Opportunity Incentive Program OIP. Canada Partner Programs Incentive Team

Transcription

1 Opportunity Incentive Program OIP Canada Partner Programs Incentive Team

2 Why should partners use incentive programs? Pricing Advantage Partner Wins Deal Partner Profitability DSA OIP TIP Additional discount x x x Deal protection x x Price differentiation x x Offer customer best price x x

3 Hunting and Teaming Incentive Programs Registering for Hunting and Teaming in Cisco Commerce is the only way to ensure differentiation for partner deals Hunting Incentive Program (OIP) Rewards and protects the presales investments partners make when developing NEW BUSINESS OPPORTUNITIES Teaming Incentive Program (TIP) Rewards partners for the value they add through their investment in CISCO INITIATIED OPPORTUNITIES One partner and ONLY one partner will be approved for the foundational discount per opportunity Leveraging Hunting (OIP) or Teaming (TIP) is not just about hitting the right discount target. Partners who follow this strategy could increase their chances of winning business vs. their competitors ** as subject to OIP/TIP terms and conditions

4 Objective Reward Type & Value Partner Eligibility Product Eligibility How to use Stacks & Combinations Validity Dates OIP At A Glance Rewards Partners for bringing net new business to Cisco Offers a pricing advantage for hunting new opportunities Upfront fixed discount Products +8 points (Baseline 42%) Services +2 points (Baseline 23%) UCS up to +4% (Baseline 61%) Fast Track up to +5% (Additional OIP/TIP Uplift) Select, Premier and Gold Partners Must be able to sell the technologies to the specific markets All products on the Canadian Global Price List except SolutionsPlus products, Incentive Restricted SKUs and refurbished equipment. CDN $10,000 List price minimum deal size in Commercial CDN $50,000 List price minimum deal size in Enterprise & Public Sector accounts Register your individual opportunities in the Cisco Commerce Workspace Deal must be submitted pre-rfx Once an opportunity has been approved you may offer a quote to your customer Can be combined with VIP, Migration Incentive Program (MIP), Account Breakaway, Fast Track, Fast Track Accelerator, Security Ignite, Security Migration, Collaborate Everywhere, SPARK Partner Pricing Ongoing Eligibility Timeframe: 6 months from qualification date. Find out More

5 OIP Pricing Advantage Differentiated discount off list price o Products +8% (Baseline 42%) o Services +2% (Baseline 23%) o UCS +4% (Baseline 61%) o Fast Track +5% (Additional OIP Uplift) May stack with other incentives a) VIP b) MIP c) Fast Track d) NAB e) Collaborate Everywhere f) Security Ignite

6 Registering Deals

7 Register Deals Process Flow Create Deal Create Incentives Complete Questionnaire Quote Deal Review & Submit Deal Log into CCW Complete Who s Involved & About the Deal page Select Incentives & Answer Questions for Selected Incentives Upload BoM of add SKUs Submit Quote for Approval

8 Register Deals Creating Incentives Questionnaire 1. Select Partner Initiated New Business 2. Select Competitive and/or Upgrade & Reactivate incentive(s) 3. Click Save and Continue New!

9 Register Deals Creating Incentives Questionnaire Let s take a closer look at the new Hunting Plus options Reminder: Be sure to click Save and Continue after you ve made your selection New!

10 Register Deals Creating Incentives Questionnaire Complete initial OIP section of questionnaire From this point, the OIP discount is applied and the Hunting Plus Reward section of the questionnaire is triggered

11 Register Deals Creating Incentives Questionnaire Complete specific Hunting Plus program track questionnaire. To start, select preferred technologies New! Note: Any changes to applicable technologies will reset the Hunting Plus section of the questionnaire

12 Register Deals Creating Incentives Questionnaire UCS Example 1. Select products 2. Answer series of product-specific questions New! Note: Partner incentives will be applied systematically or by Customer and Partner Services (CPS).

13 Register Deals Creating Incentives Questionnaire Security Example

14 Register Deals Creating Incentives Questionnaire Enterprise Networking Example

15 Register Deals Creating Incentives Questionnaire Whitespace Example

16 Register Deals Creating Incentives Questionnaire Collaboration Example

17 Register Deals Creating Incentives Questionnaire Collaboration Example

18 Register Deals Creating Incentives Questionnaire Collaboration Example Note: The technologies and the products you provide for Collaboration must be uploaded to match in the BoM or you will not be able to submit the deal

19 Register Deals Creating Incentives Questionnaire Note: Select all applicable technologies before you save the deal You will not be able to go back and add or change anything once the deal has been submitted for approval

20 Deal can be registered for OIP if all the answers are YES: Is the opportunity incremental to Cisco? Is the opportunity partner-driven? Does the opportunity meet the requirements defined by the program rules? Deal cannot be registered for OIP if any of the answers is YES: Cisco has forecasted the opportunity RFP issued before OIP is approved Cannot validate end customer opportunity Does not meet opportunity criteria specified in program rules 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20

21 Program confidentiality protects margin If a customer knows about program pricing they will ask for additional discount What you CAN say: Partners can tell customers that all partners have equal opportunity to participate in programs Cisco can tell a partner if the deal registration is or is not available to them Program Holding Partner What you CAN say: Partner can only confirm to a customer that they have an earned discount Cisco can only discuss with partners, their status What you CAN T say: Cisco employees cannot confirm or deny which partner has earned a program discount Cisco cannot discuss with customer if any partner has received a program discount What you CAN T say: Partner can t tell customer they ve earned a discount through a program, or what the specific program discount is

22 Resources

23 Hunting and Teaming Plus Incentive Resources Competitive Account Breakaway - New Account Acquisition Collaborate Everywhere Security Competitive and Refresh Cisco Hewlett Packard Enterprise (HPE) Compete Upgrade and Reactivate Account Breakaway - Dormant Account Collaborate Everywhere Security Competitive and Refresh

24 Additional Resources Incentives Portfolio Customer Service Central CCW Deals and Quotes User Guide For questions or more information, contact your Cisco Sales Representative.

25 Resolving Issues Issue How to Resolve in Advance Selecting Correct Pathway The table below provides guidance for some of the most common support case issues and recommendations for how you can resolve an issue before submitting a case. If you are not able to resolve your issue using the recommended documents and training, open a case using Customer Service Central and follow the pathways listed below: General Tool & Process Support Access to Tools (assign partner admin role, etc.) Tool Support (partner registration, associate contacts, assign rebate coordinator, etc.) Other tool related support: Partner registration, associate contacts, assign rebate coordinator. Login Issues Associating your Cisco.com ID with your company Updating your company info Deal Management Quoting & Ordering Issues with CCW Tool Access (unable to access or create quotes, deals, orders or order submit.) Open a Support Case Visit the Help section of the Partner Self Service tool for a complete list of available resources. Open a Support Case You may see the category Other Option appear. Please disregard this option and proceed to step After selecting View All, use the scroll bar to view all available options Tools > View All > Channel Partner Tool Access Tools > View All > Channel Partner Tool Support Tools > View All > Channel Partner Tool Support Tools > View All > Channel Partner Tool Access Tools > View All > CCW Access CCW Tool Support (unexpected functionality, data or errors in the actual tool) Tools > View All > CCW

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