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Cisco Unified Data CenterPartner Guide

Figure 2Cisco Data Center Specializations

Unified FabricTechnology

(UFT)Specialization

UnifiedComputingTechnology

(UCT)Specialization

Data CenterArchitecture (DCA)

Specialization

Master CloudBuilder (MCB)Specialization

Technology

Architecture

Master

DATA CENTER SPECIA LIZATIONS AND RAPID ENABLEMENT

Ciscos industry leading networking certification and specialization

programs enable partners to solve their customers most important

business issues.

Cisco Specialization Programs focus on a partners ability to deliver

intelligent networks and technology architectures built on integrated

products, services, and software platforms. With training in the latest Cisco

solutions and architectures in addition to valuable branding resources

specializations reward partners with increased incentives as they add value

to their Cisco business.

Cisco Data Center Specializations programs:

Advanced Unified Computing Technology (UCT)

Advanced Unified Fabric Technology (UFT)

Advanced Data Center Architecture (DCA)

Master Cloud Builder (MCB)

Additionally Cisco is also offering the Cisco UCS Director Rapid

Enablement Process to expedite adoption of Cisco UCS Director, a

Converged Infrastructure Manager that delivers unified management

for industry-leading converged infrastructure solutions based on CiscoUnified Computing System (UCS) and Cisco Nexus technologies.

Introduction >

Data CenterSpecializations andRapid Enablement

>

Partner Go-to-MarketResources

>

Pre-Sales Helpdesk >

Cisco Build and Price >

Incentives andPromotions

>

Cisco-FundedNetwork Assessments

>

Training andDemo Labs

>

Partner Events >

Cisco Cloud ChannelGo-to-Market

>

Grow Faster with ISVs >

Cisco Data CenterSolutions

>

Cisco Services >


Next >


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The Cisco data center specializations reflect a partners depth of expertise, capabilities, and end-to-end service and

support for specific solutions and technology architectures. These specializations enable partners to develop and

expand their sales, technical, and service capabilities for Cisco Unified Data Center solutions.

The data center specializations entitle Cisco partners to a range of benefits, including:

Enhanced profitability: Participate in the Value Incentive Program (VIP) offering, and earn rebates ranging from 1 to 15

percent (VIP 22).

Improved visibility to customer and Cisco sales staff: Differentiate your organization from other Cisco partners.

Achieve recognition as a Specialized Partner in the Cisco Partner Locator.

Gain access to restricted products, such as the Cisco UCS B-Series Blade Servers.

Accelerate business and market growth with access to sales tools, resources, and programs, including New Account

Breakaway (NAB), PDI Help Desk, Proposal Library, Cisco-Funded Data Center Infrastructure Assessments, and Cisco

Validated Designs.

Advanced Data Center Architecture (DCA) is required to become a Cisco Gold Certified Partner

DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT CONT.

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The Advanced UCT Specialization offers the following benefits:

Resale access to Cisco UCS B-Series products

Participation in the VIP Data Center UCT subtrack, offering rebates of up to 15 percent (VIP 22)

Advanced UCT branding to recognize your Cisco UCS design, implementation, and support capabilities

Recognition as a Specialized Partner in the Cisco Partner Locator

Increased sales and technical competency to participate in the rapidly growing unified computing opportunity

Table 2 is a summary of training format, cost, and duration for each role. All costs and training hours are approximate and may vary by

region. These requirements are subject to change. For the most up-to-date information and additional details see the officialUCT website.

Advanced Unified

Computing Technology

AM- Responsible for sales methodology and

customer engagement

SE- Presales engineer responsible

for Unified Computing technology

solution planning and design

FE- Presales engineer responsible for Unified

Computing technology solution planning and

design

Pre-Reqs Cisco Sales Expert (#646-206 CSE)

Cisco Sales Essentials (CSE) v6.0

None None

Required Certification Cisco Sales Specialist for Unified Computing

Technology

Cisco Unified Computing Technology

Design Specialist

Cisco Unified Computing Technology Support

Specialist

Required Exam #650-987 PSDCUCAM 642-998 DCUCD 642-999 DCUCIExam Cost $65 $150 $150

Recommended Training

(not mandatory)Cisco Data Center Unified Computing for

Account Managers (DCUCAM v1.1)Designing Cisco Data Center Unified

Computing (DCUCD) v5.0Implementing Cisco Data Center Unified

Computing (DCUCI) v5.0

Cost - $3495 $3495

Hours 11 Hours 40 Hours 40 Hours

Out-of-Office@$100/hr $1,100 $4,000 $4,000

Format Online Instructor-Led Instructor-Led

Table 2. UCT Quick Reference Matrix

The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are

required. Training and exams a re updated on an ongoing basis. See the main websites for potential additional options.


