Cisco Value Incentive Program 27...Value Incentive Program Period 27 (VIP 27) runs from January 24, 2016 through July 30, 2016. Program Benefits The Cisco Value Incentive Program is

© 2015 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partners only. Do not distribute.

Program Rules

Cisco Partner Confidential

Cisco Value Incentive Program 27 The Cisco® Value Incentive Program (VIP) for Architectures is a comprehensive back-end payment program designed to increase margins for Cisco channel partners that resell collaboration, data center, Enterprise Networks, security, cloud and managed services, Cisco Open Network Environment (“ONE”), and Software as a Service (“SaaS”). The program provides a payment to partners that achieve program objectives during either a 6-month program period or a 3-month program period. Value Incentive Program Period 27 (VIP 27) runs from January 24, 2016 through July 30, 2016.

Program Benefits

The Cisco Value Incentive Program is another element of the pay-for-performance approach that Cisco uses to

support its channel partners in increasing their profitability.

The Value Incentive Program:

● Substantially improves the profitability of Cisco solutions for qualifying partners that participate in this program

● Rewards partners that focus on architectures as a practice and promote customer technology migration,

regardless of company size

● Develops eligibility criteria based on partner quality and focus, not company size

● Rewards partners’ focus on customer satisfaction

Partnership. Rewards. Results. Drive Profitability with Cisco Incentives

© 2015 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partners only. Do not distribute. Page 2

Program Rules


Participation Prerequisites

Cisco Value Incentive Program Period 27 has 7 separate tracks and 31 subtracks. Participation prerequisites differ

for each track. Please review these rules carefully. Architectural VIP tracks (Enterprise Networks, Security,

Collaboration, Data Center) and Cloud and Managed Services (CMS) track enrollments are mutually exclusive. To be

eligible, a CMS partner must not be enrolled in “Simplified Pricing” in Cisco’s Cloud and Managed Services Program

(CMSP). Cloud Services Reseller and Collaboration SaaS track enrollments can be combined with all other tracks.

All tracks must adhere to the same specific enrollment windows. However, payments must be earned independently

for each subtrack.

Table 1 lists the tracks and subtracks for Cisco Value Incentive Program Period 27, with the prerequisites for each.

Table 1. Prerequisites (Entry Criteria) for Cisco Value Incentive Program (VIP) Period 27 Subtracks

VIP 27 Track VIP 27 Subtracks Requirements at Time of Enrollment in the Program

Enterprise Networks Core and WAN Services Advanced Routing and Switching Specialization and/or Advanced

Borderless Network Architecture Specialization and/or Advanced

Core and WAN Services and/or Advanced Enterprise Networks

Specialization

Express Enterprise Networks Express Foundation Specialization and/or Small and Midsize

Business Specialization

Internet of Things (IoT) Advanced Internet of Things - Connected Safety and Security and/or

Advanced Internet of Things - Industry Expert and/or Advanced

Internet of Things – Manufacturing Specialization

Unified Access Advanced Wireless LAN Specialization and/or Advanced Borderless

Network Architecture Specialization and/or Advanced Unified

Access and/or Advanced Enterprise Networks Specialization

Meraki Cloud Networking (U.S.

pilot)

U.S. partner and Advanced Wireless LAN Specialization and/or

Advanced Borderless Network Architecture Specialization and/or

Advanced Unified Access and/or Advanced Enterprise Networks

Specialization

Security Network Security Advanced Security Specialization and/or Advanced Security

Architecture Specialization and/or Advanced Borderless Network

Architecture Specialization and/or Identity Services Engine (ISE)

Authorized Technology Provider

Content Security Advanced Content Security Specialization and/or Advanced Security

Architecture Specialization

Express Security Express Security Specialization Next-Generation Firewall module

and/or Email module and/or Web module and/or IPS module and/or

Cisco Welcome Program Express ATP

Collaboration WebEx® Cisco TelePresence® Video ATP Master and/or Advanced

Collaboration Architecture Specialization and/or Express Video

Specialization and/or Advanced Video Specialization


Program Rules


Express Collaboration Express Collaboration Specialization

Unified Communications Advanced Collaboration Architecture Specialization

TelePresence Video Global Cisco TelePresence® Video Master Multinational ATP and/or Cisco

TelePresence® Video Master Global ATP

TelePresence Video Cisco TelePresence® Video ATP Master and/or Advanced


Specialization and/or Advanced Video Specialization

Data Center Data Center Unified Fabric

Technology

No entry requirement

Data Center Unified Computing

Technology


Emerging Data Center

Technology


Cloud and Managed

Services

Core and WAN Services

Unified Access

IoT

Meraki Cloud Networking (U.S.

pilot)

Network Security

Content Security

WebEx

Unified Communications

TelePresence

Data Center Unified Fabric

Technology

Data Center Unified Computing

Technology

Emerging Data Center

Technology

Master or Advanced or Express Cloud and Managed Services

designation

Cloud Services Reseller Cloud Services Reseller Cloud Services Reseller designation

Collaboration SaaS Collaboration SaaS –

Incremental Growth

Cisco TelePresence® Video ATP Master and/or Advanced


Specialization and/or Advanced Video Specialization and/or Express

Collaboration Specialization and/or Master or Advanced or Express

Cloud and Managed Services designation

Collaboration SaaS – Lifecycle Cisco TelePresence® Video ATP Master and/or Advanced


Specialization and/or Advanced Video Specialization and/or Express

Collaboration Specialization and/or Master or Advanced or Express

Cloud and Managed Services designation


Program Rules


You must hold the required specialization, certification, designation, or Authorized Technology Provider (ATP)

designation at the time of enrollment in the Cisco Value Incentive Program. You must have access to the Cisco

Partner Access onLine (PAL) tool for the purpose of completing follow-up activities on all low scores received for the

current fiscal year. If you do not have access, please work with your Cisco Partner Account Manager (PAM) to gain

access.

Enrollment Process

You must meet the participation prerequisite for at least one subtrack to enroll in a track. See Table 1 for details.

Once you have successfully enrolled in a track, you may gain entitlement to any additional subtrack of the track you

are enrolled in, provided you have successfully met the subtrack requirements. All participating partners need to

enroll.

If you meet the participation criteria, please visit the Partner Program Enrollment (PPE) tool at

http://www.cisco.com/go/ppe. Choose VIP 27 as the program. Select the country you would like to enroll in for the

Value Incentive Program. Select the track you would like to participate in from the list of eligible tracks. Confirm your

contact details on the “Who Is Involved” tab. Click to accept the program terms and conditions. Review the final

application, and submit the application. You will receive a notification confirming the specific subtracks you are

eligible for.

Acceptance into the Program

Once you have completed and electronically signed the VIP application form, the PPE tool will send an email to you

and your Cisco PAM notifying you of your program status. Applications for VIP 27 will be accepted during the

timeframes indicated in Table 2. For any enrollment issues, a Customer Service Central (CSC) case needs to be

opened before the end of the enrollment period. Issues reported via email, not using CSC, won’t be considered.

Table 2. Timeframes for VIP Period 27

Program Period

Program Duration

Enrollment Open Date

Enrollment Close Date

Approximate Date to Receive Payment for Orders Booked by July 30, 2016 and Shipped Before August 13, 2016

Approximate Date to Receive Payment for Orders Booked by July 30, 2016 but Shipped Between August 13, 2016 and October 29, 2016

January 24, 2016 to July 30, 2016

6 months January 24, 2016

March 4, 2016 October 2016 December 2016

May 1, 2016 to July 30, 2016

3 months May 1, 2016 May 27, 2016 October 2016 December 2016

Argentina only: Orders shipped between October 29, 2016 and January 26, 2017 will be paid with earliest regular payment run.

Payout Criteria

Customer Satisfaction Payout Criteria

Partners can meet the customer satisfaction (CSAT) requirement by maintaining a Cisco certification level of Gold or

Premier. Partners not meeting requirements for Gold or Premier Certification must complete follow-up activities on all

low scores received for the current fiscal year within the PAL tool in order to meet VIP payout criteria. For more

http://www.cisco.com/go/ppe


Program Rules


information about the Cisco CSAT process, visit http://www.cisco.com/go/csat. If a partner fails to complete follow-up

activities on all low scores received for the current fiscal year within the PAL tool, the partner will not be eligible for

payment in any of the subtracks. Gold Certified Partners who do not meet the Gold Certification requirements are not

eligible for the Gold incremental bonus, regardless of the number of customers’ contact information (including email

addresses to which surveys will be sent) and follow-up activities. The Cloud Services Reseller, CMS, and

Collaboration SaaS, tracks will not be subject to the CSAT requirement. The customer satisfaction criteria are exactly

the same for the 6-month and 3-month periods.

Global Customer

Satisfaction Survey follow-up period

Completed follow-up activities on all low scores received for the current fiscal year within the PAL tool

executed between the following dates will count toward the partner’s Cisco Value Incentive Program

CSAT requirement.

Start date: January 24, 2016

End date: July 30, 2016

Specialization, Certification, and Sales Volume Payout Criteria

Enterprise Networks Track

Partners may enroll in the Enterprise Networks track only if they meet the prerequisite for any of the following

subtracks: Core and WAN Services, Express Enterprise Networks, IoT, Unified Access, or Meraki Cloud Networking

(U.S. pilot). Partners may qualify for a payout in any of these subtracks simultaneously if they meet the associated

requirements.

Core and WAN Services Subtrack

You must meet the criteria shown in Table 3 in full to qualify for any payout in the Core and WAN Services subtrack.

Table 3. Core and Wan Services Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Specialization Must maintain a valid Advanced Routing and

Switching Specialization and/or Advanced Borderless

Network Architecture Specialization and/or Advanced

Core and WAN Services Specialization and/or

Advanced Enterprise Networks Specialization from

the specialization attainment date through July 30,

2016.

Must maintain a valid Advanced Routing and Switching

Specialization and/or Advanced Borderless Network

Architecture Specialization and/or Advanced Core and

WAN Services Specialization and/or Advanced Enterprise

Networks Specialization from the specialization attainment

date through July 30, 2016.

Sales Volume** Must purchase CAD $300,000 minimum net bookings

in qualifying Core and WAN Services SKUs.***

Minimum bookings calculation timeframe is subject to

partner enrollment and specialization attainment

status.

Must purchase CAD $150,000 minimum net bookings in

qualifying Core and WAN Services SKUs.*** Minimum

bookings calculation timeframe is subject to partner

enrollment and specialization attainment status.

Express Enterprise Networks Subtrack

You must meet the criteria shown in Table 4 in full to qualify for any payout in the Express Enterprise Networks

subtrack.

http://www.cisco.com/go/csat


Program Rules


Table 4. Express Enterprise Networks Payout Criteria


Specialization Must maintain a valid Express Foundation and/or Small

and Midsize Business Specialization from the

specialization attainment date through July 30, 2016.

Must maintain a valid Express Foundation and/or Small

and Midsize Business Specialization from the

specialization attainment date through July 30, 2016.

Sales Volume** Must purchase CAD $50,000 minimum net bookings in

qualifying Express Enterprise Networks SKUs.***


partner enrollment and specialization attainment status.


qualifying Express Enterprise Networks SKUs.***



Internet of Things (IoT) Subtrack

You must meet the criteria shown in Table 5 in full to qualify for any payout in the IoT subtrack.

