cisco value incentive program period 12 · specialization: must obtain valid business edition...
TRANSCRIPT
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 1
Commitment to Partner Profitability
CISCO VALUE INCENTIVE PROGRAM PERIOD 12
August 5, 2008, 8:00 a.m. (PDT)
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 2
Cisco Value Incentive Program
Commitment to Partner Profitability
August 5, 2008
Aug 11, 2005
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 3
Agenda
� VIP 11
�Exit Criteria for Payout
�Timeline
� VIP 12
�What’s New: Data Center and Business Edition
�Security Overview
�Unified Communications Overview
�Wireless LAN Overview
�Program Rules
�Global SAT details
�Program Summary
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 4
Exit Criteria Summary for VIP Period 11(For APAC Only)
Cisco Advanced Wireless LAN
$15k Q1 entry $7.5k Q2 entry
Wireless
2nd Payout Date for VIP 11
Approximately October/November 08 for product booked by July 26, 2008 and shipped before August 20, 2008
Approximately December 08/January 09 for product booked by July 26, 2008 and shipped between August 20– October 25, 2008
1st Payout Date for VIP 11
Cisco Advanced Security
Cisco Advanced Unified Communications
Cisco Express Unified Communications
Qualification
(Required: Partner Enrollment – July 26, 2008)
$20k Q1 entry $10k Q2 entry
$25K (UC)Q3 Entry / $15K (UCE)Q3 Entry $12.5K (UC)Q4 Entry / $7.5K (UCE)Q4 Entry
Bookings Minimum
4.31 or higher (APAC)
4 + 1 per $250K Above $500K (UC & Security)
2 + 1 per $125K Above $150K (UC Express & WLAN)
20 surveys max
CSAT Score
CSAT Surveys
SecurityUnified Communications
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 5
Cisco Value Incentive Program Period 12
Program Enhancements For FY’09
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 6
Program Foundations
� Cisco Value Incentive Program is a key component of Cisco’s commitment to Partner Profitability
� Voice, Wireless LAN, Security products and newly introducing Data Center included
� Ongoing program with 6 month payouts
� Reviewed for periodic enhancements
� Should evolve with customer & market needs
� Should build and reward partner competency in areas valued by the customer
� Should drive the correct behavior and be forward-looking
� Should align direct sales force and partner incentives
� Promotes the value of the integrated Cisco infrastructure advantage (IIN)
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 7
What’s New
VIP Period 12
Data Center
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 8
$10B Opportunity by FY 2012
Cat 6K Switching
Nexus Family
Storage
DC Services(WAAS, SLB, Security)
DC Access Switching(Blades, TOR, HPC, 49xx)
Future Products
Services
Data Center Bookings Forecast$ Billions
0
2
4
6
8
10
12
FY06A FY07 FY08 FY09 FY10 FY11 FY12
Source: DSSTG finance based on RIM; assumes funded 10 point plan; includes both dedicated data center products and SKUs and allocations based on product group assessments
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 9
TAM Growth of DC Technologies
TAM Growth in DC Products (2006-2010)
23.8%
14.0%
52.0%
8.0%
46.1%
16.1%
22.9%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
App Delivery Fibre Channel 10 Gigabit Gigabit Blade Server DC Security WAN Opt
Gro
wth
Ra
te
Data Sources: Cisco Intelligence Center and Dell’Oro
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 10
0
2
4
6
8
10
12
5 6 7 8 9
SFS (1)
Optical (4)
Security (2)
ANS (3)
Storage (1)
Cat 4K+6K (2)
Exponential Growth When Selling End-to-End Data Center Product Families
Average DC Products Deal Size*, $M
# of DC Product Families in Deal
* DC Deal size = sum of DC product purchases by a top 1000 enterprise customer in a quarter
$0.8M $0.8M
$3.7M
$6.1M
$11.4M
DC Product Category(# of Product Families)
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 11
VIP 12 Data Center
N/AN/AMasters
N/AN/AServices
1% product shipmentsMeet program exit criteriaGold
10% Category Advanced product shipments
Meet program exit criteria.Advanced
Meet program exit criteria.
