Cisco Services Partner Program...The Cisco Services Partner Program will consolidate eligibility,...

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© 2013 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For APAC (excl. Japan & Greater China) Channel Partners only. Do not distribute

Cisco Services Partner Program: A Closer Look for 1-Tier Partners in APAC, Excluding Japan and Greater China

Presenter

Presentation Notes

Welcome to the Cisco Services Partner Program learning module: A Closer Look for 1-Tier Partners in APAC, Excluding Japan and Greater China Note: This document is updated periodically by Cisco; partners are alerted of changes through notices provided in the Updates section at the Cisco® Services Partner Program website (“Program Website”), www.cisco.com/go/cspp. In the event of a discrepancy between a translated version of this document and the English version of the document located on the Program Website, the English version, which is part of the agreement between Cisco and its partners, shall prevail.


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Upon completion of this module, you will be able to:

Describe eligibility requirements

Define overall compensation and rewards structure, including performance management

Articulate Terms and Conditions

Enroll in the Cisco Services Partner Program

Presenter

Presentation Notes

This training module is designed to help you learn the following key elements of the Cisco Services Partner Program: Eligibility requirements Compensation and rewards, including performance management Terms and conditions Steps to take to enroll in the Cisco Services Partner Program The module should take approximately thirty minutes for you to complete.




There are two ways to view this training:

• Slide view Experience the interactive deck in Slide Show mode to help you see the animation sequences and test your knowledge with periodic knowledge checks.

• Notes view Click on the Notes page for detailed speaker’s notes and key points that provide facts and resource links to help you manage and grow your services business.


Presenter

Presentation Notes

There are two ways to view this training: Slide View Experience the interactive deck in Slide Show mode to help you see the animation sequences and test your knowledge with the periodic knowledge checks. Notes View Click on the Notes page for detailed speaker’s notes and key points that provide facts and resource links for you to further your knowledge about the Cisco Services Partner Program.


Presenter

Presentation Notes

Let’s quickly discuss the reason the Cisco Services Partner Program was developed.




• Multiple contracts, exhibits, and business terms

• Inconsistent investment path

• Multiple eligibility models, incentive programs, and discount structures

• Simplified business relationship

• Aligned with the Resale Channel Program and Managed Services Channel Program

• One global Cisco Services Partner Program for all partners and all services

Presenter

Presentation Notes

Currently, there are approximately 62 individual Cisco partner services programs around the world. These programs: Require multiple contracts, different exhibits, and varying business terms Have inconsistent investment paths Have multiple eligibility models and differing incentives or discount structures In order to simplify the business relationship Cisco has with you, our partners, we’re aligning our structure with the Resale Channel Program and the Managed Services Channel Program that exists in the Worldwide Partner Organization. The Cisco Services Partner Program will consolidate all existing promotions and offers into a single, consistent program for all partner types. By elevating program elements from the individual offers and integrating and aligning them with the Resale Channel Program and Managed Services Channel Program, we will be offering you a consistent, holistic experience with Cisco.




Cisco Branded Services

Collaborative Services

Performance Management

Eligibility Compensation

Presenter

Presentation Notes

The Cisco Services Partner Program incorporates three key elements: first, eligibility; second, compensation and rewards; and third, performance management. These elements are brought together under a simplified legal relationship. Two services families will be available to partners through the Cisco Services Partner Program: Cisco Branded Services and Cisco Collaborative Services. Each has unique eligibility requirements, and based on their investment objectives and customer needs, you can select the services family that most appropriately aligns to your business model. All partners enrolled in Cisco Services Partner Program are eligible to resell Cisco Branded Services, speeding their time-to-market and helping to increase technology and geographic reach. You sell these services and Cisco is responsible for service delivery. The Collaborative Services family -- including such offers as Partner Support Services (PSS), which we will discuss later in this training -- enables qualified you to harness the power of Cisco intellectual capital and smart services innovation in addition to our global service infrastructure. These are value-added ingredients that you combine with your capabilities to create a more comprehensive, co-branded solution. There are also Compensation and Rewards associated with the Cisco Services Partner Program. This value-based compensation model recognizes and rewards you for the full value you bring to the customer relationship. Partners who over-perform or who are involved in higher-value services will get incremental compensation from the backend rebates. This performance-driven environment is more immediate to the current performance-driven compensation models of today. A bit later, we’ll discuss the resources that that help monitor and track performance criteria

Cisco Confidential 7 © 2013 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For APAC (excl. Japan & Greater China) Channel Partners only. Do not distribute

Resale Managed Services

Eligibility Certifications and Specializations

Cloud and Managed Services Program

Designation Requirements

Compensation Discounts and Rebates


Sales and Delivery Performance

Alliance Framework


Presenter

Presentation Notes

As mentioned earlier, the Cisco Services Partner Program supports both the Worldwide Partner Organization’s Resale and Managed Services business models by defining eligibility for the program’s services around either: Certifications and specializations or Cloud and Managed Services Program (CMSP) designations The program incorporates a compensation and rewards structure first around discounts and then around services sales and delivery performance. Additionally, the program simplifies the contractual relationship with you by taking out individual amendments that are only in there today because you participate in so many different programs with Cisco. Note: A detailed definition of Managed Services can be found in the Global Program Guide, at: www.cisco.com/go/cspp





Some programs will continue to be available outside of the Cisco Services Partner Program for a limited period of time

Existing services programs will end

Access to new smart services will be available only under the new program

Presenter

Presentation Notes

It’s important to note that all current services programs will eventually reach an end of life and the Cisco Services Partner Program will become the only way for you to access Cisco Services offers. The timeframes for the end of life process for each of these programs may vary and will be communicated to you through existing communications channels. Access to new smart services will be available only under the new program. During the transition to the new Cisco Services Partner Program, some programs (such as Smart Care, Partner Core-Bridge, and Partner Essential Operate) will continue to be available outside of the Cisco Services Partner Program for a limited period of time. It’s also important to note that all legacy programs will be moving to the Cisco Services Partner Program. Performance under these legacy programs will still be measured; up-front discounts will become back-end rebates. More information on compensation and performance measurement under the Cisco Service Partner Program is provided later in this training.




The Cisco Services Partner Program will consolidate eligibility, rewards, and contractual terms and conditions from the various programs and offers into a single, consistently managed global Cisco Channel Program across all partner types, creating a new simplified business relationship between Cisco and our partners.

Two services families will be available to partners through the Cisco Services Partner Program: Cisco Branded Services and Cisco Collaborative Services. Each has unique eligibility requirements.

