1. 6/12/2018
Cisco Live 2014

2. Solution Partner Program Evolution
Cisco Live 2014
6/12/2018
Solution Partner Program Evolution
Arjun Lahiri
Senior Manager, Strategy & Partner Programs
Worldwide Partner Organization

3. Agenda Partner Relationships and Solution Categories Program Benefits
Mainstreaming the Program
Partner Success Stories

4. Cisco Partner Ecosystem
Call to action:

5. Solution Partner Program
Preferred Solution Partner
Strategic Solution Partner
Developer Community
Platform Ready
Compatible
Optimized
Optimized Plus
Solution Categories
By Invitation
Cisco Compatibility
24*7 Support
Complementary
Solution
All agree that we want to provide strong messaging and a descriptor around the set of solutions that Brian Allison is building specializations around.  We want to avoid a specific brand for those solutions until we have more time to rationalize all of the solutions categories that Cisco has today (Industry, Smart, etc..).  Here's our idea of how we can position this:
Cisco is stepping up our investments to make it easier and more profitable for you to sell solutions.  There are 2 types of solution interoperability verification: Ready & Compatible.  These help you know that these 3rd party products do work with Cisco.
Details:
But it doesn’t stop here.  We have 4 other ways to provide you with added value:
1.      A set of these solutions (with the Cisco Compatible Logo) will be included in CVDs which provide you (partners/customers) comprehensive documentation that helps you configure and deploy these solutions with confidence.
2.      A set of solutions are included in SIPs, which provide you (the partner) extra up- front discount to help protect your sales investment.  We look forward to seeing how we can accelerate these solutions in order to increase your sales and profitability.  You can visit the Reseller Corner to find additional solutions that are available for SIP.
3.      Cisco is highlighting a Solutions Showcase within the Marketplace to help you find Featured Solutions that could help you accelerate success.
4.      Finally, we will build a new specialization around a select set of Featured Solutions (5 in total) where there is significant partner demand.  For this set of Featured Solutions,  Cisco has co-invested with the solution partners around training, messaging, joint support, and GTM activities.  We will also provide  additional pricing benefits to the specialized channel partner by increasing the SIP discount. 
What are the key attributes to consider for Featured Solutions:   
·        CVD typically exists
·        Strong Customer Demand
·        BE sponsorship
·        Joint investment with support, GTM
·        Accelerated a key architecture that we want to drive globally

6. Partner Relationships

7. Benefits to Build and Test Solutions Other Benefits
Access to DevNet SDK’s, API’s, Tech Docs, Communities and Community-based Support
Solution Partner
Relationship Logo
Marketplace
Virtual Sandboxes
Partner Central, Marketing Central, and Go-To-Market Resource Center
Agent-based Case Support
There are some services that are not advertised eg written case studies, videos, etc….we connect them to Cisco approved vendors
The Solution Partner Program provides a variety of sales and marketing resources to help you promote and sell your solution(s), including the following:
Partner Marketing Central for campaigns, events and full service marketing options
Marketing Velocity: best practices, guides, and cheat sheets. Also includes in-person and virtual events where high level trends in marketing, are discussed and ideas for being on the leading edge of new solutions and ways of doing things.
Selling and Marketing resources including press release templates, case studies, access to technical and sales enablement webinars, relationship logos, Marketplace banners and more
Significant discounts on Cisco hardware and software through the Not for Resale (NFR) program. This enables you to set up a lab environment, a customer demo, or product training system for your employees.
The go-to-market resource center: a step-by step methodology for creating a Go-To-Market plan for your solution(s)
Other marketing support includes:
The Solution Incentive Program (SIP) which provides deal registration and other financial incentives for channel partners. Getting your solution(s) SIP approved, makes them more attractive to channel partners. Add SIP approval to the Cisco Compatible solution for a winning combination.
Partner FIRST, which provides early access to technical training and documentation prior to a new product launch
And access to high-touch GTM services, typically fee-based, that you can discuss with your business manager. Many partners look for guidance in developing a quality GTM plan; you will contract with an experienced, quality consultant that works with you to create a customized GTM plan.
Not for Resale (NFR) Program
Business and Technical Webinars

