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Partner Plus Evolving Together to Serve Midsize Customers and Thrive
Cisco Confidential 2 © 2014 Cisco and/or its affiliates. All rights reserved. The Midmarket Opportunity Is Now $55 Billion Midsize: 100–1000 Together, with our Authorised Distributors— we can help you get more 1.4M Companies Products $25b Services $30b
Cisco Confidential 3 © 2014 Cisco and/or its affiliates. All rights reserved. MobilityBig DataCloudIoT Source: Gartner & IDC 2014 report Tablet Sales Up Smartphone Sales Up18%12% 30% Spending Will Grow Surpassing $14B Spending Will Surge Sales Will Reach25% $ 100 B $ 8.9 TRILLION By 2020 Revenue Will Reach With 30B Connected End Points 53% Of CIOs increasing their security budget SECURITY Midsize Customers Are Thinking and Buying Differently
Cisco Confidential 4 © 2014 Cisco and/or its affiliates. All rights reserved. Sales and Marketing Engagement Model Social Networks EngageEducate Old Sales Model Cold Calls Qualify Leads Sales Demos Customers research on-line (web, social media, blogs) Our opportunity is to engage and educate them during the process Customer intelligence and analytics will drive our targeted approach New Sales Model
Cisco Confidential 5 © 2014 Cisco and/or its affiliates. All rights reserved. Improve Employee Productivity Customer Experience Innovation Business Growth Secure and Reliable Efficiencies Continuity, Regulatory, and Compliance Supporting Mobility and BYOD Private, Public and Hybrid Cloud Rapid Deployment of Apps and Services Rapid and Secure Infrastructure Deployments Virtualising Network and Data Center BUSINESS PRIORITIESIT INITIATIVES Business Priorities in the Midmarket
Cisco Confidential 6 © 2014 Cisco and/or its affiliates. All rights reserved. Partner Plus Evolves to Offer You More Partner Plus 2012 Introduction Cisco Introduced Midsize Business Solutions Supporting customer awareness and partner enablement resources What’s New Benefits scale as you grow your midmarket business. Together with our Cisco Authorised Distributors, you get more. Partner Plus 2014 Expansion Increasing Your Potential for Faster Midmarket Growth and Greater Business Profitability Partner Plus 2013 Enhancements Accelerating your Cisco Midmarket Business
Cisco Confidential 7 © 2014 Cisco and/or its affiliates. All rights reserved. The Keys to Faster Growth and Profitability Get your share of the midmarket
Cisco Confidential 8 © 2014 Cisco and/or its affiliates. All rights reserved. Optimise Your Success DRIVE BUSINESS OUTCOMES Business Enablement Marketing and Demand Generation Incentives and Rewards Take Cisco sales training and achieve Cisco specialisations Use sales rep tools Prepare Midmarket Business Plan Target cross/up-sell opportunities Target last day of support opportunities Select the best marketing campaign Demonstrate Cisco solutions Get priority for Cisco co-funding Follow-up leads and prospects from Cisco Use pre-sales technical help Offer the best solution and be the expert with your customer Leverage Midmarket promotions Continue business development to create more leads Motivate and recognise your sales teams Plan Generate Demand Lead Development PitchClose
Cisco Confidential 9 © 2014 Cisco and/or its affiliates. All rights reserved. Your Roadmap for Midmarket Growth Level of Benefits
Cisco Confidential 10 © 2014 Cisco and/or its affiliates. All rights reserved. Partner Plus Aspire 23 1 Partner Plus PrestigePartner Plus Elite BENEFITS TO GROW YOUR BUSINESS Take advantage of Midsize Business Solutions resources available to all Cisco partners, plus: Business Enablement Select training and exams Onboarding support Specific annual Partner Plus event dCloud demonstrations and training Marketing and Demand Generation Cisco partner marketing campaigns and collateral via Partner Marketing Central portal Distribution marketing support Distributor Enablement Program Prioritised for Distributor Enablement program enrollment Partner Plus Aspire Benefits – Distributor Delivered