All current services programs will eventually end and the Cisco Services Partner Program will become the only way to access the services portfolio for partners

Presenter

Presentation Notes

In summary: The Cisco Services Partner Program will consolidate eligibility, rewards, and contractual terms and conditions from the various programs and offers into a single, consistently managed global Cisco Channel Program across all partner types, creating a new, simplified business relationship between you and Cisco. Two services families will be available to you through the Cisco Services Partner Program: Cisco Branded Services and Cisco Collaborative Services. Each has unique eligibility requirements. All current services programs will eventually end, and the Cisco Services Partner Program will become the only way for you to access the services portfolio Also note that there are standard eligibility definitions for the program. You can find these at the Build Your Services Portfolio site: http://www.cisco.com/web/partners/services/cspp/sell_svcs.html




• Click on the correct choice.

• True or False: The Cisco Services Partner Program aligns to the Cisco Channel Partner Program.

True

False

Good choice. They are both programs designed to help partners and Cisco increase their bottom line and they are built upon the same certification and specialization requirements.

Incorrect. This answer is True.

Click the Next button to continue.

Presenter

Presentation Notes

Let’s take a moment to check your knowledge. Click on the correct choice in this true or false exercise. If you’re unsure of the correct answer, feel free to review this section. When you’ve completed the knowledge check, click the next button to continue.


Presenter

Presentation Notes

Now that we’ve reviewed the foundational definition of the program and introduced the different components. Next we’ll take a look at how this program unites Cisco services and products to align with the Cisco Channel Partner Program, providing a “One Cisco” experience.






Delivery Performance

Performance Evaluation

Period

Specializations Designations

ATPs

Sales Performance

Rebate Targets

Metric Definitions

Base Discounts

Certification Level

Presenter

Presentation Notes

First, it’s critically important under the Cisco Services Partner Program eligibility, compensation and performance management all work together. However, while some of these components are part of all three program elements, others that are part of two, and some are a part of just one program element. As we move through the next few sections of this learning module, keeping this interdependency in mind will help you to understand: What drives eligibility to portfolios Why performance management helps drive compensation How the compensation is driven by which service offers you are eligible for




A Closer Look

Cisco Services Partner Program: Eligibility

Eligibility

Compensation and Rewards

including Performance Management

Terms & Conditions and

Enrollment


Presenter

Presentation Notes

Let’s take a look at Eligibility first.






* Certain Advanced Services may require technology specific ATPs

Partner Sells

+ Cisco Delivers

No eligibility requirements * beyond maintaining Cisco contractual relationship

Offer specific depth, breadth, and performance-based eligibility requirements

Partner Builds Upon, Sells and Delivers

+

Partner purchases Cisco Intellectual Capital

and Services Infrastructure



Presenter

Presentation Notes

The Cisco Services Partner Program eligibility framework is designed to help ensure that Cisco customers have access to high-value solutions and high-quality service delivered through Cisco directly or through you. Offer eligibility requirements align with your existing investments in the Cisco Channel Partner Program. For Cisco Branded Services, with a few minor exceptions, there is no requirement for you to be able to position those services in the marketplace. Anybody can position our Cisco Branded Services because Cisco is delivering the services, and you sell that service to the end-user customer. Eligibility for service offers is defined at the BEGEO ID level. As such, eligibility is granted at the individual partner entity level. There are additional considerations for Cisco Multinational and Global Certified Partners as well as Cisco Managed Services partners that go beyond what is covered in this training. Collaborative Services are a much higher level of services that embody Cisco deliverables. There are specific requirements that dictate which partners have access to which services. The intent is to create a holistically consistent methodology for access to these restricted portfolios. Essentially, you purchase the collaborative service, using the Cisco intellectual capital that’s embodied in that service, and then you create your own services and bring them to the marketplace. Ultimately, you, the partner, drive the actual service experience of the end user by combining what you know to be important for that particular end user with what Cisco can deliver.




Existing Gold and Silver partners who are participating under CSSp or CTS-Bridge and are in good standing are being invited to join the Cisco Services Partner Program with full access to Partner Support Service (PSS). Once under the program, continued access to PSS will be based on specific sales and delivery performance targets to ensure customer satisfaction.

Presenter

Presentation Notes

Cisco is creating an approach that allows you to migrate to this new program from existing co-delivery service offers, such as Cisco Shared Support. The premise, of course, is that you will help differentiate yourself and Cisco with both existing and new customers. At Cisco’s end, we will look at the transition strategy for each partner and define any regional requirements to make sure you’re successfully transitioning from an existing co-delivery program, like Cisco Shared Support or CTS bridge. In order to gain access to Partner Support Service (PSS) – an offer only available through the Cisco Services Partner Program -- you must meet those requirements. More information on PSS compensation and performance management as it relates to the Cisco Services Partner Program is provided in this training. For specific training on the offer itself, please visit this url: (http://www.cisco.com/web/partners/services/programs/collaborative/index.html#~tab~ts,acc~strategy - under the Collaborative Professional Services tab)




BREADTH

DEPTH

VALUE DELIVERED

Presenter

Presentation Notes

Let’s quickly discuss the eligibility framework for Cisco Services Partner Program The three dimensions of eligibility for the program are the partner’s: Breadth, as evidenced in certifications Depth - where do you stand along the continuum of specializations Performance― specifically, your sales and delivery excellence The service-offer team and product management team can elect to use any one of these three different dimensions to help fine-tune which services you have access to. The offer eligibility framework is used to determine which partners are most capable of delivering Cisco Services. Ultimately, this will drive customer satisfaction by making sure you have access to the appropriate portfolio.




Two Pronged Approach Ensures Partner Performance and Customer Satisfaction

+ + Breadth of Capabilities As Validated by Channel Partner Program Audits

Depth of Capabilities

As Measured by Channel Partner Program

Specializations

Service Request Metric

Return Material

Authorization Metric

Maintain Entry Eligibility Requirements

Meet Ongoing Minimum Sales and Delivery

Performance Requirements

Step One Step Two

For Partner Support Service (PSS)

Presenter

Presentation Notes

In addition to entry eligibility, there is also an ongoing eligibility for Collaborative Technical Support Services. With the opportunity to participate in collaborative services comes a responsibility to deliver what we believe to be the ultimate in customer satisfaction. Step 1 in the ongoing minimum sales and delivery requirements is to maintain the initial entry eligibility requirements, specifically Gold certification and product specializations. In addition, because it’s critically important for you to participate in the collaborative environment, Step 2 is to measure your sales and delivery performance, specifically the Service Request and Return Material Authorization (RMA) metrics. Meeting these minimum thresholds helps to ensure that you are delivering on the requirements of the environment. Note that as Cisco continues to grow our Collaborative Services offerings under the program, we will further define requirements at the offer level. These requirements may vary slightly between theaters.




