1. Cisco Quick Hit Briefing
Welcome to Cisco's FY15 - What You Need to Know
Connect using the audio conference box or by calling into the meeting:
Toll-Free: (866)
Enter Meeting ID:
Press “1” to join the conference.
Brian J. Avery, Territory Business Manager Cisco Systems

2. Welcome and Agenda Introduction What is a Quick Hit Briefing
Welcome to Cisco’s Fiscal Year 2015
New Certifications and Changes for FY15
Program and Promotions Update
Partner Plus FY15
Cisco Capital Offers for FY15
Q&A
Brian J Avery
Territory Business Manager Florida Territory Commercial
Priors:
Cisco Sales and Channels (9 yrs)
President and CEO (6 yrs) Cisco Premier Partner
Director of Sales (2 yrs) Cisco Silver Partner
Financial Analyst (7 yrs) Sprint Corporation

3. What Is a Quick Hit Briefing?
A weekly partner briefing series designed for Cisco Commercial Territory partners
Concise, relevant updates on:
Cisco products and solutions
Partner programs and promotions
Partner Enablement – Demand Generation, Selling Skills, Closing Tools, etc.
Next Quick Hit Briefing
Beat the Competition - Collaboration Competitor Update
Thursday Aug 21st, 2014 at 9:30 ET
Check for registration links and replays

4. Welcome to Cisco’s FY15!

5. Leverage Cisco Certifications and Specializations

6. Cisco Partner Relationship Levels
Certified Partner Benefits
Increased Profitability
Deal Registration!
Marketing Support
Partner Support
Product access
Gold
Silver
Premier
Select
Registered
Certified
Partners
Explain how Cisco sales teams are segmented by customer type and size – Small Business is a part of Commercial.

7. Cisco Partner Relationship Levels
80% (of the 80%)
Cisco FY14 Commercial Revenue
80%
Cisco FY14 Commercial Revenue
Cisco Partner Relationship Levels
Partner Type
# of US Partners
Gold
151
Silver 37
Premier
717
Select
1,708
Registered
12,986
Total
15,599
Less than 1% of US Partners are DVARs!
Explain how Cisco sales teams are segmented by customer type and size – Small Business is a part of Commercial.

8. Channel Partner Program – Key Changes
Evolution of our Certifications
New hybrid IT requirements for Gold and Premier
Business Value Practitioner for Gold Partners
More paths to become Premier and Select
Retirement of Silver
Enhancement of Specializations
New Solution and Master Specializations
Modular design and electives
Updated Architectures (New Security and Enterprise Networks)
Enriched Incentives
Enhanced solution incentives
New incentives for hybrid IT
Single deal registration process

9. Making the Transition
Whether you are a provider or a reseller, Cisco Powered is the industry standard for Enterprise class cloud for:
faster time to value
assured performance
and continuous innovation
If you want to provide Cloud services
Tap into the large sales force of cloud resellers – as Gold and Premier partners migrate to hybrid IT – for expanded customer reach and faster time to market
We give incentives to resellers to drive demand for you
Grow your profitability with reduced marketing and sales costs with the Cisco Powered brand
If you want to resell Cloud services…
It’s quick and it’s easy. You can start now with our rich portfolio
We help you with incentives, resources, and enablement
We connect you with cloud providers

10. Evolution of Gold Certification – Requirements and Benefits
Breadth of Expertise
New Requirements
Benefits
Four Cisco advanced architecture specializations
New, mandatory Enterprise Networking and Security Specialization.
Build on your architectural strength and expand your market reach.
Four Cisco cloud or Cisco Powered cloud and managed service offers, in your resale business and/or as a provider, which must include at least:
One Cisco Powered cloud service or Cisco cloud service, and
One Cisco Powered managed service or Partner-created Cisco based managed service.
Be recognized for offering hybrid IT and meeting a broader set of customer needs.
Gain recognition with Cisco sales teams.
Expand conversations with new lines of business and offer business outcome driven solutions.
Four CCIEs plus one Business Value Practitioner.
CSAT 30 surveys, without needing to meet a region score target. Low score follow-up will still be required.
Enjoy a simplified CSAT process.