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Cisco Unified Fabric unifies storage, data networking, and network services, delivering architectural flexibility and

consistent networking across physical, virtual, and cloud environments. The Advanced Unified Fabric Technology (UFT)

Specialization is designed for partners looking to build a Cisco Unified Fabric practice.

Three roles are required for the Advanced UFT Specialization:

Account Manager

Systems Engineer

Field Engineer

These roles provide a roadmap with training content and exams that are tailored to pertinent jobs within a company.

The Advanced UFT Specialization offers the following benefits:

Participation in the VIP Data Center UFT subtrack, offering rebates of up to 10 percent (VIP 22)

Advanced UFT branding to recognize your Cisco Unified Fabric design, implementation, and support capabilities


Increased sales and technical competency to deliver Ciscos market-leading Unified Fabric portfolio

CostsYour investment to achieve these roles will vary depending on the existing skill levels within your practice. The total cost for

training (not required) can be up to $12,980 (USD) and 123 out-of-office hours. Required testing costs are $750 (USD).

See Table 3 for a summary of the training format, cost, and duration for each role. All costs and training hours are

approximate and may vary by region. These requirements are subject to change. For the most up-to-date information

and additional details see the Advanced UFT Specialization website.


Introduction >


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Partner Events >


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Cisco Services >


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Advanced Unified Fabric

Technology

AM- Responsible for sales methodology and

customer engagement

SE- Presales engineer responsible for

Unified Fabric technology solution planning

and design

FE- Presales engineer responsible for

Unified Fabric technology solution planning

and design



CCDA associate-level certification

or

CCDP or CCIE

CCNA associate-level certification

or

CCNP or CCIE

Required Certification Cisco Sales Specialist for Unified Fabric

Technology

Data Center Unified Fabric Design

Specialist

Data Center Unified Fabric Support

Specialist

Required Exam(s) 646-985 DCNSS 642-996DCUFDv5

642-997 DCUFI v5 642-996 DCUFIv5

642-980 DCUFT

Exam Cost $150 $150 $150 $150 $150


(not mandatory)Cisco Sales Essentials (CSE) v6.0

Data Center Networking Solution Sales (DCNSS

v3.0)

Designing Cisco

Data Center

Unified Fabric

(DCUFD) v5.0

Implementing Cisco

Data Center Unified

Fabric (DCUFI) v5.0

Implementing

Cisco Data

Center Unified

Fabric (DCUFI)v5.0

Troubleshooting

Cisco Unified Fabric

(DCUFT) v5.0

Cost - $3295 $3295 $3295 $3095

Hours 11 Hours 40 Hours 24 Hours 24 Hours 24 Hours

Out-of-Office @$100/hr $1,100 $4,000 $2,400 $2,400 $2,400

Format Online Instructor-Led Instructor-Led Instructor-Led Instructor-Led

Role Sharing One qualified individual may fill only the AM role

in up to four technology specializations.

One qualified individual may fill only the SE

role in up to two technology specializations

One qualified individual may fill only the FE

role in up to two technology specializations

Table 3. UFT Quick Reference Matrix

The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training

and exams are updated on an ongoing basis. See the main websites for potential additional options.


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Partner Events >


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Cisco Services >


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certification_type_home_extra_level.htmlhttp://www.cisco.com/web/learning/le3/le2/le0/le9/learning_certification_type_home.htmlhttp://www.cisco.com/web/learning/le3/le2/le0/le4/learning_certification_type_home.htmlhttp://tools.cisco.com/pecx/login?URL=searchOffering%3FcourseId%3D00037645http://www.cisco.com/web/learning/le3/current_exams/646-206.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_fabric.htmlhttp://www.cisco.com/web/partners/partner_with_cisco/channel_partner_program/resale/specializations/unified_fabric.html


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Cisco Unified Data Center changes the economics of the data center by unifying computing, storage, networking,

virtualization, and management. The Cisco Advanced Data Center Architecture (DCA) Specialization is designed

for partners looking to offer complete Data Center architecture solutions.