Cisco Services Partner Program


Cisco Services Partner Program

Advanced Services • Full portfolio offers

Technical Services • Full portfolio offers

AS

TS


Collaborative Professional Services (CPS) • Full portfolio offers

Partner Support Service (PSS)

AS

TS

Presenter

Presentation Notes

Let’s take a quick look at some of the offers available under both Cisco Branded Services and Collaborative Services. While Advanced Services and Technical Services are available under both, within Collaborative Services, you also have access to Collaborative Professional Services as well as Partner Support Services. The Cisco Services Partner Program eligibility framework is designed to allow you access to offers that align to your customers’ needs and meet the investments you have made in developing your services practice. For more information on Collaborative Services, visit the Build Your Services Portfolio at: http://www.cisco.com/web/partners/services/cspp/sell_svcs.html#~two




Cisco Services Certification Required

Specialization Required Audit Performance Additional

Requirements


All AS and TS No No No No No

Cisco Collaborative Services

Collaborative Professional Services

Cisco Gold, Silver,

or Premier Certified Partner

Advanced Specializations,

Designations, or ATPs Specific to Offer

No No No

Partner Support Service - Option A for Resale Partners

Cisco Gold and Silver

Certified Partner

No Yes Minimum Sales &

Delivery

Certain pre-chasm technologies (e.g. Video, Data Center, NGN) will

require additional partner investments

Partner Support Service - Option B for Managed Services Partners

Cloud and Managed

Services Program (CMSP) Certified

No Yes Minimum Sales & Delivery

For global transactions, Premier in the geography

where they want to purchase. Certain technologies will

require additional partner investments.

Partner Support Service - Option C for Deeply Specialized

Specific certification levels may be required

depending on technology

Technology specific (TBD)

specializations and /or ATPs

Yes Minimum Sales & Delivery TBD

Presenter

Presentation Notes

Let’s review the key points of what we just discussed: The Cisco Services Partner Program eligibility framework is designed to allow you to access offers that align to your customers’ needs and meet the investments you have made in developing your services practice. If you are enrolled in the Cisco Services Partner Program, you are automatically eligible to resell Cisco Branded Services. Eligibility for Collaborative Services is based on your investment in the Cisco Channel Partner Program certifications, specializations, and designations as well as on maintaining breadth and depth requirements and minimum performance requirements. Under the Cloud and Managed Services Program, you have two compensation models you may choose from: VIP CMS track, with discounts and rebates OR The Simplified Pricing track which only applies a special discount, approximately equivalent to the potential discount plus rebate rewards, upfront. Simplified Pricing promo codes can only be applied to product purchases with the intended use for “Managed Services”, not to Resale transactions. Specific requirements for Collaborative Services will be defined for each service offer and may vary slightly between theaters. You can find this information in the Global Program Guide at www.cisco.com/go/cspp. Once the program enrollment process has been successfully completed, you are eligible to enjoy the benefits of the Cisco Services Partner Program.




Managed Services

• Recognizes investments in Cisco Channel Partner Program

• Certification, Specialization, and ATPs

• Recognizes investments in Cloud and Managed Services Program (CMSP)

• CMSP certifications and designations

Resale

Sales and Delivery Performance

Audits or Assessments

Deeply Specialized

Deep

• Recognizes investments in specific technologies

• Specializations, designations, and/or ATPs specific to new and emerging technologies

• May require additional partner investments for certain technologies

Presenter

Presentation Notes

Cisco’s approach to applying the eligibility rules recognizes your investment in Cisco and your specific capabilities joined by other Authorized Technology Provider (ATP) status to other types of requirements. Resale recognizes your investments in the Cisco Channel Partner Program. Managed Services recognizes your investments in our existing Cloud and Managed Services Program (CMSP). For example, certifications and specializations are used in determining whether or not you have obtained the required eligibility requirements. Cisco also recognizes a ‘deeply specialized’ partner community; these work within a very specific product portfolio or technology. Cisco uses certifications, specializations and ATP on all three of these dimensions – Resale, Deep, and Managed Services. Throughout all three, Cisco requires some level of audits or delivery performance assessments. Sales and delivery performance is also measured to determine whether or not you should be participating in a particular portfolio.




Managed Services Resale Deeply Specialized

Deep for Certain Technologies

• Cisco Gold, Silver, or Premier (by invitation) Certified Partner

• Master CMSP Certified Partner

• At least Premier in the geography where purchased

• Specializations, designations, and/or ATPs specific to targeted technologies

• May require additional partner investments for certain technologies

Minimum Sales and Delivery Performance

Certification Onsite TS Audit

Presenter

Presentation Notes

In order for you to be eligible for participation in Partner Support Services (PSS) within Resale, you are required to be Cisco Gold or Silver Certified. From a Managed Services perspective, there are specific requirements that must be met in order to have access to Partner Support Services. In certain geographies, Cisco Premier Certified Partners has been developed based on a nomination process. Cisco Premier Certified Partners who are currently involved in the Collaborative Services program today, can be included in the channel program and gain access to the Partner Support Services offered by invitation. To be Deeply Specialized, there is specific content that you must obtain to gain access to Partner Support Service for that particular product portfolio or product technology.




Managed Services Resale Deeply Specialized

• Cisco Gold, Silver, or Premier Certified Partner

• Plus Advanced Specializations and/or ATPs specific to offer

• Master or Advanced CMSP certified

• Plus Advanced Designations and/ or ATPs specific to offer

• N/A

No Sales or Delivery Performance

No Audits Required

Presenter

Presentation Notes

Audits are applied across different dimensions, as well as sales and delivery performance thresholds. Collaborative Professional Services eligibility can be mapped to Gold, Silver, and Premier certification status. Within the Resale business model, there are very specific specializations or ATPs that might be required for a particular offer to be accessed. With Managed Services, Cisco uses the same standards as in in advanced Cloud and Managed Services Program (CMSP) certification, as well as looking at your advanced specializations or ATPs.




A Closer Look

Cisco Services Partner Program: Compensation and Rewards


Eligibility

Compensation and Rewards

including Performance Management

Terms & Conditions and

Enrollment

Presenter

Presentation Notes

Now let’s look at how compensation and rewards are derived under the Cisco Services Partner Program and how performance management drives those rewards.




Back-end Performance Rebates

Up-Front Program Discounts

Presenter

Presentation Notes

There are two major areas we’re emphasizing within the compensation environment. The first one is the up-front program discount - an incremental incentive that’s provided to you when you achieve and maintain a certain level of sales performance excellence. The second is back-end performance rebates. We’ve created an opportunity for you to drive your final cost from Cisco across different areas of the compensation model.