11. Evolution of Premier Certification – Requirements and Benefits
Breadth of Expertise
New Requirements
Benefits
At least one Cisco Powered cloud service, Cisco cloud service, Cisco Powered managed service, or Cisco based managed service.
Be recognized for providing or reselling hybrid IT and offering business results oriented solutions.
An Express Collaboration or Express Foundation Specialization. Or any Cisco Advanced Specialization.
Take advantage of more choices to reach a larger market and earn recurring revenue.
A minimum of 10 CSAT surveys without needing to meet a region score target. Low score follow-up will still be required.
Enjoy a simplified CSAT process
Gain recognition with Cisco sales teams.

12. Cisco Cloud and Managed Services - Options for Partners
Cisco Cloud Services
Cisco Powered Managed Services
Cisco Cloud Web Security (ScanSafe)
WebEx
Meraki
Collaboration
Connectivity
Data Center
Security
Business Communication
Internet Service
TelePresence Network Connection (TPNC)
Managed Security
IP Trunking
Unified Contract Center
Metro Ethernet
Business Video
MPLS VPN
Application Performance Management (APM)
Service Provider
Wi-Fi
Cisco Powered Cloud Services
An offer where the key feature or service is provided on Cisco device(s) or a network-based service is built on Cisco infrastructure
HCS
For CC
Requirement 1
HCS
TPaaS
IaaS
DaaS
DRaaS
HCS for Contact Center
TelePresence as a Service
Infrastructure as a Service
Desktop as a Service
Disaster Recovery as a Service
A service that includes the proactive monitoring or management of Cisco equipment owned or leased by the customer (Cisco endpoints or customer premises equipment)
Hosted Collaboration Solution
Requirement 2

13. Evolution of Select Certification – Requirements and Benefits
Breadth of Expertise
New Requirements
Benefits
Become Select Certified with any Express (or higher) Specialization, including:
SMB Specialization and
New Express Security specialization
Have more choices to become Select certified.
Grow your business in your target market.
Gain recognition with Cisco sales teams.

14. Retirement of Silver Certification
To be retired in next 24 months
Breadth of Expertise
Overview
Action
The Silver Certification retires on April 1, You can choose to:
Earn more credibility and expertise through the new Gold certification which demonstrates a wide breadth of knowledge across technologies, or
Build your hybrid/IT business to expand into new markets and earn more incentives.
Build upon your core expertise by evolving to Master Specialization which demonstrates the deepest level of your architecture and technology expertise.
Become Master Specialized for better incentives and stronger brand recognition.
The new rules will be phased in as new specializations become available in the second half of 2014.
Maintain your Silver Certification with current requirements while you are evolving to Gold or Master during the 24 month transition period.

15. Specialization Evolution
Overview
Stand out from the crowd. Use the best and most comprehensive specialization program in the industry. Choose the specializations that best align to your business strategy. And enjoy a higher level of incentive rewards.
Two new Master Specializations: SP Technology and Enterprise Networks
Four new Solution Specializations: Flexpod, Desktop Virtualization, VSPEX/VBlock, and Enterprise Mobility
New Internet of Things (IoT) Specialization
New Advanced Security Architecture and Enterprise Networks Architecture Specializations
New elective and modular models
Sales enablement content focused on business outcomes
More flexibility and simplicity in achieving specialization badging
Depth of Expertise

16. FY15 Key Program and Promotion Updates

17. OIP At - A - Glance
Goal – Provide incentives for partners that actively identify, develop, and close new business through deal registration
Program Requirements
All Cisco Certified Partners
All technologies and markets
Partner Driven, Incremental Opportunities
Qualification necessary pre RFx
Qualification requires customer meeting
Approval requires BOM upload
Minimum Deal: $10,000 List product (Min 1st order $5k list)
Program Details
Fixed Discount off List Price on eligible products
-UCS up to 65%
-Desktop Virtualization up to 62%
-Legacy Tandberg up to 58%
-Eligible Video up to 64%
-Catalyst Switching up to 52%
-SMB up to 45%
-SMARTnet up to 25%
-All other products up to 50%
Registration Valid for 6 months from qualification and eligible for renewal
One registration per opportunity
OIP may include TMP/trade-in
Program Benefits
Rewards partners for bringing net new business to Cisco
Provides partner differential on approved opportunities
Streamlined OIPs for Commercial and Public Sector sub 50K list
Awarded very early on in an opportunity & valid for 6 months from qualification & eligible for renewal