Table 5. IoT Payout Criteria


Specialization Must maintain a valid Advanced Internet of Things -

Connected Safety and Security and/or Advanced

Internet of Things - Industry Expert and/or Advanced

Internet of Things – Manufacturing Specialization from


2016.

Must maintain a valid Advanced Internet of Things -

Connected Safety and Security and/or Advanced

Internet of Things - Industry Expert and/or Advanced

Internet of Things – Manufacturing Specialization from


2016.


qualifying IoT SKUs.*** Minimum bookings calculation

timeframe is subject to partner enrollment and

specialization attainment status.





Unified Access Subtrack

You must meet the criteria shown in Table 6 in full to qualify for any payout in the Unified Access subtrack.

Table 6. Unified Access Payout Criteria


Specialization Must maintain a valid Advanced Wireless LAN


Architecture Specialization and/or Advanced Unified

Access Specialization and/or Advanced Enterprise

Networks Specialization from the specialization

attainment date through July 30, 2016.

Must maintain a valid Advanced Wireless LAN

Specialization and/ or Advanced Borderless Network






qualifying Unified Access SKUs.*** Minimum bookings

calculation timeframe is subject to partner enrollment

and specialization attainment status.






Program Rules


Meraki Cloud Networking (U.S. pilot)

You must meet the criteria shown in Table 7 in full to qualify for any payout in the Meraki Cloud Networking subtrack.

Table 7. Meraki Cloud Networking Payout Criteria


Specialization Must maintain a valid Advanced Wireless LAN






Must maintain a valid Advanced Wireless LAN

Specialization and/ or Advanced Borderless Network





Sales Volume** Must purchase minimum net bookings in qualifying

Meraki Cloud Networking SKUs.*** Minimum bookings



Must purchase minimum net bookings in qualifying

Unified Access SKUs.*** Minimum bookings calculation



Security Track

Partners may enroll in the Security track only if they meet the prerequisites for any of the following subtracks:

Network Security, Content Security or Express Security. Partners may qualify for a payout in any of these subtracks

simultaneously if they meet the associated requirements.

Network Security Subtrack

You must meet the criteria shown in Table 8 in full to qualify for any payout in the Network Security subtrack.

Table 8. Network Security Payout Criteria


ATP/Specialization Must maintain a valid Advanced Security Specialization

and/or Advanced Borderless Network Architecture

Specialization and/or Advanced Security Architecture

Specialization and/or Identity Services Engine

Authorized Technology Provider from the

specialization/ATP attainment date through July 30,

2016.

Must maintain a valid Advanced Security Specialization

and/or Advanced Borderless Network Architecture


Specialization and/or Identity Services Engine

Authorized Technology Provider from the


2016.


qualifying Network Security SKUs.*** Minimum


enrollment and specialization/ATP attainment status.


qualifying Network Security SKUs.*** Minimum


enrollment and specialization/ATP attainment status.

Content Security Subtrack

You must meet the criteria shown in Table 9 in full to qualify for any payout in the Content Security subtrack.


Program Rules


Table 9. Content Security Payout Criteria


Specialization Must maintain a valid Advanced Content Security


Specialization from the specialization attainment date

through July 30, 2016.

Must maintain a valid Advanced Content Security





qualifying Content Security SKUs.*** Minimum bookings







Express Security Subtrack

You must meet the criteria shown in Table 10 to qualify for any payout in the Express Security subtrack.

Table 10. Express Security Payout Criteria


ATP/Specialization Must maintain a valid Express Security Specialization

Next-Generation Firewall module and/or Email module

and/or Web module and/or IPS module and/or Cisco

Welcome Program Express ATP from the specialization


Note: Express Security SKUs eligibility and payouts are

based on holding particular module(s) of Express

Security Specialization. More details about SKU

eligibility under particular Express Security

Specialization modules are available at

http://www.cisco.com/go/skus.

Must maintain a valid Express Security Specialization

Next-Generation Firewall module and/or Email module

and/or Web module and/or IPS module and/or Cisco

Welcome Program Express ATP from the specialization


Note: Express Security SKUs eligibility and payouts are

based on holding particular module(s) of Express

Security Specialization. More details about SKU

eligibility under particular Express Security

Specialization modules are available at



qualifying Express Security SKUs.*** Minimum bookings


and specialization/ATP attainment status.


qualifying Express Security SKUs.*** Minimum bookings



Collaboration Track

Partners may enroll in the Collaboration track only if they meet the prerequisites for any of the following subtracks:

Unified Communications, WebEx, Express Collaboration, TelePresence Video Global, or TelePresence Video.

Partners may qualify for a payout in any of these subtracks simultaneously, except for the TelePresence and

TelePresence Global subtracks, if they meet the associated requirements.

Unified Communications Subtrack

You must meet the criteria shown in Table 11 in full to qualify for any payout in the Unified Communications subtrack.

http://www.cisco.com/go/skus



Program Rules


Table 11. Unified Communications Payout Criteria


Specialization Must maintain a valid Advanced Collaboration

Architecture Specialization from the specialization


Must maintain a valid Advanced Collaboration

Architecture Specialization from the specialization



qualifying Unified Communications SKUs.*** Minimum

bookings calculation time frame is subject to partner






WebEx Subtrack

You must meet the criteria shown in Table 12 in full to qualify for any payout in the WebEx subtrack.

Table 12. WebEx Payout Criteria


ATP/Specialization Must maintain a valid Cisco TelePresence® Video ATP

Master and/or Advanced Collaboration Architecture

Specialization and/or Express Video Specialization

and/or Advanced Video Specialization from the


2016.

Must maintain a Cisco TelePresence® Video ATP


Specialization and/or Express Video Specialization

and/or Advanced Video Specialization from the


2016.


qualifying Cisco WebEx SKUs.*** Minimum bookings

calculation time frame is subject to partner enrollment






TelePresence Video Subtrack

You must meet the criteria shown in Table 13 in full to qualify for any payout in the TelePresence Video subtrack.

Table 13. TelePresence Video Payout Criteria


ATP/Specialization Must maintain a valid Cisco TelePresence®

Video ATP Master and/or Advanced

Collaboration Architecture Specialization and/or

Express Video Specialization and/or Advanced

Video Specialization from the specialization/ATP


Must maintain a valid Cisco TelePresence® Video ATP


Specialization and/or Express Video Specialization and/or

Advanced Video Specialization from the specialization/ATP


Sales Volume** Must purchase CAD $50,000 minimum net

bookings in qualifying Cisco TelePresence®

Video SKUs.*** Minimum bookings calculation


ATP/specialization attainment status.


qualifying Cisco TelePresence® Video SKUs.*** Minimum


enrollment and ATP/specialization attainment status.


Program Rules


TelePresence Video Global Subtrack

You must meet the criteria shown in Table 14 in full to qualify for any payout in the TelePresence Global subtrack.

Table 14. TelePresence Video Global Payout Criteria


ATP Must maintain a valid Cisco TelePresence® Video

Master Multinational Video ATP and/or

TelePresence Video Master Global ATP from the

ATP attainment date through July 30, 2016.

Must maintain a valid Cisco TelePresence® Video ATP

Master Multinational Video ATP and/or TelePresence

Video Master Global ATP from the ATP attainment date


Sales Volume** Must purchase CAD $50,000 minimum net

bookings in qualifying Cisco TelePresence® Video

SKUs.*** Minimum bookings calculation timeframe

is subject to partner enrollment and ATP

attainment status.


qualifying Cisco TelePresence® Video SKUs.***


partner enrollment and ATP attainment status.

Express Collaboration

You must meet the criteria shown in Table 15 in full to qualify for any payout in the Express Collaboration subtrack.

Table 15. Express Collaboration Payout Criteria


Specialization Must maintain a valid Express Collaboration



Must maintain a valid Express Collaboration




qualifying Express Collaboration SKUs *** Minimum


enrollment and Express Collaboration Specialization

attainment status.


qualifying Express Collaboration SKUs.*** Minimum


enrollment and Express Collaboration Specialization

attainment status.

Data Center Track

Partners may enroll in the Data Center track only if they meet the prerequisites for any of the following subtracks:

Data Center Unified Fabric Technology, Data Center Unified Computing Technology, or Emerging Data Center

Technology. Partners may qualify for a payout in any of these subtracks simultaneously if they meet the associated

requirements.

Data Center Unified Fabric Technology Subtrack

You must meet the criteria shown in Table 16 in full to qualify for any payout in the Data Center Unified Fabric

Technology subtrack.

Table 16. Data Center Unified Fabric Technology Payout Criteria


Specialization No entry requirement, but must have a valid

Advanced Unified Fabric Technology and/or

No entry requirement, but must have a valid Advanced

Unified Fabric Technology and/or Advanced Data Center


Program Rules


Advanced Data Center Architecture Specialization on

July 30, 2016.

Architecture Specialization on July 30, 2016.

Sales Volume** Must purchase CAD $50,000 minimum net bookings

in qualifying Data Center Unified Fabric SKUs.***



status.


qualifying Data Center Unified Fabric SKUs.*** Minimum



Data Center Unified Computing Technology Subtrack

You must meet the criteria shown in Table 17 in full to qualify for any payout in the Data Center Unified Computing


Table 17. Data Center Unified Computing Technology Payout Criteria


Specialization No entry requirement, but must have a valid

Advanced Unified Computing Technology and/or

Advanced Data Center Architecture Specialization on

July 30, 2016.

No entry requirement, but must have a valid Advanced

Unified Computing Technology and/or Advanced Data

Center Architecture Specialization on July 30, 2016.

Sales volume** Must purchase CAD $50,000 minimum net bookings

in qualifying Data Center Unified Computing SKUs.***



status.


qualifying Data Center Unified Computing SKUs.***



Emerging Data Center Technology Subtrack

You must meet the criteria shown in Table 18 in full to qualify for any payout in the Emerging Data Center Technology

subtrack.

Table 18. Emerging Data Center Technology Payout Criteria


ATP No entry requirement, but must have a valid ATP –

Cisco Application Centric Infrastructure on July 30,

2016.

No entry requirement, but must have a valid ATP – Cisco

Application Centric Infrastructure on July 30, 2016.

Sales volume** Must purchase CAD $50,000 minimum net bookings

in qualifying Emerging Data Center Technology

SKUs.*** Minimum bookings calculation timeframe is

subject to partner enrollment and ATP attainment

status.


qualifying data Emerging Data Center Technology

SKUs.*** Minimum bookings calculation timeframe is

subject to partner enrollment and ATP attainment status.

Cloud and Managed Services Track

Partners may enroll in the Cloud and Managed Services track only if they meet the prerequisites for any of the

following subtracks: Core and WAN Services, Unified Access, IoT, Meraki Cloud Networking (U.S. pilot), Network

Security, Content Security, Unified Communications, WebEx, TelePresence, Data Center Unified Fabric Technology,

Data Center Unified Computing Technology, and Emerging Data Center Technology. Partners may qualify for a

payout in any of these subtracks simultaneously if they meet the associated requirements.


Program Rules


Core and WAN Services Subtrack

You must meet the criteria shown in Table 19 in full to qualify for any payout in the Core and WAN Services subtrack.

