Authorized Technology Provider Program

Transcription

1 Program Requirements Document Authorized Technology Provider Program ATP - Identity Services Engine (ISE) Program Requirements This ATP - Identity Services Engine (ATP-ISE) Program Requirements Document (PRD) sets forth the requirements for a Cisco partner s participation in the Cisco Authorized Technology Provider (ATP) Program for the Cisco Identity Services Engine (ISE). The program requirements consist of the Indirect Channel Partner Agreement (ICPA) and/or Systems Integrator Agreement, as amended, the Resale Agreement executed by and between Cisco and ATP Partner, the terms and conditions of which are incorporated herein by this reference; and (2) the requirements set forth in this document, together with the appendices attached hereto. To the extent there is a conflict between the ATP-ISE Program Requirements Document and the Resale Agreement, the terms of the Resale Agreement shall take precedence. Capitalized terms not otherwise defined in the ATP-ISE Program Requirements Document shall have the meanings specified in the Resale Agreement. Please note: All partners invited to participate in the ISE-ATP Program will have exactly 180 calendar days from the date of the invitation to complete the program requirements outlined within this document. After 180 calendar days, all ISE-ATP Program invitations will expire, and partners will have to be re-invited into the program to complete all program requirements. Part 1. Program Overview 1.1 Program Goals The goal of the Cisco Authorized Technology Provider (ATP) Program is to develop the global market opportunity for advanced and emerging technology solutions through qualified Cisco channel partners. Participation in a Cisco ATP Program allows Cisco channel partners to take advantage of competencies in specific advanced or emerging technologies through specialized training and demonstrate expertise through knowledge validation processes. Qualified Cisco ATP Partners are recognized on the Cisco Partner Locator, allowing partners to differentiate themselves from competitors and giving them the opportunity to enter into new markets. Please note: Meeting the requirements of the ATP Program does not count toward certification under the Cisco Worldwide Channel Partner Program. Only participation in the specialization programs counts toward Cisco certification. The resulting program launch should: Quickly build a channel to meet the demand for Cisco Identity Services Engine products Offer opportunities for partners to increase their revenue base and profits through a suite of resell and service-based offerings Identify, qualify, train, enable, and promote a select set of existing and new Cisco channel partners to provide solution services for the Cisco Identity Services Engine products Ensure high-quality Cisco ISE deployment and customer satisfaction Page 1 of 11

2 1.2 Cisco Theater Definitions Cisco theaters will award Cisco Identity Services Engine Partner status individually on a per-country-group basis as defined at: If the ATP Partner status is provided in a country group that includes a country within the European Economic Area ( EEA ), the ATP Partner is authorized to provide Cisco Identity Services Engine products and services in an EEA country ( Destination Country ) where it is not qualified to participate in the program, provided it has either: (a) subcontracted the services function required under this program to another partner qualified in the Destination Country as set forth herein; or (b) made other arrangements to Cisco s reasonable satisfaction, such approval not to be unreasonably withheld or delayed, to provide the services function required under this program in the Destination Country of a quality equivalent to the services provided by a partner qualified in that country to provide such services. Cisco theaters follow: APJC (Asia Pacific, Greater China, and Japan) EMEA (Europe, Russia, Middle East, and Africa) Americas (United States, Canada, and Latin America) 1.3 ATP Products The ATP-ISE Program governs the accessibility of the following Cisco Identity Services Engine Products. These products are available only to qualified ATP Partners. These products are referred to collectively in this document as the Cisco Identity Services Engine products. The products associated with the ISE-ATP Program follow: Base Licenses L-ISE-BSE-XXX= Advanced Licenses [5 years] L-ISE-ADV5Y-XXX= Advanced Licenses [3 years] L-ISE-ADV3Y-XXX= Wireless Upgrade Licenses L-ISE-W-UPG-XXX= Base Migrations L-ISE-BSE-XXX-M= Advanced Migrations L-ISE-BSE-XXX-M= Where XXX stands for endpoints Endpoint Range = 100 to 100,000 [100, 250, 500, 1K, 1.5K, 2.5K, 3.5K, 5K, 10K, 25K, 50K, and 100K] For a complete list of Cisco products under this ATP designation, please refer to Restricted Products List in the following link: Page 2 of 11

