© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialWeb RACI 1 WSCA Washington...

© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialWeb RACI 1

WSCA Washington Contract:

Partner Training

U.S. Public Sector Contracts Management OfficeDecember 2009

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Part I of Agenda: Contract Overview

Framework of WSCA Contracting Vehicle

WSCA Contracting Phases

Key Contract Terms of WSCA Master Agreement and WSCA Washington Participating Addendum (PA)

Who Can Buy under WSCA in WA?

Partner Selection Process & Partner List

Operationalizing WSCA Washington PA

Post Go-Live Activities


Framework: WSCA Contracting Vehicle

State Agencies

Authorities

Local Govts

K-12

Higher Ed

**+Not for Profits

** (WHERE AUTHORIZED BY LAW)

State Central Procurement

Office (e.g. General

Services)

CiscoWSCA PA

withCustomer

* No secondary contract execution with these State Public Sector Entities (End Customers) required.

If authorized by law, these End Customers may use the WSCA PA solely upon issuance of a Purchase Order. The WSCA MA & PA terms are brought into and incorporated as to each End Customer by reference to the WSCA MA & PA on the Purchase Order.

WSCA Participating Addendum (WSCA PA) incorporates WSCA Master Agreement (WSCA MA) and establishes binding terms of sale* for all Public Sector entities within the State. Contract order of precedence: 1) WSCA PA and then 2) WSCA MA.

WSCA Master Agreement with

Utah (Lead State)

WSCA


Key WSCA Contracting Phases

Goal – prepare WSCA PA for customer use

Coordination with State, Partners and WCA Utah

Secure State approval on list of Partners

Internal/external processes, tools and requirements completed

Goal – ensure success of WSCA contracting vehicle as a whole

ComplianceStakeholder satisfaction

(Customer/Buyer, State, WSCA Utah)

Partner performanceOperational efficiency

Goals – execute WSCA PA and screen potential authorized resellers

Negotiate with State on WSCA Participating Addendum (WSCA PA)

Roll out formal Partner Selection Process and narrow down candidates

Contracts Negotiations &

Partner Selection

OperationalizeWSCA PA in State

Ongoing Contracts

Management


WSCA Master Agreement (Prime Contract) Contract Name: WSCA Cisco Networking Communications &

Maintenance Master Agreement AR-233

Term: 10/1/2007 to 5/31/2010, with renewals (up to 4 yrs.)

Scope/Offerings: Entire Cisco U.S. Global Price List (both Cisco Products and Services) NOTE: Under the WSCA WA PA, scope is limited to only Cisco Unified Communication Products and Cisco Services such as SmartNet and AS. No Partner-branded maintenance services or professional services are allowed.

Discounts (Base/Minimum) :

- 35% off Products (for WA, only UC products apply)

- 10% off 1-yr. SmartNet (for WA, applicable)

- 17% off 3-yr. (pre-paid commit) SmartNet (for WA, applicable)

- 10% off Professional Services/AS/Training (for WA, only AS & Training)

Sales Volume Reports: Quarterly

Admin Fee to WSCA Utah: 0.5% of net sales on a Quarterly basis

Procurement: Authorized Partners (accept/process orders & invoice customers directly)


WSCA Washington PA #T10-MST-325 Term: 12/14/2009 to 5/31/2010 (same Termination Date as WSCA Master

Agreement)

Scope/Offerings:

- Products are limited to Cisco Unified Communication ONLY. NO other Cisco-branded products are allowed under the WSCA WA PA. (The rest of the Cisco-branded products are, however, are allowed under existing Master Contract #T06-MST-001.)

- Services are limited to Cisco Smartnet and AS (including TIS). NO Partner branded services or professional services are allowed.

Discounts: Base/minimum discounts under WSCA MA & any additional, incremental discounts offered by the Partners

Sales Volume Reports: Quarterly

Admin Fee to State of WA: 0.5% of net sales (in addition to WSCA ‘s Admin Fee in the amount of 0.5% of net sales )

Procurement: Authorized Partners (accept/process orders & invoice customers directly)


Who Can Buy under the WSCA WA PA?