18. OIP Details

19. Value Incentive Program Overview
Drive Profitability with Cisco Channel Programs
Cisco Value Incentive Program (VIP) 24
July 27, 2014 through January 24, 2015

20. Current VIP 24 At-a-Glance
Program Goal
The Cisco Value Incentive Program (VIP) rewards partners that have a comprehensive business practice focused on eight major architectures or emerging offerings. Participating partners receive a semiannual payment when they meet program requirements.
Program Period
July 27, 2014 to January 24, 2015
Enrollment dates: August 4 to September 12, 2014 (6 months) - October 26 to November 21, 2014 (3 months)
ENROLLMENT IS REQUIRED FOR EACH VIP PERIOD
Program Tracks
NEW - Enterprise Networks: Core and WAN Services, Express Enterprise Networks, IoT, Unified Access
NEW - Security: Content Security, Network Security, Express Security
Collaboration: Unified Communications, TelePresence, TelePresence Global, Express Collaboration, WebEx
Data Center: Data Center Unified Fabric, Data Center Unified Computing, NEW - Emerging Data Center Technology
CMS: Cloud and Managed Services
Cloud Services Reseller
NEW – Pilot SaaS: SaaS WebEx – Incremental Growth
NEW – Pilot Cisco ONE
Program Requirements
All VIP tracks have minimum bookings requirements
All VIP tracks require associated specializations, certifications, designations or ATPs
Required number of received CSAT surveys (except for CMS, Cloud Services Reseller, SaaS and Cisco ONE)
Additional Details
Enrollments are done on track level
CMS track is mutually exclusive with architectural VIP tracks (Enterprise Networks, Security, Collaboration, Data Center)
Cloud Services Reseller, SaaS and Cisco ONE track enrollments can be combined with any other track
Payments are based on net shipments on eligible SKUs except for Cloud Services Reseller and SaaS

21. VIP 24: Summary of Changes
What’s New
What Is It
Partner Impact
Your Action
New Enterprise Networks and Security Tracks
The Borderless Networks track has become two tracks: Security and Enterprise Networks
Simplicity through alignment with Cisco Architecture GTM strategy
Enroll in both tracks if you have both EN and Security practice to maximize your rebate opportunity
New Emerging DCT Subtrack
A new Emerging Data Center Technology subtrack has been added to DC track
Rewards Cisco UCS Invicta and Application Centric Infrastructure (ACI) Authorized Technology Provider (ATP) Partners
Enroll into DC track if you plan to become UCS Invicta ATP or ACI ATP partner
Complete Express Integration
The Express Track is completely integrated into the architectural VIP tracks and will retire as a separate track.
Commercial or SMB partners have the option to enroll in the Express Security, Express Collaboration and new Express Enterprise Networks subtracks.
If you used to participate in Express track of VIP, consider enrollments into Architectural Express subtracks – Express EN, Express Security, Express Collaboration – based on the entry pre-requisites and your specializations or ATPs (focus on meeting the CSAT requirement)
New XaaS Focus of VIP
Broader focus on XaaS with a new SaaS incentive track pilot
SaaS Pilot leading the way for future rebate opportunities in XaaS
Start selling XaaS

22. Architectural VIP Tracks

23. Cloud Services Reseller
VIP 24 SKU Structure
Enterprise Networks
Core and WAN Services**, Unified Access**, IoT**, Express Enterprise Networks
A = 20%
B = 15%
C = 10%
D = 6%
E = 5%
F = 4%
G = 3%
H = 2%
I = 1%
Gold
1% Bonus**
Security
Network Security*, Content Security*, Express Security
Gold
1% Bonus*
3% Master Bonus*
Collaboration
Unified Communications*, TelePresence*, TelePresence Global*, WebEx*, Express Collaboration
Gold
1% Bonus*
3% Master
Bonus*
Data Center
Data Center Unified Fabric, Data Center Unified Computing, Emerging Data Center Technology
Gold
1% Bonus
1% Master Cloud Bonus
CMS
Cloud and Managed Services
(*depending on subtrack)
CMSP 1%
Master*
1% or 3% Cisco Powered*
Cisco ONE
(*matching existing architectural bonuses)
Gold
1% Bonus*
3% Master Bonus*
SaaS
WebEx – Incremental Growth
25%
Cloud Services Reseller
Cloud and Managed Services
3% HCS, TPaaS, HCS for CC, DaaS, DRaaS, IaaS, FaaS, BYODaaS, Cloud Cell for SAP, AXaaS, HSaaS
* Bonus relevancy for particular subtrack
** * On 10% rebate category products of Core and WAN Services, Unified Access and IoT subtracks

