Valeria Lucero Raphael Santeli

Program Manager Business Engagement Manager

April 2015

Audience: Partners

Guided Deal Registration Training

Agenda

• Before we talk about GDR…. • Quick programs overview

• What is Guided Deal Registration? • Benefits to Partners & Distributors

• Quick tool demo

•Timeline, Support Resources, Q & A

Programs we’ll be covering today

New business opportunities

Teaming on Cisco initiated deals

Selling solutions

Upgrading or migrating customers’ installed base

Displacing the competition

Capturing new UCS or Nexus customers

OIP

TIP

SIP

TMP

Collab Now

NAB

• Certified Partners

• Partner hunted opportunities

• Previous RFP

• Minimum deal size $10K list

• Registration valid for 6 months

• Reward: + 14% discount (HW)

• Partner must register deal in CCW

• Learn more…. Program website

Opportunity Incentive Program OIPPreferred pricing for hunting new business

• Certified Partners

• Cisco initiated opportunities

• Qualifications previous RFP

• Minimum deal size $50K list

• Registration valid for 6 months

• Reward: + 14% discount (HW)

• Partner must register deal in CCW

• Learn more… program website•

Teaming Incentive Program – TIPPreferred pricing for teaming on Cisco initiated deals

Opportunity Incentive Program OIPPreferred pricing for hunting new business

Teaming Incentive Program – TIPPreferred pricing for teaming on Cisco initiated deals

Partner must register deal in CCW

• Has an RFP/RFQ/RFI been issued for this opportunity? (If YES, this opportunity does not qualify for OIP)

• Have you completed an in person or phone meeting with the customer for this opportunity?

• Please provide a detailed description of the following: 1) customer business issue, 2) network requirement and 3) proposed solution. Example: we are proposing a Cisco UC solution that will reduce telecom costs, is flexible to add new features as needed, and is scalable to accommodate future growth

• Please list and identify all sites and locations associated with this opportunity (i.e. departments, branches, cities, schools, etc)

Partner must register deal in CCW

• Provide a detailed description of the customer business issue (please be specific).

• Provide a detailed description of the proposed solution

• What type of communications have you had with the end customer and who is the key stakeholder?

• Identify all sites involved in the solution (City, State, buildings, etc.)

• Identify TWO pre-sales activities you intend to complete for this opportunity. Please select YES for TWO activities: Pre-sales Engineering Support for Architecture & Design, Technology demonstration, testing, or proof of concept –managed by the Partner engineers, EBC, Pre sales application support plan

Q: Can I include locally manufactured products in OIP/TIP deals?

A: Yes!

Q: OIP and TIP Discounts?

A: +8% on Brazil GPL

Q: How does it work?

Locally manufactured Products (Brazil only)

• Certified Partners

• Cisco or Partner initiated opportunities

• Reward: + 4% discount (HW)

• Partner must register solution in PPE to get additional discount

• Learn more… program website•

Solution Incentive Program – SIPAdditional pricing for selling Solutions

SIP

Cisco Validated Design

Solution Partners

Industry Solutions

Develop your

Solution

Technology Migration Program – TMPUp front credits for trading in old customer gear and purchasing new

PROGRAM ENROLLMENT

Annual Enrollment Through PPE

w ww.cisco.com/go/ppe

1QUOTE

CREATION

Partner Requirements:Create Quote in CCW

w ww.cisco.com/go/ccw

Cisco Requirements:Approve CCW Quote or

Initiate Quote Through SFDC

2ORDERING

Direct Orders:Partner Places Order and

Provides Deal ID and TMP Quote Number

Tw o-Tier Orders: Partner Places Order

Against Approved DART

3RETURNS PROCESS

Return Materials Authorization (RMA)

Notif ication (Listing Traded-In Products) Is

Sent to the Partner When Last Purchased

Product Is Shipped

Trade-In Products Are Due Back to Cisco Within 180 Days of RMA Notif ication

4www.cisco.com/go/tmp

Collaborate Now - Attractive discounts for migrating customers to the latest on-premises and cloud solutions, displacing competitors' products, selling video, and taking the lead in midmarket.

Upgrade Existing Customers:

Premises or Cloud

Competitive Displacement

4 W

ays t

o q

ua

lify

Growth in the Midmarket

Video Elsewhere

Upgrade Customer to Version 9.x or

Later or to an HCS Solution

Customer Is currently on one of the

following: UCM 3.x to 8.x or see more

• Registered Partners with required ATP, specializations

• Reward: + 9% discount (HW)

• Learn more… Promotion website

Avaya (Radvision, Nortel), Citrix, Huawei, Lifesize,

Microsoft, Polycom, Unity/Siemens

Selling BE6000 and < 1,000 users

Minimum $50K List (or $25K List

when Cloud Collaboration

Meeting Rooms (CMR) included)

From Qualified Products

UCS New Account BreakawayPromotional discount on eligible UCS and/or Nexus when selling UCS to customers that have not previously purchased UCS and/or Nexus products

• Registered Partners.

• Must have either Advanced Unified

Computing Technology or Advanced Data Center Architecture specializations to resell UCS B-series

• BOM must be at least 30% UCS and/or Nexus

• Customer has not previously purchased UCS and/or Nexus products

• Reward:

• Learn more: Program website

Program Resources

Cisco Incentives Snapshot http://www.cisco.com/c/dam/assets/partners/program-promotions-snapshot/program-promotions-snapshot.pdf

Partner Centralwww.cisco.com/go/promotions

Partner Guidewww.cisco.com/go/partnerguide

Promotions Cheat Sheet http://www.cisco.com/c/dam/assets/partners/Promotions-Cheat-Sheet/FY15-Cisco-Promotion-Cheat-Sheet.pdf

Marketplacehttp://marketplace.cisco.com

Bundle Basico de Acceso unificado

Bundle Avanzado de Accesso unificado

Cisco Connect 3.0

SmartPlay

Programa UCS Advantage Trade in

Renovaciones de Content Security

Cisco Unified Threat Management (UTM) Appliances for LATAM

Incentivos y Promocioneshttp://www.cisco.com/web/LA/partners/incentives_and_promotions/incentives_promotions.html

Interesting, now what is GDR and why we are doing this?

What is Guided Deal Registration?

Enhanced deal registration process that allows incentives to work together on a single Deal ID

Why are we moving to GDR?

Empower our

sales teams to

assign the right

pricing

Simple for our

Sales teams too

Simplified and

transparent

Partner pricing

experience

Right price to our

PartnersAllows Partners to

be profitable

Rewards Partners

for what they bring

to the deal

GDR Leverages Base Discounts & Stackable Incentives

Base Discounts

Current list pricing will not

change for items in the current catalog.

Base Discount Categorization*

Stackable Incentives and Promotions

Hunting (OIP) or Teaming (TIP)

Up to +14%

*To take advantage of multiple incentives, partners and distributors must register deals in CCW

Promotions (i.e. Fast

Track up to +5%)

Trade-in

To

tal D

ea

l Pricin

g

Hunting and Teaming are the

only exclusive differential

incentives

Multiple behavior rew ards can

be combined

Fast Track w ill stack w ith

Hunting or Teaming

Base discounts form the

foundation of the discount stack

on partner led business

Incentive for upgrading old

equipment or replacing

competitors’ equipment

Base Discount (up to 42%)1Tier Direct: Gold/Silver/Master/Advance Specialized: No change

2Tier through Distribution: No change

Compute (UCS) 61%

Core (Classic) 42%

Market (Future Offers) 20%

Net (Future Offers) 0%

Incremental DiscountAMs can also provide an

incremental discount

* Up to

New

Account (NAB) up to

+4%

Displacement(Collaborate Now) up to

+15%

Solution(SIP) up to +4%

Hunting and Teaming Incentive Programs

Registering for Hunting and Teaming in Cisco Commerce is the only way to ensure differentiation for partner deals

Hunting Incentive Program (OIP) Teaming Incentive Program (TIP)

Rewards and protects the presales investments partners

make when developing NEW BUSINESS

OPPORTUNITIES

Rewards partners for the value they add through their

investment in CISCO INITIATIED OPPORTUNITIES

1. One partner and ONLY one partner will be approved for the foundational discount per opportunity

2. The differential discount policy protects partners that have approved OIP or TIP when that registration goes to

non-standard pricing - the differential is 8 points

3. Leveraging Hunting (OIP) or Teaming (TIP) is not just about hitting the right discount target. Partners who follow

this strategy could increase their chances of winning business vs. their competitors

4. Distributors will continue to educate and enable partners to leverage program incentives

** as subject to OIP/TIP terms and conditions

Incentive Programs Stacking Examples

1. The discount “stack” refers to the ability of multiple incentives to be applied on a single deal ID

2. Rules define which programs can stack on top of base discounts

3. When stacking does not apply, CCW will analyze and apply the best discount

4. Stacking examples are intended to show combinations for the top incentives and promotions

Base Discount

Hunting

(OIP)

Teaming

(TIP)OR

Fast Track

Base Discount

Hunting

(OIP)

Teaming

(TIP)OR

Fast

TrackOR

Base

Discount

Solution

(SIP)

Base Discount

Hunting

(OIP)

Teaming

(TIP)OR

Solution

(SIP)OR

Collaborate Now

Base Discount

Hunting

(OIP)

Teaming

(TIP)OR

Collab

NowOR

Base

Discount

Base

Discount

Security Ignite

Base Discount

Hunting

(OIP)

Teaming

(TIP)OR

ASA & Competitive

Refresh

Stacking Example: Multiple partners, one opportunity

Base Discount

Hunting

(OIP)+14%

Collab

Now+15%

Fast

Track+5%

Fast

Track+5%

Base Discount Base Discount

Fast

Track+5%

Partner A receives OIP registration and takes advantage of other eligible incentives

Partner B takes advantage of eligible incentives

Partner C registers, but does not choose other incentives

Collab

Now+15%

• When Fast Track exists it will

always provide a 5%

differential for OIP/TIP

• For all other incentives when

Fast track exists; best pricing

is given

OR

OR

Hunting(OIP)/Teaming(TIP) + Fast Track

Pre – GDR

Fast Track discounts were incorporated into

OIP/TIP however, partners were not able to

easily identify those skus

Post – GDR

Discounts will now be displayed individually including

Hunting/Teaming (FT SKUs discounts may vary by SKU)

Note: 1Tier (when buying through Distribution) & 2Tier partners negotiate final pricing/discount w ith Distribution

Buy Method 1-Tier Direct 2-Tier (Disti)

OIP/TIP Present(via Deal Registration)

57% 57%

OIP/TIP Absent(via Quick Quote)

49% 52%

Post-GDR: 1-Tier Partners

- When Hunting/Teaming is present and Fast Track is applied, partners will receive the approved discount regardless of Buy

Method (e.g. Cisco, Distributors)

- When Hunting/Teaming is absent and Fast Track is applied,

partners may buy direct from Cisco however, we recommend to buy through Distribution for competitive pricing and inventory

availability

Base Discount

Hunting/Teaming

Fast Track X %

X %

X %

Example w ith FT sku at 52%

What will change in Cisco Commerce?

Demo

Deal Registration Enhancements

End-Customer Search

The search window will indicate if there is a Cisco AM or the Sales Team

Questionnaire

The system will display a questionnaire based on the incentives selected and will conduct an initial validation

Incentives Checklist

Incentives are presented in a more consumable format. Based on eligibility

and details entered on the ‘About the Deal’ page, partners can incentives

the partner and the opportunity may be eligible for.

Quoting and Pricing Enhancements

Promotion ExpirationThe Discounts & Credits tab will display the promotion expiration date. Notifications will be sent if the promotion will expire within 15 days

Price Change NotificationsYou can opt-in to receive a summary of all price changes and end-of-sale dates

1-Step ApprovalBOMs can be submitted at qualification. Qualification and Approval will be completed at the same time by the AM

List Price CatalogThe List Price Catalog will display base discount percentages, category, and end of sale date

Approval Process EnhancementsDeclined Incentives will still have Approved Deal ID

Deals will be ‘approved’ even when incentives are declined. The declined incentive(s) will be removed. This allows you to receive contractual and promotional discount and edit/add from one Deal ID. In the next release, AMs will be able to add additional discount to that Deal ID.

1

AM Visibility

The assigned AM or Sales team members will be displayed on the ‘Who’s Involved’ and ‘Review’ tab2

Parallel Approvals

All incentives can be approved at the same time3

Easier Deal Modification

When an incentive is modified, only the modified incentive will require re-approval4

Pricing Optimization Timeline & Deal Cutover

Phase 1:

GDR Awareness &Training

May ‘14 – Oct ‘14

Phase 2:

Controlled Availability Pilot

Nov ’14 – Feb ‘15

Phase 3:

ROW GDR Go-Live & Drive Adoption

Mar ‘15 – Feb ‘16 Mar ‘16

Nov 15, 2014

Pilot - Wave 1Feb 1, 2015

APJC - Wave 2

Mar 7, 2015

Go-Live

Deal

Consumption

Awareness &

TrainingFollow-up & Support

Partner Initiated Deals

• All in-progress deals must be submitted in Cisco Commerce by 6 pm Pacific on April 3rd, 2015

• In-progress deals not submitted by deal cutover will become read-only; partners will have to

recreate the deals using new GDR functionality

• Pre-GDR deals can be consumed until March 2016

No Action Required for the Following:

Global Partner-Initiated Deals, Cisco-Initiated Deals, and RNSDs

April 6, 2015

Go-Live

Order Management Coverage

For customer service, order management, and booking related queries:• Open, view or escalate a case via Customer Service Central • If this is your first time using Customer Service Central, you can access help

and support documentation • If your request is urgent, you may call customer service at 0018884432447• Contact Cisco

Program and Promotion Support

For program questions:• Send an email to: apo-program-help@cisco.com

Questions