Authorized “Purchaser(s)” in the State as defined in Section 3, Attachment 1 of the WSCA WA PA:

Department of Information Services (DIS)

NOTE: State Agencies other than DIS may NOT purchase under the WSCA WA PA

All public local government entities*

Education entities (K-20)*

Political subdivisions (counties, municipalities, public schools, colleges or universities)*

Qualified non-profit organizations* *These entities must have properly executed the Interlocal Cooperative Agreement

(Customer Service Agreement) with DIS


Partner Selection Process

Last month, Cisco canvassed its partner community in the State of Washington and solicited interest to participate

Questionnaire sent out to interested Partners– Requirements and objective criteria reviewed and approved by State

11 potential Partners identified and Cisco received approval from State


Partner List Partners approved by the State:

Only these Partners will be authorized to sell under the WSCA contract in the designated geographic area pursuant to the USPSS, provided the following requirements are completed:

– Registered with Secretary of State and are in good standing– Have an active & up-to-date corporate agreement with Cisco (i.e. Systems Integrator

Agreement or ICPA)– Met other Cisco Legal & Financial requirements– Executed Cisco’s USPSS

Partner Geographic AllocationMt. States Networking Eastern WANEC Eastern WAObsidian Eastern WACDW StatewideCerium StatewideEdnetics StatewideQwest StatewideRight Systems StatewideDiData Western WAINX Western WAVerizon Western WA


Key Next Steps to “Go Live”State’s Approval of

Partners

Notify Partners & Confirm Info and Business

Registration

Internal Cisco Legal Checks

Cisco Sends Copies of Agreements, USPSS and Discount Letter to Partners

Build Cisco/WSCA Washington Webpage

Partners Resolve any Admin/Legal Issues, Execute USPSS and Respond to Discount Letter

Partner Training & Prep for Go Live

Ongoing Compliance

1

2

3

4

6

7

5

9

Go Live

8


WSCA Discount Letters Each Partner can offer, at its sole discretion, any additional, incremental

discounts -- if so, Partner will be obligated to provide those additional points on every WSCA WA sales order moving forward

Cisco will NOT provide any coverage (i.e. additional discounts) to Partners on the backend

Partners’ additional discounts, if any, will be posted on WSCA WA webpage for authorized Purchasers to view

Any add’l discounts a Partner offers in response to the Discount Letter do NOT preclude such Partner from providing deeper discounts on a case by case basis (“spot pricing”) – See Section 5, page 2 of WSCA WA PA

OIP and trade-ins are still available, but subject to Cisco’s approval and program rules

***IMPORTANT***

Must respond to WSCA Utah by deadline (Tues., 12/22) even if your company is not offering any discounts. Cisco needs the information to post on the WSCA WA webpage, as required by the WSCA Master Agreement (Prime Contract).


How to Complete WSCA Discount Letter

If you wish to provide any additional discounts, please list the additional discount % for Cisco Products and Services as set forth on Tab #2 of the Discount Letter.

Since Partner’s professional services are NOT in scope under the WSCA WA PA, do not provide any labor rates on Tab #2 of the Discount Letter. Leave those sections blank.

Make sure you SIGN the Discount Letter before sending the PDF and Excel copies back to the Cisco email alias ([email protected]).

Cisco will forward your response to the WSCA Contracts Administrator, who will then secure countersignatures from the State of WA and WSCA Utah. Cisco will provide you with a fully-executed copy for your records.

mailto:[email protected]


U.S. Public Sector Supplement (USPSS) Cisco standard Public Sector subcontracting contract; not negotiable Execution is mandatory in order to be an “authorized reseller” under

WSCA WA PA only . Please review the USPSS with your legal counsel. Cisco’s offerings and Ts & Cs under WSCA Master Agreement and

WSCA WA PA “flow down” to Partners Key Highlights – See Exhibit #1, Section 2 of USPSS (page 8)

- Limited approved Cisco Products (UC only) and Services - Limited authorized users/purchasers - NO Partner-branded maintenance services or professional services - Limited authorized geographic selling area - Partners are responsible for a total of 1% of net sales in Admin Fees (.5% for

WSCA Utah and .5% for State of Washington)- Within 10 days of executing the USPSS, each Partner must submit a Certificate

of Insurance to Cisco in accordance with WSCA WA PA’s terms and conditions


Cisco WSCA WA Webpage

The Cisco WSCA WA Webpage currently being developed will be posted at www.Cisco.com.