Requirement
5% Category Foundation product shipments
Foundation
Data CenterPayment
� Simplified requirements - only three components:� Specialization: Must obtain valid Advanced Data Center Networking Infrastructure
(DCNI 2.0) Specialization by December 27, 2008 and maintain it for the remainder of the program
� Sales volume: Minimum bookings: US$150,000 net bookings in qualifying Data Center SKUs for specified dates.
� Customer satisfaction: Average customer satisfaction score: 4.34 (APAC only) or higher on all surveys received for specified dates.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 12
What’s New
VIP Period 12
UC Business Edition
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 13
Cisco Authorized Business Edition Reseller VIP Program UC Business Edition
� New VIP program for Cisco Authorized Business Edition Resellers
� Program will leverage the Express VIP payout structure:
–16% payout on “Advanced” Cisco Unified Communications Manager Business Edition sku’s
–10% payout on “Foundation” UC sku’s (i.e. IP phones, gateways, etc.)
� Program will go live in VIP12
� Partner must obtain Cisco Authorized Business Edition Reseller Authorization by December 27, 2008
http://www.cisco.com/web/partners/program/specializations/x-ucom/aberp.html
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 14
Opportunity for Express UC Partners
� Cisco Authorized Business Edition Reseller program provides Express partners with access to Cisco’s full SMB UC portfolio
� Cisco Authorized Business Edition Reseller VIP Program increases partner profitability opportunities in SMB
� Increased access for Express partners to Cisco’s “Advanced” UC portfolio with VIP payouts of 16% (Business Edition sku’s classified as Advanced)
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 15
VIP 12 Business Edition
N/AN/AMasters
N/AN/AGold
16% Category Advanced product shipments
Meet program exit criteria.Advanced
Meet program exit criteria.
Requirement
10% Category Foundation product shipments
Foundation
Business EditionPayment
� Simplified requirements - only three components:� Specialization: Must obtain valid Business Edition Reseller Authorization by
December 27, 2008 and maintain it for the remainder of the program� Sales volume: Minimum bookings: US$15,000 net bookings in qualifying Business
Edition SKUs for specified dates. � Customer satisfaction: Average customer satisfaction score: 4.34 (APAC only) or
higher on all surveys received for specified dates.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 16
Security
VIP Period 12Program Specifics
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 17
Security Market Dynamics
� Security is of central importance to all businesses
� Networks and the Internet are now vital parts of most business and commercial processes.
� High reliance on the Internet means businesses require safeguards for network availability and protection against data theft and corruption of information.
� Today’s Security needs are more complex
� Today’s threats are more sophisticated and increasingly varied.
� The network must be secure throughout – not just at the perimeter:
� Solutions must thus address multiple types and layers of risk and must be integrated, interactive and adaptive.
� Market trends show higher growth in advanced solutions compared to core security technologies
� Synergy Research Group:
� Advanced Security solutions (e.g. Intrusion Protection, Adaptive Desktop Security, Network Admission Control) will see rapid growth.
� Core Security solutions (Firewall, VPN) are now well established and part of the network.
� End-users are increasingly selecting vendors and partners based on Security competence and the ability to deliver advanced security solutions.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 18
Channel Imperatives for Security
� Channel Goals
� Drive partner growth and profitability
� Ensure every partner provides Core Security solutions with every network sale
� Empower partners to invest in selling Advanced Security solutions – e.g. a self-defending network with every sale
� Channel Strategies
� Build channel capacity that can sell and deliver Advanced Security solutions
� Provide tools and incentives to partners to build Advanced Security Practices, including life cycle and professional services
� Encourage Core security solutions with all network sales
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 19
VIP 12 Objectives
� To accelerate the building of Advanced Security Practices:
�Maintained consistent incentive payout percentages
�Intended to support partners in their development of practices around the leading edge, more complex security technologies
�Maintained the number of product families in both the foundation and Advanced category
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 20
Summary of VIP12 Router Family Changes
Advanced (14%)
Will be replaced with HVPN during the
VIP12 period.
