APJ Commercial Partner Handbook Q3 FY17

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

Welcome to the APJ Commercial FY17 Q3 Partner Handbook. This guide is designed to ensure your awareness of our primary programs, solutions, promotions and incentives. We believe there has never been a better time to take advantage of all APJ Commercial has to offer in order to maximise your opportunity this quarter and beyond.

The APJ Commercial Team focuses on creating programs in 4 key areas, our new volume business with Cisco ST>RT, Refresh, Whitespace and Solutions. Within each of these areas we look

Volume Business Refresh Whitespace DG Solution Plays

at combining elements of marketing, promotions, resources and incentives to provide you with all you require BEFORE / DURING / AFTER a sale. We support this approach with our Partner Plus reseller program and Commercial Xcelerate, our incentive and rewards program.

Throughout this guide we will provide overviews and links to more information. We sincerely hope you find this content engaging and useful and wish you every success in Cisco FY17 Q3.

APJ Commercial Overview

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3

BEFORE a Sale

DURINGa Sale

AFTERa Sale

Purchase Cisco Solutions● NFR / CUWP

● Cisco Marketing Backend Rebates● VIP● CSPP

Readiness● Big Bets / Quick Bets● Enablement

● Architecture Specific Promotions● Cross Architecture Promotions

Refresh data to identify customer opportunities to modernise

Demand Generation● Joint Marketing Funds (JMF)● ASAP

● Distribution Fast Track Pricing Upsell opportunity data to help drive further opportunities

Deal Registration Programs● OIP / TIP / SIP / TMP

● Sales & Technical Support Services from break/fix to advanced installation, adoption and support

Partner Plus● Market Development - Virtual Wallet Rebate Usage● Marketing Campaigns Execution

● Technical Support – Partner Help Plus● Commercial End User Offers

● Commercial Xcelerate● Partner Plus Virtual Wallet Rebate Payout upon

meeting target● Commercial Champs (Recognition Event)● Winner’s Circle (P+ Recognition Event)

Commercial Segment Programs

APJ Commercial Overview

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4

Partner Plus partners grow faster (7%) than non-Partner

Plus (2%)

Partners with 30%+ commercial revenue grew 11%; others declined 6%

#1 driver = partners with a great concentration of commercial

business growth

Partners with 30%+ commercial revenue use

Partner Plus benefits more consistently

7%

11%

#1

30%

Partner Plus Overview

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5

The Three-Level Journey

Your Benefits

For more informationCisco P+ WebsiteCisco Sales Connect P+ Hub

Partner Plus Benefits

Aspire: Establish your Cisco midmarket practicePrestige: Speed the growth of your Cisco midmarket practiceElite: Capitalize on your success with midsize partners

Your Distributor is Your Partner for GrowthOur Authorized Distributors are integral to our partners’ success. Especially at the Aspire

and Prestige levels, our distributors are uniquely placed to:

● Help you achieve the certifications and specializations needed to position yourselves

as trusted experts with customers

● Address issues raised in defining customer needs accurately

● Provide support in generating demand in your area

● Help you to optimize the range of Cisco incentives and rebates to increase your

profitablility

By aligning with both Cisco and your distributor, you can take your business to an entirely

new level. Contact your Cisco distributor to make the most of its resources so you can

meet your goals. Check the Partner Program Enrollment (PPE) tool to identify your

nominated distributor. Or select a participating Partner Plus distributor from our list.

Enablement: Build up your team with training sessions plus access to Cisco presales engineers.Marketing: Generate demand with guided access to marketing tools and the latest expertise.Rewards: Reinvest in your Cisco midmarket practice with incentives and rewards. Your success earns your recognition.

Partner Plus Overview

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6

Transforming Partners with More IncentivesCisco is enriching incentive programs to better recognize and reward partner value. As our Commercial Partner, the more you invest in the Cisco partnership and deliver on the business goals, the more you are rewarded for your success.

