Growmore. Earn more.€¦ · With the help of the Growth Incentive Pilot, we believe partners can be successful throughout these industry-changing transitions by doing things like

© 2019 Cisco and/or its affiliates. All rights reserved. This document is for Cisco Channel Partner use only. Not for public distribution.

Growth Incentive Pilot: 2HFY19 Launch for 2-Tier Partners: APJ

Cisco Partner Programs

February 2019

Grow more. Earn more.

Presenter

Presentation Notes

Congratulations! You've been invited to participate in the Growth Incentive Pilot for a select set of Asia Pacific partners. Over the next 30 minutes we'll provide you with a framework and rebate structure so you can maximize your rebate earnings potential over the next 6 months.


• This document is considered Cisco Confidential.

• The Pilot is by invitation only to a select set of 2-Tier Partners. Please do not discuss with other Partners.

• Growth Incentive Pilot (GIP) is available 27th January, 2019 – 27th

July, 2019 (Cisco 2HFY19).

Cisco Confidential

Presenter

Presentation Notes

As a by-invitation-only pilot, please consider what we share today confidential.

© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

Outcomes of TransformationEnhancing Our Value Exchange

Accelerated growth

Sustainable health and growth of your business

Increased margin potential

Accelerated growth

Sustainable health and growth of your business

Up to $100K ofIncremental Rebate in 2

Quarters*

*Depending on the tracks, incremental growth & compliance to program guidelines

Presenter

Presentation Notes

Let’s talk about the end game: Our long term goal here is to work with you in a different way to maximize growth. We’re working with you to support your plan by setting you up for long terms success as we ride through these dynamic market changes. The plan is specific to you and the goals and incentives are the milestones along the way. If you hit all of the goals, all of those milestones with the accelerators, you could earn up to an incremental $100k in rebates over the next 2 quarters (based on certification level and track)



Agenda

• Executive summary

• Why a growth incentive? • Defining growth and rebate

structure• Managing participation

• Next steps

• Resources

Presenter

Presentation Notes

Over the next 30 minutes, we will review the foundation of the growth incentive pilot and share the rebate structure with you so you can maximize rebate earnings potential, thenn define the next steps and resources to make sure you are successful so let’s get started.


Executive Summary

Presenter

Presentation Notes

We will begin with a high level overview


Growth Incentive Pilot At-a-Glance Building a Cisco Practice and Supporting Multiple Architecture Solution Selling

Goal: Support partner Cisco practice growth and increased margin by selling cross-architecture solution. Participating partners have the ability to earn quarterly rebate payment when they meet pilot requirements.

January 27, 2019 -July 27, 2019 Enrollment dates: February 26, 2019 –March 5, 2019

Pilot Availability

Minimum incremental shipment requirements Premier or Select Certification

Cisco Growth Incentive Pilot Rebate Coordinator Assigned

Payout Requirements

Partner participation is by invitation onlyPremier or Select certification required

Minimum product booking required based on certification level

Eligibility Requirements

Presenter

Presentation Notes

Let’s start out by providing a quick overview of the Growth Incentive Pilot. It will run the 2nd half of Cisco FY19 (January 27, - July 27, 2019). I realize this awareness sessions is taking place after the start of Cisco’s fiscal quarter 3..Rest assured, once you enroll in the pilot, we will be capturing your growth in shipments beginning July 27th, the first day of Cisco Fiscal Q3. This is an invitation only pilot with participation based on certification level and the bookings requirements that were met will define the track you are invited to participate in. Rebates are paid out quarterly if you are rebate eligible.


Why a growth incentive?

Presenter

Presentation Notes

With all the Cisco Programs available to partners, you might ask – Why a Growth Incentive?