High performance voice and security router bundle that includes Security, Voice DSPs and Voice Gateway, High Performance IPsec Acceleration and Compression, Cisco Unified CM Express / Survivable Remote Site Telephony License.
SecurityCisco ISR Series Router – V3PN
Foundation (6%)
Move to Foundation
High performance security router bundle that includes foundationsecurity features with hardware-based IPsec Acceleration and Compression.
SecurityCisco ISR Series Router - HSEC
Bundle
The HVSEC bundle includes all the capabilities of the V3PN bundle above with the following changes: SRST licenses instead of Unified CM Express, user count reduced to fit a typical branch office. Memory increased as per UC install-base requirements – on larger models, memory is maxed.
The new Cisco Aggregation Services Router (ASR) security bundle is an innovative solution for next generation WAN infrastructure with performance and scalability for embedded services unmatched in the industry.
Capabilities
Voice
Security
VIP Technology
Category
Foundation (6%)
Replaces V3PNCisco ISR Series Router - HVSEC (formerly V3PN)
Foundation (6%)
New additionCisco ASR 1000 Series Router
Payout Level
VIP12 ChangeRouter Product
Family
New
� Integrating security and voice pervasively into the network delivers a number of benefits to customers, including investment in an infrastructure that will deliver current and future voice and security services to meet demanding business needs
� These voice and security router bundles also allow customers to establish a proactive voice security stance to secure all IP communications, and to meet regulatory compliance requirements such as Payment Card Industry (PCI) and Sarbannes Oxley that require enterprises to secure their network.
� The addition of the new Cisco ASR 1000 Series Router security bundles provides partners new opportunities to embed router-based security into enterprise class networks.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 21
VIP Security Program: Historical Evolution
+2%
+1%
--
14%
6%
X
X
X
VIP11
+2%
+1%
--
14%
6%
X
X
X
VIP10
+2%
+1%
--
14%
6%
X
X
X
VIP12
+1%
+1%
--
14%
6%
X
X
X
VIP9
+1%
+1%
--
14%
6%
X
X
X
VIP8
Master Specialization payout
Gold Cert. payout
--
14%
7%
X
X
X
VIP7
--
14%
7%
X
X
X
VIP6
2%2%2%2%--Growth payout
10%10%10%10%10%Base payout
X
X
VIP5
Broaden Security Focus
XXXXBuild Security Practice
XXXXPartner Profitability
VIP4VIP3VIP2VIP1
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 22
VIP 12 Security
2% product shipments
Meet program exit criteria Masters
1% product shipments
Meet program exit criteriaGold
14% Category Advanced product
shipmentsMeet program exit criteria.Advanced
Meet program exit criteria.
Requirement
6% Category Foundation product
shipmentsFoundation
SecurityPayment
� Simplified requirements - only three components:� Specialization: Must maintain valid Advanced Security Specialization for the entire
program� Sales volume: Minimum bookings: US$20,000 net bookings in qualifying Security
SKUs for specified dates. � Customer satisfaction: Average customer satisfaction score: 4.34 (APAC only) or
higher on all surveys received for specified dates.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 23
Partner Benefits of VIP 12 Security Program
� Program stability: We have maintained the two category payout structure
� ROI: VIP 12 payout help offset start-up costs (training, etc.) related to selling advanced products.