3 Part 2. Program Requirements 2.1 Business Requirements ATP Partner must complete (and thereafter maintain) all requirements set forth herein within one hundred eighty (180) calendar days of the date of ATP Partner s invitation to the ATP-ISE program. Partners are not fully qualified/approved and will not be recognized as ATP Partner on the Partner Locator until all ATP Program requirements have been met. The business requirements for participation in the ATP-ISE Program are as follows: ATP Partner must have demonstrate proven success in relevant security and networking technologies and must be value-added resellers with existing skills, experience, practices, and reference accounts in this area ATP Partner must hold the following Cisco Specializations: Advanced Security Specialization and Advanced Routing & Switching OR Borderless Network Specialization. Note: For details about these specializations, please refer to: dex.html The partners invited to participate in the ATP-ISE Program in each theater must meet many specific requirements, including: Advanced R&S and Advanced Security Specializations or Borderless Network Specialization Wired 802.1x or NAC appliance deployment experience Active Directory experience (highly recommended) Prioritize Master Security Certified Partners Prioritize GOLD Certified Partners with enterprise/enterprise select customer base Note: Partners that have customers with Cisco legacy access technology such as Cisco Network Admission Control (NAC) framework or NACNAP Interoperability Architecture will be given a high level of consideration to participate in the ATP-ISE program For the duration of the ATP Partner s participation in the ATP-ISE Program, the ATP Partner must continue to be an authorized Cisco channel partner with a valid Resale Agreement ATP Partner Program qualification approval will be by joint agreement between the theater, business unit (BU), and Worldwide Channel Program leads ATP Partners must attend, at their cost, all required personnel training as defined in Sections 2.3. Individuals fulfilling the ATP job roles must attend all training as defined in Section 2.3 of this Program Requirements Document (PRD). Cisco will not be responsible for travel, lodging, or other incidental expenses incurred by partners while attending training. Prior to attending training, each individual must fully and completely review all online training prerequisite courses and requirements as defined in Section To best support customers of ISE products, Cisco strongly recommends that the ATP Partner positions appropriate Cisco Support Service contracts with the sale of every product where applicable and available. Page 3 of 11

4 For a list of Cisco technical support services available for resale, visit the service description page at: Note: At the inception of the ATP Program, the Cisco Shared Support Program will not be available ATP Partner must have the capability to offer and deliver pre- and post-sales (deployment) services for Cisco Identity Services Engine solutions Partner is required to obtain all lab equipment identified in Section 2.5 that may be required for demonstration purposes, internal training, or to support customer engagements ATP Partner must complete and submit the ATP Application in the ATP Invitation tool before its application can be reviewed. Details about the application process are in the ATP Program invitation ATP Partner must complete and submit the Program Requirements Checklist in the ATP Invitation tool for review and approval ATP Partner must Click to Accept the Terms and Conditions in the ATP Invitation tool (as outlined in the ATP Program invitation ) ATP Partner will have at least ninety (90) calendar days to comply with any changes in the ATP-ISE Program from the date of notice provided to the partner, which may be provided electronically ATP Partner must agree to submit to an annual review to validate its adherence to the ATP Program requirements - as necessary. At a minimum, ATP Partner will be evaluated on the following for reinvitation to the ATP Program: Compliance with ATP-ISE baseline requirements Customer satisfaction ATP Partners that are not re-invited into the ATP-ISE Program will be removed from both the ATP-ISE Program and the Partner Locator Cisco Identity Services Engine products are restricted through New Product Hold and will not be released until the high-level design (HLD) has been completed ATP partners must agree to create a HLD for every customer deployment. Cisco will conduct reviews with the partners free of cost for the first three HLD designs. After the first three designs, partners must continue to create the HLDs but are not required to submit them to Cisco for review. Similarly, partners are expected to create an LLD for every ISE deployment. However,partners do not need to submit them to Cisco, and LLD will not be reviewed by Cisco. Partner may use their own template for this purpose. HLD and LLD creation is a critical part of the customer engagement process and is a foundation to ensure customer satisfaction. (Refer to Appendix A ) 2.2 Personnel Role Descriptions and Requirements This section describes the personnel roles (including functional responsibilities and desired skills) Cisco requires for successful sale, design, implementation, and operation of Cisco Identity Services Engine products. The personnel requirements identified in the following sections are minimum requirements to qualify for the ATP- ISE program. ATP Partners should ensure that they have additional trained personnel as needed to support all Page 4 of 11

