How to Build Your Business through E-Rate Funding with .../media/catalyst-us/... · School or Library Write tech plan Request proposal Submit proposal Select vendor Sign Contract

How to Build Your Business through E-Rate

Funding with Cisco’s Experts

Heidi Scharf

SLED BUSINESS DEVELOPMENT MANAGER

SCANSOURCE

Dennis Robins

PUBLIC FUNDING SPECIALIST – E-RATE & GRANTS

CISCO

E-Rate Program Training Funding Year 2017

Dennis Robins

Public Funding Advisor – E-rate and Grants

11/29/16

Desire to learn

anywhere and at

any time

leads to improved

learning

outcomes

Anytime, anywhere

access

Challenges in Education

Increase

Administrative

and

Management

EfficiencyEnsure

Budget

Discipline

Create Safe

and Secure

Learning

Environments

Boost

EnrollmentPrepare

Students

for Career

or College

Increase

Teacher

Retention/

Lower

Turnover

Expand

Access to

Education

Building a Digital Strategy

Current IT Fast IT Embrace Analytics

Connect People, Devices,

and Data EverywhereUse New Operating Models

Cisco Confidential 6© 2013-2014 Cisco and/or its affiliates. All rights reserved.

Established in the Telecommunications Act of 1996; Universal Service for Schools and Libraries

Largest single source of Edtech funding in US for K-12 schools

Public, private, charter schools; (nearly all participate)

Public libraries also qualify

Annual program cap: ≈ $3.9 billion (inflation adjusted)

$1 billion/year goal for LAN/WAN equipment and on-campus Wi-Fi

$4.1 billion in E-rate funds next year, FY2017 (Year 20)

E-Rate Program Background


FCDL: Funding Commitment Decision Letters

USAC: Universal Service Administrative Company

PIA Review: Program Integrity Assurance

Form 470: Description of Services Requested and Certification

Form 471: Description of Services Ordered and Certification

Filing Window: Due Dates and Filing Documents

ESL: Eligible Service List

http://www.usac.org/_res/documents/sl/pdf/handouts/SL-Glossary-of-Terms.pdf

E-Rate Terminology

E-Rate Program - Status


• Funding Commitments as of 11/28/16:o Category 1: $793M – 32% of $ Requested

o Category 2: $352M – 30% of $ Requested

• Regular waves are being issued; pace is slow

• ‘Workable’ applications complete by 12/31

E-rate Funding Year 2016 Update


• $4.1B available for Funding Year 2017 (Year 20)

o Potential for complete funding of Cat 2 applications, AGAIN!

• Forms 470 filed as of 11/28/16:

Category 1: 2,558

Category 2: 813

• Utilization

o 25% of sites have fully utilized C2 “budgets”

o 30% have used none

o 75% have some or all of their budget available

• Funding Year 2017 Eligible Services List approved 9/12

o Window authorized to OPEN no earlier than 2/2, CLOSE no earlier than 3/31

o No functional changes

o Some fiber-related services previously classified as C1 are now C2

E-rate Funding Year 2017 Update


• WiFi is a “absolute requirement” – 72%

• BYOD or 1:1 programs – 44%

• WiFi Networks aged 4 yrs or older – 44%

***************************************************************

• E-rate Budget cap is sufficient – 15%

2016 Funds For Learning Survey

of E-rate Applicants


Eligible Services 2017 – Category 1Category One - Digital transmission services and Internet access services:

Digital transmission services and Internet access services are eligible in Category One. These services include:

• Asynchronous Transfer Mode (ATM)

• Broadband over Power Lines

• Cable Modem

• Digital Subscriber Line (DSL)

• DS-1 (T-1), DS-3 (T-3), and Fractional T-1 or T-3

• Ethernet

• Fiber (Lit and Dark)

• Frame Relay

• Integrated Services Digital Network

• Multi-Protocol Label Switching (MPLS)

• · OC-1, OC-3, OC-12, OC-n

• Satellite Service

• Switched Multimegabit Data Service

• Telephone dial-up

• Wireless services (e.g., microwave)

• Data plans and air cards for mobile devices are eligible only in instances when the school or library seeking support demonstrates that the individual data plans are

the most cost effective option for providing internal broadband access for mobile devices as required in the E-rate Modernization Order. Off-campus use, even if

used for an educational purpose, is ineligible for support and must be cost allocated out of any funding request.


