(External) CMSP FY17 Update Power Hour · CMSP Partners’ choice on per deal basis: • Simplified...
Transcript of (External) CMSP FY17 Update Power Hour · CMSP Partners’ choice on per deal basis: • Simplified...
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Sep 15, 2016
(External) CMSP FY17 Update – Power Hour
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Agenda – 90 Minutes C
MS
P
UP
DA
TE
Mala Ranganathan
Sebastian Kroeger
Rick Yost
CLO
UD
MD
F
IN-D
EP
TH
Glen Peterson
MA
RK
ET
ING
Xander Uyleman
Q&
A
All
Panelists
Kyle York
Erissa Renfer
All
25 MINUTES 35 MINUTES 15 MINUTES 15 MINUTES
1 2 3 4
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CMSP FY16 Update
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CMSP Update – 1HFY16
Cisco Cloud Architecture for the Microsoft
Cloud Platform – July’16
Counts towards Two (2) Cisco
Powered services
Eligible for Cloud MDF
One-time Enrollment for Cloud Services Reseller (CSR)
New Cisco Powered Services
Catalog – Nov’15
Go to: marketplace.
cisco.com/cloud
Audit every Three (3) years
– Q1FY16
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CMSP Update – April 2016
RATIONALIZATION OF ROLES
Personnel requirements for relevant
Cisco Powered service(s)
Removed at company level
• CCIE for Master
• CCNP for Advanced
• CCNA for Express
SIMPLIFICATION FOR CLOUD PROVIDERS
Cloud & Managed Services Portfolio: Requirements document update
Streamlined requirements**
• Support Lab
• Project Management and
• Design Requirements
**Not required except for HCS & HCS for Contact Center
CSAPP TOOL TRANSITIONED TO PROGRAM MANAGEMENT APPLICATION TOOL - MAR’16 WWW.CISCO.COM/GO/PMA
http://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pma
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Cisco Powered Services Portfolio
Internet Service IP Trunking Metro Ethernet
MPLS VPN Service Provider
Wi-Fi Data Services over Satellite
Business Communications
Unified Contact Center
Business Video
Intelligent WAN as a Service
(Moved to Managed)
Managed Security
Cisco Powered Managed Services (11)
Infrastructure as
a service
Desktop as a
Service
Disaster
Recovery as a
Service
Hosted Security
Service
Cloud Cell Architecture for
SAP HANA
Unified
Communications
as a Service
based on HCS
Contact Center as a Service
based on HCS
Video &
TelePresence as
a Service
Cisco Powered Cloud Services (9)
Architecture for The Microsoft
Cloud Platform
VIEW REQUIREMENTS UNDER THE CMSP TAB AT: www.cisco.com/go/audit
http://www.cisco.com/go/audit
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Fast Forward to FY17
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CMSP Updates – FY17
New! Partner Discount Flexibility
Cisco Cloud Sales Comp
Cloud MDF for Providers
New! Cloud MDF on Partner Marketing Central (PMC)
Cisco Powered Services Catalog
Cisco Powered Cloud Campaign – PMC
PROGRAM BENEFITS Partner ENABLEMENT
New! CPS – Solution Incentive Program Integration
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• No finance option lock-in for 6 months
• One time enrollment in Simplified Pricing Program (SPP) by CMSP Partner by BEGEOID
• CMSP Partners can enroll in VIP arch track and use Simplified Pricing simultaneously
• Simplified Pricing booking will be excluded from VIP calculations
Partner Discount Flexibility
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CMSP Partners’ choice on per deal basis:
• Simplified Pricing with pre-approved upfront discount for predictability
• Best available discount with back end payment eligibility through Value Incentive Program (VIP) to improve partner profitability
NOTE: VIP to Cloud Services Resellers (CSRs) for reselling providers’ Cisco Powered cloud services has been discontinued
Partner Discount Flexibility
YOU CAN USE SIMPLIFIED PRICING FOR CLOUD/MANAGED ORDERS www.cisco.com/go/simplifiedpricing
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VIP TRACKS
http://www.cisco.com/go/simplifiedpricing
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Calibrate
…. rates to better align supply and
demand with market rates
Cisco Cloud Sales Compensation
Align
…. Cisco field compensation and
joint GTM benefit to partner investment
Credit
…. according to actual contract term vs. committed term
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Cloud MDF for Providers
Cloud MDF accrual includes:
• Supply bookings for all Cloud Providers for:
HCS, HCS-CC, TPaaS, HSS, IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP
• Demand bookings for all Cloud Providers for:
HCS, HCS-CC, TPaaS and HSS
• Demand bookings for cloud comp eligible Cloud Providers for:
IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP
Cloud Providers
(offer Cisco Powered cloud service(s))
PARTNER ELIGIBILITY
$200,000
Up to $100K can be based on Demand
All of $200K can be based on Supply
ANNUAL CAP
3% Cloud Supply
2% Cloud Demand
ACCRUAL AS %NET BOOKINGS
$5,000
MINIMUM ACCRUAL
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Cloud MDF For Providers – FY16 vs. FY17
PARTNER ELIGIBILITY
Cloud Providers
CLOUD MDF ACCRUAL
Annual CAP
$200,000
Supply–2%
Net Booking
Up to $100k
Demand–2%
Net Booking
Up to $200k
Minimum
$5,000
ACCRUAL ELIGIBILITY
Supply
For all Cloud Providers for all
CP Cloud services
Demand
For all Cloud Providers for all
CP Cloud services
FY16
PARTNER ELIGIBILITY
Cloud Providers
CLOUD MDF ACCRUAL
Annual CAP
$200,000
Supply–3%
Net Booking
Up to $200k
Demand–2%
Net Booking
Up to $100k
Minimum
$5,000
ACCRUAL ELIGIBILITY
Supply
For all Cloud Providers for all
CP Cloud services
Demand
For all Cloud Providers for: HCS, HCS-CC, TPaaS, and HSS
*For Cloud comp eligible Providers for: IaaS, DaaS, DRaaS, SAP Hana, and CCA-MCP
FY17
*Mirrors IaaS Cloud comp changes
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Cloud Providers – Other Updates
# CLOUD MDF FY16 FY17
1 Eligible Cloud
MDF activities
Current list Update: Revised list for FY17
2 CloudCenter,
Tetration, and
Metapod
N/A New: Will be added to Eligible Product Families list;
new compared to FY16
3 Program Terms
and Conditions
Current T&C Update: More detailed program T&C will be published
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Cisco Powered Services – SIP Integration
Reward partners for building
complete solutions
Reward partner account reps with better
margins and increased revenue
Cisco Resale Partners can now sell
end-to-end hybrid solutions by
integrating 3rd party applications
through our ecosystem of CMSP
Cloud Providers
• DRaaS
Inmage
Zerto
• DaaS
Citrix
Desktone/VMWare
• SAP HANA as a Service
Managed print
The hybrid cloud strategy is accelerated by integrating these
solutions in a Cisco Powered Cloud:
To be SIP Eligible, the solution must incorporate 3rd party applications or customized line of business software. (moving workloads for cloud consumption selling does not qualify as a solution)
• IaaS
Vertical applications
Legacy applications
converted to SaaS
Custom line of business
applications
ISV applications
IoT Solutions
Managed print
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Glen Peterson
FY17 Cloud Market Development Fund (Cloud MDF) for Builders
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• Cloud Builders
• Earn 2% of net bookings for Cisco-eligible product families resold to end customers
FY17 Cloud MDF for Builders
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FY17 Cloud MDF for Builders
Cloud Builders
(attain the Master Cloud Builder Specialization)
Partner Eligibility
$75,000
)
Annual Cap
2% of Cloud Bookings
Accrual as Percent of Net Bookings
$5,000
Minimum Accrual
CLOUD BUILDERS EARN 2% OF NET BOOKINGS FOR CISCO-
ELIGIBLE PRODUCT FAMILIES RESOLD TO END CUSTOMERS
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FY17 Cloud MDF for Builders
Purpose Requirements Program Details
To fund our partner’s Cisco-
centric cloud services market
development activities
Cloud Builder:
Attain the Master Cloud Builder Specialization
• Accrual Period runs July 31,2016 –
July 29, 2017
• Fund Utilization Period ends October
28, 2017
• Based on eligible products bookings
• Eligible demand generation activities
submitted in PMC/Ansira for review
• Automatic enrollment in program
• See Terms and Conditions for details
Partners based out of China are not eligible to
participate in FY17 Cloud MDF for Builders
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Eligible Product Families for Builders
UCS UCSB UCSC UCSX CLDAUTO & UCSM
N2000 N3000 N5000 N7000 N9000
Data Center
Product Families
COPC (Metapod)
C3 (Cloud Center)
TETR (Tetration)
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FY17 Eligible Activities for Builders
Mentored 1
Assessments/POCs/Demos 2
SPIFF 3
Training 4
• Mentored deployments/POC*
• Mentored strategy workshop for end customer (ECS)*
• Practice Development Consultation – partner targeted*
*Must be done by list of approved 3rd party vendors (Lumos, Vzure, Metsi, OneCloud, Onstak
Housley, WorldLink, Engage ESM, Bay Infotech)
• Training on specific DC technologies (no learning credits)
• Drive NAB, Reactivate, etc.