Technical Services Advanced Services

Flat TS Discount

(40%)

Sales Performance Rebate (0-12%)

Premium Services Rebate (1%)

Deal Based Discount (0-10%)

List Price

Presenter

Presentation Notes

With that understanding, let’s take a closer look at compensation from a Cisco Branded Services perspective: Begin with the list price, which is a market price visible to customers. Next, there is a flat discount for Technical Support Services based on the market conditions within a particular theatre. There will be a sales performance rebate that is driven by both attach and renewal performance over a specific period. Cisco has created a premium services rebate. This is an incremental rebate when you sell the more robust services elements beyond the next-business-day services. Finally, from an Advanced Services perspective, discounts are deals-based.




Premier (36%)

Silver/ Advanced

MSCP (40%)

Gold/Masters MSCP (42%)

Schedule Price

Certification Based Discount

Presenter

Presentation Notes

The Collaborative Professional Services compensation model introduces a schedule price. A schedule price is different from a list price in that it is a business-to-business, Cisco-to-partner price. It’s not a market price. The schedule price is not published or given to customers. It is Cisco’s price to you, our partners. Once the schedule price is established, certification-based discounts are provided. Gold partners and Masters MSCP certified partners get a 42% discount. Silver and Advanced MSCP certified partners are aligned at 40%. Premier partners get a 36% discount. Today these discounts are aligned to the Worldwide Partner Organizational discount. This approach creates synergy between product and services.




Schedule Price

Silver (40%)

Gold or Masters MSCP (42%)

Certification Based Discount D

isco

unt

Reb

ate

Value Based Rebate (0-32.4%)

Sales performance % (0-12%)

Delivery Performance Factor (0-2.70) X

Premium Services Rebate (1%)

1% on eligible premium bookings

Presenter

Presentation Notes

From a Partner Support Service perspective, eligible partners can fit to build. We’ve already introduced the schedule price. The certification-based discount is at the same level of discount: 42% and 40%. Regardless of whether you are using Professional Services, Collaborative Professional Services or Partner Support Services, your goal discount equates to the same level. Your goal certification process creates the same level of discount: 42%. Value-based rebates take a holistic view toward sales and delivery performance. We determine the sales performance that you could earn, determine the delivery performance factor, and come up with a value-based rebate. This combines both a sales performance and a delivery performance component into one incentive structure. We still have the premium services rebate: 1% for those premium services bookings.




Service Request

Ratio (SR)

Return Material Authorization

(RMA)


Factor <= 10 <=35 2.70

>20 to 35 >50 to 95 2.20

>35 to 50 >95 to 130 1.50

>50 to 75 >130 to 180 1.00

>75 >180 0.00

Example: Thresholds would be set to drive average sales rebate to targeted partner population and performance

The lower of SR or RMA = Delivery Performance Factor >10 to 20 >35 to 50 2.50

Example Partner A

x [( + ) x ] =

Value-based Rebate

Booking AR Rebate % RR Rebate % Delivery Factor $500,000 5.5 % 4.5 % 0.00 $0 [Bookings x (AR% +RR%) x Delivery Factor] = Value-Based Rebate

Bookings $500,000, AR rebate 2.5%, RR rebate 2.5%, SR 15, RMA 40, Value-based rebate: $500,000 x (5% x 2.50) = $62,500

Presenter

Presentation Notes

As we explained earlier, Partner Support Service supports a value-based rebate. If you are involved in a collaborative environment, you need to look at both sales and service delivery performance excellence. Let’s look at an example. With a $500,000 bookings amount, let’s assume your attach rebate is 2.5% and renew rebate is 2.5%. Your Service Request, or SR, and Return Material Authorization, or RMA, performance is determined across various tables with various bands in performance. In this example, your SR is 15 and RMA is 40. The lesser of the two performance delivery levels is the multiplier or factor used to determine the net final value-based incentive. By taking the bookings by the total of the attach rate and renew rate percentages and then multiplying the delivery factor, the value-based rebate in Example A is $62,500. In this approach, if you are consistently performing across all four of the critical metrics, you will maximize your backend reward, and by definition, would be able to maximize or minimize your costs from Cisco for services.




Service Request

Ratio (SR)

Return Material Authorization

(RMA)


Factor <= 10 <=35 2.70

>10 to 20 >35 to 50 2.50

>20 to 35 >50 to 95 2.20

>95 to 130 1.50

>50 to 75 >130 to 180 1.00

>75

Example: Thresholds would be set to drive average sales rebate to targeted partner population and performance

The lower of SR or RMA = Delivery Performance Factor

>35 to 50

>180 0.00

Example Partner B

x [( + ) x ] =

Value-based Rebate

Booking AR Rebate % RR Rebate % Delivery Factor $500,000 5.5 % 4.5 % 0.00 $0 [Bookings x (AR% +RR%) x Delivery Factor] = Value-Based Rebate

Bookings $500,000, AR rebate 2.5%, RR rebate 2.5%, SR 40, RMA 190, Value-based rebate: $500,000 x (5% x 0) = $0

Presenter

Presentation Notes

Let’s take a look at another example. In this situation, the bookings are $500,000, the attach rate and renew rate are both 2.5%, just like before. But this time, the SR is 40 and the RMA is 190. Given what we know of value-based rebate calculation, your rebate would be $0. With this rebate system in the Cisco Services Partner Program, it is clear Cisco is rewarding for both sales and delivery.




Premium Services Bookings Rebate

Defined A fixed incremental 1% rebate paid on bookings for qualifying partners choosing premium service levels as opposed to the basic or minimum levels. Available to partners meeting minimum sales performance rebate thresholds.

Eligibility Partner must meet either the Attach or Renew minimum rebate target threshold for the quarter to become eligible.

Presenter

Presentation Notes

The premium services incentive provides the opportunity to earn rewards incremental to the sales performance rebate for partners who choose services with premium service levels as opposed to the basic or minimum level of service available. This incentive is a fixed incentive and will be available to partners earning a sales performance rebate. Premium service rebates can enhance rebate opportunities. For example, if you earn a sales rebate, whether it is for attach rate, renew rate, or both, you will then receive an extra 1% of your premium business. The percentage is not paid on all eligible bookings, only on the premium bookings.