24. VIP 24 Tracks – Enrollment Options
VIP SaaS
VIP Cisco ONE
VIP Cloud Services Reseller
Tracks
Resale Rebate
Cloud/Managed Rebate
Cloud/Managed Upfront Pricing
SKUs
Architectural VIP Tracks 
Same
Architectural VIP Tracks + Simplified Pricing
VIP Cloud and Managed Services
Architectural VIP tracks and CMS enrollment are mutually exclusive
Cloud Services Reseller, Cisco ONE, and SaaS enrollments can be combined with all other tracks
Separate enrollment required for Simplified Pricing

25. VIP 24 – Architectural Tracks: Three Requirements for Eligibility
Specialization and ATP
Must maintain or achieve associated valid specialization and ATP for the entire program
Once enrolled in a track, partners gain access to additional subtracks from specialization achievement date
Sales Volume
Minimum bookings vary by subtrack
Customer Satisfaction
Maintain certification OR 30 surveys received for Gold partner, 20 for Silver, 10 for Premier, Select and Registered one;
Each CSAT survey is valid for all the tracks where CSAT is required (i.e. Enterprise Networks, Security etc.)

26. Operational Details and Summary

27. To Enroll in VIP 24 , Go to: www.cisco.com/go/ppe
VIP 24 Enrollment
To Enroll in VIP 24 , Go to:
Click on Select Next to Track You Wish To Enroll

28. Ensure You are Enrolled in the Right Track

29. VIP 24 Key Dates Program Period 24: July 27, 2014 – January 24, 2015
August 4 – September 12, for Q1 and Q2
October 26 – November 21, 2014 for Q2 only
Enrollment Windows Re-Enrollment Required
Starts January 26, 2014
Ends January 24, 2015
CSAT Survey Period
First payment: April 2015
Second payment: July 2015
Payout Dates
Partners and PAMs should use the Partner Program Enrollment to track enrollment status only:
Partners and PAMs can also use the Partner Access onLine (PAL) to track CSAT at:
Partners should set their rebate coordinators in Partner Self Service at:

30. Collaborate Now Promotion

41. Cisco UCSS to SWSS Transition

45. Cisco WebEx Everywhere Evolution Promotion

46. Cisco WebEx Everywhere Evolution Promotion
Provides partners with expansive incentives designed to allow you to reap the benefits of Cisco web collaboration technology.
Purchase Options:
Partner Purchasing through CUWP
Standard Cisco Not for Resale (NFR) Program
For every CUWP license held by the partner, the partner will receive a single license of WebEx EE and a single license of WebEx Messenger at no cost. Not to exceed 250 licenses.
Simply WebEx Not for Resale (NFR) Program
The Not For Resale (NFR) Program enables eligible partners to purchase discounted Cisco WebEx software for use internally. Partners can obtain WebEx from the Cisco NFR site at their Standard NFR discounts
Open to all Cisco partners with a valid Select, Premier, Silver or Gold certification

47. Cisco Unified Computing Promotion Update

48. Advanced New Account Breakaway Promotion - UCS & Nexus
Available for Cisco Unified Computing System (UCS) and Nexus data center switching products
Dates Available: Deal Registration Period: through January 24, 2015
Bookings Period: 6 months after deal registration is approved or July 25, 2015 (whichever comes first)
Product Eligibility: Applies to eligible Unified Computing Systems (UCS) products and Nexus data center switching products
Account/Opportunity: Applies only to accounts or customers that have not previously purchased Cisco UCS or Nexus products.
Discounts up to 70% off list

