C97-675034-00 © 2011 Cisco and/or its affiliates. All rights reserved. Transitioning Partner...

C97-675034-00 © 2011 Cisco and/or its affiliates. All rights reserved.

Transitioning Partner Core-Bridge Services to Partner Support Service Under the Cisco Services Support Partner Program

Sneha MataniCSPP Program Manager IndiaDate: 24th March 2014

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

AgendaExecutive Summary

Cisco Service Partner Program and Partner Support Service Overview

PC-B to PSS Transition

PSS TelePresence Video Eligibility Requirements

Partner Compensation

PSS TelePresence Video Pricing Summary

PSS TelePresence Video Service Levels

PC-B Transition Roadmap

Resources


Executive Summary PC-B will end of life (EoL) April 26, 2014 (US PST)

Migration of exiting PC-B contracts will occur at renewal

Global availability of PSS Cisco TelePresence Video April 27, 2014 (US PST)

Partner Support Service TelePresence Video

Partner SS offer for the full line of Cisco TelePresence® Video Products

Specific eligibility criteria to access PSS TelePresence Video

Next business day and premium service levels (8x5x4 and 24x7x4) as well as SW Support and Upgrades

Rebates and discounts per the Cisco Services Partner Program performance driven compensation model

PC-B to PSS Transition Highlights

Includes coverage for all Cisco TelePresence Video products

Adds premium service levels

Pricing is aligned to CSPP performance driven strategy comprising of discount and back end performance rebates

For PC-B partners with Advanced, Advanced Plus, and Master level TP Video ATP who meet PSS transition performance targets

Go-To-Market - Direct and through distribution

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4Cisco Confidential 4© 2013 Cisco and/or its affiliates. All rights reserved.

Cisco Service Partner Program and Partner Support Service Overview


Cisco Branded Services

Collaborative ServicesPerformance Management

Eligibility Compensation

Going to Market TogetherCisco Services Partner Program (CSPP)

©2011 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partners only. Do not distribute.


• Network Optimization Service

• Remote Management Services

• Smart Net Total Care

• SMARTnet with Smart Call Home

• NOS with Smart Analytics

• Technical Support

• Advanced Services

• Collaborative Professional Services

• Collaborative Technical Support (for example PSS)

Cisco Branded Services

Collaborative Services

A Simplified Approach

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8Cisco Confidential© 2013 Cisco and/or its affiliates. All rights reserved. 8

Partner Support Service Capabilities: Foundation and SmartPartners develop and deploy services based on both foundational and smart capabilities*

*

Drive Incremental Services RevenueImprove Operational Support MarginsIncrease Customer Loyalty

* Today, smart capabilities are available on many of our TelePresence Video products. Coverage for additional products will be available over time. Please contact your Cisco representative for a complete list of available products


PC-B to PSS Transition


Cisco Partner Core-Bridge Program

Cisco Partner Core-Bridge

Program

Globally available Collaborative Service program

Helps eligible Authorized Technology Provider Program (ATP) Partners continue to grow their

business video service practice

Partners Benefits

• Protect and build upon existing services investments• Utilize Collaborative approach and Cisco Service logo to differentiate and

increase brand recognition and preference• Deliver a complete end-to-end video solution • Increase profitability through Cisco’s comprehensive support capabilities


PC-B Partners

PC-B to CSPP/PSS TransitionToday

PC-B partners have access to PSS and Advance or better ATP.Await creation of the new PSS TelePresence Video service levels.

PSS Qualified

Tomorrow

Not PSS Qualified

PMA = Performance Management Appendix for the CSPP program guide

PC-B partners with Express ATP will need to make other plans

PC-B partners with Advanced or better ATP need to meet PSS Transition Targets

Will need to make alternative plans (i.e. CBS)

PSS support for ALL TP Video products

PC-B support for all Tandberg TP Video products

Note: PC-B End-of-Life is April 25, 2014

Express ATP Partners

Cisco Confidential 12© 2013 Cisco and/or its affiliates. For INTERNAL use only. All rights reserved.

PC-B to PSS TelePresence Video Transition Summary

26-Apr-2014 PST–PC-B will end of life; migration of exiting PC-B contracts will occur at renewal

27-Apr-2014 PST–Global availability of PSS TelePresence Video

Includes Technical Services for all Cisco TelePresence Video products

Available to 1-Tier, 2-Tier Partners

Includes new 4-hour service levels Partners must meet PSS TelePresence

Video eligibility

Performance driven compensation is outlined in the Cisco Performance Management Appendix, located at www.cisco.com/go/cspp

Dates are Pacific Standard Time

http://www.cisco.com/go/cspp


PartnerCore-Bridge EOL

PartnerSupportService

Video

Tomorrow

Transition to Partner Support Service

Simplicity. One program, one offer.

Program:• Cisco Services Partner Program

Offer: • Partner Support

Service

All TelePresence Video products

Multiple ways to participate. Two programs, two separate offers.

Programs:• Partner Core-Bridge

• Cisco Services Partner Program

Offers: • Partner Core-Bridge

Tandberg products

• Partner Support Service

Cisco products

Today


What is changing?