APAC Technical

Services Advanced Services


Discount 40% Transaction Based

Rebates

Sales Performance Rebates plus Premium Services Rebate Incentive

0-12% +1%

0% 0%

Collaborative Services Partner Support Services (PSS)

Collaborative Professional Services

(CPS)

Discounts

Gold Discount Silver Discount Premier Discount

42% 40%

42% 40% 36%

Rebates

Value-Based Rebates plus Premium Services Rebate Incentive

0-32.4% +1%

0% 0%

Presenter

Presentation Notes

In summary, the Discounts and Rebate rewards for 1-Tier partners are calculated based on value-based rebate formula of [Bookings x (AR% +RR%) x Delivery Factor]=Value-Based Rebate Listed here are the discount and rebate percentages for both Technical Services and Advanced Services for 1-Tier Partners. These are applicable to your theater only.




Compensation strategy that allows you to manage your services cost from Cisco as you maximize your performance

Reward performance excellence and higher value services through rebates that further drive profitability

Combined upfront discounts and back end rebates drive total compensation Discounts

• Flat discount for Cisco Branded Services • Certification driven discount for Collaborative Services

Rebates • Sales Performance Rebates for Cisco Branded Services (TS) • Value-Based Rebates for Partner Support Service

Presenter

Presentation Notes

The Cisco Services Partner Program’s compensation strategy creates an environment in which you have an opportunity to manage your services costs from Cisco in a way that is much more immediate than it has been.




GLOBAL EASYPAY (GEP)

PERFORMANCE METRICS CENTRAL (PMC)

PARTNER PROGRAM INTELLIGENCE (PPI)


• Review and manage performance metrics associated with Cisco Services Partner Programs from this central location

Rebate Tracking and Reporting Eligible Incentive Payments

• WW Cisco Partner resource to manage your incentive payments

• Payments made in the form of cash wire transfers

• Review eligible bookings details

• Review incentive payment calculation results

Presenter

Presentation Notes

The rebate process utilizes three tools that work in concert to determine your performance and eligible bookings, and from there, determine the actual rebate dollars that are passed back to you. Some best practices are to utilize: Performance Metrics Central, or PMC, (www.cisco.com/go/pmc) to review and manage performance Partner Program Intelligence , or PPI, (http://www.cisco.com/web/partners/tools/partner_program_intelligence.html#~4 ) to review and determine what the eligible bookings are Global EasyPay, or GEP, (http://www.cisco.com/web/partners/tools/global_easypay.html#~3, ) to pay that rebate out to you As we integrate with the rebate process with the Cisco Services Partner Program targets and thresholds, we are using the capabilities of these tools as they exist today. NOTE: Payment Eligibility • Payments will only be made to those partners with a valid contractual agreement with Cisco. • Rebate and Incentive Payments will only be made in the country or country group where the rebate is earned. (i.e. meaning where the transaction took place) • Global Partners, may aggregate payments to a single entity or location within their company provided that entity is named in the formal “Agreement” with Cisco. These aggregations must be approved by Finance and Legal.




Attach Rate: Measures Partner’s performance in selling service with the hardware Partner sells Measured at the partner level for all contract types No product category exclusions Quarterly View Measurement period is back 15 months forward 12 months

Renewal Rate*: Measures Partner’s performance in renewing service contracts Measured at the partner level for all contract types No product category exclusions Quarterly View Note: Denominator includes the opportunity for the entire quarter

* All partners who enroll in the Cisco Services Partner Program will now be eligible for a Renewal Rate Promotion.

Presenter

Presentation Notes

Let’s begin with the sales performance metrics: attach and renewal rates. The definition for both metrics remains the same under the Cisco Services Partner Program. The main difference is that the attach and renewal rate will be based on a quarterly view rather than a semi-annual view. The Attach Rate will be measured at the partner level for all Technical Services contract types. We don’t have any specific product category exclusions, and the measurement period is still going to be the back 15, forward 12 month calculation. In addition, the adjustment for Limited Lifetime Warranty products will be part of the standard attach rate logic. With the attach rate calculation, the denominator is the Service Attach Opportunity, or all serviceable hardware items sold by the partner with service coverage. It’s really hardware products for which service is available, and those products shipped in the current measurement period. The Service Opportunity is normalized to Cisco SMARTnet Service Global List Price at the next -business- day service level. The numerator is the Service Attached, or any service coverage for the items that are part of the denominator. We will be using the Quarter to Date view of the renewal rate, which is the same way the renewal rate is used in the CBR promotion to drive the quarterly rebates currently. The Renewal Rate is measured at the partner level for all contract types; we don’t have any product category exclusions; we will be using the quarterly view; and the denominator includes the opportunity for the entire quarter. One difference to note is that while the Attach Rate includes only hardware products, the Renewal Rate also includes software and non-serialized items. With the Renewal Rate calculation, the denominator is the Service Renewal Opportunity, and includes all serviceable items that have a service end date or expiration in the Cisco quarter being measured. The Renewal Rate numerator, or the Service Renewed, includes the renewed service coverage for any of the opportunity items. This means the partners need to renew opportunities in a timely manner to ensure the renewal is completed before the end of the quarter so that the renewal status can trickle down into PMC and PMC can recognize that the item is renewed. When the metrics quarter closes, anything that has been renewed and is showing as renewed in our upstream systems will be reflected as such in PMC. *NOTE: All partners who enroll in the Cisco Services Partner Program will now be eligible for a Renewal Rate Promotion. This promotion provides the benefit of a “60-day look back” when calculating renewal rate metric performance used in determining a partner’s sales performance rebate percentage. The 60-day look back means that renewals occurring up to 60 days after the due date will be counted toward the renewal rate metric in the quarter in which they are due. For example, if a contract is due for renewal in the third month of Cisco fiscal quarter 2, and it is renewed within 60 days of the renewal date, it will count toward the metrics and rebates for quarter 2. Cisco will take a snapshot at the end of the quarter for metrics and rebate payments and then another snapshot 60 days later to update the rebate metric. If any additional rebate is due, it will be paid in the next rebate payment cycle. Full details regarding the promotion can be found in the Renewal Rate Promotion Guide under the Resources tab at www.cisco.com/go/cspp.