5 customer engagements and their overall market opportunity. In addition to performing the indicated roles, these individuals are the first line of internal support. Note: If ATP Partner should lose one of the persons fulfilling the roles below, the ATP Partner will have 30 days to notify Cisco of the noncompliant contact for said role. Partner should open a case with the Partner Relationship Team at to report the role requirement status change. Failure to do so can result in disqualification as an ATP partner. Upon notification, Cisco will allow the partner 90 days to train and assign a new person to fulfill the ATP role. The ATP-ISE Program has established three roles. Role sharing is permitted within this ATP. The individuals who fill the roles may be existing employees of the ATP Partner. Cisco does not require that the ATP Partner hire additional employees to fill these roles Account Manager (AM): The AM is responsible for owning the customer relationship and directing the sales lifecycle. Responsibilities include uncovering business opportunities and challenges; positioning the product/solution; setting customer expectations; preparing technical responses to Requests for Proposal (RFPs); providing sales support for customers; and engaging with the Cisco PAM (Partner Account Manager) as necessary Systems Engineer (SE): The SE (presales engineer) is responsible for directing the technology and designing comprehensive customer business/technical solutions. Responsibilities include positioning and demonstrating the product/solution; setting customer expectations; developing a HLD and implementation strategy; and developing the technical resources to create and present a customer proposal Field Engineer (FE) (Note: A minimum of one FE is required): The FE (post-sales engineer) is responsible for product/solution implementation and operation. Responsibilities include installing and configuring the customer solution; creating a HLD and LLD; troubleshooting and resolving technical problems during deployment; providing installation test and turn-up services; and providing day-2 customer technical support as required.fe is also responsible for coordinating and participating in a one hour review meeting with Cisco after the partner submits their third HLD for approval. FE s should also review any HLD executed by newly certified engineers for conformance to Cisco standards 2.3 Personnel Role Training This section identifies the required training for each of the roles defined in Section 2.2. Required training can be found on the Partner E-Learning Connection (PEC). To locate the ATP learning maps: Launch and log in to the PEC: Click the Browse Catalogue tab. Select ATP in the navigation listing on the left. Click the desired role of the ATP Program Cisco Identity Services Engine Training Requirements Table 1 lists the Cisco ISE training requirements. Table 1. Cisco ISE Required Training & Exams Role Type Training Duration Delivery Type Account Manager (AM) How to sell ISE/Cisco TrustSec solutions - VoD Series (five 3-minute VoDs) 15 min Video on demand (VoD) Page 5 of 11