It will provide the State and its end users with information on:

– How to order through Cisco’s authorized resellers (Partners)– Pricing and discounts– WSCA Master Agreement and WSCA WA Participating Addendum

(PDF copies posted)

http://www.cisco.com/


Example of Cisco WSCA Home Page

Washingtonwill be added


Example of Cisco WSCA State Webpage


Access to WSCA WA Webpage Access to WSCA Washington webpage will be restricted

since U.S. Global Price List is posted

Restrictions apply to Cisco employees and external parties (Customers and Partners)

- Must have CCO account

- Must request access to WSCA Washington webpage

- Access to other WSCA Participating States’ webpages is strictly prohibited

Access instructions to WSCA Washington webpage will be provided at “Go Live”

***PLEASE COMMUNICATE ACCESS INSTRUCTIONS

TO YOUR CUSTOMERS***


Post Go-Live: Compliance Partners will submit quarterly sales reports and fees

remittance to Cisco – See Exhibit #2 of USPSS Upon Cisco’s receipt of each quarterly sales report,

Partner will then receive an invoice from Cisco for total payment of WSCA and State Admin Fees owed

Cisco will consolidate and send one (1) report to State, along with fee remittance

Cisco will provide WSCA Contracts Administrator (Utah) with same consolidated report, along with aggregated payment of fees

**Detailed Instructions on Sales Volume Reporting and Fee Remittance Obligations will be provided in the

2nd half of this training.**


Post Go-Live: Partner Performance Reviews

Quarterly and Annually Standardized metrics based on:

- Objective criteria and requirements set forth in WSCA Partner Selection Questionnaire and USPSS

- Partner obligations under USPSS (i.e. reporting and fees remittance, etc.)

- Compliance with state and/or local requirements (i.e. active registration with Secretary of State, etc.)

More to Come!


Reporting & Fee Remittance Obligations


Quarterly Sales Volume Reporting andWSCA and State Fee Remittance Process

Completing Quarterly WSCA Sales Volume Reporting Template

WSCA Reporting Template - SUMMARY

Submitting Your WSCA Reports

WSCA and State Admin Fee Invoicing and Payment

WSCA Timelines and Due Dates

Open up to Partners’ Questions & Answers

Part II of Agenda: Reporting and Fee Remittance Requirements


Quarterly Sales Volume Reporting andWSCA and State Fees Remittance Process

Process: Partners submit quarterly Sales Volume

Reports directly to Cisco only Cisco invoices Partners for the WSCA and

State Fees Partners submit combined WSCA and State

Fee payment directly to Cisco Cisco consolidates all Partners’ quarterly

reports and sends aggregated reports to WSCA Utah and to the State.

Cisco sends one (1) check payment to WSCA Utah and one (1) check payment to State.


Following the end of each quarter, Partner submits the WSCA Sales Volume Report to Cisco.

Cisco sends Partner an invoice for the WSCA and State Fees via email with Payment Terms of “Pay Immediately Upon Receipt”.

Partner remits payment to Cisco for the combined WSCA Admin Fee (0.5%) and State Admin Fee (0.5%).

Cisco aggregates WSCA and State Fees collected from Partners and remits payment to WSCA Utah and to the State.

Quarterly Sales Volume Reporting andWSCA and State Fee Remittance Process(continued)


Completing the Quarterly WSCA Sales Volume Reporting Template - Header Section

Header Section: Do this first! Fill in the blue highlighted rows (1-8) with your Partner information.

Drop Down Selections: Appear for “State” and “Quarter-End Date” Rows

Detail Section: Do this section only after the Header Section is complete. Begin at column 9 and work your way right to complete each detail row.


Definitions of the Template Fields – Header Section

Partner Name (row 1): Channel Partner or Reseller Company name State (row 2): Name of US State. (Select from Drop Down List) Contract ID (row 3): US State Prime Contract Number. This is the prime

contract between the State and Cisco). Quarter-End Date (row 4): Quarter-end date of the sales data being

reported. (Select from Drop Down List) Partner Contact Name (row 5): Channel Partner or Reseller Company

Contact Name Partner Contact Phone (row 6): Channel Partner or Reseller Company

Contact Phone Partner Contact Email (row 7): Channel Partner or Reseller Company

Contact Email Partner/Reseller Purchase Order# for Invoicing (row 8): Purchase

Order Number for Invoicing by Cisco for Fees. IF you are reporting No WSCA Sales then input: NA

Completing the Quarterly WSCA Sales Volume Reporting Template


Completing the Quarterly WSCA Sales Volume Reporting Template - Detail Section

Detail Section: Start here after finishing the Header Section. One row for each product ID. All of the circled columns must be populated for each row. Do not skip any rows.


Definitions of the Template Fields – Detail Section

Cisco Sales Order or Transaction ID (column 9): Sales Order Number assigned if the order went direct -OR- the Transaction ID associated with the Order if the order went through distribution

Partner PO for Transaction (column 10): Purchase Order Number associated with the order submitted to Cisco/Distributor.

End Customer Name (column 11): Purchasing Public Sector Entity's name as shown on order placed with your company.

Buyer's Purchase Order Number (column 12): Buyer's purchase order number placed with your company.