Service Request Rate: Measures Partner’s ability to provide technical support for their end-customers Measures the Service Requests raised to TAC for all PSS contracts Install base calculated according to SNT NBD price Quarterly View, normalized to annual value

RMA Ratio: Measures Partner’s ability to effectively troubleshoot hardware issues Measured number of replacement parts requested by partner Install base calculated according to SNT NBD price Quarterly View, normalized to annual Value Standard exclusions account for Cisco product issues (DOAs, Field Alerts)

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Presentation Notes

Let’s move on to the delivery metrics. Delivery metrics are based on the Service Request Ratio, which will continue to be used in the same way it is used for Shared Support today with one exception: we’ll be introducing a quarterly view. The SR Ratio metric is total cases closed over a dollar value, and it’s expressed as number of cases closed per one million dollars worth of install base value. It is based on the number of cases that support partners raise with the Cisco TAC over the total supported install base value. The number of cases is measured at the time of case closure, not at the time the partner actually opens the case. The denominator: Total Supported Install Base Value is the total list price of any items offered under co-delivered offers at the time of measurement. It’s normalized, like everything else in PMC, to the 12 months equivalent of Cisco SMARTnet Next Business Day, or if SMARTnet is not the appropriate service available for the product, then it’s the equivalent. You could think of the install base value as a SMARTnet Next Business Day quote of all items under coverage with a co-delivered contract type. In the case of the Cisco Services Partner Program, it will be the SMARTnet value of all Partner Support Services (PSS) contract lines at a given point in time. The numerator: Total Number of TAC Cases Closed is the total number of TAC cases raised by the partner and measured at time of case closure. We do have a number of standard exclusions that account for Cisco product issues; for example, DOAs, field alerts, and so on. We also have multiplier factors that account for higher case volume under certain Advanced Technologies: for example, Cisco TelePresence®. The RMA Ratio metric is, in principle, very similar to the SR Ratio. It’s the Total Number of Replacement Units over the Total Supported Install Base Value. The denominator: Total Supported Install Base Value is the exact same figure we saw for the SR Ratio metric. The numerator: Total Number of Replacement Units that Cisco has shipped in response to requests from the partner. Just as with the SR Ratio, standard exclusions apply for Cisco product issues. We also have a multiplier factors in place that account for low-value/high-volume products: for example, IP phones, cable modems, etc.




Rebate Evaluation Period Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Quarterly based for each metric x x x x x x x x

PSS Evaluation Period Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

Yearly (Cisco fiscal) Exceeds Targets by EOFY Continued Access to PSS

Yearly (Cisco fiscal) Fails to Meet Targets GWP Meet

Fails to Meet Targets GWP Loss of PSS

Rebate Evaluation Period • Attached Rate utilizes existing rolling attach calculation • Renew Rate for Q1, Q2, Q3 are based on 60 day look-back; Q4 is real time results • Service Requests (SR) and Return Material Authorization (RMA) are based on quarter results

PSS Evaluation Period • Attach Rate utilizes “transition to date” calculation • Service Requests (SR) and Return Material Authorization (RMA) are based on 4 quarter average • GWP- Get Well Plan period allows partner to attain any failed metrics for continued access • Access to PSS will continue during GWP period

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Presentation Notes

The sales performance evaluation process considers the following: Annual assessments of Attach Rate and Renew Rate during fixed evaluation periods Attach Rate based on Transition-to-date logic Renew Rate based on Year-to-Date taken at the end of the evaluation period Partner must meet the respective minimum sales performance targets during the fixed evaluation period to maintain Partner Support Service eligibility. Delivery performance determined by Service Request ratio and Return Material Authorization ratio based on average of the individual quarterly results during the evaluation period. Partner must achieve minimum performance targets on both to maintain eligibility.




Partners’ performance measured in: Sales Performance and Delivery Performance.

Improve the performance metrics to achieve higher rebate.

Rebate is processed quarterly.

Attach Rate

Renew Rate

SR Rate

RMA Rate

Service Sales Performance Rebate

%


Factor

Value Based Service Rebate %

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Presentation Notes

Let’s quickly recap the key points we’ve discussed about performance metrics. We are measuring your performance in two separate areas under the Cisco Services Partner Program: Sales Performance and Delivery Performance. When you join the Cisco Services Partner Program, you have access to Cisco Branded Services, and you will be measured on your sales performance. Sales Performance will drive two elements: First, it will continue to be used as a gaiting factor for Worldwide Channels Partner certification for Gold and Silver Certified Partners. Second, it will drive the sales performance rebates for those partners. Renew and Attach Rates will be based on a quarterly view. For delivery metrics, the Service Request ratio and the RMA ratio will also be based on a quarterly view. All current metrics will be based on their standard metrics rules and policies. No rule changes specific to the use within Cisco Services Partner Program will be made




1

Go to www.cisco.com/go/pmc to access the tool, then click “Launch PMC 2.0” to begin.

2


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Presentation Notes

In the next several slides, you will see images pulled from the Performance Metrics Central (PMC) tool. Note that these images include illustrative numbers that may not be indicative of calculations for your theater. First, let’s talk about accessing PMC. Partners must log in using their Cisco.com ID. Selecting Launch PMC 2.0 will open the tool. Within PMC 2.0, partners can select options from the Home, Scorecard, and Reporting pages. Training resources for new and existing users are also available from the Training section within the PMC Community

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

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




Blank


Metrics are updated weekly and metrics are measured monthly for program purposes

NOTE: Numbers are illustrative.

View Attach and Renewal Detailed Reports by clicking on “Request Reports”

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Presentation Notes

When you click the Scorecard tab, the program scorecard metrics are displayed, defaulting to the most current month. The display can be adjusted by selecting the ‘measurement month.’ The call out buttons provide a definition of the metric and rebate percentages. Click the Request Reports button to see the detailed reports for the corresponding metrics. These can be emailed in an Excel format.





NOTE: Numbers and formulas are illustrative.

If you click on the Rebate % hyperlinks you will see the Thresholds and Incentives table which shows the thresholds

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Presentation Notes

Let’s look some more at the layout of the PMC Scorecard. Look at the far right column. Click the Projected Rebate Percentage of the selected metric to open a pop up with the Thresholds and Incentive tables. At the bottom of the Scorecard, find the link View Thresholds and Incentives. This is where you can verify the threshold needed to receive the rebate. You can also access the Target Thresholds and Rebates on your PMC Scorecard for by clicking on any of the values displayed in the column titled Projected Rebate %.




Scorecard example: Sales Performance Rebate Example using

ILLUSTRATIVE numbers from Q2FY11 The AR and the related AR rebates are located here. The RR and the related RR rebates are located here This is the total Sales Performance Rebate percentage.

NOTE: The higher the AR and RR is, the higher the Sales Performance Rebate will be.


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Presentation Notes

Now let’s explain where you can find the metrics we’ve been discussing on the PMC Scorecard. Remember, the numbers you see here are illustrative. On this example, you can find the AR rebates in the far right column – and remember it’s now measured on a quarterly basis. The AR rebates are located toward the middle of the scorecard. Based on these illustrative numbers, the total Sales Performance Rebate percentage is located on the bottom right. Recall that total Sales Performance Rebate is determined using both attach and renew rates. The higher the AR and RR is, the higher the Sales Performance Rebate will be.




