(External) CMSP FY17 Update Power Hour · CMSP Partners’ choice on per deal basis: • Simplified Pricing with pre-approved upfront discount for predictability • Best available

Sep 15, 2016

(External) CMSP FY17 Update – Power Hour

Agenda – 90 Minutes C

MS

P

UP

DA

TE

Mala Ranganathan

Sebastian Kroeger

Rick Yost

CLO

UD

MD

F

IN-D

EP

TH

Glen Peterson

MA

RK

ET

ING

Xander Uyleman

Q&

A

All

Panelists

Kyle York

Erissa Renfer

All

25 MINUTES 35 MINUTES 15 MINUTES 15 MINUTES

1 2 3 4

CMSP FY16 Update

CMSP Update – 1HFY16

Cisco Cloud Architecture for the Microsoft

Cloud Platform – July’16

Counts towards Two (2) Cisco

Powered services

Eligible for Cloud MDF

One-time Enrollment for Cloud Services Reseller (CSR)

New Cisco Powered Services

Catalog – Nov’15

Go to: marketplace.

cisco.com/cloud

Audit every Three (3) years

– Q1FY16

CMSP Update – April 2016

RATIONALIZATION OF ROLES

Personnel requirements for relevant

Cisco Powered service(s)

Removed at company level

• CCIE for Master

• CCNP for Advanced

• CCNA for Express

SIMPLIFICATION FOR CLOUD PROVIDERS

Cloud & Managed Services Portfolio: Requirements document update

Streamlined requirements**

• Support Lab

• Project Management and

• Design Requirements

**Not required except for HCS & HCS for Contact Center

CSAPP TOOL TRANSITIONED TO PROGRAM MANAGEMENT APPLICATION TOOL - MAR’16 WWW.CISCO.COM/GO/PMA

http://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pmahttp://www.cisco.com/go/pma

Cisco Powered Services Portfolio

Internet Service IP Trunking Metro Ethernet

MPLS VPN Service Provider

Wi-Fi Data Services over Satellite

Business Communications

Unified Contact Center

Business Video

Intelligent WAN as a Service

(Moved to Managed)

Managed Security

Cisco Powered Managed Services (11)

Infrastructure as

a service

Desktop as a

Service

Disaster

Recovery as a

Service

Hosted Security

Service

Cloud Cell Architecture for

SAP HANA

Unified

Communications

as a Service

based on HCS

Contact Center as a Service

based on HCS

Video &

TelePresence as

a Service

Cisco Powered Cloud Services (9)

Architecture for The Microsoft

Cloud Platform

VIEW REQUIREMENTS UNDER THE CMSP TAB AT: www.cisco.com/go/audit

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

Fast Forward to FY17

CMSP Updates – FY17

New! Partner Discount Flexibility

Cisco Cloud Sales Comp

Cloud MDF for Providers

New! Cloud MDF on Partner Marketing Central (PMC)

Cisco Powered Services Catalog

Cisco Powered Cloud Campaign – PMC

PROGRAM BENEFITS Partner ENABLEMENT

New! CPS – Solution Incentive Program Integration

• No finance option lock-in for 6 months

• One time enrollment in Simplified Pricing Program (SPP) by CMSP Partner by BEGEOID

• CMSP Partners can enroll in VIP arch track and use Simplified Pricing simultaneously

• Simplified Pricing booking will be excluded from VIP calculations

Partner Discount Flexibility

1

CMSP Partners’ choice on per deal basis:

• Simplified Pricing with pre-approved upfront discount for predictability

• Best available discount with back end payment eligibility through Value Incentive Program (VIP) to improve partner profitability

NOTE: VIP to Cloud Services Resellers (CSRs) for reselling providers’ Cisco Powered cloud services has been discontinued

Partner Discount Flexibility

YOU CAN USE SIMPLIFIED PRICING FOR CLOUD/MANAGED ORDERS www.cisco.com/go/simplifiedpricing

1

VIP TRACKS

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

Calibrate

…. rates to better align supply and

demand with market rates

Cisco Cloud Sales Compensation

Align

…. Cisco field compensation and

joint GTM benefit to partner investment

Credit

…. according to actual contract term vs. committed term

2


Cloud MDF accrual includes:

• Supply bookings for all Cloud Providers for:

HCS, HCS-CC, TPaaS, HSS, IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP

• Demand bookings for all Cloud Providers for:

HCS, HCS-CC, TPaaS and HSS

• Demand bookings for cloud comp eligible Cloud Providers for:

IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP

Cloud Providers

(offer Cisco Powered cloud service(s))

PARTNER ELIGIBILITY

$200,000

Up to $100K can be based on Demand

All of $200K can be based on Supply

ANNUAL CAP

3% Cloud Supply

2% Cloud Demand

ACCRUAL AS %NET BOOKINGS

$5,000

MINIMUM ACCRUAL

3

Cloud MDF For Providers – FY16 vs. FY17

PARTNER ELIGIBILITY

Cloud Providers

CLOUD MDF ACCRUAL

Annual CAP

$200,000

Supply–2%

Net Booking

Up to $100k

Demand–2%

Net Booking

Up to $200k

Minimum

$5,000

ACCRUAL ELIGIBILITY

Supply

For all Cloud Providers for all

CP Cloud services

Demand


CP Cloud services

FY16

PARTNER ELIGIBILITY

Cloud Providers

CLOUD MDF ACCRUAL

Annual CAP

$200,000

Supply–3%

Net Booking

Up to $200k

Demand–2%

Net Booking

Up to $100k

Minimum

$5,000

ACCRUAL ELIGIBILITY

Supply


CP Cloud services

Demand

For all Cloud Providers for: HCS, HCS-CC, TPaaS, and HSS

*For Cloud comp eligible Providers for: IaaS, DaaS, DRaaS, SAP Hana, and CCA-MCP

FY17

*Mirrors IaaS Cloud comp changes

3

Cloud Providers – Other Updates

# CLOUD MDF FY16 FY17

1 Eligible Cloud

MDF activities

Current list Update: Revised list for FY17

2 CloudCenter,

Tetration, and

Metapod

N/A New: Will be added to Eligible Product Families list;

new compared to FY16

3 Program Terms

and Conditions

Current T&C Update: More detailed program T&C will be published

3

Cisco Powered Services – SIP Integration

Reward partners for building

complete solutions

Reward partner account reps with better

margins and increased revenue

Cisco Resale Partners can now sell

end-to-end hybrid solutions by

integrating 3rd party applications

through our ecosystem of CMSP

Cloud Providers

• DRaaS

Inmage

Zerto

• DaaS

Citrix

Desktone/VMWare

• SAP HANA as a Service

Managed print

The hybrid cloud strategy is accelerated by integrating these

solutions in a Cisco Powered Cloud:

To be SIP Eligible, the solution must incorporate 3rd party applications or customized line of business software. (moving workloads for cloud consumption selling does not qualify as a solution)

• IaaS

Vertical applications

Legacy applications

converted to SaaS

Custom line of business

applications

ISV applications

IoT Solutions

Managed print

4

Glen Peterson

FY17 Cloud Market Development Fund (Cloud MDF) for Builders

• Cloud Builders

• Earn 2% of net bookings for Cisco-eligible product families resold to end customers

FY17 Cloud MDF for Builders


Cloud Builders

(attain the Master Cloud Builder Specialization)

Partner Eligibility

$75,000

)

Annual Cap

2% of Cloud Bookings

Accrual as Percent of Net Bookings

$5,000

Minimum Accrual

CLOUD BUILDERS EARN 2% OF NET BOOKINGS FOR CISCO-

ELIGIBLE PRODUCT FAMILIES RESOLD TO END CUSTOMERS


Purpose Requirements Program Details

To fund our partner’s Cisco-

centric cloud services market

development activities

Cloud Builder:

Attain the Master Cloud Builder Specialization

• Accrual Period runs July 31,2016 –

July 29, 2017

• Fund Utilization Period ends October

28, 2017

• Based on eligible products bookings

• Eligible demand generation activities

submitted in PMC/Ansira for review

• Automatic enrollment in program

• See Terms and Conditions for details

Partners based out of China are not eligible to

participate in FY17 Cloud MDF for Builders

Eligible Product Families for Builders

UCS UCSB UCSC UCSX CLDAUTO & UCSM

N2000 N3000 N5000 N7000 N9000

Data Center

Product Families

COPC (Metapod)

C3 (Cloud Center)

TETR (Tetration)

FY17 Eligible Activities for Builders

Mentored 1

Assessments/POCs/Demos 2

SPIFF 3

Training 4

• Mentored deployments/POC*

• Mentored strategy workshop for end customer (ECS)*

• Practice Development Consultation – partner targeted*

*Must be done by list of approved 3rd party vendors (Lumos, Vzure, Metsi, OneCloud, Onstak

Housley, WorldLink, Engage ESM, Bay Infotech)

• Training on specific DC technologies (no learning credits)

• Drive NAB, Reactivate, etc.