Table 19. Core and WAN Services Payout Criteria


Designation Must maintain a valid Master, Advanced, or Express

Cloud and Managed Services designation from the

designation attainment date through July 30, 2016.

Must maintain a valid Master, Advanced, or Express


designation attainment date July 30, 2016.

Sales volume** Must purchase CAD $500 minimum net bookings in


bookings calculation timeframe is subject to designation

attainment status.

Must purchase CAD $250 minimum net bookings in


bookings calculation timeframe is subject to designation

attainment status.

Unified Access Subtrack

You must meet the criteria shown in Table 20 in full to qualify for any payout in the Unified Access subtrack.

Table 20. Unified Access Payout Criteria










calculation timeframe is subject to designation

attainment status.




attainment status.

IoT Subtrack

You must meet the criteria shown in Table 21 in full to qualify for any payout in the IoT subtrack.

Table 21. IoT Payout Criteria










timeframe is subject to designation attainment status.



timeframe is subject to designation attainment status.

Meraki Cloud Networking Subtrack (U.S. pilot)

You must meet the criteria shown in Table 22 in full to qualify for any payout in the Meraki Cloud Networking

subtrack.


Program Rules


Table 22. Meraki Cloud Networking Payout Criteria








Sales volume** Must purchase minimum net bookings in qualifying



attainment status.

Must purchase minimum net bookings in qualifying



attainment status.

Network Security Subtrack

You must meet the criteria shown in Table 23 in full to qualify for any payout in the Network Security subtrack.

Table 23. Network Security Payout Criteria









qualifying Network Security SKUs.*** Minimum bookings


and designation attainment status.


qualifying Network Security SKUs.*** Minimum bookings



Content Security Subtrack

You must meet the criteria shown in Table 24 in full to qualify for any payout in the Content Security subtrack.

Table 24. Content Security Payout Criteria
















Unified Communications Subtrack

You must meet the criteria shown in Table 25 in full to qualify for any payout in the Unified Communications subtrack.


Program Rules


Table 25. Unified Communications Payout Criteria










bookings calculation time frame is subject to partner

enrollment and designation attainment status.





WebEx Subtrack

You must meet the criteria shown in Table 26 in full to qualify for any payout in the WebEx subtrack.

Table 26. WebEx Payout Criteria










calculation time frame is subject to partner enrollment






TelePresence Subtrack

You must meet the criteria shown in Table 27 in full to qualify for any payout in the TelePresence subtrack.

Table 27. TelePresence Payout Criteria







designation attainment date through July 30, 2016


qualifying Cisco TelePresence Video SKUs.*** Minimum




qualifying Cisco TelePresence Video SKUs.*** Minimum



Data Center Unified Fabric Technology Subtrack

You must meet the criteria shown in Table 28 in full to qualify for any payout in the Data Center Unified Fabric



Program Rules


Table 28. Data Center Unified Fabric Technology Payout Criteria








Sales Volume** Must purchase CAD $500 minimum net bookings in








Data Center Unified Computing Technology Subtrack

You must meet the criteria shown in Table 29 in full to qualify for any payout in the Data Center Unified Computing


Table 29. Data Center Unified Computing Technology Payout Criteria











partner enrollment and designation attainment status.





Emerging Data Center Technology Subtrack

You must meet the criteria shown in Table 30 in full to qualify for any payout in the Emerging Data Center Technology

subtrack.

Table 30. Emerging Data Center Technology Payout Criteria









qualifying Emerging Data Center Technology SKUs.***




qualifying Emerging Data Center Technology SKUs.***




Program Rules


Cloud Services Reseller Track

Partners may enroll in the Cloud Services Reseller track only if they meet the prerequisite for Cloud Services

Reseller subtrack. You must meet the criteria shown in Table 31 in full to qualify for any payout in the Cloud

Services Reseller track.

Table 31. Cloud Services Reseller Payout Criteria


Designation Must maintain a valid Cloud Services Reseller

designation from the designation attainment date


Must maintain a valid Cloud Services Reseller

designation from the designation attainment date


Sales volume** Must purchase CAD $16,000 minimum net bookings of

qualified Cisco Powered Cloud Services.*** Minimum



Must purchase CAD $16,000 minimum net bookings of

qualified Cisco Powered Cloud Services.*** Minimum



SaaS Track

Partners may enroll in the Collaboration SaaS track only if they meet the prerequisite for any of the following

subtracks: Collaboration SaaS – Incremental Growth subtrack or Collaboration SaaS – Lifecycle. Partners may

qualify for a payout in any of these subtracks simultaneously if they meet the associated requirements.

Collaboration SaaS – Incremental Growth Subtrack

You must meet the criteria shown in Table 32 in full to qualify for any payout in the Collaboration SaaS –

Incremental Growth subtrack.

Table 32. Collaboration SaaS – Incremental Growth Payout Criteria


Designation Must have a valid Collaboration SaaS designation on

July 30, 2016.

Must have a valid Collaboration SaaS designation on

July 30, 2016.

Sales volume** Must purchase CAD $1,600 minimum net bookings of

qualified Collaboration SaaS SKUs.*** Minimum


enrollment attainment status.

Must purchase CAD $1,600 minimum net bookings of

qualified Collaboration SaaS SKUs.*** Minimum


enrollment attainment status.

Collaboration SaaS – Lifecycle Subtrack

You must meet the criteria shown in Table 33 in full to qualify for any payout in the Collaboration SaaS – Lifecycle

subtrack.

Table 33. Collaboration SaaS– Lifecycle Payout Criteria


ATP Must have a valid Collaboration SaaS designation and

SaaS Resale ATP on July 30, 2016.

Must have a valid Collaboration SaaS designation and

SaaS Resale ATP on July 30, 2016.


Program Rules


Sales volume** Must retain minimum percentage of qualified

Collaboration SaaS SKUs across all customers.***

Minimum percentage calculation timeframe is subject to

partner enrollment attainment status.

Must retain minimum percentage of qualified

Collaboration SaaS SKUs across all customers.***

Minimum percentage calculation timeframe is subject to

partner enrollment attainment status.

**Sales volume: For partners that enroll in either the 6-month or 3-month period, the minimum bookings calculation

will begin on January 24, 2016 and May 1, 2016, respectively. For partners that gain attainment for a subtrack

outside of the 6-month or 3-month enrollment period, the minimum bookings calculation will begin at the

specialization, ATP attainment date.

● Partners enrolled in the Value Incentive Program and ordering directly from Cisco: Direct bookings are

recognized when the order is “Cisco booked.”

● Partners enrolled in the Value Incentive Program and ordering through a Cisco Authorized Distributor: Cisco

does not recognize distributor point-of-sale (POS) until the product ships and invoices, regardless of when

the product is booked with the distributor. For partners buying through authorized distributors, Cisco will

consider the posted date (the date the distributor posted the POS transaction to Cisco) to qualify the

booking transaction. The POS transaction must be posted no later than July 28, 2016 to be valid for VIP

Period 27. If the distribution order is placed using the Channels Booking Neutrality (CBN) process from

Cisco, the distribution order will be converted to a direct order and treated as such. The CBN order would

then follow the same deadline dates as a direct order: booking by July 30, 2016 and shipping by October

29, 2016.

● The Cloud and Managed Services track requires minimum bookings at the subtrack level of $500 per

country group.

● The Cloud Services Reseller track requires minimum bookings at the track level of $16,000 per country

group. Only sales of qualified Cisco Powered Cloud Services booked within the specified program period

and with contract start date after August 1, 2015 for which the POS was reported to Cisco by the Cloud

Aggregator or CMSP Provider are eligible.

● The Collaboration SaaS – Incremental Growth subtrack requires minimum bookings of $1,600 per country

group. Only sales meeting the following requirements are eligible:

o Must be qualified SKUs and those SKUs must be incremental to the customer, either in the

form of new customer subscription or increased value of current customer subscription

o Subscription start date must be within the specified program period and placed through

Cisco’s subscription platform in CCW

● In the Collaboration SaaS – Lifecycle subtrack, partners must retain 90% of recurring revenue within a

specified program period across all customers. Only sales with the following requirements are eligible:

o Must be qualified SKUs

o Subscription start date must be within the specified program period and placed through

Cisco’s subscription platform in CCW

Precedence Rules


Program Rules


Precedence rules govern the allocation of VIP bookings immediately upon ordering regardless of partner payout eligibility.

1. Enterprise Networks track: The Core and WAN Services subtrack will take precedence over the Unified

Access subtrack in bookings for which the SKUs are eligible in both subtracks. The Core and WAN Services

and Unified Access subtracks will take precedence over the Express Enterprise Networks subtrack in bookings

for which the SKUs are eligible in both subtracks. The Unified Access subtrack will take precedence over the

IoT subtrack in bookings for which the SKUs are eligible in both subtracks.

2. Security track: The Content Security subtrack will take precedence over the Network Security subtrack in

bookings for which the SKUs are eligible in both subtracks. The Network Security and Content Security

subtracks will take precedence over the Express Security subtrack in bookings for which the SKUs are eligible

in both subtracks.

3. Collaboration track: The TelePresence Video, TelePresence Video Global, WebEx, and Unified

Communications subtracks will take precedence over the Express Collaboration subtrack in bookings for which

the SKUs are eligible in both subtracks. The Unified Communications subtrack will take precedence over the

TelePresence and WebEx subtracks in bookings for which the SKUs are eligible in both subtracks. The

TelePresence Video Global subtrack will take precedence over the TelePresence subtrack in bookings for

which the SKUs are eligible in both subtracks.

4. Data Center track: The Emerging Data Center subtrack will take precedence over the Data Center Unified

Fabric subtrack in bookings for which the SKUs are eligible in both subtracks.

Minimum Bookings Table

***Minimum bookings targets for the 3-month period are half of the ones for the 6-month period below, except for CSR and SaaS tracks where minimum bookings targets remain the same for both 6-month and 3-months period.

Co

un

try

Gro

up

Co

re a

nd

WA

N S

erv

ice

s

Exp

ress

En

terp

rise

Ne

two

rks

Inte

rne

t o

f Th

ings

(Io

T)

Un

ifie

d A

cce

ss

Ne

two

rk S

ecu

rity

Co

nte

nt

Secu

rity

Exp

ress

Se

curi

ty

Dat

a C

en

ter

Un

ifie

d F

abri

c

Tech

no

logy

Dat

a C

en

ter

Un

ifie

d

Co

mp

uti

ng

Tech

no

logy

Em

erg

ing

Dat

a C

en

ter

Tech

no

logy

Enterprise Networks Security Data Center

Canada $300,000 $50,000 $15,000 $110,000 $100,000 $50,000 $25,000 $50,000 $50,000 $50,000


Program Rules


Co

un

try

Gro

up

Un

ifie

d C

om

mu

nic

atio

ns

Te

leP

rese

nce

Vid

eo

Te

leP

rese

nce

Vid

eo

Glo

bal

We

bEx

®

Exp

ress

Co

llab

ora

tio

n

Co

llab

ora

tio

n S

aaS –

Incr

emen

tal G

row

th

Co

llab

ora

tio

n S

aaS –

Life

cycl

e

Clo

ud

Se

rvic

es

Re

selle

r

Collaboration Collaboration

SaaS CSR

Canada $200,000 $50,000 $50,000 $10,000 $40,000 $1,600 NA $16,000

Co

un

try

Gro

up

Co

re a

nd

WA

N

Serv

ice

s

Un

ifie

d A

cce

ss

IoT

Ne

two

rk S

ecu

rity

Co

nte

nt

Secu

rity

Un

ifie

d

Co

mm

un

icat

ion

s

Te

leP

rese

nce

We

bEx

Dat

a C

en

ter

Un

ifie

d

Fab

ric

Tech

no

logy

D

ata

Ce

nte

r U

nif

ied

Co

mp

uti

ng

Tech

no

logy

Em

erg

ing

Dat

a C

en

ter

Tech

no

logy

Cloud and Managed Services

Canada $500 $500 $500 $500 $500 $500 $500 $500 $500 $500 $500

Incentives

Base Incentives

Cisco will offer the base incentives listed in Tables 34 through 43 to base incentive qualifying partners for each

Value Incentive Program subtrack based on net shipments of all eligible SKUs for resale during the program period

specified in Table 2.