• Sales incentives
• Customer Consulting Engagements around Cloud, Data & Analytics, Application Migration
• End Customer Test Drives
• Assessments
• POC (show data sheet or SOW))
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• Partners can see and manage FY17 Cloud MDF from PMC on September 26
• Training session will be available in October (dates TBD)
Cloud MDF is moving from Sire to Partner Marketing Central (PMC)
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• Partners can see and manage FY17 Cloud MDF from PMC on September 26
• Training session will be available in October (dates TBD)
Cloud MDF is now on Partner Marketing Central (PMC)
Cloud MDF on PMC
CLOUD MDF IS MOVING FROM SIRE TO PARTNER MARKETING CENTRAL (PMC):
www.ciscopartnermarketing.com
http://www.ciscopartnermarketing.com/
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FY17 Cloud MDF Process Flow Steps Completed by Cisco Steps Completed by Partner
1 2 4 5 6 7 8 9 10
Cisco approves activity
plan in PMC/Ansira tool Partner selects from
preapproved list of
activities and develops
activity plan with their
Cisco
PAM/BDM/Marketing
Manager
Accrual calculation done
on a monthly basis for
partners that have been
approved as Cloud
Infrastructure, Cloud
Builder, or Cloud
Provider
Partner uploads Proof of
Performance (PoP) into
PMC/Ansira tool
Cisco initiates
payment process
via Ansira
Partners automatically
enrolled based on
attaining MCB
Accrual calculation
manually communicated
monthly to partners and
loaded into PMC/Ansira
Partner creates a
nomination in
PMC/Ansira for the
activities they want to do
Partner completes
activities
Proof of Performance
(PoP) is validated
by Ansira
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Proof of Performance
Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
Data Center Training ● Course and Certification Costs - Includes the actual costs
charged for individuals taking the course or certification. May
also include events costs if the Partner/Distributor or third-party
employed by the Partner/Distributor is administering the event.
Note: Excludes Alcohol and Other Non-Reimbursable Expenses
● A Third-Party Invoice issued to the Partner/Distributor for the full cost of the activity.
And
● Proof-of-Performance of Training - Verification of completion of the training activity must
be provided, including: documentation that outlines the specific training/specialization
name and level achieved, objective/purpose of the training, overview of training material
(needs to be training on Cisco content), full list of participants, start and end dates. All
PoP must reflect the appropriate Cisco Representation and include Proof of Activity Start
and Completion Date. And Photo of training if possible.
Sales Incentives - Cash ● Contest and Administration Fees - Includes reasonable and
pre-approved fees charged by the Partner/Distributor or third-
party program administrator to cover costs of sales incentive
contest promotion and administration, prize procurement and
reporting.
● Incentives and Prizes Awarded Costs - Refers to the actual
cash value of awarded incentives and prizes.
● Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner/Distributor
Company's Letter-Headed Stationary reflecting the full cost of the activity
And
● Proof-of Performance of Sales Incentive Program (includes cash and non-cash
incentives) - Verification of completion of the incentive program, including documentation
of the incentive description and objective, incentive program eligibility and rules, list of
winners, itemized list of prizes and quantities, start and end date. All PoP must reflect the
appropriate Cisco Representation and include Proof of Activity Start and Completion Date.
Sales Incentives - Non-Cash ● Contest and Administration Fees - Includes reasonable and
pre-approved fees charged by the Partner/Distributor or third-
party program administrator to cover costs of sales incentive
contest promotion and administration, prize procurement and
reporting.
● Incentives and Prizes Awarded Costs - Refers to the actual
cash value of awarded incentives and prizes.
● Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner/Distributor
Company's Letter-Headed Stationary reflecting the full cost of the activity
And
● Proof-of Performance of Sales Incentive Program (includes cash and non-cash
incentives) - Verification of completion of the incentive program, including documentation
of the incentive description and objective, incentive program eligibility and rules, list of
winners, itemized list of prizes and quantities, start and end date. All PoP must reflect the
appropriate Cisco Representation and include Proof of Activity Start and Completion Date.
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Proof of Performance Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
Mentored Activities Cost of engaging 3rd party integrator in facilitating the install. Completed site visit report, SOW on company letter head from integrator, outlining the
cost of the service, the customer it was delivered to, date of service and product to be
installed. Invoice from third party integrator indicating the work is complete.
Proof of Concept Proof of concept or test drive with end customers using Cisco
Data Center and Cloud technologies
Proof of Concept Report and Invoice if done by 3rd
party
End Customer Test Drive 3rd
party instructor led training Invoice and list of attendees
Customer Consulting
Engagement
Cost of engaging 3rd
party vendor Invoice and consulting recommendation report
Cloud Assessments ● Cloud Assessment Services Costs (from Approved Third-
Party Vendors)
● Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner Company's
Letter-Headed Stationary reflecting the full cost of the activity
And
● Proof-of-Performance of Network Assessment (Refers solely to approved Network
Assessments) - Verification of completion of the network assessment must be submitted
in the form of an invoice from third-party company. Invoice must specify number of
network assessments conducted along with a summary of the results specific to Cisco
product and services opportunities. All PoP must reflect the appropriate Cisco
Representation and include Proof of Activity Start and Completion Date.
