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© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 1 2010 년 12 월 16 일 FY11 Cisco Partner Update.

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Presentation on theme: "© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 1 2010 년 12 월 16 일 FY11 Cisco Partner Update."— Presentation transcript:

1 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 1 2010 년 12 월 16 일 FY11 Cisco Partner Update

2 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 2 Korea Organization Structure (FY’11) GM Bum-Coo Cho Industry Youn-Gwi Jeong MSO Chang Seop Kim LGT Jong Soo Kim BDM Team Enterprise Il-Gwon Shon SP Jae Hyung Jin Transformation Chris Yang SE Il Yong Seong Ops & Strategy Won Kyun Cho FSI Chang Ho Kang Public Sun Mok Son Government Se Jin Kim Vertical Han Seok Lim IFEZ Sun Mok Son Metro Sang Bong Nam Branch Won Young Kim Commercial Hee Beom Park Managed Service Mid-Ent Chung Chae Cho S + CC Channel Kyeong Deog Kim SEC, HMC (Global) ECO Partners Marketing/PR Finance HR Capital IBSG CA/AS/TS J W Kim WPR / Legal KT (CD) Jae Duck Ahn SKT (CD) Joong Wan Shin Architecture (APAC) Data Center Collaboration Borderless Network

3 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 3 Partner Interactions Partner’s Customers Cisco Experts End Users Sales Services Channel Services Marketing Services Business Advisory Technical Services Training Business Intelligence Incentives Quoting & Ordering PRM My Cisco Portal Virtual Concierg e Click to Chat TelePresence Face to Face WebEx Desktop & Phon e App Scaling the Expert Organization Improve Collaboration… High Availability of Cisco Team… To Support Your Sales Teams!

4 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 4 JH Shim James NahJY ChoJK Kang DI Kim 박선영 KJ 왕미정 이혜원 SB 안병설 SM Philip Park 이원희 KJ 김민권 BJ 유고명 SB 변재형 BJ 박민욱 CJ 류기훈 CJ Ted Nam 이광섭 CJ 서길영 CJ 서상진 CJ 정정례 KJ 양혜경 DR 임혜정 KJ 이경준 KJ 김능환 GJ Metro : Tier 1 City Distribution WO Kim 박성덕 SB 서혜선 BJ 조대식 BJ 변경록 BJ 김양미 최웅석 CJ 박찬량 CJ 안혁 BJ 송은정 KJ 백승록 GJ Branch : Tier 2 City Daejeon Daegu Gwangju Busan 김용남 DR 신준섭 김춘이 DR 김태훈 TJ 이동열 BJ New Partner-Led Structure

5 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 5 Exclusive training Reduced cost of Sale through Business Intelligence Priority Access to Manage ment & facilities accelerating Sales Priority Access to Manage ment & facilities accelerating Sales Exclusive access to AG platform, performance reports & Marketing content Exclusive access to AG platform, performance reports & Marketing content Rewards for top performing PAMs & OIPD for AG Partners Rewards for top performing PAMs & OIPD for AG Partners Engagement & Commun ication Prospects Sales Training Sales Tools & Marketing Recognition Partner Avant Garde : What in it for your!!

6 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 6 Geographical Diversity U.S. & Canada 2,762 Europe3, 613 Asia Pacific 2,149 Japan 564 Emerging 3,403 12,610 certified Partners across globe

7 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 7 Cisco Korea Partner Status (FY’11 Beginning) Technology Depth Premier Reseller (66) Premier Reseller (66) Select Reseller (53) Select Reseller (53) Registered Reseller (620) Registered Reseller (620) Gold (18) Silver (6) Premier Select Register Gold SI (14) AUTOEVER COMTEC DATACRAFT KOREA FUJITSU KOREA IBM KOREA ICENT INNET INSUNG LG N-SYS RINGNET SAMSUNG SDS SICC SNET YOUNGWOO DIGITAL Gold Reseller (4) HIT KDC KT NETWORKS JINDOO I.S Silver SI (4) AIRQUAY ECS TELECOM HUNEED POSCO ICT Silver Reseller (2) UNNET SEOUL COMMTECH Distributor(3) SK Networks, Inetbank, Youngwoo SNN

8 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 8 Direct VARs, Systems Integrators Distributors Customers Reseller Cisco Channel Route