Incremental Incentives

● Gold Certified Partner Incentive (available in Architectural tracks): Cisco will offer qualifying Gold

Certified Partners an additional 1 percent incentive for the Network Security, Content Security,

TelePresence Video, TelePresence Video Global, WebEx, Unified Communications, Data Center Unified

Computing Technology, Data Center Unified Fabric Technology, and Emerging Data Center Technology

subtracks based on net shipments of all eligible SKUs for resale during the program period specified in

Table 2. In addition, Cisco will offer qualifying Gold Certified Partners an additional 1 percent incentive on

Category C and D SKUs for the Core and WAN Services, Unified Access, IoT, and Meraki Cloud

Networking (U.S. pilot), subtracks based on net shipments of such SKUs eligible for resale during the

program period specified in Table 2.

● Core Accelerator Incentive (available in Core and WAN Services, Unified Access subtracks): Cisco

will offer qualifying Gold Certified Partners an additional 1-2 percent incentive based on net shipments of all

eligible SKUs for resale during the program period specified in Table 2.

● Master Specialized Partner Incentive (available in Architectural tracks): Cisco will offer qualifying

Master-level specialized partners an additional 3 percent incentive for the Unified Communications, WebEx,

TelePresence Video, TelePresence Video Global, Content Security, and Network Security subtracks based


Program Rules


on net shipments of all eligible SKUs for resale during the program period specified in Table 2. The Master

Specialized Partner Incentive is paid out for the Unified Communications and WebEx subtracks if the

partner holds the Master Collaboration Specialization. The Master Specialized Partner Incentive is paid out

for the TelePresence Video and TelePresence Video Global subtrack if the partner holds the TelePresence

Video Master ATP. The Master Specialized Partner Incentive is paid out for the Network Security and

Content Security subtracks if the partner holds the Master Security Specialization. Cisco will offer qualifying

Master Cloud Builder Specialized Partners a 1 percent incentive for the Data Center Unified Fabric, Data

Center Unified Computing, and Emerging Data Center subtracks, based on net shipments of all eligible

SKUs for resale during the program period specified in Table 2.

● Master Cloud and Managed Services designation Partner Incentive (available in CMS track): Cisco

will offer qualifying Master Cloud and Managed Services designated Partners an additional 1 percent

incentive for the Network Security, Content Security, TelePresence, WebEx, Unified Communications, Data

Center Unified Computing Technology, Data Center Unified Fabric Technology, and Emerging Data Center

Technology subtracks based on net shipments of all eligible SKUs from both title held and title transferred

for resale and cloud and managed services orders during the program period specified in Table 2. Cisco will

offer 1 percent incentive on Rebate Category C and D SKUs to qualifying Master and Managed Services

Certified Partners who are enrolled in the Cloud and Managed Services (CMS) for the Core and WAN

Services, Unified Access, IoT, and Meraki Cloud Networking (U.S. pilot) subtracks based on net shipments

of all eligible SKUs, from both title-held and title-transferred for resale and cloud and managed services

orders during the program period specified in Table 2.

● Cisco Powered Incentive (available in CMS track): Cisco will offer qualifying Cloud and Managed

Services designated Partners an additional 3 percent incentive for the Network Security, Content Security,

Unified Communications, or TelePresence subtracks and a 1 percent incentive for those qualifying in the

Data Center Unified Fabric Technology subtrack with specific Cisco Powered services designations based

on net shipments of all eligible SKUs from both title held and title transferred for resale and cloud and

managed services orders during the program period specified in Table 2.

Note: Partners must have a Cisco Powered services designation for the specific cloud/managed service, and

must have a Gold Certification or Master-level specialization or designation upon enrollment and maintain it for

the entire program to qualify for the Cisco Powered, Gold Certified Partner, Core Accelerator Incentive, Master

Specialized Partner, or Master Cloud and Managed Services designation Partner incentive. In addition, in the

Data Center track, the Master Cloud Builder Specialization must be achieved by July 30, 2016.

Rebate Usage: One-quarter (25%) of the rebate for Advanced Unified Communications total rebate will be used as

a market development fund (MDF) to improve the partner’s Unified Communications business practice.

MDF can be used for Unified Communication activities jointly approved by Cisco and the Partner, such as:

Training (including travel and lodging)

● Cisco Services (PCS, Advanced Services, Deployment Kits)

● Seminars (such as industry specific seminars, or Cisco sponsored seminars, including travel and lodging)

● Labs and Demo Equipment


Program Rules


● Cisco will allow these MDF funds to cover the partner’s portion of the above mentioned activities that are

currently not paid by Cisco under an existing joint marketing fund (JMF) program.

● Cisco is open to other value added proposals on activities not mentioned above, subject to mutual written

agreement of Cisco and the Partner.

● The partner must specify in writing to the Cisco Channel Business Manager and to the Cisco Canada VIP

Program Manager the partner representative who has signing authority for these funds, in advance of any rebates

being paid to the partner.

● These MDF funds will be paid directly to the partner as part of their VIP payment. A written agreement of fund

expenditures between both the Cisco Channel Business Manager and the designated partner representative must

be sent to the Cisco Canada VIP Program Manager for approval. Written approval from the Cisco Canada VIP

Program Manager is required prior to any MDF fund expenditures.

All MDF funds must be spent by July 30, 2018, 12 months after the end of this program period.

Tables 34 through 43 summarize the base and incremental incentives for each VIP track.

Table 34. Enterprise Networks Track Payout Percentages

Payout Category

Core and WAN Services

Unified Access

IoT Express Enterprise Networks


Base Incentives A

B

C*

D*

E

F

G

H

I

J

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

Incremental

Incentives

Gold

Incentive

1%* 1%* 1%* None 1%*

Master

Incentive

None None None None None

Core

Accelerator

Incentive

1-2%** 1-2%** None None None


Program Rules


* Cisco will offer qualifying Gold Certified Partners an additional 1 percent incentive on Category C and D SKUs for the Core and WAN Services, Unified Access, IoT, and Meraki Cloud Networking (U.S. pilot) subtracks based on net shipments of such SKUs eligible for resale during the program period specified in Table 2.

** Cisco will offer qualifying Gold Certified Partners an additional 1-2 percent incentive on SKUs eligible for Core Accelerator. See www.cisco.com/go/skus for details.

Table 35. Security Track Payout Percentages

Payout Category

Express Security*

Network Security

Content Security

Base Incentives A

B

C

D

E

F

G

H

I

J

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

Incremental

Incentives

Gold

Incentive

None 1% 1%

Master

Incentive

None 3% 3%

* Express Security SKUs eligibility and payouts are based on holding particular module(s) of the Express Security Specialization. More details about SKU eligibility under particular Express Security Specialization modules are available at http://www.cisco.com/go/skus.

Table 36. Collaboration Track Payout Percentages

Payout Category

TelePresence Video

TelePresence Video Global

Express

Collaboration

WebEx Unified

Communications

Base

Incentives

A

B

C

D

E

F

G

H

I

J

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

Incremental Gold Incentive 1% 1% N/A 1% 1%




Program Rules


Incentives Master Incentive 3% 3% N/A 3% 3%

Table 37. Data Center Track Payout Percentages

Payout Category

Data Center Unified Computing Technology

Data Center Unified Fabric Technology

Emerging Data Center Technology

Base Incentives A

B

C

D

E

F

G

H

I

J

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

Incremental Incentives Gold Incentive 1% 1% 1%

Master Incentive 1% 1% 1%

Table 38. Cloud and Managed Services Track Payout Percentages

Payout Category TelePresence WebEx Unified Communications

Base Incentives A

B

C

D

E

F

G

H

I

J

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

Incremental

Incentives

Cisco Powered Incentive 3% None 3%

Master CMS Incentive 1% 1% 1%


Program Rules



Payout Category Data Center Unified Computing Technology

Data Center Unified Fabric Technology

Emerging Data Center Technology

Base Incentives A

B

C

D

E

F

G

H

I

J

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

Incremental

Incentives

Cisco Powered

Incentive

None 1% None

Master CMS

Incentive

1% 1% 1%


Payout Category Network Security

Content

Security

Base Incentives A

B

C

D

E

F

G

H

I

J

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

Incremental

Incentives

Cisco Powered

Incentive

3% 3%

Master CMS

Incentive

1% 1%


Program Rules



Payout Category Unified Access


IoT Core and WAN Services

Base Incentives A

B

C*

D*

E

F

G

H

I

J

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

20%

15%

10%

8%

6%

5%

4%

3%

2%

1%

Incremental

Incentives

Cisco Powered

Incentive

None None None None

Master CMS

Incentive

1%* 1%* 1%* 1%*

* Cisco will offer qualifying Master CMS partners enrolled in the CMS track an additional 1 percent incentive on Category C and D SKUs for the Core and WAN Services, Unified Access, IoT subtracks, and Meraki Cloud Networking (U.S. pilot) based on net shipments of such SKUs eligible for resale during the program period specified in Table 2.

Table 42. Cloud Services Reseller Payout Percentages

Services Percentage

VIP payout percentages Infrastructure as a Service (IaaS) 4%

Disaster Recovery as a Service (DRaaS) 4%

UC as a Service based on HCS (HCS) 4%

Video and TelePresence as a Service (TPaaS) 4%

Desktop as a Service (DaaS) 4%

Contact Center as a Service based on HCS (HCS

for CC)

4%

Foundation for Software as a Service (FNaaS) 4%

Bring Your Own Device (BYOD) as a Service

(BYODaaS)

4%

Cloud Cell Architecture for SAP HANA 4%


Program Rules


Intelligent WAN as a Service (IWANaaS) 4%

Hosted Security as a Service (HSaaS) 4%

Cisco IaaS consumption for Hybrid Cloud bundles 4%

Cisco Intercloud Services 4%

Cisco Powered Architecture for Microsoft Cloud

Platform

4%

Incremental Incentives Gold Incentive None

Master Incentive None

The maximum payout a Partner can earn in the CSR track is USD $300,000.