The DCA Specialization offers the following benefits:

Resale access to Cisco UCS B-Series products

Participation in the VIP Data Center UFT and UCT subtracks, offering rebates of up to 15 percent (VIP 22)

Advanced DCA branding to recognize your design, implementation and support capabilities across the CiscoUnified Data Center portfolio


Increased sales and technical competency to deliver Ciscos market-leading Unified Data Center portfolio

Three roles are required for the Advanced Data Center Architecture Specialization:

Account Manager

Architect Systems Engineer

Field Engineer (3)

Costs

Your investment to achieve these roles will vary depending on the existing skill levels within your practice. The

total cost for training (not required) can be up to $19,970 (USD) and 227 out-of-office hours. Required testing

costs are $980 (USD).

See Table 4 and 5 for a summary of the training format, cost, and duration for each role. All costs and training

hours are approximate and may vary by region. These requirements are subject to change. For the most up-to-

date information and additional details see the officialAdvanced DCA Specialization website.


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Advanced Data Center

Architecture Specialization

AM- Responsible for sales methodology

and customer engagement

Architect SE- Presales engineer responsible for Data Center Architecture solution

planning and design. Possesses both business and technical skills. Understands

customer business needs and issues, business process and transformation.



None

Required Certification Data Center Sales Specialist for

Architecture

Data Center Architecture Design Specialist

Required Exam(s) 646-985 DCNSS

650-987 PSDCUCAM

#650-987 PSDCUCAM 642-996DCUFD v5 642-998 DCUCD v5

Exam Cost $150 and $65 $65 $150 $150

Recommended Training (not

mandatory)


Data Center Networking Solution Sales

(DCNSS v3.0)

Quickstart for Data Center/VirtualizationArchitecture

Cisco Data Center Unified Computing for

Account Managers (DCUCAM v1.1)

Quickstart for Data

Center/VirtualizationArchitecture

Cisco Data Center

Unified Computing for

Account Managers

(DCUCAM v1.1)

Implementing Cisco

Data Center Unified

Fabric (DCUFI) v5.0

Designing Cisco Data Center

Unified Computing (DCUCD)v5.0

Cost - - $3295 $3495

Hours 19 Hours 8 Hours 40 Hours 40 Hours

Out-of-Office @$100/hr $1,900 $800 $4,000 $4,000

Format Online Online Instructor-Led Instructor-Led

Role Sharing One qualified individual may fill only

the account manager role in up to two

architecture specializations.

One qualified individual may fill only the Architecture Systems Engineer (ASE) role in up

to two architecture specializations.

Table 4


The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required.

Training and exams are updated on an ongoing basis. See the main websites for potential additional options.

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Advanced Data Center

Architecture Specialization

FE 1- Post-sales engineer responsible for Data

Center Architecture unified computing solutions

and considerations

FE 2- Post-sales engineer responsible for Data

Center Architecture unified fabric solutions.

FE 3- Post-sales engineer

responsible for Data Center

Architecture application services.

Pre-Reqs None CCNP professional-level certification

or

CCIE Service Provider, CCIE Design, CCIE ISP

Dial, CCIE Routing & Switching, CCIE Security,

CCIE SNA/IP Integration, CCIE Service Provider

Comprehensive, CCIE Storage Networking, CCIE

Voice, CCIE WAN Switching, CCIE Wireless, or

CCIE SP Operations

CCNA associate-level certification

or

CCNP, CCIE Serv ice Provider, CCIE

Design, CCIE ISP Dial, CCIE Routing

& Switching, CCIE Security, CCIE

SNA/IP Integration, CCIE Service

Provider Comprehensive, CCIE

Storage Networking, CCIE Voice,

CCIE WAN Switching, CCIE Wireless,

CCIE SP Operations, or CCDE

Required Certification Data Center Support for UC Specialist (Option 1) Data Center Unified Fabric Support Specialist Data Center AS Support Specialist

Required Exam(s) 642-999 DCUCI 642-997 DCUFI v5 642-980 DCUFT #642-975 DCASI

Exam(s) Cost $150 $150 $150 $150


(not mandatory)