Eligible Services 2017 – Category 2

Category Two - Eligible Broadband Internal Connections Components

• Access points used in a local area network (LAN) or wireless local area network (WLAN) environment (such as wireless

access points)

• Antennas, cabling, connectors, and related components used for internal broadband connections

• Caching

• Firewall services and components

• Switches

• Routers

• Racks

• Uninterruptible Power Supply (UPS)/Battery Backup

• Wireless controller systems

• Software supporting each of the components on this list used to distribute high-speed broadband throughout school

buildings and libraries

• Notes: (1) Functionalities listed above that can be virtualized in the cloud, and equipment that combines eligible functionalities, like routing and

switching, are also eligible.

• A manufacturer’s multi-year warranty for a period up to three years that is provided as an integral part of an eligible component, without a separately

identifiable cost, may be included in the cost of the component.

• For funding year 2015, caching is defined as a method that stores recently accessed information. Caching stores information locally so that the

information is accessible more quickly than if transmitted across a network from a distance. A caching service or equipment that provides caching,

including servers necessary for the provision of caching, is eligible for funding.


Category 2 Discounts:

• Endpoints are ineligible – video/voice

• Support for telephony and video transmission phasing out – an applicant’s discount is reduced by 60% this year

• Each school or library site subject to a 5-year budget cap on discounts

• Calculated at $150/student on a pre-discount basis

14


Internal Connections

• Local Area Network infrastructure is eligible for discounts

• Hardware/software required for network

• Electronics: Access points, switches, caching **new**

• Infrastructure: data cabling, racks, UPS

• Purchase, installation, and configuration

• 3-year bundled warranties eligible

• Work can begin as early as April 1 (prior to funding year start)

• 5-year limit on C2 funding at each school and library site


Managed Internal Broadband Services

• “Managed Wi-Fi” new in 2015

• Vendor manages on-campus network(s)

• Applicant-owned or leased equipment

• Includes network monitoring, management, maintenance

• Deducted from overall Category 2 budget cap

16


Basic Maintenance

• Basic maintenance unchanged from prior years:

• Repair of eligible components; Software bug fixes/patches

• Specify type/location of equip; keep logs

• Ineligible: Extended/upgraded warranties

17

E-Rate Mechanics, Process and Timeline


Parallel Activities

Vendor

Provide

service

School

or

Library

Write

tech

plan

Request

proposal

Submit

proposal

Select

vendor

Sign

Contract

Submit

Funding

Request

Indicate

start of

service Submit

invoices

and

other

forms

Form

470

Form

471

Form 486 Form 472

Register

with

USAC

Submit

Annual

Cert.

Form 473 Form 474Form 498

FY2017 Planning starts Summer’16

Form 470 – as of Jul ’16 thru Feb ‘17

Form 471: opens Jan ’17/closes Mar ’17

FCDL: May-Dec ‘17

Delivery/Invoicing Jul-Dec’17

Funding Year 2017:

Estimated Timeline & Key MilestonesSept. 2017Sept 2016

Sept - Oct March JulyFebruaryNov - Dec SeptemberApril - May

Year 2016: PIA review process; FCDL issued in ongoing “Waves” (assume more complex 471s will take longer)

FY 2017 RFPs/Form 470 hit the street (peak Dec-Feb)

2017 PIA review process; FCDL issued in ongoing “Waves”


Funding Years 2016 and 2017 Milestones

Q1 (Aug-Oct 2016)

• Funding Year 2016 applications:

•Funding decisions for “workable” applications- majority by 10/31

•Non-workable solutions continue to go through the PIA review process

•Once FCDL received, expect minimum 30 days till bookings

•Funding Year 2017 applications:

•Schools Determine tech needs

•Form 470/RFPs start

•New ESL (Eligible Service List)

Q2 (Nov 2016-Jan 2017)

•Funding year 2016

• Non-workable solutions continue to go through the PIA review process

•Year 2015 bookings continue

•Funding Year 2017

•Schools release RFPs/Forms 470 continue (peak Nov-Feb)

•Evaluate bid responses and award Form 471 to partners

•Present proposals to the board

•Sign contracts

•All 470s must be issued 28 days before 471 filing window closes

Q3 (Feb-Apr 2017)




•Deadline for schools to file Form 471 with FCC (est. March) Tells us who won

•4/1/16 Category 2 non-recurring services/products can be purchased prior to the start of the Funding Year

•FCC issues estimated demand and determines how much $ for C2

•PIA review starts

Q4 (May-July 2017)


•PIA review continues and FCDL issued



•July 1: Start of funding year!