Cisco Product ID (column 13): Actual Cisco part number entered on your Purchase Order as submitted to Cisco/Distributor. For Basic Install and Config Services enter "Basic Install and Config Services" as your Cisco Product ID.



Completing the Quarterly WSCA Sales Reporting Template -Detail Section

Detail Section: Sales Volume Input. Product Categories include: Product, Service, and ‘Basic Install And Config Services’ Note: Only one Product Category’s volume may be reported on each row.


Definitions of the Template Fields – Detail Section Product Line Quantity (column 14): Actual Quantity for each Product ID. Product List Price (column 15): Actual Product Line List Price for each

Product ID. Product Line Disc. % (column 16): Actual discount percentage for each

Product ID. Service Line Quantity (column 18): Actual quantity for each Product ID. Service Line List Price (column 19): Actual Service Line List Price for each

Product ID. Service Line Discount % (column 20): Actual discount percentage for each

Product ID. Basic Install And Config Svc. Qty (column 22): Actual Hours for each

deployment. Basic Install And Config Services Hourly Rate (column 23): Actual Hourly

Rate as quoted on the Special Discount Letter to the state of Utah.

Note: Each Transaction Row Must Contain Sales For Only One Product Type: Product or Service or ‘Basic Install and Config Services’.



Completing the Quarterly WSCA Sales Volume Reporting Template -Detail Section

Detail Section: Subtotals and Remittance Amounts automatically populate once sales volume data is input.


Definitions of the Template Fields – Detail Section

Invoice Subtotals (columns 17,21, 24): These columns automatically calculate based on reported items’ Quantity, List Price, and Discount % amount invoiced during the reporting period. Note: For each row, only one of these three columns may contain a value greater than zero.

Total Sales Volume (column 25): This column automatically calculates based on reported items’ Quantity, List Price, and Discount % amount invoiced during the reporting period.

WSCA Remittance Amount (column 26): This is the WSCA administrative fee due and payable to the State of Utah (WSCA lead state and prime contract owner). The fee is based on 0.5% of the total value of all items invoiced (column 25). All fee amounts in these fields are automatically calculated.

State Remittance Amount (column 27): This is the column used to show the amount payable to the State. The fee amount is 0.5% of the total value of all items invoiced (column 25). All fee amounts in these fields are automatically calculated.



Completing the Quarterly WSCA Sales Volume Reporting Template - Certification Section

Authorized Signature: By signing, you are certifying as to the accuracy of this report. A signature is only required If you are reporting WSCA Sales Volume for the quarter.

IF you are reporting WSCA sales activity for the quarter, you will need to print, sign, scan and submit the completed Reporting Form’ as an Adobe file along with the completed Excel file to the email address; [email protected]


Completing the Quarterly WSCA Sales Volume Reporting Template - Header Section (Example)

Header Section: Input cells change color from blue to white as information is input. Detail Section: Blue shaded columns will

populate with header data once “Cisco Sales Order or Transaction ID” has input.


Completing the Quarterly WSCA Volume Reporting Template - Detail Section (Example)

Detail Section: Blue shaded columns populate automatically. In the example below, columns 1-8 were automatically populated with header data after the “Cisco Sales Order or Transaction ID”, column 9, row 13, had input.


Completing the Quarterly WSCA Sales Volume Reporting Template - Detail Section (Example)

Detail Row Product ID mismatch to sales volume: On row 14, notice that Cisco Product ID begins with ‘TRN ‘and shows Product Line Volume (instead of Service Line Volume).

Detail Row with empty columns: On row 13, Notice that three entry items have been left blank.



Detail Error Messages: If any row entry information is missing, a descriptive error message appears in the “Spreadsheet Message” column.

General Error Message: The error below appears whenever there are any errors detected and reported in the “Spreadsheet Message” column.



Clearing the Errors: On row 13, populate data in columns 10, 11, and 12. On row 14, notice that Product ID ‘TRN’ or ‘CON’ now has it’s volume in the Service columns, 18 through 21.



Review the “Spreadsheet Messages” column:

Errors have been eliminated.

Some Cells May be difficult to Read: Email Address or other fields with longer values may wrap..



Improve column width and row height by clicking “Auto Format Rows”: Notice the improved formatting of the “Contact Email” column.

If you run out of empty rows, Click “Add 10 Blank Rows” button: This adds 10 lines to the bottom of your spreadsheet.