Rewarding Your SuccessCisco Commercial Xcelerate program provides innovative ways to reward your success. What makes this new program so unique – and so attractive – is that it offers an opportunity for all Commercial Partners to enjoy greater rewards by selling selected Cisco products and services accumulating points from two tiers of Xcelerator rewards.

Rewarding Your PartnershipAll CISCO partners who hold channel certifications of either Registered, Select, Premier or Gold will be invited to this program. You can now earn rewards by selling our full set of products and solutions across all the two Xcelerator tiers.

More Rewards, More ChoicesTurn your points into a shopping spree. Choose from a wide range of rewards to splurge on. Simply log in and check out the rewards catalogue ranging from Dining and Shopping vouchers, Electronic & Household Products and Lifestyle products. These are examples of what you can redeem from the catalogue.

Commercial Xcelerate

Commercial Xcelerate Rewards

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7

Enterprise Network Security Collaboration Data Center Service /

Software

All Small BusinessSwitching● Catalyst 2960

C / L / X● Catalyst 3560CX

/ 3650 / 3850Routing● ISR 4200 / 4300● Cisco 800BBWireless● AIR 1800● WLC 2504

Network Security● ASA 5506-X /

5508-X / 5516-X with FirePOWER Services

Content Security● ESA / WSAAdvanced Threat● AMP● UmbrellaPolicy & Access● ISE

Video Endpoints● SX10 / SX20 ● DX70 / DX80Conferencing● WebEx● SPARK● Spark BoardUC Endpoints● IP Phones 8800

SeriesUC Infrastructure● BE 4000● BE 6000s

Rack Servers● UCS C220 / 240

M4● UCS C220 /

240 M4 SP/SPR Bundle Server

DC Switching● Nexus 93180YC-

EX / 93108TC-EX

NEWServices● Smart Net Total Care (SNTC)● Solution SupportSoftware● Cisco One

● AMP Everywhere● SEC 6K Bundle

● Next Generation Meetings

● Next Generation Calling

● Cisco Hyperflex● UCS Mini

● Attach Cisco One

Volume Xcelerator(Cisco START portfolio)

Rewards

● 0.5% ~ 2.0% of net booking

● Auto Points allocation

● This table shows an overview of the products and solutions being rewarded by Commercial Xcelerate. ● Partner Plus partner will get additional 50% more points for RISE campaign SKU sales.

● 2% of net bookings● Claim Base

Solution Xcelerator

Commercial Xcelerate Rewards

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8

Enterprise-class technology fit and made for Midmarket & Small and Medium businesses

THERE’S NEVER BEEN A BETTER TIMEto start your IT journey with CISCO

Cisco Start

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9

ASA 5506-X, 5508-X, 5516-X with FirePOWER Service

AnyConnect & Cisco Umbrella AMP for Endpoints

Switching ● SF/SG 95 to 500 series● Catalyst 2960 series● Catalyst 3000 series

Routing ● RV 100/300/340 series● ISR 800 series● ISR 4300 series

Wireless ● WAP 100, 300 & 500 series

access points ● Aironet 1800, 1815, 2800 & 3800 Mobility Express series

● WLAN Controller 2504 series● CMX Cloud

Network Management ● FindIT Network Manager

● Cisco Spark* & Cisco Webex ● Cisco TelePresence DX70,

DX80, SX10 & SX20● Cisco Spark Board*● BE4K & BE6K● SPA Phone series● Cisco Phone 7800/ 8800 series

Unified Computing ● UCS Rack Servers C220/240

Switches ● MS220-8, MS220-8P● MS225-24, MS225-24P, MS225-48,

MS225-48LP, MS225-48FP

Wireless ● MR18, MR30H, MR32, MR33, MR42

Security

● MX64, MX64W, MX65, MX65W● MX84, MX100

Security First

Cloud Managed

Cisco Start Portfolio

Connect

Connect

Collaborate Compute

Security First

*Products & Services availability vary across countries

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10

Features● Designed with you in mind

● Connect with your virtual teams through Cisco Spark app

● Intelligently anticipates your needs

● Intelligent camera delivers a natural viewing experience

● Intelligent microphones create crisp clear audio

Simple, cloud-managed office communicationsEasy-to-use and manage. Quick to deploy, in under a day. This modern, cloud-managed IP phone system is optimized for small and midsize businesses with up to 200 phones.

