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Solution Partner Program Orientation Primer Marcia Harlow SPP Operations & GTM Programs, WWPO June 2015
Solution Partner Program
Orientation Primer
Marcia Harlow
SPP Operations & GTM Programs, WWPO
June 2015
9 Overview of Solution Partner Program & Resources
9 Program Support Infrastructure Changes
9 Build & Test Support & Resources
9 GTM Programs & Assets
Agenda
Overview of Solution Partner Program &
Resources
Solution Partner Program
a
a
a
Solution Categories
Pla
tform
Rea
dy (U
CS
)
Com
patib
le (I
VT/
CV
D)
Co-
Res
iden
t (B
E60
00/7
000)
NEW NEW
Strategic Solution Partner
Preferred Solution Partner
Solution Partner
Technology Solutions Catalog
By Invitation
No Annual Membership Fee
Cisco Compatibility 24/7 Support
$5000 / $1500
Complementary Solution 8/5 Support
$3500 / $1000
Benefits Increase by Tier
Solution Partner Program Guidelines
Solution Partner Program Website
Solution Partner Program Tier Matters
Preferred Solution Partner Tier Progression Criteria: 9 1 solution “Current” Cisco Compatible 9 Request Promotion to Preferred Tier 9 Annual Membership Fees (no interim increase) Benefits 9 Increased visibility in Cisco Marketplace
9 Logo; Search display 9 Eligible to exhibit at Cisco Live WOS 9 Eligible to apply for SIP
Promotion Process - Contact Us! That’s It!
a
a
a
Solution Categories
Pla
tform
Rea
dy (U
CS
)
Com
patib
le (I
VT/
CV
D)
Co-
Res
iden
t (B
E60
00/7
000)
NEW NEW
Strategic Solution Partner
Preferred Solution Partner
Solution Partner
Technology Solutions Catalog
By Invitation, No Annual Membership Fee
Cisco Compatibility 24/7 Support
Complementary Solution 8/5 Support
Benefits Increase by Tier
Resources To Support Entire Partner Lifecycle
TEST
SELL BUILD
MARKET
Solution Partner Program
Virtual Sandboxes
Online Marketplace Solutions Catalog
Education and Training (Events) Past Webinars
Go-to-Market Case-based Support
Technical Content
Marketing and Sales Enablement
Expanded Access to Cisco Customers
Demo and Lab System Discounts
Testing and Certification
SDKs/APIs
Technical and Engineering Support
Access to Entire Cisco Partner Ecosystem
Brand Assets DevNet Program
Program Resources
Support Resources and Tools
Developer Tools Support Team
Email Us Join the Solution Partner Program
NEW
Solution Partner Handbook
Program Support Infrastructure
What’s Changing ?
New Systems Make Program Engagement Easier - Today
DevNet
DevNet Membership Payment
Technical (Build) Support Technology Resource Centers
Agent Based Case Support Testing Support
Testing Labs & Sandboxes Certifications
Solution Partner Lifecycle
Management
Solution Partner Lifecycle Management
Onboard as Partner with Agreement Manage Contacts Manage Solutions Testing Requests
Certifications/Designations Go To Market Resources Marketplace Publishing
Solution Partners
APIs Central Partner Database
Reseller Partners
Learning Partners
Onboard New Partners
Manage Partner Access
Manage Partner Locator
APIs
Solution Partner Lifecycle
Management
DevNet
Integration of Solution Partner Program Databases
Central Partner Database
360 Integration Central Partner Database 9 Systems Access:
9 Companies 9 Contacts
9 Partner Locator Tool Solution Partner Dashboard DevNet Simplified Process Dashboard Home Page Partner Resources Program Notifications Upcoming Events Contextual Support Guided Benefit Opportunities
Coming Soon
Reseller Partners
Learning Partners
Solution Partners
NEW
Solution Partner Systems / Process Management Overview
Solution Partner Lifecycle
Management
DevNet
Central Partner Database New Partner Application Partner Program Selection Partner Self Service (PSS) Managing Contacts Company Changes
Solution Partner Lifecycle Management Manage Solutions Testing Requests Certifications/Designations Go-to-Market Resources Marketplace Publishing
DevNet Membership Payment Technical (Build) Support Technology Resource Centers Agent-Based Case Support Testing Support Testing Labs & Sandboxes Certifications
Reseller Partners
Learning Partners
Central Partner Database Solution
Partners
NEW
Solution Partner Dashboard Preview
Key Resources 9 Partner Handbook 9 Partner FAQs 9 Dashboard Tutorial
News & Upcoming Events 9 Solution Partner Forum 9 Solution Partner Power Hour
9 Program Update
Event Based Notices Partnership Status Guided Actions 9 Icons 9 Action Buttons
Solution Partner Dashboard Preview
Guided Events Progress Monitoring
Solution Partner Dashboard Preview
Build & Test Support Resources
DevNet – Your “Go To” Resource Center
9 Technology Centers 9 Toolkits 9 APIs 9 Forums
9 Manage Your Solution Partner Program Credits 9 Agent Based Case Support (APIs) 9 Sandboxes
Cisco Compatible Certification Maintain “Current” to retain benefits
Apply for IVT
BU Approves/Process
Test
Cisco Sandboxes
Cisco Certified Labs
Cisco Marketplace
9 Preferred Tier 9 Marketplace Search 9 SIP Eligible
New Designations Technology Sub-technology Product Version Unified Computing UCS Hardware Blades (B-series) UCSM 2.2.1 Unified Computing UCS Hardware Rack Mounts (C-series) UCSM 2.2.1 Unified Computing UCS Hardware UCS Mini UCSM 3.0
Technology Sub-technology Product Version Collaboration Mid Market - Business Edition 6000 BE6000 9.0
Collaboration Mid Market - Business Edition 6000 BE6000 9.1
Collaboration Mid Market - Business Edition 7000 BE7000 9.1
Collaboration Mid Market - Business Edition 6000 BE6000 10.x
Collaboration Mid Market - Business Edition 7000 BE7000 10.x
1 2 3
NFR / Discount Program Lab & Demo purposes only
Submit
Solution Partner enters Bill of Materials (BOM)
in Cisco Commerce Workspace
Approver: Under CAM option, Select “Other”
and type in “maharlow”
Approve & Notify
Cisco verifies BOM, for spend limit and Partner eligibility to purchase requested products
Notifies Solution Partner
(Approved or Not Approved)
Order
Solution Partner submits order via Cisco authorized
distributor using ‘deal id’
NFR / Discount Program Lab & Demo purposes only
Submit
Solution Partner enters Bill of Materials (BOM)
in Cisco Commerce Workspace
Approver: Under CAM option, Select “Other”
and type in “maharlow”
Approve & Notify
Cisco verifies BOM, for spend limit and Partner eligibility to purchase requested products
Notifies Solution Partner
(Approved or Not Approved)
Order
Solution Partner submits order via Cisco authorized
distributor using ‘deal id’
NFR Promotions for Solution Partners FAQs – see Partner Handbook
How do I order discounted Cisco gear through the NFR Discount Program? How do I get support for NFR related issues? How do I know what my discount price will be for the Cisco gear I want to purchase? Why does the discount price that appears in my deal not match the distributors discounted price?
