Cisco Managed Services Channel Program Overview

The managed services market is poised for expansive growth. The network is becoming an integrated, intelligent platform for IT as customers increasingly seek greater breadth of service, personalization, and quality of experience. At the same time, emerging technologies, collabora-tion, and globalization are promoting network complexity and management demands that fall outside the core business of many end users.

Companies are increasingly reliant on collaboration and applications and, as a result, their focus is shifting from managing their own IT infrastructure to buying “technology as a service” or finished solutions. Simultaneously, the managed services providers are seeking additional ways to respond to the market needs while fending off competitive threats and seeking new, predict-able sources of profitability and revenue.

Cisco® partners can capitalize on this transition by extending managed services portfolios from simple connectivity to managed services such as IP VPN, unified communications, security, and others. To help partners with this transition, Cisco is expanding its award-winning channel program by introducing the new Cisco Managed Services Channel Program.

Cisco’s vision is to be the leading enabler of integrated, innovative, scalable, high- value managed services offerings; whether you are a regional managed services provider or a global one, our vision is to enable your success.

Cisco Managed Services Channel Program The Cisco Managed Services Channel Program (MSCP) will help part-ners accelerate the creation and delivery of managed services. It is an enhancement to the award-winning Cisco Channel Partner Program that defines an established set of managed services based on market and industry-standard best practices, validates a provider’s managed services against those standards, and rewards managed services providers for the value and advanced technology their services bring to the market.

The MSCP accelerates a partner’s ability to provide managed services by providing a framework to support the global delivery of quality man-aged services. The framework aligns to the way managed services are delivered by establishing globally consistent program terms, rewarding partners incrementally for the value their services bring to the market, and providing opportunities for them to access unique branding and marketing for their services.

All participating managed services undergo an annual third-party audit assessing the people, processes, and tools used in the delivery of the services. Audited services demonstrating an ability to deliver premium managed services achieve the Cisco Powered Managed Services designation.

Managed Services Definition• Managed services are information technologies delivered as finished

solutions, managed remotely by highly skilled professionals from a network operations center (NOC).

• Managed services are proactively monitored, and providers can troubleshoot incidents from the NOC, according to defined service level agreements (SLAs) negotiated with end users.

• Managed services are often offered on an operating expense basis that requires no capital outlay for the enterprise.

Value-Based Benefits Managed services represent a large, growing market that delivers to customers efficient, cost-effective, and reliable networks and an ability to focus valuable internal resources on the more strategic aspects of their business. The MSCP is designed to accelerate managed services sales and to reward partners’ investment in the delivery of managed services. Benefits include:

• Global consistency: Cisco has aligned its channel program so that managed services providers can more easily deliver managed services globally. Managed services providers who invest in their managed services capabilities can best capture the global market opportunity and enjoy consistent and predictable global terms de-signed to promote adoption of Cisco advanced technology solutions and the transport services based on Cisco that enable them.

• Financial rewards: The MSCP offers escalating rewards to managed services providers for promoting premium solutions based on Cisco advanced technology product groups and IP Multiprotocol Label Switching (MPLS) transport based on Cisco. Premium services will achieve the new Cisco Powered Services designation in conjunc-tion with rebates and the go-to-market and branding benefits of the enhanced Cisco Powered Program.

• Branding and marketing opportunities: Partners achieving the Cisco Powered Managed Services brand will set the industry standard for their ability to deliver the highest value-add managed services. They will have access to resources designed to help them envision, build, and deliver managed services to their existing and target customers. The Cisco Powered Managed Services brand indicates the services have met Cisco and industry standards and will receive special rec-ognition in the enhanced Partner Locator tool on Cisco.com.

Cisco Powered Managed Services:

Cisco Powered Managed Services

Global Discount 47%

Global Discount 42%

Edge Services = Cisco AT ProductsTransport Services = Based on Cisco IP NetworkStrategic

Managed Services

LegacyManaged Services

Edge and Transport Services:Not Based on Cisco AT Products

VIP, OIP, SIP Do Not Apply To Purchases Made Under MSCP. CTMP and TAP Can Be Stacked with MSCP

Rewards Tied to Service Value

Global Discount 47% (+10% on Net Rebate)

Managed ConnectivityManaged Security

Managed UnifiedCommunication

Managed MobileCommunications

Managed DataCenter

Figure 1. Rewards Tied to Service Value

Cisco Managed Services Channel Program Overview

Program Requirements Qualifying managed services are transport or edge services that meet all the following criteria:

• Remote monitoring for all subject customer premises equipment (CPE).