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Glen Peterson
FY17 Cloud Market Development Fund (Cloud MDF) for Providers
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• Cloud Providers
• Earn 3% of net bookings for Cisco-eligible product families. These products are deployed as part of the Cisco Powered Cloud Service, with title held by the provider.
• Earn 2% for cloud demand bookings
• Cloud MDF accrual includes:
• Supply bookings for all Cloud Providers for: HCS, HCS-CC, TPaaS, HSS, IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP
• Demand bookings for all Cloud Providers for: HCS, HCS-CC, TPaaS and HSS
• Demand bookings for cloud comp eligible Cloud Providers for: IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP
FY17 Cloud MDF for Providers
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Cloud MDF for Providers
Cloud MDF accrual includes:
• Supply bookings for all Cloud Providers for:
HCS, HCS-CC, TPaaS, HSS, IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP
• Demand bookings for all Cloud Providers for:
HCS, HCS-CC, TPaaS and HSS
• Demand bookings for cloud comp eligible Cloud Providers for:
IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP
Cloud Providers
(offer Cisco Powered cloud service(s))
PARTNER ELIGIBILITY
$200,000
Up to $100K can be based on Demand
All of $200K can be based on Supply
ANNUAL CAP
3% Cloud Supply
2% Cloud Demand
ACCRUAL AS %NET BOOKINGS
$5,000
MINIMUM ACCRUAL
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FY17 Cloud MDF for Providers
Purpose Requirements Program Details
To fund our partner’s Cisco-
centric cloud services market
development activities
Cloud Provider:
Approved for at least one Cisco Powered Cloud Service
• Accrual Period runs July 31,2016 –
July 29, 2017
• Fund Utilization Period ends October
28, 2017
• Eligible products and cloud demand
bookings defined per Cisco Powered
Cloud Service
• Eligible demand generation activities
submitted in PMC/Ansira for review
• Automatic enrollment in program
• See Terms and Conditions for details Partners based out of China are not eligible to participate in FY17 Cloud MDF for Providers
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Eligible Product Families for Cloud Providers
UCS UCSB UCSC UCSX CLDAUTO & UCSM
N2000 N3000 N5000 N7000 N9000 DaaS
HSaaS
DRaaS
SAP Hana
IaaS
TPaaS TP Products , ** Manual Tracking, Provider must submit SO,
PO for all TPaaS orders
CPA for MCP COPC (Metapod)
C3 (Cloud Center)
TETR (Tetration)
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Eligible Product Families for Cloud Providers
UCS UCSB UCSC UCSX
CLDAUTO & UCSM
N2000 N3000
N5000
N7000
N9000
HCS UCSSHCS UCMHCS
HCMHCS
*HCS-CC, HCS-CC-AGNT-T1, HCS-CC-AGNT-T2, HCS-CC-AGNT-T2B, HCS-CC-AGNT-T3, HCS-CC-AGNT-T4, HCS-CC-AGNT-T5,
HCS-CC-AGNT-T6, HCS-CC-IVR-PRT-T1, HCS-CC-IVR-PRT2-T, HCS-CC-IVR-PRT-T3, HCS-CC-IVR-PRT-T4, HCS-CC-IVR-PRT-
SVR, HCS-CC-MEDIA-85, UCSS-HCS-CC-AGT-T1, UCSS-HCS-CC-AGT-T2, UCSS-HCS-CC-AGT-T2B, UCSS-HCS-CC-AGT-T3,
UCSS-HCS-CC-AGT-T4, UCSS-HCS-CC-AGT-T5, UCSS-HCS-CC-AGT-T6, UCSS-HCS-CC-IVR-T1, UCSS-HCS-CC-IVR-T2, UCSS-
HCS-CC-IVR-T3, UCSS-HCS-CC-IVR-T4, UCSS-HCS-CC-IVRRPT
HCS_CC*
HCS
COPC C3 TETR
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Activities Eligible for Cloud MDF for Providers
Customer
Engagements
Seminars
Webinars
Tradeshows/Floor
Days
Customer Events
Opportunity (planning)
Eligible Activities
Sales Enablement
Sales Incentives
Learning Credits
Training/Certification
Sales and Marketing
related headcount
Campaigns
Email Campaigns /
Telemarketing / Direct
Mail
List Acquisition
Paid Search
Success Stories
and Case Studies
Success Story/Case
Study
White Paper
Videos
Cloud Market Research
--Proof of Concept Engagements
--EBC’s
--Cloud Assessments
NOT Allowed Activities:
Airfare or Hotel
Events not focused on Cisco Powered
Advertising
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• Partners can see and manage FY17 Cloud MDF from PMC on September 26
• Training session will be available in October (exact dates TBD)
Cloud MDF is moving from Sire to Partner Marketing Central (PMC)
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• Partners can see and manage FY17 Cloud MDF from PMC on September 26
• Full Service Activities (FSAs) will be available for Providers in APO on Sept 26
• FSAs will become available in other GEOs in H1FY17
• Training session will be available in October (exact dates TBD)
Cloud MDF is now on Partner Marketing Central (PMC)
Cloud MDF on PMC
CLOUD MDF IS MOVING FROM SIRE TO PARTNER MARKETING CENTRAL (PMC):
www.ciscopartnermarketing.com
http://www.ciscopartnermarketing.com/
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FY17 Cloud MDF Process Flow
Steps Completed by Cisco Steps Completed by Partner
1 2 4 5 6 7 8 9 10
Cisco approves activity
plan in PMC/Ansira tool Partner selects from
preapproved list of
activities and develops
activity plan with their
Cisco
PAM/BDM/Marketing
Manager
Accrual calculation done
on a monthly basis for
partners that have been
approved as Cloud
Infrastructure, Cloud
Builder, or Cloud
Provider
Partner uploads Proof of
Performance (PoP) into
PMC/Ansira tool
Cisco initiates
payment process
via Ansira
Partners automatically
enrolled based on
attaining MCB
Accrual calculation
manually communicated
monthly to partners and
loaded into PMC/Ansira
Partner creates a
nomination in
PMC/Ansira for the
activities they want to do
Partner completes
activities
Proof of Performance
(PoP) is validated
by Ansira
3
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Proof of Performance
Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
Cloud Market
Research
• Research costs including valid third-party costs
surrounding customer data collection, business
analytics and consulting engagement.
