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Data Center
Partner Guide
Introduction
Whats New
Data Center Specializations and Rapid Enablement
Pre-Sales Helpdesk
Cisco Build and Price
Incentives and Promotions
Cisco-Funded Network Assessments
Training and Demo Labs
Cisco Cloud Channel GotoMarket
Grow Faster with ISVs
Cisco Data Center Solutions
Cisco Services
Partner Go-to-Market Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
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Pre-Sales Helpdesk
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Incentives and
Promotions
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Cisco-Funded
Network Assessments
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Training and
Demo Labs
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Cisco Services
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g
in
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Compute
abric
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Un
Data Center
Specializations and
Rapid Enablement
INTRODUCTION
Co
m
p
>
Unified
Introduction
Network
Unified
Data
Center
Storage
Security
Management
Un
if
t
en
ied M
m
e
anag
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Home
Introduction
>
Whats New
>
>
Data Center
Specializations and
Rapid Enablement
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Cisco announced the launch of The InterCloud Fabric for Business, which
includes Director and Secure Extender components. Made for enterprise
organizations, it allows connectivity with large-scale clouds, such as
Azure and Amazon, and with service providers operating the Provider
Platform. Using these different components allows for the creation and
migration of application workloads between public and private clouds.
The Cisco Services Software Partner Program Pilot offers access to
innovative software offerings based on a partners business model, and
investment and revenue goals.
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
Architecture
Master Cloud
Builder (MCB)
Specialization
Data Center
Architecture (DCA)
Specialization
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
Next >
Technology
Unified Fabric
Technology
(UFT)
Specialization
ATP
Unified
Computing
Technology
(UCT)
Specialization
Cisco Authorized
Technology Provider
(ATP) Programs
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
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Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
The Cisco Data Center Specializations reflect a partners depth of expertise, capabilities, and end-to-end service
and support for specific solutions and technology architectures. These specializations enable partners to develop and
expand their sales, technical, and service capabilities for Cisco Unified Data Center solutions.
Pre-Sales Helpdesk
>
>
< Previous
Next >
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Home
>
Whats New
>
>
Pre-Sales Helpdesk
>
>
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
Partner Go-to-Market
Resources
Next >
Incentives and
Promotions
Cisco Services
< Previous
Data Center
Specializations and
Rapid Enablement
Product Access:
Cisco UCS Invicta
Product Access:
Cisco ACI
Product Coverage:
Cisco UCS Invicta
Product Coverage:
Cisco ACI
Product coverage
Cisco UCS
>
Cisco UCS
Cisco UCS
Cisco MDS
Cisco MDS
Cisco MDS
Third-party data center
solutions
>
How to get started?
Apply
Apply
Apply
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
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Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Next >
Integrator ATP
Provider ATP
Access/coverage: Cisco EnergyWise
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
< Previous
Cisco ServiceGrid
Reseller ATP
Integrator ATP
Provider ATP
Access/coverage: Cisco ServiceGrid
Cisco Data Virtualization
Reseller ATP
Integrator ATP
Access/coverage: Cisco Data Virtualization
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
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Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
The Cisco UCS unifies computing, networking, management, virtualization, and storage access into a single integrated
architecture. The Advanced UCT Specialization is designed for partners looking to build a Cisco Unified Computing
practice. Achievement of this specialization entitles partners to sell the Cisco UCS B-Series Blade Servers without the
higher investment of a full architecture specialization and is the ideal starting point for a data center practice-building
relationship with Cisco.
>
< Previous
Next >
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Field Engineer
These roles provide a roadmap with training content and exams.
Costs
The investment to achieve these roles will vary depending on the existing skill levels within a practice. The total cost for
training (not required) can be up to $6,990 (USD) and 91 out-of-office hours. Required testing costs are $365 (USD).
See Table 2 for a summary of the training format, cost, and duration for each role.
