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2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
FY18 Partner Plus
Launch

APJ Partner Plus Team


16 August 2017
Agenda
1. FY18 Partner Plus - Madhukar Tummala
2. FY18 Partner Plus Benefits
a. FY18 Partner Plus Marketing - Kajri Saxena
b. FY18 Partner Plus Enablement - Eugene Ian Antonio
c. FY18 Partner Help Plus - Yew Kan Kong
d. FY18 Commercial Xcelerate - Youn Jeong Shi
3. Q1 FastStart & Call to Action - Madhukar Tummala

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The Midmarket
Opportunity

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The SMB and Mid-market Opportunity in APJ
Mid-market is midsized Across the Asia-Pacific The TAM opportunity is:
companies: region

<1000 They account for $8.4bn


employees 98% of enterprises,
hire more than 70%
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
of workforce
A Time of Disruption

Digital transformation is
sweeping every industry

Midsize companies
must adapt or fail

Midsize customers
need your help

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
New Buyers = New Conversations
Line of Business (LOB) buyers are increasingly
determining IT spend decisions.
IT Buyers are: LOB Buyers are:

focused on focused on
technology business
solutions outcomes

So you have to be focused on both.


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When We Work Together...

...they succeed.

Customer
Partner Disti Cisco
Success

Together, we can bring our customers


the answers theyre looking for.
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So, How Do We
Do This?

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Partner Plus Is...

A two-level program
Only segment focused partner
program in Cisco
Including trainings, marketing
support and rewards benefits
That helps you build a thriving
midmarket practice

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Two Levels
$100,000
$300,000
Revenue
Revenue
Minimum
Minimum
50% Minimum
30% Minimum
Contribution to
Contribution to
MidMarket
MidMarket
Minimum Select
Minimum
Certification
Premier
Certification
Benefits increase as your
midmarket business grows

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Three Types of Benefits

Enablement Marketing Rewards

to build up your team to generate demand to invest in your growth

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What You Get
Enablement
Training Roadmaps
Technical and Professional Trainings
Access to Partner Help Plus Cisco Sales Engineers via your Authorized Distributor

Marketing
Digital Marketing Campaigns
Full service digital marketing activities
Marketing Execution Support

Rewards
Quarterly Incentive Funds via Virtual Wallet:
Prestige Partners will be rewarded 1% for each APJ Midmarket dollar booked for
meeting 100% of quarterly target and 2% for exceeding 120% of quarterly target up to
a maximum quarterly payment of $5,000 USD for Product bookings.
Additionally, Prestige Partners will be rewarded 3% for each APJ Midmarket dollar
booked for meeting or exceeding their quarterly target in Services bookings up to a
maximum of $2,500.00 USD.
Commercial Xcelerate Special offers for your employees
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What You Get
All the benefits of Prestige, plus:

Enablement
Exclusive direct access to Partner Help Plus Cisco sales engineers

Rewards
Quarterly Incentive Funds via Virtual Wallet:
Elite Partners will be rewarded 2% for each APJ Midmarket dollar booked for meeting
100% of quarterly target and 4% for exceeding 120% of quarterly target up to a
maximum quarterly payment of $25,000 USD for Product bookings in India,
Indonesia, Malaysia, Philippines, Thailand and Vietnam, and $35,000 USD in
Australia, Japan, Korea, New Zealand and Singapore.
Additionally, Elite Partners will be rewarded up to 3% for each APJ Midmarket dollar
booked for meeting or exceeding their quarterly target in Services bookings up to a
maximum of $10,000.00 USD.

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
FY18 Program simplified to Prestige and Elite levels only

Prestige-level Partners can now get up to $2500 cash in Virtual Wallet dollars (Except Australia)

Virtual Wallet funds must be acknowledged every quarter or they will automatically expire. However partners have the
option of saving their wallet balances into the next quarter if desired. All saved balances must continue to be saved and
allocated to an activity by the end of Q2 in the following fiscal year

Partners across APJ to be rewarded for all Commercial Sub segments - Partners in ASEAN & Korea to note the change

One Partner Recognition Event in APJ Bigger, Better!