• Either a Third-Party Invoices or a Breakdown of Internal Costs on Partner Company's
Letter-Headed Stationary reflecting the full cost of the activity
List Purchase
/Rental
• Mailing List Procurement and Subscription Costs
- Includes all fees and costs related to the
procurement/rental of mailing lists, subscription
fees for valid third-party marketing distribution
programs.
• Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner Company's
Letter-Headed Stationary reflecting the full cost of the activity
And
• Proof-of-Performance of List Purchase/Rental - The final version of the Statement-of-
Work (SOW) for the service must be provided. The SOW must indicate the number of
names purchased or rented, specific data attribute fields purchased (e.g. name,
address, email,...), geography and customer segment. In some cases, the invoice will
contain the breakdown of the costs and will therefore serve as an acceptable SOW.
Additional documentation that outlines the scope of the activity (what the list was used
for) and start and end date must be provided. All PoP must reflect the appropriate
Cisco Representation and include Proof of Activity Start and Completion Date.
Collateral • Development and Production Costs - Includes valid third-party agency fees and expenses
related to the creation, design and production of
marketing materials. - Includes valid third-party
agency fees and expenses related to the
creation, design and production of marketing
materials.
• Postage/Delivery Costs - Refers to the actual cost
of postal services, including government carriers
or non-government operated delivery services,
where necessary and reasonable.
• Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner/Distributor
Company's Letter-Headed Stationary reflecting the full cost of the activity
And
• Proof-of-Performance of Printed Marketing (Includes all print advertising, collateral,
outdoor, signage, direct mail, merchandising) - Verification of all final-produced
marketing materials must be submitted in digital format (photograph, scanned copy of
original, or PDF file). If applicable, full media schedule (including start and end dates
and stations Web sites, or events where the materials were used) must also be
provided. If the produced asset contains text, it must be legible. If the produced asset
contains a hyperlink, the full URL and access to the live Web (landing) page must be
provided. All PoP must reflect the appropriate Cisco Representation and include Proof
of Activity Start and Completion Date.
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Proof of Performance
Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
Search Engine
Optimization / Paid
Search
• Marketing Program and Sponsorship Costs -
Includes valid third-party costs associated with
participation in an activity or coordinated set of
activities designed to achieve specific marketing
objectives.
• A Third-Party Invoice issued to the Partner/Distributor reflecting the full cost of
the activity.
And
• Proof-of-Performance of Search Engine Marketing - Adequate supporting
documentation of the campaign must be provided including: full list of key
words/ad words purchased, screen capture of search engine web results
including date of screen capture, the full URL and access to the Web (landing)
page, start and end date of campaign (if applicable). All PoP must reflect the
appropriate Cisco Representation and include Proof of Activity Start and
Completion Date.
Web Newsletters &
E-Mail
• Development and Production Costs - Includes
valid third-party agency fees and expenses
related to the creation, design and production of
marketing materials. - Includes valid third-party
agency fees and expenses related to the creation,
design and production of marketing materials.
• Advertising Media Placement Costs - Includes
valid third-party print publication, radio, television,
online/Web, or other media costs associated with
running an advertisement within a particular
media vehicle.
• Marketing Program and Sponsorship Costs -
Includes valid third-party costs associated with
participation in an activity or coordinated set of
activities designed to achieve specific marketing
objectives.