GTM Programs & Assets
Sales & Marketing Direct Links
Solution Partner Program Branding Assets Asset Type Description Asset
Solution Partner Relationship Logos Solution Partners are eligible to use the appropriate partner relationship logo based on their program tier level
Cisco Compatible Logo The Cisco Compatible logo is solution specific. It can only be used in association with solutions that have successfully passed IVT or are a Cisco Validated Design
Marketplace Banners Partners can use the Marketplace Banners to promote their solutions that are posted on the Cisco Marketplace. Offered in a variety of colors to accommodate our partners branding.
Usage Guides Cisco Partners are required to read and strictly adhere to the Cisco Brand Guidelines detailed in the usage guides: Cisco Solution Partner program Logo Guidelines; Cisco Marketplace Banner Guidelines
Accessing Logos, Banners and Guidelines Partners can access the Solution Partner Program Logos, Banners and Guidelines on our Website and Partner Central
Solution Partner Program: Sales & Marketing Cisco Partner Central
Press Releases Eligibility Events: 9 Joins the Solution Partner Program 9 Advancement to the Preferred Solution Partner tier level 9 A Cisco based solution has successfully completed Cisco IVT and certified as “Cisco Compatible”
Getting Approval: 9 Submit the completed press release template to Cisco [email protected] 9 Partners must adhere to the Press Release approval process – no exceptions
Distribution by Solution Partner: Cisco does not distribute solution partner press releases
Cisco Marketplace Technology Solutions Catalog Creating Your Marketplace Storefront
All content derived from your Dashboard Simplified in new partner dashboard Consolidated page in dashboard to: 9 Build
9 Logos 9 Collateral 9 Videos
9 Preview
Cisco Marketplace Technology Solutions Catalog Best Practices: Solutions Catalog – Tips To Make Your Content User Friendly
Resources Page Key selling page – use it
Use Simple Taxonomy & Labeling
Simple/Crisp Messaging BOLD Bullets
Leverage your customers “Good product.”
Imagery Above the Fold
Cisco Marketplace Technology Solutions Catalog
Metrics
1Pageviews is the total number of pages viewed. Repeated views of a single page are counted. 2Unique Pageviews is the number of visits during which the specified page was viewed at least once. A unique pageview is counted for each page URL + page Title combination. 3The average amount of time users spent viewing a specified page or screen, or set of pages or screens. 4Entrances is the number of times visitors entered your site through a specified page or set of pages. 5Bounce Rate is the percentage of single-page visits (i.e. visits in which the person left your site from the entrance page without interacting with the page).
Coming Soon
Solution Incentive Program (SIP) What Is It?
9 Incentive for channel partners to develop and sell business outcomes 9 Global Deal Registration (GDR) tool
9Deal registration program 9 Deal protection / Higher profitability
Cisco Products (Maximum 80%) 3rd Party Solution(s) 3rd Party
HW/SW Services
SIP CISCO-BASED
SOLUTION
Solution Incentive Program Cisco Strategies
Solution Incentive Program How To Apply
Application Process Download SIP Application Template Sales & Marketing Page Complete GREY sections Submit (See Mailer in Template)
Solution Criteria & Approval Cisco Compatible “Current” Not competitive with Cisco product Alignment with Cisco Strategies Channel Demand Quarterly Review Process
Events: Technical Training
Marketing/Networking
Partner Central HOME
Partner Locator Tool
Sell & Market: Architecture & Solution
Stay current on strategy and positioning
Cisco Partner Central
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Go To Market Resource Center (GTMRC)
Build a Cisco GTM Strategic Plan
Leverage as an ongoing resource
New team members? Great for onboarding
Available on the Sales & Marketing web page
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Modules
Education
Activities
Prescriptive
Step by step
Go To Market Resource Center Framework
Go To Market Strategic Planning Services Designed to Accelerate Your Time To Market
Educate Discovery Recommend
Start to Finish – 90 days or less [email protected]
Case Studies: Showcase Your Successes
For an introduction to vendor, send e-mail to:[email protected]
Bringing It All Together
Thank you
