to the customer?

The OIP or TIP Partner can only confirm to the customer that they have been given an earned discount but cannot say what that discount is.

What does Cisco say when a customer tells a Cisco AM that they want to make sure all

Advise the inquiring Partner that a TIP is not available to them. Note this could be for a number of reasons – teaming is not necessary, multiple partners are equally engaged, etc

What if the partner asks Cisco if an OIP/TIP exists?

Cisco AM that they want to make sure all Cisco Partners have equal pricing?

Cisco has incentive programs that are available to all its channel partners and we run those programs fairly and objectively.

It’s Cisco policy not to discuss pricing information with its partners. Cisco will not confirm nor deny if another partner has been granted an OIP or a TIP. Doing so would be in violation of our confidentiality obligations.

Questions - Contracts & Agreements

This is handled on a case by case basis.

What is the guidance for approving TIP/OIP when the end-customer has an existing prime contractor or has a state contract?

Can a TIP be approved after an RFx has been issued?

No, a TIP can not be approved after an RFx has been issued. TIP is Cisco led, not customer led opportunities.

TIP cannot be combined with any other registration programs. Each program has a

Questions

Can a TIP be approved for a specific geography?

Can TIP be combined with any other programs (outside of TMP)?

registration programs. Each program has a distinct purpose. If the opportunity was partner led and identified it should be registered as an OIP. If Cisco led and the Cisco AM deems teaming with a Partner adds value then they would grant a TIP.

No, a TIP is granted based on one specific opportunity.

Can a partner AM register an OIP if the opportunity is already a known opportunity by the Cisco AM?

No. A Partner AM cannot register an OIP if this is a known opportunity.

QuestionsWhat do we do when we have an approved TIP, but a larger discount is needed to win the business?

The TIP Partner would receive exclusive non-standard DSA pricing at the discount needed to win the business.win the business.

All other partners would receive non-standard general DSA pricing with a differential.

Can a Partner AM register a TIP if the opportunity is already a known opportunity and in their pipeline or forecast?

Yes. A Partner AM can register a TIP once the Cisco AM has chosen to team with a Cisco partner that is adding value.

After qualifying a TIP for a partner, can an AM reject or revoke the existing TIP and grant a TIP to a new partner for the same opportunity?

No. After a partner has been qualified for a TIP on a specific opportunity, the AM cannot

QuestionsDoes an AM have to respond within 3 days of a TIP registration?

No. An AM should qualify or reject TIP registrations within 5 days of the first registration of the opportunity.

TIP on a specific opportunity, the AM cannot grant a TIP to any other partner for that opportunity. If the TIP warrants a rejection or revocation, the opportunity will no longer be eligible for any channel incentive program (i.e. OIP, SIP, TIP).

Email Aliases

OIP Helpoip-canada@cisco.com

TIP HelpTIP Helptip-canada@cisco.com

Partner Centralwww.cisco.com/go/promotions

Thank you.Thank you.