SMB Specialization and Select Certification - cisco.com · Official Certification in Cisco’s Award Winning Partner Program Tools, Marketing support, training, ... (CCNA, CCDA, etc.)

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Internal – Non EU PresentationEmerging Markets

SMB Specialization and Select Certification


Why a Certification?

Certification Framework and Explanation

Benefits

MDF/Training/Financing

Time Line for Transition fromProgram to Certification

Agenda

Next Steps


Focus on SMB Value Added Resellers

We have traditionally under-invested in the SMB VAR segment

Global SMB VAR capacity must triple in 5 years, from $1.0B to $2.9B

Increase trained and SMB focused partners – grow from 5000 to 9000+Increase in partner productivity from $114K to $300K

Need to invest in the Value Added Reseller segment to drive growth in SMB

Create value for these partners through support, training, and incentives – earn their loyalty and make it profitable for them to focus on SMB


Their relationship with Cisco has strategic value –we are 16%-24% of their total business (Prem. - Reg.)

Slightly less profitable to sell Cisco than theiroverall average – 10% versus 12% overall in SMBH/W

53% are considering a higher level of certification(31% don’t know)

Top desires: Incentives, Financing, Leads

Pretty loyal to Cisco in Core R&S (94%) & Security (62%),not so loyal in voice (41%)

What do SMB Select partners think of us in Emerging Markets?

* EM Results from Global SMB Select survey – Oct 2006


Better trained partners = Higher Customer Satisfaction

Per SMB Select survey, high % of partners areinterested in higher certification

With a Global Certification comes Operational

Consistency and ResourcesGlobal Requirements with Theater Flexibility

Official Certification in Cisco’s Award Winning Partner Program

Tools, Marketing support, training, and benefits

Why a Certification?


Select

SMB Market Coverage* SMB Select survey of 2000 global partners 10/06

Non-certified SMB Partners value their relationship with Cisco but:

90% strive for a higher level of certification *Existing initiatives (SMB Select) do not have enough tangible benefits –coverage, NFR, incentives, training *

Creating a new certification with associated benefits will enable us to achieve our goals in SMB

We fill a gap in our certification program with the Select certification & SMB specialization

Registered Partners

Gold & Silver

Premier

SMB Specialized

SMB Specialized

(Including SMB Select)

New Certification & Specialization for SMB Value Added Resellers


Select

SMB Market Coverage* SMB Select survey of 2000 global partners 10/06

New Certification & Specialization for SMB Value Added Resellers

Registered Partners

Gold & Silver

Premier

SMB Specialized

SMB Specialized

(Including SMB Select)

Cisco Engagement

TMM – Focused on top performing SMB Selects and works closely with ICAMs

ICAM – Focused on SMB Select (35-50 Partners)

CAM – Focused on Gold/Silver and Premiers

DISTI AM’s – Registered Partners and other Disti Managed Resellers

CAM – Focused on Premier


Ability to Deliver Integrated Solutions and Technology Breadth

Abi

lity

to D

eliv

er T

echn

olog

y D

epth

Gold

AdvancedRouting & Switching

Advanced Unified Comm

Advanced Security

Advanced Wireless

LAN

Cis

co L

ifecy

cle

Serv

ices

, Sal

es, &

Tec

hnic

al

Master Specialization Unified Communications and Security

New Branding

Silver

* Any Advanced

* Any Advanced

Premier

ExpressFoundation

* Silver Partners: Express Unified Communications can be substituted for 1 of the Advanced Specializations** SMB Specialization does NOT count toward Premier, Silver, or Gold Certification

Select

SMB

Certification and Specialization Framework


Apr 3 Apr 28 May Jun Jul Aug Sep Oct Oct 28th

SMB Select Marketing Designation - CUTOFF SMB SelectCertification

ONLYPartners

PartnerSummit

SMB Select Transition Timeline

NEW SMB Select Certified Partners and Transitionof Current SMB Select’s to Certification

As of April 28th, no more applications for SMB Select Program will be accepted All new SMB Select potential Partners will need to go through new Certification ProcessCurrent SMB Select partners will continue to be enrolled in SMB Select Program Until Oct. 27th

Launch SMB Select Certification at Partner Summit

SMB Engineering Certification Courses and AM Courses offered through SMB University/PEC/ CDCOLT AM Exam will retire on Apr. 28th as AM Requirement

SMB Select Partners have to be transitioned to SMB Select Certification by Oct. 27th or status is lost


SMB Select Framework

TargetPartners

Requirements

Training/ExamsRegistered

Results

Training / ExamsPremier or Higher

Partners focused on <250 market

2 Roles – AM/SE with Role Sharing Allowed

SE – New course being developedAM – Foundation & Security with new Exam

Select Certified, SMB Specialized

AM –Foundation & Security with new Exam

SMB Specialization

Demand Generation Activities

OIP

PDF(for qualifying partners)