� Maintain higher reward for Gold Certified and Master Specialized investment
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 24
Unified Communication
VIP Period 12Program Specifics
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 25
Voice Market Dynamics
� Unified Communication has become mainstream
� 2005 the cross-over year: more Unified Communications than TDM
� Commercial developing and fastest growing
� Customer demand for Unified Communications applications is accelerating
�Faster growth for applications than infrastructure
� Unified Communications voice infrastructure growth rate will continue strong (30-35%)
� Unified Communications applications growth rates will be high (50-60%)
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 26
Channel Imperatives for Unified Communications
� Channel Goals
� Build channel capacity and capability on Voice Applications
� Upsell installed Unified Communications customers with new or extended applications
� Make Applications a more significant part of every Unified Communications sale
� Improve partner profitability and services revenue
� Channel Strategies
� Provide tools and incentives to partners to build Voice Application Practices including lifecycle and professional services
� Network sales with Unified Communications
� Leverage VIP incentives, applications and professional servicesto drive partner growth and profitability
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 27
VIP 12 Objectives: Unified Communications
� Continue to accelerate building of Unified Communications Applications Practices, by provided increased incentives for applications
�Support partners in development of practices around the leading edge, advanced Unified Communications applications
�Simplify program structure by eliminating previous attach rate design
�Move to simply paying applications at a higher rate than non-applications—no attach rate threshold anymore
� Continue to reward VIP partners for basic Unified Communicationssales and for voice-enabled integrated infrastructure sales
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 28
From a $10B+ Market in IP Telephony …
5,000
0
10,000
Mark
et
Siz
e (
$M
)
25,000
FY’03 FY’04 FY’05 FY’06 FY’07 FY’08 FY’09 FY’10
30,000
35,000
20,000
15,000
Sources: Synergy, Gartner, Wainhouse, Datamonitor, Ovum, and Cisco
TDM PBX
IP PBX
40,000
Messaging
Contact Center
Conferencingand Collaboration
Enterprise FMC
Rich Media
Email/Calendaring
Enterprise IM
… to a $30B Market in Unified Communications
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 29
TDM ���� IP • Accelerate Transition; Network Centricity
Fragmented ���� Consolidated • Active Participation; Platform Approach
IT Driven ���� Consumer Driven • Open Ecosystem; Policy; User Experience
Wired + Mobile • Multiple Devices; Embrace Interop
Premise + SaaS • Expand Offer; Enable Ecosystem
Video Becomes Core • User Experience; Increase Productivity
Key Considerations / GoalsMarket Trend
Market Trends and Transitions:Changing the Way People Work
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 30
Summary of VIP12 – Advanced UC Changes� Continued emphasis on CUWL
“A la carte” UCM and DLU’s paid at 15% Foundation level
All CUWL SKU’s paid at 21% Advanced level and CUWL UCSS paid at 21% Advanced level
� Expanded emphasis on upgrades
Upgrades from previous releases to CUWL continue Advanced with 21% payout
6.x and 7.x upgrade skus now included as Advanced with 21% payout
“A la carte” applications paid at 21% Advanced level
� Increased emphasis on mid-market
Unified Communications Manager Business Edition paid at 21% Advanced level
� Continue to reinforce UCSS
UCSS for Advanced SKU’s pays at 21%
UCSS for Foundation SKU’s now also paid at 21%