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
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>
Whats New
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< Previous
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Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
Increased sales and technical competency to participate in the rapidly growing unified computing opportunity
>
Table 2 is a summary of training format, cost, and duration for each role. All costs and training hours are approximate and may vary by
region. These requirements are subject to change. For the most up-to-date information and additional details see the official UCT website.
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Advanced UCT branding to recognize Cisco UCS design, implementation, and support capabilities
Recognition as a Specialized Partner in the Cisco Partner Locator
>
>
Participation in the VIP Data Center UCT subtrack, offering rebates of up to 15 percent (VIP 23)
Advanced Unified
Computing Technology
Pre-Reqs
None
None
Required Exam
#650-987 PSDCUCAM
642-998 DCUCD
642-999 DCUCI
Exam Cost
$65
$150
$150
Recommended Training
(not mandatory)
>
Cost
$3,495
$3,495
Hours
11 Hours
40 Hours
40 Hours
>
Out-of-Office@$100/hr
$1,100
$4,000
$4,000
Format
Online
Instructor-Led
Instructor-Led
The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training and exams are updated
on an ongoing basis. See the main websites for potential additional options.
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
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Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Cisco Unified Fabric unifies storage, data networking, and network services, delivering architectural flexibility and
consistent networking across physical, virtual, and cloud environments. The Advanced UFT Specialization is designed for
partners looking to build a Cisco Unified Fabric practice.
Pre-Sales Helpdesk
>
>
< Previous
Next >
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
These roles provide a roadmap with training content and exams that are tailored to pertinent jobs within a company.
The Advanced UFT Specialization offers the following benefits:
Participation in the VIP Data Center UFT subtrack, offering rebates of up to 10 percent (VIP 23)
Advanced UFT branding to recognize the Cisco Unified Fabric design, implementation, and support capabilities
Recognition as a Specialized Partner in the Cisco Partner Locator
Increased sales and technical competency to deliver Ciscos market-leading Unified Fabric portfolio
Costs
The investment to achieve these roles will vary depending on the existing skill levels within a practice. The total cost for
training (not required) can be up to $12,980 (USD) and 123 out-of-office hours. Required testing costs are $800 (USD).
See Table 3 for a summary of the training format, cost, and duration for each role. All costs and training hours are
approximate and may vary by region. These requirements are subject to change. For the most up-to-date information
and additional details see the Advanced UFT Specialization website.
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
10
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>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
< Previous
Next >
Pre-Reqs
or
or
CCDP or CCIE
CCNP or CCIE
Required Certification
Required Exam(s)
646-985 DCNSS
642-996DCUFD v5
642-997 DCUFI
v5
642-996 DCUFI v5
642-980 DCUFT
Exam Cost
$200
$200
$200
$200
$200
Recommended Training
(not mandatory)
Designing Cisco
Data Center Unified
Fabric (DCUFD) v5.0
Implementing
Cisco Data Center
Unified Fabric
(DCUFI) v5.0
Implementing Cisco
Data Center Unified
Fabric (DCUFI) v5.0
Troubleshooting
Cisco Unified Fabric
(DCUFT) v5.0
$3,295
$3,295
$3,295
$3,095
Hours
11 Hours
40 Hours
40 Hours
24 Hours
24 Hours
Out-of-Office @$100/hr
$1,100
$4,000
$4,000
$2,400
$2,400
Format
Online
Instructor-Led
Instructor-Led
Instructor-Led
Instructor-Led
Role Sharing
The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training and exams are updated on an
ongoing basis. See the main websites for potential additional options.
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
11
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Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Cisco Unified Data Center changes the economics of the data center by unifying computing, storage, networking,
virtualization, and management. The Cisco Advanced Data Center Architecture (DCA) Specialization is designed
for partners looking to offer complete data center architecture solutions.
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
< Previous
Next >
Costs
Your investment to achieve these roles will vary depending on the existing skill levels within your practice. The
total cost for training (not required) can be up to $6,790 (USD) and 227 out-of-office hours. Required testing
costs are $730 (USD).