• Postage/Delivery Costs
• Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner
Company's Letter-Headed Stationary reflecting the full cost of the activity
And
• Proof-of-Performance of Digital Marketing (Includes Web and e-mail marketing) -
Verification of all final-produced Web pages, content, banners, emails and other
digital assets must be submitted in digital format (screen capture, digital file,
URL link to live page or PDF file). Full media schedule (including start and end
dates and stations Web sites, or events where the broadcast media ran) must
also be provided. If the produced asset contains text, it must be legible. If the
produced asset contains a hyperlink to a Web (landing) page, the full URL and
access to the live Web page must be provided. All PoP must reflect the
appropriate Cisco Representation and include Proof of Activity Start and
Completion Date.
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Proof of Performance Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
3rd Party Events
(Sponsorships/Trade
Shows)
• Development and Production Costs - Includes valid
third-party agency fees and expenses related to the
creation, design and production of marketing materials.
- Includes valid third-party agency fees and expenses
related to the creation, design and production of
marketing materials.
• Event Costs
• Marketing Program and Sponsorship Costs - Includes
valid third-party costs associated with participation in
an activity or coordinated set of activities designed to
achieve specific marketing objectives.
Note: Excludes Alcohol and Other Non-Reimbursable
Expenses
• Either a Third-Party Invoice or a Breakdown of Internal Costs on
Partner/Distributor Company's Letter-Headed Stationary reflecting the full
cost of the activity
And
• Proof-of-Performance of Event (Includes internal and external events, event
sponsorships and Webinars) - Adequate supporting documentation of the
event must be provided including: copy of the invitation, event audience
and number of attendees, event description (including Cisco involvement),
event agenda, copy of the presentation(s), (if live event) photo or event
recording or (if online Webinar) screen capture or event recording. All PoP
must reflect the appropriate Cisco Representation and include Proof of
Activity Start and Completion Date.
Pre-Event Planning • Event Deposit Costs - Includes pre-event deposit fees for location, speakers and event equipment rental (A/V
equipment, furniture). Does NOT include costs of
purchasing demo equipment).
Note: Excludes Alcohol and Other Non-Reimbursable
Expenses
• A Third-Party Invoice issued to the Partner/Distributor reflecting the cost of
the deposit.
And
• Proof-of-Performance of Pre-Event Planning (Refers solely to the Pre-
Event Planning activity) - The final version of the Statement-of-Work (SOW)
for the event deposit from the third-party vendor must be provided. The
SOW must indicate the start and end date of the event. In some cases, the
invoice for the event deposit will contain the breakdown of individual costs
covered by the deposit and will therefore serve as an acceptable SOW.
Should also include planned Cisco representation.
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Proof of Performance Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
Seminars and Events
with External
Audience
• Event Costs (Excludes Alcohol) - Includes expenses
associated with the planning and implementation of a
Cisco-focused event. Includes event location rental,
speaker fees (for third-party speaker), customer ticket
and sponsorship purchase, food and non-alcoholic
drinks, audio/visual and broadcast fees, event related
equipment rental (excluding demo equipment
purchase), event planning, Cisco co-branded
merchandise with the authorized Cisco
Partner/Distributor relationship logo and/or co-branded
with the Partner/Distributor company logo.
Note: Excludes Alcohol and Other Non-Reimbursable
Expenses
• Either a Third-Party Invoice or a Breakdown of Internal Costs on
Partner/Distributor Company's Letter-Headed Stationary reflecting the full
cost of the activity
And
• Proof-of-Performance of Event (Includes internal and external events, event
sponsorships and Webinars) - Adequate supporting documentation of the
event must be provided including: copy of the invitation, event audience and
number of attendees, event description (including Cisco involvement), event
agenda, copy of the presentation(s), (if live event) photo or event recording
or (if online Webinar) screen capture or event recording. All PoP must
reflect the appropriate Cisco Representation and include Proof of Activity
Start and Completion Date. Should also include planned Cisco
representation.
Webinars • Development and Production Costs - Includes valid third-party agency fees and expenses related to the
creation, design and production of marketing materials.
• Event Costs
• Marketing Program and Sponsorship Costs - Includes
valid third-party costs associated with participation in
an activity or coordinated set of activities designed to
achieve specific marketing objectives.
Note: Excludes Alcohol and Other Non-Reimbursable
Expenses
• Either a Third-Party Invoice or a Breakdown of Internal Costs on
Partner/Distributor Company's Letter-Headed Stationary reflecting the full
cost of the activity
And
• Proof-of-Performance of Event (Includes internal and external events, event
sponsorships and Webinars) - Adequate supporting documentation of the
event must be provided including: copy of the invitation, event audience and
number of attendees, event description (including Cisco involvement), event
agenda, copy of the presentation(s), (if live event) photo or event recording
or (if online Webinar) screen capture or event recording. All PoP must
reflect the appropriate Cisco Representation and include Proof of Activity
Start and Completion Date.
-
Proof of Performance
Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
Funded Heads • Salary of Funded Head - Limited to the pre-approved amount submitted by the Partner/Distributor and
agreed to by Cisco.
