Cisco Partner Plus. Table of Contents. About Cisco Partner Plus: Program Information. Virtual Wallet Funds

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1 Table of Contents About Cisco Partner Plus: Claiming Your Funds Fund Deadlines Marketing and Demand Generation Campaigns Digital and Print Advertising Direct Mail and Campaigns Turnkey Social Media Content Syndication Telemarketing Video Marketing Trade Shows, Vendor Days, and Floor Days Customer List Acquisition Marketing Consultants Sales Incentives Partner Sales Employees RISC Healthcheck Partner Enablement Cisco Learning Credits Sales Excellence Experience More Cisco Partner Plus Benefits Partner Help Plus Cisco Rewards Leads and Prospects 1

2 About Cisco Partner Plus Cash in on the Midmarket with Cisco Partner Plus Revenue from products and services in the midmarket is estimated at more than $55 billion worldwide. Get your share with Cisco Partner Plus, a robust program designed to move you from where you are to where you want to grow. As your commitment, engagement, and performance increases your benefits do, too! Participating Cisco Partner Plus Prestige and Elite partner companies earn incentive funds upon achieving Commercial Territory targets and shipments. Earned funds are saved and accessed through your Virtual Wallet. Requesting Your Funds 1. Click Enter Activity in the left toolbar 2. Enter Activity 3. Receive Cisco Program and Field approval Claiming Your Funds After you ve executed on your approved activity, you re ready to submit a claim in order to receive reimbursement. 1. From the main navigation bar, select Submit Claim 2. Submit the required Proof of Performance. 3. Receive Reimbursement through Global Easy Pay (GEP). Be sure to consult the Eligible Activity Guidelines and Proof of Performance Requirements before submitting your requests to access and claim funds. Date of activity execution must be documented on Proof of Performance Activities funded through other Cisco programs like Joint Marketing Funds (JMF), will not be eligible for duplicate reimbursement FY2015 Fund Deadlines All Activity Requests must be submitted by the end of Q2FY2016 All activities must be executed by the end of Q3FY2016 All claims with required Proof of Performance must be submitted by the end of Q3FY2016 2

3 Using Your Cisco Partner Plus Funds: Eligible Activities Make the most of your co-marketing funds to: Prepare, build and expand with business enablement Attract customers and increase sales with marketing and demand generation Recognize and encourage your sales team with incentives and rewards Partner Plus Turnkey Marketing Effective marketing is key to attracting customers and getting the results you want. We ve packaged the best of our core marketing programs to remove the guesswork from marketing strategy and let you focus on what s really important your business and your customers. To Get Started: 1. Select Enter Activities from the left menu. 2. Select a Campaign by name (i.e. Architecture Demand Generation Campaign ) For most Partner Plus approved activities, we also offer a Partner-managed option. Under this option, Partner Plus funds will be available to reimburse specific reasonable costs incurred. We make the program flexible, to meet your needs. Turnkey Demand Generation Campaigns Do you want to grow your midmarket business, but can t find time to manage your demand generation campaigns? Let us make it easy for you to reach new customers. Choose from one of our campaigns designed especially for the midmarket and a Cisco-approved vendor will handle the execution. It s a simple way to get the latest in demand generation activities that drive qualified leads to build your business. Architecture Demand Generation Packages Data Center and Cisco Unified Computing System (UCS) The Cisco Unified Computing System (UCS) is the first truly unified platform for data centers. Help your customers simplify deployment and accelerate application with this option. Cisco Mobility Solutions Show your customers the full value of mobility a top priority for many organizations. This campaign highlights Cisco s broad array of services and solutions in the mobility space. Designed for customers who want to support mobile devices, deliver mobile applications, or provide contextual location-based information for consumers. Security: What a Next Generation Firewall Should Be Turn security concerns into sales opportunities by introducing the new Cisco Adaptive Security Appliance (ASA) with FirePOWER Services to your customers. Cisco ASA with FirePOWER Services delivers an integrated threat defense for protection across the entire attack continuum before, during, and after an attack. 3

4 Regardless of which package you choose, the pricing is reimbursable through your available Partner Plus funds. Package 1 ($2,990) includes: Contact list series Landing page Banner ads Syndicated webcast Telemarketing with guarantee of at least one qualified appointment Social media stream Digital marketing Package 2 ($3,990) includes: Contact list series Landing page Banner ads Syndicated webcast Telemarketing with guarantee of at least three qualified appointments Social media stream Digital marketing Request Process: Request Architectural Campaign; no additional documentation or prior approval required. Be sure to specify desired package and correct funding amount. Claim Process: Submit claim at conclusion of campaign. Provide required proof of performance. Proof of Performance: Itemized invoice on partner letterhead, statement of work from Cisco-authorized vendor. 4