Up front discounts only

Cisco Services Partner Program Rewards Performance (Discounts + Rebates)

Incremental margin opportunity based on performance

Standalone collaborative offer

Alignment to Cisco Partner Support Service for video service levels

Single Cisco Collaborative PSS offer

Partner Core-Bridge standalone program

Single Cisco Services Partner Program

Simplified Cisco/Partner relationship

TomorrowToday Partner Benefits

Next Business Day level of service

Multiple levels of service: Next Business Day and 4 hour

More ways to serve end users (improved productivity, quicker time to resolution)

Service on Tandberg products only

Full line of Cisco TelePresence Video products

Broader coverage


Program and Offer Comparison

OFFER PC-B PSS TelePresence Video

Route to Market All Routes To Market All Routes To Market

Geographies Global Global

Products TANDBERG classical All Cisco TelePresence Video products

Pricing TANDBERG original pricingBuy price is based on performance

Targeting same net buy price for average performer in a geography

Service LevelsNBD, SW support and

upgradesNBD, SW support and upgrades,

8x5x4 and 24x7x4

PROGRAM PC-B CSPP

Partner compensation Front end discount only Discount and Rebate based on performance

Performance metrics(AR, RR, SR, RMA)

Quarterly Metric Tracking for on-going eligiblity

Annual Performance Tracking for on-going eligibility and Quarterly track for rebate

EligibilityTelePresence Video ATP &

Delivery CapabilityTelePresence Video ATP

(excluding Express) and Delivery capability

change/addition


PSS TelePresence Video Eligibility Requirements


PSS TelePresence Video Eligibility Overview Access to the PSS TelePresence Video service levels requires video

technology specific eligibility criteria. See slides 16 and 17 for details.

Eligibility for the PSS TelePresence Video service levels is independent of the eligibility for any other PSS service levels

Access to PSS TelePresence Video service levels does not give a partner access to any other PSS service levels

PC-B partners must meet the regional transition requirements for the measurement periods prior to getting access to PSS TelePresence Video

Once eligible for PSS TelePresence Video service levels, partners must continue to meet ongoing performance metrics


PSS TelePresence VideoEligibility Requirements

Any Partner is eligible for the PSS TP Video service levels if they meet the following requirements:

Enroll in Cisco Services Partner Program (CSPP)

Attain Advanced, Advanced Plus or Master TelePresence Video ATP

Meet the performance targets per the Cisco Services Partner Program Performance Management Appendix (PMA) for your region

Pass Cisco On-site audit or TS Delivery Validation*

Recommendation:

• Dedicated TelePresence Video Technical Support Lab

• Video Diagnostic training

*These requirements do not apply to partners transitioning from Partner Core-Bridge

http://iwe.cisco.com/ws

http://iwe.cisco.com/ws


PC-B Partner Transition Requirements

Any PC-B Partner is eligible for the PSS TP Video service levels if they meet the following requirements:

Enroll in Cisco Services Partner Program (CSPP)

Attain Advanced, Advanced Plus or Master TelePresence Video ATP


PSS TelePresence Video Ongoing Eligibility

Maintain Advanced, Advanced Plus or Master TelePresence Video ATP on a monthly basis

Meet minimum theatre-specific annual threshold performance requirements per the Cisco Performance Management Appendix





PC-B Partner Transition Map for TelePresence Video

Current Partner Characteristics Current OfferOffer Starting April 27 PST,

2014

TP Video ATP - Adv or higher PC-B only PC-B PSS TP Video

TP Video ATP - Express PC-B Only PC-BCisco Branded Service

TP Video ATP - Adv or higher PC-B and PSS

PC-B PSS TP* PSS TP Video

TP Video ATP - ExpressPC-B and PSS

PC-BPSS TP*

Cisco Branded Service

* PSS TP – existing PSS services levels on Cisco legacy products only


Options for PC-B Express Partner

• PC-B Partners with TelePresence Video Express ATP level have the following options:o Upgrade to Advanced ATP level before March 24, 2014o Purchase Cisco Branded Services (CBS)


Partner Compensation


CSPP Performance Driven Compensation

Sales Performance Delivery Performance

Attach Rate Service Request ratio

Renewal Rate RMA ratio

Front-end

Discount*

Partner$$

Buy price is based on partner performance

• Discount and rebate details can be found in the regional 1-Tier and 2-Tier Performance Management Appendices. These are located here www.cisco.com/go/cspp

• If eligible, additional Services Sales Discount Incentive (SSDI) in EMEAR Discounts for 2 Tier Partners are provided by their Distributor