• Either a Third-Party Invoice or a Breakdown of Internal Costs on
Partner/Distributor Company's Letter-Headed Stationary reflecting the full
cost of the activity
And
• Proof-of-Performance of Infrastructure/Headcount (Refers solely to Funded
Headcount) - Verification of details of the funded headcount, must be
provided in the form of a Statement-of-Work (SOW) and/or letter from the a
company official on Partner's/Distributor's letter-headed stationary.
Documentation must include name of employee, job description, date range,
funding amount, salary, and goals. All PoP must reflect the appropriate
Cisco Representation and include Proof of Activity Start and Completion
Date.
Note: SOW and/or company letter must indicate prior written approval and
agreement by a Cisco representative and Partner/Distributor.
Cloud Assessments • Cloud Assessment Services Costs (from Approved Third-Party Vendors)
• Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner
Company's Letter-Headed Stationary reflecting the full cost of the activity
And
• Proof-of-Performance of Network Assessment (Refers solely to approved
Network Assessments) - Verification of completion of the network
assessment must be submitted in the form of an invoice from third-party
company. Invoice must specify number of network assessments conducted
along with a summary of the results specific to Cisco product and services
opportunities. All PoP must reflect the appropriate Cisco Representation
and include Proof of Activity Start and Completion Date.
-
Proof of Performance
Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
Sales Incentives -
Cash
• Contest and Administration Fees - Includes reasonable
and pre-approved fees charged by the
Partner/Distributor or third-party program administrator
to cover costs of sales incentive contest promotion and
administration, prize procurement and reporting.
• Incentives and Prizes Awarded Costs - Refers to the
actual cash value of awarded incentives and prizes.
• Either a Third-Party Invoice or a Breakdown of Internal Costs on
Partner/Distributor Company's Letter-Headed Stationary reflecting the full
cost of the activity
And
• Proof-of Performance of Sales Incentive Program (includes cash and non-
cash incentives) - Verification of completion of the incentive program,
including documentation of the incentive description and objective, incentive
program eligibility and rules, list of winners, itemized list of prizes and
quantities, start and end date. All PoP must reflect the appropriate Cisco
Representation and include Proof of Activity Start and Completion Date.
Sales Incentives -
Non-Cash
• Contest and Administration Fees - Includes reasonable
and pre-approved fees charged by the
Partner/Distributor or third-party program administrator
to cover costs of sales incentive contest promotion and
administration, prize procurement and reporting.
• Incentives and Prizes Awarded Costs - Refers to the
actual cash value of awarded incentives and prizes.
• Either a Third-Party Invoice or a Breakdown of Internal Costs on
Partner/Distributor Company's Letter-Headed Stationary reflecting the full
cost of the activity
And
• Proof-of Performance of Sales Incentive Program (includes cash and non-
cash incentives) - Verification of completion of the incentive program,
including documentation of the incentive description and objective, incentive
program eligibility and rules, list of winners, itemized list of prizes and
quantities, start and end date. All PoP must reflect the appropriate Cisco
Representation and include Proof of Activity Start and Completion Date.
-
Proof of Performance
Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
Telemarketing • Agency or call center charges • Development and Production Costs - Includes valid
third-party agency fees and expenses related to the
creation, design and production of marketing materials.
- Includes valid third-party agency fees and expenses
related to the creation, design and production of
marketing materials.
• Mailing List Procurement and Subscription Costs -
Includes all fees and costs related to the
procurement/rental of mailing lists, subscription fees for
valid third-party marketing distribution programs.
• Either a Third-Party Invoice or a Breakdown of Internal Costs on
Partner/Distributor Company's Letter-Headed Stationary reflecting the full cost
of the activity
And
• Proof-of-Performance of Telemarketing Campaign - Verification of completion
of the telemarketing campaign must be provided, including: copy of script
(must reference Cisco products, solutions or technologies), number our
outbound calls performed. All PoP must reflect the appropriate Cisco
Representation and include Proof of Activity Start and Completion Date.
• Proof-of-Performance of List Purchase/Rental - The final version of the
Statement-of-Work (SOW) for the service must be provided. The SOW must
indicate the number of names purchased or rented, specific data attribute
fields purchased (e.g. name, address, email,...), geography and customer
segment. In some cases, the invoice will contain the breakdown of the costs
and will therefore serve as an acceptable SOW. Additional documentation that
outlines the scope of the activity (what the list was used for) and start and end
date must be provided. All PoP must reflect the appropriate Cisco
Representation and include Proof of Activity Start and Completion Date.
-
Proof of Performance
Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance
Certification Training • Course and Certification Costs - Includes the actual costs charged for individuals taking the course or
certification. May also include events costs if the
Partner/Distributor or third-party employed by the
Partner/Distributor is administering the event.
Note: Excludes Alcohol and Other Non-Reimbursable
Expenses
• A Third-Party Invoice issued to the Partner/Distributor for the full cost of the
activity.