� New ISR/CUCME/CUE bundle (C28XX/C38XX-XXUCXXX) paid at 21% Advanced level
� ISR AXP module added to UC VIP at 15% Foundation level
� Unity and CC MCS servers now paid at 15% Foundation level
� Older releases and EOS product SKU’s removed from VIP. For example:
UCM 4.X is no longer included in UC VIP
IOS SP Software SKU’s dropped from UC VIP
CAT6000 Blades dropped from UC VIP
CUVC dropped from UC VIP – recommend new MeetingPlace 7.0 with CUWL
1% Gold “Kicker” and 2% Master “Kicker” applies to all of the above
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 31
Summary of VIP12 – Express UC Changes
� Continued emphasis on applications�CUE paid at 16% Advanced level
�Cisco Unified CallConnector paid at 16% Advanced level
�New ISR/CUCME/CUE bundle (C28XX/C38XX-XXUCXXX) paid at 16% Advanced level
� ISR AXP module added to UC VIP at 15% Foundation level
� Older releases and EOS product SKU’s removed from VIP
For example: NM-CUE, NME-CUE replaced by new versions
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 32
VIP Unified Communications Program: Historical Evolution
+1%
+2%
21%
15%
X
X
X
VIP11
+1%
+2%
21%
15%
X
X
X
VIP10
+1%
+1%
20%
17%
X
X
X
VIP9
+1%
+1%
20%
17%
X
X
X
VIP8
+1%Gold Cert. payout
+2%Master Spec. payout
+4-6%
--
16%
X
X
X
VIP7
+4-6%
--
16%
X
X
X
VIP6
----------Apps payout
21%2%2%2%2%--Incentive payout/Adv*
15%20%20%20%10%10%Base payout /Found.*
X
X
VIP5
XApplication Focus
XXXXXBuild IPC Practice
XXXXXPartner Profitability
VIP12VIP4VIP3VIP2VIP1
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 33
VIP 12 Unified Communications� Simplified requirements - only three components:
� Specialization: Must maintain valid Advanced Unified Communications Specialization for the entire program
� Sales volume: Minimum bookings: US$25,000 net bookings in qualifying Unified Communications SKUs for specified dates.
� Customer satisfaction: Average customer satisfaction score: 4.34 (APAC only) or higher on all surveys received for specified dates. Modified as appropriate by Theatre.
Payment Requirement Unified Communications
Foundation SKUs Meet program exit criteria 15% Category Foundation product shipments
Advanced SKUs Meet program exit criteria 21% Category Advanced product shipments
Gold Certified Partners
Meet program exit criteria 1% product shipments
Master Specialized Partners
Meet program exit criteria 2% product shipments
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 34
VIP 12 Business Edition & UC Express
N/AN/AMasters
N/AN/AGold
16% Category Advanced product shipments
Meet program exit criteria.Advanced
Meet program exit criteria.
Requirement
10% Category Foundation product shipments
Foundation
Business Editionpayout
� Simplified requirements - only three components:� Specialization: Must obtain valid Business Edition Reseller Authorization by
December 27, 2008 and maintain it for the remainder of the program� Sales volume: Minimum bookings: US$30,000 net bookings in qualifying Business
Edition and UC Express SKUs for specified dates. � Customer satisfaction: Average customer satisfaction score: 4.34(APAC only) or
higher on all surveys received for specified dates. Modified as appropriate by Theatre.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 35
VIP 12 Unified Communications Express� Simplified requirements - only three components:
� Specialization: Must maintain valid Unified Communications Express Specialization for the entire program
� Sales volume: Minimum bookings: US$15,000 net bookings in qualifying UC Express SKUs for specified dates.
� Customer satisfaction: Average customer satisfaction score: 4.34 (APAC only) or higher on all surveys received for specified dates. Modified as appropriate by Theatre.