Cisco Confidential 11 © 2014 Cisco and/or its affiliates. All rights reserved. Partner Plus Aspire 2 3 Partner Plus PrestigePartner Plus Elite 1 Partner Plus Prestige Benefits – Distributor Delivered BENEFITS TO GROW YOUR BUSINESS Take advantage of all Partner Plus Aspire benefits, plus Distributor Service Catalogue offerings Business Enablement Sales Excellence training Architecture & technical training Customer network assessments Dedicated pre-sales support Marketing & Demand Generation Demand generation support Lead generation services Other Distributor Marketing-as- a-Service offerings Marketing training Incentives and Rewards Distribution Service Catalogue offerings Winners’ Circle (limited spaces) (upon achievement of quarterly targets and where offered)
Cisco Confidential 12 © 2014 Cisco and/or its affiliates. All rights reserved. Partner Plus Aspire 3 2 Partner Plus PrestigePartner Plus Elite 1 Partner Plus Elite Benefits – Cisco delivered BENEFITS TO GROW YOUR BUSINESS Take advantage of all Partner Plus Aspire and Partner Plus Prestige benefits, plus: Business Enablement Sales Excellence training Partner Interactive Webinars In-Class training Virtual Engineering Marketing and Demand Generation Demand generation services and support Sales generated leads Joint Marketing Funds Customer Intelligence Sales Collaboration Platform (SCP) Marketing training Incentives and Rewards Products and Services benefits setting Cisco Rewards Virtual Wallet Winners’ Circle
Cisco Confidential 13 © 2014 Cisco and/or its affiliates. All rights reserved. Level of BenefitsAll Cisco PartnersPartner Plus AspirePartner Plus PrestigePartner Plus Elite BUSINESS ENABLEMENT Select training & exams-XX- Midmarket-focused Sales Resources (Sales Excellence on- line training, Customer Conversations Guide, Sales Connect etc.) XXXX Support through Cisco Partner Help or Authorised Distributors XX XX 2 nd level pre-sales support-- X Supported by Cisco Authorised Distributors X Cisco Partner Help Plus Sales Excellence Instructor Led Training (ILT) or Virtual (ILT) -- X V-ILT Smart Business Roadmap (SBR) X ILT MARKETING AND DEMAND GENERATION Marketing support (Resources to assist with planning and execution) -- X Supported by Cisco Authorised Distributors (*) X Marketing Support (Cisco Partner Marketing Manager Resource) Cisco generated leads and prospects with Customer Intelligence -- X (*) Lead generation services -- X Supported by Cisco Authorised Distributors (*) X Support via Partner Demand Centre vendor network Joint Marketing Funds-- X (*) Marketing training-- X(*) (*) Limited availability
Cisco Confidential 14 © 2014 Cisco and/or its affiliates. All rights reserved. Level of BenefitsAll Cisco PartnersPartner Plus AspirePartner Plus PrestigePartner Plus Elite INCENTIVES AND REWARDS Midsize Business Solutions sales promotionsXX XX Cisco Rewards-- X Cisco Winners’ Circle-- X (limited spaces)X Partner Plus Incentives-- X - Prioritisation to Distributor- offered Services (MBO benefit) X - Virtual Wallet for business acceleration (MBO benefit) (*) Limited availability
Cisco Confidential 15 © 2014 Cisco and/or its affiliates. All rights reserved. What Partner Plus Can Do For You “Cisco distribution has allowed us to grow our Cisco business by 400% and the financing programs that they have allow us to engage in much larger deals that we ever would before” Brian Lee, CEO, Forte Systems, United States, Premier Partner “..as a Partner Plus partner we now realize a 35% growth by maximizing our incentives dollars on big bet marketing activities, education and events” Patrick Hempele, Chief Sales & Marketing Officer, Netcloud, Switzerland, Gold Partner “Increased our Cisco business by about 30%. The service revenue growth has been substantially higher at close to 600%.” Simon Jacobson, Head of Marketing, Axonex, United Kingdom, Silver Partner “Datacom Australia grew 37% YoY as a result of Partner Plus and the investment made in this partnership.” Tim Fitzgerald, Business Development Manager, Datacom Systems, Australia,Silver Partner