State of the Market Changes

Security as a business priority

Digital disruptions

‘As-a-service Consumption Model spend outpacing IT

spend

Security as a business

priority

IT spend by Line of

Business (LoB)

IT spend growth in

Cloud, Mobile, Big Data &

Social

Presenter

Presentation Notes

The market is changing at a rapid pace. Several key market transitions taking shape over the next 3 years include factors such as IT spend by Line of Business (LOB), digital disruptions, and security as a business priority. Customers are expanding their knowledge and their business requirements which is driving significant changes to their expectations in vendor and partner relationships. So how do we adapt to these rapid changes in the marketplace? With the help of the Growth Incentive Pilot, we believe partners can be successful throughout these industry-changing transitions by doing things like increasing horizontal and vertical practices to help access new LOBs, building multi-partner connections to capture IoE/TAM, and investing in holistic security practices.


Selling to Line of Business (LoB)

Adapting to a changing market

Delivering Cloud/Hybrid IT

Selling Solutions and Expanding Professional Consulting Services

15% 45%

17% 40%

21% 72%

Top 100Partners

Most ProfitablePartners

Presenter

Presentation Notes

To support this model, let’s review some facts as shared by an independent company that surveyed a large group of our Cisco Partners. The left hand column represents how our top 100 partners go to market. The right hand column represents how our most profitable partners go to market and drive margin into their business as well as create customer stickiness through partners value add. From the bottom up, partners expanding their value exchange by focusing on their own professional consultative services are most profitable, followed by selling across lines of business which drives cross architecture selling and long term solutions and lastly delivering cloud solutions.


Increase revenue and growth across

multiple architectures

Shared focus areas: core refresh and

security

Culture is experiencedthrough your work, yourleader and your teams

Growth Incentive PilotWe’ll help you perform. And transform your business.

TransformFocusGrow

Driving adoption and your success along the way

Presenter

Presentation Notes

Following those key findings, Cisco is committed to our relationship with you as a valued business partner. We want to incent you to growth with Cisco in a way that is complimentary to your business model as well as your customers business requirements. Together, the Growth Incentive Pilot is designed to reward you for increasing your product shipments and Cisco practice overall as we drive to transform our business through a shared focus on leading with security and refreshing your customers core enterprise network business to accommodate their security needs and cross selling architecture solutions further ensuring their readiness for transformation.


Defining growth & rebate structure

Presenter

Presentation Notes

So over the next few minutes, we will review the growth and rebate structure of the pilot.


Growth Incentive Pilot FrameworkRewards partners for continuous growth and across multiple architectures

EN+SEC Arch Growth

Incremental Overall Growth

Additional Arch Growth*Rewards solution selling (Data

Center, Collaboration and Service Provider) – earn additional rebates

Grow your Cisco product shipments overall – earn a rebate

Lead with Security + pull Enterprise Networking Core – earn additional

rebates

*Premier Track only

Presenter

Presentation Notes

The foundation of the growth incentive pilot is to reward you for overall product and perpetual software growth as well as cross architecture growth, within the current four quarters vs. your own previous 4 quarter shipments giving you the opportunity to earn rebates on the incremental shipment growth. Let’s get into the details. Simply said: Grow more with Cisco, earn rebates. Let’s get into a more detail.


Defining Growth: Rolling 4 qtr. measurement on shipmentsProvides accurate revenue estimates

Measurement Definition

% of overall incremental Y/Y quarterly growth on all eligible product and software shipments

Additional architecture accelerators available once overall growth is achieved

Rolling 4 quarters

Measured and tracked quarterly at a country / country grouping level (BEGEOID)

Reward holistic incremental growthQ3 FY18 Q4 FY18 Q1 FY19 Q2 FY19 Q3 FY19 Sum of Recent 4 Qrtr

Shipments

$300,000 $350,000 $400,000 $450,000$1,500,000

(measurement for growth)

$250,000 $300,000 $350,000 $400,000 $1,300,000 (baseline for growth)