payout Requirement Unified Communications
Foundation Meet program exit criteria 10% Category Foundation product shipments
Advanced Meet program exit criteria 16% Category Advanced product shipments
Gold Certified Partners
N/A NA
Master Specialized Partners
N/A NA
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 36
Benefits to Cisco and Partner of Unified Communications Applications Focus
� Increases the total size of the average deal
� Increases partner services dollars associated with the service-rich applications
� Improves the customer value associated with an Unified Communications purchase
� Accelerates the Unified Communications market adoption rate
� Provides funding to support partner’s investment in Voice Application Practices
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 37
Wireless LAN
VIP Period 12Program Specifics
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 38
Niche Players Visionaries
Challengers Leaders
Benefits to You:
• Safe choice
• Investment protection
• Experience and brand
• Track record of deployments
• Unmatched ability to execute
• Significant R&D commitment
• Agility (i.e. shipping 802.11n APs)
• Unrivaled partner enablement and service/support
Meru Networks
Nortel
HP
BluesocketAlcatel
Siemens
Vivato
Enterasys
Proxim
Completeness Of Vision
Symbol
2005200520052005
Aruba Networks
Ab
ilit
y T
o E
xecu
te
Trapeze Networks
Colubris
3Com
Extricom
Xirrus
2006 2007200720072007
Please View In Presentation Mode
Foundry
Extreme
Source: Gartner: Magic Quadrant 2005, 2006, 2007
Cisco— Consistent Leadership in Mobility
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 39
Evolving to the Mobile Business
Business in Motion
Expanded Business Ecosystem
Agile Business for Competitive
Advantage
Mobilizing Business Applications
Increasing User Mobility
Proliferationof Mobile Devices
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 40
Introducing Cisco MotionExtend Mobility
Applications RightDevice—Right Network
Selecting the Right Communications Media Right Time, Right Place
Delivering LoB/FunctionalLeader Requirements—
Open API
Unify Disparate Networks
Addressthe Client“Wave”
Facilitate Collaboration
OpenMobility
Applications
Securing and ManagingDevices CentralizedClient Provisioning
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 41
Mobility Services NetworksApplications Applications Applications Applications
Ethernet RFIDWi-Fi
Open API
Open Protocol
NMSP
Location
WIPS Handoff
Service “n”
Mobility Services Engine
Controller
WCS
SiSiSiSiSiSi
Apps Source Intelligence from
the MSE viaOpen API
Centralized Services and
Network Management
Open Protocols Unify Networks
Centralized Services
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 42
� Allows Transport and Applicationsto evolve independently
Abstraction layer with CAPWAP/NMSP
� Accelerate development and deployment of customized solutions
Eco-system of Application Partners
Introducing A Practical ApproachCentralized, Scalable Mobility Services
� Unified API enabling Enterprise 3.0 applications
Services and Applications Platform
� Ease of deployment and efficientallocation of CapEx
Common Framework for Multiple Services
3300 Series Mobility Services Engine
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 43
8%
From Foundation
to Advanced
�Next-generation outdoor wireless mesh access point with integrated dual band 802.11 a/b/g radios, Ethernet, fiber and cable modem interface providing easy and flexible deployments for outdoor wireless network.
WirelessCisco 1520
Series
8%
From Foundation
to Advanced
�Cisco WCS provides a powerful foundation for WLAN systems management. WCS allows IT managers to design, control, and monitor enterprise wireless networks from a centralized location, simplifying operations and reducing total cost of ownership.
Wireless
Cisco Wireless Control System
�The Cisco 3300 Series Mobility Services Engine is an open platform that provides a new, practical approach for the delivery of mobility services and applications. It’s an appliance that supports a suite of software for centralized and scalable delivery of various mobility services.
Capabilities
Wireless
VIP Technology
Category
8%New
additionCisco 3300
Series
Payout Level
VIP12 Change
Mobility Product Family
New
� The following products are now part of the Advanced VIP category
Cisco 1520 Series Outdoor Wireless Mesh Access Points
Cisco 3300 Series Mobility Services Engine
Cisco Wireless Control System
� The following products continue in the Advanced VIP category
Cisco 1250 Series .11n Access Points
Enterprise-class Wireless LAN Controllers
Summary of VIP12 Changes for Mobility
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 44
VIP 12 Wireless LAN
N/AN/AMaster Specialized partners
1% product shipments
Meet program exit criteriaGold Certified partners
8% product shipments
Meet program exit criteriaAdvanced SKU
N/A
Meet program exit criteria
Requirement
3% product shipments
Foundation SKU’s
N/A
Wireless LAN
Service Bonus payout