5 Digital and Print Advertising Digital advertising includes local search engine marketing (SEM), display advertising, and remarketing/retargeting initiatives. A targeted digital advertising strategy can help you: Generate high-value leads in your geographic target area Improve your brand awareness by increasing exposure to your logo and website Benefit from complex pay per click (PPC) campaigns, without having to manage them Partner Managed Digital Advertising You can reach out to Google, Yahoo, or the vendor of your choice if you have the inhouse expertise. Partner Plus funds may be used to reimburse for reasonable development and products costs and third-party web space fees. Partner web site fees are ineligible for reimbursement. Turnkey Digital Advertising Cisco-approved vendor B2B can manage your web advertising plan for you, removing the complexity and providing the results to you. As usual, whatever package you choose, you ll be reimbursed with your available Partner Plus funds. Search Engine Marketing B2B will provide the keyword list, bid recommendations, and overall strategy based on your product line specialization. Display advertising B2B will provide banners that will appear in Google s display network when customers are visiting websites relevant to your product offerings. Remarketing B2B will help you install a tag on your website that will follow customers after they ve visited your site. These warm prospects will be served relevant banner ads designed to help move them through the sales funnel. Pricing Choose from three levels of Cisco digital advertising. Higher tiers give you a larger media investment that makes your advertising visible for a longer period and increases your chance of catching the eye of new customers. Level One ($950) Level Two ($1,950) Level Three ($2,950) Request Process: Request Digital Advertising. No other prior approval is required. Claim Process: Submit claim after campaign has completed. Provide required proof of performance. Proof of Performance: Itemized cost of activity on partner letterhead, Statement of Work (including product/solution focus, dates of execution), Screenshot of web ad/page, including view of URL, and click rates. 5

6 Print Advertising Place an article or advertisement in a business journal featuring Cisco solutions, leveraging your available Partner Plus funds. Request Process: Request Print Advertising. No other prior approval is required. Claim Process: Submit claim after campaign has completed. Provide required proof Proof of Performance: Itemized cost of activity on partner letterhead, Statement of Work (including product/ solution focus, dates of execution), Copy of material, number of copies made. Ineligible for reimbursement: Outdoor advertising, such as billboards, wrap-around vehicle signage, and building signage is not an eligible use of Partner Plus funds. Direct Mail and Campaigns Turnkey Campaigns We have a variety of campaign options, depending on how many customers you want to reach, and whether the vendor provides the customer list or you bring yours. Whatever package you choose, your available Partner Plus funds reimburse the pricing noted. Package #1 ($1,905, using your provided list) Package #3 ($2,205) Telemarketing 100 customer names Microsite Two blasts Minimum of two appointments B/C leads Package #2 ($3,255, using your provided list) 200 customer names Telemarketing Microsite Two blasts Minimum of four appointments B/C leads Campaigns Design, development, and distribution of campaigns focused on a Cisco technology, product, solution, or event. Create the campaign with the vendor of your choice, in-house, or leverage multitouch and telemarketing campaigns from B2B or Market Resource Partners (MRP) Ciscoapproved vendors. Purchase of third-party list of names 200 customer names Telemarketing Microsite Two blasts Minimum of two appointments B/C leads Package #4 ($3,855) Purchase of third-party list of names 400 customer names Telemarketing Microsite Two blasts Minimum of four appointments B/C leads 6

7 Partner-Managed Campaigns You can also create an campaign using your own in-house resources. Should you opt to do so, Cisco Partner Plus funds can be used to reimburse reasonable setup, and for in-house author. Request Process: Request Campaign; no additional documentation or prior approval required. If selecting the Campaign, be sure to specify desired package and correct amount. If using your own resources, or resources other than Turnkey, be sure the amount accurately reflects your cost, so that correct funds are allocated. Claim Process: Submit claim at conclusion of campaign. Provide required proof of performance. Proof of Performance: Itemized cost of activity on partner letterhead, Proof of Cisco representation (include sample), dates of execution, graphics samples, number of pieces developed, click/open rates. Partner-Managed Direct Mail Campaign The following reasonable expenses are eligible for Partner Plus reimbursement, should you opt to manage your own direct mail campaign: Postage Printing fees Graphics development Cost of in-house author Request Process: Request Direct Mail. No other prior approval is required. Claim Process: Submit claim after campaign has completed. Provide required proof of performance. Proof of Performance: Itemized cost of activity on partner letterhead, sample of mailer, date of distribution, number of copies sent. 7

8 Social Media Content Syndication Establish a strong social-sphere presence that builds new connections. Even if you have a dedicated team, Cisco Content Syndication can help you integrate targeted content designed to help you sell more Cisco solutions. Once you ve signed up, you ll receive weekly s that include all messaging scheduled to tweet/post the next week. The service can work on auto pilot or you can make edits by simply signing into the tool and deleting or changing the content prior to posting. Pricing Our cost is a fraction of what an agency would charge. Plus, the longer you participate in Cisco Social Syndication, the more cost-effective it becomes. 3 months ($400) 6 months ($475) 12 months ($625) Request Process: Request Content Syndication; the Partner Plus team will work to obtain confirmation from the Cisco Content Syndication team that they will be able to work with your organization prior to approval of request. Be sure to request the relevant funding option. Claim Process: Submit claim at conclusion of campaign. Provide required proof of performance. Proof of Performance: Itemized cost of activity on partner letterhead, Proof of Cisco representation (include screen shot samples), dates of execution. Telemarketing Maintaining a sales funnel requires constant lead generation. Telemarketing is one of the most effective ways to establish a regular process of customer leads. Turnkey Telemarketing Generating high-quality qualified sales leads is critical, but the process can be difficult and time-consuming. This program shortcuts this process by delivering pre-qualified opportunities with prospects ready to upgrade their existing Cisco equipment or migrate to a new Cisco solution. Leads are delivered by your choice of Cisco-approved preferred vendors, B2B and MRP. Key features of this program include: Industry list based on your parameters Management and execution of a telemarketing campaign Two ($1,550) or four ($3,050) telephone prospect appointments Access to a state-of-the-art lead-distribution system that offers the ability to quickly check and track your Cisco marketing leads, simplify your forecasting, manage your prospect lists, and easily access reporting to measure your success. Partner Managed Telemarketing If you opt to manage your own telemarketing, Partner Plus funds may be used to reimburse reasonable lead generation charges, collateral development, and the transfer of customer data to your internal partner system. Request Process: Request Telemarketing Campaign; no other prior approval is necessary. Be sure to request the relevant funding option. Claim Process: Submit claim at conclusion of campaign. Provide required proof of performance. Proof of Performance: Itemized cost of activity on partner letterhead, Proof of Cisco representation (copy of the script used for calls), dates of execution. 8

9 Turnkey Video Success Stories and Co-Branded Videos When it comes to marketing your IT services and differentiating your business from the competition, great video changes the game and puts you in the winner s circle. The Video Success Story brings your achievements to life via your website, social media, , presentations, trade shows and other marketing campaigns. Pricing In-House Videos Video up to 2 ½ minutes ($5,000) Video Success Stories Video up to 2 minutes, 5 questions; 1 client ($1,200) Video up to 4 minutes, on-site crew, unlimited questions, up to 4 interviews ($5,500) Cisco Co-Branded Videos 5 co-branded videos ($475) 10 co-branded videos ($575) 20 co-branded video ($775) Customer Facing Events Turnkey Event Management Make hosting a seminar, driving webinar attendance and participating in a tradeshow easier than ever. This program lets you organize the event on your own, use our unique Event Revenue Accelerator program or one of the event services provided by your distributors. Planners from Ansira, a Cisco-approved preferred vendor, will work with you to simplify the process. Ansira will handle the details of your customer event, so you can focus on building customer relationships and accelerate revenues from those relationships. Partner Plus funding may not be used to pay Cisco sponsorship opportunities or Sales Meetings. Pricing Core Event Support ($750 per event) Advanced Event Planning ($1,350 per event) Request Process: Send an to Ask-US-PartnerPlus@cisco.com prior to making your request, to confirm eligibility for this process. Claim Process: Submit claim at conclusion video development. Provide required proof Proof of Performance: Itemized cost of activity on partner letterhead, Statement of Work, sample video. 9

10 Partner Managed Customer-Facing Event You can use your Partner Plus funds to support expenses related to Cisco representation at customer facing events such as seminars, web broadcasts, customer-targeted training and trade shows. Like the Partner Plus Program, to be eligible, your targeted customers must be within the commercial territory market, rather than Government, Education, Enterprise, or Non-U.S. based. The following activities are eligible for reimbursement: Event location Speaker fees Food and nonalcoholic drinks Audio/visual fees and other related equipment rentals Event planning Broadcast fees Subscription fees Please note that there are very specific restrictions (in addition to the targeted customer), noted below, around eligibility and reimbursement, for customer-facing events. Request Process: Request Event Management, or Customer-Facing Seminar. No other prior approval is required. Please send inquiries to Claim Process: Submit claim after all expenses have been paid. Provide required proof Proof of Performance: Itemized cost of activity on partner letterhead, Statement of Work, picture (required) or screenshot of event showing Cisco representation. The following activities and expenses are ineligible for reimbursement by the Partner Plus Program: Event Sponsorship. Partner Plus funds cannot be used to procure event sponsorship levels or sponsorship signage. Any Sporting event, unless there is a Cisco-focused seminar before or after the event. Proof of performance requires pictures of the seminar with copies of the presentation to ensure reimbursement. Any participation or attendance at a Cisco trade show or Cisco event such as Cisco Live, Cisco Summit, or Cisco Sales Meeting. Purchase of Alcohol or Demo equipment. Merchandise, whether co-branded or otherwise. Cancellation fees. Travel expenses. 10

11 Trade Shows, Vendor Days, and Floor Days Exhibiting at trade shows and vendor days is a great way to expand your brand awareness and your customer reach. We appreciate the investment you make to promote Cisco at these events. We anticipate that there is a clear benefit to Cisco when we reimburse for such promotion from Partner Plus funds. The target audience must, like the Partner Plus Program, be focused within commercial territory. Any event targeting Government, Education, Enterprise, or a non-u.s. audience is ineligible for reimbursement. The following activities are eligible for reimbursement: Booth space Furnishing costs Shipping Signage Event Planning Please note that there are very specific restrictions (in addition to the targeted customer), noted below, around eligibility and reimbursement, for customer-facing events. Request Process: Request Trade Show/ Vendor Day / Floor Day/. No other prior approval is required. Please send inquiries to Ask-US-PartnerPlus@cisco.com. Claim Process: Submit claim after all expenses have been paid. Provide required proof The following activities and expenses are ineligible for reimbursement by the Partner Plus Program: Event Sponsorship (Partner Plus funds cannot be used to procure event sponsorship levels or sponsorship signage. Any participation or attendance at a Cisco trade show or Cisco event such as Cisco Live, Cisco Summit, or Cisco Sales Meeting. Purchase of Alcohol or equipment. Merchandise or giveaways, whether co-branded or otherwise. Cancellation fees. Travel expenses. Customer List Acquisition A quality database of leads and contacts is a critical component of sales and marketing, but it can be challenging to build and maintain. Get help enhancing your existing customer lists with more contact information and ing new prospects to invite them to upcoming events. Contact Harte Hanks at B2B or a list broker of your choice. Partner Plus funds can be used to reimburse for the cost of the list. Request Process: Request List Acquisition. No other prior approval is required. Claim Process: Submit claim after all expenses have been paid. Provide required proof Proof of Performance: Itemized cost of activity on Partner Letterhead, number of names obtained, vendor utilized, dates of execution. Proof of Performance: Itemized cost of activity on partner letterhead, Statement of Work, picture (required) or screenshot of event showing Cisco representation. 11

12 Marketing Consultants When dramatic change seems critical, and resources are not available, you can use your Partner Plus funds to work with temporary consultant or agency. A consultant can help you develop a marketing plan, define paid-search strategies, optimize your website for search engines, or even revitalize your Cisco marketing strategies. If you re challenged due to limited resources when it comes to building or rebranding your website, executing a plan, developing SEM optimization or even developing collateral, a consultant may be the answer. You can contact your distributor for a marketing resource, work with a local agency, or contact Cisco-approved Ansira for assistance. Request Process: Request Marketing Consultant. No other prior approval is required. Claim Process: Submit claim after all expenses have been paid. Provide required proof Proof of Performance: Itemized invoice on partner letterhead, and: Description of services and Statement of Work (SOW), Signed letter from company official with job description, name of consultant, date of assignment, task(s)/goal, dollar amount needed and salary (if not in SOW) Proof of Cisco representation in work performed Dates of execution Work with a temporary consultant or agency to help you develop a marketing plan, define paid-search strategies and optimize your website for search engines. Sales Incentives Partner Sales Employees Energize your company s sales team with a goal-driven sales contest. You can use your available Partner Plus funds to reward your top Cisco sellers with cash equivalent prizes including gift cards or non-cash prices including product gift cards. Work with your Cisco Sales team to develop a partner sales incentive contest that will motivate your sales team to achieve new heights in sell through. While you re at it, think about the Cisco Partner Plus Winner s Circle, which sends a select group of individual sales representatives each year to rub elbows with Cisco executives at an exclusive resort. Maybe someone from your team will have the opportunity to travel to exotic locals at Cisco s expense! Request Process: Request Sales Incentive. No other prior approval is required. Claim Process: Submit claim after all expenses have been paid. Provide required proof Proof of Performance: Itemized invoice on partner letterhead, Complete description and objective of sales contest, list of winners, itemized list of prizes and quantities, proof of Cisco representation in contest, dates of execution. Eligible for reimbursement: Gift cards such as those from American Express, Visa or MasterCard; Non-Cash prizes or giveaways in the form of prizes (including product gift cards such as Starbucks or Amazon) Ineligible for reimbursement: Travel and Alcohol RISC Healthcheck A turn-key Assessment-Led selling program that allows you to quickly build a comprehensive, branded assessment practice. Utilizing our HealthCheck subscription allows you to help customers improve the Reliability, Scalability, Performance, and Optimization of their IT environment, while simultaneously aligning the solutions you provide directly to customer issues. Request Process: Request Network Assessments. Request RISC Health Check. No other prior approval is required. Claim Process: Submit claim after all expenses have been paid. Provide required proof Proof of Performance: Itemized invoice on partner letterhead. Monthly invoice from RISC. 12

13 Partner Enablement Cisco Learning Credits Use your incentive dollars to purchase Cisco Learning Credits and engage certified trainers to with work with your team so they can stay up speed on the latest Cisco technology and architecture. Cisco Learning Credits can be redeemed for: Cisco authorized training for Cisco Career Certification exams or partner specialization, including training from Cisco Authorized Learning Partners or Cisco Advanced Services Education Cisco Live virtual subscriptions Certification Labs as part of authorized training Cisco Learning Credits are an easy payment method for Cisco-authorized training. Redeem them through participating Cisco Learning Partners, Cisco Learning Solution Partners and the Cisco Partner E-Learning Connection worldwide. Each Cisco Learning Credit is valued at US $100 and valid for one year from the date it is issued. Cisco Learning Partners and their affiliated organizations, including Cisco Learning Partners and Sponsored Organizations, are the only authorized commercial sources for Cisco training. Cisco Learning Solutions Partners are uniquely qualified to deliver and customize market-leading Cisco training via instructors who must pass rigorous exams to become certified Cisco instructors. Request Process: Request Cisco Learning Credits, no additional documentation or prior approval required Claim Process: None Proof of Performance: None 13

14 Sales Excellence Experience Empower your Sales team to fill the pipeline with sales skill training. Sales Excellence: Partner Sales Representatives. Workshop fee: $750 (Discounted from $1,500 for Partner Plus Partners) SOAR Training: $975 per person Includes three SOAR Sessions for Partner Sales Reps (PSRs), SOAR Online for PSRs and SOAR Post Program Coaching for both PSRs & Partner SOAR Selling System: The SOAR Selling System realizes that the real issue salespeople are facing is how to get in. To address this, Dialexis created a methodology called the Surge Of Accelerating Revenue (SOAR) Selling System, which provides salespeople with key techniques necessary for contacting C-level executives while making fewer initial calls to discover opportunities. Cisco has arranged for Dialexis to bring the SOAR Selling System methodology to you in a unique virtual education experience. In three webcasts, you will: Be introduced to the SOAR Selling System methodology Learn the SOAR talk track maps to navigate around the gatekeeper Understand how to handle voic Discover how to gain strong internal referrals Demonstrate overcoming resistance Role play with your instructor Make mock and/or live client dials Blitzmaster: Full day, on-site workshop that includes 90 minutes of sales skills training with Cisco value-props, 4 hours of outbound dialing, results tracking in real time with manager dashboard, and results reports to track ROI, for up to 25 participants. Ideal for partners with reps in a single location. The investment is $9,500. Request Process: Sales Excellence Claim Process: Submit claim after all expenses have been paid. Provide required proof Proof of Performance: Sales Excellence Certificate of completion Date and name of personnel trained Receipt of payment from Cisco Authorized Business Learning Partner, Blitzmasters, or Dialexis. 14

15 More Cisco Partner Plus Benefits Presales Strategy Support before the sale is your greatest advantage in ultimately closing the deal. When you re prepared and ready to anticipate customer needs, you can confidently and quickly capitalize on opportunities. Get presales technical support through Cisco Partner Help or escalated support through Cisco Partner Help Plus. Cisco Rewards and Winner s Circle: Top Sales Incentives Keep performance at its peak by recognizing and rewarding focus and dedication. Earn business incentives for hitting product and service growth targets Sales and support personnel can be rewarded with valuable merchandise, travel and prices for sales of eligible product and services. Learn more at Cisco Rewards. Top sales and service personnel at top-performing Partner Plus companies in the country will be eligible to participate in the annual Cisco Winner s Circle. Learn more at Cisco Winner s Circle. Receive leads, prospects, and customer intelligence with our Cisco Leads and Prospects. 15