See Table 4 and 5 for a summary of the training format, cost, and duration for each role. All costs and training
hours are approximate and may vary by region. These requirements are subject to change. For the most up-todate information and additional details see the official Advanced DCA Specialization website.
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
12
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Partner Go-to-Market
Resources
>
< Previous
Next >
Pre-Reqs
None
>
Pre-Sales Helpdesk
Cisco Services
Required Exam(s)
646-985 DCNSS
#650-987 PSDCUCAM
642-996DCUFD v5
642-998 DCUCD
v5
650-987 PSDCUCAM
Exam Cost
$65
$200
$200
Implementing Cisco
Data Center Unified
Fabric (DCUFI) v5.0
Designing Cisco
Data Center
Unified Computing
(DCUCD)v5.0
Cost
$3,295
$3,495
Hours
19 Hours
8 Hours
40 Hours
40 Hours
Out-of-Office @$100/hr
$1,900
$800
$4,000
$4,000
Format
Online
Online
Instructor-Led
Instructor-Led
Role Sharing
One qualified individual may fill only the Architecture Systems Engineer
(ASE) role in up to two architecture specializations.
The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training and exams are updated on
an ongoing basis. See the main websites for potential additional options.
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
13
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
< Previous
Next >
Pre-Reqs
None
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Required Exam(s)
642-999 DCUCI
642-997 DCUFI v5
642-980 DCUFT
Exam(s) Cost
$200
$150
$150
Recommended Training
(not mandatory)
Cost
$3,495
$3,495
$3,095
Hours
40 Hours
40 Hours
24 Hours
Out-of-Office @$100/hr
$4,000
$4,000
$2,400
Format
Instructor-Led
Instructor-Led
Instructor-Led
Role Sharing
The field engineer cannot fill roles in other architecture specializations (Borderless Network or Collaboration); however,
one field engineer can fulfill up to 1 additional field engineer role (2 FE roles total) within the Data Center Architecture
Specialization. Role sharing in technology specialization(s) has no impact on architecture specialization(s).
The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training and exams are
updated on an ongoing basis. See the main websites for potential additional options.
Post-sales engineer responsible for Data Center Architecture solutions and considerations.
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
14
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Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
The Cisco UCS Invicta ATP Program is designed to enable partners to understand and
sell the Cisco UCS Invicta product line, which accelerates application workloads, reduces
data redundancy, and improves data center efficiency.
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
< Previous
Next >
Cisco UCS Invicta Series Solid State Systems deliver powerful, easy-to-manage
application acceleration for I/O and bandwidth-intensive workloads. With the Cisco UCS
Invicta Series, you can confidently deploy flash memory technology with the proven
operational and scaling advantages of the Cisco UCS.
Please visit the ATP site for the latest information on this ATP program.
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
>
The Cisco ACI ATP Program is designed to bring partners along on the software-defined
networking journey, where networks are deployed, monitored, and managed in a fashion
that supports development, operations and rapid application change.
Cisco ACI consists of:
The new Cisco Nexus 9000 Series Switches
Centralized policy management and Cisco Application Policy Infrastructure Controller
(APIC)
A Cisco Application Virtual Switch (AVS) for the virtual network edge
Software and hardware innovations
Integrated physical and virtual infrastructure
An open ecosystem of network, storage, management, and orchestration vendors
Please visit the ATP site for the latest information on this ATP program.
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
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Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
The Cisco Master Cloud Builder Specialization (MCB) denotes the highest level of achievement for a Cisco Data Center
Partner. Built upon the Advanced DCA Specialization, it recognizes a partners proven capabilities to build and deploy
cloud-ready, integrated infrastructures based on Cisco solutions, as well as Ciscos technology ecosystem partner cloud
offerings across storage, virtualization, cloud management, and virtual desktop.