� Simplified requirements - only three components:� Specialization: Must maintain valid Advanced Wireless LAN Specialization for the
entire program.� Sales volume: Minimum bookings: US$15,000 net bookings in qualifying Wireless
LAN SKUs for specified dates.� Customer satisfaction: Average customer satisfaction score: 4.34 (APAC only) or
higher on all surveys received for specified dates. Modified as appropriate by Theatre.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 45
VIP 12 Program
Summary
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 46
Enrollment Criteria – APACUnified Communications pre-requisites
• Advanced Unified Communications Specialized at enrollment
• Maintain Specialization through the entire duration of the program
• Obtain Partner Access onLine (PAL) access for sending customer satisfaction surveys
Unified Communications Business Edition pre-requisites
• Business Edition Reseller by December 27, 2008
• Maintain authorization for the remainder of the program
• Obtain Partner Access onLine (PAL) access for sending customer satisfaction surveys
Unified Communications Express pre-requisites
• Express Unified Communications Specialized at enrollment
• Maintain Specialization through the entire duration of the program
• Obtain Partner Access onLine (PAL) access for sending customer satisfaction surveys
Unified Communications Business Edition and UC Express pre-requisites
• Business Edition Reseller by December 27, 2008
• Maintain authorization for the remainder of the program
• Obtain Partner Access onLine (PAL) access for sending customer satisfaction surveys
• Partners may enroll in only one of the Unified Communications technology tracks• Partners cannot change or switch between Unified Communications tracks at anytime during the
program period. However, partners may change at the start of the next VIP period.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 47
Enrollment Criteria – APACData Center pre-requisites
• Premier Certification upon enrollment
• Data Center 2.0 Specialized by December 27, 2008
• Maintain Specialization for the remainder of the program
• Obtain Partner Access onLine (PAL) access for sending customer satisfaction surveys
Security prerequisites• Advanced Security Specialized at enrollment
• Must maintain specialization through the entire duration of the program
• Obtain Partner Access onLine (PAL) tool access for sending customer satisfaction surveys
• No FAST START allowed
Wireless LAN prerequisites
• Advanced Wireless LAN Specialization at enrollment
• Must maintain specialization through the entire duration of the program
• Obtain Partner Access onLine (PAL) tool access for sending customer satisfaction surveys
• No FAST START allowed
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 48
Exit Criteria Summary for Cisco® VIP Period 12
4.34 or Higher (APAC)CSAT Score
Cisco Advanced Data Center Networking
Infrastructure(DCNI 2.0)
Cisco Advanced Security
Cisco Advanced Wireless LAN
UC - Cisco Advanced Unified Communications
BE – Cisco Business Edition Authorization (by Dec27 2008)
BE & UCX – Cisco Business Edition Authorization (by Dec 27 2008)
UCX - Cisco Express Unified Communications
Specialization
(Required: Partner Enrollment—Jan 24, 2009)
Approximately June/July 2009 for product booked by Jan 24, 2009, and shipped between February 10, 2009 and April 27, 20092nd
Payout Date for Cisco VIP 12
Meet the number of valid target CSAT ResponsesCSAT Surveys
Approximately April/May 2009 for products booked by Jan 24,2009 and shipped before February 10, 2009.
UC - $25K Q1 Entry / $12.5K Q2 Entry
BE - $15K Q1 Entry / $7.5K Q2 Entry
BE & UCX - $30K Q1 Entry / $15K Q2 Entry
UCX - $15K Q1 Entry / $7.5K Q2 Entry
Unified Communications Wireless Security Data Center
Bookings Minimum
$15K Q1 Entry$7.5K Q2 Entry
$20K Q1 Entry$10K Q2 Entry
$150K Q1 Entry$75K Q2 Entry
1st Payout Date for Cisco VIP 12
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 49
VIP 12 Timeline
� Program Period 12: July 27, 2008– January 24, 2009, PST
� Re-enrollment Required: For VIP 11 Partners
� Enrollment Windows (for new and existing partners):
- August 10 – August 29, 2008 for Q1 & Q2
- October 27 – November 14, 2008 for Q2 only
� CSAT Survey Period:
- Start: August 1, 2008
- End: January 24, 2009
� Payout Dates:
- 1st check April/May 2009
- 2nd check June/July 2009
Partners and CAMs should use the VIP Tool to track enrollment status only:http://www.cisco.com/go/viptool
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 50
Accelerating Applications Success
� IP Communications
� IP Contact Center
� Unity Messaging
� Rich Media
�Training material can be found at:
�VIP home page: www.cisco.com/go/vip
Numerous VODs, White Papers, Solutions Sales Guides, ROI Tools & Training Programs Are Available to Support Partner Applications Success
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 51
VIP 12 Program
Customer Satisfaction
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 52
Customer SatisfactionSchedule VIP12 Survey Contacts NOW!!!