6 Systems Engineer (SE) How to sell ISE/Cisco TrustSec solutions - VoD Series 15 min VoD Cisco Identity Services Engine for SE 5 hr 30 min VoD Introducing Cisco Identity Services Engine for System Engineer Exam (PAISESE ) 45 mins Online Exam Field Engineer (FE) Implementing Cisco Identity Services Engine Secure Solutions 5 days ILT Implementing Cisco Identity Services Engine Secure Solutions Exam (ISE ) Introduction to 802.1X Operations for Cisco Security Professionals Exam (S802DOT1X ) 1 hr 15 mins Online Exam 1 hr 15 mins Online Exam Table 2. Cisco Highly Recommended Training Role Type Training Duration Delivery Type Field Engineer (FE) Introduction to 802.1X Operations for Cisco Security Professionals OR ELT (online) Version of Introduction to 802.1X Operations for Cisco Security Professionals 3 days 10 hrs instruction + lab ~ hrs ILT ELT ( Free) 2.4 Customer Post sales Support ATP Partner should have the capability to offer each customer to which it resells ATP-ISE solutions the following post sales support services: The ATP Partner should offer Cisco support (Cisco SMARTnet and Software Application Support [SAS]) through a valid services contract or through a Cisco authorized distributor. ATP-ISE partners are highly encouraged to provide and deliver basic support services to the customers; these services include initial contact, problem identification, and description and configuration assistance. These services will help ensure that the entire integrated solution is in a known, documented, and working condition prior to calling Cisco for additional support and problem resolution. The Cisco Advanced Services team has created three service packages for the account teams and the customers who are planning to design and deploy the Cisco ISE platforms. It is recommended that partners use the following services: Cisco TrustSec Planning & Design Service - as a custom SOW Base Package 1 (Design Services)* Base Package 2 (Design Services + Proof of Concept)* Base Package 3 (Limited Deployment)* Base Package 4 (Enterprise Deployment) Note: To obtain complete details within each of these offerings, please refer to the following link: * Availability in Oct, 2011; check with your local PAM for exact release date Page 6 of 11

7 2.5 Lab Requirement The lab equipment is used for ATP-ISE solution sales demonstrations, support, training, customer proof-ofconcept, and other similar internal activities. Each ATP Partner must have this equipment at all times for these purposes, and must procure and maintain a fully functional lab system, including a variety of third-party products, cables, and computing platforms with a valid support contract. ATP Partners may purchase or lease this equipment directly from Cisco at an ATP Partner discount as set forth in the ATP Partner s direct or indirect Reseller Agreement; Cisco may occasionally offer other pricing. The list of required lab equipment, including software, will change over time as Cisco evolves its ATP-ISE offering through new releases of software, firmware, service platforms, and even additional devices, all of which maintain or extend the Cisco ATP-ISE Solution and associated features. ATP Partners should expect these enhancements to be communicated as they evolve. Additional lab requirements will require ongoing partner investments; therefore, changes or enhancements to this listing will be communicated in writing Lab Equipment Table 2 lists the lab equipment for the base configuration. Table 3. Cisco ISE Lab System: Base Configuration Cisco Product Number Quantity Product Description R W 1 UCS C200M2 Svr. 2xE5506 CPU, 24 GB RAM, 4x1TB HDD & Intel Quad GbE A01-X Intel Xeon E GHz/4c/80W/8MB cache/ddr3 1066MHz N01-M304GB1-L 6 4GB DDR3-1333MHz RDIMM/PC /dual rank/low-dual Volt R200-PL004 1 LSI 6G MegaRAID i card (RAID 0,1,5,6,10,60) - 512WC R2XX-LBBU 1 Battery Back-up N2XX-AIPCI02 1 Intel Quad port GbE Controller (E1G44ETG1P20) R200-D1TC03 4 Gen 2 1TB SAS 7.2K RPM 3.5in HDD/hot plug/c200 drive sled R2XX-G31032RAIL 1 G3 shorter stronger Rail Kit for UCS 200, 210 Rack Servers CAB-9K12A-XX 1 Power Cord, 125VAC 13A NEMA 5-15 Plug, REGION SPECIFIC R200-BHTS1 2 CPU heat sink for UCS C200 M1 Rack Server R200-SASCBL Internal SAS Cable for a base UCS C200 Server R2X0-PSU2-650W-SB 1 650W power supply, w/added 5A Standby for UCS C200 or C210 R2XX-PSUBLKP 1 Power supply unit blnking pnl for UCS 200 M1 or 210 M1 WS-C LT-L 1 Catalyst /100 (8 PoE) BT LAN Base Image CAB-XX 1 AC Power Cord (REGION SPECIFIC) Exceptions Allowed: 1. You can substitute the UCS C200 M2 Server (SKU R W) with another server that meets the hardware configuration to run standalone administrative, monitoring, and policy service of ISE-VM-K9 (VMWARE) platform. The hardware configuration for ISE-VM-K9 (VMWARE) platform is listed in the latest Cisco Identity Service Engine Released Note at 2. You also can substitute the UCS C200 M2 Server (SKU R W) with an ISE appliance (ie ISE 3315, etc..). To effectively demonstrate ISE solution, you will need to provide a server to run supported services such as DHCP, DNS, Active Directory, etc Page 7 of 11