Scorecard Example: Value Based Service Rebate

There will be a Delivery Performance Factor “X” Sale Performance Rebate (as shown in last slide).

The ‘Delivery Performance Factor’ is decided by RMA and SR performance, shown here.

NOTE: The lower the SR and RMA, the higher the Value Base Service Rebate will be.


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Presentation Notes

With the Value Based Service Rebate example, the Delivery Performance Factor is added to the Sales Performance Rate. This factor is decided by the delivery performance RMA and SR shown in the far right column. The Projected Value Based Service Rebate for these illustrative numbers is located in the bottom right. Remember, the lower the SR and RMA, the higher the Value Base Service Rebate will be.




Sales performance rebate incentives are determined using attach rate and renewal rate metrics. Partners must meet a minimum 60% attach rate threshold to qualify for an attach rate rebate. Partners must meet a minimum 45% renewal rate threshold to qualify for a renewal rate rebate. Minimum attach rate rebate a partner can earn is 2% up to a 4% maximum. Minimum renewal rate rebate a partner can earn is 1% up to a 6% maximum.

The Premium Services Incentive provides the opportunity to earn rewards incremental to the sales performance rebate for partners choosing services with premium service levels.

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Presentation Notes

Now that you understand the metrics definitions, formulas for calculating these metrics, and where to find the metrics within the key performance management tool, how does this impact your business? It’s all tied to performance. First, Cisco will pay quarterly cash rebates to you when you meet or exceed sales performance targets based on your eligible Technical Support bookings for Cisco Branded Services (for example, Cisco SMARTnet Service), Smart Care and other Collaborative Services. As you know, sales performance rebate incentives will be determined using attach rate and renewal rate metrics. Rebate calculations for attach rate and renewal rate are made independently of each other. This means that you can earn a rebate based on either attach rate, renewal rate, or both. Sales performance rebates are applicable to all partners. You must meet a minimum 60% attach rate threshold to qualify for an attach rate rebate and a minimum 45% renewal rate threshold to qualify for a renewal rate rebate. With the Cisco Services Partner Program linear rebate approach, the minimum attach rate rebate you can earn is 2% up to a 4% maximum. The minimum renewal rate rebate you can earn is 1% up to a 6% maximum. Maximum sales rebate incentives are paid if you achieve 90% of the attach rate metric and 75% of the renewal rate metric. The Premium Services Incentive provides the opportunity to earn rewards incremental to the sales performance rebate for your performance when you choose services with premium service levels, as opposed to the minimum or basic level of service available. This incentive is a fixed incentive and will be available to partners earning a sales performance rebate. And finally, the value-based rebates look to sales and delivery performance with a holistic view. We determine the sales performance that you could earn, determine the delivery performance factor, and come up with a value-based rebate. This combines both a sales performance and a delivery performance component into one incentive structure.




Reb

ate

Paym

ents

Metric Performance

1.0%

2.75%

7.0%

60% 90%

Static Approach Pays the Same Rebate Payment

Within the Standing Level

Min Rebate Threshold

Not Met

<60% >

Linear Approach Pays Rebates Based on Function

of Partners Precise Metrics Result

75%

Formula for AR Linear:

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Presentation Notes

This slide demonstrates the linear rebate methodology using the SR Ratio for Delivery Performance. We have set the minimum performance at 50 SRs per one million dollars worth of install base. At that point you will be eligible for a two point rebate. The maximum is set at a performance of 10 SRs per one million dollars worth of install base, and that would make you eligible for a five point rebate. You could have a performance better than 10 per one million dollars worth of install base, but the rebate incentive is capped at five points. In between those we have the linear function, and your SR Ratio metrics results translate directly into the rebate percentage. As an example, if you have 25 cases per one million dollars worth of install base, the rebate incentive will be 2.75%. If the performance is worse than 50 cases per one million dollars worth of install base, the minimum rebate threshold has not been met, and you will not earn a rebate. If you fall below 75 per one million, this means you have not met the minimum performance threshold and will be declared ineligible. We will then initiate the Get Well Process. One important item to note: The program rules state that in order to be able to earn a delivery performance rebate, you must meet the minimum rebate target for both the SR Ratio metric and the RMA Ratio metric. This means that even if you were earning top marks on the SR performance, if your RMA performance does not meet the minimum RMA Ratio performance target, your Delivery Performance rebate will be zero.




Attach Rate: Attached Rate utilizes existing rolling attach calculation. For PSS, Attach Rate utilizes “transition to date” calculation


Renew Rate, Service Requests, & Return Material Authorization: Renew Rate for Q1, Q2, Q3 are based on 60 day

look-back; Q4 is real time results SR and RMA are based on quarter results Fore PSS, Service Requests (SR) and Return

Material Authorization (RMA) are based on 4 quarter average

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Presentation Notes

To calculate performance in the evaluation process, your transition-to-date attach rate provides attach rate from the moment you join the program. The Attach Rate uses the existing rolling attach calculation. For PSS, Attach Rate utilizes “transition to date” calculation. Renew Rate for Q1, Q2, and Q3 are based on a 60-day look-back. Q4 is determined by real-time results. SR and RMA are based on quarter results. Fore PSS, Service Requests (SR) and Return Material Authorization (RMA) are based on the four quarter average.




Partner Up-Sell / Value add will be rewarded separately from metrics calculation

Uplift factor to rebate % to be applied to up-sell/value add services bookings

Rebate Type Rebate % Eligible Bookings Rebate $$s

Sales Performance Rebate %

= 2.5% $1,000,000 = $25,000

Premium Services Rebate %

= 1.0% $200,000 = $2,000

= $ 30,600

Presenter

Presentation Notes

As we’ve said, when you earn a Sales Performance rebate, you are then eligible for a Premium Services rebate. This slide demonstrates the Premium Services rebate. The Premium Services rebate says you will get an additional incremental number of percentage points in rebate. The table displays a basic breakdown of the numbers applied to the Premium Services Rebate.




The Cisco Services Partner Program offers a consistent, performance-based partner compensation model designed to reward the quality and value of the partner-to-customer relationship.

The Cisco Services Partner Program compensation framework is based on the simple principle that partners are rewarded for providing greater value to the customer.

Cisco will pay quarterly rebates to partners who meet or exceed performance targets and minimum quarterly bookings on Cisco Branded Services and Collaborative Services.

Partners must achieve minimum performance targets to earn rebates. The maximum rebate incentive threshold marks the percentage rate ceiling.