8. Benefits to Build and Test Solutions Other Benefits
All Previous Tier Benefits
Preferred Solution Partner Relationship Logo
Greater Access to Dedicated Virtual Sandboxes
Preferred Placement in Marketplace
Increased Number of Agent-based Case Support
Opportunity for Solution Incentive Program (SIP) Eligibility
PartnerFIRST
Cisco Event Sponsorship Opportunities including World of Solutions
Increased Presence In Cisco Marketplace
Access to Cisco approved PR templates
Partner Marketing Central for campaigns, events and full service marketing options
Marketing Velocity: best practices, guides, and cheat sheets. Also includes in-person and virtual events where high level trends in marketing, are discussed and ideas for being on the leading edge of new solutions and ways of doing things.
Selling and Marketing resources including press release templates, case studies, access to technical and sales enablement webinars, relationship logos, Marketplace banners and more
Significant discounts on Cisco hardware and software through the Not for Resale (NFR) program. This enables you to set up a lab environment, a customer demo, or product training system for your employees.
The go-to-market resource center: a step-by step methodology for creating a Go-To-Market plan for your solution(s)
Other marketing support includes:
The Solution Incentive Program (SIP) which provides deal registration and other financial incentives for channel partners. Getting your solution(s) SIP approved, makes them more attractive to channel partners. Add SIP approval to the Cisco Compatible solution for a winning combination.
Partner FIRST, which provides early access to technical training and documentation prior to a new product launch
And access to high-touch GTM services, typically fee-based, that you can discuss with your business manager. Many partners look for guidance in developing a quality GTM plan; you will contract with an experienced, quality consultant that works with you to create a customized GTM plan.
Cisco Event Sponsorship
Opportunities and Access to PR Templates

9. Benefits to Build and Test Solutions Other Benefits
Strategic Solution Partner Relationship Logo
All Previous Tier Benefits
Cisco Architecture Strategy Influence
Assigned Partner Manager and Customized Business Planning
Assigned Engineering, Marketing, Services and Sales Resources
Access to Cisco Executive Forums
Partner Marketing Central for campaigns, events and full service marketing options
Marketing Velocity: best practices, guides, and cheat sheets. Also includes in-person and virtual events where high level trends in marketing, are discussed and ideas for being on the leading edge of new solutions and ways of doing things.
Selling and Marketing resources including press release templates, case studies, access to technical and sales enablement webinars, relationship logos, Marketplace banners and more
Significant discounts on Cisco hardware and software through the Not for Resale (NFR) program. This enables you to set up a lab environment, a customer demo, or product training system for your employees.
The go-to-market resource center: a step-by step methodology for creating a Go-To-Market plan for your solution(s)
Other marketing support includes:
The Solution Incentive Program (SIP) which provides deal registration and other financial incentives for channel partners. Getting your solution(s) SIP approved, makes them more attractive to channel partners. Add SIP approval to the Cisco Compatible solution for a winning combination.
Partner FIRST, which provides early access to technical training and documentation prior to a new product launch
And access to high-touch GTM services, typically fee-based, that you can discuss with your business manager. Many partners look for guidance in developing a quality GTM plan; you will contract with an experienced, quality consultant that works with you to create a customized GTM plan.

10. Solution Categories

11. Platform Ready * Commercially Available Product
Meets Published Cisco Interoperability Requirements
Platform Ready *
8/5 Support
Solution Partner Program membership provides additional technical resources:
This includes access to Interoperability Verification Testing (IVT) that allows you to demonstrate the interoperability of your application software or hardware with Cisco technologies.
Cisco Validated Designs (CVDs), which provide the foundation for systems design based on common use cases or current engineering system priorities. Each one has been comprehensively tested and documented by Cisco.
Once your solution has successfully passed IVT or appears in a CVD, it qualifies use of the Cisco Compatible ingredient logo. You can then promote it as “Cisco Compatible” and carry the applicable logo.
Channel Partners and customers are given the purchasing confidence of knowing the solution they are purchasing has been certified by the 14th most recognized brand in the world.
Over 100K businesses around the world are Cisco customers, so this recognition is a huge benefit for your company.
* Redefinition underway

12. Interoperability Verification Testing (IVT) or Cisco Validated Designs (CVD)
Compatible
24/7 Support
Solution Partner Program membership provides additional technical resources:
This includes access to Interoperability Verification Testing (IVT) that allows you to demonstrate the interoperability of your application software or hardware with Cisco technologies.
Cisco Validated Designs (CVDs), which provide the foundation for systems design based on common use cases or current engineering system priorities. Each one has been comprehensively tested and documented by Cisco.
Once your solution has successfully passed IVT or appears in a CVD, it qualifies use of the Cisco Compatible ingredient logo. You can then promote it as “Cisco Compatible” and carry the applicable logo.
Channel Partners and customers are given the purchasing confidence of knowing the solution they are purchasing has been certified by the 14th most recognized brand in the world.
Over 100K businesses around the world are Cisco customers, so this recognition is a huge benefit for your company.

13. Optimized Optimized Plus
Current Cisco Compatibility
Aligned to Cisco Strategic Direction
Solutions Showcase presence
SIP Eligible
Optimized
Meets all Optimized Criteria Plus:
Aligned to New Solution Specializations:
FlexPod, Desktop Virtualization, Vblock/VSPEX, Enterprise Mobility and TeleHealth
SIP Plus Eligible
Optimized
Plus
Solution Partner Program membership provides additional technical resources:
This includes access to Interoperability Verification Testing (IVT) that allows you to demonstrate the interoperability of your application software or hardware with Cisco technologies.
Cisco Validated Designs (CVDs), which provide the foundation for systems design based on common use cases or current engineering system priorities. Each one has been comprehensively tested and documented by Cisco.
Once your solution has successfully passed IVT or appears in a CVD, it qualifies use of the Cisco Compatible ingredient logo. You can then promote it as “Cisco Compatible” and carry the applicable logo.
Channel Partners and customers are given the purchasing confidence of knowing the solution they are purchasing has been certified by the 14th most recognized brand in the world.
Over 100K businesses around the world are Cisco customers, so this recognition is a huge benefit for your company.

14. Solution Specializations
Cisco Practice
Ecosystem Practice
Cross Architecture and Ecosystem Enablement
SIP +
Solution Specializations Today
Desktop Virtualization
FlexPod
Vblock / VSPEX
Enterprise Mobility
TeleHealth ATP
Business Solutions of Tomorrow
Big Data | Omni Channel | IoT
Find apps that run on these Soln Spezns, differentiate yourself
Customers/ field ask – who’s best in supplying Converged Infra. Partners who are competent in delivering it
You bring apps that take it to a diff level.
SLIDE ANIMATION NOTES:
NO BUILD
TALK TRACK NOTES
SIP+ / Prepackaged SIPs
Importance / level of investment = additional kicker to make these richer in terms of discount
Our ecosystem partners are investing in rewards as well
NOTE: SIP reward is available for ALL prepackaged solutions
Competency / rewards / branding (importance of differentiation) – Accelerator framework rolls into specialization (keep Premium Partner brand – flexpod)

15. Cisco Live 2014
6/12/2018
Q&A

16. Mainstreaming Solution Partner Program
Cisco Live 2014
6/12/2018
Mainstreaming Solution Partner Program

17. Solution Incentive Program (SIP)
Incentive for channel partners to develop and sell solutions
Integrated ecosystem solutions using Cisco technology
Offers deal protection and opportunities for higher profitability
Deal registration program
Establish competitive differentiation
Cisco Products (Maximum 80%)
3rd Party Solution(s)
3rd Party HW/SW Services
CISCO-BASED SOLUTION

18. Single Deal Registration Program
Coming Q2 / Q3 FY15
Program designed to automatically award all applicable discounts and promos
Based on partner value add
Stackable rewards
Differential discount
Hunting
Teaming
Solutions
New Accounts
Assessments
Migrations

19. 97%
of consumers use internet research
solution partners promoting solutions
700+
daily visitors to cisco.com finding you and your solution
2000+
Marketplace
of monthly unique MP Solutions Catalog visitors
100s
Data indicates that approx. 97% of consumers use the Internet to research products or services in their local area, and your customers are no different.
Over 700 partner companies are already experiencing the benefits of having their solutions shared on Cisco Marketplace.
Cisco Marketplace Solutions Catalog can help XXX customers and XXX channel partners find you and your solutions .
For Channel Partners, the Global Partner Network, helps them respond to customers outside of their coverage area
And, if you are offering cloud-based solutions, you can utilize the Cloud and Managed Services network within Cisco Marketplace.
Marketplace storefronts
1500

20. Promote your solutions and connect with customers and channel partners, generating leads and accelerating sales
Showcase Solutions
Generate Leads
Marketplace
Accelerate Sales
Expand Online Marketing and Sales Channels
One you have built, tested, and certified your solution, Cisco believes your innovation should be promoted. That’s why we’ve given you a platform to share your “ready for market” solution - Cisco Marketplace Solutions Catalog.
Let’s talk about the benefits of Cisco Marketplace, as part of membership in the Solution Partner Program.
A huge part of what makes the IoE successful is the ability to share your innovation. This is where Cisco Marketplace comes in. It is a virtual hub for you to expand online marketing and sales channels. Showcase your solutions. Generate leads. Accelerate sales.
Cisco Marketplace is focused on giving solution partner companies a platform to spread their ideas by bringing together customers, cloud providers, solution partners, and resellers.
Using the Marketplace Solutions Catalog, customers can easily search for solutions by keywords, technology or industry
The Channel Partner Corner provides channel partners with a pre-filtered list of ALL SIP-approved solutions.
You can connect with Cisco Cloud Partners for your public, private or hybrid cloud requirements

21. Solutions Showcase DIGITAL PLATFORM FOR “OPTIMIZED” SOLUTIONS
Cisco Compatible
SIP Approved
DIGITAL PLATFORM FOR “OPTIMIZED” SOLUTIONS
Visit Solutions Showcase at

22. Channel Partner Corner
EASY SIP Search
RECENT CHANGES
Pre-populated SIP templates for Channel Partners
Tiering does matter

23. Solution Partners and Marketplace Announced at PS2014

24. Digital Experience Enhancements
Cisco Live 2014
6/12/2018
Digital Experience Enhancements
Key Partner Resources at your fingertips
Stay Current “Around the Solution Partner Program”
Quick Access to DevNet
Easy Navigation
Continuous Program Updates
Key Documents and Links

25. Resources for You. Solution Partner Program Marketplace
Technical Support
Education and Training
GTM Planning
Solutions Showcase
Virtual Sandboxes
Easy Go-To-Market
SDKs/APIs
Marketing and Sales Enablement
Demo and Lab System Discounts
Solution Partner Program
Marketplace
As a whole, you get the technical, marketing, and sales resources required to bring a product to market.
Your developers and our tools
Your company and Cisco
Together, we have access to 60,000 channel partners and 100,000 customers.
Resources for You.

26. Cisco Live 2014
6/12/2018
Q&A

27. We Want Your Feedback on Our Website
15 minute 1:1 meets at DevNet Zone (2PM – 5PM)
Conduct use case scenarios
LOOKING FOR A FEW PARTICIPANTS TO:
Niels Nelson | Spencer Smith
$20 Starbucks gift card for first 20 participants

28. Partner Success Stories
Cisco Live 2014
6/12/2018
Partner Success Stories
Marcia Harlow

29. Solution Partner Panelists
Robert Minaglia
VP, Global Partners and Channel
Partner Since 2010
Jabari Norton
Sr. Director, WW Alliances
Partner Since 2012
Cynthia Bogolub
Director, Global Alliances
Partner Since 2013

30. Cisco Live 2014
6/12/2018