Table 43. Collaboration SaaS Track Payout Percentages

Service Percentage

VIP payout percentages Collaboration SaaS – Incremental Growth 25% of the 12 month value of

incremental value of subscription to

Cisco



Service Percentage

VIP payout percentages Collaboration SaaS – Lifecycle 7% of 6 month retained value of

subscription to Cisco



Eligible Products and Cloud Services

For a complete list of SKUs and Cloud Services eligible for VIP Period 27, visit http://www.cisco.com/go/skus.

This list will be updated at the beginning of each program period. A limited number of SKUs will be changed at the

beginning of Cisco fiscal Q4, May 1, 2016. To see the bookings for these SKUs, go to http://www.cisco.com/go/tpv.

Pay-out will be based on eligible SKUs during each period of the program with the exception of the Cloud Services

Reseller track, which is based on the eligible cloud services listed earlier, and the Collaboration SaaS track. The

Collaboration SaaS track is based on sales of qualified SKUs incremental to the end customer, either in the form of

new customer subscriptions or increased value of current customer subscriptions, or based on retained value of

qualified SKUs within the program period, as described above.


http://www.cisco.com/go/tpv


Program Rules


All Collaboration SaaS track payments will be calculated using the Cisco currency conversion rates (to USD)

applicable at the time of the rebate calculation (not at the time of sale, booking, or shipping). All Collaboration SaaS

track payments will be paid in December 2016.

Cisco Value Incentive Program Agreement: Period 27

To register for the Value Incentive Program with Cisco, your company must accept the terms and conditions of this

Cisco Value Incentive Program Agreement: Period 27 (the “Agreement”). This Agreement applies to Registered

Partners that are “Resellers” or “Cloud and Managed Services partners” as defined in Section 3 below.

This Agreement is entered into by and between the company you identified in the applicable Partner Registration

Application (“Partner”) and Cisco. For purposes of this Agreement, Cisco is defined as follows:

If Partner’s principal place of business is located in Canada, “Cisco” is defined as Cisco Systems Canada Co., a

Canadian corporation having its principal place of business at 88 Queens Quay West, Suite 2900, Toronto, ON,

M5J 0B8, Canada.

If Partner’s principal place of business is located in Japan, “Cisco” is defined as Cisco Systems G.K., a Japanese

corporation having its principal place of business at 9.7.1, Akasaka, Minato-ku, Tokyo 107-622, Japan.

If Partner’s principal place of business is located in Latin America, the Caribbean, or the United States of America

(the “United States”), “Cisco” is defined as Cisco Systems, Inc., a California corporation having its principal place of

business at 170 West Tasman Drive, San Jose, California 95134, United States.

If Partner’s principal place of business is located in the Asia Pacific region (excluding Australia and Japan) or the

Middle East (excluding Israel), Africa, Central or Eastern Europe (excluding member states of the European

Economic Area), or Russia or the Commonwealth of Independent States (CIS), “Cisco” is defined as Cisco

Systems International B.V., a corporation organized under the laws of the Netherlands having its principal place of

business at Haarlerbergpark, Haarlerbergweg 13-19, 1101 CH, Amsterdam, the Netherlands.

If Partner’s principal place of business is located in Israel or the European Economic Area (“EEA”), except for the

Netherlands or Italy, “Cisco” is defined as Cisco International Limited, a company organized under the laws of the

United Kingdom having its principal place of business at 1 Callaghan Square, Cardiff, CF10 5BT, United Kingdom.

If Partner’s principal place of business is located in the Netherlands, “Cisco” is defined as Cisco Systems,

International B.V., a corporation organized under the laws of the Netherlands having a place of business at

Haarlerbergpark, Haarlerbergweg 13-19, 1101 CH Amsterdam, the Netherlands. If channel partner’s principal place

of business is located in Italy, “Cisco” is defined as Cisco Systems Italy S.R.L.(Cisco Italy), a corporation organized

under the laws of Italy having a place of business at Via Torre Bianchi 7, 20871 Vimercate MB, Italy.

If Partner’s principal place of business is located in Australia, “Cisco” is defined as Cisco Systems Australia Pty

Limited, ABN 52 050 332 940, an Australian corporation having its principal place of business at Level 9, 80 Pacific

Highway, North Sydney, NSW 2060, Australia.

“Cisco” means the Cisco entities listed above, provided however, that for the purposes of Customer’s rights and

Cisco’s obligations and liabilities under this Agreement, the Cisco entity which accepts each Purchase Order from

Customer shall be the applicable entity and this Agreement shall be construed, for such purposes, as if entered into

by Customer and such entity only.


Program Rules


1. Introduction and Background

1.1 Program Summary

The Cisco® Value Incentive Program for Architectures (“VIP” or the “Program”) is a comprehensive back-end

payment program designed to increase margins for Cisco Partners (“Partners”) by rewarding Partners that focus

their practices on technologies that are part of Cisco architectures such as Collaboration, Data Center, Enterprise

Networks, Security, Cloud and Managed Services, or emerging offerings. The Program provides a payment to

Partners that achieve program objectives during either a 6-month program period or a 3-month program period (the

“Program Period”). The Value Incentive Program Period 27 runs from January 24, 2016 through July 30, 2016.

1.2 Policy Overview

This document, as updated by Cisco from time to time and posted at http://www.cisco.com/go/ppe (the “Terms and

Conditions”), sets forth the terms and conditions for the Partner’s participation in the Program.

1.3 Process Summary

The Program requires Partner to successfully comply with all requirements summarized below and detailed further

in Section 3:

1.3.1 Enrollment

1.3.1.1 Partner must enroll in the current VIP period to participate.

1.3.1.2 Applications are subject to approval and verification of enrollment criteria.

1.3.2 Participation Requirements

1.3.2.1 Partner must hold the required specialization, certification, designation, or ATP designation at the time of

attainment of the specific subtrack in VIP.

1.3.2.2 Partner must meet the participation prerequisite for at least one subtrack to enroll in a track. See

http://www.cisco.com/go/vip for details. Once successfully enrolled in one track, Partner may gain entitlement to

any additional subtrack of the track enrolled in, provided Partner successfully meets the subtrack requirements.

1.3.2.3 If a Partner is removed from the 6-month enrollment period due to specialization expiration, Partner can

enroll in the 3-month enrollment period if Partner has a valid specialization upon enrollment in the 3-month period

and has satisfied all other program requirements.

1.3.2.4 Partner must have access to the Cisco Partner Access onLine (PAL) tool for the purpose of providing

customers’ contact information (including email addresses to which surveys will be sent) and completing follow-up

activities on all low scores received for the current fiscal year.

2. Definitions

If a capitalized term is not defined in these Terms and Conditions, it shall have the meaning ascribed to it in the

Resale Agreement. In the event of a conflict between the Resale Agreement and these Terms and Conditions,

these Terms and Conditions will control as it relates to the subject matter set forth herein.

2.1 Affiliate: Any corporation, firm, partnership, or other entity that directly or indirectly controls, or is controlled by,

or is under common control with Partner.

http://www.cisco.com/go/ppe

http://www.cisco.com/go/vip


Program Rules


2.2 Allocated Model: the net booking for a SKU is split between the technologies integrated into the SKU. Listing

for eligible SKUs, the allocation percentages, and the rebate percentage are posted at


2.3 Cisco Booked: Order which has been entered into Cisco’s ordering system, has passed the initial hold/credit

check, and complies with Cisco’s internal booking acceptance policy.

2.4 Cisco Capital®: Cisco entity that provides financing to Cisco Partners and End Customers for the

purpose of enabling sales and business development. Cisco Capital’s website is located at:

http://www.cisco.com/web/ordering/ciscocapital/index.html.

2.5 Country Group: A country group is a Cisco-identified group of countries within a region/geo/theater, where a

partner is able to operate within each country in the country group.

2.6 Direct Order: Order placed directly with Cisco.

2.7 End Customer: Final purchaser or licensee that (i) has acquired Product and/or Services for its own Internal

Use and not for Resale, remarketing, or distribution, and (ii) is identified as such purchaser or licensee by Reseller

pursuant to Section 5.2 below.

2.8 GPL: The Cisco Global Price List as published at Cisco.com.

2.9 GPN: Cisco’s Global Partner Network Program.

2.10 Incremental Collaboration SaaS SKUs: The qualified Collaboration SaaS SKUs incremental to the end

customer in form of new customer subscription or increased value of current customer subscription, regardless of

the partner who delivers the service.

2.11 Internal Use: Any business use of a Product for an End Customer’s or Partner’s own internal use; it is to be

distinguished from the definition of Resale provided below.

2.12 Net Bookings: Bookings less any bookings cancelations.

2.13 Net Shipments: Bookings which have shipped less any returns of Products.

2.14 Partner: Reseller registered with Cisco that purchases and/or licenses Products and Services from an

Authorized Source or Authorized Channel and Resells such Products and Services directly to End Customers.

2.15 Products: Cisco hardware products, Software, and related documentation, as defined in Partner’s Resale

Agreement and as listed on the then-current GPL.

2.16 Resale Agreement: The Cisco Indirect Channel Partner Agreement (ICPA), the Cisco Systems Integrator

Agreement (SIA), or another similar Cisco agreement that authorizes the resale of Cisco Products and Services to

End Customers.

2.17 Services: Services purchased under Partner’s Resale Agreement, such as Collaboration Software as a

Service, Video and TelePresence as a Service, and any other services named in these terms and conditions.

2.18 Territory: The Americas; Europe, the Middle East, Africa, and Russia (“EMEAR”); the Asia Pacific and Japan

(“APJ”); and Greater China (“GC”).


http://www.cisco.com/web/ordering/ciscocapital/index.html


Program Rules


3. Eligibility Requirements

3.1 Payout Eligibility. To qualify for payout in VIP, Partner must meet the following eligibility requirements.

3.1.1 Partner must be a current Cisco product resale partner, CMS partner, approved as a Cloud Services Reseller

(CSR), or able to contractually sell Collaboration SaaS.

3.1.2 Partner must maintain or achieve associated valid specialization, certification, designation, module, or ATP

designation for the entire program and regularly qualify against established criteria.

3.1.3 Partner must meet the revenue requirements for each subtrack to qualify for VIP. Revenue requirements are

determined by net bookings for orders placed with Cisco (Direct, and CBN Orders), net POS (point-of-sale), i.e.

price in between Cisco and Distributor, for orders placed with a Cisco Authorized Distributor or Authorized Channel

(other Indirect Orders), sales of qualified Cisco Powered Cloud Services for which the POS is reported to Cisco by

the Cloud Aggregator or CMSP Provider, sales of Collaboration SaaS SKUs, placed on Cisco’s subscription

platform in CCW, less the returns within the Program Period and up to 90 days after the Program Period. The

required revenue for each subtrack can be found at http://www.cisco.com/go/vip.

3.1.4 Partner is free to determine its minimum resale prices unilaterally. This program is not a commitment or a

guarantee that the Partner will increase margins and profitability.

3.1.5 Cisco reserves the right to modify or cancel the program at its discretion without prior notice to Partner.

3.1.6 Customer Satisfaction Surveys

3.1.6.1 Partner must have access to the Cisco Partner Access onLine (PAL) tool for the purpose of providing

customers’ contact information (including email addresses to which surveys will be sent) and completing follow-up

activities on all low scores received for the current fiscal year.

3.1.6.2 Partner must complete follow-up activities on all low scores received for the current fiscal year.

3.1.6.3 If Partner fail to complete follow-up activities on all low scores received for the current fiscal year, Partner

will not be eligible for payment in any of the subtracks.