Cisco Confidential 16 © 2014 Cisco and/or its affiliates. All rights reserved. Together with Our Authorised Distributors Brings Added Value To You Find New Customers Through Stronger Marketing Close Deals Faster with pre-sales Support Increase Margins by Selling Services Earn Valuable Rewards for Achieving Results
Cisco Confidential 17 © 2014 Cisco and/or its affiliates. All rights reserved. Partner Plus Eligibility – EMEAR Partner Plus Aspire Partner Plus Prestige Partner Plus Elite Eligibility Requirements Cisco Status or Certification Level Registered and aboveSelect and abovePremier and above Minimum Annual Cisco Midmarket Revenue Cisco Midmarket Business Plan Not RequiredRequired (Minimum 5% midmarket service sales penetration) $25,000 Small $75,000 Medium $100,000 Large $100,000 Extra Large $300,000 Small $200,000 Medium $250,000 Large $300,000 Extra Large $1,000,000 Maintenance Requirements Required to Maintain Status Through Cisco FY16 in addition to above eligibility requirements — Working with their Distribution Partners, Prestige partners are required to execute marketing demand generation in support of business plan targets and goals Elite partners are required to execute a consistent level of marketing demand generation in support of business plan targets and goals Achieve a minimum of two quarterly target-based product incentive goals or annual target incentive goal
Cisco Confidential 18 © 2014 Cisco and/or its affiliates. All rights reserved. Simple Enrollment Process *Partner Plus Elite and Prestige levels Partner Admin receives and responds to enrollment email invitation Prepare your jointly owned Midmarket Business Plan with your Cisco Rep* Receive your growth targets Complete the Enrollment Questionnaire and agree to the Terms and Conditions FY15 ENROLLMENT PERIOD RUNS SEPTEMBER – DECEMBER 2014 Partner Admin responsible for enrolling company into Partner Program Enrollment (PPE)
Cisco Confidential 19 © 2014 Cisco and/or its affiliates. All rights reserved. Strategic Solution Partners Preferred Solution Partners Solution Partners Solution Partner Program Solution Technology Integrator Learning Partner Program Cloud & Managed Services Global Partner Network Solutions Marketplace Distribution Cisco Partner Ecosystem Partner Plus Certifications Specializations Cisco Services Partner Program Cloud & Managed Services Program Channel Partner Program Gold Premier Select Authorized Tech. Provider Master Advanced Express Offer Your Customers More Partner Plus partners belong to an ecosystem to address every business environment and customer need. Access the Opportunity Realise more business potential than you ever thought possible. Gain the Advantage Broad spectrum increases your portfolio with advanced architectures, solutions, software, and services. Together, with our Authorised Distributors, we can help you get more. Take a step forward with us. Connecting You to a World of Possibilities Partner Plus Certifications Specialisations Cisco Services Partner Program Cloud & Managed Services Program Channel Partner Program Gold Premier Select Authorized Tech. Provider Master AdvancedExpress
Cisco Confidential 20 © 2014 Cisco and/or its affiliates. All rights reserved. Together, We Can Thrive Partner Plus Program Partnership Our greatest asset is working together to increase our potential and grow faster and more profitably. By partnering with our authorised Distributors you get the resources to help you get more of what you need to make your business soar. Customers Guide our customers’ evolution to become technology companies Business Capture market transitions by rapidly adapting to ever-changing conditions Technology Continually improve and innovate to provide best in class solutions
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