49. Unified Access Breakaway for Core Networking

50. Unified Access Breakaway for Core Networking
Dates Available :June 15, through January 24, 2015
Product Eligibility:
Eligible Cisco Catalyst products - Cisco Catalyst 2960-S, 2960-X, 2960-XR, 3560-X, 3650, 3750-X, 3850, 4500, 4500-X, 6500 and 6800 Series
Eligible Cisco next-generation wireless products - Cisco Wireless Access Points 1600/2600/2700/3600/3700 series and all wireless controllers and accessories
Cisco Prime Infrastructure
Eligible Partners: Select, silver, gold and premier level partners.
Primary Benefits:
Get an extra 5% discount for cross-selling between switching and wireless.
New! Plus an additional 5% discount for upselling to 10G uplinks or ac products.
Discounts up to 60% off list

51. Partner Incentives

52. FY15 Partner Incentives
Cisco Rewards Earn points and redeem them for the finest brands, enriching experiences, travel, and more.
Rewards Points
Ongoing
Cisco-Funded Network Assessments Receive incentives for performing on-site network audits in targeted accounts.
$0 - $5,000
August 30, July 26, 2014
Cloud and Managed Services Program-Simplified Pricing Receive up-front, equivalent discounts in place of Cisco Powered rebates.
50 % - 57% (variable discounts for Australia and China Pricelists)
through Jul 26, 2014
Network Assessment Program (NAP) Receive incentives for performing on-site network audits in targeted accounts.
$1,000 and up
August 1, July 26th, 2014
Not for Resale (NFR) Discounts on software & hardware used for labs, demos and, in some cases, sales offices.
Up to 80%
Ongoing
Opportunity Incentive Program (OIP) Receive special pricing when you actively identify and develop new opportunities.
Products: Up to 50-65% Services: Up to 25%
Solution Incentive Program (SIP) Receive rewards when you integrate proprietary or third-party business applications and services with Cisco technology.
Products: Up to 54-65% Services: Up to 25%
Teaming Incentive Program (TIP) Receive rewards for value-add activities on Cisco initiated deals and teaming with Cisco early in the sales cycle.

53. Partner Plus Program for FY15

54. Partner Plus Overview FY14 Partner Plus Partners Enrolled 558
Partners with Earned Incentives
510
Total Incentives Earned
$12.5M
Average
$22K

55. Growth Acceleration with Partner Plus for FY15
The primary goal of Partner Plus is to motivate our partners to drive accelerated Commercial growth for Cisco.
Recognize the strategic commitment of Partners to invest and grow with Cisco
Motivate Partners to choose Cisco as their vendor of choice
Offer competitive differentiation to our Partner’s Commercial practice
Nurture a partner community which scales our customer coverage
Since its initial launch in 2012, the primary objective of Partner Plus has been to motivate our partners to drive accelerated Commercial growth for Cisco by delivering compelling and sustainable business value for them. In Partner Plus we aim to:
 Recognize the strategic commitment of Partners to invest and grow with Cisco in the Commercial segment
Motivate Partners to choose Cisco as their vendor of choice
Offer competitive differentiation to our Partner’s Commercial practice
Nurture a partner community which scales our customer coverage
© 2014 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 55

56. From ‘one size fits all’ to a ‘partner journey’
TODAY:
One level
TOMORROW:
Holistic & Tiered
Partner Plus
Elite
Partner Plus
Partner Plus
Prestige
Sales Rep Rewards
Incentives
Premium
Marketing CI
Virtual Engineering
Premium Enablement
Maximize existing programs
Partner Plus
Aspire
Global
Consistent
Transparent
Rewarding
Select, Premier, Silver, Gold
Why 3 tiered model?
Historically already have 3 tiers: Partner Plus, Incubation/WIN, Velocity
P+ entry tier plays a buffer / staging-phase for mid & top… 3 step journey
If no P+ entry tier the mid tier is the bottom tier
P+ entry tier elevates the top two tiers
Without P+ entry is a huge jump for the partner from nonP+ to P+
It gives marketing/sales a story to tell about value of Distribution
Distribution already has 2 tiers
Best practice in other industries on loyalty programs with 3 levels