3.1.6.4 Partners can achieve the VIP CSAT qualification by maintaining their level of certification from the VIP

attainment date through July 30, 2016, provided they have a Gold, or Premier Certification.

3.1.6.5 CSAT criteria do not apply for partners enrolled in the CMS, Collaboration SaaS, or Cloud Services

Reseller tracks.

3.2 Purchase Eligibility

3.2.1 Partner may receive payment only on the SKUs or services identified at http://www.cisco.com/go/skus as

eligible for VIP. Payout will be based on eligible SKUs ordered during each Program Period, except for the Cloud Services Reseller track, where partners will be paid on the qualified Cisco Powered Cloud Services and Collaboration SaaS track, where partners will be paid on the incremental or retained Collaboration SaaS SKUs ordered through Cisco’s subscription platform in CCW, less the returns within the Program Period and up to 90 days after the Program Period.

3.2.2 The list of eligible products and services will be updated throughout the Program Period identified in Section

1.1. Cisco reserves the right to modify the list of eligible SKUs and services throughout the Program Period

identified in paragraph 1 of this section.




Program Rules


3.2.3 Products procured from distributors may be purchased only from an Authorized Source or Authorized

Channel (per Partner’s Resale Agreement) within the country or countries in which they are authorized.

3.2.4 For orders placed through a Cisco Authorized Distributor, Cisco does not recognize distributor point-of-sale

(POS) until the product ships and invoices, regardless of when the product is booked with the distributor. If Partner

buys through authorized distributors, Cisco will consider the posted date (the date the distributor posted the POS to

Cisco) to qualify the booking transaction. The POS transaction must be posted no later than July 28, 2016 to be

valid for VIP Period 27. If the distribution order is placed using the Channels Booking Neutrality (CBN) process

from Cisco, the distribution order will be converted to a direct order and treated as such. The CBN order would then

follow the same deadline dates as a direct order: booking by July 30, 2016 and shipping by October 29, 2016. For

Cloud Services Reseller track, the qualified Cisco Powered Cloud Services booked within the specified Program

Period and with contract start date after August 1, 2015 are eligible. For Collaboration SaaS track, the sales of

Incremental Collaboration SaaS SKUs, with the subscription start date within the specified Program Period are

eligible for Collaboration SaaS – Incremental growth subtrack and eligible Collaboration SaaS SKUs with the

subscription start date within the specified Program Period are eligible for Collaboration SaaS – Lifecycle subtrack.

3.2.5 The Cloud Services Reseller partner must be reselling Cisco Powered Cloud Services provided from an

approved Cloud Provider or Cloud Aggregator other than themselves to be eligible for CSR VIP. For complete

information on the Cloud Service Reseller's requirements and its enrollment please visit

http://www.cisco.com/go/cmsp.

3.2.6 Partners who purchase through the Virtual Computing Environment (VCE) coalition will achieve VIP eligibility

only on the following products based on shipments from distribution: Cisco Unified Computing System™ (Cisco

UCS®), Cisco Nexus®, Cisco Catalyst® 3750X, Catalyst 3560, ASA 1000v, Virtual Security Gateway, GBIC/SFP,

MDS, and Cisco Intelligent Automation for Cloud.

4. Exclusions to VIP

4.1 Cisco reserves the right to refuse to extend this offer to deals that do not comply with the intent of the Program.

4.2 Orders in which Partner is acting as an original storage manufacturer (OSM) per their Cisco OSM contract will

be excluded from VIP.

4.3 Enterprise Networks, Security, Collaboration, and Data Center track products are not eligible for program

payments if (a) purchased for Partner’s internal use; (b) purchased for the use of an unaffiliated third party where

title is retained by Partner; or (c) acquired by an End Customer as managed services or service provision use.

CMS track products are not eligible for program payments if (a) purchased for Partner’s internal use; or (b) if

purchased under “Simplified Pricing.” VIP for the CMS track is not paid on services. Collaboration SaaS track

orders are not eligible for program payments if purchased for Partner’s internal use.

5. Partner Obligations

5.1 Partner should not factor VIP incentives into bid price submissions. Partners who do so proceed at their sole

risk since prematurely factoring VIP incentives into term contract pricing can lead to margin and/or profitability

erosion. In such situations, Cisco cannot make Partner whole by modifying, waiving, or extending VIP eligibility or

by offering any other form of partner post-award relief that was not otherwise made available to all Cisco partners

at the time of bid.

http://www.cisco.com/go/cmsp


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5.2 Partners purchasing from an Authorized Source, an Authorized Channel, a Cloud Provider, or a Cloud

Aggregator shall ensure the sales data reported by such Authorized Source, Authorized Channel, Cloud Provider,

or Cloud Aggregator to Cisco is correct. If sales transactions are ineligible due to incorrect data reported by

Authorized Source, Authorized Channel, Cloud Provider, or Cloud Aggregator in the back-end claiming process,

Cisco reserves the right not to pay a VIP payout for such transactions (i.e., error in End Customer name and/or

details reported in the POS claiming report).

5.3 Cisco relies on Partner with respect to its legal ability to receive rebates under this program, and assumes

Partner will make all disclosures required by law.

5.4 Compliance with Laws and Cisco Policies

5.4.1 Partner certifies that it will comply with all laws, licenses, permits, and regulations, including, without

limitation, any anti-bribery, conflict of interest, privacy and data protection, or procurement laws or regulations of

any government or other competent authority where the Products are to be sold or used (collectively “Applicable

Laws”). PARTNER WILL INDEMNIFY AND HOLD CISCO HARMLESS FOR ANY VIOLATION BY THE PARTNER

OF ANY APPLICABLE LAWS.

5.4.2 Partner warrants to Cisco that it will act in compliance with the terms of its Resale Agreement and all of

Cisco’s policies. If Partner fails to comply with any such terms, Partner may not be eligible to receive rebate

payments.

5.5 Partner is responsible for keeping its own sales information. Cisco will provide access to Partner results

through Total Program View at http://www.cisco.com/go/tpv.

5.6 By entering into this Agreement, Partner consents, and will ensure other data subjects have given their

unambiguous consent, to the processing of information about Partner, its staff and End Customers provided to or

otherwise obtained by Cisco in connection with this Agreement: (i) in accordance with the Cisco privacy policy, as

amended from time to time and located at http://www.cisco.com/web/siteassets/legal/privacy.html; and (ii) by Cisco,

its affiliates, sub-contractors and agents from within and outside of the European Economic Area and those

countries deemed to have adequate data protection laws.

5.7 Partner Affiliates

5.7.1 Generally, Partner may not collect VIP for sales to its Affiliates, but Cisco may make an exception as

appropriate (i.e. if Affiliate has collected multiple bids and is not in the IT industry). In the event that Cisco believes

that a submitted End Customer is an Affiliate of the Partner, but Partner disputes this belief, in addition to the rights

of audit set out in Partner’s agreement with Cisco, Cisco will require:

5.7.1.1 Additional POS and other information to be submitted including, without limitation, the following: (i) End

Customer purchase order; (ii) delivery order from Partner to End Customer; and (iii) invoice from Partner to End

Customer. Prices can be masked in the reporting, if required. The delivery order must indicate the date, full End

Customer company name, and signature of the End Customer, as well as the End Customer stamp; and

5.7.1.2 At Cisco’s discretion, Cisco or its auditors may conduct additional specific audits with the purpose of

monitoring and ensuring compliance by Partner with the terms of this Program. Upon reasonable notice by Cisco,

Partner will give Cisco or its auditors prompt access to relevant records and premises (including procuring access

to End Customer premises) during normal business hours. Upon Cisco’s request, Partner must procure consent

from the End Customer for Cisco to access and inspect End Customer’s sites for the purposes of the above audit

and to verify the products that are the subject of the VIP claim.


http://www.cisco.com/web/siteassets/legal/privacy.html


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5.7.2 Where Partner does not comply with these Affiliate clauses and/or Cisco determines that the End Customer is

an Affiliate, is a Cisco Partner, or the intended use is otherwise not within the permitted scope of this Program,

Cisco reserves the right to reject the claim(s), in which case no payment will be made for any purchase order(s) for

that Affiliate/End Customer.

6. Program Payment Terms

6.1 Payments are based on meeting full payout criteria.

6.2 Payments must be earned independently for each subtrack.

6.4 Partner must meet the minimum payment amount of $150 USD to qualify for payment. At Cisco’s discretion,

payment of less than $150 USD can be carried over to the next program payment cycle until the minimum

threshold for payment is met, but not to exceed one year.

6.5 Payments will be made only on the title-transfer resale of eligible products to End Customers, except for

partners enrolled in the CMS track, where payments will be made on eligible SKUs from title-held and title-transfer

Cloud and Managed Service orders, and resale. For the Cloud Services Reseller track, payments will be made on

eligible Cisco Powered services that are resold to end customers. The maximum payout a Partner can earn in the

CSR track is USD $300,000. In the Collaboration SaaS track, partners will be paid on the value of the Incremental

Collaboration SaaS SKUs over a 12 month period in the Collaboration SaaS – Incremental growth subtrack and on

the retained value of the Collaboration SaaS SKUs over a 6 month period in the Collaboration SaaS – Lifecycle

subtrack. The list of eligible products and services for each subtrack can be found at http://www.cisco.com/go/skus.

6.6 Payments will be payable only if all requisite POS data for the End Customer, including, without limitation, the

End Customer name, address, and contact details, are received by Cisco.

6.7 Cisco reserves the right to request additional information to verify that claimed transactions are title-transfer

resale to genuine End Customers. Cisco shall make the final determination on whether a transaction is allowable

under VIP.

6.8 Actual payment is based on specific VIP period bookings that shipped in the time periods defined within the VIP

program rules. Shipment deadlines may be extended at Cisco’s discretion if the ship request date falls within the

program rules and Cisco is unable to deliver the Product prior to the shipment deadline identified in this document.

6.9 Partners electing to acquire VIP-eligible Cisco Products using non-standard financing terms (meaning any

financing not provided by Cisco Capital but via Castle Pines Capital, GE Capital, Wells Fargo Capital Finance, etc.)

may have their VIP payout for such orders negatively affected. Partner payout in such cases could be decreased in

relation to said terms.

6.10 Payment Expiration Policy

6.10.1 Partners have a limited time to claim their rebate and incentive payments. Payments made through Global

EasyPay are bound by an expiration policy of 90 and 120 (Russia only) calendar days from the date of 1st

notification from Cisco to claim their payment.

6.10.2 Cisco may not be able to make payments to a Cisco channel partner for several reasons, including, but not

limited to, incorrect banking information, lack of required supporting documentation, and incorrect or missing

payment contact information.



Program Rules


6.10.3. Expiration for all Countries with exception of Russia:

6.10.3.1 Cisco will retain the payment for ninety (90) calendar days after Cisco’s first attempt to notify the Cisco

channel partner that additional information is needed to process the payment. If the Cisco channel partner does not

remedy its failure by providing correct payment details and compliant tax invoice in that 90-day time period, the

Cisco channel partner will forfeit any right to that specific payment.