Sum of Previous 4 QtrShipments

$1,500,000 - $1,300,00 = $200,000

Calculate Incremental shipment growth

1,500,000 - $1,300,000 $1,300,0000

Incremental shipment Growth%

15%

Illustration

Presenter

Presentation Notes

Looking at the chart on the left hand side, we have defined growth by utilizing your previous 4 quarter shipments vs. your current 4 quart shipments and if you ship more you earn an overall rebate on the full incremental amount. Additionally, if you grow in both Enterprise Networking and Security you also have the ability to earn additional architecture accelerators on top of the overall growth rebate on the full incremental shipment value. The illustration on the right hand side takes into account that we are currently in Cisco Fiscal Q3. In this illustration, partners baseline consists of adding Cisco product and perpetual software shipments from the previous 4 quarters (consisting of Q3 & Q4, FY18 plus Q1 & Q2, FY19. The total shipments of those previous 4 quarters equals $1.3M. Growth is measured on the current 4 quarter shipments which is defined as Q4FY18, plus Q1, Q2 and the current quarter shipments of Q3FY19 (as you ship product in the current quarter, all those shipments will count toward your overall growth. In this example we are assuming the current quarter is over so the total 4 quarter current shipments equals $1.5M. Overall incremental growth is the difference between the previous 4 quarters shipments ($1.3M - the current 4 quarter shipments$1.5M which in this instance equals $200k). With this Pilot, you begin accumulating rebates with the 1st dollar of incremental growth beyond your baseline of previous 4 quarters shipments. The growth % is determined by taking your current 4 quarter shipments ($1.5M - previous 4 quarter shipments $1.3M/by previous 4 quarter shipments $1.3M equaling 15%.) Now, lets look at the next slide which will determine what that 15% growth equates to in a rebate.


Linear Growth Percentage • Growth Range = 0-100%

Linear Rebate Percentage• Base Growth Rebate Range = 0-4%

• Overall Growth = 4%• Growth in EN and Security = 2%• Growth in EN and Security plus 1 other architecture = 1%**• Growth in EN and Security plus 2 other architectures = 1%**

Accelerators

Growth Rebate + Architecture

Growth Accelerator

X% Y%

= Total Rebate

X% + Y%

Example:

Rewarding growth: Linear Growth & Rebate Based ModelManage daily business while building new opportunities

Value Exchange

Linear Rebate Illustration

Reba

te P

aym

ent

1%

0% 50%

2%

• Pays a rebate percentage on Y/Y quarterly incremental shipment growth • Rebate is linear and based on percentage of growth and partner tier for the country / country

grouping (BEGEOID)• Rebate accelerators earned if partner has grown in Enterprise Networking and Security (all

Tracks), plus incremental accelerators for growth in additional architectures (Applicable for Premier Tracks 2 & 3 only)

25%

4%

100%Growth

** Available to Premier Track 2 and Track 3 only as applicable

Presenter

Presentation Notes

Overall growth is based on a linear scale with a range of 0% to 100% incremental growth within the current quarter. The linear growth rebate range is from 0% - 4%. So if you grow 100% over your baseline of shipments, you earn a 4% rebate on the incremental shipment amount. Grow 50% and you earn a 2% rebate on the incremental shipment amount. So 15% growth earns a .6% rebate on the incremental amount. Additionally, you have the ability to earn architecture accelerators if you not only show overall growth, but growth in both EN & Security. If you attain overall growth and growth in both EN & Security, you earn an additional 2% rebate on the full incremental amount. If you are a Premier Track 2 or Track 3 partner, you also have the ability to earn additional incremental rebates for growing in either 1 or 2 additional architectures. Remember, since you are being measured on growth of the full Cisco product line, all products you ship fall into one of the architecture categories so growing over your own previous 4 quarter shipments, and growing in both EN & Security, are attainable. Here’s another way to look at this.


