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Master Cloud Builder Specialization- Partners

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Agenda

• Master Specialization Overview

• Master Cloud Builder Specialization Defined

• Program Benefits

• Program Requirements

• Engagement and Resources

Master Specialization Overview

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Master Cloud Builder Specialization

The Cisco® Master Cloud Builder

Specialization represents the greatest depth of

capabilities by partners with expertise in

designing, deploying, and supporting the Cisco

unified data center, cloud-ready

infrastructure to their customers.

The Master Cloud Builder Specialization

represents a shift from practice-building, to an

acknowledgement of a practice, complete with

customer references and an audit of your

capabilities.

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Cisco Unified Data Center

Unified Fabric

Unified Management

Unified Computing

Unify Your Data Center

The Cisco® Unified Data Center unifies compute, storage,

networking, virtualization, and management into a single platform. The

result is operational simplicity and business agility ̶ essential

elements for cloud computing and deploying IT as a service.

Proven Business Value

Cisco has shipped data center components since 2007. In that time,

numerous customer endorsements offer evidence of the business

value that Cisco data center solutions can create. Examples include:

• Increased revenues of 20 to 28 percent in one year for

technology company AlmavivA TSF

• 30 percent reduction in operational costs and 20 percent

reduction in capital costs for Winterflood Securities

• Savings of well more than 90 percent per blade chassis for

Technical University Berlin

Forrester Consulting conducted a study in March 2011 of five Cisco

customers. On average, the "composite organization" realized a

three-year risk-adjusted ROI of 177% with Cisco UCS®.

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Master – Highest Cisco Specialization

Routing / Switching

Small and Midsize

Business Specialization Foundation

Security

Content Security

Wireless LAN

Unified Fabric

Unified Computing

IP NGN

Borderless Network

Collaboration

Entry Express Advanced Master

Tech

no

log

y

Arc

hit

ec

ture

Collaboration

Data Center

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Specialization Structure

Master

Based on Cisco®

architecture and

technologies

Validation of partner

capabilities through

an onsite and

demonstration

Advanced

Based on Cisco

architectures and

technologies

Consists of required

courses and exams

for AMs, SEs,

and FEs

Express

Based on Cisco

mid-market

solutions

Consists of required

courses and exams

for AMs, SEs,

and FEs

Entry

Focused on small

business

solutions

Consists of required

courses and exams

for AMs and

engineers

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Cloud Builder

Role

Build and Sell Cisco-Centric Clouds to

Customers and Cloud Providers

Cloud Provider

Role

Manage and Sell Cisco-Powered Cloud

Services to Customers

Resell Providers’ Cisco-Powered Cloud

Services to Customers

Cloud Services Resale Role

Channel Partner Program

Cloud GTM Roles

Resell

CMSP

Specializations:

Advanced Data Center Architecture

Advanced Unified Computing

Technology

Advanced Unified Fabric Technology

Designations:

Cisco Powered Services

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Data Center Specialization Portfolio Program roadmap for expanding expertise

Unified Computing Technology Specialization (UCT)

Unified Fabric Technology Specialization (UFT)

Advanced Data Center Architecture (DCA)

Master Cloud Builder

Specialization

Program Benefits

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Unified Computing

Technology

Unified Fabric

Technology

Data Center

Architecture

Master Cloud

Builder

• MCB logo

• Recognition and

endorsement in cloud

marketplace

• 1% VIP incremental

incentive

• 1% Gold incremental

incentive

• Marketing development

Funds (MDF) up to

$150,000

• Specialization plaque and

certificate

• Premier event participation

• Featured in success stories

• Targeted Master branding

campaign

• GTM support

• Assets for demand

generation

• Recognized in Cisco

Partner Locator

• Participation in channel

incentive programs

• Access to sales promotions

and bundles

• Assessments and demos

• Competitive information

• Counts toward Silver

• Cisco® supported

branding campaigns

• Recognized in Cisco

Partner Locator

• Specialization

certificate

• Participation in channel

incentive programs

• Access to sales

promotions and bundles

• Assessments and

demos

• Demand generation

• Competitive information

• Counts toward Silver

• Cisco supported

branding campaigns

• Recognized in Cisco

Partner Locator

• Specialization

certificate

• Participation in channel

incentive programs

• Access to sales

promotions and bundles

• Assessments and

demos

• Demand generation

• Competitive information

• Counts toward Sliver or

Gold certification

• Cisco supported

branding campaigns

• Recognized in Cisco

Partner Locator

• Specialization

certificate

• Participation in channel

incentive programs

• Access to sales

promotions and bundles

• Assessments / demos

• Demand generation

• Competitive information

Program Requirements

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Integrated Stacks

Vblock

(Smart Solution)