And
• Proof-of-Performance of Training - Verification of completion of the training
activity must be provided, including: documentation that outlines the specific
training/specialization name and level achieved, objective/purpose of the
training, overview of training material (needs to be training on Cisco content),
full list of participants, start and end dates. All PoP must reflect the
appropriate Cisco Representation and include Proof of Activity Start and
Completion Date.
Learning Credits • Course and Certification Costs - Includes the actual costs charged for individuals taking the course or
certification. May also include events costs if the
Partner/Distributor or third-party employed by the
Partner/Distributor is administering the event.
• Cisco Live tickets
Note: Excludes Alcohol and Other Non-Reimbursable
Expenses
• Third-Party Invoice reflecting the full cost of the activity
For Distributors, can include a Breakdown of Internal Costs on Distributor
Company's Letter-Headed Stationary reflecting the full cost of the activity
And
• Proof-of-Performance of Training - Verification of completion of the training
activity must be provided, including: documentation that outlines the specific
training/specialization name and level achieved, objective/purpose of the
training, overview of training material (needs to be training on Cisco content),
full list of participants, start and end dates. All PoP must reflect the
appropriate Cisco Representation and include Proof of Activity Start and
Completion Date.
-
CMSP Marketing
-
Driving End Customer Awareness and Demand
Cisco Driven
Awareness
Customers
Cisco and Partner Demand
Generation
Thought
Leadership
Social
Digital
Marketing
with
Partners
https://www.ciscobusinesscloudadvisoradoptionreport.com/
-
Cisco Powered Services Catalog
Partner advantages
• Cisco Powered Services
Catalog in the Cisco
Marketplace
(Partner Microsite)
• Partner Locator
https://marketplace.cisco.com/cloud
https://marketplace.cisco.com/cloud
-
Cisco BCA Adoption Report
• Cloud adoption level
• Peer comparison by geo, industry and
company size
• Revenue, cost and time to market
improvement estimates based on cloud
adoption
• Essential guidance to advance your
hybrid cloud journey
https://www.ciscobusinesscloudadvisoradoptionreport.com
https://www.ciscobusinesscloudadvisoradoptionreport.com/https://www.ciscobusinesscloudadvisoradoptionreport.com/https://www.ciscobusinesscloudadvisoradoptionreport.com/
-
• Simplification and consistency in fund management across programs (Cloud MDF, Partner Plus, JMF, DDI)
• Partners can see and manage FY17 Cloud MDF from PMC
Improved Partner Marketing Experience
Cloud MDF on PMC
PARTNER MARKETING CENTRAL: www.ciscopartnermarketing.com
http://www.ciscopartnermarketing.com/
-
Cisco Powered Cloud Campaign in PMC
Kits in PMC:
• Compute Services: IaaS, DaaS, DRaaS
• Collab Services: HCS & CC
• Arch for Microsoft Cloud Platform: IaaS,
DRaaS, DBaaS
• SAP HANA
All kits contain:
• eBook
• Infographic
• Social Media Kit
• Demand Gen Kit
• Copy Block
PARTNER MARKETING CENTRAL: www.ciscopartnermarketing.com
http://www.ciscopartnermarketing.com/
-
Disaster Recovery as a Service (DRaaS)
• Co-brandable eBook
• Co-brandable infographic
• Copy blocks
Demand Generation
• 50 BANT qualified leads and up to 5 meetings
• Includes list pull and customization of pre-designed:
Mailer, Content Hub, eBook, Infographic
• Social Media Kit (social media
cards with corresponding posts)
• Blog
Awareness Click Here for Assets in PMC
https://cloudsso.cisco.com/idp/startSSO.ping?PartnerSpId=zift_cisco_prod&TargetResource=https://my.zift123.com/#/campaigns/browse/8a2976b750d755050150dbc72dc72997/programs/8a10add253e960000153ece1a6b5085d
-
• Audit and Policies: www.cisco.com/go/audit
• Cisco Powered Services: www.cisco.com/go/ciscopowered
• Partner Marketing Central (PMC): www.ciscopartnermarketing.com
• Cisco Powered Services Catalog: http://marketplace.cisco.com/cloud
• Go to Market Resource Center: http://gotomarket.cisco.com
Resources
• Application Tool: www.cisco.com/go/pma
• Simplified Pricing: www.cisco.com/go/simplifiedpricing
• VIP: www.cisco.com/go/vip
• Partner Locator: www.cisco.com/go/partnerlocator
http://www.cisco.com/go/audithttp://www.cisco.com/go/ciscopoweredhttp://www.ciscopartnermarketing.com/http://marketplace.cisco.com/cloudhttp://gotomarket.cisco.com/http://www.cisco.com/go/pmahttp://www.cisco.com/go/simplifiedpricinghttp://www.cisco.com/go/viphttp://www.cisco.com/go/partnerlocator
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Q&A