9 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 9 My Cisco 제공 정보 url: www.cisco.com/go/mycisco

10 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 10 Cisco Partner Bulletin( 시스코 파트너 게시판 ) url: www.networkers-seoul.com/channelbbs/www.networkers-seoul.com/channelbbs/ ID : cisco PW: partner 현재 시스코 채널에서 진행되는 모든 프로그램 / 공지 / 프로모션 업데이트

11 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 11 Cisco Partner Bulletin( 시스코 파트너 게시판 )

12 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 12 파트너 센트럴 - 한국어 자료실 www.cisco.com/kr/partners

13 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 13 파트너를 위한 월간 시스코 업데이트 웹 세미나 매월 첫째 주 금요일, 오전 10 시 ~11 시 [ 이후 시스코 파트너 세미나 일정 ]

14 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 14 파트너 툴 파트너 프로그 램 프로세스 프로그램 교육 프로모션 PEC 인센티브 프 로그램 기타 Proactive Engagement 리포트 1.Cisco Channel Operation 2.Single PoC for Channels – Product & Service cases 1.Cisco Channel Operation 2.Single PoC for Channels – Product & Service cases CSG ( Channel Specialist Group ) 1. 파트너 운영 지원팀 2. 원스톱 비즈니스 지원 한국 전담지원팀 : csg-kr@cisco.comcsg-kr@cisco.com 080-377-0880 한국어무료전화

15 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 15  현재까지 CBC 진행내역 -2007 년 4 월 이후, 약 1200 번의 브리핑 진행 - 약 5,000 명 고객 참석 시스코의 다양한 AT (Advanced Technology) 솔루션을 직접 체험할 수 있는 데모 센터가 새롭게 꾸며 집니다.  CBC 의 새 단장 - 인천도시 축전 소개 솔루션 추가 - Real Estate & Healthcare, Virtual Concierge - 본사연동 - EBC Virtual Demo, Business Video Demo Center -UCS (Unified Computing System) 추가 고객을 위한 CBC 지원

16 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 16 Cisco Capital as Platform to Transform Customer Experience SOURCE: Services Portfolio Council Loan Leasing, Svc financing Project financing, Service financing New Business Model (Utility, Revenue sharing, Build to Grow) Financing offer is optional. Financial proposal become must. One account plan, Integrated offer

17 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 17 NFR ( Not for Resale)  Eligible Partners:Certified Partner (Gold, Silver, Premier, Select, Registered**) Specialize Partners Authorized Distributors  Technology : All Technologies  Proposed discounts: Special DC (Contact Distributor)  Eligible products : All products in GPL excludes ATP, Services and Refurbish product  Registered** partners can only purchase NFR for demo lab equipment to meet specialization requirements  Note: ATP partners are not eligible at this moment

18 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 18 NORMAL DISTRIBUTION SALES PATH AM Receives Bookings Credit Cisco Ships Distribution vs. CBN AM Partner Creates oppty or Registers a deal Build quote Creates & Approves DART Places order & auto-approved Cisco ships DART approver Post-Sales PoS Commission AM Partner CAM Disti ORDER BOOKED Disti stock ful fillment CBN Sales Path 1 Commission Communicate Deal summary Places order & CS validates Cisco ships Post-Sales Cisco Ships AM Receives Bookings Credit Sales Out Repor t Metrics Business Contr ols DVAD ORDER BOOKED CAM AM 2 CBN SALES PATH

19 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 19 CBN Split Deals  CBN Split Deals will be made available on May 17 th, 2010.  This means that one single deal id can be used for both CBN and DART(POS).  Cisco Commerce Workspace will be enhanced to allow Distis to select the product lines which will be fulfilled via CBN.  The selected CBN lines will still need to meet the CBN threshold of minimum US$100K.  Disti will need to request for DART for the lines not flagged as CBN via the current as-is process for DART. Overview

20 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 20 Connect Rewards https://www.cisco-connectrewards.com/

21 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 21 Channel Incentive Program

22 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 22 OIP (Opportunity Incentive Program) 개요  OIP 는 시스코에 알려지지 않은 새로운 비즈니스 기회 (Opportunity) 를 발굴, 개발한 파트너에 제공하는 프로모션입니다.  본 프로그램은 1. 새로운 비즈니스 기회를 발굴한 파트너를 보호하고 2. 거래를 성사시킨 파트너에게 보상을 제공하기 위해 3. 프로그램 요건에 해당하는 Deal 을 등록한 파트너에게 추가 할인을 제공합니다.