• Remote configuration and troubleshooting.

• SLA between partner and end customer that binds the solution provider to quality-of-service (QoS) commitments.

• Term of contract more than one year.

• CPE title held by partner or end customer.

Only CPE used to provision services or upgrade an enterprise’s infrastructure as part of a standard offer to support managed services qualifies for program discounts and rebates.

The MSCP continues the tradition of Cisco’s value-based channel program by providing three distinct service levels, each with escalating rewards and benefits that map to the value the services bring to market:

• Cisco Powered Managed Services: Cisco Powered Managed Services come with a Cisco Powered designation, which indicates the services have met rigorous measures based on the highest level of customer value, industry standards for service delivery, and Cisco’s benchmark for quality. Qualifying providers receive financial, branding, and go-to-market benefits for services that meet these requirements. For more information about benefits available, visit the Cisco Powered Program at www.cisco.com/go/cpn.

• Strategic managed services: Strategic managed services promote adoption of Cisco’s advanced technology solutions by providing customers with predictable costs, while reducing technology adoption risk. Customers can now rely on the managed services provider capabilities, validated by a third party, to deliver finished solutions with an end-to-end product and service guarantee. Strategic services are based on Cisco advanced technology products or IP-transport managed services based partially or wholly on a Cisco infrastructure. Additional requirements are established on a service-by-service basis and determine which technical attributes, SLA components, and service management reports provide a quality offer for the customer.

• Legacy managed services: If no Cisco infrastructure ports are required when a network solution is provisioned, that solution quali-fies as a legacy service. Examples would be Frame Relay or ATM solutions. These are usually traditional network solutions that are not IP based and not based on a Cisco infrastructure. Nontransport services that do not deliver Cisco advanced technology products would be considered legacy services. An example would be a managed LAN.

Table 1. Service Designations

Discount Level Managed Connectivity Managed Security Managed Unified Comms

Managed Mobile Comms

Managed Data Center

Cisco Powered Managed Services

Managed Internet Service

Metro Ethernet

MPLS VPN

IP Trunking

TP Transport*

Application Aware VPN*

Managed Firewall

Managed IDS/IPS

Managed NAC*

Managed Video

Surveillance*

Managed Business Communications

Managed Unified Contact Center

Managed TP*

Hosted Unified

Communication Services*

Managed Service Mesh*

Managed Hosting*

Managed WAAS*

Strategic Managed Services

Managed Internet Service

IPsec VPN

IP Trunking

Managed Firewall

Managed IDS/IPS

Secure Router (K9)

Managed NAC*

Managed Business Communications

Managed Unified Contact Center

Managed Wireless LAN

Managed Hosting/Co-Location

Managed WAAS*

Legacy Managed Services

Managed Internet Service

Frame Relay/ATM

Managed LAN

Managed Router

Managed Hosting/Co-Location

*Denotes Future Designation

Cisco Managed Services Channel Program Overview

Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.

©2007 Cisco Systems, Inc. All rights reserved. CCVP, the Cisco logo, and the Cisco Square Bridge logo are trademarks of Cisco Systems, Inc.; Changing the Way We Work, Live, Play, and Learn is a service mark of Cisco Systems, Inc.; and Access Registrar, Aironet, BPX, Catalyst, CCDA, CCDP, CCIE, CCIP, CCNA, CCNP, CCSP, Cisco, the Cisco Certified Internetwork Expert logo, Cisco IOS, Cisco Press, Cisco Systems,

Cisco Systems Capital, the Cisco Systems logo, Cisco Unity, Enterprise/Solver, EtherChannel, EtherFast, EtherSwitch, Fast Step, Follow Me Browsing, FormShare, GigaDrive, HomeLink, Internet Quotient, IOS, iPhone, IP/TV, iQ Expertise, the iQ logo, iQ Net Readiness Scorecard, iQuick Study, LightStream, Linksys, MeetingPlace, MGX, Networking Academy, Network Registrar, PIX, ProConnect, ScriptShare, SMARTnet, StackWise, The Fastest Way to Increase Your Internet Quotient, and TransPath are registered trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries.

