Cisco Solution Partner Program Power Hour Webinar

Transcription

1 Cisco Solution Partner Program Power Hour Webinar Overview of the Solution Partner Program Traci Soward Solution Partner Program Strategy Marcia Harlow - Solution Partner Program Operations and GTM Programs July 2014

2 Developers and Solution Builders Are the Lifeblood of the Internet of Everything. People Processes Data Things Fast Innovation Requires Fast IT

3 Amazing Together Empowering You to Capture Value in the Internet of Everything Preferred Solution Partners Solution Partners Strategic Solution Partners Solution Partner Program Solution Technology Integrator Cisco Cisco Partner Cisco Ecosystem Partner Ecosystem Ecosystem Cisco Services Partner Program Partner Plus Master Advanced Express Cloud & Managed Services Program Channel Partner Program Incentives Master Advanced Express Specializations Certifications Authorized Technology Provider Gold Premier Select Profitability Deal-Based Growth Learning Partner Program Distribution Marketplace Cloud & Managed Services Global Partner Network Solutions

4 Cisco Partner Ecosystem Software Vendors (ISVs) Hardware Vendors (IHVs) Create and Sell End-to-End Integrated Solutions (Cisco + 3 rd Party Solutions) Cisco Confidential 4

5 Grow your business with comprehensive development and go-to-market resources that enable you to build, test, and deliver solutions globally. Solution Partner Program Technical content Virtual sandboxes and agent-based support Go-to-market resources Expanded access to channels and customers Differentiate Cisco Confidential 5

6 Grow your business with comprehensive development and go-to-market resources that enable you to build, test, and deliver solutions globally. Solution Partner Program Technical content Virtual sandboxes and agent-based support Go-to-market resources Expanded access to channels and customers DevNet A Benefit Included With The Solution Partner Program Cisco Confidential 6

7 Platform Ready Compatible Optimized Optimized Plus Solution Partner Program IVT SIP Solution CVD Types Approved By Invitation Strategic Solution Partner Current Cisco Compatibility (Minimum 1 solution) 24*7 Support Preferred Solution Partner Complementary Solution Solution Partner Developer Community (DevNet) Cisco Confidential 7

8 Platform Ready Compatible Optimized Optimized Plus Solution Partner Program Solution Types By Invitation Strategic Solution Partner Cisco Compatible (Current / 1 solution) 24 x 7 Support Preferred Solution Partner Complementary Solution Solution Partner Developer Community Definition & Launch TBD Cisco Confidential 8

9 Platform Ready Compatible Optimized Optimized Plus Solution Partner Program Solution Types By Invitation Cisco Compatible (Current / 1 solution) 24 x 7 Support Strategic Solution Partner Preferred Solution Partner IVT or CVD with Current Version Complementary Solution Solution Partner Cisco Technology (Defined by TG) Developer Community Cisco Confidential 9

10 Platform Ready Compatible Optimized Optimized Plus Solution Partner Program Solution Types By Invitation Cisco Compatible (Current / 1 solution) 24 x 7 Support Complementary Solution Strategic Solution Partner Preferred Solution Partner Solution Partner SIP Quarterly Review Process SIP Approved S Developer Community Optimized: Base SIP % Optimized Plus: Base SIP Plus Cisco Confidential 10

11 Marketing and Go-to-Market Resources Solution Partner Program Partner Marketing Central Solution Incentive Program Marketing Velocity Marketing and Selling Resources GTM Resource Center Partner FIRST Relationship Logos, Marketplace Banners GTM High-touch Services Cisco Confidential 11

12 Benefits to Build and Test Solutions Other Benefits Access to DevNet SDK s, API s, Tech Docs, Communities and Community-based Support Virtual Sandboxes Agent-based Case Support Not for Resale (NFR) Program Solution Partner Relationship Logo Marketplace Partner Central, Marketing Central, and Go-To-Market Resource Center Business and Technical Webinars Cisco Confidential 12

13 Benefits to Build and Test Solutions Other Benefits All Previous Tier Benefits Greater Access to Dedicated Virtual Sandboxes Increased Number of Agent-based Case Support PartnerFIRST Preferred Solution Partner Relationship Logo Preferred Placement in Marketplace Opportunity for Eligibility in Solution Incentive Program (SIP) Cisco Event Sponsorship Opportunities and Access to PR Templates Cisco Confidential 13

14 Benefits to Build and Test Solutions Other Benefits 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 Cisco Confidential 14