For partners enrolled in the Cisco Services Partner Program, total compensation comprises a combination of up-front discounts and earned back-end rebates.

Audits will be administered on a regular basis to ensure partners maintain entry eligibility requirements and meet ongoing delivery performance requirements.

All current metrics will be based on their standard metrics rules and policies; no rule changes specific to the use within Cisco Services Partner Program will be made

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Presentation Notes

Let’s quickly recap the key points we’ve discussed about compensation and performance management under the Cisco Services Partner Program. The Cisco Services Partner Program offers a consistent, performance-based partner compensation model designed to reward the quality and value of the partner-to-customer relationship. The Cisco Services Partner Program compensation framework is based on the simple principle that partners are rewarded for providing greater value to the customer. Cisco will pay quarterly rebates to partners who meet or exceed performance targets and minimum quarterly bookings on Cisco Branded Services and Collaborative Services. Partners must achieve minimum performance targets to earn rebates. The maximum rebate incentive threshold marks the percentage rate ceiling. For partners enrolled in the Cisco Services Partner Program, total compensation comprises a combination of up-front discounts and earned back-end rebates. Audits will be administered on a regular basis to help ensure that partners maintain entry eligibility requirements and meet ongoing delivery performance requirements. All current metrics will be based on their standard metrics rules and policies. No rule changes specific to the use within Cisco Services Partner Program will be made





• True or False: There are value-based rebates combining sales and delivery performance for those partners participating in Partner Support Service (PSS).

True

False

Good choice. Partners who are involved in a collaborative environment need to look at both sales and delivery performance excellence.

Incorrect. This answer is True.


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Presentation Notes


Cisco Confidential 49 © 2013 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For APAC (excl. Japan & Greater China) Channel Partners only. Do not distribute


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Presentation Notes

Now let’s quickly discuss the contractual services relationship.




New services relationship executed through simple Click-to-Accept process

Cisco Services Partner Program: Global Program Guide

New SI Services Amendment or ICPA

1 2 3

Build Your Services Portfolio

Performance Management Appendix

Eligible Bookings Guide

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Presentation Notes

There is a simple three-step framework and execution process: New SI services amendment (for direct partners moving into the Channel Partners Program) or ICPAs (for indirect Partners) will be created as you join the Channel Partners Program. The new services relationship will be executed through a simple click-to-accept process. Once you are accepted in the process, you can access all of the corresponding legal terms and conditions in the Cisco Services Partner Program Global Program Guide and other program documentation. The Global Program Guide, found at www.cisco.com/go/cspp, is the main document that defines the program, but there is additional specific documentation available that brings together the entire relationship Cisco is driving if you are a new partner moving into the Channel Program, such as: Build Your Services Portfolio The Performance Management Appendix The Eligible Bookings Guide




CB

R o

r CTS

-B E

xhib

it E

xhib

it C

System Integrator - Agreement R

emot

e O

PS

A

men

dmen

t “X

”

Tran

sact

iona

l AS

Am

endm

ent “

Y”

Cisco Services Partner Program Services Exhibit C

System Integrator - Agreement

Cisco Services Partner Program Guide

Services Portfolio

Documents

Additional Program

Documents

Current Structure Structure under Cisco Services Partner Program

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Presentation Notes

Under the Cisco Services Partner Program, all program-related material, exhibits, and legal documents are rolled up under one System Integrator Agreement. No longer will you have separate amendments, addendums, or exhibits to sign and keep track of.




Once you have decided to join the Cisco Services Partner Program, your legal signatory will receive an email sent by the Click Accept tool that will include a link to the Cisco Services Partner Program Amendment.

Your Authorized Legal Signatory will need to log in to the Click Accept application using their CCO ID to view the Cisco Services Partner Program terms and conditions. If the email is sent to the wrong person, please notify your Cisco Partner Service Development Manager.

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Presentation Notes

Enrolling in the Cisco Services Partner Program is easy. Once you have decided to join the Cisco Services Partner Program, your legal signatory will receive an email sent by the Click Accept tool that will include a link to the Cisco Services Partner Program Amendment. Your Authorized Legal Signatory will need to log in to the Click Accept application using their CCO ID to view the Cisco Services Partner Program terms and conditions. If the email is sent to the wrong person, please notify your Cisco Partner Service Development Manager.




After clicking Accept, you will be enrolled in the Cisco Services Partner Program

After reviewing the Cisco Services Partner Program Amendment, enter your electronic signature and click Accept to join the Program

The Cisco Services Partner Program Support Exhibit will outline all the terms and conditions for your review

1

2

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Presentation Notes

The Cisco Services Partner Program Support Exhibit will outline all the terms and conditions for your review After reviewing the Cisco Services Partner Program Amendment, enter your electronic signature and click Accept to join the program After clicking Accept, you will be enrolled in the Cisco Services Partner Program





• True or False: In order to enroll in the Cisco Services Partner Program, partners with a direct purchasing relationship with Cisco must sign a new Systems Integrator Agreement Services Addendum.

True

False

Good choice Partners with a direct purchasing relationship with Cisco must sign a sign a new Systems Integrator Agreement Services Addendum.

Incorrect. This statement is true.


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Presentation Notes





Build on the product proficiencies achieved through investments in Cisco certifications and specializations to expand services practices for more profitable business growth

Increase rewards in proportion to performance with a new, value-based approach to developing, selling, and delivering services together with Cisco

Offer a more predictable return on service business investments through consistent eligibility and rewards

Presenter

Presentation Notes

In conclusion, the Cisco Services Partner Program clearly defines eligibility, a consistent compensation and reward structure, performance management criteria and a simplified contract—all aligned with the Cisco Channel Partner Program. The Cisco Services Partner Program will help you: Build on the product proficiencies achieved through investments in Cisco certifications and specializations to expand your services practices for more profitable business growth Increase rewards in proportion to performance with a new, value-based approach to developing, selling, and delivering services together with Cisco Offer a more predictable return on service business investments through consistent eligibility and rewards




With the completion of this module, you should now be able to:

Enroll in the Cisco Services Partner Program

Describe eligibility requirements

Define overall compensation and rewards structure, including performance management

Articulate Terms and Conditions

Presenter

Presentation Notes

With the completion of this course, you should now undestand: Eligibility requirements Compensation and rewards, including performance management Terms and conditions Steps to take to enroll in the Cisco Services Partner Program There are numerous resources available to support the program, from partner enablement tools to operating practice guides. You can access those resources at: www.cisco.com/go/cspp

Thank you.

Cisco Services Partner Program...The Cisco Services Partner Program will consolidate eligibility,...

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