•Receive services, pay bills, document request service, vendor changes, if necessary

•PIA review process continues with CDL issued


November 20, 2014

Competitive Bidding Process


Vendor Selection Process

• Applicant releases request for services

› Submit FCC Form 470 and, if necessary, release RFP

› Follow state and local bidding laws and regulations

• Evaluation criteria used by applicant

› Price must be given top consideration; low-cost bid not a guarantee

› Other factors allowed (e.g. experience, solution,…)

• Master contracts may be used

› Form 470 must still be posted

› “Mini-bids” required for multi-vendor award contract

November 20, 2014 All information subject to change. © 2014 Funds For Learning, LLC 23


More About the Form 470

• Posted on the USAC web site

› Describes products and services requested

› Includes contact person information

› May include links to RFPs and other information

• Filed at any time during the year

• Must use “vendor or equivalent” language

• Must be certified prior to submission of funding requests

• Must be posted 28-days before contract is awarded



November 20, 2014

Compliance:

Proper Vendor Conduct


Vendor Communications with Applicants

• USAC guidance: Vendors can…

› Have pre-bid discussions

› Discuss product offerings with applicants

› Teach applicants about new products

› Present product demonstrations

• Vendors should document activities to prove compliance

› Maintain correspondence

› Keep copies of promotional materials and RFPs

› Retain for 10 years



Competitive Bidding Conduct Important

• Applicants expected to treat all vendors equitably

› Bid requests may not be vendor-specific

› No inside information or special advantages

• “Fair and open” competitive bid process

› Vendors should not assist with vendor selection

› Vendors should not provide RFP language

› Vendors should not assist with Form 470 or RFP preparation

• Vendors required to offer/charge Lowest Corresponding Price



Gift Giving Limitations

• Strict limitations on gifts given to applicants

• Applies to anything of value

› Meals, travel, ...

› Events, golf, “swag”

• Each gift must be valued at $20 or under

• Total gifts per year per school employee: $50

• Subject to audit and documentation requirements


Cisco E-Rate Arsenal


Offer Description Implementation

2017 U.S. K-12

Bundled Warranty

Offer (Year 20)

54% Product discount on E-Rate eligible products

59% OIP/TIP discount on E-Rate eligible products

Product Purchase includes “U.S. K-12 Bundled Warranty Offer”

1 Year TAC, Cisco.com access and Software Update

CON-SW must be ordered as $0 line item

Contract must be in place and entitled

3 Years of Advanced Hardware Replacement

SW renewals (TAC, software updates, CCO) are required in

Year 2 and 3 to take advantage of the service coverage.

Renewals are managed through CSCC

Available to ALL U.S. K-12 and public library customers

Valid pricing to disti and 1-Tier partners

Register for U.S. K-12 Bundled Warranty Offer in CCW:

BR-2017-170729-114227

Order product and service off of approved Deal ID

More info: Cisco internal Jive or Partner Central

Questions: [email protected]

UA Wired/Wireless

Bundles

All UA Wired/Wireless bundles are 100% E-rate eligible except those

that include MSE/HA controller or have C1 licenses which require cost

allocation

Bundles with Controller Options:

ONENTWK-NGAD-10-50

ONENTWK-NGBS-10-50

Unified Access Wired/Wireless Offer in CCW with built-in

discount to List Price

Visit www.ciscoerate.com for product eligibility

For more information please visit: Cisco Internal or Partner

Central

Meraki K-12 Offer Partners can buy 5 year licenses at up to 67% off* list price

Available on all Meraki MR, MS, MX licenses associated with new hardware purchases. Not valid on renewals.