• Sales incentives

• Customer Consulting Engagements around Cloud, Data & Analytics, Application Migration

• End Customer Test Drives

• Assessments

• POC (show data sheet or SOW))

• Partners can see and manage FY17 Cloud MDF from PMC on September 26

• Training session will be available in October (dates TBD)

Cloud MDF is moving from Sire to Partner Marketing Central (PMC)


• Training session will be available in October (dates TBD)

Cloud MDF is now on Partner Marketing Central (PMC)

Cloud MDF on PMC

CLOUD MDF IS MOVING FROM SIRE TO PARTNER MARKETING CENTRAL (PMC):

www.ciscopartnermarketing.com

http://www.ciscopartnermarketing.com/

FY17 Cloud MDF Process Flow Steps Completed by Cisco Steps Completed by Partner

1 2 4 5 6 7 8 9 10

Cisco approves activity

plan in PMC/Ansira tool Partner selects from

preapproved list of

activities and develops

activity plan with their

Cisco

PAM/BDM/Marketing

Manager

Accrual calculation done

on a monthly basis for

partners that have been

approved as Cloud

Infrastructure, Cloud

Builder, or Cloud

Provider

Partner uploads Proof of

Performance (PoP) into

PMC/Ansira tool

Cisco initiates

payment process

via Ansira

Partners automatically

enrolled based on

attaining MCB

Accrual calculation

manually communicated

monthly to partners and

loaded into PMC/Ansira

Partner creates a

nomination in

PMC/Ansira for the

activities they want to do

Partner completes

activities

Proof of Performance

(PoP) is validated

by Ansira

3


Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance

Data Center Training ● Course and Certification Costs - Includes the actual costs

charged for individuals taking the course or certification. May

also include events costs if the Partner/Distributor or third-party

employed by the Partner/Distributor is administering the event.

Note: Excludes Alcohol and Other Non-Reimbursable Expenses

● A Third-Party Invoice issued to the Partner/Distributor for the full cost of the activity.

And

● Proof-of-Performance of Training - Verification of completion of the training activity must

be provided, including: documentation that outlines the specific training/specialization

name and level achieved, objective/purpose of the training, overview of training material

(needs to be training on Cisco content), full list of participants, start and end dates. All

PoP must reflect the appropriate Cisco Representation and include Proof of Activity Start

and Completion Date. And Photo of training if possible.

Sales Incentives - Cash ● Contest and Administration Fees - Includes reasonable and

pre-approved fees charged by the Partner/Distributor or third-

party program administrator to cover costs of sales incentive

contest promotion and administration, prize procurement and

reporting.

● Incentives and Prizes Awarded Costs - Refers to the actual

cash value of awarded incentives and prizes.

● Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner/Distributor

Company's Letter-Headed Stationary reflecting the full cost of the activity

And

● Proof-of Performance of Sales Incentive Program (includes cash and non-cash

incentives) - Verification of completion of the incentive program, including documentation

of the incentive description and objective, incentive program eligibility and rules, list of

winners, itemized list of prizes and quantities, start and end date. All PoP must reflect the

appropriate Cisco Representation and include Proof of Activity Start and Completion Date.

Sales Incentives - Non-Cash ● Contest and Administration Fees - Includes reasonable and

pre-approved fees charged by the Partner/Distributor or third-

party program administrator to cover costs of sales incentive

contest promotion and administration, prize procurement and

reporting.

● Incentives and Prizes Awarded Costs - Refers to the actual

cash value of awarded incentives and prizes.

● Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner/Distributor


And

● Proof-of Performance of Sales Incentive Program (includes cash and non-cash

incentives) - Verification of completion of the incentive program, including documentation

of the incentive description and objective, incentive program eligibility and rules, list of

winners, itemized list of prizes and quantities, start and end date. All PoP must reflect the

appropriate Cisco Representation and include Proof of Activity Start and Completion Date.

Proof of Performance Activity Type Reimbursable Expenses Required Proof-of-Cost and Proof-of-Performance

Mentored Activities Cost of engaging 3rd party integrator in facilitating the install. Completed site visit report, SOW on company letter head from integrator, outlining the

cost of the service, the customer it was delivered to, date of service and product to be

installed. Invoice from third party integrator indicating the work is complete.