Reb

ate

Paym

ent

0%

2.6%

13.5% Growth

4.8%

20%

Reb

ate

Paym

ent

4%4%

0%

Growth Incentive Pilot Framework

2.7%

Holistic Growth Variables

Growth Range 0 to 100%

Growth Rebate 0 to 4%

Architecture Growth Accelerators

1st EN+SEC (All Tracks) + 2%

2nd Additional Architecture (Premier – 3 & 2 only)

+ 1%

3rd Additional Architecture (Premier – 3 only) + 1%

+

PartnerTrack

Partner Revenue Band Size

Quarterly Rebate

Cap

Linear Growth Range

Growth Rebate Range

EN+SEC Architectur

e Accelerator

2nd Arch Accel

3rd Arch Accel

Total Quarterly Rebate

Premier-3 >$15M $50k 0-100% 0-4% +2.0 +1.0 +1.0 8%

Premier-2 $1M - $15M $40k 0-100% 0-4% +2.0 +1.0 7%

Premier-1 >$100K to $1M $25K 0-100% 0-4% +2.0 6%

Select-2 >$1M $15K 0-100% 0-4% +2.0 6%

Select-1 >$100K to $1M $10K 0-100% 0-4% +2.0 6%

Use Total Partner View. It’s intuitive.It’ll show you where you need to grow to earn more.

How much do I need to grow to earn my overall rebate?

How much do I need to grow by architecture to earn accelerators?

Presenter

Presentation Notes

The GIP Dashboard in Total Partner View, provides you with all the data you need to project your rebate by tracking your overall growth as well as growth for each architecture against your baseline (which totals your previous 4 quarter shipments)

Use Total Partner View. It’s intuitive. It’ll show you when you’re leaving money on the table.

How much have I shipped to date so I can compare my growth over the previous 4 quarters?

Since I get paid on shipments, I can plug in how much I need to ship to maximize my rebate earnings.

What rebates am I eligible for?

Presenter

Presentation Notes

We have also provided you the ability to project quarterly rebates at the beginning of each quarter, by architecture and total shipments so you can monitor your rebates daily and adjust accordingly. When the red “x’s” turn to green checkmarks, you are beginning to accumulate rebates. When all the red “x’s” turn to green check marks, you’re well on your way to maximizing your quarterly rebates.


Managing participation and Resources

Presenter

Presentation Notes

Now that we have covered the structure and framework of the pilot, let’s review the next steps outlining enrollment requirements.


Leverage Existing Tools and Processes

Payment:Global EZPay

Enrollment:PPE

Support Cases:CPS

Performance:TPV

Standard Cisco Tools

and Processes

Quarterly payments

GIP Dashboard for daily updates

GIP Dashboard

Enrollment begins: 4-Mar-2019Enrollment deadline: 24-Apr-2019

Presenter

Presentation Notes

Most importantly: This pilot is by invitation only. We have identified the person within each Partner that has required PPP Admin access (required to accept Cisco T’s & C’s). That person will be receiving the invitation to enroll. Enrollment invitations will be sent on the 4th of March and enrollment must be completed by 24th April. All of the standard tools and processes will be used for this pilot so no new tools will be introduced. Once again, how to access these tools are provided on the resource slide at the end of this presentation.

https://tpv.cloudapps.cisco.com/dashboard/gipga.jsp


How to Enroll in Growth Incentive Pilot

1. Receive invitation to participate2. Click on www.cisco.com/go/ppe link in

invitation3. Select pre-populated Track4. Then click “Enroll”.5. Review Your Contact Information. Once

Growth Incentive Pilot (GIP) has been selected, you will be directed to the screen to confirm your contact details. Once verified, click “Save and Continue”.

6. Review and Accept the Growth Incentive Pilot Program Terms and Conditions (download the Pilot Rules)

7. Submit the request to complete enrollment8. Confirmation/acceptance e-mail will be sent

Congratulations! Your Cisco Growth Incentive pilot application has been accepted. Welcome to the pilot. To view your most current Growth Incentive Pilot results, go to the TPV Dashboard, click the URL: Total Program View1. Click on “Program”2. Then click on the “GIP” Tab (you will have dashboard visibility within 48 hours of

contract acceptance)

Congratulations! You have been selected to participate in a Growth Incentive Pilot that rewards your company for attaining year-over-year incremental growth in product and software shipments. Please enroll today using the Partner Program Enrollment Tool (PPE) to begin taking advantage of this pilot. We look forward to working with you in this pilot.

