Welcome to this session and thank you for your attendance. To allow everyone to dial in, we will start the presentation at 5 minutes past the hour.

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1 Welcome to this session and thank you for your attendance. To allow everyone to dial in, we will start the presentation at 5 minutes past the hour. Are you having problems joining the teleconference? 1. Click on COMMUNICATE 2. Click on TELECONFERENCE 3. Click on JOIN TELECONFERENCE 4. Fill in your telephone number (make sure you fill in Country/Region only to the required box) 5. Click on OK 6. The system will call you back on your phone

2 VIP 27 CMS, VIP CSR, and Simplified Pricing Susan Collins BDM - VIP, US & LatAm APO Strategy, Planning & Programs Team Rick Yost BDM - CMSP, US & LatAm, APO Strategy, Planning & Programs Team February 16 th, 2015

3 Agenda CMSP Financial Reward options Simplified Pricing VIP Cloud and Managed Services (CMS) track VIP Cloud Services Reseller (CSR) track Enrollment Options Summary

4 CMSP Financial Reward Options 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4

5 CMSP Financial Reward Options - Flexibility Target Cisco rewards CMSP partners with upfront discounts or back end rebates: 1) Upfront discounts with Simplified Pricing 2) Channel Program discounts with back end rebates through the Value Incentive Program

6 VIP 27 CMS 1 Architectural 2 VIP VIP + Simplified Pricing* CMS VIP back-end rebates for eligible Resale business VIP back-end rebates for eligible Resale Cloud and Managed business (Title Transferred + Title Held) Simplified Pricing upfront discount for eligible Cloud and Managed business *Simplified Pricing requires enrollment

7 Simplified Pricing 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7

8 Simplified Pricing Provide simple and consistent discounting to eligible CMSP partners for effective pricing of long-term cloud and managed services opportunities Element Deal Qualification Discount Rules Enrollment Eligibility Title-Held and Title-Transferred; Cloud and Managed orders only CMSP Master 54% (off GPL) US/Canada ; 53% LATAM CMSP Advanced 50% (off GPL) No TRADITIONAL Resale (Gold, Silver, Premier) business Product purchased for partner s internal use (not for CMS deals) are excluded No additional programs or incentives -- except TMP credits Orders will be excluded from VIP rebates Opt-in Every 6 Months; enrollment by Country/Country Group Auto enrolled if enrolled in previous VIP period Simplified Pricing and VIP/CMS enrollment are mutually exclusive CMSP Master or Advanced Partners Simplified Pricing Info All details and requirements can be found in the Simplified Pricing Terms and Conditions

9 Eligible Opportunities Only for Cloud/Managed business, backed by Service Level Agreements (SLAs) with: 12 month minimum term Service obligations defined Proactive monitoring of Cisco Customer Premises Equipment (CPE) Only combinable with TMP trade-in credits (no nonstandard DSA/MDM, OIP/TIP/SIP, etc.) No pure product fulfillment/non-sla Resale business When Partners use Simplified Pricing, the customer must be informed that they must sign a contract with a 12 month minimum term Governance Cisco may inspect and monitor Simplified Pricing compliance at any time. If a Partner is non-compliant: They may be removed from Simplified Pricing and/or CMSP Cisco reserves the right to invoice the Partner the difference between the Simplified Pricing discount and the Partner s discounts applicable for Resale CPE Cisco reserves the right to cancel any pending discounts or rebates (if applicable) End customer must be notified during the proposal phase that the proposal/offer is for a Cloud and/or Managed service solution that must have a Service Level Agreement (SLA)

10 Simplified Pricing - FAQ Q: If I enroll in Simplified Pricing, am I limited to only that option when transacting with Cisco? A: You must use Simplified Pricing for all Cloud or Managed Services business (SLA based). If you have resale business, you can also use resale incentive programs: OIP, SIP, TIP, and Architectural VIP For more Simplified Pricing FAQs go to : ner/wwchannels/download/mscp_faq.pdf Q: What happens if a deal requires additional discounts (DSA) beyond Simplified Pricing? A: Simplified Pricing can only be combined with TMP credits, so once a deal moves to DSA, it is outside of CMSP.