FlexPod

(Smart Solution)

A Master Cloud Builder

Specialized Partner has:

• The ability to sell and build

integrated infrastructures

• Strong customer

demonstration skills

• Experience with a minimum of

three customers for Cloud

Builder-specific deals

• Experience in data center

application migration to a

cloud environment

Unified Fabric

Unified Management

Unified Computing

Master Cloud Builder Specialization

Partner Ecosystem

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Master Cloud Builder Requirements

Onsite Audit Demonstration of

Knowledge and Capabilities

Audit of Internal

Partner Processes Prerequisites

Cisco® Advanced Data Center

Architecture Specialization

Storage prerequisites

Virtualization prerequisites

VXI foundation training

3-7 customer references

Completed online application

(CSApp)

Audit of partner process that

covers the entire sales lifecycle:

Prepare, Plan, Design,

Implement, Operate, and

Optimize using ITIL as the

common taxonomy

Specific requirements are detailed

in the Master Cloud Builder track

of the Cisco Channel Partner

Program Audit and Policies

document:

www.cisco.com/go/audit

Knowledge and capabilities on:

1) Customer engagement and

sales

• Business transformation

• Solving customer problems

• Professional services

2) Integrated infrastructure stacks

3) Data center security

4) Virtualization

5) Cloud management and

orchestration

Specific requirements are outlined

in the Master Cloud Builder

Demonstration Scenario and

Guidelines document:

www.cisco.com/go/audit

www.cisco.com/go/mcb

Engagement and Resources

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What Partners Can Expect in the Audit Schedule and Process Partner application enrollment process

2. Partner accesses the

Certification and

Specialization

Application (CSApp)

website.

3. Partner completes the

online application and

agrees to the program

terms and conditions.

4. Certification program

manager receives notice

of the partner application

submission.

5. Certification program manager reviews application and

responds to partner within 5 business days of submission.

6. Certification program manager authorizes an audit.

Partner information is sent to a third-party auditing firm.

7. The auditing firm contacts the partner and

account team to schedule an audit.

8. Onsite audit occurs.

9. Auditor provides an audit summary, including

actionable items to the partner within 24 hours

of audit completion.

10. Auditor submits a full audit report to the

certification program manager within 5

business days of the audit completion.

11. Auditor report is reviewed by the certification

program manager within 20 days of receipt.

Confirms actionable items have been completed.

12. After action items are

addressed (if applicable)

the certification program

manager sends approval

notification to the partner.

Assess

Apply

Audit

Approve

1. Partner works with

the account team

to determine if

MCB fits your

business model.

1

2 3 4 5

6

7

8

9

10

11 12

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Learn More About Specializations

Partner Central Websites:

www.cisco.com/go/specializations

www.cisco.com/go/mcb Presentation, At-a-Glance, FAQ

www.cisco.com/go/datacenter-specialization

www.cisco.com/go/partnerlogos

www.cisco.com/go/vip Presentation, VIP 22 Rules, Partner Playbook, FAQ

www.cisco.com/go/skus VIP 22 Eligible SKUs

Cisco WebEx® Social Sites:

http://iwe.cisco.com/web/specializations/master

Audit Requirements for Masters

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

Cisco® Channel Program Audit and Policies Document

Thank you.

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Cisco Certification and Specialization Framework

Integrated Technology Skills Breadth

Te

ch

no

log

y S

kil

ls D

ep

th

2 CCIEs

4 CCIEs

Customer Satisfaction

Option 1:

Any two architecture specializations, or

Option 2:

One architecture specialization

plus one advanced level technology

specialization

Any three architecture specializations:

Advanced Borderless Network

Architecture

Advanced Collaboration

Architecture

Advanced Data Center Architecture

Advanced IP NGN Architecture

Support Infrastructure

Option 1:

Any architecture specialization,

or

Option 2:

Express Foundation

Specialization, or

Option 3:

Express Collaboration

Specialization

Small and Midsize

Business (SMB)

Specialization

3 Architecture Specializations 2 Qualified Specializations

1 Qualified Specialization

Qualified Specialization

Advanced Unified Computing

Technology

Advanced Unified Fabric Technology

Advanced Unified Communications

Advanced Wireless LAN

Advanced Content Security

Advanced Security

Advanced Routing and Switching

Sales and Marketing Benefits

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Resources to Help You Succeed Sales and Marketing Steps to success, competitive information, customer success stories, incentives and promotions, Partner Practice Builder and solution tracks

Partner Technology Resources Cisco® Unified Fabric, Unified Computing, switches, cloud and desktop virtualization Demand Generation Data center architecture marketing campaigns, Partner Marketing Central, partner grid

Demonstrations and Assessments Cisco interactive 3D models, Cisco funded network assessments, remote demonstrations, and data center and virtualization labs

Not-For-Resale Equipment Discounts

Financial Benefits

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Description Incentive

VIP Rebate 1% additional

Gold Kicker 1% additional

Master Branding Highest differentiation

MDF $150,000 maximum NEW

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MCB Specialization: Cloud MDF

• Cloud MDF will be available to qualified and approved partners in the Master Cloud Builder Specialization July 28, 2013 (start of FY14). Funds will support ongoing demand generation and Cisco® centric cloud activities.