Good selling,

Cisco Growth Incentive Pilot Team

Enrollment steps:• Step 1: Click on the Partner Program Enrollment Tool (PPE) to enroll:

www.cisco.com/go/ppe• Step 2: Download and review the Contract Terms and Conditions along with the Growth

Incentive Pilot Appendix and Region specific Exhibit. • Step 3: Complete your enrollment• Step 4: Once completed, you will receive a confirmation on your enrollment.

For questions and assistance, please raise a case here Customer and Partner Services

We look forward to working with you in this pilot.

Good selling, Cisco Growth Incentive Pilot Team

Presenter

Presentation Notes

Here is a screenshot of the enrollment invitation that you will receive as well as step by step instructions on how to enroll. Your identified PPP Administrator will receive an e-mail from PPP.cisco.com A link is included in the invitation (see Step 1 within the sample invitation on the top left hand side Follow that link and the steps identified to enroll. Once the submit button is clicked, an enrollment confirmation e-mail will be sent. Your company should have TPV access to view results within 48 hours of enrollment. The following slide provide screenshots of what you will see when you enroll.

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


https://www.cisco.com/cisco/psn/web/workspace


Growth Incentive Pilot Enrollment Enroll through the Partner Program Enrollment ToolGrowth Incentive Pilot is by invitation only

Click on Select Growth Incentive Pilot, then click enroll

www.cisco.com/go/ppe

Presenter

Presentation Notes

This is a screenshot of how the enrolment looks. Once again, partners Track are pre-determined based on eligibility and that track will be shown in the PPE enrollment platform. Important: As we move to the end of Q3, all partners that have earned rebates, MUST ASSIGN A CISCO GROWTH INCENTIVE PILOT REBATE COORDINATOR IN THE PSS TOOL IN ORDER TO CLAIM THEIR EARNED REBATE. I can’t stress this step enough. The next slide shows you an illustration of how to assign a rebate coordinator.



Partner Self Service (PSS) Payment ContactClaim the rebates you earn…

To set your Rebate Coordinator, go to www.cisco.com/go/pss

If you qualify for payment but do not have your Cisco Growth Incentive Pilot Rebate Coordinator set up in PSS, you risk the expiryof your payments. For step-by-step instructions, go to www.cisco.com/go/gep. Where required, remember to submit the invoice

for each GIP payment.

Click Accountable Program Contactsto assign rebate coordinators and other program contacts. Step-by-step instructions are available here.

Presenter

Presentation Notes

All Partner Programs require a Rebate Coordinator be assigned…Growth Incentive Pilot is no different. Please be certain to go into PSS and identify a rebate coordinator for Growth Incentive Pilot so there is no delay in paying earned rebates. The next slide provides you with resources that are available to you in supporting your success while participating in this pilot.

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

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

https://www.cisco.com/web/fw/tools/onepx/revamp/pss/pdf/userGuide.pdf


All the Resources you Need Incentive Pilot Resources

Don’t know where to find the answer? Go to the Growth Incentive Pilot website or raise a case here - Customer and Partner Services

home page: www.cisco.com/go/growthincentive

Includes: • Training• Global Pilot Appendix: Pilot Rules• Architecture Mapping Guide• Global Operations Guide• Regional Exhibits• FAQ• Quick Reference Guide

Presenter

Presentation Notes

We are happy to provide you with all the resources you need to successfully participate in the Pilot. The Growth Incentive Pilot URL includes all the resources outlined above. If you have any additional requirements not addressed in these documents or if you have any questions about the training provided here today, feel free to contact your Cisco Account Manager or send an e-mail to [email protected]. The following slide provides resources to other tools you will need to become familiar with to manage your participation.