Role based newsletters to Partners

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Faster Growth with Partner Plus

16% #1
#1 driver = partners with a great
Partner Plus partners grow faster
concentration of midmarket
(16%) than non-Partner Plus
business growth

30%
Partners with 30%+ midmarket
revenue use Partner Plus benefits
more consistently and grow faster

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
How to Enroll

1 2 3

Enrollment is open from Make sure your Partner Look for your invitation
August 15 September 1 Administrator is set up to and act!
receive the program
(For Japan it is from August 28 invitation
September 8)
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APJ Partner Plus
Marketing

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Cisco Marketing Engagement

Partner Marketing Manager News and Marketing


Elite partners PMM plans Communication Velocity
marketing activities aligned Marketing Monthly newsletter
to business goals. & Enablement
Prestige partners PMM support Expert
and virtual

Virtual planning sessions
Marketing trends Live and Virtual
planning session
events, marketing velocity hub.
New marketing campaigns
Market With
Cisco
Partner Marketing Central
Metrics Executable campaign packages.
Digital Engagement Solution led campaign content and
Leads Generation Measure and Plan and assets
Pipeline Creation Services - Email, Telemarketing
Bookings Grow Execute Digital, Social and Seminar in a box
Demand Generation ROI /Events.

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Partner Plus Zoom
Your monthly P+ newsletter highlighting
How you are tracking against targets
Solution content and marketing campaigns
Trainings and Support
Rewards and Benefits

Partner Plus Site


Program details

Your Information

Business platforms and tools
Marketing and Enablement
Support
Sources
Marketing Velocity
Marketing velocity hub
On Air Webcasts
Live Events
Social Media

Partner Marketing Central (PMC)


Access Virtual Wallet and other Funds
Solution-led Campaign Content and Services
Marketing Automation Platform
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
1
2

Partner Marketing Central (PMC)


PMC hosts Solution-led Campaign content and assets to support multiple tactics aligned to market trends

Workflows / Self Service - FREE


Platform services

Web Plugins
Syndication Workflows / Self
Multi-Touch Services are available
Email Blasts
on PMC and no
Social Analysis investment is required
Syndication & Banner
Lead Activation Content syndication
Scoring Landing Page
Vendor services

Other Activities/Full Service - Paid


Other Activities / Full
service Activity (FSA) is
an End-to-End
marketing paid service
Integrated Search Engine executed by different
Event in a Box
Email & Marketing & vendors
Services (by quote Data-As-A-Service
Telemarketing Telemarketing

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

*May vary by countries


Partner Marketing Central Execution Packages

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
FY18 Partner Plus
Enablement

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P+ Partner Sales Enablement
Objective: To plan, deliver and track sales acceleration focused and program-based enablement
exclusive to P+ partner sales teams to help drive sales in Commercial segment

Planning Delivery Tracking

Highlight sales Deliver relevant and timely Track partner enablement


enablement focus channel updates and enablement fulfillment and feedback
based on commercial to improve and realign
strategy and plans Focus on sales acceleration to enablement initiatives
drive impact
Identify specific sales Evaluate the success and
skills gaps among Develop commercial partner impact of enablement
partner sales reps, and practices around services and initiatives based on
refresh initiatives and partners commercial sales
set sales enablement opportunities growth
goals that ties up with
the sales priorities Improve sales skill sets on
through the partner customer presentations and
planning process demo focusing on commercial
value plays.

Explore specific role-based


enablement targeting partner
Sales Managers, BDMs, and
AMs/SEs
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
FY18 P+ Partner Sales Enablement Platforms and
Focus Areas
Platforms Enablement Focus

1-to Many: Commercial Sales Acceleration workshops including


Selling Business Outcomes (SBO), Sales Excellence (SalesX),
Sales Acceleration
Commercial Services Practice, Presentation/Demo Skills, etc.
Workshops
(1 Day ILT)
1-to-1: SalesX Workshop using Virtual Wallet funds. Additional
courses to be added.
60min Webcasts aligned with Commercial RISE DG Campaign and
P+ PIW FY18 Commercial Plays including Commercial Channel Updates,
(Webinars) GVE Case Studies, Programs and Tools Enablement (Partner Help
Plus, Virtual Wallet, Services, etc.)

On-demand enablement/training contents including highlights on


P+ Sales Hub
FY18 Commercial Architecture plays, offers and marketing
(SalesConnect)
resources.

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
FY18 Partner Help
Plus

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Partner Support Options
All Partners
Contact Partner Help (PH) for presales support from Cisco, or
Presales support from their distributor, if available

Only Elite Partners


Access to all GVE services via Partner Help Plus (PH+)

Distributor Support Options



Offer your own pre-sales support

Use the Cisco GVE escalation when needed to augment your presales
support
2014 Cisco and/or for Prestige
its affiliates. and Elite level partners
All rights reserved. Cisco Confidential 29
Customer Engagements

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FY18
Commercial Xcelerate
Cbmercial Champs

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Cisco Commercial Xcelerate
www.cisco-commercialxcelerate.com

1. Commercial Xcelerate program will continuously reward partner sales into commercial customers.

2. Partner will earn rewards points for Cisco Volume product/service (Cisco START SKUs) sales, Solution (Cisco
Commercial offers) and service sales and selected Sales activities.