Features● Support for the latest IP phones

● Essential calling features

● Fast installation

● Easy cloud management

All-in-one device for team collaborationWith the Cisco Spark Board, you can wirelessly present, white board, and video or audio conference – everything you need for team collaboration, all at the touch of a finger. And you can use the Cisco Spark app to connect to your virtual teams outside the physical room, through the devices of your choice.

Cisco Business Edition 4000 Cisco Spark Board

Collaboration

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11

BEFORE a Sale

DURINGa Sale

AFTERa Sale

Purchase Cisco Solutions● NFR / CUWP

● Cisco Partner Marketing Central● Secure Workforce Experience● Transform your Business Engagement with Video

Collaboration● Cisco Spark Campaign● Cisco Next Generation Meeting (Coming Soon)● Cisco Next Generation Calling (Coming Soon)

VIP

Readiness● Enablement ● Big Bets / Quick Bets

● Cisco Promotions● Cisco Next Generation Meeting● Cisco Workforce Experience● Collaborate Everywhere Promotion● Cisco Spark Partner Pricing Program

Refresh data to identify customer opportunities to modernise

Demand Generation● Joint Marketing Funds (JMF)● ASAP

● Cisco START● Distribution Fast Track Pricing

Upsell opportunity data to help drive further opportunities

Deal Registration Programs● OIP / TIP / SIP / TMP

● Sales & Technical Support Services from break/fix to advanced installation, adoption and support

Partner Plus● Market Development - Virtual Wallet Rebate Usage● Marketing Campaigns Execution

Partner Plus● Technical Support – Partner Help Plus● Commercial End User Offers

Partner Plus● Commercial Xcelerate● Virtual Wallet Rebate Payout upon meeting target

Commercial Segment Programs

Collaboration

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12

Unified Computing Hyperconverged Infrastructure

Servers and infrastructure

UCS B-Series Blade Servers

UCS S-Series Storage Servers

UCS C-Series Rack Servers

UCS Management Software

Hyperconvergence engineered on Cisco UCSOur technology is built to meet today’s demands while

accommodating future innovation.Cisco HyperFlex delivers complete hyperconvergence. It combines

the software-defined networking and computing power of Cisco UCS with the Cisco HyperFlex HX Data Platform. And it is designed for simplicity. HyperFlex brings increased operational efficiency and

adaptability to more workloads in your data center.

Less than 1 hourDeploy HyperFlex

plus network

In seconds Create hundreds

of clones

80%Data storage

savings

Data Center

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13

Data CenterBEFORE a Sale

DURINGa Sale

AFTERa Sale

Purchase Cisco Solutions● NFR / CUWP

● Cisco Partner Marketing Central● Your Data Center is Everywhere● Redefining Your Data Centre Network● Modernize the Data Center Network● Capitalize on Big Data with Cisco and Splunk● Secure Data Center

VIP

Readiness● Enablement● Big Bets / Quick Bets

● Cisco Promotions● HyperFlex Video Contest● Hewlett Packard Enterprise (HPE) Competitive UCS

Promotion● Cisco Nexus 5596UP Fibre Channel Bundles● Cisco SmartPlay● Cisco SmartPlay HyperFlex● Cisco SmartPlay Rack Paks● Cisco SmartPlay Select

Refresh data to identify customer opportunities to modernise

Demand Generation● Joint Marketing Funds (JMF)● ASAP

● Cisco START● Distribution Fast Track Pricing

Upsell opportunity data to help drive further opportunities

Deal Registration Programs● OIP / TIP / SIP / TMP

● Sales & Technical Support Services from break/fix to advanced installation, adoption and support

Partner Plus● Market Development - Virtual Wallet Rebate Usage● Marketing Campaigns Execution

Partner Plus● Technical Support – Partner Help Plus● Commercial End User Offers

Partner Plus● Commercial Xcelerate● Virtual Wallet Rebate Payout upon meeting target

Commercial Segment Programs

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14

Connected Mobile Experiences (CMX) Cisco ONE SoftwareUnderstand customers better

What Connected Mobile Experiences does

Making Software Buying SimpleUse the intelligence in your wireless network. View location information, dwell times, and analytics to learn how visitors

behave on site.