• MDF will be accrued as a percentage of net bookings on eligible Cisco product families. The annual (Cisco fiscal year) maximum cap is $150,000.

• Net bookings of eligible Cisco product families can be resold to end customers and cloud providers.

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Overview of Cisco Incentive Programs

Value Incentive Program (see slide 31)

This program is for partners with practices focused on technologies that are part of Cisco® architectures such as Collaboration, Data Center, and Enterprise Networks.

Encourages profit

seeking and

practice building

Opportunity Incentive Program

This program encourages partners to invest in developing new business opportunities while providing assurance that presales efforts will be rewarded and protected.

Encourages new

business

development

Solution Incentive Program

Partners receive special pricing when developing and selling solutions that integrate vendor-partner business applications and services using Cisco technology.

Helps create

differentiation

Teaming Incentive Program

This program rewards partners who create tighter alignment with Cisco partner account managers early in the sales cycle and successfully deploy complex

Promotes teaming

behavior and loyalty

Technology Migration Program

This global program gives trade-in credits for most major products offered by Cisco and for select competitive products when upgrading to a new Cisco networking solution.

Encourages

equipment

migration and upselling

Partner Plus Incentives

One of the five accelerators in the Partner Plus Program, this global program gives financial rewards for meeting mid-market revenue targets. It is used to fund demand generation activities.

Accelerates

sustained

mid-market growth

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Promotional Opportunities for Your Data Center Business Examples of marketing and business-unit-sponsored promotions available to Data Center Specialization Partners:

Cisco Nexus 7000 Second-Generation Migration Program Receive up to $6000 USD credit for migrating to Cisco Nexus® 7000 Supervisors and Fabric Modules. This program requires TMP enrollment and is available until July 2013.

Cisco Nexus 7010 Bundle and Cisco ASA 5585-X with SSP-60 Bundle Offer customers a 19 percent discount when they purchase the Cisco® Nexus 7010 Switch with the Cisco ASA 5585-X Adaptive Security Appliance.

Security Bundles for Virtual and Cloud Environments Offer customers up to 50% off when they purchase the Cisco ASA 1000V, Virtual Security Gateway (VSG), and VNMC with their Cisco Nexus 1000V Switch. This bundle is available until October 2013.

Cisco Smart Play and Solution Pack Promotions Get an aggressively pre-adjusted price on an entry-level Cisco UCS® and UCS-based solutions for new customer opportunities. This promotion requires DCA or UCT specialization.

Cisco Nexus Sales Promotions and Bundles Take advantage of multiple solution offers focused on the Cisco Nexus Portfolio; receive up to a 61% discount.

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Discounts for Your Data Center Business Examples of marketing and business-unit-sponsored promotions available to Data Center Specialization Partners:

Secure Data Center Incentive Get up to a $1000 USD incentive for selling Cisco® ASA 5585-X as part of a Cisco Nexus® 7000 opportunity. This incentive is available until July 2013. It requires Data Center Architecture and Advanced Security Specializations, or Borderless Networks Architecture Specialization.

New UCS Account Breakaway This promotion rewards partners with up to a 70% discount when developing and selling Cisco UCS® to accounts that have never previously purchased Cisco UCS. This promotion is available until July 2013, and requires DCA or UCT Specialization.

Cisco Nexus 5596UP Fibre Channel Bundles Take advantage of Fibre Channel bundles based on the Cisco Nexus 5596UP Switch.

Cisco Catalyst® 6500 Data Center Interconnect Bundle Receive up to a 50% discount in this 2-for-1 promotion for a SIP-400 used in the Data Center Interconnect application with A-VPLS.

Benefits Differentiation

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Master Cloud Builder Logo, Plaque, and Certificates

• Partners can access the new Master Cloud Builder Specialization logo on Partner Central: http://www.cisco.com/web/partners/market/partner-marks.html

• Approved Master Cloud Builder Specialized Partners should receive a complimentary plaque and certification upon approval and renewal. Partners can purchase additional plaques or certificates to highlight your achievement.

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