57. P+ Aspire (low tier) P+ Prestige (mid tier) P+ Elite (high tier)
Partner Plus Eligibility
P+ Aspire
(low tier)
P+ Prestige
(mid tier)
P+ Elite
(high tier)
Certification
Registered or Better
Select or Better
Premier or Better
FY14 Territory Bookings
$25K
$100K
$300K
Commercial Territory Focus NA
Greater than 10%
Approved Territory Business Plan
YES
FY15 Growth Goal
20%
25% < $10M, 20% > $10M
Partner Plus Benefits
Quarterly/Annual Territory Bookings Targets
Yes
Quarterly Incentive Reward
2% ($10K cap)
4% ($20K cap)
Annual Goal
1% ($10K cap)
1% ($20K cap)
SCP Lead Distribution & Pipeline Management
Not-eligible
Eligible
Marketing Support
Distribution-Led
VPMM (mConcierge)
Disti mConcierge ( partners only)
TMM- P100
VPMM (Shared with Prestige Level)
TSN/VE Presales Engineering
Disti Pre-Sales Engineering PH
PH+ (Assigned SE)
Winner’s Circle
(available as exception - limited seats
Premium Sales Enablement (Cisco Provided)
Eligible (Virtual ILT)
Eligible- ILT (Funding dependent)
US Distribution Provided Benefits
Registered to Select Certification
Arch Specialization Training
Stealing Shallu’s Onboarding Methodology
Select to Premier Certification
Architecture Sales Training
PowerPlay Demand Gen
Power Play for Premier Partners
Cisco Rewards

58. Cisco Capital Offers for FY15

59. Cisco Capital FY15 Offers
Three Month Deferral Offer
Deliver Technology Your Customers Need Today With No Payments for 3 Months
US SMB Offer
Accelerate Sales Momentum with 3.5% SMB Financing for US Customers
Game Changer
Leverage Aggressive FMV Low-Rate Financing and Win Big for US SMB Customers
Aggressive 2.335% FMV financing for 42 months
Collaborate Now!
Migrate Your Customer’s Legacy Collaboration Solutions With Rates As Low As 0%
Multi-Year Service Offer
Service Contracts Financing Available at Competitive Rates from Cisco Capital for Multi- Year

60. Conclusion

61. Partner Central

62. If the tool returns, no result, it is non-named!
Who Is My Cisco Rep?
If the tool returns, no result, it is non-named!

63. Steven Burke, CRN - http://comdexvirtual.com/comdex
Cisco named the #1 best company to partner with by CRN-USA “These guys have done it right—great performance and great value in the channel”
Steven Burke, CRN -

64. Market Leadership (Q2 CY13)
No. 1 Routing Edge/Core/Access
49%
No. 1 TelePresence
45%
No. 1 Wireless LAN
53%
No. 1 Switching Modular/Fixed
66%
No. 1 Voice
40%
No. 1 Web Conferencing
41%
No. 1 x86 Blade Servers
40%
No. 2 Storage Area Networks
45%
No. 1 Security
33%
Breadth and Depth of Technology Portfolio
Our Focus on Integration Provides our Customers with a Competitive Advantage
So how has our Build, Buy, and Partnership model performed? As you can see, in most cases we’re either No. 1 or No. 2.
And you’ll notice we have a diverse product portfolio from collaboration to data center to cloud to security to Unified Computing. And this touches on just a few of our product categories—all of which we deliver as integrated architectures, enhancing the long-term stability of deployed solutions.
We also offer a range of services, covering these areas and more. Plus a ecosystem of advanced services and technical services.
We also touch the enterprise, service provider, and public sector.
Plus, our unmatched expertise in networking technology transitions makes us uniquely positioned to help customers capture the value of the Internet of Everything.
Our ability to build, manage, and secure end-to-end IP-based platforms for people, process, data, and things will fuel the growth of the Internet of Everything.
And only Cisco connects the unconnected with an open standard, integrated architecture from the cloud to end devices.
Based on our rich history—and success in the market— connecting the previously unconnected is what we do best. And we will continue to strive to be No. 1 in all of our markets.
Our Diverse Product Portfolio Means We’re Here for the Long-term

65. “Cisco helps you make the most of tomorrow’s opportunities.”
You have our commitment. Our promise.
We will help you seize the opportunities of tomorrow—today.
Thank You.

66. Join Us Next Week! Next Quick Hit Briefing
Beat the Competition - Collaboration Competitor Update
Thursday Aug 21st, 2014 at 9:30 ET
Check for registration links and replays