8 3. You can substitute Cisco 2000 series switch (SKU: WS-C LT-L) with another switch. The substituted switch must run Cisco IOS software version that is listed in the High Level Design document section Customer Network Overview, Physical Network Topology, Topology Specifics Note1: You can download Cisco ISE Software from the Cisco Software Center at the following link (90-day evaluation license): Note2 You can purchase Cisco ISE Not-For-Resale partner bundle which has a Cisco ISE VMware image with perpetual license for basic and advanced services for 20 endpoint devices. This software bundle is for customer demonstration purposes only and is not intended to be used in production environments or for proof of concept or resale. The Cisco ISE partner bundle is available at Cisco Market Place in Promotional Software Store and Borderless Network Partner Bundle Offering. Direct URL link is (Part number: ISE-1.0-MR2-NFR) Optional equipment is required to demonstrate other Cisco ISE use cases: Demo Cisco TelePresence System Profile Series IP phone and printer Demo wireless and tablet Demo VPN Demo MACsec and Network Edge Access Topology (NEAT) Full demo (Base + Other use cases) For complete details about the lab gear bill of materials (BOM) for these uses cases, refer to the Note: There are no exceptions; all ATP Partners must purchase the lab equipment. Part 3. Customer Satisfaction Cisco partner-served customer satisfaction is a measure of both pre- and post-sales/deployment support that an end user experiences while purchasing products, services, and solutions through Cisco channel partners. Benefits of receiving and acting on feedback from your customers are numerous. Acting on feedback provides a foundation for building long-term relationships with customers and Cisco and gives the ATP Partner an opportunity to improve business practices relative to how an ATP Partner sells and supports products, services, and solutions. It can also generate critical indicators of future directions and market changes. The ATP Partner acknowledges that Cisco may require random surveys of installations. The global SAT tool is used to determine a customer satisfaction rating. The ATP Partner must achieve at least a 4.2 (out of 5.0) average for every five surveys received. The ATP Partner further acknowledges that Cisco may evaluate its technical performance to ascertain its adherence to Cisco performance and quality requirements. The rating key for the Customer Satisfaction survey is as follows: 1 - Very dissatisfied 2 - Dissatisfied 3 - Neutral 4 - Satisfied 5 - Very satisfied NA - Not applicable Part 4. Verification of ATP Requirements Verification of meeting ATP Program requirements will be evidenced by the Program Requirements Checklist, which is provided to the channel partner at the time of ATP Program invitation. Channel partners are not fully qualified/approved and will not be recognized on the Partner Locator as an ATP Partner until all ATP Page 8 of 11