Proof of Concept Proof of concept or test drive with end customers using Cisco

Data Center and Cloud technologies

Proof of Concept Report and Invoice if done by 3rd

party

End Customer Test Drive 3rd

party instructor led training Invoice and list of attendees

Customer Consulting

Engagement

Cost of engaging 3rd

party vendor Invoice and consulting recommendation report

Cloud Assessments ● Cloud Assessment Services Costs (from Approved Third-

Party Vendors)

● Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner Company's

Letter-Headed Stationary reflecting the full cost of the activity

And

● Proof-of-Performance of Network Assessment (Refers solely to approved Network

Assessments) - Verification of completion of the network assessment must be submitted

in the form of an invoice from third-party company. Invoice must specify number of

network assessments conducted along with a summary of the results specific to Cisco

product and services opportunities. All PoP must reflect the appropriate Cisco

Representation and include Proof of Activity Start and Completion Date.

Glen Peterson

FY17 Cloud Market Development Fund (Cloud MDF) for Providers

• Cloud Providers

• Earn 3% of net bookings for Cisco-eligible product families. These products are deployed as part of the Cisco Powered Cloud Service, with title held by the provider.

• Earn 2% for cloud demand bookings

• Cloud MDF accrual includes:

• Supply bookings for all Cloud Providers for: HCS, HCS-CC, TPaaS, HSS, IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP

• Demand bookings for all Cloud Providers for: HCS, HCS-CC, TPaaS and HSS

• Demand bookings for cloud comp eligible Cloud Providers for: IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP

FY17 Cloud MDF for Providers


Cloud MDF accrual includes:

• Supply bookings for all Cloud Providers for:

HCS, HCS-CC, TPaaS, HSS, IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP

• Demand bookings for all Cloud Providers for:

HCS, HCS-CC, TPaaS and HSS

• Demand bookings for cloud comp eligible Cloud Providers for:

IaaS, DaaS, DRaaS, SAP Hana, CCA-MCP

Cloud Providers

(offer Cisco Powered cloud service(s))

PARTNER ELIGIBILITY

$200,000

Up to $100K can be based on Demand

All of $200K can be based on Supply

ANNUAL CAP

3% Cloud Supply

2% Cloud Demand

ACCRUAL AS %NET BOOKINGS

$5,000

MINIMUM ACCRUAL

FY17 Cloud MDF for Providers

Purpose Requirements Program Details

To fund our partner’s Cisco-

centric cloud services market

development activities

Cloud Provider:

Approved for at least one Cisco Powered Cloud Service

• Accrual Period runs July 31,2016 –

July 29, 2017

• Fund Utilization Period ends October

28, 2017

• Eligible products and cloud demand

bookings defined per Cisco Powered

Cloud Service

• Eligible demand generation activities

submitted in PMC/Ansira for review

• Automatic enrollment in program

• See Terms and Conditions for details Partners based out of China are not eligible to participate in FY17 Cloud MDF for Providers

Eligible Product Families for Cloud Providers

UCS UCSB UCSC UCSX CLDAUTO & UCSM

N2000 N3000 N5000 N7000 N9000 DaaS

HSaaS

DRaaS

SAP Hana

IaaS

TPaaS TP Products , ** Manual Tracking, Provider must submit SO,

PO for all TPaaS orders

CPA for MCP COPC (Metapod)

C3 (Cloud Center)

TETR (Tetration)

Eligible Product Families for Cloud Providers

UCS UCSB UCSC UCSX

CLDAUTO & UCSM

N2000 N3000

N5000

N7000

N9000

HCS UCSSHCS UCMHCS

HCMHCS

*HCS-CC, HCS-CC-AGNT-T1, HCS-CC-AGNT-T2, HCS-CC-AGNT-T2B, HCS-CC-AGNT-T3, HCS-CC-AGNT-T4, HCS-CC-AGNT-T5,

HCS-CC-AGNT-T6, HCS-CC-IVR-PRT-T1, HCS-CC-IVR-PRT2-T, HCS-CC-IVR-PRT-T3, HCS-CC-IVR-PRT-T4, HCS-CC-IVR-PRT-

SVR, HCS-CC-MEDIA-85, UCSS-HCS-CC-AGT-T1, UCSS-HCS-CC-AGT-T2, UCSS-HCS-CC-AGT-T2B, UCSS-HCS-CC-AGT-T3,

UCSS-HCS-CC-AGT-T4, UCSS-HCS-CC-AGT-T5, UCSS-HCS-CC-AGT-T6, UCSS-HCS-CC-IVR-T1, UCSS-HCS-CC-IVR-T2, UCSS-

HCS-CC-IVR-T3, UCSS-HCS-CC-IVR-T4, UCSS-HCS-CC-IVRRPT

HCS_CC*

HCS

COPC C3 TETR

Activities Eligible for Cloud MDF for Providers

Customer

Engagements

Seminars

Webinars

Tradeshows/Floor

Days

Customer Events

Opportunity (planning)