11 Cloud and Managed Services (CMS) Track

12 VIP 27 CMS 1 Architectural VIP + Simplified Pricing* VIP back-end rebates for eligible Resale business Simplified Pricing upfront discount for eligible Cloud and Managed business 2 VIP CMS VIP back-end rebates for eligible Resale Cloud and Managed business (Title Transferred + Title Held) *Simplified Pricing requires enrollment

13 VIP 27 Cloud and Managed Services Track Three Requirements for Eligibility CMSP Sales Volume Customer Satisfaction Must be CMSP Master, Advanced, or Express level approved Partner must not be enrolled in the Simplified Pricing option for Cloud and Managed business Minimum bookings: USD $500 per subtrack per each country/country group CSAT is not required for the VIP CMS track

14 VIP 27 CMS Partner Opportunity Enroll in the Cloud and Managed Services track if back-end rebates are preferred Enroll in VIP CMS in each specific country/country group to maximize VIP payments on resale and cloud and managed services orders, both title held and title transferred Eligible products and product transitions are the same in the CMS track as in the Enterprise Networks, Security, Collaboration, and Data Center tracks. CMS rebates are not paid on cloud services (cloud POS submissions) Master Level Kicker Become a CMSP Master partner to earn an additional Master incentive of 1 percent on all subtracks (in Core and WAN Services, Unified Access, IoT, and Meraki Cloud Networking subtracks on the 8 percent and 10 percent rebate category products) Cisco Powered Kickers Expand your Cisco Powered services portfolio to receive additional incentives for specific Cisco Powered services designations

15 VIP 27 CMS Track Overview Track CMS Subtrack Content Security Network Security Unified Communication TelePresence Video WebEx Data Center Unified Fabric Data Center Unified Computing Emerging Data Center Core and WAN Services Unified Access IoT Meraki Cloud Networking (U.S. pilot) Entry Requirement Exit Requirement Minimum Booking CMSP Master or Advanced or Express CMSP Master or Advanced or Express $500 per subtrack per country/country group SKU Categories 1%, 2%, 3%, 4%, 5%, 6%, 8%, 10%, 15%, 20% CMSP Master Kicker Cisco Powered Kicker 1% 1 %* 1 %* 1 %* 1 %* 3% 3% 3% 3% N/A 1% N/A N/A N/A N/A N/A N/A * On 8% and 10% rebate category products of Core and WAN Services, Unified Access, IoT, and Meraki Cloud Networking subtracks

16 Data Center Collaboration Security VIP 27 CMS: Powered Services Mapping VIP/CMS Subtrack Cisco Powered Services Designation Cisco Powered Kicker Content Security Cisco Powered Managed Security OR Cisco Powered Hosted Security as a Service Network Security Cisco Powered Managed Security OR Cisco Powered Hosted Security as a Service 3% 3% Unified Communication Cisco Powered Managed Business Communications OR Cisco Powered UC as a Service based on HCS OR Cisco Powered Contact Center as a Service based on HCS OR Cisco Powered Unified Contact Center 3% TelePresence Video Cisco Powered Managed Business Video OR Cisco Powered Video and TelePresence as a Service 3% Data Center Network Unified Fabric Cisco Powered Infrastructure as a Services OR Cisco Powered Desktop as a Service OR Cisco Powered Disaster Recovery as a Service OR Cisco Powered Foundation for Software as a Service OR Cisco Powered BYOD as a Service OR Cisco Powered Cloud Cell Architecture for SAP HANA OR Cisco Powered Intelligent WAN as a Service Cisco Powered Architecture for Microsoft Cloud Platform 1%

17 Enrollment Transition for CMSP Partners In VIP26 Partner was enrolled in: In VIP27 Partner wants to enroll in: Required Action (Partner) Results Simplified Pricing Simplified Pricing No action Will be auto-enrolled Simplified Pricing VIP 27 CMS 1. Submit Support Case to un-enroll from Simplified Pricing 2. Once un-enrolled in Simplified Pricing, Enroll in VIP 27 CMS during enrollment period VIP 26 CMS VIP 27 CMS Enroll in VIP 27 CMS during enrollment period Simplified Pricing Discounts continue to apply Simplified Pricing Discounts continue until un-enrolled from Simplified Pricing VIP eligible booking accrue from January 24, 2016 (Non Simplified Pricing orders only) VIP eligible booking accrue from January 24, 2016 VIP 26 CMS Simplified Pricing Enroll in Simplified Pricing Simplified Pricing Discounts apply after enrollment is approved In flight quotes/orders may need to be held or re-priced to synchronize benefit VIP 26 Architectural tracks (EN, Sec, DC, Collab) VIP 27 CMS Enroll in VIP 27 CMS during enrollment period VIP eligible booking accrue from January 24, 2016