23 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 23 OIP 및 OIPD 구분 OIP – Non Named Account OIPD – Named Accounts OIPD For Avant Garde Target Market Commercial – Non Named Accounts * Exclude Government Enterprise & Service Provider – Named Accounts * Include Government Commercial acquire Acco unts (as reflected in the Ava nt Garde tool) Partner Eligibility Certified Partners (include SELECT) Premier and above only (exclude SELECT) Certified Partners (include SELECT) Eligible Cisco ProductsAll Cisco products Approved Deal Availability Window Valid 3 monthsValid 6 months End Customer Eligibility Non-forecasted Non named Commercial accounts Non-forecasted Named accounts or Deal Size, documents (presale, BOM, project plan etc) required Non-forecasted Opportunities. Acquire Accounts, documents (presal e, BOM, project plan etc) required Incentive Model upfront discount Minimum Deal SizeMin US$5K List

24 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 24 차세대 VIP16 (Value Incentive Program) VIP 는 Cisco 및 Cisco 채널 파트너 프로그램 진화와 더불어 적격한 아 키텍처 범주 내의 Advanced 솔루션을 판매하는 파트너를 대상으로 한 혜택을 지속적으로 발전 및 확대하고 있음  비즈니스 혁신을 주도하는 아키텍처  최대 22% 까지 Rebate UC -> 협업 (Collaboration) DC -> 가상화 (Virtualization) 보안, 무선 -> 무경계 (Borderless Network)

25 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 25 Incentive for VIP Partner NameTotal Amount ( $ ) AHNLAB, INC44,988 UNNET SYSTEMS INC18,717 JANG INTERACTIVE INC16,475 INFOSEC15,159 SHINSEGAE IC14,678

26 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 26 PDF (Partner Development Fund) 1.PDF(Partner Development Program) 란 ? 중소기업 또는 커머셜 시장을 대상으로 비즈니스를 하는 파트너 사의 수 익 증대를 위해 만들어진 종합적인 프로그램 2. 프로그램 기간 : 2010 년 8 월 1 일 ~ 2011 년 7 월 30 일 3. 프로그램 등록 기간 : FY11 4. 프로그램 대상 파트너 : 각 Track 별로 대상 파트너 요건을 만족할 경우, 해당 Track 에 대해 등록이 가능 5. 등록 방법 : 하기 url 에서 해당 Track 을 선택하여 등록 www.cisco.com/go/ppewww.cisco.com/go/ppe

27 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 27 PDF (Partner Development Fund) 트랙 SB PDF Cash Back PDF Cash Back Accelerator (Invitation 만 해당 ) PDF PlusPDF Commercial UC 하위트랙해당 없음 PDF Plus VIP 파트너 EUCBE 대상 SKU SBTG Traditional Cisco SBTG Traditional Cisco SBTG Traditional Cisco SBTG IP 폰 ISR G2 Gateways CUCME CUMCBE 대상 파트너 등록 파트너 DMR, Ecomm, SP SB Specialization 보유 파트너 또는 Express Foundation Specialization 보유 파트너 SB Specialization 보유 파트너 또는 Express Foundation VIP 등록 파트너 EUC Specializati on 보유 파트너 공인 BE 파트너 리베이트 5% SBTG Tier A: 10% SBTG Tier B & Traditional: 5% SBTG A 등급 : 10% SBTG B 등급 : 5% 10% A 등급 : 16% B 등급 : 10% 최소 한도 300 달러 5,000 달러 300 달러 1,000 달러 최대 한도 5,000 달러 250,000 달러 50,000 달러 125,000 달러

28 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 28 Incentive for PDF partner name PARTNER PA YOUT ( $ ) ACE NET68,377 I NET BUILDER67,784 TAE KWANG NETWORK INFO CO LTD61,761 ISONET50,636 UGENT CO.,LTD48,229

29 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 29 Q2 Fast Track 2 Accelerator SBTG - Managed Switch + Security Appliance @ 10% discount SRW2024-K9 SRW2024P-K9 SRW224G4-K9 SRW224G4P-K9 SRW2024 SRW2024P SRW224G4 SRW224G4P SA520-K9 SA520W-K9 SA540-K9 SA520-WEB-BUN3-K9 SA520-GW25-BUN3-K9 SA520W-WEB-BUN3-K9 NEW 300 Series Old SRW Series Security

