Resale Channel Program Overview PowerPointCisco

1、 2006 cisco systems, inc. all rights reserved.cisco confidentialpresentation_id1cisco channel partner programresale channel program 2006 cisco systems, inc. all rights reserved.resale programvalue proposition2offer-based program strategyoutsourcingmanagedservices2resaleresale 2006 cisco systems, inc

2、. all rights reserved.resale programvalue proposition3consistent partner program framework customersatisfactionsupportinfrastructureknowledge 2006 cisco systems, inc. all rights reserved.resale programvalue proposition4resale partner program overviewtechnology skills depthmaster specialisation maste

3、r unified communications master securityadvanced specialisation advanced routing and switching advanced security advanced routing and switching advanced wireless lanexpress specialisation express foundation express unified communicationsentry specialisationsmb specialisationsmb specialisation requir

4、edexpress foundation specialisation required2 qualified specialisations required4 qualified specialisations requiredintegrated skills breadth 2006 cisco systems, inc. all rights reserved.resale programvalue proposition5industry-leading partner programcompany of the year: networking infrastructure vo

5、ice networking wireless networkingbest overall: enterprise networking voice over ip wireless lan network security 2006 cisco systems, inc. all rights reserved.resale programvalue proposition6widely-recognized leadershipgartner, 2007best channel program in the it industry 2006 cisco systems, inc. all

6、 rights reserved.resale programvalue proposition7cisco partner logo the cisco brandyou can use the partner logo in all of your marketing material appropriate to your partner certification level 2006 cisco systems, inc. all rights reserved.resale programvalue proposition8do you want to be in front of

7、 millions of people? partner locator where customers look for a cisco certified partner to work with.the more you invest in the program, your expertise and commitment to customer satisfaction, the higher up your company goes in the search results. 2006 cisco systems, inc. all rights reserved.resale

8、programvalue proposition9can you get anytime, anywhere, free training? partner education connectiontraining on products, tools and solutions as well as the cisco learning mapvirtual labs and all other key offerings on pec 2006 cisco systems, inc. all rights reserved.resale programvalue proposition10

9、do you want to increase your profitability?programdetailtmpupgrade or migrate your customers networksolution incentive programbuild technology solutionstrade-in accelerator programhelp your customers go greenvalue incentive programspecialized for profitable growthopportunity incentive programfind ne

10、w business 2006 cisco systems, inc. all rights reserved.resale programvalue proposition11we reward your behaviour 2006 cisco systems, inc. all rights reserved.resale programvalue proposition12improve your profitabilitybenefit from ongoing global programsincrease differentiation by adding value to cu

11、stomer solutionsfuel your growthchannel incentive programs help you earn financial rewards 2006 cisco systems, inc. all rights reserved.resale programvalue proposition13your investment & partnership with cisco brings financial benefits 2006 cisco systems, inc. all rights reserved.resale programvalue

12、 proposition14 protects and rewards thepre-sales investment that a partner makes when developing new business opportunities incentives are available to partners that are the first to complete all presales requirements specified by each offer, register the opportunity, and obtain cisco approval progr

13、am terms and benefits vary by region opportunity identification and development opportunity incentive program (oip) 2006 cisco systems, inc. all rights reserved.resale programvalue proposition15technology practice developmentvalue incentive program (vip) rewards partners that have afocused, robust b

14、usiness practicein selected advanced technologyareas, such as uc, mobility,security and datacenter partners who participate in vipare rewarded twice a year witha payment for:meeting minimum bookings thresholdmaintaining specialization/certification achieving customer satisfaction levelsvip details a

15、t 2006 cisco systems, inc. all rights reserved.resale programvalue proposition16industry solution practice developmentsolution incentive program (sip) encourages partner investment in the development and sales of industry solutions that integrate proprietary or third-party applications and services

16、with cisco technology partners must prequalify their solutions prior to receiving the program benefits deal registration is protected when actively identifying and developingnew opportunities rewards partners with financial incentives 2006 cisco systems, inc. all rights reserved.resale programvalue

17、proposition17installed base migrationtechnology migration program (tmp) allows partners to offer new and existing customers trade-in credit for their existing cisco and select competitive networking products credit issued towards the purchase of new cisco products tmp enables partners to address cus

18、tomers current networking needs while protecting their existing investment cisco return process offers free collection of exchanged product 2006 cisco systems, inc. all rights reserved.resale programvalue proposition18installed base migration cont.trade-in accelerator program (tap) provides financia

19、l motivation for partners to migrate customers installed base of cisco and competitive networking equipment partner receives a rebate twice a year for achieving program objectives during the six-month program period 2006 cisco systems, inc. all rights reserved.resale programvalue proposition19are yo

20、u interested in accelerating sales through joint marketing activities? as a cisco partner, you are eligible to apply for joint marketing funds (jmf) this can support your marketing activities and help increase sales and revenue.cisco provides up to 50% of the real costs for joint marketing activitie