Pre-Sales Helpdesk
>
>
Cisco Cloud Partner brand recognition for achieving a Master level of competency and capabilities, resonating with
customers, partners, and Cisco sales teams
Incentives and
Promotions
>
Exclusive ability to promote your company to customers and Cisco Sales with your own dedicated landing page on
Ciscos Cloud and Managed Services Partner Marketplace
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
< Previous
Next >
Access to external marketing programs and materials to accelerate your time-to-market and demand through Cisco
Partner Marketing Central
Improved profitability through enhanced VIP and Marketing Development Funds
Ability to expand and enhance your solution offerings with Ciscos ecosystem of integrated solutions
Exclusive access to practice enablement tools to build and manage a joint cloud go-to-market engagement using the
Cisco Go-to-Market Resource Center
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
16
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Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
This specialization builds upon many other certifications typically already held by a Cisco Data Center Partner.
Incentives and
Promotions
>
Partners with a highly qualified data center and cloud practice can achieve a Master Cloud Builder Specialization
regardless of their Cisco partner certification level.
Cisco-Funded
Network Assessments
>
Costs
Training and
Demo Labs
>
>
>
>
Cisco Services
>
< Previous
Next >
The Master Cloud Builder Specialization represents a shift from practice building to an acknowledgment of a practice
and requires:
Cisco Advanced Data Center Architecture Specialization
Data center ecosystem partner certifications
Customer references
The investment to achieve the Master Cloud Builder Specialization will vary depending on existing certification and skill
levels within a practice. Table 6 summarizes the requirements to achieve this specialization.
For the most up-to-date details see the Master Cloud Builder Specialization website.
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
17
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>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
Focus Area
Ecosystem Partner/Product
Requirement
Specialization
Cisco
EMC
NetApp
Hitachi (HDS)
VMware
Microsoft
Citrix
Redhat
Premier or SI Certification
Cisco
VMware
Citrix
EMC
NetApp
HDS
VIA-HDS
Cisco
BMC
CA
VMware
vCloud Director
Virtualization/hypervisor
(one or more)
>
>
>
>
>
Cisco Services
>
Next >
Desktop virtualization
Training and
Demo Labs
< Previous
Integrated infrastructure
(one or more)
Cloud management
(one or more)
Customer references
Minimum 3
Onsite audit
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
18
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< Previous
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
One UCS Director sales training class and three technical training classes
are available. To satisfy the minimum training requirement, partners
must have one person complete the pre-sales Systems Engineer (SE)
Foundations class and one person complete the postsales Field Engineer
(FE) Deployment class. Note that the same person can fulfill both the
SE and FE roles. Table 7 summarizes the UCS Director training options.
Contact your account manager for additional training details.
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Automatic release of UCS Director orders for partners who satisfy the
minimum training requirement
Cisco Services
>
Partner Go-to-Market
Resources
Format
Account
Manager
Pre-sales
Systems
Engineer
Postsales Field
Engineer
UCS Director
Sales
Overview
1.5 hours,
WebEx
Recommended
Recommended
Recommended
UCS Director
Technical
Foundations
2 days,
WebEx or
in person
REQUIRED
Recommended
UCS Director
Advanced
Deployment
2 days, in
person
Optional
REQUIRED
UCS Director
Advanced
Development
2 days, in
person
Optional
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
19
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Next >
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
The Cisco Partner Helpline is a support network for Cisco partners for all pre-sales support needs. This group is comprised of Cisco program and
product experts to support partners across the world.
Pre-Sales Helpdesk
>
All partners are welcome to join, regardless of their certification level. Open a case at: www.cisco.com/go/ph.
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Helpline for pre-sales support and the PDI Helpdesk for proactive technical support deliver higher-quality solutions in a shorter period of time.
Solutions Builder
>
>
>
Cisco Services
>
Discovery
Talent Acquisition Portal
Customized partner intelligence
Secure Business Advisor
Steps to Success
Competitive Edge
Campaign Builder
SMB Smart Design
CCO - Partner access
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
20
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Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
The PDI Help Desk (PDI-HD) is a free, 12 x 5 worldwide support service which addresses
the need for proactive technical support required by Cisco partners in the complex tasks
of planning, design, and implementation of Cisco solutions.
