cisco winner’s circle fy14

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Cisco Confidential 1 C97-726833-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Winner’s Circle FY14 BDM, Commercial Sales EMEAR Brooke Lutz

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Cisco Winner’s Circle FY14. Brooke Lutz. BDM, Commercial Sales EMEAR. Cisco Winner’s Circle: FY14. Objective. Strengthen the Partner Led community by hosting an annual event which recognizes the best individuals of the partner community. Accelerate our mid market growth. - PowerPoint PPT Presentation

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Page 1: Cisco Winner’s  Circle FY14

Cisco Confidential 1C97-726833-00 © 2013 Cisco and/or its affiliates. All rights reserved.

Cisco Winner’s Circle FY14

BDM, Commercial Sales EMEARBrooke Lutz

Page 2: Cisco Winner’s  Circle FY14

C97-726833-00 © 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

Cisco Winner’s Circle: FY14

Strengthen the Partner Led community by hosting an annual event which recognizes the best individuals of the partner community.

Accelerate our mid market growth.

Continue to build on the momentum from last year’s event.

Increase our partner’s mindshare and loyalty.

Objective

Page 3: Cisco Winner’s  Circle FY14

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EMEAR: October 13-16th, 2014

• Airport meet and greet. Sedan transfer to hotel

• Check-in at hospitality area; light snacks and beverages served

• Afternoon at leisure• Welcome cocktail reception,

mingle with Cisco® executives

• Breakfast at leisure

• Half day conference- Cisco executive presentations and feedback opportunity

• Group lunch

• Activity

• Awards Dinner

• Breakfast at leisure

• Half day conference- Cisco product updates and partner best practice sharing

• Group lunch

• Activity

• Dinner

• Breakfast at leisure

• Free time before airport pickup

• Check out

Destination: DubaiHotel: Waldorf Astoria Palm Jumeirah

DAY4DAY3DAY2DAY 1

EMEAR APJCAMERICAS

ssarlak
plz spell out F&B
Page 4: Cisco Winner’s  Circle FY14

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Cisco Winner’s Circle FY14: Winner Selection

Criteria Central Emerging North South UKI

PSR- Product MBO 1 Attainment (Rank 1-5)

5 Small5 Medium5 Large

5 Small5 Medium5 Large

5 Small5 Medium5 Large

5 Small5 Medium5 Large

5 Small5 Medium5 Large

PSR- Service MBO 2 Attainment (Rank 1)

1 Small1 Medium1 Large

1 Small1 Medium1 Large

1 Small1 Medium1 Large

1 Small1 Medium1 Large

1 Small1 Medium1 Large

Company Sponsor-Product MBO 1 Attainment (Rank 1)

1 Small1 Medium1 Large

1 Small1 Medium1 Large

1 Small1 Medium1 Large

1 Small1 Medium1 Large

1 Small1 Medium1 Large

Partner Marketing Champion- Co marketing contribution of SQL

1 PMM 1 PMM 1 PMM 1 PMM 1 PMM

110 Winners

Partner Size is based on the annual MBO 1 TargetSmall = <$1mMedium= $1-$3mLarge= >$3m

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Partner Sales Representatives Selection

75 Partner Sales Representatives (PSRs):

• Partner overachievement of Partner Plus Product MBO 1 from October 27-July 26 (Cisco’s fiscal Q2 to Q4). Partners achieving the highest percentage over target will win a place. Places will be split between theatre and graded in terms of target size:

• <$1m Small Partners• $1-3m Medium Partners• >$3m Large Partners

WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND

Page 6: Cisco Winner’s  Circle FY14

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PSR (Services) Selection

15 PSRs (Services) Selection:Services PSRs will be chosen based on their Company MBO 2 achievement.

• Partner overachievement of Partner Plus Product MBO 2 from October 27-July 26 (Cisco’s fiscal Q2 to Q4). Partners achieving the highest percentage over target will win a place. Places will be split between theatre (3 per theatre)

WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND

Page 7: Cisco Winner’s  Circle FY14

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Company Sponsor Selection

15 Partner Plus Company Sponsors or Second Nominee:Company Sponsors will be chosen based on their Company MBO1 achievement.

- The top 15 partners (3 from each theatre, 1 Small, 1 Medium, 1 Large Partner) will earn an extra place to the event. They can chose to send the Partner Plus company sponsor or another person of the sales, technical or marketing team.

WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND

Page 8: Cisco Winner’s  Circle FY14

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Marketing Champion Selection

5 Partner Plus Marketing ChampionsCompany Sponsors will be chosen based on co-marketing contribution to Sales Qualified

Leads

- 1 per theatre and will be rewarded based on their contribution to SQL as a % of their total commercial bookings

WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND

Page 9: Cisco Winner’s  Circle FY14

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Other Eligibility Criteria

• Only FY14Q2-Q4 targets/activity will be considered

• Partner must be enrolled in Partner Plus

• Winners will be measured at company level only. Individuals attending will be nominated by the Company Sponsor or other Senior Management at the partner.

• Partners must have a complete PPC profile

• Candidates must hold a relevant job role in PPC to be eligible

• PSR winners must take the Sales Acceleration and Leveraging Business Intelligence for Growth assessments via COLT

Page 10: Cisco Winner’s  Circle FY14

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Winner’s Circle- Key Dates

• 18th December- field launch

• 19th December (if approved) Launch and first

Leaderboard Upload (via email, iwe, P+ newsletter,

twitter, LinkedIn)

• Monthly- Leaderboard update on Cisco Rewards

• 26th July- Incentive Period Closes

• 30th July- Company Winners Announced

(via email, PPC, Cisco Rewards, Sean internally)

• 4th August- Registration Site Opens

• 13-16th October- Event

Page 11: Cisco Winner’s  Circle FY14

Thank you.