PSS TelePresence Video Pricing Summary


Pricing Principle

• Adjust schedule price based on CSPP partner compensation structure

• Partner buy price neutral for average performing partners in a given Geography


Pricing Strategy – Net Buy Price Neutral

PSS net buy price = PCB net buy price

PSS PCB

Schedule Price $116.08 $100

Discount 42% 42%

SSDI - -

Initial buy price $67.33 $58

Average rebate 13.85% -

Rebate $ $9.33 -

Net buy $58 $58

APAC


PSS TP Video – APAC

PSS TP Video Schedule price

$116.08

Discount = 42%

Sales & Delivery Rebate = 0%

Partner Cost After Discount: $67.33

Combined Rebate:$0

Net Cost:$67.33

MaximumPerformance

UnderPerformanceSchedule Price

AveragePerformance

Discount = 42%

Sales & Delivery Rebate = 32.40%


Combined Rebate:$21.81

Net Cost:$45.51

Discount = 42%

Sales & Delivery Rebate = 13.85%


Combined Rebate:$9.33

Net Cost:$58.00

PC-B Buy Price

$100 List Price

42% Disc

$58.00 net


Service Offer Transition

Products Covered Current Offer Offer Type Program

All TelePresence Video Essential Operate Cisco Branded CSPP

TANDBERG Partner Core-Bridge Collaborative Partner Core-Bridge

Cisco legacy PSS (TelePresence) Collaborative CSPP

Products Covered 4/27/2014 - Offer Offer Type Program

All TelePresence Video Essential Operate Cisco Branded CSPP

All TelePresence Video PSS (TelePresence Video) Collaborative CSPP



DeliverablesPSS

TelePresence Video Service Levels

Corresponding PC-BService Levels

8x5xNBD Adv Replacement SW Support and upgrades

PSRN PADN, PPDN, PMDN

8x5x4 Adv Replacement SW Support and upgrades

PSRE NA

24x7x4 Adv Replacement SW Support and upgrades

PSRP NA

SW Support and upgrades PSRU PAMU, PPMU, PMMU

Supports All Cisco TelePresence Video Products

TANDBERG product lines


Partner Benefits of Transition to PSS TelePresence Video Under CSPPDrive Profitability• Increase services revenue by offering an expanded set of

services that covers all Cisco TelePresence Video Products

• Rebates paid on premium service levels

• Performance–driven compensation plan yields higher margins

Simplify Partner Business Relationships

• One program for all TelePresence Video products and partners reduces complexity of managing multiple programs

Accelerate Customer Transformation

• Drive customer satisfaction by offering robust services across the TelePresence Video portfolio

• Enable partners to become their customers’ trusted advisor on the full line of Cisco TelePresence Video products

Establish Competitive Differentiation

• Offer full suite of Cisco TelePresence Video products and services

• Align with Cisco Services Partner Program, a Market leading services program

• Cisco Services Partner Program offers competitive advantage based on performance


To sum it up..• April 26th End of Sale of PCB globally

• April 27th PSS Video TelePresence SKUs become available globally

• PSS Video TelePresence provide collaborative support service for full line of Cisco Video Products

• Specific Eligibility criteria to avail PSS Video

CSPP Enrollement

ATP Certification

PSS Eligibility as per PMA

• Provides Premium Service Levels

• Follows CSSP Compensation Model

• No change in nett Buy Price

• No change to Cisco Branded Offerings

• Express Partners cannot sell PSS Video – Step up Certification

• A non-PSS partner can sell PSS Video as long as they meet minimum eligibility requirements


PC-B Transition Roadmap


What Can You Expect in the Coming Months?

August thru March

PSDM partner engagements

June 26 PST

End of 60 Day Quote Protection

1st week in Dec

Price list availability

March 24

All partners enrolled in CSPP

April 26 PST

End of Sale/End of Life of the PC-B program

April 27 PST

Quote and order new Partner Support Service levels

October 2013

November2013

August2013

September2013

December2013

January 2014

April 2014

May2014

June2014

February2014

March 2014

Jan 26

By January 26 all partners will receive the Partner Core-Bridge ProgramEnd of Life announcement


Resources


Resources • Cisco Closer Look (Detailed Training on CSPP)

www.cisco.com/go/cspp

• Partner application and information website http://www.cisco.com/web/partners/index.html

• Cisco Services Partner Programhttp://www.cisco.com/web/partners/services/cspp/index.html

• Cisco Collaborative Serviceshttp://www.cisco.com/web/partners/services/cspp/sell_svcs.html#~two

• Partner Support Servicehttp://www.cisco.com/web/partners/services/programs/collaborative/pss.html

• Cisco Branded Serviceshttp://www.cisco.com/web/partners/services/cspp/sell_svcs.html


http://www.cisco.com/web/partners/index.html

http://www.cisco.com/web/partners/services/cspp/index.html

http://www.cisco.com/web/partners/services/cspp/sell_svcs.html

http://www.cisco.com/web/partners/services/programs/collaborative/pss.html




Thank you.


Backup Slides


How Does the Transition Impact Me?

Express Level

Partner

Transition forPC-B

Partners

CONSIDER THE FOLLOWING OPTIONS:

Achieve Advanced ATP or better,

Participate in Cisco Branded Services

Partner Core-Bridge Partners who have Advanced or better ATP Video AND meet Partner Support Service transition performance targets

All routes to market (1-Tier and

2-Tier partners)

All geographies

C97-675034-00 © 2011 Cisco and/or its affiliates. All rights reserved. Transitioning Partner...

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Transcript of C97-675034-00 © 2011 Cisco and/or its affiliates. All rights reserved. Transitioning Partner...