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1 © 2002, Cisco Systems, Inc. All rights reserved. Cisco Channel Partner Programs Prepared for AT&T by Chris Duffy Updated: April 6 th , 2005
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1© 2002, Cisco Systems, Inc. All rights reserved.
Cisco Channel Partner Programs
Prepared for AT&T by Chris Duffy
Updated: April 6th, 2005
222
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.shtml
If you have any questions, please contact Chris Duffy at [email protected] or 703-484-0170
333
Updated on April 6th – New Additions
• Latest Additions:
Migration of OIP: CSA to OIP: Network Defender
New Cable, Telco, and Emerging Provider (CTEP) OIP Program
New Access Anywhere OIP Program
Update of latest Cisco channel partner map
444
Channel Programs by Sales Segment
• Federal Govt / Wholesale / Signature
• Enterprise
• Select / SMB Markets
555
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
666
Channel Programs by Sales Segment
Federal Govt / Wholesale / Signature
• Enterprise
• Select / SMB Markets
777
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
888
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
999
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
101010
Switching Migration Program
• Type of Program: Competitive 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
• 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/switching.shtml
• How-to: Methodology is the same as the regular CTMP Program
111111
Access Routing Migration Program
• Type of Program: Competitive Program
• Purpose: Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers
• Expiration: July 31st, 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/en/US/partner/partners/pr61/pr73/ctmp/access_routing.shtml
• How-to: Methodology is the same as the regular CTMP Program
121212
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
• Expiration: July 31st, 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/en/US/partner/partners/pr61/pr73/ctmp/ip_communications.shtml
• How-to: Methodology is the same as the regular CTMP Program
131313
Opportunity Incentive Programs (OIP)
• IP Freedom
• IP Network Defender
• Access Anywhere
• CTEP
141414
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
• Expiration: July 31st, 2005
• 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
151515
How-to Guide for IP Freedom
• Step 1: Consult the program brochure for specific terms and conditions
http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_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 Order
Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf
161616
Cisco IP Network Defender 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 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
171717
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 Order
Details: See this website for eligible products - http://www.cisco.com/partner/WWChannels/oip/download/security-products.html
181818
Cisco Access Anywhere 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 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
191919
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
• 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 Order
Details: See this website for eligible products – http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf
202020
Cable (Tier 2),Telco and Emerging Providers OIP Program
• Type of Program: Incremental New Business
• 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
• Expiration: July 31st, 2005
• 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
212121
How-to Guide for CTEP OIP
• Step 1: Consult the program brochure for specific terms and conditions
http://www.cisco.com/partner/WWChannels/download/incentive/ctep_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 Order
Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/download/incentive/ctep_programrules.pdf
222222
Channel Programs by Sales Segment
• Federal Govt / Wholesale / Signature
Enterprise
• Select / SMB Markets
232323
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
242424
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: 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
252525
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
262626
Switching Migration Program
• Type of Program: Competitive 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
• 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/switching.shtml
• How-to: Methodology is the same as the regular CTMP Program
272727
Access Routing Migration Program
• Type of Program: Competitive Program
• Purpose: Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers
• Expiration: July 31st, 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/en/US/partner/partners/pr61/pr73/ctmp/access_routing.shtml
• How-to: Methodology is the same as the regular CTMP Program
282828
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
• Expiration: July 31st, 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/en/US/partner/partners/pr61/pr73/ctmp/ip_communications.shtml
• How-to: Methodology is the same as the regular CTMP Program
292929
Opportunity Incentive Programs (OIP)
• IP Freedom
• State and Local Government / Education
• IP Network Defender
• Access Anywhere
303030
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
• Expiration: July 31st, 2005
• 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
313131
How-to Guide for IP Freedom
• Step 1: Consult the program brochure for specific terms and conditions
http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_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 Order
Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf
323232
State and Local Gov’t / Education OIP Program
• Type of Program: Incremental New Business
• 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
333333
How-to Guide for State and Local Gov’t / Education
• Step 1: Consult the program brochure for specific terms and conditions
http://www.cisco.com/partner/WWChannels/download/incentive/GovEd_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 Order
Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/download/incentive/GovEd_ProgramRules.pdf
343434
Cisco IP Network Defender 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 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
353535
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 Order
Details: See this website for eligible products - http://www.cisco.com/partner/WWChannels/oip/download/security-products.html
363636
Cisco Access Anywhere 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 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
373737
How-to Guide for Access Anywhere OIP
• Step 1: Consult the program brochure for specific terms and conditions
http://www.cisco.com/partner/WWChannels/oip/download/aa_ataglance.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 Order
Details: See this website for eligible products – http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf
383838
Channel Programs by Sales Segment
• Federal Govt / Wholesale / Signature
• Enterprise
Select / SMB Markets
393939
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
404040
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: 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
414141
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
424242
Switching Migration Program
• Type of Program: Competitive 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
• 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/switching.shtml
• How-to: Methodology is the same as the regular CTMP Program
434343
Access Routing Migration Program
• Type of Program: Competitive Program
• Purpose: Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers
• Expiration: July 31st, 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/en/US/partner/partners/pr61/pr73/ctmp/access_routing.shtml
• How-to: Methodology is the same as the regular CTMP Program
444444
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
• Expiration: July 31st, 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/en/US/partner/partners/pr61/pr73/ctmp/ip_communications.shtml
• How-to: Methodology is the same as the regular CTMP Program
454545
Opportunity Incentive Programs (OIP)
• IP Freedom
• IP Network Defender
• Access Anywhere
• Success Builder
464646
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
• Expiration: July 31st, 2005
• 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
474747
How-to Guide for IP Freedom
• Step 1: Consult the program brochure for specific terms and conditions
http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_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 Order
Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf
484848
Cisco IP Network Defender 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 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
494949
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 Order
Details: See this website for eligible products - http://www.cisco.com/partner/WWChannels/oip/download/security-products.html
505050
Cisco Access Anywhere 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 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
515151
How-to Guide for Access Anywhere OIP
• Step 1: Consult the program brochure for specific terms and conditions
http://www.cisco.com/partner/WWChannels/oip/download/aa_ataglance.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 Order
Details: See this website for eligible products – http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf
525252
Success Builder
• Type of Program: Incremental New Business
• 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
535353
How-to Guide for Success Builder
• Step 1: Consult the program brochure for specific terms and conditions
http://www.cisco.com/partner/WWChannels/sales_marketing_resources/download/success-bulider.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 Order through Distribution
545454
AT&T SP CAM Territory Coverage Map
Summer Himell - [email protected] Wise - [email protected]
Tom Myers - CAM773 [email protected] Harvey - [email protected]
Kim Jacobson - CAM732 [email protected] Ng – SE212 714-4422 [email protected]
Foster Lipscomb - [email protected] Wise - [email protected]
Chris Duffy – [email protected] Harvey - [email protected]
(Solution Center)Alan Benjamin - SE732 635-3083 [email protected]
TX
OKARNM
AZ
CANV
IDOR
WA
KS MO
IA
IL
WI
MN
ND
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IN
MI
OH
KY
PA
WV
NY
VA
NC
SC
ME
LA
GA
FL
ALMS
TN
DE
NJCTRIMANH
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AT&T SP/ESO Territory Map
FederalDebbie Everling - CAM804-343-8879 [email protected]
