Cisco Channel Partner Programs

transcript

Cisco Channel Partner ProgramsPrepared for AT&T by Chris Duffy

Updated: April 6th, 2005

Conditions and Warnings

Note: This presentation was created to provide an easy, effective way to communicate the latest Cisco programs and promotions to AT&T. Cisco reserves the right to change or end any program without warning. To view the latest Cisco sales promotions and programs, please visit the following website –

http://www.cisco.com/en/US/partner/partners/pr61/pr73/partners_promotions_concept_home.shtmlIf you have any questions, please contact Chris

Duffy at chrduffy@cisco.com or 703-484-0170

Updated on April 6th – New Additions

• Latest Additions:Migration of OIP: CSA to OIP: Network DefenderNew Cable, Telco, and Emerging Provider (CTEP) OIP ProgramNew Access Anywhere OIP ProgramUpdate of latest Cisco channel partner map

Channel Programs by Sales Segment

• Federal Govt / Wholesale / Signature• Enterprise• Select / SMB Markets

Types of Cisco Programs

• Investment Protection: Designed to protect the customer’s Cisco investment in their network

• Competitive Programs: Designed to offer a rebate for trading-in a competitor’s product for new Cisco product

• Incremental New Business: Designed to offer extra discounts to the Cisco partner that brings a qualified, new (that Cisco doesn’t know about) deal to Cisco

Federal Govt / Wholesale / Signature• Enterprise• Select / SMB Markets

Cisco Technology Migration Program (CTMP)

• Type of Program: Investment Protection

• Purpose: Protect a customer’s current investment in Cisco hardware by offering a trade-in credit towards the purchase of new Cisco hardware

• Expiration: No current set date

• Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process

• Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/index.shtml

How-to Guide for CTMP Program

• Step 1: Read the Terms and Conditions –http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/terms.pdf

• Step 2: Request a TMP Quote from the ESOsee attached map at the end of the slide deck

• Step 3: Receiving Your TMP quoteOnce you receive the TMP quote from your CAM, provide the end customer with the quote.

• Step 4: Place an Order• Step 5: Have Customer Return the Trade-In Gear

http://www.cisco.com/offer/tic/cpr_help.html

** The return is completely automated – the customer deals directly with Cisco for the return of the equipment.

• Further Details - http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/howtoguide.shtml

Security Migration Program

• Type of Program: Competitive Program

• Purpose: Provide an incentive for customers to migrate from their Netscreen or Checkpoint security products to a Cisco solution

• Expiration: January 29th, 2005

• Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products

• Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/security.shtml

• How-to: Methodology is the same as the regular CTMP Program

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Switching Migration Program

• Purpose: Provide an incentive for customers to migrate from their 3Com, Nortel, HP or Foundry switching products to a Cisco solution

• Expiration: July 31st, 2005

• Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/switching.shtml

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Access Routing Migration Program

• Purpose: Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers

• Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routing.shtml

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IP Communications Migration Program

• Type of Program: Competitive Program – replaces Great Exchange

• Purpose: Provide an incentive for customers to migrate from their old contact center, PBX, voicemail, or conferencing service to the new Cisco service

• Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communications.shtml

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Opportunity Incentive Programs (OIP)

• IP Freedom• IP Network Defender• Access Anywhere• CTEP

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IP Freedom OIP Program

• Type of Program: Incremental New Business

• Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco IP Telephony product line to a customer that is not currently using Cisco IPT**NOTE: Additional discount applies to first partner with a qualified opportunity only

• Details: Cisco will offer AT&T additional discount points (8 points) for qualifying and registering a new IP Telephony opportunity with Cisco. This program now applies to all size customers. The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment. Please see website below for minimum product requirements

• Online Details:

http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf

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How-to Guide for IP Freedom

• Step 1: Consult the program brochure for specific terms and conditions

• Step 2: Qualify a new opportunity with your customer• Step 3: Register the opportunity at the Cisco Website – the local Cisco

CAM and AM must approve the opportunity as new to Cisco

http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi• Step 4: Cisco team approves the opportunity• Step 5: Place OrderDetails: See this website for minimum requirements and eligible products -

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Cisco IP Network Defender OIP Program

• Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco Security product line. Additional discount will be provided based on the number of security product lines included.**NOTE: Additional discount applies to first partner with a qualified opportunity only

• Expiration: October 28th, 2005

• Details: Cisco will offer AT&T additional discount points for qualifying and registering a new security opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the security equipment. For one security product the additional discount is 3 points, for two it is 5 points and for three and above it is 7 points. For information about product lines and eligible products, please see:

http://www.cisco.com/partner/WWChannels/oip/download/security-products.html

• Online Details:http://www.cisco.com/en/US/partner/partners/pr11/incentive/defender.shtml

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How-to Guide for IP Network Defender OIP

• Step 1: Consult the program brochure for specific terms and conditionshttp://www.cisco.com/partner/WWChannels/oip/download/programrules.pdf

• Step 2: Qualify a new opportunity with your customer• Step 3: Register the opportunity at the Cisco Website – the local