21、s. you will have access to ciscos online marketing tool campaign builder which can help you execute joint marketing activities free of charge and drive sales 2006 cisco systems, inc. all rights reserved.resale programvalue proposition20partner enablement connected resources to enable partner success

22、connected resources to enable partner success grow partner capabilitiesaccelerate partner productivityhelp partners meet customer needsstrengthening the partner experience 2006 cisco systems, inc. all rights reserved.resale programvalue proposition21partner enablement connected resources to enable p

23、artner successattract,develop andretain talentenable productivityand capabilityenable business growthopportunitiesenable partner success 2006 cisco systems, inc. all rights reserved.resale programvalue proposition22productintroductionsalestoolsimplementationmethodologyservices portfolio, positioning

24、, policyreal-timeservice andsupportservicesnoticespartnerprogramsupport enablement program process support sales & field enablement introduction processes sales readiness design and quoting marketing enablementdelivery enablement methodology and best practices training andlab contentpartner enableme

25、nt model: consistent, repeatable approachsupporting sales, delivery and s 2006 cisco systems, inc. all rights reserved.resale programvalue proposition23select certificationtechnology skills depthmaster specialisation master unified communications master securityadvanced specialisation advanced routi

26、ng and switching advanced security advanced routing and switching advanced wireless lanexpress specialisation express foundation express unified communicationsentry specialisationsmb specialisationsmb specialisation requiredexpress foundation specialisation required2 qualified specialisations requir

27、ed4 qualified specialisations requiredtechnology skills breadth 2006 cisco systems, inc. all rights reserved.resale programvalue proposition24what do select partners think?we are a select certified partner, because we are targeting mainly the smb clients and this certification allows us to take part

28、 in partner development fund and various other programs and promotions. we consider the select specialization as the first and necessary step to higher certifications. 2006 cisco systems, inc. all rights reserved.resale programvalue proposition25what benefits are specific to select partners? relatio

29、nship with cisco partner locator incentives smart business communication system sales support cisco select certified logo smb services access to tools smb university 2006 cisco systems, inc. all rights reserved.resale programvalue proposition26how do i become cisco select certified?there are four si

30、mple steps to becoming a cisco select certified partner: 1.have an individual or two individuals study the smb specialisation education2.have individuals pass the relevant exams: -3.apply for the smb specialisation based on successfully passing the two exams. the certification and specialization app

31、lication tool: smb specialisation has been approved, apply to become select certifiedsmb account managersmb engineer650-175 smb am650-180 smb en 2006 cisco systems, inc. all rights reserved.resale programvalue proposition27premier certificationtechnology skills depthmaster specialisation master unif

32、ied communications master securityadvanced specialisation advanced routing and switching advanced security advanced routing and switching advanced wireless lanexpress specialisation express foundation express unified communicationsentry specialisationsmb specialisationsmb specialisation requiredexpr

33、ess foundation specialisation required2 qualified specialisations required4 qualified specialisations requiredtechnology skills breadth 2006 cisco systems, inc. all rights reserved.resale programvalue proposition28what do premier partners think?precisely this certification, together with the special

34、izations we havegives us confidence to meet all needs and requirements of the end-customer. the premier certification gives us better discounts and distinguishes us from the other partners. we also receive special attention from cisco. being a premier partner allows us to differentiate ourselves fro

35、m the rest of the smb resellers in our region. it positions us as a trusted advisor when implementing cisco solutions and helps to demonstrate to our customers that both organizations work in a strong collaborative manner to ensure mutual benefit for us, cisco and, most importantly,our end customers

36、. 2006 cisco systems, inc. all rights reserved.resale programvalue proposition29what do premier partners think?“the cisco accreditation program for both individuals and partners is renowned for its high standards when we sell cisco solutions we emphasize both what the individuals have achieved and t

37、he company has to maintain.this can often be a great differentiator, we have won and lost business on basis of our accreditation, losing it makes us striveto a higher level, winning it justifies us doing it!” 2006 cisco systems, inc. all rights reserved.resale programvalue proposition30what benefits

38、 are specificto premier partners? cisco premier certified logo additional allowance on equipment for in-house usage and demonstration capabilities competitive pricing deeper technical skills open-up new market opportunities financial rewards for smb focus 2006 cisco systems, inc. all rights reserved

39、.resale programvalue proposition31how do you become cisco premier certified?there are three elements to becoming premier certified: 1. you must achieve the express foundation specialization, using three individuals fulfill the roles required:you must pass the express foundation specialisationyou mus

40、t have three individuals fulfill the roles required within express foundation:certified individuals in specialisationstitleaccount managersystem engineerfield engineerexpress foundationcseccdaccnp 2006 cisco systems, inc. all rights reserved.resale programvalue proposition32how do you becomecisco pr

