Deal Registration Programs

Training for Partners

Hunting (OIP) & Teaming (TIP)
Hunting and Teaming Plus

February 2018
 How incentive programs help
you

Hunting (OIP) and Teaming

(TIP) Programs

Hunting and Teaming Plus

Contents
Engaging with Cisco and your
customers

Registering Deals

Support and Resources

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
How can Pricing
Advantage
More
Competitive

incentive
programs
help you? Profitability

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Best pricing!
How can you
help your
customers by
using Cisco
incentive
programs?
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Why should you use incentive programs?
You choose from thousands of vendors; helping you increase profitability drives Cisco loyalty.

Pricing Partner Partner

Advantage Wins Deal Profitability

DSA OIP TIP

Additional discount x x x
Price differentiation x x

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Rewarding Early Engagement
Partner Deal Incentives
Migration Incentive
Program (MIP)
Teaming Incentive
• Rewards you for moving to a migration
Program (TIP) behavior with customers
Encourages you to work with • Incents customers to migrate to new
Cisco technologies AND encourages
Cisco on accounts led by
returns
Cisco
• Drives integrated cross-sell opportunities
throughout hardware, software, and
Opportunity Incentive Hunting services
Program (OIP)
(Hunting)
and Teaming Hunting and Teaming Plus
Offers additional rewards based on
Rewards behavior, such as breaking into new
you for bringing Cisco technologies, taking out the
in new business competition, and reactivating dormant
Cisco technologies within an account.

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Increase your competitive edge!
Registering for Hunting and Teaming in Cisco Commerce Workspace (CCW) is the
only way to ensure differentiation and offer exclusivity for your deals

Hunting: The Opportunity Incentive Program (OIP) rewards and protects presales
investments you make when developing and hunting new business opportunities

Teaming: The Teaming Incentive Program (TIP) rewards and protects you for the
value you add through your investment in opportunities initiated by Cisco

By following this strategy, you dramatically increase your chances of winning

business against your competitors while helping your margins and profitability

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Hunting (OIP) and Teaming (TIP)
Programs
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Hunting and Teaming Incentive Programs
Registering for Hunting and Teaming in CCW is the only
way to ensure differentiation for your deals

OIP (Hunting) TIP (Teaming)

Rewards and protects the presales Rewards you for the value you add
investments you make when through your investment in CISCO
developing NEW CISCO BUSINESS INITIATIED OPPORTUNITIES
OPPORTUNITIES

• One partner and ONLY one partner will be approved for the
foundational discount per opportunity.
• Leveraging Hunting (OIP) or Teaming (TIP) is not just about hitting the
right discount target. Following this strategy could increase your
chances of winning business against your competitors.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Differentiating Cisco’s Incentive Programs
OIP (Hunting) TIP (Teaming)
Cisco Initiated, Teaming Desired,
Initiated Partner Initiated/Hunted
Partner performs pre sales activities

Account Manager Grants OIP if partner identified new opportunity Determines if teaming is desired for Cisco initiated opportunity

Core - Base discount of 42% +8

Compute - Base Discount of 61% +4
Market - Base Discount of 20% +10
Pricing Advantage
Net - Base Discount of 0% +12
Cisco Smart Net Total Care Service - Up to +2
Fast Track - Up to +5

Access Your Regional

APJ Canada EMEA LATAM Mexico Russia United States
OIP/TIP Discount Table

Eligible Opportunities One partner qualified/approved

Deal Protection Partner receives pricing advantage

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Purpose of OIP
• Encourages partners to invest in developing new
opportunities
• Rewards partners for bringing net new business to Cisco

• Offers a pricing advantage for hunting new opportunities

• Promotes a “Hunting” behavior

• Provides upfront discounts to partners who create

demand-generation capabilities
• Facilitates value engagement for the first partner who
develops a new, incremental opportunity

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Each opportunity must be incremental, net-new
business to Cisco. This means that the opportunity
has not been facilitated by Cisco or another channel
partner, is not in the Cisco sales forecast, and has
not previously been qualified or approved.

OIP Eligibility Must be a Cisco Certified Partner

Requirements Customer headquarters must be located in OIP-

available region/country
Partner-driven, incremental opportunities
Qualification occurs pre-RFx (RFP, RFI, RFQ)
Minimum deal size (varies by region)

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Purpose of TIP
• Rewards and protects partners who invest in opportunities
initiated by Cisco
• Rewards partners for value-add activities for deals initiated
by Cisco
• Holds partners accountable for pre-sales activities
• Promotes early partner engagement with Cisco

• By teaming early in the sales cycle, the partner is more

likely to win the business and successfully deploy
complex architectures

• Allows Cisco and the partner to establish a joint plan and

focus resources on joint opportunities
• Promotes a “Teaming” Behavior

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Must be a Cisco Certified Partner able to sell
the technologies to the specific markets
Customer headquarters must be located in
TIP-available region/country
Opportunities initiated by Cisco
TIP Eligibility Qualification occurs pre-RFx (RFP, RFI, RFQ)
Requirements Qualification requires identified and described
pre-sales activities
Bill of Materials (BOM) required for approval
and pricing
Minimum Deal Size (varies per region)

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
TIP Partner Pre-Sales Activities
Partner must complete 2 of the following activities:
Technology demo, testing, or Proof of Concept

Pre-sales Engineering Support for Architecture & Design

Network Assessment

Pre-sales Application Support Plan

Statement of work (SOW) for Cisco Advanced Services or partner’s own

professional services
EBC (Executive Briefing Center) or CBC (Customer Briefing Center) with the Customer

Partner to work with Cisco Sales team and public sector customer on grant
identification, development, and submission for funding
Lifecycle Management proposal
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Hunting and Teaming Plus

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
What can Hunting and Teaming Plus do for you?

New & Competitive Upgrade & Reactivate

Increases rewards for Discounts above and
partners bringing beyond Hunting &
Cisco new Teaming for partners
technologies or upgrading and
competitive take-outs reactivating dormant
within an account accounts

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
New & Competitive and Upgrade & Reactivate Program Incentives

Hunting & Teaming Public Sector

Plus Partner Pricing

New & Competitive Upgrade & Reactivate Standalone

Incentives

New Accounts Competitive Dormant Migration

Incentives Accounts Incentives

Enterprise Network HPE Competitive UCS Cisco UCS

Cisco Nexus Collaboration –
Cisco Collaboration – Cisco Nexus Modernize
IoT Market Share
Enterprise Network Security Migration –
Security AB Tracks Competitive Security
IoT ASA, ISE, IPS,
Cisco UCS – ASA, ISE, IPS, AnyConnect
Cisco Hyperflex AnyConnect Security AB Tracks

Architectural Push Promotions

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Hunting and Teaming Plus offer overview
Collaborate HPE Competitive
Account Breakaway Account Breakaway
Everywhere UCS
• Rewards partners for finding, • Collaborate Everywhere is Enterprise Networking • Provides Cisco partners with
developing, and selling a the primary partner • Routing highly competitive pricing on
targeted technology into new promotion for selling Cisco • Switching Cisco UCS, deal protection
accounts or accounts that collaboration solutions. It • Wireless and higher partner gross
have not bought within a provides attractive discounts Data Center margins when competing
specific time period (eligibility and a wide variety of • Cisco UCS head-to-head against HPE
differs by technology). opportunities across the • Cisco Nexus (Hewlett Packard Enterprise)
collaboration portfolio. • Cisco Hyperflex servers. Find out more.
• This deal registration
Security
program combines with • Get a compelling discount on
• Network Security Email
either the OIP (Hunting) or Cisco UCS products by
Security
TIP (Teaming) to provide an meeting certain criteria in a
attractive differentiated • Web Security Cisco registered deal.
discount. • AMP for Endpoints
• Stealthwatch
• Identity Services Engine or
Cisco TrustSec
• Cloud security
IoT
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential • IoT Solutions
Engaging with Cisco and your
customers
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Partner Engagement with Cisco Account Team
Engage early, establish relationships, and identify areas to partner on
Reach out
opportunities

Share information and connect, with biweekly or monthly calls to discuss

Establish cadence
ongoing opportunities, develop white space, and build territory strategy

Engage by segment Different segments have different customer engagements

Ensure that Cisco extended team members are aligned – do not provide
Align
pricing until a deal is approved

By Hunting new opportunities, Teaming on existing opportunities or selling

Get registered
solutions: Ask for registration; if none is available, ask for pricing
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Program confidentiality protects YOUR margin
If a customer knows about
program pricing they will ask for Program Holding Partner
additional discount

What you CAN say: What you CAN say:

You CAN tell customers that all partners have You CAN confirm to a customer only that they
equal opportunity to participate in programs have earned a discount

What Cisco CAN’T say: What you CAN’T say:

Cisco CAN’T confirm or deny which partner has You CAN’T tell customer they’ve earned a discount
earned a program discount through a program, or what the specific program
Cisco CAN’T discuss with a customer whether discount is
any partner has received a program discount

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Guided Deal Registration
refresher
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Deal Registration Process
Hunting (OIP) and Teaming (TIP) step-by-step for account managers

SUBMIT QUALIFY APPROVE

• Partner submits in Cisco • Cisco AM verifies all
Commerce Workspace and information submitted by
completes program Partner is correct
questionnaire • Ops reviews partner
information, details, and
qualifies
• Partner submits BOM
• AM reviews and approves
BOM
• Partner quotes and orders
• Approval can now be done
in parallel with qualification

Deal registration process for Partners

Select
Complete the
Incentives &
Who’s
Answer Upload BoM Submit Quote
Log into CCW Involved and
Questions for of add SKUs for Approval
About the
Selected
Deal pages
Incentives
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
It’s simpler.
CCW BEFORE CCW NOW

Deal Registration consolidates your selections!

It’s more innovative.

• In the past, you had to determine the best incentives on your own.

• Now you answer a series of behavior-driven questions and the

incentives are applied for you.

Deal Registration guides you to the optimum

incentives for your deal!
Support and Resources

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 • You may see the category “Other Option” appear.
Please disregard this option and proceed to step

Resolving Issues • After selecting View All, use the scroll bar to view all
available options

Issue How to Resolve in Advance Selecting Correct Pathway

The table below provides guidance for some of the most common support case issues and recommendations for how you can resolve an issue
before submitting a case. If you are not able to resolve your issue using the recommended documents and training, open a case using Customer
Service Central and follow the pathways listed below:
General Tool & Process Support
• Access to Tools (assign partner admin role, Open a Support Case Tools > View All > Channel Partner
etc.) Tool Access
• Tool Support (partner registration, associate Tools > View All > Channel Partner
contacts, assign rebate coordinator, etc.) Tool Support
• Other tool related support: Partner registration, Tools > View All > Channel Partner
associate contacts, assign rebate coordinator. Tool Support

• Login Issues Visit the “Help” section of the Partner Self Tools > View All > Channel Partner Tool Access
Service tool for a complete list of available
• Associating your Cisco.com ID with your
resources.
company
• Updating your company info

Deal Management – Quoting & Ordering

• Issues with CCW Tool Access (unable to Open a Support Case Tools > View All > CCW Access
access or create quotes, deals, orders or
order submit.)

• CCW Tool Support (unexpected Tools > View All > CCW
functionality, data or errors in the actual
© 2018 Cisco and/or its affiliates. All rights reserved.
tool) Cisco Confidential
Hunting and
Teaming Plus New and Competitive
• Account Breakaway - New Account Acquisition
Incentive • Collaborate Everywhere

Resources
• Cisco Hewlett Packard Enterprise (HPE) Compete

Upgrade and Reactivate

• Account Breakaway - Dormant Account
• Collaborate Everywhere

© 2017
2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Additional
• Incentives Portfolio
• Opportunity Incentive Program (OIP)
Resources • Teaming Incentive Program (TIP)
• Migration Incentive Program (MIP)
• Value Incentive Program (VIP)
• Customer Service Central
• CCW Deals and Quotes User Guide
For questions or more information, contact your
© 2017
2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco Sales Representative.