All other trademarks mentioned in this document or Website are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (0708R)

Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.

©2007 Cisco Systems, Inc. All rights reserved. CCVP, the Cisco logo, and the Cisco Square Bridge logo are trademarks of Cisco Systems, Inc.; Changing the Way We Work, Live, Play, and Learn is a service mark of Cisco Systems, Inc.; and Access Registrar, Aironet, BPX, Catalyst, CCDA, CCDP, CCIE, CCIP, CCNA, CCNP, CCSP, Cisco, the Cisco Certified Internetwork Expert logo, Cisco IOS, Cisco Press, Cisco Systems, Cisco Systems Capital, the Cisco Systems logo, Cisco Unity, Enterprise/Solver, EtherChannel, EtherFast, EtherSwitch, Fast Step, Follow Me Browsing, FormShare, GigaDrive, HomeLink, Internet Quotient, IOS, iPhone, IP/TV, iQ Expertise, the iQ logo, iQ Net Readiness Scorecard, iQuick Study, LightStream, Linksys, MeetingPlace, MGX, Networking Academy, Network Registrar, PIX, ProConnect, ScriptShare, SMARTnet, StackWise, The Fastest Way to Increase Your Internet Quotient, and TransPath are registered trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries.

All other trademarks mentioned in this document or Website are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (0708R)

Americas HeadquartersCisco Systems, Inc.170 West Tasman DriveSan Jose, CA 95134-1706USAwww.cisco.comTel: 408 526-4000800 553-NETS (6387)Fax: 408 527-0883

Asia Pacific HeadquartersCisco Systems, Inc.168 Robinson Road#28-01 Capital TowerSingapore 068912www.cisco.comTel: +65 6317 7777Fax: +65 6317 7799

Europe HeadquartersCisco Systems International BVHaarlerbergparkHaarlerbergweg 13-191101 CH AmsterdamThe Netherlandswww-europe.cisco.comTel: +31 0 800 020 0791Fax: +31 0 20 357 1100

Americas HeadquartersCisco Systems, Inc.170 West Tasman DriveSan Jose, CA 95134-1706USAwww.cisco.comTel: 408 526-4000800 553-NETS (6387)Fax: 408 527-0883

Asia Pacific HeadquartersCisco Systems, Inc.168 Robinson Road#28-01 Capital TowerSingapore 068912www.cisco.comTel: +65 6317 7777Fax: +65 6317 7799

Europe HeadquartersCisco Systems International BVHaarlerbergparkHaarlerbergweg 13-191101 CH AmsterdamThe Netherlandswww-europe.cisco.comTel: +31 0 800 020 0791Fax: +31 0 20 357 1100

Enrollment Process Partners begin their participation in the Cisco Managed Services Channel Program by working with their account team to determine if MSCP is a fit for their business model. The partner and the account team should review the MSCP Website at www.cisco.com/go/mscp and download the MSCP qualification questionnaire to aid in this discussion.

When ready to apply to the program, the partner should complete the CSApp online application at www.cisco.com/go/csapp, identify relevant managed services, and agree to the program terms and conditions. When the application is approved, a third-party auditing firm will, at no cost to the partner, schedule an audit of the partner’s service. After successfully completing the audit, the partner is briefed by Cisco on order process and receives promo codes and program participation instructions.

Working Together To help you meet customer needs and capture a dynamic growth opportunity, the industry-leading Cisco Channel Partner Program has evolved to help you accelerate growth, differentiate your business, and increase your profitability.

The Cisco Managed Services Channel Program rewards partners for building and selling managed services by offering discounts and rebates in the purchase of supporting CPE. For qualifying services, the program offers additional branding and marketing benefits from Cisco. By mapping program rewards to value delivered, the program will help accelerate managed services providers’ revenue growth and return on investment of managed services delivery. It also takes the guesswork out of managed services for businesses by benchmarking and validat-ing the quality of a managed services experience.

Contact your Cisco channel account manager today for more informa-tion about the Cisco Managed Services Channel Program or visit the MSCP Website at www.cisco.com/go/mscp.

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