30 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 30 Q2 Fast Track 2 Accelerator 2K, 3K Switches, 1900 ISRs @ 5% discount WS-C2960S-24TS-L WS-C2960S-24PS-L WS-C2960-24TT-L WS-C2960-24PC-L WS-C2960-24TC-L WS-C2960-8TC-L WS-C2960G-8TC-L WS-C3560G-24PS-S WS-C3560G-24TS-S WS-C3560-8PC-S WS-C3750G-24TS-S1U WS-C3750G-24PS-S WS-C3750G-12S-S WS-C3750G-12S-E CISCO1941/K9 CISCO1941-SEC/K9

31 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 31 Q2 Cash Now Buy 3, get the 4 th one FREE Access Points WAP4410N AIR-AP1142N-x-K9 AIR-AP1242AG-x-K9 Video Surveillance WVC2300

32 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 32 Small Business Communicate Secure Connect Broadest Portfolio of Product s and Solutions for Small Business AllscriptsCRMMitchell1 Timecard View FirewallAnti-Virus Security/UTM Anti-Spam VPN Unified Communications Storage

33 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 33 Small Business As of Dec. 2010

34 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 34

35 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 35 Q & A

36 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 36 Portfolio of Specializations Express Specialization UC / Foundation Advanced Specialization UC / Security / Routing & Switching / Wireless LAN / Data Center Network Infrastructure / Data Center Storage Networking Ability to Deliver Technology Depth Master Specialization UC / Security Sales, Technical and Lifecycle Services Entry Specialization SMB Specialization URL: http://www.cisco.com/web/partners/program/specializations/index.html

37 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 37 Certification Portfolio Integrated Technology Breadth Adv. R&S Adv. WLAN Adv. Sec. Adv. UC 4 CCIE’s Gold Any two Adv. Any Adv. * + Exp. UC 2 CCIE’s Silver Express Foundation Premier Technology Depth Master Security UC SMB Spezn. Select New Certification URL: http://www.cisco.com/web/partners/pr11/pr8/partners_pgm_category_page.html

38 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 38 TAP - Trade-in Incentive 프로그램 TMP (Technology Migration Program ) TAP (Trade-in Accelerator Program) 보상 판매 프로그램 시스코 제품 / 경쟁사 제품 Upfront Discount /Credits TMP 연장선 상의 프로그램 Backend Rebates (based on TMP credits amount & returns) 6-month Period

39 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 39 Requirements to Enroll and be Approved in TAP 대상 파트너 Cisco Gold, Silver, Premier or Select certified throughout entire program period 장비 반환 요건 파트너는 프로그램 기간에 Booking 된 제품에 대해 TMP 에 등록된 보상 판매 장비를 반환해야 함 최소 85% 의 보상 판매 장비를 반환해야 함 기간중에 Booking 되어야 하는 최소 보상 판매 Credit  $25K TMP credits Rebate 금액  총 보상 판매 Credit 의 10% 를 리베이트로 제공 TAP 프로그램 내용

40 © 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 40 ATP & APP Status Category ATP Partners Partner Name Collaboration ATP-UCCEINSUNG, ECS TELECOM, GS NEOTEK, BUTTLE INFORMATION ATP-TLP DCK, FUJITSU, IBM, ORANGE, BT, HUNEED, RINGNET, SNET, INSUNG, ECS TELECOM, LG N-SYS, COMTEC ATP-CVPINSUNG, ECS TELECOM, GS NEOTEK WebExBSG, UCWare, INNET, INSUNG, RINGNET,SNET VirtualizationATP-UCSYOUNGWOO DIGITAL, LG N-SYS, DCK BN ATP-OWMAIRQUAY, RINGNET, TONEZ ATP-VSINSUNG, SO-NET, COMTEC, SNET, FUJITSU ET ATP-IPICSINSUNG,ICENT APP-DMSCOMTEC, INSUNG, ICENT, SMT&C ASPVPP (a.k.a SA VPI) KCC, DAEYOU, U-TIER LG N-SYS, RINGNET, NAWOO KOREA, ICENT, SCG SOLUTIONS


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