6.10.3.2 Cisco channel partners who have initiated the claim for payment within the ninety (90) calendar days

resulting in a payment delivery failure as a result of incorrect or incomplete information will have thirty (30)

additional calendar days from the date of payment failure to correct the payment issue. If the Cisco channel partner

fails to respond to support inquiries and requests for information within the additional time window, the partner will

forfeit any right to that specific payment.

6.10.4. Russia

Cisco channel partners in the country of Russia are allotted one hundred twenty (120) calendar days to respond

and claim their payment due to the manual processes to claim payments in that country. If the channel partner

does not remedy its failure by providing correct payment details, compliant tax invoice, and signed Act of

Acceptance documentation in that one hundred twenty (120) day time period, the Cisco channel partner will forfeit

any right to that specific payment.

Cisco channel partners who have initiated the claim for payment within the one hundred twenty (120) calendar

days resulting in a payment delivery failure as a result of incorrect or incomplete information will have an additional

thirty (30) calendar days from the date of payment failure to correct the payment issue. If the Cisco channel partner

fails to respond to support inquiries and requests for information within the additional time window, the partner will

forfeit any right to that specific payment.

6.11 Provisions on Indirect Tax

6.11.1 Any invoice issued by Partner to Cisco must be issued in conformity with local VAT and Cisco requirements.

Invoices not issued in conformity with these requirements will be rejected and returned to Partner. Contact your

local tax adviser for additional information.

6.11.2 Cisco is required to collect an invoice from Partners in our APJ, GC, and EMEAR theaters prior to payment

for VIP payments.

6.11.3 Partners are encouraged to leverage the “Self-Billing, Recipient Created” invoice option when claiming their

payments with Cisco. Please reference the ‘Partner Training’ presentation on the GEP Translated Content Page on

how to select the “Self Billing” option during the claim process.

http://www.cisco.com/web/partners/tools/gep_mpc.html

This option should only be selected if the “Self-Billing” option is considered compliant under local laws.

For more information on payments made through the Global EasyPay Program, please go to

http://www.cisco.com/go/gep and click on the ‘Training Tab’ to find more details on Cisco’s payment requirements.

6.11.4 Cisco regards the payments it makes to Partner under the Program to be remuneration for marketing

penetration services performed by the Partner to Cisco. As such, these services fall under the scope of article 44 of

EU VAT Directive 2006/112/EG and therefore are subject to VAT in the country where the recipient (i.e., Partner’s



http://www.cisco.com/go/gep


Program Rules


principal) of these services has its seat of business. Where Cisco Systems International B.V. is Partner’s principal,

the services are VAT taxable in the Netherlands.

Where Cisco International Limited is Partner’s principal, the services are VAT taxable in the UK. Where Cisco

Systems Italy SRL is Partner’s principal, the services are VAT taxable in Italy. Where Partner’s principal is Cisco

Systems International B.V. and Partner does not have its seat of business in the Netherlands, Cisco will be obliged

to account for VAT per the reverse charge mechanism in the Netherlands, and Partner should then not charge

VAT. Where Partner’s principal is Cisco International Limited and Partner does not have its seat of business in the

UK, Cisco will be obliged to account for VAT per the reverse charge mechanism in the UK, and Partner should then

not charge VAT. Where Partner’s principal is Cisco Systems Italy SRL and Partner does not have its seat of

business in Italy, Cisco will be obliged to account for VAT per the reverse charge mechanism in Italy, and Partner

should then not charge VAT.

6.11.5 Should there be any circumstances at any time whereby either of the parties believes the VAT treatment

should be different, this change will need to be justified in writing (by a justification letter in which all relevant

regulations and laws leading to this changed conclusion are brought forward) by the party claiming this change in

VAT treatment and will need to be accepted by the other party in writing prior to the issuance of invoices with this

altered VAT treatment. If there is no agreement on the VAT treatment between the parties, the parties may jointly

appoint an independent external expert for a final (binding) decision on the treatment. Costs for such external

advice will be borne by the party wishing to change the VAT position as set out above.

6.11.6 Invoice requirements, applicable on the supply of services, by member states can also be found

at the traders’ information pages of the European Commission:

http://ec.europa.eu/taxation_customs/taxation/vat/traders/vat_community/index_en.htm.

6.11.7 Partner is responsible for assuring that any payment claim that they submit to Cisco is treated correctly for

indirect taxes. In case local legislation requires a formal tax invoice to be issued, this will be the responsibility of the

partners.

6.11.8 Cisco cannot be held liable for any costs, including but not limited to penalties or interest assessed by tax

authorities following an incorrect VAT treatment on invoices issued by Partner. Cisco reserves its right at all times

to request a VAT Credit Memo in cases whereby VAT was incorrectly charged by channel partner. Please be

informed that if it is determined by an external expert that any indirect taxes (e.g., VAT, GST) and similar taxes are

due for marketing penetration services supplied to Cisco, all payment amounts to which Partner is entitled are

deemed to be inclusive of such indirect and similar taxes.* Furthermore, as a local indirect taxpayer, Partner is

responsible for assuring that any payment claim to Cisco is treated correctly in the broadest sense of the word for

indirect tax purposes. If, based on an external expert’s opinion, VAT is due Cisco requires a formal tax invoice to

be issued, on which the local VAT charged is stipulated separately.

* With the exception of Dutch Partners claiming from Cisco Systems International BV, UK Partners claiming from

Cisco International Limited and Italian Partners claiming from Cisco Systems Italy SRL.

6.12 Partner Payment Policy

6.12.1. Payment Location for Program Payments

6.12.1.1 One or more Channel Partner legal entity may execute the Resale Agreement.

http://ec.europa.eu/taxation_customs/taxation/vat/traders/vat_community/index_en.htm


Program Rules


6.12.1.2. Cisco assigns each legal entity that executes an Agreement to a Country Group (which may consist of a

single or multiple countries). Cisco, in its discretion, maintains the Country Group mappings. Some Cisco programs

apply Program Payments at the Country Group level, while others apply Program Payments at the country level.

6.12.1.3. Cisco makes Program Payments based on the country where Channel Partner enrolled in this Program or

Channel Partner’s assigned Country Group, if applicable.

6.12.1.4. For each Country Group, one of Channel Partner’s legal entities that executed the Agreement must

accept these Terms and Conditions for that Country Group.

6.12.1.4.1. Partner must select a legal entity located in one of its authorized Territories in the Country Group as the

entity and location for payment. The beneficiary of the payment must be the entity identified by the Channel Partner

when accepting these terms and conditions.

6.12.1.5. For Program Payments earned at the Country Group level, all Program Payments will be made only to a

bank account in the country selected by Channel Partner for the receipt of Program Payments. The country of the

bank account must be located within the Country Group.

6.12.1.6. For Program Payments earned at the country level, all Program Payments will be made only to the bank

account in the country associated with these Terms and Conditions.

6.12.1.7. Channel Partners operating in the countries identified in the table below must follow the additional

payment restrictions identified therein:

Location of Sales Related to Program Payment

Country Group Assigned by Cisco

Where Program Payment Must be Paid

CANSAC CANSAC All Program Payments earned in CANSAC will be paid to the mainland

country (or any of the following islands: the Dominican Republic,

Jamaica, Puerto Rico, or Trinidad and Tobago) identified by Channel

Partner. If no Program Payments are earned in mainland countries,

payments may be made to the authorized Territory in an island country

(Anguilla, Antigua and Barbuda, Aruba, Bahamas, Barbados,

Bermuda, Cayman Islands, Dominica, Grenada, Guadeloupe,

Martinique, Montserrat, Netherlands Antilles, Saint Kitts and Nevis,

Saint Lucia, Saint Vincent and the Grenadines, Turks and Caicos

Islands, Virgin Islands, British, Virgin Islands, U.S.) in CANSAC.

India India Sub-Continent All Program Payments earned in the India Subcontinent country group

will be paid in India. If no incentives were earned in India, payments

will be made to the authorized territory within India Subcontinent

country group.

Ukraine Europe East All Program Payments earned in the Europe East Country Group will

be paid to the Partner entity in Ukraine if any incentive is earned there.

If no incentives are earned in Ukraine, payments will be made to the

authorized Territory within Europe East.

6.12.1.8. The Program Payment location must remain constant for the duration of the Program Period.

6.12.2. Beneficiary, Banking, and Contacts


Program Rules


6.12.2.1. Cisco will not permit changes to the name and/or the payment location of Channel Partner during the

Program Period.

6.12.2.2. Channel Partner may not nominate third parties to receive payments. Channel Partner payments to a

payment aggregator will not be allowed.

6.12.2.3. Individuals may not receive payments. Only corporate entities may receive payments.

6.12.3 Payment Contacts

6.12.3.1 Payment contacts, specifically a minimum of one Rebate Coordinator, must be set up and assigned for

each program and country combination where you plan to receive rebate and incentive payments through Global

EasyPay.

Please leverage the ‘Manage Program Contacts’ training presentation on the GEP translated content page to

understand how to request assignment and how to assign requestors to the various job roles.


Payments cannot be processed until a valid Rebate Coordinator is assigned for that program/country combination.

It is the responsibility of the Partner to actively manage their payment contacts via the Partner Self Service (PSS)

tool. This is a critical activity to ensure that only authorized personnel from Partner’s company receive the Rebate

or Incentive claim instructions to complete the claim and payment process.

6.13.3.2 Missing Payment Contact Expiration. Payments sent to the Global EasyPay team that are missing a

Rebate Coordinator due to the Partner not actively managing this information in the Partner Self Service (PSS) tool will be placed on hold.

On-hold payment transactions will be checked once weekly to confirm if a Rebate Coordinator has been added.

When and if Partner adds or updates its Rebate Coordinator, those affected payments will be released. If a Rebate

Coordinator is not provided to Cisco within 90 calendar days of the date that the payment was ready to be

processed through the GEP payment solution (or 120 days for Russia only), the on-hold payment(s) will expire

automatically. In such case, Cisco, at its discretion, may withdraw the payment permanently.

6.13 If Partner violates Section 5.4 of these Terms and Conditions, Cisco reserves the right to withhold or retain,

partly or wholly, at Cisco’s discretion, any and all rebate payments due to the Partner under this Program.

7. Payment Discrepancies

7.1 Partner is responsible for identifying and reporting to Cisco any discrepancies between Cisco published

bookings and their own records. The reporting deadline for any bookings discrepancy cases is one month from the

final bookings date, but no later than September 2, 2016. In addition, Partner must supply the supporting

documentation within 30 days of the shipment cutoff date, but no later than December 3, 2016. If Partner fails to

meet this timeline, Partner’s discrepancy claim will be automatically rejected.

7.2 Payment discrepancies must be reported within three weeks after receipt of the first payment notification of

each payment. If no payment notification is received, payment discrepancies must be reported within 90 days after

the first group of second payment run notifications were sent to the partners.




Program Rules


7.3 Bookings and payment discrepancy cases have to be opened using the Customer Service Central (CSC)

module in My Cisco. Discrepancies reported via email, not using CSC, won’t be considered.

7.4 Partner should refer to Total Program View at http://www.cisco.com/go/tpv for their official bookings status and

Cisco Partner Access onLine (PAL) at http://www.cisco.com/go/pal for their official CSAT results.