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
< Previous
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
21
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Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
This direct online access for customers creates a more efficient method
to procure UCS servers and speed delivery through Ciscos extensive
reseller network.
To learn more about participating in this program please see your Cisco
Partner Account Manager.
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
22
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>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
Next >
Cisco Rewards
Visit the SeedIT First-Time Buyer Program page for updated information.
UCS SmartPlay
The Advanced NAB promotion expands the existing UCS NAB promotion
to include Cisco Nexus switches. The promotion offers a compelling
incentive for selling Cisco Nexus and UCS data center infrastructure
into accounts that have previously not purchased these product lines.
This Cisco Commerce Workspace-based deal registration promotion
is complementary and similar to OIP and is designed to capture market
share by promoting first-time Cisco Nexus and UCS purchases.
Partner benefits:
Opportunity protection
Up to 70 percent increase in hardware margin
>
Cisco Services
>
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
23
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< Previous
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
Americans (US/Cananda)
>
>
Availability
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
Eligible Accounts
Accounts that have not previously purchased Cisco UCS products
Opportunity must be partner-hunted and led (i.e., found and developed
solely by the partner)
Cisco Nexus 7010 Bundle and Cisco ASA 5585-X with SSP-60 Bundle
>
Cisco Services
>
See the programs page for additional details including terms and conditions.
Eligible Partners
Partners must have one of the following certifications: Gold, Silver,
Premier, or Select.
In order to resell UCS B-Series products, the partner must have at least
one of the following specializations:
Advanced Unified Computing Technology
Advanced Data Center Architecture
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
24
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>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
Identify target
accounts/partners
Partner
Request online
priority code via
SIRE portal
Cisco reviews
and approves the
nomination via
SIRE portal
Partner accepts
Terms and Conditions
in SIRE portal
Partner performs
assessments
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Partner submits
POP in SIRE portal;
Cisco reviews;
Payment authorized
25
Home
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
The Cisco Data Center and Virtualization Labs are an online resource for training or
customer demonstrations highlighting Cisco and Cisco Eco-System partners leadership
in data center and virtualization solutions. These labs are specifically designed to provide
Cisco Data Center Partners with a hands-on opportunity to configure and demonstrate
data center and virtualization solutions.
>
Next >
Two labs are available for self-paced training and demonstration and can be scheduled
online:
Data Center and Virtualization
Incentives and
Promotions
>
FlexPod Training
Cisco-Funded
Network Assessments
>
The following newly-released labs are available on a limited basis and are not currently
available for online scheduling. To schedule these labs please see your data center
partner development manager:
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Microsoft Cloud
UCS Director
VXI-VMware
VXI-Citrix
Schedule time on the lab today
Lab sessions can easily be scheduled online and can vary from one to eight hours for
immediate or future use. Typically a four hour time slot should be enough to complete a
training session. To schedule time, go to: http://dcv-labs.labgear.net
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
26
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
Next >
You will need an account to use the lab. Getting an account is easy. Go to http://dcv-labs.labgear.net and select
Signup at the top of the screen. Enroll using your corporate email. Enrollments with personal emails (@gmail.com for
example) will not be approved.
Detailed demo and training documentation is available to registered users.