3. Rewards will go to either partners company itself and/or partner sales AM and SE depending on partner companys
choice.

4. P+ partners will be invited automatically and be pre-registered, if you are not in the program yet.

5. Commercial Xcelerate program provides special featured promotions only for P+ partners exclusively, e.g. Demand
Generation Rewards and Quarterly Campaign Solution rewards.

6. The program pays Max US$20,000 worth of points per quarter.

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Special Promotion in Commercial Xcelerate in Q1
Catalyst 9K 100 Cisco Meraki Acceleration Rewards Quarterly Campaign Solution
Cisco Secure Network

First 100 partners who 4 Steps to Sell Meraki. Any deals by Partner Plus partners
purchase Catalyst 9K Every steps of your way to achieve composed of security, switches and
switches will earn 10,000 CX Meraki sales will be rewarded up to AP (including Meraki products) will
points (US$100) 500,000 ($5,000) CX points in FY18. earn 10,000 CX points (US$100).
No limit!!

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco Commercial Champs 2018

Commercial Champs 2018 is coming


soon in September!!

Vote NOW for your dream destination


for grand prize of Commercial Champs
2018.

www.cisco-commercialxcelerate.com

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
FY18 Q1 FastStart
& Call to Action

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
First 50 partners who achieve
their Product targets by Week10
will receive payout in VW
Q1 FastStart Partners, who achieve Services
targets as well by Week 10, will
Rewards partners for receive bonus in VW
achieving targets early
Partner tier Product Services
Rebate (USD) Rebate (USD)
Elite 2000 500

Prestige 1000 500

Payout is over the cap set for the country


2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Terms and Conditions : Elite and Prestige
Program Period Q1 FY18, 31st July 2017 to 07th October 2017 ( Week 10 Q1 FY18)

Scope of Revenue and rebate Cisco eligible product and services for Q1 for APJ Midmarket accounts

Participating Partners All Elite and Prestige partners

Incentive Elite : USD 2000 in VW bonus for achieving Product target by Week 10 in Q1
Prestige : USD 1000 in VW bonus for achieving Product target by Week 10 in Q1
Elite and Prestige : USD 500 additional bonus for achieving services target along
with Product target by Week 10 in Q1

Bonus payout is over and above the usual Virtual Wallet payout for achieving targets
according to program construct
Incentive operation Final achievement will be communicated by beginning of Q2FY18

Payment Payout will be made with standard Virtual wallet process and timeline
1st payment run 6-8 weeks after end of Q1
2nd payment 6-8 weeks after end of Q2
Terms & Conditions https://www.cisco.com/c/dam/en_us/partners/downloads/partner/WWChannels/downl
oad/spiff-apj.pdf
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Example
Achievement by
Partner Program Achievement Proposed Incentive
end of W10 Standard Rebate $
Tier Target $ of target including booster
Q1FY18

- VW rebates for
P : 270,000 P: 320,000 Product : YES USD 2000 rebate in VW for
Elite achieving Product
S : 43,000 S : 20,000 Services : NO achieving target by W10
target only

- VW rebates for
USD 1000 + 500 rebate in
P : 70,000 P: 120,000 Product : YES achieving Product
Prestige VW for achieving target by
S : 23,000 S : 30,000 Services : YES target and Services
W10
target

- VW rebates for
P : 250,000 P: 120,000 Product : NO
Elite achieving Services -
S : 43,000 S : 60,000 Services : YES
target only

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Next Steps
Enroll by September 1st !
Check us out at
www.cisco.com/go/partnerplus
Follow us on social media at
#PartnerPlus
Engage with your authorized
distributor
Use your benefits, grow your
sales and advance to the next
level!

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
How to Enroll

1 2 3

Enrollment is open from Make sure your Partner Look for your invitation
August 15 September 1 Administrator is set up to and act!
receive the program
(For Japan it is from August 28 invitation
September 8)
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Your Partner Plus Checklist

Partner Administrator

Enroll by September 1st

Build your plan with your PAM

Attend P+ Launch Events

Q1 FastStart !
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Accelerate in FY18 with Partner Plus

Partner with
Help Customers Distributors for
Lets grow SMB & on their Digitization Growth
Midmarket with Journey
PartnerPlus

2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential