Virtual Wallet Activities - Welcome | Cisco … Type PMF DG* Activity Description Reimbursable...

Virtual Wallet Activities

1 | © 2015 Cisco and/or its affiliates. All rights reserved.1 | © 2015 Cisco and/or its affiliates. All rights reserved.

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2 | © 2015 Cisco and/or its affiliates. All rights reserved.

Activity Type PMF DG* Activity Description Reimbursable Expenses Proof of Cost Proof of PerformanceROI Indicator 1

ROI Indicator 2

ROI Indicator 3

Outdoor Advertising

No Outdoor banner ads, including stationary and moving billboards, internal advertising banners, posters and plasma screens. This includes traditional, electronic and digital signage.

Development and production of ad.

A third party invoice issued to the partner for the full amount of the activity or a breakdown of the internal costs on letter headed paper for those activities the partner is executing in house.

Target audience.

Copy or photograph of advert - needs to include branding with Cisco Partner Certification Logo.

If a QR code is used - number of site visits.

# Places # Impressions n/a

Print Advertising

No Includes advertising for articles placed within newspapers, trade magazines, business journals, catalogs and similar.

Development, production, and placement of ad.

Author fees.


Target audience.

Circulation (number of people reached and frequency).

Copy or photograph of advert - needs to include branding with Cisco Partner certification logo.

If a QR code is used - number of site visits.

Circulation # Impressions n/a


Advertising

*DG = Demand Generation

Advertising




ROI Indicator 2

ROI Indicator 3

Radio/TV/Video Advertising

No Includes all forms of TV, radio, and video advertising including co-branded videos, etc.

Development, production, and placement of an ad.


Target audience.

Circulation (number of people reached and frequency).

Script or viewable electronic production copy - needs to include reference to Cisco product, solution or technology.

Needs to include Cisco branding (correct Logo Usage).

For Web placement: print screen of ad including URL.

For TV placements: name of hosting channel.

# Frequency of Ad

# Impressions Audience

Web Advertising

No Includes advertising for Web banners, sidebar, pop-ups, full-page ads, Web Collage, campaign website content, content syndication.

Development & production fees.

Agency fees.

Web space fees.


Target audience.

Circulation (number of people reached).

Print screen of advert including URL - needs to include branding with Cisco Partner certification logo.

# Impressions # Click Throughs

n/a

Communication




ROI Indicator 2

ROI Indicator 3

Collateral(incl. Success Stories and Print Newsletters)

No Includes Cisco centric guides, brochures, flyers, tools, success stories (Video or Written), printed newsletters, communications, catalogues and similar. Tools may include an electronic (DVD) toolkit or other kits used as informational giveaways.

Development and production fees.

Distribution costs.

Author fees.

Duplication fees.


Target audience.

For printed material: number of prints.

For printed and electronic material: copy of material or photo - needs to include content on Cisco products or solutions as well as branding with Cisco Partner Certification logo.

# Collateral n/a n/a

Localisation / Translation

No Localisation and translation of existing campaign content.

Translation cost. A third party invoice issued to the partner for the full amount of the activity or a breakdown of the internal costs on letter headed paper for those activities the partner is executing in house.

Target audience.

Invoice from agency stating volume and language.

Copy of translated material (final version) - needs to reference Cisco products, solutions or technologies and include branding with Cisco Partner Certification Logo.

# Words n/a n/a

Communication




ROI Indicator 2

ROI Indicator 3

Web Newsletters and Communica-tions

No Regularly distributed web based publications or announcements providing information to subscribers.

Subscription or Program participation cost.

Author Fees.


Target audience.

Number of recipients.

Copy of newsletter or communication - needs to reference Cisco products, technologies or solutions.

Screenshot - needs to proof branding with Cisco Partner Certification Logo.

# Recipients # Opened n/a

Contact & Lead Acquisition




ROI Indicator 2

ROI Indicator 3

List Purchase / Rental

No Purchase, rental or subscription of contact lists used for development of client base, event attendance generation, and similar.

Cost of list purchase or rental



Invoice must specify # of names purchased or rented, fields purchased (eg name, address, email,...), geography and customer segment.

Documentation of what the aquired contacts were used for - must reference Cisco products, solutions or technoligies and include branding with Cisco Partner Certification Logo.

# Net New Names

# Marketable Contacts

n/a

Sales Lead Engine

Yes Scalable Lead Engine (centrally managed Lead Generation service).

Subscription or program participation cost.

A third party invoice issued to the partner for the full amount of the activity.

Number of leads and total marketing opportunity value in USD submitted and uploaded to Salesforce.com using lead upload.

# Leads (MQL)

$ Lead Value (MQL)

$ Opportunity Value (SQL)

Direct Marketing




ROI Indicator 2

ROI Indicator 3

Direct Mail No Includes the design and development of mailer and the distribution of direct mail pieces.

Postage.

Printing fees.

Third-party mail house fees.

Graphic development.

Author fees.


Target audience.

Number of mail sent.

Copy of mailer - needs to reference Cisco products or solutions and include branding with Cisco Partner Certification Logo.

Copy of recipient list incl. company and contact name.

# Recipients n/a n/a

Email No Design, development and distribution of electronic mail piece focused on a Cisco technology, product, solution or event.

E-mail setup.

Author Fees.


Target audience.

Number of email sent.

Sample of mailer - needs to reference Cisco products or solutions or link to a website referencing to Cisco products / solutions. Needs to include branding with Cisco Partner Certification Logo.

Copy of recipient list incl. email aliases.

# Recipients # Opened n/a

Direct Marketing




ROI Indicator 2

ROI Indicator 3

Integrated Campaign

Yes Campaign including several different activity types. Has to have a telemarketing component. Example: DM, EM, Contact Acquisition, Event, Telemarketing.

Reimbursable expenses are dependent on activity types combined into campaign.


Target audience.

Script for telemarketing part of the activity - script must reference Cisco products, solutions or technologies.

Number of calls.


# Leads (MQL)

$ Lead Value (MQL)


Merchandis-ing

No Merchandise which includes either the Cisco Partner Relationship logo or Co-branded with Cisco Partner Relationship logo and Partner logo.

Promotional items such as pens, pencils, t-shirts, hats, etc. displaying either the Cisco partner relationship logo or the Cisco Partner Relationship Logo and the partner’s company logo. Merchandise must be intended to support a specific Cisco program or event.


Target audience.

Photo of the merchandise display to show Cisco partner logo and the Partner’s logo.

# Pieces Distributed

n/a n/a

Direct Marketing




ROI Indicator 2

ROI Indicator 3

Telemarketing Yes Outbound telephone calling campaigns.

Call center charges.

Collateral development.


Target audience.

Script - must reference Cisco products, solutions or technologies.

Number of calls.


# Leads (MQL)

$ Lead Value (MQL)


Enablement


*DG = Demand Generation** Up to a max of $10,000 per partner annually. May be used for Cisco events following approval from Cisco. *** Not Cisco certification training. Must be with Cisco Learning Partner.


ROI Indicator 2

ROI Indicator 3

Learning Credits**

No Cisco Learning Credits offer an easy way to pay for authorized training redeemable with authorized Cisco Learning Partners, Advanced Services Education, Cisco Technical Training, and Cisco Labs.

Learning partner invoice, clearly showing Virtual Wallet Learning Credits Purchased.

Learning Partner invoice detailing amount of Learning Credits purchased, including SKUs and date purchased.

Name of training course, name of Learning Partner, list of attendees.

# Individuals trained

n/a n/a

Sales & Marketing Training***

No Training of partner’s Sales and Marketing teams conducted by an authorized training Partner or consultant.

Has to be on Cisco content!

Course Fees.

Event planning.

Non-reimbursable expenses:

Alcohol.

Demo equipment.

Cancellation fees.


Needs to state objective/purpose of the activity.

Copy of training material - needs to be training on Cisco content.

List of attendees.

# Attendees n/a n/a

Enablement


*DG = Demand Generation**Not certification training. Must be with Cisco Learning Partner.


ROI Indicator 2

ROI Indicator 3

Sales Deep Dive Training**

No Sales deep dive workshops focus on business outcomes and how Cisco solutions enable these outcomes. How to engage at CXO level / sales interpersonal skills Use clear prospect/s as case studies (can be anonymous in open training). Must be on Cisco content and has to be taken with a Cisco Learning Partner.

Invoice from Cisco Learning Partner.

A third party invoice issued to the partner for the full amount of the training.

Name of training course and description, list of attendees.


n/a n/a

Technical Deep Dive Training**

No Non-standard Cisco courses. Technical deep dive training with CLPs only.

Focus on leading edge technologies (e.g. DC) and complex deployments with Commercial customers. ‘Bring an opportunity’ to the training to drive revenue improvement. Must be on Cisco content and has to be taken with a Cisco Learning Partner.

Invoice from Cisco Learning Partner.

A third party invoice issued to the partner for the full amount of the training.

Name of training course and description, list of attendees.


n/a n/a

Events


*DG = Demand Generation**Costs incurred by other than 3rd party might become subject of global financial audit.


ROI Indicator 2

ROI Indicator 3

Seminars / Events** (incl. Roundtables)

Yes - with exceptions

Partner hosted event at a rented space (e.g., sporting venues) with formal presentations.

Partner led event in which end customers are invited to hear a third party speak to a Cisco related topic (e.g.unified communications).

Round table with existing customers (cross sell/ upsell) and prospects (converting to leads).

Sponsorship and Tickets to Cisco Connect.

Event location.Speaker Fees.Customer ticket and sponsorship package purchase for Cisco Connect.Food and Non-Alcoholic Drinks.Audio/Visual fees.Event related equipment rental.Event Planning.Branded/Co-branded merchandise with the authorized Cisco Partner relationship logo and/or co-branded with the partner company logo.Non-reimbursable expenses:Alcohol.Demo equipment purchase.Cancellation fees.Accommodation.Travel.Personal Expenses.


Target Audience.

Copy of invite - needs to include branding with Cisco Partner Certification Logo.

Event summary incl. pictures if possible.

Copy of presentation and agenda - needs to include branding with Cisco Partner Certification Logo and reference Cisco products, solutions or technologies.

List of attendees.


# Leads (MQL)

$ Lead Value (MQL)


Events




ROI Indicator 2

ROI Indicator 3

Solution Demonstra-tions

Yes Partner hosted series of events with formal presentations to prospects.

Presentation includes Cisco product and solution demonstration. Objective is to convert prospects into leads.

Event location.Speaker Fees.Customer ticket and sponsorship package purchase for Cisco Connect.Food and Non-Alcoholic Drinks.Audio/Visual fees.Event related equipment rental.Event Planning.Branded/Co-branded merchandise with the authorized Cisco Partner relationship logo and/or co-branded with the partner company logo.Demo Equipment Lease.Non-reimbursable expenses:Alcohol.Demo equipment purchase.Cancellation fees.Accommodation.Travel.Personal Expenses.


Target Audience.


Event summary incl. pictures if possible.

Copy of presentation and agenda - needs to include branding with Cisco Partner Certification Logo and reference Cisco products, solutions or technologies.

List of attendees.


# Leads (MQL)

$ Lead Value (MQL)


Events




ROI Indicator 2

ROI Indicator 3

Trade Shows (incl. Floor Days)

Yes Specific investment to allow the participation and promotion of Cisco’s presence at exhibitions, fairs, events or activities that are not driven by Cisco but are owned and executed by third parties. There should be a strong promotional benefit to Cisco. Sales floor days fall under this category.

Booth space.Furnishing costs.Shipping.Signage.Event Planning.Branded/Co-branded merchandise with the authorized Cisco Partner relationship logo and/or co-branded with the partner company logo.Non-reimbursable expenses:Alcohol.Demo equipment purchase.Cancellation fees.Accommodation.Travel.Personal Expenses.


Photo of event - needs to display Cisco products, solutions or technologies and/or show Cisco Partner Cerfification logo.

Description of event.

Target Audience.

Copy of invitation, presentation or agenda if applies - needs to include branding with Cisco Partner Certification Logo.


# Leads (MQL)

$ Lead Value (MQL)


Events




ROI Indicator 2

ROI Indicator 3

Webinars Yes - with exceptions.

Web broadcast eg online customer seminars or similar.

Broadcast fees.Subscription fees.Speaker fees.



Copy of presentation and agenda - needs to include branding with Cisco Partner Certification Logo and reference Cisco products, technologies or solutions.

Screenshot of event window with date and attendees showing.

List of attendees.

Target Audience.


# Leads (MQL)

$ Lead Value (MQL)


Funded Heads


*DG = Demand Generation**Funded heads = for customer acquisition only!! Not for DMRs


ROI Indicator 2

ROI Indicator 3

Engineering Funded Heads**

No Individual employed by partner as temporary worker through agency to direct, promote, and sell Cisco products.

Salary. A third party invoice issued to the partner for the full amount of the hire.

Job description, job title, contact name and email address on company letterheaded paper.

Hours dedicated to Cisco product and solutions.

n/a n/a

Marketing Funded Heads**





n/a n/a

Sales Funded Heads**





n/a n/a

Network Assessments




ROI Indicator 2

ROI Indicator 3

Commercial Network As-sessments / Smart Advisor

No Network assessment con-ducted with Cisco authorized consultants (7 in total*). Focus on commercial customers ONLY. Minimum #device cus-tomer assessments per year.

Applied in conjunction with Cisco Smart Advisor (FREE).

*Netformix, SolarWinds, Risk networks, Net Exposure, Lan-amark. Net-Visor or Infoblox.

Cost of Network assessement services from approved 3rd party vendors.


Invoice must specify #number of network assessments conducted along with customer name / deal ID for commercial customers.