Eligible Activities

Sales Enablement

Sales Incentives

Learning Credits

Training/Certification

Sales and Marketing

related headcount

Campaigns

Email Campaigns /

Telemarketing / Direct

Mail

List Acquisition

Paid Search

Success Stories

and Case Studies

Success Story/Case

Study

White Paper

Videos

Cloud Market Research

--Proof of Concept Engagements

--EBC’s

--Cloud Assessments

NOT Allowed Activities:

Airfare or Hotel

Events not focused on Cisco Powered

Advertising


• Training session will be available in October (exact dates TBD)

Cloud MDF is moving from Sire to Partner Marketing Central (PMC)


• Full Service Activities (FSAs) will be available for Providers in APO on Sept 26

• FSAs will become available in other GEOs in H1FY17

• Training session will be available in October (exact dates TBD)

Cloud MDF is now on Partner Marketing Central (PMC)

Cloud MDF on PMC

CLOUD MDF IS MOVING FROM SIRE TO PARTNER MARKETING CENTRAL (PMC):

www.ciscopartnermarketing.com


FY17 Cloud MDF Process Flow

Steps Completed by Cisco Steps Completed by Partner

1 2 4 5 6 7 8 9 10

Cisco approves activity

plan in PMC/Ansira tool Partner selects from

preapproved list of

activities and develops

activity plan with their

Cisco

PAM/BDM/Marketing

Manager

Accrual calculation done

on a monthly basis for

partners that have been

approved as Cloud

Infrastructure, Cloud

Builder, or Cloud

Provider

Partner uploads Proof of

Performance (PoP) into

PMC/Ansira tool

Cisco initiates

payment process

via Ansira

Partners automatically

enrolled based on

attaining MCB

Accrual calculation

manually communicated

monthly to partners and

loaded into PMC/Ansira

Partner creates a

nomination in

PMC/Ansira for the

activities they want to do

Partner completes

activities


(PoP) is validated

by Ansira

3



Cloud Market

Research

• Research costs including valid third-party costs

surrounding customer data collection, business

analytics and consulting engagement.

• Either a Third-Party Invoices or a Breakdown of Internal Costs on Partner Company's


List Purchase

/Rental

• Mailing List Procurement and Subscription Costs

- Includes all fees and costs related to the

procurement/rental of mailing lists, subscription

fees for valid third-party marketing distribution

programs.

• Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner Company's


And

• Proof-of-Performance of List Purchase/Rental - The final version of the Statement-of-

Work (SOW) for the service must be provided. The SOW must indicate the number of

names purchased or rented, specific data attribute fields purchased (e.g. name,

address, email,...), geography and customer segment. In some cases, the invoice will

contain the breakdown of the costs and will therefore serve as an acceptable SOW.

Additional documentation that outlines the scope of the activity (what the list was used

for) and start and end date must be provided. All PoP must reflect the appropriate

Cisco Representation and include Proof of Activity Start and Completion Date.

Collateral • Development and Production Costs - Includes valid third-party agency fees and expenses

related to the creation, design and production of

marketing materials. - Includes valid third-party

agency fees and expenses related to the

creation, design and production of marketing

materials.

• Postage/Delivery Costs - Refers to the actual cost

of postal services, including government carriers

or non-government operated delivery services,

where necessary and reasonable.

• Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner/Distributor


And

• Proof-of-Performance of Printed Marketing (Includes all print advertising, collateral,

outdoor, signage, direct mail, merchandising) - Verification of all final-produced

marketing materials must be submitted in digital format (photograph, scanned copy of

original, or PDF file). If applicable, full media schedule (including start and end dates

and stations Web sites, or events where the materials were used) must also be

provided. If the produced asset contains text, it must be legible. If the produced asset

contains a hyperlink, the full URL and access to the live Web (landing) page must be

provided. All PoP must reflect the appropriate Cisco Representation and include Proof

of Activity Start and Completion Date.



Search Engine

Optimization / Paid

Search

• Marketing Program and Sponsorship Costs -

Includes valid third-party costs associated with

participation in an activity or coordinated set of

activities designed to achieve specific marketing

objectives.

• A Third-Party Invoice issued to the Partner/Distributor reflecting the full cost of

the activity.