Cisco CAM and AM must approve the opportunity as new to Cisco

http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi

• Step 4: Cisco team approves the opportunity• Step 5: Place OrderDetails: See this website for eligible products -

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Cisco Access Anywhere OIP Program

• Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco WLAN (Aironet and Airespace) product line **NOTE: Additional discount applies to first partner with a qualified opportunity only

• Expiration: April 30th, 2006

• Details: Cisco will offer AT&T additional discount points for qualifying and registering a new WLAN opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the WLAN equipment. For under 10 APs and WLAN Manager the additional discount is 3 points, for 10-25 APs and WLAN Manager it is 5 points and for 25+ APs, WLAN Manager and SUP 720 it is 7 points. For more specific information and rules about eligible and required products, see: http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

• Online Details:

http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

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How-to Guide for Access Anywhere OIP

• Step 1: Consult the program brochure for specific terms and conditionshttp://www.cisco.com/partner/WWChannels/oip/download/aa_ataglance.pdf

http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi• Step 4: Cisco team approves the opportunity• Step 5: Place OrderDetails: See this website for eligible products –

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Cable (Tier 2),Telco and Emerging Providers OIP Program

• Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell Cisco equipment to a new customer or in a new opportunity to Cisco**NOTE: Additional discount applies to first partner with a qualified opportunity only

• Details: Cisco will offer AT&T additional discount points (3 points) for qualifying and registering a net-new opportunity with Cisco. The registration must be approved by Cisco and the minimum deal size is $25,000. Please see website below for minimum product requirements

• Online Details:

http://www.cisco.com/partner/WWChannels/download/incentive/ctep_programrules.pdf

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How-to Guide for CTEP OIP

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• Federal Govt / Wholesale / Signature Enterprise• Select / SMB Markets

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• Step 4: Place an Order• Step 5: Return the Trade-In Gear

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• IP Freedom• State and Local Government / Education• IP Network Defender• Access Anywhere

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• Online Details:

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State and Local Gov’t / Education OIP Program

• Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell Cisco equipment to a state, local, or municipal government or K-20 education that is not currently using Cisco equipment**NOTE: Additional discount applies to first partner with a qualified opportunity only

• Expiration: January 31st, 2005

• Details: Cisco will offer AT&T additional discount points (48%) for qualifying and registering a new state and local government or education opportunity with Cisco. This program applies to entities that do not currently have Cisco equipment. The deal must be a minimum of $100,000, but not exceed $1,000,000 list The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment

• Online Details:http://www.cisco.com/en/US/partner/partners/pr11/incentive/gov_edu.shtml

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How-to Guide for State and Local Gov’t / Education

http://www.cisco.com/partner/WWChannels/download/incentive/GovEd_ProgramRules.pdf

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• Online Details:http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

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• Step 4: Cisco team approves the opportunity• Step 5: Place OrderDetails: See this website for eligible products –

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• Federal Govt / Wholesale / Signature• Enterprise Select / SMB Markets

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• Step 4: Place an Order• Step 5: Return the Trade-In Gear

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• IP Freedom• IP Network Defender• Access Anywhere• Success Builder

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• Online Details:

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• Online Details:http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

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• Step 4: Cisco team approves the opportunity• Step 5: Place OrderDetails: See this website for eligible products –

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Success Builder

• Purpose: Recruit new customers (Under 500 Employees) that do not currently have any Cisco equipment (or minimal equipment – one router or one switch) to a Cisco solution

• Expiration: July 30th, 2005

• Details: Cisco will offer AT&T additional discount points (5 points) for qualifying and registering a new opportunity with Cisco. The registration must be approved by Cisco. There is a minimum baseline solution that must be purchased as part of the solution. Please see the online details below for the specifics

• Online Details:

http://www.cisco.com/partner/WWChannels/sales_marketing_resources/programs/successbuilder/downloads/Success_Builder_Partner_Rules.pdf

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How-to Guide for Success Builder

http://www.cisco.com/partner/WWChannels/sales_marketing_resources/download/success-bulider.pdf

http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi• Step 4: Cisco team approves the opportunity• Step 5: Place Order through Distribution

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AT&T SP CAM Territory Coverage Map

Summer Himell - CAM720-875-1364summer@cisco.comMark Wise - SE469-255-0195marwise@cisco.com

Tom Myers - CAM773 695-8363tomyers@cisco.comTheo Harvey - SE919-392-3922tharvey@cisco.com

Kim Jacobson - CAM732 635-3084kjacobso@cisco.comBen Ng – SE212 714-4422 benn@cisco.com

Foster Lipscomb - CAM408-525-0672blipscom@cisco.comMark Wise - SE469-255-0195marwise@cisco.com

Chris Duffy – CAM703-484-0170chrduffy@cisco.comTheo Harvey - SE919-392-3922tharvey@cisco.com

(Solution Center)Alan Benjamin - SE732 635-3083 abenjami@cisco.com

OKARNM

DENJCTRIMANH

AT&T SP/ESO Territory Map

FederalDebbie Everling - CAM804-343-8879 deverlin@cisco.com

Cisco Channel Partner Programs

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