# Network Assessments

# Devices per Assessment

$ Sales per Network Assessment

Services Marketing




ROI Indicator 2

ROI Indicator 3

Collaborative Professional Services - List Purchase/Rental

No Purchase, rental or subscription of contact lists used for development of client base, event attendance generation, and similar. This is used for Services Marketing.

Cost of list purchase or rental.



Invoice must specify # of names purchased or rented, fields purchased (eg name, address, email,...), geography and customer segment.


# Net New Names

# Marketable Contacts

n/a

Collaborative Professional Services - Technical Knowledge Library

No Subscription to the Technical Knowledge Library, or TKL. It is a content service that allows you unlimited access to key knowledge content for Cisco.

products and technologies. The content includes proprietary Cisco documentation, e-learning and self-study resources not found on CCO.

Subscription cost. A Cisco invoice issued to the partner for the full amount of the subscription.

Screenshot of login and usage.

# Login n/a n/a

Web Marketing




ROI Indicator 2

ROI Indicator 3

Search Engine Marketing

No Search engine marketing (SEM) incl. optimization, paid searches and advertising is a type of online marketing that increases visibility of your company website in search engine results. common search engines are Google, Yahoo!, and MSN Live Search.

Search engine fees. A third party invoice issued to the partner for the full amount of the activity or a breakdown of the internal costs on letter headed paper for those activities the partner is executing in house.

Target audience.

Agency invoice.

Print screen of web ad including date of screenshot captured.

Print screen of website which the ad is linking to - related website needs to lead to a webpage including Cisco Partner Certification Logo.

# Impressions # Click Throughs

n/a

Social Media No Twitter, Facebook, LinkedIn, YouTube, etc. Both direct and indirect advertisements.

Development & production fees.

Agency fees.


Target audience.

Copy of content and URL - needs to include branding with Cisco Partner certification logo and/ or reference Cisco products, solutions or technologies.

# Recipients # Click Throughs

n/a

Other


*DG = Demand Generation**Do not use!***Needs to be compliant with S-Ox, Cisco policies and legally


ROI Indicator 2

ROI Indicator 3

PMF Co-Funded Activity**

No Covering the partner contribution to a PMF project. Only used in combination with a PMF project. Follows PMF Ts&Cs and Guidance.

Partner contribution to a PMF project.

n/a n/a n/a n/a n/a

Wildcard - TBM/Partner can propose activity***

n/a Wildcard - activities suggested need to be approved by Jim Emmott.

n/a n/a n/a n/a n/a n/a


GlossaryAudiencecustomer segment you are targeting.

# Attendeesnumber of event participants that appeared at the venue.

Circulationmailing of marketing and advertisement materials / documents to Cisco subscribed customers.

# Click through number of entries on the particular website / spot exposing Cisco marketing materials through the link provided through the social media advertisement.

# Collateral number of pieces printed or produced. For online material publishing, estimate number of expected viewers or downloads.

# Devices per assessmentaverage number of devices touched per assessment.

# Frequency of ads number of repetitions of a given advertising in a particular media channel within an agreed timeframe.

Hours dedicated to Cisco product and solutions average working hours per week dedicated to direct, promote, and sell Cisco solutions.

# Impressionsestimated number of viewers / audience of an advertisement.

# Individuals trainednumber of people that participated in and completed a course / training.

# Leads (MQL) number of leads that are pre-qualified and uploaded to Cisco’s sales database through lead upload process.

$ Lead Value (MQL)dollar value of leads that are pre-qualified and uploaded to Cisco’s sales database through upload process.

# Login estimated number of login entries.

# Marketable contacts number of contacts acquired that are considered potential future business partners. Are those net new names that have higher potential for ending up with a lead.

# Net new namesnumber of specific names of potential new collaborators. Net new name will transform into Marketable contact if proves to be a potential lead.

# Network assessments Number of network assessments conducted by a Cisco certified consultant.

# Openednumber of emails /newsletters opened by the recipient.

$ Opportunity Value (SQL)value of uploaded pre-qualified leads that will convert to sales opportunities. Please give an estimate.

# Participantsnumber of contestants that took part in a sales incentive activity.

# Pieces distributednumber of individual objects / gadgets with Cisco logo produced and distributed.

# Placesnumber of place where Cisco advertisement is exposed.

# Recipientsexact number of people receiving a newsletter / communications. If exact number cannot be specified (eg. social media) please give an estimate.

$ Sales per Network Assessmentestimated average amount of potential sales resulting from the conducted network assessments.

Target Audiencea specific customer group that a marketing activity intends to address.

# Wordsnumber of separate words that require translating within a document.

# Winnersnumber of successful participants entitled for a prize or reward.

Virtual Wallet Activities - Welcome | Cisco … Type PMF DG* Activity Description Reimbursable...

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