Valid pricing to disti and 1-Tier Cisco partners

Register deal in CCW or the Meraki legacy system

Order product and service off of approved Deal ID

More info/questions: [email protected]

Available to E-Rate eligible schools and libraries (schools do

not need to use the E-Rate funds to access this promotion

Education Product

Families (EDU)

Limited to select products (29 SKUs in total)

Includes 3 year Enhanced Limited Lifetime Warranty (ELLW) that

includes TAC support for 3 years as a part of a standard warranty

“EDU” pre-fix

May be combined with U.S. K-12 Bundled Warranty Offer, standard

or other OIP/TIP partner discounting on products

FIRST: Change default price list to: “US AVAILABILITY”

EDU SKUs and FAQ can be found by visiting Cisco internal

Jive or Partner Central

Do NOT add CON-SW to the Switch SKU order

Add CON-SW on WLC if software updates are needed

PARTNER H/W DISCOUNT (TO DISTI) LICENSE DISCOUNT (TO DISTI)

All Partners 42% (or greater) 67% (or greater)

Partners with OIP/Deal Reg 50% (or greater) 67% (or greater)

Partners without OIP/Deal Reg 42% (or maintain 8%) 59% (or maintain 8%)


31

*2017 U.S. K-12 Bundled Warranty Offer (Year 20)

54% Product discount on E-Rate eligible products

59% OIP/TIP discount on E-Rate eligible products

Note:

1. You MUST specify it’s an E-Rate deal to get Advanced Hardware

2. CON-SW was formerly known as Cisco Base

3. For Wireless controller licenses – use ECMU in place of SW

4. Meraki products are excluded

U.S. K-12 Bundled Warranty Offer

Year 1 Year 2 Year 3

• Advanced HW Replacement 1

• Technical Assistance Center

• Software updates

• Registered use of cisco.com

• Advanced HW Replacement1

• SW renewals (TAC, software

updates, CCO) are required in Year 2

and 3 to take advantage of the

service coverage. Renewals are

managed through CSCC. Pricing at

standard Education discounts.

• Advanced HW Replacement1

• SW renewals (TAC, software

updates, CCO) are required in Year 2

and 3 to take advantage of the

service coverage. Renewals are

managed through CSCC. Pricing at

standard Education discounts.

For more information, please contact the Cisco E-Rate team at [email protected]

*Not dependent on E-rate participation;

applies for ANY E-rate eligible school/library

© 2015 Cisco and/or its affiliates. All rights reserved.


First Year on Us - DetailsCustomer Pitch:

“Buy a multi-year license for a new deployment and get an extra year on us”

Eligibility:

• Purchase of license >= 3 years

• New deployments only (License renewals are not eligible)

• Purchase must be completed between 9/1/16 – 7/29/17

• All Meraki 3+ year licenses on all product families: No minimum quantities, no specific SKUs

Target:

• New Meraki customers AND Existing Meraki customers purchasing new equipment; not valid on renewals

Details:

• All non renewals over 3 years automatically receive the offer

• The additional year won’t show up until they add the license to their organization in Dashboard; may

take up to 30 days to be reflected

Important Resources


Updated E-rate Arsenal

Find it on Partner Central:

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


Upcoming Events

Next E-rate Roundtable, Tues. Dec. 13th at 8 a.m. PT.

Extended E-Rate Team

E-rate Program and Grants Strategy – Dennis Robins ([email protected])

E-rate Services: Justin Wong [email protected]

Questions on Cisco U.S. K-12 Bundled Warranty Offer and general E-rate questions: [email protected]

Questions on BOM validation: [email protected]

Questions on the U.S. K-12 Education Product Families: [email protected]

Questions on Meraki and E-rate: [email protected]

E-rate Program Help Desk: [email protected]

Resources

E-rate Partner Central: http://www.cisco.com/go/eratepartners

E-rate Product Eligibility Database: www.ciscoerate.com

E-rate Cisco.com site: http://www.cisco.com/go/erate

Cisco monthly “News You Can Use” newsletter, first Friday each month

Cisco Resources and Upcoming Events

CONTACT [email protected]

THANK YOU