Analyze visitor behavior on siteLearn how people use your venue. Then let that guide your business decisions.

Cisco ONE for AccessCisco ONE for Access helps you manage and scale your access,

aggregation, and core switches from the campus to the branch.

Cisco ONE for WANCisco ONE for WAN helps manage, secure, and optimize your WAN for

better business outcomes in branch offices and the network edge.

Make guest Wi-Fi access easierCreate an easy login portal and onboard

guests with our simple templates.

Engage on a more personal levelGive visitors a better experience. Use

location apps to deliver information they want.

Track assets with easeLocate equipment and people quickly

and accurately.

Cisco ONE Software is a valuable and flexible way to buy software for your data center,

WAN, and access domains. At each stage in the product lifecycle, Cisco ONE Software

helps make buying, managing, and upgrading your network and infrastructure software

easier.

When you buy: Instead of choosing from hundreds of separately priced software features,

you purchase a single Cisco ONE Software product. Instead of a single perpetual license

tied to the lifetime of your hardware, we offer flexibility with a choice of licensing options.

When you use: Your Cisco ONE Software investment can grow in value through ongoing

innovation, updates, and upgrades. And coming soon with Cisco ONE Software, you’ll have

the freedom to deploy your licenses on physical or virtual machines.

When you refresh: You benefit from lower costs and lower TCO. Cisco ONE Software

licenses are not tied to specific hardware, so they are portable to the next generation of

applicable devices.

Cisco ONE Software Helps Solve Your Most Important IT Problems

● Connect branch and campus environments with scalable wired and wireless access.● Create a highly secure data center network that works with public, private, or hybrid

clouds.● Deliver voice and video collaboration throughout your network.

Enterprise Networks

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15

BEFORE a Sale

DURINGa Sale

AFTERa Sale

Purchase Cisco Solutions● NFR / CUWP

● Cisco Partner Marketing Central● Cisco Digital Ready Network● Modernize Your Network● Fast Innovations with Cisco 802.11ac Wave 2 Solutions● Just Switch It● Transform your Business with Networking● Reimagined (Commercial Refresh)● Digitization Through a Secured Network● Fast-Tracking the Mobile Enterprise with Apple and Cisco

VIP

Readiness● Enablement ● Big Bets / Quick Bets

● Cisco Promotions● Cisco DNA Offers● Cisco 10 Gb Catalyst Bundles● Cisco Catalyst 6500 Supervisor 2T Bundle● Cisco Catalyst 6807-XL Supervisor 2T Bundle● Cisco Catalyst 4500-E Series Switches Data Bundle● Cisco Catalyst 4500 Series PoEP-Ready Bundles with LAN Base● Cisco ASR 1001-X Bundles / Cisco ASR 1002-X Bundles● Cisco ONE ISR 4000 Bundles● Winning with Wireless Take Down Offer● Enterprise Networks Product Bundles● Cisco ONE Wireless Controller Refresh Promotion

Refresh data to identify customer opportunities to modernise

Demand Generation● Joint Marketing Funds (JMF)● ASAP

● Cisco START● Distribution Fast Track Pricing

Upsell opportunity data to help drive further opportunities

Deal Registration Programs● OIP / TIP / SIP / TMP

● Sales & Technical Support Services from break/fix to advanced installation, adoption and support

Partner Plus● Market Development - Virtual Wallet Rebate Usage● Marketing Campaigns Execution

Partner Plus● Technical Support – Partner Help Plus● Commercial End User Offers

Partner Plus● Commercial Xcelerate● Virtual Wallet Rebate Payout upon meeting target

Commercial Segment Programs

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16

Cisco Annual Security Report Cisco UmbrellaCisco 2017 Annual Cybersecurity Report Still being infected by malware?