18 VIP 27 CMS Requirements Must be CMSP Master, Advanced, or Express level approved partner Enrollment in VIP CMS track by country/country group VIP CMS and Simplified Pricing enrollment options are mutually exclusive No CSAT requirement Minimum booking of $500 per subtrack per country/country group Payments VIP CMS paid on eligible SKUs from both Resale and Cloud and Managed Service (Title Held and Title Transferred) orders Base rebates on all subtracks Master kicker on all subtracks; in Core and WAN Services, Unified Access, IoT, and Meraki Cloud Networking subtracks on 8 percent and 10 percent rebate category products Cisco Powered kickers if partner holds specific Cisco Powered services designation No VIP on CMSP Simplified Pricing booking

19 Cloud Services Reseller (CSR) Track

20 VIP 27 Cloud Services Reseller Partner Opportunity Enter Cloud Business with minimal investment Have a contract with a CMSP Provider or Cloud Aggregator to resell Cisco Powered cloud services Submit Cloud Services Reseller application via Partner Program Enrollment (PPE) tool and once approved Enroll in Cloud Services Reseller track to earn back-end rebates Enroll in the CSR track in each specific country/country group to maximize VIP rebates on resale of Cisco Powered Cloud services from CMSP Partners and/or Cloud Aggregators CMSP Provider or Cloud Aggregators are required to provide Point of Sale (PoS) data to Cisco in order for Cloud Services Reseller to get paid CSR rebates in VIP program CSRs will get paid only once for resale of CMSP Partners Cisco Powered cloud services based on PoS A CMSP Partner who is also a Cloud Services Reseller will not get paid for selling their own Cisco Powered cloud services

21 VIP 27 Cloud Services Reseller Requirements Any registered Cisco partner with a current channel agreement is eligible to become a Cloud Services Reseller Evidence of valid contractual agreement with CMSP Master or Advanced partner(s) or a Cloud Aggregator to resell Cisco Powered Cloud Services required Must resell Cisco Powered Cloud Services Cloud Services Reseller application submitted via Partner Program Enrollment (PPE) tool and approved Payments Rebate at 4% VIP rebates paid on PoS reported to Cisco by the Cloud Aggregator or CMSP Provider A payment cap of $300,000 per partner per country/country group ensures that all new eligible Cloud Services Resellers can benefit from VIP CSR payments New VIP 27 bookings threshold, aligned with Cisco minimum deal value of $16,000

22 VIP 27 Cloud Services Reseller Track Three Requirements for Eligibility Cloud Services Reseller Designation Sales Volume Customer Satisfaction Must be an approved Cloud Services Reseller Have Contract with at least 1 CMSP Provider or Cloud Aggregator Minimum bookings: USD $16,000 for total services per country/country group CSAT is not required for CSR track

23 VIP 27 Cloud Services Reseller Overview Cloud Service Reseller Eligible Services Infrastructure as a Service (IaaS) UC as a Service Based on HCS (HCS) Contact Center as a Service Based on HCS (HCS_CC) Video and TelePresence as a Service (TPaaS) Desktop as a Service (DaaS) Disaster Recovery as a Service (DRaaS) Cloud Cell Architecture for SAP HANA (SAP HANA) Foundation for Software as a Service (FnaaS) Hosted Security as a Service (HSS) Intelligent WAN as a Service (IWANaaS) BYOD as a Service (BYODaaS) Cisco Powered Architecture for Microsoft Cloud Platform Cisco IaaS consumption for Hybrid Cloud bundles NEW: Cisco Intercloud Services Entry Requirement Exit Requirement Minimum Booking VIP Payout Cloud Services Reseller designation (Contract with CMSP Provider(s) or Cloud Aggregator to resell Cisco Powered cloud services is required) Cloud Services Reseller designation (Contract with CMSP Provider(s) or Cloud Aggregator to resell Cisco Powered cloud services is required) $16,000 for total services (Net Bookings for all Cisco Powered Cloud services combined, per country/country group) 4% (capped at $300,000 per CSR partner per country/country group)

24 VIP 27 Cloud Services Reseller Partner Enrollment Step 1: Become a Cloud Services Reseller (CSR) (Estimated Time to Complete Registration = 15-minutes) Log into PPE: Under enrollments section, select Cloud Services Reseller Complete contact details and answer questionnaire Input Cloud Provider (CMSP Partner) or Aggregator name(s) and Cisco Powered Cloud Services that you are planning to resell Accept ( click-to-accept ) Cisco s Terms-and-Conditions Submit application Step 2: Enroll in VIP/Cloud Services Reseller track to earn rebates Once the CSR application is approved, log into PPE and enroll in the Cloud Services Reseller track

25 Operational Details and Summary

26 VIP 27 Enrollment To Enroll in VIP 27, Go to: Click on Select next to track for which you wish to enroll

27 Ensure You are Enrolled in the Right Track

28 VIP 27 Key Dates Program Period 27: January 24, 2016 July 30, 2016 Enrollment Windows Re-Enrollment Required CSAT Survey Period Payout Dates January 24, 2016 March 4, 2016 for 6 months May 1, 2016 May 27, 2016 for 3 months Q4 CSAT period ends July 30, 2016 First payment: October 2016 Second payment: December 2016 Claim payment within 90 days to avoid its expiry Partners and PAMs should use the Partner Program Enrollment to track enrollment status only: Partners and PAMs can also use the Partner Access online (PAL) tool to track CSAT at: Partners should set their rebate coordinators in Partner Self Service at:

29 VIP 27 Critical Booking Dates Direct Orders Must book* with Cisco by July 30, 2016 and be shipped before October 29, 2016 Standard Orders Placed Through Distribution Product must ship and invoice from the distributor by July 28, 2016 CBN Orders Through Distribution Order must book* with Cisco by July 30, 2016 and be shipped before October 29, 2016 Booking Discrepancy Cases All booking discrepancy cases must be received via CSC case by September 2, 2016 * Cisco Booked: Order which has been entered into Cisco s ordering system, has passed the initial hold/credit check, and complies with Cisco s internal booking acceptance policy.

30 Partner Self Service (PSS) Payment Contact To set your Rebate Coordinator, please go to Click on Manage Program Contacts to assign coordinators and copy contacts If you qualify for payment but do not have your VIP Rebate Coordinator set up in PSS, you risk the expiry of your payments. For step-bystep instructions, please go to Where required, remember also to submit the invoice for each VIP payment.

31 VIP 27 Resources VIP home page : Select geographical drop down based on your location Includes: VIP Playbook VIP presentation VIP rules Link to SKUs list Links to PPE, TPV tools + trainings How to open CSC case for any inquiries Don t know where to find the answer? Go to the VIP website.

32 Enrollment options summary 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32

33 Financial Reward Benefits CMSP Partners 3 Enrollment Options Simplified Pricing 3 Architectural VIP VIP CMS Up Front Discounts on Cloud and Managed Deals only Back-end Rebates Back-end Rebates All Cisco HW/SW SKUs* excluding refurbished VIP 27 SKUs only VIP 27 SKUs only Title Transferred and Title Held Orders will not receive VIP rebates Title Transferred Title Transferred and Title Held *See complete Simplified Pricing Terms and Conditions 1 2

34 Which option is right for your business? Simplified Pricing 3 Architectural VIP VIP CMS Upfront vs. back end rebate Up Front Discounts on Cloud and Managed Deals only Back-end Rebates Back-end Rebates All SKUs vs. VIP SKUs All Cisco HW/SW SKUs* excluding refurbished VIP 27 SKUs only VIP 27 SKUs only Title Transferred vs. Title Held Title Transferred and Title Held Orders will not receive VIP rebates Title Transferred Title Transferred and Title Held *See complete Simplified Pricing Terms and Conditions 1 2

35 Time to Enroll Things to consider when making your enrollment decision 1. A CMSP Partner who is also a Cloud Services Reseller will not get paid for selling their own Cisco Powered cloud services through the CSR Track 2. CSRs who are not CMSP are not eligible for CMS track 3. How much resale vs. cloud and managed business do you do? 4. Are upfront discounts more important than back-end rebates? 5. Are back-end rebates more profitable than discounts earned through Simplified Pricing. 6. VIP rebates only on eligible SKUs and minimum bookings 7. Simplified Pricing all standard hardware 8. Take a look at past rebates would simplified pricing have been more profitable?

36 CMSP Resources CMSP website CMSP Services Reseller Simplified Pricing Cisco Powered Cisco Powered Services: Cisco Powered: Application & Enrollment Audit requirements and policies or application process (under Cloud and Managed Services Program tab) CMSP Application Tool Partner Program Enrollment Tool Partner Payment Options Simplified Pricing VIP

37 Questions? Please contact your Cisco Partner Account Manager (PAM) for assistance

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