And

• Proof-of-Performance of Search Engine Marketing - Adequate supporting

documentation of the campaign must be provided including: full list of key

words/ad words purchased, screen capture of search engine web results

including date of screen capture, the full URL and access to the Web (landing)

page, start and end date of campaign (if applicable). All PoP must reflect the

appropriate Cisco Representation and include Proof of Activity Start and

Completion Date.

Web Newsletters &

E-Mail

• Development and Production Costs - Includes

valid third-party agency fees and expenses


marketing materials. - Includes valid third-party

agency fees and expenses related to the creation,

design and production of marketing materials.

• Advertising Media Placement Costs - Includes

valid third-party print publication, radio, television,

online/Web, or other media costs associated with

running an advertisement within a particular

media vehicle.

• Marketing Program and Sponsorship Costs -

Includes valid third-party costs associated with

participation in an activity or coordinated set of

activities designed to achieve specific marketing

objectives.

• Postage/Delivery Costs

• Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner


And

• Proof-of-Performance of Digital Marketing (Includes Web and e-mail marketing) -

Verification of all final-produced Web pages, content, banners, emails and other

digital assets must be submitted in digital format (screen capture, digital file,

URL link to live page or PDF file). Full media schedule (including start and end

dates and stations Web sites, or events where the broadcast media ran) must

also be provided. If the produced asset contains text, it must be legible. If the

produced asset contains a hyperlink to a Web (landing) page, the full URL and

access to the live Web page must be provided. All PoP must reflect the


Completion Date.


3rd Party Events

(Sponsorships/Trade

Shows)

• Development and Production Costs - Includes valid

third-party agency fees and expenses related to the

creation, design and production of marketing materials.

- Includes valid third-party agency fees and expenses


marketing materials.

• Event Costs

• Marketing Program and Sponsorship Costs - Includes

valid third-party costs associated with participation in

an activity or coordinated set of activities designed to

achieve specific marketing objectives.

Note: Excludes Alcohol and Other Non-Reimbursable

Expenses

• Either a Third-Party Invoice or a Breakdown of Internal Costs on

Partner/Distributor Company's Letter-Headed Stationary reflecting the full

cost of the activity

And

• Proof-of-Performance of Event (Includes internal and external events, event

sponsorships and Webinars) - Adequate supporting documentation of the

event must be provided including: copy of the invitation, event audience

and number of attendees, event description (including Cisco involvement),

event agenda, copy of the presentation(s), (if live event) photo or event

recording or (if online Webinar) screen capture or event recording. All PoP

must reflect the appropriate Cisco Representation and include Proof of

Activity Start and Completion Date.

Pre-Event Planning • Event Deposit Costs - Includes pre-event deposit fees for location, speakers and event equipment rental (A/V

equipment, furniture). Does NOT include costs of

purchasing demo equipment).


Expenses

• A Third-Party Invoice issued to the Partner/Distributor reflecting the cost of

the deposit.

And

• Proof-of-Performance of Pre-Event Planning (Refers solely to the Pre-

Event Planning activity) - The final version of the Statement-of-Work (SOW)

for the event deposit from the third-party vendor must be provided. The

SOW must indicate the start and end date of the event. In some cases, the

invoice for the event deposit will contain the breakdown of individual costs

covered by the deposit and will therefore serve as an acceptable SOW.

Should also include planned Cisco representation.


Seminars and Events

with External

Audience

• Event Costs (Excludes Alcohol) - Includes expenses

associated with the planning and implementation of a

Cisco-focused event. Includes event location rental,

speaker fees (for third-party speaker), customer ticket

and sponsorship purchase, food and non-alcoholic

drinks, audio/visual and broadcast fees, event related

equipment rental (excluding demo equipment

purchase), event planning, Cisco co-branded

merchandise with the authorized Cisco

Partner/Distributor relationship logo and/or co-branded

with the Partner/Distributor company logo.


Expenses




And



event must be provided including: copy of the invitation, event audience and

number of attendees, event description (including Cisco involvement), event

agenda, copy of the presentation(s), (if live event) photo or event recording

or (if online Webinar) screen capture or event recording. All PoP must

reflect the appropriate Cisco Representation and include Proof of Activity

Start and Completion Date. Should also include planned Cisco

representation.

Webinars • Development and Production Costs - Includes valid third-party agency fees and expenses related to the


• Event Costs

• Marketing Program and Sponsorship Costs - Includes

valid third-party costs associated with participation in

an activity or coordinated set of activities designed to

achieve specific marketing objectives.