We’re not surprised.Learn security industry insights and key findings taken from threat intelligence and cybersecurity trends.

Cisco Umbrella is the solution.As the industry’s first Secure Internet Gateway in the

cloud, Cisco Umbrella provides the first line of defense

against threats on the internet. Because Umbrella is

delivered from the cloud, it is the easiest way to protect

all of your users in minutes.

Learn.Intelligence to

uncover current and emerging threats.

See.Visibility for activity

across all devices and ports, anywhere.

Block.Stop phishing, malware, and

ransomware earlier.

Security

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17

SecurityBEFORE a Sale

DURINGa Sale

AFTERa Sale

Purchase Cisco Solutions● NFR

● Cisco Partner Marketing Central● What a Next-Generation Firewall Should Be● Ransomware Defense● Security Thought Leadership● Capitalize on Big Data with Cisco and Splunk● AMP Everywhere: Cisco Advanced Malware

Protection● Secure Data Center● Secure Workforce Experience● Digitization through a Secured Network

VIP

Readiness● Enablement ● Big Bets / Quick Bets

● Cisco Promotions● Security Solution Bundle Promotion● Security Competitive and Refresh – ASA Promotion● Security Ignite

Refresh data to identify customer opportunities to modernise

Demand Generation● Joint Marketing Funds (JMF)● ASAP

● Cisco START● Distribution Fast Track Pricing

Upsell opportunity data to help drive further opportunities

Deal Registration Programs● OIP / TIP / SIP / TMP

● Sales & Technical Support Services from break/fix to advanced installation, adoption and support

Partner Plus● Market Development - Virtual Wallet Rebate Usage● Marketing Campaigns Execution

Partner Plus● Technical Support – Partner Help Plus● Commercial End User Offers

Partner Plus● Commercial Xcelerate● Virtual Wallet Rebate Payout upon meeting target

Commercial Segment Programs

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18

Cisco Services Partner Program

Performance Targets

ThresholdRange

Rebate %Range

Sales Rebate (Cisco Branded Services)

AR% 70-95% 1-11%

RR% 55-95% 1-8%

Max Sales Rebate 19% * Eligible Bookings

Value Based Rebate (Collaborative Services)

SR Ratio 75-10 0 - 1.2 delivery factor

RMA Ratio 180-35 0 - 1.2 delivery factor

Max Value Based Rebate 22.8% * Eligible Bookings

Service Request Ratio

(SR)

Return Materials Authorization

(RMA)

Delivery Performance

Factor

<= 10 <=35 1.20

>10 to 20 >35 to 50 1.10

>20 to 35 >50 to 95 1.00

>35 to 50 >95 to 130 0.75

>50 to 75 >130 to 180 0.25

>75 >180 0.0

The Delivery Performance Factor is used to calculate the Value Based Rebate – the lower of the two DPFs is used.

APAC Compensation & Performance Matrix Model

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19

Services & Compensation - Commercial

Xcelerate Rewards (up to) 3%

Partner Plus Services 3%

Multi-year Promo 2%

Sales Performance Rebate (up to)

11%

Multi Year Discount 7%

OIP / XIP other stacking programs 2%

Incremental Promo discounts (FT) 13+%

Base Discount (Dependant on Certification/Offer)

40%

Incentives, discounts, rebatesIN

CEN

TIVE

S

BAC

KEN

DRE

BATE

UPF

RON

T D

ISC

OU

NT

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20

Sign up to APJ Commercial Programs

Create a Business Plan with your Cisco Partner

Account Manager

Make full use of everything Cisco provides you with

B.D.A a sale

Call to Action

© 2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21

Work with your Distribution Partner

on GTM plans

Ensure your sales teams participate

in enablement sessions

Review Cisco opportunities in

existing and new accounts

Call to Action