Training and
Demo Labs
< Previous
UCS Director
Navigate through the UCS Director software features, self service portal and
Virtual Server Provisioning
Install and configure Cisco UCS Director, deploy Cisco UCS Director software
in VMware vCenter and configure Cisco UCS Director with Microsoft Active
Directory Server
Add Virtual Account (VMware vCenter), Physical Accounts, Discover and
Monitor Virtual Resources, Configure Policies for Virtual Cloud (Computing,
Storage, Network and System Policy)
Familiarize yourself with Cloud Sense and Orchestration, Configure
and publish a catalog, Submit and validate a Service Request generate
CloudSense Reports and Introduction to Orchestration
FlexPod
Cisco UCS Configuration for FlexPod with clustered Data ONTAP and ESXi
Initial Networking Configuration and Storage Connectivity
Essential FlexPod Integration Tools for vCenter 5.1 and Deploying and
Configuring Nexus 1000v Distributed Virtual Switch
Using the UCS PowerTool to Automate UCS Provisioning and Deploying and
Using the NetApp NFS Plugin for VMWare VAAI
Using UCS Director Unified Infrastructure Controller to Manage FlexPod and
Provision Orchestration Tasks
Citrix DV
Overview of deployment best practices for Cisco UCS and Citrix XenDesktop
5.6. Understand the UCS Configuration best practices for XenDesktop
Create and apply a UCS Service Profile for Citrix XenDesktop and Install Citrix
XenDesktop 5.6 on UCS
Microsoft Cloud
Initial Configuration of the Storage Infrastructure (Data ONTAP)
Cisco UCS Configuration and Microsoft Virtualization and Private Cloud
Infrastructure Configuration Initial Configuration of the Hyper-V Hosts
Configuring System Center 2012 and Deploying a Microsoft Private Cloud
on FlexPod
Advanced FlexPod-Microsoft System Center Integration and Configuring UCS
Integration with System Center Operations Manager 2012 (SCOM)
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
27
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
Cisco-Funded
Network Assessments
>
Cisco GOLDLabs
GOLDLab: DCV MDS Lab1 - Initial Config, VSANs and Zoning v1.0
GOLDLab: DCV MDS - Lab2 - Adv SAN - ISL, Port Channels, VSAN
Trunking and NPV v1.0
GOLDLab: DCV MDS - Lab3 - SAN Extension Features (FCIP, IVR) v1.0
GOLDLab: DCV FabricPath Lab
GOLDLab: DCUCS Nexus 1000 - Lab4
GOLDLab: DCV Nexus 5000 VM-FEX
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
< Previous
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
28
Home
Introduction
>
Whats New
>
InterCloud Fabric
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
Cisco InterCloud Fabric is designed for end customers who want to build secure hybrid clouds and extend their
existing data center to public clouds, as needed and on demand. This allows them to connect on-premises data center
infrastructure to multiple service providers and take advantage of flexible, pay-as-you-grow capacity. Ultimately, they
will achieve lower costs and faster delivery of resources. For more information on Cisco InterCloud Fabric, visit
www.cisco.com/c/en/us/products/switches/intercloud/index.html.
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Next >
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
29
Home
< Previous
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Next >
Traditional Data
Centers
Adoption curve
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
Cloud Computing
(private, public and hybrid)
2000
2005
2011
2013
2015
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
30
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
>
>
>
>
$777B
Cloud Spending
$81B
Partner Go-to-Market
Resources
Next >
Training and
Demo Labs
Cisco Services
< Previous
>
2011
$226B
2015
2020
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
31
Home
>
Whats New
>
< Previous
Next >
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Cloud Provider: Cisco partners who manage and sell Cisco Powered cloud services to end customers
Cloud Services Reseller: Cisco partners who resell Cloud Providers Cisco Powered cloud services to end customers
Partners can participate in one or more tracks to meet their existing or evolving selling models.
These tracks are designed to be inclusive for all Cisco partners regardless of their size, business model, or market segment focus.
Figure 6. Flexible framework addresses all cloud consumption models
Cloud
Builder
Track
Cloud
Provider
Track
Cloud
Services
Reseller
Track
Resell providers
Cisco Powered
cloud services to
end customers
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
32
Home
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
< Previous
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
33
Home
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Cisco is increasing its investment in partnerships with Independent Software Vendors (ISVs) for one simple reason:
Were better together. ISV innovations and capabilities complement our own, while Cisco and our partners can help ISVs
in their move to new cloud-based business models. This combination offers a growing opportunity to transform our joint
value proposition into new business opportunities.
Pre-Sales Helpdesk
>
There are two ways Cisco partners can take advantage of the growing ISV opportunity.