7.5 Information obtained from Cisco personnel other than the Cisco VIP team (i.e., Partner Account Managers) will

not take precedence over the information in Total Program View and will not be honored in any disputes.

7.6 When purchasing from an Authorized Source, an Authorized Channel, a Cloud Provider, or a Cloud

Aggregator, Partner shall ensure that the sales data reported by such Authorized Source, Authorized Channel,

Cloud Provider, or Cloud Aggregator to Cisco is correct.

7.7 Cisco uses its best efforts to ensure Partner is paid in a timely fashion. However, at times, such payments are

delayed for reasons beyond Cisco’s control. Further, if Cisco is not at fault for the delay, such payments will expire

and be forfeited if not claimed by Partner in a timely fashion.

7.8 If Cisco cannot make payments due to Partner’s failure to respond to Cisco’s requests for payment details or

due to Partner providing incorrect banking information, failing to provide the required supporting documentation,

and/or providing incorrect or missing payment contact information, Cisco will retain the payment for the allotted

time period per specified geographic region after Cisco’s first attempted notification to Partner. If Partner does not

remedy its failure by providing correct payment details in the allotted time period, Partner will forfeit any right to that

specific payment.

8. Termination of Partner

8.1 In addition to any of its other remedies, Cisco reserves the right to terminate Partner from participation in this

program and require Partner to forfeit any rebates indefinitely for the following reasons: (a) submission of false,

misleading, or incomplete program information, including claims for sales made under the program; (b) other fraud

or abuse of this or other Cisco marketing or sales programs; (c) the distribution of products purchased from any

source other than Cisco or a Cisco Authorized Distributor; (d) the sale of Cisco products to anyone other than an

End Customer; and (e) breach of the Partner’s Resale Agreement.

9. Other Channel Programs

9.1 For Cisco Cloud and Managed Services Program (CMSP) transactions, all rebates will be paid to the host

Partner enrolled in the CMS track. The agent Partner is not eligible for VIP rebates on CMSP transactions.

9.2 The GPN (Global Partner Network) 5-Step process and deal management framework does not alter VIP

eligibility rules.

9.3 To receive payments under the Program, Partner must be in good standing with the Cisco Channel Partner

Program. In particular, incentive payments will not be paid out if and for as long as Partner or any of its Affiliates

owes money to Cisco or its Affiliates, other than in the ordinary course of Cisco’s standard 30-day payment terms

(or any other payment terms agreed in writing with Cisco or its Affiliates), in which case Cisco reserves the right to

set off any amount due under the Program against unpaid invoices and immediately suspend Partner or its

Affiliates’ entitlement to receive incentive payments under the Program until all outstanding amounts have been


http://www.cisco.com/go/pal


Program Rules


irrevocably paid in full by Partner or its Affiliates. If Partner has been delinquent with Cisco or its Affiliates for a

period of at least one (1) year, Partner will forfeit any outstanding payments due under this Program.

9.4 Sales that are eligible for a payment under the Cisco Value Incentive Program are not eligible for any other

Cisco back-end payment programs unless otherwise stated by Cisco.

10. General

10.1 Partner is free to determine its minimum resale prices unilaterally. This program is not a commitment or a

guarantee that the Partner will increase margins and profitability.

10.2 Cisco reserves the right to modify or cancel the program at its discretion without prior notice to Partner.

10.3 For all other applicable VIP procedures and requirements specific to their area of participation and geography,

Partner should refer to the VIP website at http://www.cisco.com/go/vip.

11. Confidentiality

11.1 Any information shared between Cisco and Partner related to VIP, including the terms and conditions of the

Program and specific program payout information, is Confidential Information as defined under Partner’s Resale

Agreement.

11.2 Breach of Confidentiality. If any Partner breaches the confidentiality provisions contained in these Terms

and Conditions, Cisco reserves the right to remove that Partner from future participation in VIP.

Other Rules

Partner may receive payment only on the SKUs, product families, or services identified as eligible at

http://www.cisco.com/go/skus. Cisco reserves the right to modify the list of eligible SKUs throughout the Program

Period identified in Table 2 of this section. The SKU list will be available at http://www.cisco.com/go/skus as of

January 29, 2016. Any changes to SKUs or rates will be posted monthly.

The rules below apply to all subtracks except for Cloud Services Reseller and Collaboration SaaS. In addition,

upon request via CSC case opened before the bookings discrepancy deadline, specific rules may apply for WebEx,

TelePresence Global, and all CMS subtracks.

Partner Scenarios:

First scenario: Partner XYZ in country group A is enrolled in VIP. XYZ books VIP SKUs in country group A and

sells to country group B, where XYZ is also enrolled. XYZ gets VIP credit toward their VIP bookings in country

group B.

Second scenario: Partner XYZ in country group A is enrolled in VIP. XYZ books VIP SKUs in country group A and

sells to country group B, where XYZ has a legal entity but is not enrolled in VIP. XYZ does not get VIP credit in

country group A or B.

Third scenario: Partner XYZ in country group A is enrolled in VIP. XYZ books VIP SKUs in country group A and

sells to country group B, where XYZ does not have a legal entity. XYZ does not get VIP credit in country group A or

B.





Program Rules


Fourth scenario: Partner XYZ in country group A is not enrolled in VIP. XYZ books VIP SKUs in country group A

and sells to country group B, where XYZ is enrolled. Partner XYZ gets VIP credit toward their VIP bookings in

country group B.

Fifth scenario: CMS, WebEx and TelePresence Video Global only: Partner XYZ in country group A is enrolled in

VIP. XYZ books VIP SKUs in country group A and sells to country group B. XYZ gets VIP credit toward their VIP

bookings in country group A.

Theater-Specific Terms and Conditions

For partners operating in the Americas markets:

● All Canadian payments under this program are exclusive of any taxes, fees, and duties or other amounts,

however designated, and including, without limitation, Harmonized Sales Tax (HST), Goods and Services

Tax (GST), Provincial Sales Tax (PST), and value added and withholding taxes that are levied or based

upon such payments or the prices paid for products or services, or upon this program.

● Value Incentive Program shall be extended to qualified channel partners on a nonnegotiable basis and shall

be in compliance with the Competition Act of Canada.

● Any Canadian rebates or other incentives under the Value Incentive Program are nontransferable and/or

assignable.

● In deals where the End User is the U.S. government, if a Partner is awarded an OIP, TIP, or SIP, that

Partner may receive VIP on the Deal. Any other Partner is not eligible for VIP on that Deal. This is to

compensate the Partner holding the OIP, TIP, or SIP for the effort that Partner has put into the pre-sales

process

● If a partner has an OIP, TIP or SIP where the end user is the US Government, they are the only one that will

be eligible to earn the VIP for that deal.

For partners operating in the Europe, Middle East, Asia, and Russia (EMEAR) markets: Cisco channel partners in

EMEAR are allotted ninety (90) calendar days to respond and claim their payment. If the channel partner does not

remedy its failure by providing correct payment details in that one ninety (90) day time period, the Cisco channel

partner will forfeit any right to that specific payment.

Russia: Cisco channel partners in the country of Russia are allotted one hundred twenty (120) calendar days to

respond and claim their payment due to the manual processes to claim payments in that country. If the channel

partner does not remedy its failure by providing correct payment details in that one hundred twenty (120) day time

period, the Cisco channel partner will forfeit any right to that specific payment.

For any issues, we require a case to be opened using the Customer Service Central (CSC) module in My Cisco:

1) Go to My Cisco Workspace. If this is your first time using Customer Service Central, you will need to add the

module to your Workspace.

2) Click on "Open a case".


Program Rules


3) Select “View all” under “Program & Tool Support”. Choose “Partner Program Booking Claims” or “Partner

Program Payment Eligibility” or “Partner Program Enrolment” appropriately.

4) Describe the issue and attach file if applicable.

5) Select “Value Incentive Program (VIP)” from “Program/Promotion” drop down menu.

6) Submit the case.

● For issues related to wire transfer of VIP funds, open a case by sending email to globaleasypay@cisco-

programs.com.

For partners operating in the Asia Pacific and Japan (APJ), and Greater China (GC) markets:

● All payment amounts that the partners are entitled to are inclusive of indirect (e.g., VAT, GST) and similar

taxes. Partners are responsible for assuring that any payment claim is treated correctly for indirect taxes. In

case local legislation requires a formal tax invoice to be issued, this will be the responsibility of the partners.

● For Cisco Authorized Distributor orders, partners enrolled in the program will be tracked from the start of the

program to one week prior to the program’s end date. Bookings for partners ordering via a distributor are

orders both booked and shipped. Cisco does not recognize the POS until the product is shipped, invoiced,

and reported back to Cisco by the distributor.

● If you have any questions about the Cisco Value Incentive Program, please contact your Cisco Channels

Specialist Group (tools.cisco.com/WWChannels/csg/CSGHome.do).

1. Click on “Create a web support incident.”

● Enter an “Incident Title.”

● Select Type= “Value Incentive Program” or “Partner Program View (PPV).”

● Select the “Item.”

● Enter an “Incident Description” and click Submit.

● With the exception of Australian and Japanese partners, all payment amounts that the partners are entitled

to are inclusive of indirect (e.g., Consumption Tax) and similar taxes. Payments to Australian and Japanese

partners are exclusive of indirect (e.g. VAT, GST, consumption tax) and similar taxes. Partners are

responsible for assuring that any payment claim is treated correctly for indirect taxes. In case local

legislation requires a formal tax invoice to be issued, this will be the responsibility of the partners. Australian

and Japanese partners will be required to submit an Australian Dollar and Japanese Yen invoice

respectively to Cisco before payment is initiated. Japanese partners will be required to provide a hard copy

invoice before payment is initiated when claiming payment in U.S. Dollars or after receiving payment when

claiming payment in Japanese Yen.

● The payments for both Direct Orders and Indirect Orders will be paid to qualifying Cisco Systems

Integrators or qualifying partners by bank transfer. Partners must agree to the calculated payment amount

and add Consumption Tax with the Global EasyPay Tool in order for Cisco to start the payment process.

● a) Partners are able to select the currency type of payment when they receive email notification from Global

EasyPay.

● b) If the partner selects Japanese Yen Currency for the payment, the foreign exchange rate on the payment

date will be used.

http://www.tools.cisco.com/WWChannels/csg/CSGHome.do


Program Rules


● c) If the partner receives payment from Cisco by bank transfer for the first time, they need to register

banking information in the Global EasyPay tool.

● Cisco Systems outsources the payment tasks to Vistex, Inc. Cisco respects its partners’ privacy and is

committed to protecting the personal information that partners share with us. Cisco may use partners’

personal information that is entered in the Value Incentive Program tool for the enrollment/administration of

this program to keep partners up to date on the latest information regarding this program. Cisco

acknowledges partners’ agreement with our privacy statement upon enrollment in the program. The Cisco

Privacy Statement, at http://www.cisco.com/japanese/warp/public/3/jp/privacy.shtml, describes how Cisco

collects and uses partners’ personal information.

http://www.cisco.com/japanese/warp/public/3/jp/privacy.shtml

Documents

Cisco Value Incentive Program 27...Value Incentive Program Period 27 (VIP 27) runs from January 24, 2016 through July 30, 2016. Program Benefits The Cisco Value Incentive Program is