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


Other Useful Tools and ResourcesAssigning a Rebate Coordinator Description

Partner Self Service (PSS) Required for Partners to collect earned rebates through the Growth Incentive Pilot and enroll to gain access to TPV.

Tracking Performance

Total Partner View (TPV) TPV provides daily updates to partner quarterly performance and projected rebates. Partners can request access through the Partner Self Service (PSS) Tool.

Pilot Enrollment

Partner Program Enrollment Tool used to enroll into the Growth Incentive pilot.

Incentive Payment

Global EasyPay Tool used for tracking and receiving rebate payments.

Support and Dispute Resolution Process

Customer and Partner ServicesCustomer Service Central allows you to submit and track support cases in a streamlined and simple-to-use manner. Refer to the GIP Global Operations Guide located on the Growth Incentive Pilot Webpage for detailed assistance on the process for submitting a case.

Presenter

Presentation Notes

PSS Tool for assign a rebate coordinator TPV, to view your daily rebates earnings potential PPE to enroll in the Pilot Global EZ Pay to collect earned rebates And to open any disputes - CSC

https://pss.cloudapps.cisco.com/WWChannels/GETLOG/welcome.do

https://tpv.cloudapps.cisco.com/dashboard/gipga.jsp

https://pss.cloudapps.cisco.com/WWChannels/GETLOG/welcome.do


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


https://www.cisco.com/c/en/us/partners/sell-integrate-consult/incentives/growth-incentive.html


TRANSFORMPERFORM

Managing daily business while building new opportunities



Reb

ate

Paym

ent

0%

2.6%

13.5% Growth

4.8%

20%

Reb

ate

Paym

ent

4%4%

0%

Growth Incentive Pilot FrameworkRewards overall shipment growth

2.7%

Holistic Growth Variables

Growth Range 0 to 100%

Growth Rebate 0 to 4%

Architecture Growth AcceleratorsEN+SEC (All Tracks) 2%

EN+SEC plus one Additional Architecture (Premier Track 2 and 3 only) 1%

EN+SEC plus two Add’l Arch. (Premier Track 3 only) 1%

+

Tracks and Overall Growth Architecture Accelerators

Certification Level Track

Eligibility Requirements (Product Bookings Q2FY18 –Q1FY19)

Overall Year-Over-Year Incremental Linear Growth Range %

Linear Growth Rebate Range %

EN and Security

EN and Security plus one additional architecture

EN and Security plus two additional architectures

Total Quarterly Rebate %

Maximum Quarterly Rebate

Premier Track 1

>$100,000 -$1M 0-100% 0-4% 2.0% 6.0% $25,000

Premier Track 2 $1M - $15M 0-100% 0-4% 2.0% 1.0% 7.0% $40,000

Premier Track 3 >$15M 0-100% 0-4% 2.0% 1.0% 1.0% 8.0% $50,000

Select Track 1 >$100,000 -$1M 0-100% 0-4% 2.0% 6.0% $10,000

Select Track 2 >$1M 0-100% 0-4% 2.0% 6.0% $15,000

Presenter

Presentation Notes

Grow over your previous 4 quarter shipments in the current 4 quarters by $1, and begin to accumulate rebates. Grow in both EN & Security and earn 2% more on top of the overall growth rebate and so on (depending upon your Certification level and track). There are no other growth target established. Just your own shipment growth. If you recall earlier, our most profitable partners are selling solutions across line of business which supports driving transformation and creating additional margin potential. We have created a Growth Incentive Pilot Dashboard available to you in TPV that is updated daily which will help you to track your growth and forecast maximizing rebates earning potential on a quarterly basis. The next slide is an example of the Growth Incentive Pilot Dashboard in TPV.

Documents

Growmore. Earn more.€¦ · With the help of the Growth Incentive Pilot, we believe partners can be successful throughout these industry-changing transitions by doing things like