>
Sell to ISVs
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
Customers are clearly requiring Software-as-a-Service (SaaS) consumption models, and ISVs are moving quickly to meet
this growing demand. ISVs will need to decide how to deliver this new capability, either as a self-built and self-managed
on-premises solution or by using a cloud provider. To take full advantage of the cloud, ISVs look to Cisco Data Center
Partners for the needed infrastructure, expertise, support services, and/or managed services to make this transition.
>
Training and
Demo Labs
>
Next >
If you are an authorized partner in one of the following tracks, you are uniquely positioned to take advantage of this
rapidly evolving market:
Cloud Builder Partners: Build and sell Cisco centric clouds to customers and Cloud Providers.
Cloud Provider Partners: Manage and sell Cisco Powered Cloud IaaS to customers.
>
Cloud Services Reseller Partners: Resell Cloud Providers Cisco-Powered cloud services to ISVs.
>
For more information on our cloud and data center certifications and specializations, please visit the Cisco Cloud page
For Partners tab.
>
Cisco Services
>
Partner Go-to-Market
Resources
Take action: Go to the Channel Partner to ISV: Lead Generation Campaign in Cisco Partner Marketing Central, which
provides Cisco Data Center Partners with a campaign-in-a-box for engaging with ISVs to help them transition to
SaaS. This campaign includes:
Campaign Guide for Partners: Step-by-step instructions for using the channel partner-to-ISV marketing campaign.
Partner Playbook: An overview of the opportunity that the ISV segment presents to Ciscos channel partners.
Call Guide: Qualifying questions, objection handling, and help with opening up the sales conversation.
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
34
Home
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
ISVs are a key go-to-market partner for Cisco and our partners to gain business relevance and access to the lineof-business buyer. Every day, ISVs influence customer expectations and buying behavior for technology solutions
and requirements that affect our success in key areas such as data center and cloud solutions, Unified Workspace
Collaboration, Borderless Networks, and more. Cisco is building business and solution plans with the top ISVs in specific
industries in which we are bringing tightly integrated solutions to market.
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Take action: Go to the Cisco Marketplace Solutions Catalog and find the ISVs that have tested and are validated on
Cisco UCS, connect with them from the marketplace by clicking Request Information, and start building go-to-market
plans in a particular geography and/or industry. Use the sort feature in the Cisco Marketplace Solutions Catalog to find
SIP approved solutions for improved partner profitability. Learn more about SIP atwww.cisco.com/web/AP/partners/
promotions/sip/index.html.
Cisco-Funded
Network Assessments
>
Whether selling to or selling with ISVs, take advantage of this rapidly evolving market and increase the investment in
partnerships with ISVs: Were better together.
Training and
Demo Labs
>
>
>
>
Cisco Services
>
< Previous
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
35
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
36
Home
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Cisco Certified Partners can choose from two different services families, each providing a different option for how you
sell and deliver Cisco services based on your business model, investment objectives, and customer needs.
Cisco Certified Partners can choose from a variety of data center services portfolios and programs designed to help
differentiate a practice, and accelerate revenue and profitability. Delivered by Cisco and Cisco Certified Partners, Cisco
Data Center Services engagements result in measurable business gains for our customers, who have achieved benefits
such as 15-20% faster acceleration to revenue; 30% lower infrastructure costs; 50% faster disaster recovery; and 90%
reduction in deployment time.
Cisco Collaborative Services: These services offer qualified partners the ability to harness the power of Cisco
intellectual capital gleaned from Cisco Branded Services and smart service innovation. Our global service
infrastructure provides value-added ingredients to combine with a partners capabilities to create a more
comprehensive, co-branded solution. Service offerings are designed to deliver more proactive and personalized
services across the network lifecycle. The partner sells the solution and is responsible for service delivery, with
support from Cisco.
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
Click here to get an in-depth review of your technical services delivery practice to ensure that youre prepared to
successfully deliver Cisco Collaborative Technical Services.