Implementing Cisco Data Center Unified

Computing (DCUCI) v5.0

Implementing Cisco

Data Center Unified

Fabric (DCUFI) v5.0

Troubleshooting Cisco

Unified Fabric (DCUFT)v5.0

Implementing Cisco Data Center

Application Services (DCASI) 2.0E-learningor Instructor-led

Cost $3,495 $3295 $3095 E-learning ($0), Instructor-led ($

3295)

Hours 40 Hours 24 Hours 24 Hours 32 Hours

Out-of-Office @$100/hr $4,000 $2,400 $2,400 $3200

Format Instructor-Led Instructor-Led Instructor-Led

Role Sharing The field engineer cannot fill roles in other architecture specializations (Borderless Network or Collaboration); however, one field engineercan fulfill up to 1 additional field engineer role (2 FE roles total) within the Data Center Architecture Specialization. Role sharing in technologyspecialization(s) has no impact on architecture specialization(s).

Table 5. FE Roles - Post-sales engineer responsible for Data Center Architecture solutions and considerations.


The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are

required. Training and exams are updated on an ongoing basis. See the main websites for potential additional options.

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The Cisco Master Cloud Builder Specialization denotes the highest level of achievement for a Cisco data center partner.

Built upon the Advanced DCA Specialization, it recognizes a partners proven capabilities to build and deploy cloud-

ready, integrated infrastructures based on Cisco solutions, as well as Ciscos technology ecosystem partner cloud

offerings across storage, virtualization, cloud management, and virtual desktop.

The Master Cloud Builder Specialization offers partners numerous benefits:

Cisco Cloud Partner brand recognition for achieving a Master level of competency and capabilities, resonating with

customers, partners, and Cisco sales teams

Exclusive ability to promote your company to customers and Cisco Sales with your own dedicated landing page on

Ciscos Cloud and Managed Services Partner Marketplace

Access to external marketing programs and materials to accelerate your time-to-market and demand through Cisco

Partner Marketing Central

Improved profitability through enhanced VIP and Marketing Development Funds

Ability to expand and enhance your solution offerings with Ciscos ecosystem of integrated solutions

Exclusive access to practice enablement tools to build and manage a joint cloud go-to-market engagement using the

Cisco Go-to-Market Resource Center


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The Master Cloud Builder Specializationrepresents a shift from practice building to an acknowledgment of a practice

and requires:

Cisco Advanced Data Center Architecture Specialization

Data center ecosystem partner certifications

Customer references

Independent audit of the partners capabilities by a third-party auditing firm

This specialization builds upon many other certifications typically already held by a Cisco data center partner.

Partners with a highly qualified data center and cloud practice can achieve a Master Cloud Builder Specialization

regardless of their Cisco partner certification level.

Costs

Your investment to achieve the Master Cloud Builder Specialization will vary depending on existing certification and skill

levels within your practice. Table 6 summarizes the requirements to achieve this specialization.

For the most up-to-date details see the Master Cloud Builder Specialization website.


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Table 6. Master Cloud Builder Specialization Requirements Overview - see websitefor specifics

Focus Area Ecosystem Partner/Product Requirement

Specialization Cisco Advanced Data Center Architecture Specialization

Storage (one or more) EMC Velocity with Consolidate or Advanced Consolidate

NetApp Gold, Platinum, or Star Certification

Hitachi (HDS) Gold or Platinum Certification

Virtualization/hypervisor

(one or more)

VMware Enterprise or Premier Certification

Microsoft Silver or Gold Certification

Citrix Gold or Platinum Certification

Redhat Premier or SI Certification

Desktop virtualization Cisco see websitefor specifics

VMware see websitefor specifics

Citrix see websitefor specifics

Integrated infrastructure

(one or more)

EMC Vblock Systems (Smart Solution)

NetApp FlexPod (Smart Solution), ExpressPod (Smart Solution)

HDS VIA-HDS

Cloud management

(one or more)

Cisco Intelligent Automation for Cloud (IAC)

BMC Cloud Lifecycle Management (CLM )

CA AutoSuite for Cloud

VMware vCloud Director

Customer references Minimum 3

Onsite audit Onsite audit capabilities validation

Onsite audit demonstration


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Cisco UCS Director Rapid Enablement

Cisco UCS Director unifies and automates end-to-end IT converged

infrastructure management processes using Cisco and third-party

hardware. UCS Director provides users with a holistic, single-pane-

of-glass solution to manage and automate virtualization, computing,

networking and storage operations.