9 Program requirements have been met. Thereafter, Cisco will re-verify the ATP Partner s qualifications at least once per year prior to or at the anniversary of the ATP Partner s qualification/approval date. Through the renewal process, Cisco will assess whether the ATP Partner continues to meet all requirements stated in the then-current Program Requirements Document (PRD). Part 5. Changes to ATP-ISE Program Cisco reserves the right to change the requirements for an ATP Partner s continued participation in the ATP-ISE Program. Any such change will be communicated to the ATP Partner in writing, including by electronic posting. The ATP Partner will have a minimum of ninety (90) calendar days following the date of Cisco s written notice to comply with the new requirements. Part 6. Term and Termination of ATP-ISE Program ATP Partner s participation in the ATP-ISE Program will begin on the date the ATP Partner s submitted application (and Program Requirements Checklist) is approved by Cisco (the Effective Date ). ATP Partner status shall commence on the Effective Date and continue thereafter for a period of one (1) year, unless terminated sooner as set forth as follows. The ATP Partner s participation will continue until the earliest of: (a) the termination or expiration of the Resale Agreement or like document with Cisco; (b) termination by either party for any reason upon at least thirty (30) days prior written notice to the other; (c) Cisco s termination of the ATP-ISE Program specifically or the overall ATP Program, which termination Cisco will communicate to the ATP Partner in writing; or (d) determination by Cisco that the ATP Partner no longer meets the program requirements, which termination Cisco will communicate to ATP Partner in writing. Part 7. Ownership and Software Licensing 7.1 Ownership Except for rights expressly licensed in writing by either party to the other, each party shall retain all right, title, and interest in and to the technology and confidential information provided/made available by each party hereunder. Cisco shall retain all right, title, and interest in and to the ATP Program s name, Cisco logos, trademarks, and trade names. ATP Partner shall retain all right, title, and interest in and to its logos, trademarks, and trade names. 7.2 Software License Cisco grants to ATP Partner a nonexclusive and nontransferable license to use the Cisco software specified in the Program Requirements in object code form and related documents (e.g., technical specifications, manuals) (the Cisco Software ) solely for internal demonstration and evaluation purposes for the term of the Program Requirements. Except as may be provided in the Resale Agreement, any Cisco Software received with or for specified products (including any upgrade or updates) may not be distributed/licensed further. EXCEPT AS EXPRESSLY AUTHORIZED UNDER THESE PROGRAM REQUIREMENTS, THE ATP PROGRAM, OR ANY RELATED SUPPORT PROGRAM, ATP PARTNER SHALL NOT (AND SHALL NOT PERMIT A THIRD PARTY TO): COPY, IN WHOLE OR IN PART, CISCO SOFTWARE OR RELATED DOCUMENTS; USE THE CISCO SOFTWARE ON UNAUTHORIZED CISCO EQUIPMENT; MAKE ERROR CORRECTIONS OR OTHERWISE MODIFY THE CISCO SOFTWARE OR DOCUMENTS; DECOMPILE, DECRYPT, REVERSE ENGINEER, DISASSEMBLE, OR OTHERWISE REDUCE ALL OR ANY PORTION OF THE CISCO SOFTWARE TO HUMAN- READABLE FORM; OR TRANSFER, SUBLICENSE, RENT, LEASE, DISTRIBUTE, SELL, OR CREATE DERIVATIVE WORKS OF THE CISCO SOFTWARE OR DOCUMENTS. Page 9 of 11

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11 Appendix A: Accessing High Level Design templates [HLD] To locate, download and submit the most current High Level Design (HLD) template for the Identity Services Engine ATP Program, partners must follow the directions below: Step1: Download the HLD template from this link 84_01_identity_services_engine.doc Step2: Fill-out and Submit the HLD template at Step3: Cisco reviews the HLD submitted by the partner and informs the partner about its status Note: Cisco will acknowledge receipt of HLD within 24 hrs via & works with partner until closure Step4: Once HLD is approved, Cisco releases the NPH (New Product Hold) on the order and allows the partner to purchase the products Note: After the 3 rd HLD submission by Partner, a one hour meeting will be conducted by Cisco and a partner ISE certified field engineer in order to answer any questions partners may have regarding partner deployments Step5: Partner must develop an LLD for every ISE deployment. However, partners do not need to submit them to Cisco, because LLD will not be reviewed by Cisco. Partner may use their own template (Cisco will provide the LLD template at a future date) Best Practices: 1. All engineers installing ISE should be ISE ATP certified engineers. The first three HLDs and LLDs executed by newly certified engineers should be reviewed by the ATP partners certified engineers who have already been through the review process 2. Partners must provide deployment oversight to ensure LLD adherence References: Migration Licensing Guide: ing_migration.pptx Partner Sales and Technical Resources: Page 11 of 11