>
>
Cisco Branded Services: Certified Partners can also take advantage of an enhanced, ready-for-resell Cisco services
family to speed time-to-market and help increase technology and geographic reach. The partner sells these services
and Cisco is responsible for service delivery.
Cisco Services
>
Partner Go-to-Market
Resources
Next >
Cisco Collaborative Services deliver: Cisco metrics show that for every $1 of Cisco Collaborative Professional
Services our Certified Partners purchase, partners generate an incremental $5 in their own services and $9 in Cisco
products.
Cisco Branded Services deliver: Cisco metrics show that 40% of assessment services engagements result in
product bookings; 50% generate pipeline; more than 50% drive advanced technology or competitive migration
opportunities; and 15% generate services attach.
Click here to learn more about Cisco Collaborative and Cisco Branded Resale Services for data center.
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
37
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< Previous
Next >
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Definitions of what partners can sell and eligibility requirements for each,
including Cisco Collaborative Services and Cisco Branded Services
Performance-based reward structure, including rewards for overperformance and higher value services through rebates to help increase
partner profitability
Since its 2012 launch, the program has:
More than 63,000 participating global partners and growing
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
38
Home
< Previous
Introduction
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
Gain insight into how to better achieve best-in-class data center support
performance through Cisco Performance Metrics Central. Cisco collects
and analyzes partner performance data to present metrics which indicate
the performance of a partner in selling and managing Cisco services.
Eligible partners benefit through:
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
Cisco Cloud Channel
Go-to-Market
Grow Faster with ISVs
>
>
>
The program lets partners choose the services offerings that best meet
their business models and investment strategies. Partners will be able to
choose software, technical services, and Advanced Services associated
with Cisco EnergyWise Suite, Cisco ServiceGrid, and Cisco Data
Virtualization.
Secure and clearly defined user access roles to enable proper security
access to specific functionalities within the application
>
Cisco Services
>
Partner Go-to-Market
Resources
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
39
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Next >
Cisco Unified Data Center includes Unified Compute, Unified Fabric, and Unified Management solutions.
Unified Compute
Unified Fabric
Unified Management
UCS Invicta
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
>
Unified Fabric
Unified Management
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
40
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
Cisco Disti Compass: An easy-to-use mobile app that lets you see a
complete calendar of events, trainings, and workshops available from
distributors in a single view.
Cisco Customer Conversations Guide: This web and mobile app
suggests customer talking points and gives you competitive information,
tailored presentations, and case studies.
Apple iTunes
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
Partner Go-to-Market
Resources
>
Google Play
IDEA Training Sessions: Distributor-specific training sessions live and
on-demand including data center and virtualization, services, and
strategy.
< Previous
Next >
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
41
Home
>
Whats New
>
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
>
>
< Previous
Next >
Table 8. Key Cisco sales programs and resources for Cisco Data Center Partners. Most are available at no-charge.
Unified Compute
Unified Fabric
Unified Management
Partner Central
Partner Central
Partner Central
Partner Central
Cisco.com
Partner Resources
Partner Resources
Partner Resources
Cisco Community
Help Desk
Incentives and
Promotions
>
Recommended Training
(not mandatory)
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
Pricing Portal
Sales Training
SMOREs
Voice of the Engineer
Partner Interactive Webinar
Partner Education Connection
DC Community
>
Cisco Services
>
Partner Go-to-Market
Resources
>
DC Quick Start
Find a Distributor
SmartPlays
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
42
Home
Introduction
>
Whats New
>
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
>
>
>
Cisco Services
>
< Previous
Table 8 Cont. Key Cisco sales programs and resources for Cisco Data Center Partners. Most are available at no-charge.
Assessments
Data Center
Specializations and
Rapid Enablement
Partner Go-to-Market
Resources
Proposal Support
Cisco on Cisco
Customer Case Studies by Vertical
Americas Headquarters
Cisco Systems, Inc.
San Jose, CA
Europe Headquarters
Cisco Systems International BV Amsterdam,
The Netherlands
Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.
>
Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third party trademarks mentioned are the
property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1005R)
June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
43
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