Cisco UCS Director Deployment Plans

Any Cisco partner can sell UCS Director. It is currently on the Global Price

List and available in Cisco Commerce Workspace. However, as a new

product to most Cisco partners, all UCS Director sales will be checked for

a valid deployment plan prior to shipment.

The following will automatically be released for shipment:

Orders from Cisco partners who have completed UCS Director training

Orders that include Cisco Data Center Deployment Service for Cisco

UCS Director

Orders delivered by an approved ecosystem delivery partner

Cisco UCS Director Rapid Enablement

The Cisco UCS Director Rapid Enablement program prepares partners to

successfully sell and deliver UCS Director solutions without imposing a

formal program structure. This program provides the following benefits:

Automatic release of UCS Director orders for partners that satisfy the

minimum training requirement

Training specifically designed for partners with existing expertise in

adjacent technologies

Resources to support the sale and deployment of UCS Director solutions

Cisco UCS Director Partner Training

One UCS Director sales training class and three technical training classes

are available. To satisfy the minimum training requirement, partners

must have one person complete the presales Systems Engineer (SE)

Foundations class and one person complete the postsales Field Engineer

(FE) Deployment class. Note that the same person can fulfill both the

SE and FE roles. Table 7 summarizes the UCS Director training options.

Contact your account manager for additional training details.

Table 7. Cisco UCS Director Training Options

Class Format Account

Manager

Presales

Systems

Engineer

Postsales Field

Engineer

UCS Director

Sales

Overview

1.5 hours,

WebEx

Recommended Recommended Recommended

UCS Director

Technical

Foundations

2 days,

WebEx or

in person

REQUIRED Recommended

UCS Director

Advanced

Deployment

2 days, in

person

Optional REQUIRED

UCS Director

Advanced

Development

2 days, in

person

Optional


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PARTNER GOTOMARKET RESOURCES CONT.

Unified Compute Unified Fabric Unified Management

Partner Central Partner Central Partner Central Partner Central

Cisco.com Partner Resources Partner Resources Partner Resources

Cisco Community Data Center and Cloud Cisco Community

Help Desk Partner Helpline- Partner Pre-Sales Support

PDI Helpdesk- Plan, Design & Implementation Support

An Hour With Cisco Data Center Engineers Weekly session Data Center Partner Architecture Team


(not mandatory)

Data Center Competitive Resources

UCS CompetitiveCampaign

Pricing Portal UCS Build and Price

Sales Training SMOREs

Voice of the Engineer

Partner Interactive Webinar

Partner Education Connection

DC Community

DC Quick Start

Customer Proof Points Cisco on Cisco

Customer Case Studies by Vertical

Table 8. Key Cisco sales programs and resources for Cisco Data Center partners. Most are available at no-charge to Cisco DC partners.

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PARTNER GOTOMARKET RESOURCES CONT.

Unified Compute Unified Fabric Unified Management

Assessments Cisco Funded Network Assessments

SIRE

Promotions Smart Plays Nexus Promotional Offers

Cisco UCS New Account Breakaway

Cisco Technology Migration Program (TMP)

Incentive and Promotions

Demand Gen Assets Cisco Partner Marketing Central

Proposal Support Cisco Global Proposals Partner Content Library

Training and Demonstration WWPO Data Center Labs

Cisco UDC KAONs

Cisco Validated Designs Design Zone for Data Center

Table 8 Cont. Key Cisco sales programs and resources for Cisco Data Center partners. Most are available at no-charge to Cisco DC partners.

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PRESALES HELPDESK

Partner Helpline for pre-sales support and the PDI Helpdesk for proactive technical support to deliver higher-quality solutions in a shorter period of time

The Cisco Partner Helplineis a support network for Cisco Partners for all pre-sales support needs. This group is comprised of Cisco program and

product experts to support Partners across the world.