Incentives(examples)

Results


New SMB EN Course

Specifically for SMB

Resellers

SMB Specialization Roles2 roles

- AM (Foundation and Security Exam)- EN (New 2 Day Course Created for SMB

Reseller Community)- Roles can be shared in 1 Person

Engineer Role combines SE, FE 1 proctored exam for each role (AM and EN)

- Until Apr. 28th, COLT Exam for Foundation will be valid for AM Requirement

Training available via ILT or e-learningApprox. durations of courses

- AM: 1.5 days ILT (2 courses in SMB University – Foundation and Security)

- EN: 2 days ILT (elearning approx 2/3 of ILT Time frame)

No Cisco Career Certifications (CCNA, CCDA, etc.) required


SMB Specialization Exam Requirements

TechnicalAvailable in both ILT and E-Learning formatsRouting, Switching, Security, WirelessInstruction modeled on the Single Site SNF validated design Proctored Exam

SalesAvailable in both ILT and E-Learning formatsRouting, Switching, Security, WirelessSMB University Foundation and Security coursesProctored Exam


Access to dedicated Cisco Account Manager team.

Partner Reseller Helpdesk – support for presales questions for Cisco SMB products and configurations via online portal.

**Currently in LATAM Only

Access to SMB Support Assistant Service support product codes.

This provides the reseller with access to:

Cisco SMB technical engineers,

1 year advanced hardware replacement,

Operating system software maintenance

Cisco SMB support Assistant client and portal

*Provided End User Data is submitted to Distribution Partner

Access to Opportunity Incentive Program (OIP) – Not Combinable with SMB Select Pricing Promotions

Access to Quote Builder

SMB Select pricing promotion on CE500 Switch Family 3% discount

SMB Select CertificationBenefits

SMB Select Certification: Matrix - Benefits


SMB Select Annual Summit – Invitation to the Annual summit where there will be Recognition Awards, Executive Briefings and Getting to know your local Cisco team

Priority end user customer leads generated through Cisco marketing campaigns which are “Hot Leads” will be passed on to SMB Select Partners to help with new business development.

Special pricing on not for resale demo products – 70% discount off global list price. (Can purchase up to $30,000 list price limit per year. NON-EU Countries only)

SMB University – Fully funded sales training on a continuous basis through a training initiative focused on SMB Select partner sales people.

SMB University content being developed exclusively for SMB Select certified partners.

Access to Cisco Capital Benefits – Extended terms on individual application basis. Varies per country. Looking to bring Cisco Capital benefits to entire theater.




Access to Cisco’s Partner Website which gives you availability to marketing material, technical documentation, On line training courses, ideas for vertical solutions and much more. Guidance will be provided to help find the most relevant tools and material suitable for your business.

Incentive Funds from Cisco These funds are available to help grow SMB Select Partners’ business and can be used for but are not limited to the following activities:

End User Seminar events with SMB Select Partner

Technical Training

Telemarketing and direct marketing campaigns delivered by Cisco in SMB Select Partner’s Name – Commercial Joint Marketing activities

The Incentive fund is based on 3% of total NET POS (Distribution Cost) of SMB Products purchased during the previous month.*Maximum amount of accruable funds is $5000 per quarter per partner.* A list of eligible products can be found on the SMB select website.




SMB Select PDF Qualifying Requirements

Accrual based on net bookings from specific product set (SMB Product Guide – 70% of Net POS to be from these SKU’s)Minimum percentage of quarterly revenue must come from these products (70% of Net POS reviewed monthly)Accrual percentage established by theater (3% of Net POS)Maximum amount earned capped each quarter (5K)Theaters have the ability to add products for a ‘quarterly push’Automated User Friendly tool with Shopping Cart features


SMB Select Certification and Marketing

The SMB Select marketing programs

and benefits surround the

certification program

Flexibility to add Regional benefits on top of Theater

Benefits


SMB University SMB Engineering Courses

Check the SMB University Website for courses in Q4/Q1 FY08Ensure Current SMB Selects are offered these Engineering Courses BEFORE any new Partners

FAQ and SMBSelect Email alias for QuestionsMake sure Current SMB Select Partners are aware of changes and share transition informationInternal Conference Calls being scheduled for End of March

CommunicationCollateral

SMB Select Transition – Next Steps


CSAPPPartner must apply for Select Certification with SMB Specialization

Partner must apply role and CSCO ID to Cisco.comaccount in Partner Self Service

PSS

SMB Select Application Process


For More Information

The Partner should contact their ICAM or CAM in the first instance if they have any additional questions regarding the Select Certification

Or they can email enquiries to [email protected]

mailto:[email protected]


Documents

SMB Specialization and Select Certification - cisco.com · Official Certification in Cisco’s Award Winning Partner Program Tools, Marketing support, training, ... (CCNA, CCDA, etc.)