Key Dates for VIP12 Survey Sending in PAL
AUG SEP OCT NOV DEC JAN
August 1, 2008 9am PT
Begin sending surveys to qualified VIP12 contacts
In PAL, all contacts sent surveys in Cisco’s FY’08 survey year are available to reserve for FY’09.
Go to PAL > Send Surveys > Scroll to bottom of screen > Select the “No Surveys Scheduled/Sent” filter
January 24, 2008
Survey Deadline
All survey responses MUST be received by 5:00
PM (pacific time) No Exceptions!
FEB
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 53
Customer SatisfactionQualifications for GSAT valid survey
Survey Customization Questions (first section of the survey)
Respondent can customize their survey experience and reduce their survey take time
Critical that the respondent answer YES to the one or both of the following survey customization questions found within the 1st section of the survey:
�Do you obtain Cisco network products or solutions from a Cisco Pre-Sales Channel Partner, Value Added Reseller or Vendor? Yes/No
�Do you obtain Cisco network service or support from a Cisco Post-Sales Channel Partner, Value Added Reseller or Vendor? Yes/No
If they answer NO, they will never be presented with the partner related questions and the response will be bucketed into the PAL "no partner identified" classification.
The respondent can answer “No” or Don’t Know” for the majority of the additional Survey Customization Questions to expedite their survey take time.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 54
Customer SatisfactionQualifications for GSAT valid survey
Cisco Channel Partner Section
The name of the Channel Partner that sent you this survey invitation has been inserted above for your convenience. Do you wish to evaluate this partner? Yes/No
Technology Question
Respondent confirms the respective technology (ies) they received from the partner (the partner selects the provided technologies when requesting the survey send within PAL)
Pre-Sales Overall Question
Overall, how would you rate your satisfaction with the Pre-Sales Support provided by the above Cisco Channel Partner? Would you say you are…
Post-Sales Overall Question
Overall, how would you rate your satisfaction with the Post-Sales Support (repair, maintenance, and technical support) provided by the above Cisco Channel Partner? Would you say you are..
Response must be received by 5PM PST on January 24th, 2009
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 55
Customer SatisfactionSampling of Program Rules
� CSAT is an integral part of channel programs such as VIP.
� Within a Cisco fiscal year, channel partners may send one survey invitation to any unique customer contact, identified at the individual person level. Channel partners may not use personal email domains and/or email aliases to send survey invites to thecustomer contact, identified at the individual person level.
� Channel partners may not send survey invitations to their own email domain, with the exception of those partners who are on anApproved Outsourcers List* (*Maintained by Certification team. Partner must meet eligibility criteria as set forth by Certification in order to be on the list)
� Once a survey invitation has been scheduled, channel partner may not cancel the survey invitation.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 56
VIP Period 12 Support
� Open a case on partner help online: www.ciscopartnerhelp.com
� Select category “Programs” and subcategory “Value Incentive Program”when submitting your case.
� VIP URLs:
� VIP home page: www.cisco.com/go/vip
� VIP Tool: www.cisco.com/go/viptool
� PAL Tool: www.cisco.com/go/pal
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 57
VIP 12 Period Partner Call to Action
� Be certain to enroll in VIP 12.
� Work with your CAM to fully leverage training and enablement tools available from Cisco.
� Make application attach rate and security mix part of your daily sales practice.
� Celebrate success together
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 58