All Partners are welcome to join, regardless of their certification level. Open a case at: www.cisco.com/go/ph

Product Pre-Sales support:

Product specifications/ Design aspects/ interoperability

Partner numbers/ pricing questions

Features/ capabilities/ configuration

Channel Partner Program:

Requirements

Education

Partner Enablement Tools:

Partner Education Connection (PEC)

Quote Advisor/ Quick Quote / CCW

Solutions Builder

Discovery

Talent Acquisition Portal

Customized partner intelligence

Secure Business Advisor

Steps to Success

Competitive Edge

Campaign Builder

SMB Smart Design

CCO - Partner access

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PRESALES HELPDESK CONT.

The PDI Help Desk (PDI-HD) is a free, 12 x 5 worldwide support service which addresses

the need for proactive technical support required by Cisco Partners in the complex tasks

of Planning, Design and Implementation (PDI) of Cisco solutions.

All DC Specialized Partners are eligible. Open a case at: www.cisco.com/go/pdihelpdesk

Benefit to Partners:

Access to a dedicated team of engineers focused on design and deployment best

practices

Deliver higher-quality solutions in a shorter period of time

Smoother project lifecycle

Reduction of operational issues once the solution is in production.

Type of Cases Handled:

Pre-production technical issues

Upgrade and migration planning

Network design reviews

Capacity and scalability advice

Initial setup and troubleshooting

Configuration and feature integration

Supported Data Center Products

Cisco Unified Data Center Solutions

VMware

Certified OSs

Certified Enterprise Applications

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CISCO BUILD AND PRICE

New e-commerce platform offers streamlined access to Cisco Unified

Compute product offerings, allowing customers to build and price the

Cisco solution that fits their needs and route to the partner of their

choosing

The Cisco Build and Price website offers participating qualified partners

an e-commerce presence for re-selling Cisco Unified Compute solutions.

This sales portal provides your customers easy access to Cisco UCS

blade and rack server pricing using a simple approach to building and

pricing server solutions.

Cisco UCS customers can take advantage of:

Fast navigation & ease of use

Focused configuration bundles for quick pricing and ordering

Access to supporting product information

Sales support by Cisco product experts

Cisco Partner will benefit by:

Less time spent on transaction business

Enhanced web presence and ease of ordering Direct routing of leads

Cisco UCS customers can now customize solutions to fit their unique

business needs, compare competitive MSRP pricing, review UCS server

options, and become informed on product features. Sales support is available

via email or phone to help expedite sales orders. Having tailored a solution,

customers can order products saved in their cart via a Cisco Reseller of their

choosing. Customers outside of the US can select their solution, then print or

email it to their local Reseller for quoting in local currency.

Figure 3.Cisco Build and Price

This direct online access for customers creates a more efficient method

to procure UCS servers and speed delivery through Ciscos extensive

Reseller network.

To learn more about participating in this program please see your Cisco

Partner Account Manager.

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INCENTIVES AND PROMOTIONS CONT.

UCS Smartplay Promotions, Solution and Extention Packsoffers are

designed to enable partners to jumpstart Unified Computing Systems

(UCS) opportunities by establishing a Cisco UCS footprint in new

customer accounts through the use of aggressive and very competitively

priced blade and rack-mount UCS bundles. Distributors are enabled to

place direct orders with Cisco on behalf of all Tier 1 and Tier 2 Partners.

These offers are updated on a quarterly basis.

Cisco promotional offers enable partners to more easily establish Cisco

Nexus solutions for data center opportunities. Take advantage of these offers

to capture new opportunities. Offers are updated on a quarterly basis.

Nexus Promotional Offers:

Nexus 7000 Common Equipment Bundles

Nexus 5000/6000 and Nexus 2000 Bundles

Arista to Nexus Competitive Migration Program

Cisco Nexus 2000 Technology Migration

Switching (Cisco Catalyst and Nexus) Competitive Equipment Exchange

Cisco Nexus 7000 Second-Generation Migration Program

Cisco Nexus 7010 Bundle and Cisco ASA 5585-X with SSP-60 Bundle

Security Bundles for Virtual and Cloud

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CISCOFUNDED NETWORK ASSESSMENTS

Proven way to drive sales by identifying and expanding opportunities

Regions: Americas (US/Can)

Ciscos Network Assessment programoffers partner incentives for

performing on-site network audits in targeted end-customer accounts.

The Cisco-funded DC Infrastructure Assessment is used to identify

existing and potential problems as well as opportunities for optimization inyour customers network, data center and cloud environments.