Completing the Quarterly WSCA Sales Volume Reporting Template -Reporting ‘No WSCA Sales Volume’ for the Quarter (Example)

Reporting ‘No WSCA Sales’: Only Fill Out the Header Section. On row 8, enter “NA” (without quotations). Detail Section’s Row 13 will automatically populate. File is now ready to save and send to Cisco’s WSCA Reporting alias: [email protected].


WSCA Reporting Template - SUMMARY

Complete the Header Section (rows 1 to 8) first. Manual entry for the Detail Section begins at column 9 and ends at

column 23. Each Detail row with volume must include entries for ALL

COLUMNS from column 1 to 13. Columns 1 to 8 automatically populate using Header Section entries.

Each Detail row must include sales volume for only ONE Product Type. The three Product Types are Product, Service, and ‘Basic Install and Config Services’

Each Detail row Cisco Product ID (column 13) entry must match the Product Type of the sales volume being reported. For example, when reporting Service Sales, Product ID must begin with either ‘TRN’ or ‘CON’, for sales volume reported in columns 18 to 20.

Reporting Zero ($0) WSCA Sales Volume: Fill out the Header Section per the instructions. In Row 8, enter: NA.


Submitting Your WSCA Reports

Save your completed Template file. Please review for accuracy. If you are reporting WSCA sales volume for the quarter, print

the “Reporting Form” tab. WSCA Partner Point of Contact (POC) signs the printed WSCA

Quarterly Partner Sales Submission document. Scan the signed document into a .pdf file. Attach the .pdf file along

with the corresponding Excel Submission file to an email and send it to the WSCA reporting alias email address: [email protected].

If you are reporting ‘NO WSCA Sales Volume ($0)’ for the quarter, complete the Header Section (per instructions on page 20) and send the Excel file only to the WSCA reporting alias email address: [email protected].

Enter Subject Line of email as “[Insert Company Name] [Quarter Report Date] Sales Volume Report – WSCA Master Agreement – State of Washington”

Have Questions? Email Cisco’s WSCA Partner support: [email protected]





WSCA Admin and State Admin Fee Invoicing and Payment

Partner Receives An Invoice for WSCA and State Fees: Once the WSCA Quarterly Report is received by Cisco, an invoice is generated for the amount of the WSCA and State Fees due to the WSCA Contract Administrator (Utah) and the State.

Partner Invoice Terms: An Invoice for the WSCA and State fees is emailed to the Partner with Terms: Payment Due Immediately Upon Receipt.

Partner Makes Payment for the WSCA Fees and State Fees to Cisco: At the time the Partner makes payment for Fees, they are required to scan the check (or provide wire transfer information) and email it to the WSCA Reporting alias email address: [email protected].



WSCA Admin and State Admin Fee Payment

Primary Fee Delivery and ‘Remit to’ Instructions: Make Primary Fee Payable to: Cisco Systems, Inc.

1) Payment delivered by bank wire transfer (preferred method) OR by certified mail, return receipt requested, to one of Cisco’s remittance addresses as listed in Section (B) below.

A. Bank Wire TransferBank: Bank of AmericaAddress: 100 West 33rd Street, NY, NY 10001Routing/Transit ABA Number: 026009593Account Number: 1233857430CHIPS Address (if applicable): 0959SWIFT Address (if applicable): BOFAUS3N

B. Check Payment* Cisco Systems, Inc., PO BOX 91232, Chicago, IL 60693-1232Cisco Systems, Inc., PO Box 61000, Dept 165901, San Francisco, CA 94161-0001Cisco Systems, Inc., PO Box 406316, Atlanta, GA 30384-6316

*Refer to your quarterly invoice from Cisco to determine which Cisco remittance address your check payment should be sent to. Each check payment must include remittance information such as Cisco’s invoice number to ensure accurate posting.


WSCA Admin and State Admin Fee Payment (continued)

2) Electronically send Proof of Payment (confirmation number of bank wire transfer or PDF copy of check payment) to:

A. Email: [email protected]

Attn: Angelene Feril

GOV/ED Contract Compliance & Reporting Manager Cisco Systems, Inc.



WSCA Sales Reporting Timelines and Due Dates Quarterly WSCA Partner Sales Volume Reporting is due on the last

day of the month following each calendar quarter.

Quarter Period Report Due Date

Q1 January 1 through March 31 April 30th

Q2 April 1 through June 30 July 31st

Q3 July 1 through September 30 October 31st

Q4 October 1 through December 31 January 31st

Reminder: Per the Cisco WSCA Partner Agreement, payment for WSCA & State Fees due: Immediately Upon Receipt of Invoice.

Have Questions? Email Cisco’s WSCA support: [email protected]

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Quarterly Sales Reporting Template



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