Expenses




And



event must be provided including: copy of the invitation, event audience and

number of attendees, event description (including Cisco involvement), event

agenda, copy of the presentation(s), (if live event) photo or event recording

or (if online Webinar) screen capture or event recording. All PoP must

reflect the appropriate Cisco Representation and include Proof of Activity

Start and Completion Date.



Funded Heads • Salary of Funded Head - Limited to the pre-approved amount submitted by the Partner/Distributor and

agreed to by Cisco.




And

• Proof-of-Performance of Infrastructure/Headcount (Refers solely to Funded

Headcount) - Verification of details of the funded headcount, must be

provided in the form of a Statement-of-Work (SOW) and/or letter from the a

company official on Partner's/Distributor's letter-headed stationary.

Documentation must include name of employee, job description, date range,

funding amount, salary, and goals. All PoP must reflect the appropriate

Cisco Representation and include Proof of Activity Start and Completion

Date.

Note: SOW and/or company letter must indicate prior written approval and

agreement by a Cisco representative and Partner/Distributor.

Cloud Assessments • Cloud Assessment Services Costs (from Approved Third-Party Vendors)

• Either a Third-Party Invoice or a Breakdown of Internal Costs on Partner


And

• Proof-of-Performance of Network Assessment (Refers solely to approved

Network Assessments) - Verification of completion of the network

assessment must be submitted in the form of an invoice from third-party

company. Invoice must specify number of network assessments conducted

along with a summary of the results specific to Cisco product and services

opportunities. All PoP must reflect the appropriate Cisco Representation

and include Proof of Activity Start and Completion Date.



Sales Incentives -

Cash

• Contest and Administration Fees - Includes reasonable

and pre-approved fees charged by the

Partner/Distributor or third-party program administrator

to cover costs of sales incentive contest promotion and

administration, prize procurement and reporting.

• Incentives and Prizes Awarded Costs - Refers to the

actual cash value of awarded incentives and prizes.




And

• Proof-of Performance of Sales Incentive Program (includes cash and non-

cash incentives) - Verification of completion of the incentive program,

including documentation of the incentive description and objective, incentive

program eligibility and rules, list of winners, itemized list of prizes and

quantities, start and end date. All PoP must reflect the appropriate Cisco


Sales Incentives -

Non-Cash

• Contest and Administration Fees - Includes reasonable

and pre-approved fees charged by the

Partner/Distributor or third-party program administrator

to cover costs of sales incentive contest promotion and

administration, prize procurement and reporting.

• Incentives and Prizes Awarded Costs - Refers to the

actual cash value of awarded incentives and prizes.




And

• Proof-of Performance of Sales Incentive Program (includes cash and non-

cash incentives) - Verification of completion of the incentive program,

including documentation of the incentive description and objective, incentive

program eligibility and rules, list of winners, itemized list of prizes and

quantities, start and end date. All PoP must reflect the appropriate Cisco




Telemarketing • Agency or call center charges • Development and Production Costs - Includes valid

third-party agency fees and expenses related to the


- Includes valid third-party agency fees and expenses


marketing materials.

• Mailing List Procurement and Subscription Costs -

Includes all fees and costs related to the

procurement/rental of mailing lists, subscription fees for

valid third-party marketing distribution programs.


Partner/Distributor Company's Letter-Headed Stationary reflecting the full cost

of the activity

And

• Proof-of-Performance of Telemarketing Campaign - Verification of completion

of the telemarketing campaign must be provided, including: copy of script

(must reference Cisco products, solutions or technologies), number our

outbound calls performed. All PoP must reflect the appropriate Cisco


• Proof-of-Performance of List Purchase/Rental - The final version of the

Statement-of-Work (SOW) for the service must be provided. The SOW must

indicate the number of names purchased or rented, specific data attribute

fields purchased (e.g. name, address, email,...), geography and customer

segment. In some cases, the invoice will contain the breakdown of the costs

and will therefore serve as an acceptable SOW. Additional documentation that

outlines the scope of the activity (what the list was used for) and start and end

date must be provided. All PoP must reflect the appropriate Cisco




Certification Training • Course and Certification Costs - Includes the actual costs charged for individuals taking the course or

certification. May also include events costs if the

Partner/Distributor or third-party employed by the

Partner/Distributor is administering the event.


Expenses

• A Third-Party Invoice issued to the Partner/Distributor for the full cost of the

activity.