Improve the reliability, scalability, performance and optimization of the

network, data center, UC, and cloud environments

Identify critical issues and map them directly to potential solutions with

easy-to-use reports

Discover potential cost savings measures and consolidation opportunities

Receive detailed inventory data; network, Windows Server, Windows

Workstation, VMware, Cisco CallManager, Linux/Unix servers - and

even printers

Visit our assessment partner Risc Networksfor additional information on their

Solution Mapper Tool including success stories to share with your customer.

Planning and Starting an Assessment

Begin planning for performing an assessment by first working with your

Cisco Account Manager, Partner Account Manager or DC Product Sales

Specialist to identify potential DC Assessment opportunities.

To start a Data Center Assessment we require:

Nomination by local Cisco Account Manager, Partner Account Manager

or DC Product Sales Specialist

A minimum deal size of $200K (USD)

Partner to have DCA, UCT or UFT Specialization

Cisco Partner Cisco and Partner

Identify targetaccounts/partners

Request onlinepriority code viaSIRE portal

Cisco reviewsand approves thenomination viaSIRE portal

Partner acceptsTerms and Conditionsin SIRE portal

Partner submitsPOP in SIRE portal;Cisco reviews;Payment authorized

Partner performsassessments

Figure 4Steps to a Cisco-Funded Assessment

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TRAINING AND DEMO LABS

Online training or customer demonstrations highlighting Cisco and Eco-System partners leadership in data center

solutions

The Cisco Data Center and Virtualization Labs are an online resource for training or customer demonstrations

highlighting Cisco and Cisco Eco-System partners leadership in data center and virtualization solutions. These labs a re

specifically designed to provide Cisco data center partners with a hands-on opportunity to configure and demonstrate

Cisco data center and virtualization solutions.

Two labs are available for self-paced training and demonstration and can be scheduled online:

Data Center and Virtualization

Flex-Pod Training

The following newly-released labs are available on a limited basis and are not currently available for online scheduling.

To schedule these labs please see your data center partner development manager:

Microsoft Cloud

UCS Director

VXI-VMware

VXI-Citrix

Schedule time on the lab today

Lab sessions can easily be scheduled online and can vary from one to eight hours for immediate or future use. Typically a

four hour time slot should be enough to complete a training session. To schedule time go to: http://dcv-labs.labgear.net

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TRAINING AND DEMO LABS CONT.

You will need an account to use the lab. Getting an account is easy. Go to http://dcv-labs.labgear.net and select

Signup at the top of the screen. Enroll using your corporate email, enrollments with personal emails (@gmail.com for

example) will not be approved.

Detailed demo and training documentation is available to registered users.

Data Center and Virtualization Lab

Configuring vPC, FCoE and the FEX using the CLI and using Fabric Manager,

Device Manager and Data Center Networking Manager

Configure VCenter ESXi hosts and SAN attached storage and clone virtual

machine for access to the LAN and SAN

Configuring Overlay Transport Virtualization (OTV) - Configure the Nexus

7000 for OTV preparing for a long-distance OTV event

Configuring VMware VMotion and the Cisco Nexus 1000V

UCS Director

Navigate through the UCS Director software features, self service portal and

Virtual Server Provisioning

Install and configure Cisco UCS Director, deploy Cisco UCS Director software

in VMware vCenter and configure Cisco UCS Director with Microsoft ActiveDirectory Server

Add Virtual Account (VMware vCenter), Physical Accounts, Discover and

Monitor Virtual Resources, Configure Policies for Virtual Cloud (Computing,

Storage, Network and System Policy)

Familiarize yourself with Cloud Sense and Orchestration, Configure

and publish a catalog, Submit and validate a Service Request generate

CloudSense Reports and Introduction to Orchestration

FLEXPOD

Cisco UCS Configuration for FlexPod with clustered Data ONTAP and ESXi

Initial Networking Configuration and Storage Connectivity

Essential FlexPod Integration Tools for vCenter 5.1 and Deploying andConfiguring Nexus 1000v Distributed Virtual Switch

Using the UCS PowerTool to Automate UCS Provisioning and Deploying and

Using the NetApp NFS Plugin for VMWare VAAI

Using UCS Director Unified Infrastructure Controller to Manage FlexPod and

Provision Orchestration Tasks

CITRIX DV

Overview of deployment best practices for Cisco UCS and Citrix XenDesktop

5.6. Understand the UCS Configuration best practices for XenDesktop

Create and apply a UCS Service Profile for Citrix XenDesktop and Install Citrix

XenDesktop 5.6 on UCS

MS CLOUD

Initial Configuration of the Storage Infrastructure (Data ONTAP)