15 Multiple Paths to Grow Your Business SOLUTION PARTNER PREFERRED SOLUTION PARTNER STRATEGIC SOLUTION PARTNER Membership Requirements Valid company Complementary solution Approval from Cisco Competitive Office, BU, WWPO Accept Cisco terms and conditions Membership Requirements Everything in Solution Partner tier plus: At least one Cisco compatible solution 24x7 customer support Membership Requirements INVITATION ONLY Line of sight to $1 billion 360 franchise Customized business plan with joint solutions roadmap Designated partner resources Global brand ranked in top 10% of category 3 to 5 documented wins with Cisco in each geography Membership Benefits Unlimited access to DevNet SDKs, APIs, tech docs Unlimited DevNet communities and community-based support Unlimited access to select shared DevNet sandbox for up to 2 users / devices* Up to 40 hours of access to select dedicated DevNet sandbox* Up to 5 DevNet agent-based developer / technical support cases Access to verification testing services (fee / free mix) Not for Resale Program Partner relationship logo and marketplace banners Customizable storefronts in the Cisco Marketplace Partner Central, Marketing Central, and Go-to-Market Resource Center Unlimited access to business and technical webinars Passes to Solution Partner Forum at Cisco Live Membership Benefits Everything in Solution Partner tier plus: Increased presence in Cisco Marketplace Opportunity to apply for SIP and presence in Cisco Solutions Showcase Unlimited access to select shared DevNet sandbox for up to 2 users / devices* Up to 160 hours of access to select dedicated DevNet sandbox* Up to 10 DevNet agent-based developer / technical support cases Cisco event sponsorship opportunities, including World of Solutions PartnerFIRST participation eligibility on validated solutions (Cisco compatible solutions) $3,500 annually (US, CAN, EUR); $1000 (APAC, Access to Cisco approved PR templates $5,000 annually (US, CAN, EUR); $1500 (APAC, EMERGING) *Expected availability January 2015 EMERGING) *Expected availability January 2015 Membership Benefits Everything in Preferred Solution Partner tier plus: Assigned partner manager Customized business planning Assigned engineering, marketing, services, and sales resources Influence on Cisco architecture strategy Access to Cisco executive forums

16 Solution Incentive Program (SIP) Incentive for channel partners to develop and sell end-to-end solutions Integrated ecosystem solutions using Cisco technology Offers channel partners deal protection and opportunities for higher profitability Deal registration program Establish competitive differentiation Solution Partner SIP Applications Approved On A Quarterly Basis Learn More Cisco Products (Maximum 80%) 3 rd Party Solution(s) 3 rd Party HW/SW Services CISCO- BASED SOLUTION Cisco Confidential 16

17 Single Deal Registration Program Coming Q2 / Q3 FY15 EASY Tool for Channel Partners to get the best deal Program designed to automatically award all applicable discounts and promos Hunting Teaming Solutions New Accounts Assessments Migrations Based on partner value add Stackable rewards Differential discount Cisco Confidential 17

18 Marketplace 97% s of consumers use Internet research solution partners promoting solutions daily visitors to Cisco.com finding you and your solution of monthly unique Marketplace Solutions Catalog visitors Marketplace storefronts Visit the Cisco Marketplace Cisco Confidential 18

19 Promote your solutions and connect with customers and channel partners, generating leads and accelerating sales. Marketplace Showcase solutions Generate leads Accelerate sales Expand online marketing and sales channels Cisco Confidential 19

20 Solutions Showcase DIGITAL PLATFORM FOR OPTIMIZED SOLUTIONS Cisco Compatible SIP Approved Visit Solutions Showcase at Cisco Confidential 20

21 Channel Partner Corner RECENT CHANGES Channel Partner Corner EASY SIP Search Pre-populated SIP templates for Channel Partners Cisco Confidential 21

22 Digital Experience Enhancements Quick Access to DevNet Key Partner Resources at your fingertips Stay Current Around the Solution Partner Program Easy Navigation Continuous Program Updates Key Documents and Links Cisco Confidential 22

23 Solution Partner Program Resources Solution Partner Resources Program Guidelines At-A-Glance Solution Partner Program Handbook Coming soon Digitized and searchable Cisco Confidential 23