And

• Proof-of-Performance of Training - Verification of completion of the training

activity must be provided, including: documentation that outlines the specific

training/specialization name and level achieved, objective/purpose of the

training, overview of training material (needs to be training on Cisco content),

full list of participants, start and end dates. All PoP must reflect the


Completion Date.

Learning Credits • Course and Certification Costs - Includes the actual costs charged for individuals taking the course or

certification. May also include events costs if the

Partner/Distributor or third-party employed by the

Partner/Distributor is administering the event.

• Cisco Live tickets


Expenses

• Third-Party Invoice reflecting the full cost of the activity

For Distributors, can include a Breakdown of Internal Costs on Distributor


And

• Proof-of-Performance of Training - Verification of completion of the training

activity must be provided, including: documentation that outlines the specific

training/specialization name and level achieved, objective/purpose of the

training, overview of training material (needs to be training on Cisco content),

full list of participants, start and end dates. All PoP must reflect the


Completion Date.

CMSP Marketing

Driving End Customer Awareness and Demand

Cisco Driven

Awareness

Customers

Cisco and Partner Demand

Generation

Thought

Leadership

Social

Digital

Marketing

with

Partners

https://www.ciscobusinesscloudadvisoradoptionreport.com/

Cisco Powered Services Catalog

Partner advantages

• Cisco Powered Services

Catalog in the Cisco

Marketplace

(Partner Microsite)

• Partner Locator

https://marketplace.cisco.com/cloud

https://marketplace.cisco.com/cloud

Cisco BCA Adoption Report

• Cloud adoption level

• Peer comparison by geo, industry and

company size

• Revenue, cost and time to market

improvement estimates based on cloud

adoption

• Essential guidance to advance your

hybrid cloud journey

https://www.ciscobusinesscloudadvisoradoptionreport.com

https://www.ciscobusinesscloudadvisoradoptionreport.com/https://www.ciscobusinesscloudadvisoradoptionreport.com/https://www.ciscobusinesscloudadvisoradoptionreport.com/

• Simplification and consistency in fund management across programs (Cloud MDF, Partner Plus, JMF, DDI)

• Partners can see and manage FY17 Cloud MDF from PMC

Improved Partner Marketing Experience

Cloud MDF on PMC

PARTNER MARKETING CENTRAL: www.ciscopartnermarketing.com


Cisco Powered Cloud Campaign in PMC

Kits in PMC:

• Compute Services: IaaS, DaaS, DRaaS

• Collab Services: HCS & CC

• Arch for Microsoft Cloud Platform: IaaS,

DRaaS, DBaaS

• SAP HANA

All kits contain:

• eBook

• Infographic

• Social Media Kit

• Demand Gen Kit

• Copy Block

PARTNER MARKETING CENTRAL: www.ciscopartnermarketing.com


Disaster Recovery as a Service (DRaaS)

• Co-brandable eBook

• Co-brandable infographic

• Copy blocks

Demand Generation

• 50 BANT qualified leads and up to 5 meetings

• Includes list pull and customization of pre-designed:

Mailer, Content Hub, eBook, Infographic

• Social Media Kit (social media

cards with corresponding posts)

• Blog

Awareness Click Here for Assets in PMC

https://cloudsso.cisco.com/idp/startSSO.ping?PartnerSpId=zift_cisco_prod&TargetResource=https://my.zift123.com/#/campaigns/browse/8a2976b750d755050150dbc72dc72997/programs/8a10add253e960000153ece1a6b5085d

• Audit and Policies: www.cisco.com/go/audit

• Cisco Powered Services: www.cisco.com/go/ciscopowered

• Partner Marketing Central (PMC): www.ciscopartnermarketing.com

• Cisco Powered Services Catalog: http://marketplace.cisco.com/cloud

• Go to Market Resource Center: http://gotomarket.cisco.com

Resources

• Application Tool: www.cisco.com/go/pma

• Simplified Pricing: www.cisco.com/go/simplifiedpricing

• VIP: www.cisco.com/go/vip

• Partner Locator: www.cisco.com/go/partnerlocator

http://www.cisco.com/go/audithttp://www.cisco.com/go/ciscopoweredhttp://www.ciscopartnermarketing.com/http://marketplace.cisco.com/cloudhttp://gotomarket.cisco.com/http://www.cisco.com/go/pmahttp://www.cisco.com/go/simplifiedpricinghttp://www.cisco.com/go/viphttp://www.cisco.com/go/partnerlocator

Documents

(External) CMSP FY17 Update Power Hour · CMSP Partners’ choice on per deal basis: • Simplified Pricing with pre-approved upfront discount for predictability • Best available