Cisco UCS Configuration and Microsoft Virtualization and Private Cloud

Infrastructure Configuration Initial Configuration of the Hyper-V Hosts

Configuring System Center 2012 and Deploying a Microsoft Private Cloud

on FlexPod

Advanced FlexPod-Microsoft System Center Integration and Configuring UCS

Integration with System Center Operations Manager 2012 (SCOM)

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Focused on applications and the evolving data center architectures and IT consumption models, our FY14 Unified Data

Center Challengers Roadshow will help our partners lead disruptive data center trends, producing amazing customer

outcomes, and accelerate data center growth.

Join Cisco and Intel to learn about the very latest offerings and updates in our data center portfolio, including:

Disruptive fabric innovations such as Application Centric Infrastructure (ACI) and new Nexus switching portfolio

positioning

Computing innovations, including Intel Xeon E5-2600 v2 updates, integrated computing management offerings (UCS

Manager, Central, and Director) and new UCS capabilities with OpenStack and big data solutions

Who Should Attend

All partner principals, Cisco Sales leadership, data center practice leads, AMs, and SEs are encouraged to attend.

Prerequisite

Because of the advanced nature of this content, we assume that those in attendance are familiar with Cisco Unified Data

Center products. If you are new to Cisco Unified Data Center, you may familiarize yourself via on-demand training at

Partner Education Central.

Cisco and Intel are committed to data center growth. During the roadshow we will share the opportunities we have

developed for you to increase personal profitability and even win a few prizes.

PARTNER EVENTS CONT.

Platinum Sponsored by:

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Cisco puts our channel partners at the center of our cloudchannel go-to-market, which

is built around enabling partners to capture cloud solution and services opportunities

with Cisco across the sale of private, public, and hybrid cloud models. By offering a

flexible program structure, we enable our partners to evolve their cloud selling models in

a way that makes the most sense for their businesses, whether as Cloud Builders, Cloud

Providers, or Cloud Services Resellers.

Read the Blog: A Partner Program Like No Other

From beginning to end, we can make it easier to build and resell private cloud solutions,

sell cloud services from an existing Cloud Services Reseller, or offer your own cloud

services as a Cloud Provider.

Figure 6. Cloud spending will continue to grow through 2020

CISCO CLOUD CHANNEL GOTOMARKET CONT.

2011 2015 2020

Cloud Spending

$81B $226B

$777B

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Cisco offers three tracks for partners to participate in:

Cloud Builder: Cisco partners who build and sell Cisco centric cloud infrastructure to end customers and Cloud Providers

Cloud Provider: Cisco partners who manage and sell Cisco Powered cloud services to end customers

Cloud Services Reseller: Cisco partners who resell Cloud Providers Cisco Powered cloud services to end customers

Partners can participate in one or more tracks to meet their existing or evolving selling models.

These tracks are designed to be inclusive for all Cisco partners regardless of their size, business model, or market segment focus.

CloudProvider

Track

CloudServicesReseller

Track

CloudBuilderTrack

Figure 7. Flexible framework addresses all cloud consumption models

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The Cisco Cloud Partner Program offers a number of

benefits, including:

Cisco Cloud Partner brand recognition for achieving

appropriate levels of competency and capabilities,

resonating with customers, partners, and Cisco sales

teams

Exclusive ability to promote yourself to customers,

partners, and Cisco Sales with your own dedicatedlanding page on the Cisco Cloud and Managed Services

Partner Marketplace

Access to external marketing programs and materials

to accelerate your time-to-market and demand using

Cisco Partner Marketing Central

Improved profitability through enhanced VIP and

Marketing Development Funds

Ability to expand and enhance your solution offerings

with Ciscos ecosystem of integrated solutions

Exclusive access to practice enablement tools to buildand manage a joint cloud Go-To-Market engagement

using the Cisco Go-to-Market Resource Center.

For more information on cloud reseller programs, see the

Cisco Cloud page For Partner tab.

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GROW FASTER WITH ISVS

Cisco is increasing its investment in partnerships with independ

unified data center partner guide

Documents