24 Summary of Changes Tiering Registered Developer Tier renamed Solution Partner Tier Solution Developer Tier and Preferred Solution Developer Tier consolidated in Preferred Solution Partner Tier Points System for Tier Advancement Goes Away Requirements and Benefits Changes Preferred Solution Partner tier level retention dependent on Current Cisco Compatible solution Cisco Compatibility Must have 1 solution on current Cisco technology version to receive benefits and maintain Preferred Solution Partner tier level Benefits include: Preferred Solution Partner Tier, Prominence in Cisco Marketplace, exhibit opportunities at Cisco World of Solutions Partners have until May to achieve current Cisco Compatible Sandboxes Expected Availability January 2015 Marketplace Channel Partner Corner Solutions Showcase Industry Search Q SIP Approved criteria and selection Board Review Process New eligibility criteria (Current Cisco Compatible; Strategic Alignment with Cisco strategy and channel demand) Quarterly Review Process Channels Single Deal Registration Tool November/December 2014 Cisco Confidential 24

25 What s NOT Changing No Changes to Solutions Plus program. Remains outside scope of Solution Partner program. Cisco Confidential 25

26 Call To Action All Solution Partners Solution Partner Program Framework Agreement Solution Partner Program Rebranded and Relaunched Program simplified Tier advancement Added benefits and entitlements Partner Agreement simplified Evergreen to ensure our partners access to benefits & systems is not disrupted Avoids risk of unintended contract expiration Contract is sustainable renewing year after year until either Party decides not to renew Unbundles contract status from payment receipt Solution Partner Program Office will be contacting partners over the next few months Contact Primary & Legal representatives Request to Click to Accept the Solution Partner Program Framework Agreement Link to agreement for review: Solution Partner Program Framework Agreement (Note: if you would like to Accept new agreement now please contact us: Cisco Confidential 26

27 Call To Action Solution Partners Eligible To Move To Preferred Solution Partner Tier? One (1) solution must be Current Cisco Compatible (via IVT or CVD) Cisco Marketplace solution storefront 24 X 7 Support Process Solution Partner Actions Review Current Technology via your Dashboard Send to solutionpartnerprogram-promotion@cisco.com Include Company & Specific Solution Name and Version for Review Allow 10 business days for processing and response Cisco Actions SPP Office Will Notify You Of Promotion to Preferred Solution Partner Tier (if applicable) Your Partner Profile Will Be Updated Including Cisco Marketplace New Membership Fee Due At Time Of Next Annual Renewal No Interim Charges Solution Partners can opt not to move to Preferred Solution tier even if they qualify Note: Solution Partners Must Maintain 1 solution that is Current Cisco Compatible To Retain Tier Cisco Confidential 27

28 Call To Action Preferred Solution Partners Maintaining Your Preferred Solution Partner tier status One (1) solution must be Current Cisco Compatible (via IVT or CVD) Cisco Marketplace solution storefront 24 X 7 Support Process Preferred Solution Partner Actions Review your Cisco Compatible solutions to determine if they are current (vis Dashboard) If not, develop a plan to have at least one solution go through the IVT process for certification Cisco Compatible certification must be completed by May to retain Preferred Solution Partner status Note: Solution Partners Must Maintain 1 solution that is Current Cisco Compatible To Retain Tier Cisco Confidential 28

29 Process For Validating Current Cisco Technology 1. Login to your partner dashboard 2. Access your Solution Partner Program Solutions tab 3. Select the solution you want to verify and click on Edit Solution. Click Next button at the bottom of the page or access the Cisco Technology/product Alignment tab of the solution.

30 Process For Validating Current Cisco Technology 4. Click on Add Cisco Product to find the current versions (the versions in the drop down box represent the Current Cisco versions by technology) 5. If your solutions is not Cisco Compatible to one of the versions found in the drop down, it is not a current version. Cisco Confidential 30

31 Reference Architectures SDKs/APIs Virtual Sandboxes Technical & Engineering Support Education and Training Technical Content Easy Go-to-Market Expanded Access to Cisco Customers Marketing and Sales Enablement Demo and Lab System Discounts Access to Entire Cisco Partner Ecosystem DevNet Solution Partner Program Marketplace Resources for You

32 Solution Partner Program Resources Support Desk Solution Partner Program Website Solution Partner Program Handbook Solution Partner Program Guidelines Access Your Dashboard Solution Partner Program Member Services Sales & Marketing (Branding /Logos; PR Templates; Power Hour Webinars; SIP and more) Discounts (Not For Resale) Testing Cisco Marketplace Cisco Marketplace Solutions Catalog Cisco Confidential 32

33 Upcoming Solution Partner Program Power Hour Webinars July : Getting Started: A Solution Partner Program Primer August : Maximizing Your Solution Partner Program Benefits and Entitlements Primer August : Understanding Cisco's Not-for-Resale Program and Creating Your Deal Cisco Confidential 33

34 Thank you.