41、emier certified?2.you must have the support capability defined below as a minimum: 3.you must commit to participation in ciscos customer satisfaction program csatsupport requirementstypepremierlegal agreementlegal agreement valid resale agreement or indirect channel partner agreement (icpa) in place

42、demonstration capabilitiescustomer service8x5escalationnot requiredcall back24 hoursupport labnot requiredpre-sales supportrequiredpost sales supportpost sales support configuration services and onsite capability within 24 hours 2006 cisco systems, inc. all rights reserved.resale programvalue propos

43、ition33silver certificationtechnology skills depthmaster specialisation master unified communications master securityadvanced specialisation advanced routing and switching advanced security advanced routing and switching advanced wireless lanexpress specialisation express foundation express unified

44、communicationsentry specialisationsmb specialisationsmb specialisation requiredexpress foundation specialisation required2 qualified specialisations required4 qualified specialisations requiredtechnology skills breadth 2006 cisco systems, inc. all rights reserved.resale programvalue proposition34wha

45、t do silver partners think?“cisco certification program, via its requirements, helps partners to monitor, control and follow so quickly developing cisco technologies. without that we would have been still selling only switches and routers! we decided to focus on unified communications and security t

46、echnologies and become silver partner. thanks to that deep technology dive we are considered as an expert and trusted advisor for our customers from mid-market and enterprise sectors.”“cisco is our main business partner and that is why the silver partnership represents for us prestige on one hand an

47、d a competitive advantage on the other hand .thanks to the certification we can get a competitive advantage compare to other cisco partners and other competitors. competitive advantage means high know how and certification our employees and possibility to get better trading terms.” 2006 cisco system

48、s, inc. all rights reserved.resale programvalue proposition35what benefits are specificto silver partners? cisco silver certified logo even higher allowance on equipment for in-house usage and demonstration capabilities higher competitive pricing can respond to tender requests for silver certified a

49、nd above deep understanding of advanced technologies entry to co-brand service contracts indicator of high levels of post-sales technical competence direct access to program support operations annual audit ensures market recognized capabilities choice of technology investment 2006 cisco systems, inc

50、. all rights reserved.resale programvalue proposition36how do you becomecisco silver certified?there are four elements to becoming silver certified: 1. you can choose between two routes to silver certification: silver specialisation requirementstwo of the following advanced specialisations: advanced

51、 unified communications, advanced routing and switching, advanced security, advanced wlanorexpress unified communications + one of the following advanced specializations: advanced routing and switching, advanced security, advanced wlan 2006 cisco systems, inc. all rights reserved.resale programvalue

52、 proposition37how do you becomecisco silver certified?2. you must have individuals fulfill the relevant roles in whichever specialisations route you have chosen above: certified individuals in specialisationstitleaccount managersystem engineerfield engineerexpress unified communicationscseccda or cc

53、naadvanced routing and switchingcseccdaccnpadvanced unified communicationscseccdaccvpadvanced securitycseccdaccspadvanced wireless lancseccdaccnaccie requirements for certification: silver = 2 ccie can satisfy any technical ccxx specialisation role 2006 cisco systems, inc. all rights reserved.resale

54、 programvalue proposition38how do you becomecisco silver certified?3.you must have the support capability defined below as a minimum: 4.you must participate in ciscos customer satisfaction program csat (new partners: 15 csat responses with required average satisfaction)support requirementstypesilver

55、legal agreementvalid resale agreement or indirect channel partner agreement (icpa) in placedemonstration capabilitydemonstrate one specialization technologycustomer service8x5escalation processrequiredcall back1 hoursupport labsupport lab equipment requirement should be discussed with your camlab pu

56、rchase requirementunified communications specialization onlypre-sales supportrequiredpost sales supportrequirements based on partner support agreement 2006 cisco systems, inc. all rights reserved.resale programvalue proposition39gold certificationtechnology skills depthmaster specialisation master u

57、nified communications master securityadvanced specialisation advanced routing and switching advanced security advanced routing and switching advanced wireless lanexpress specialisation express foundation express unified communicationsentry specialisationsmb specialisationsmb specialisation requirede

58、xpress foundation specialisation required2 qualified specialisations required4 qualified specialisations requiredtechnology skills breadth 2006 cisco systems, inc. all rights reserved.resale programvalue proposition40what do gold partners think?“to grow our business, effectively use our high network

59、ing expertise and sell our added value to customers we decided to cooperate closely with cisco systems as a technology market leader. to fully utilize this cooperation and get market recognition we believe, its worth to keep our cisco gold partner certification status.” 2006 cisco systems, inc. all rights reserved.resale programvalue proposition41what benefits are specificto gold partners? cisco gold certified logo highest allowance on equipment for in-house usage and demonstration capabilities highest competitive pricing can respond to tender requests gold certified partners and above deepe