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Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved.. Slide 1
For 2-Tier Partners
November 17 2013
Country Enablement Training - Brazil
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 2
Session Objectives
CE Brazil Overview
Quoting
Ordering
Logistics
Contract Management
Session Summary
Course Duration: 1 Hour
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 3
Country Enablement (CE) Brazil Overview..................................................................................................................... 07
Country Enablement………………………………………………………………………...........................………….......... 08
What is NOT Changing?............................................................................................................................................. 09
What is Changing…………………………………………………………………………………......................................... 10
Quoting........................................................................................................................................................................... 11
Quoting Key Changes................................................................................................................................................ 12
Doing Business with Cisco Brazil................................................................................................................................ 13
Business Entities........................................................................................................................................................ 15
CSCC Address Book.................................................................................................................................................. 16
CCW Language Preferences...................................................................................................................................... 17
Deal Splitting.............................................................................................................................................................. 18
Pricing Updates.......................................................................................................................................................... 21
Changes to Quote Process......................................................................................................................................... 22
Quote with Brazil Price List…………………………………………………………………………………………………….. 23
CCW Quote Price List and Billing……………………………………………………………………………………………... 24
CCW Quote with Brazil Price List……………………………………………………………………………………………... 25
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 4
CSCC Quote with Brazil Price List……………………………………………………………………………………………. 27
CCW Reviewing Discounts......................................................................................................................................... 29
Ordering......................................................................................................................................................................... 32
Ordering Key Changes............................................................................................................................................... 33
Ordering Controls....................................................................................................................................................... 34
Quote Splitting............................................................................................................................................................ 36
CCW Error Screens…………………………………………………………………………………………………………….. 38
Order Changes and Cancellation.....……………………………………………………...........................………….......... 42
CCW Modify Billing Information.................................................................................................................................. 43
CCW Using Address Search....................................................................................................................................... 44
Post Order……………………..................................................................................................................................... 45
Logistics......................................................................................................................................................................... 48
Logistics Key Changes............................................................................................................................................... 49
Nota Fiscal................................................................................................................................................................. 50
Shipment Guidelines.................................................................................................................................................. 51
Shipping..................................................................................................................................................................... 52
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 5
Product Returns......................................................................................................................................................... 53
Contract Management.................................................................................................................................................... 54
Contract Management Key Changes.......................................................................................................................... 55
Contract and Data Migration....................................................................................................................................... 56
Service Delivery.......................................................................................................................................................... 57
Service Renewals....................................................................................................................................................... 58
Post Order—Service Renewal in CSCC..................................................................................................................... 59
Cancellations.............................................................................................................................................................. 61
Summary........................................................................................................................................................................ 63
Appendix........................................................................................................................................................................ 66
List of Acronyms......................................................................................................................................................... 67
Country Enablement – Legal Entity Types.................................................................................................................. 68
Additional Resources.................................................................................................................................................. 69
Brazil: Sales Scenarios Using CCW and CSCC......................................................................................................... 70
After completing the training, you will be able to describe…
• The key process and system changes
resulting from the establishment of a new
Cisco Brazil business entity.
• The setup requirements for quoting and
ordering in the newly established Brazilian
entity.
• The operating unit responsible for all
service agreements, Advanced Services,
and Technical Services sold by Cisco
Brazil.
• The ordering rules for various order types,
products, and services.
• The process to be followed for Nota Fiscal,
shipping, and returns.
• The new contract management practices.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 8
• Locally Manufactured Product transactions will be in Brazilian Reais (Quoting,
Ordering, and Invoicing)
• Market opportunities for required indigenous products (Public Sector, Service Providers)
• Better customer delivery experience with shorter lead time, delivery cycles, and
inventory availability by Distributors
• Ease of product returns
• Cost of local manufacturing lower than imported products
Competitive Edge
Localized Cost Structure
Grow Top Line
Country Enablement (CE) establishes in-country subsidiaries or branches to enable the sale of Cisco services, products, and solutions. Some of the benefits are:
What is NOT changing?
Setup and Offering
• Multi-Year Service Agreements
• Service Offering Available
• Sales Compensation
Ordering and Service Sales Order
• Order Types
• Standalone software and software subscriptions will be available only
through Cisco Systems INC
• Changes to Services Sales Orders
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 10
• Legal Sales Agreements
• A New Indirect Channel Partner
Agreement (ICPA)
• A New Brazil Price List
• Cisco Commerce Workspace (CCW)
and Cisco Service Contract Center
(CSCC) required for quoting and ordering
• All Service Renewals and Standalone
Service Sales quoted, managed, and
sold by Cisco Brazil entity
• Finished Goods Returns capabilities for
Cisco Brazil
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 12
Legal
Sales
Agreement
• Legal addendums to include Brazil sales
• Indirect Channel Partner Agreement (ICPA)
BIDs & Ship-to IDs
SIDs
• New BIDs associated to Cisco Brazil
• New postal code format
Deal
Splitting • Deals will be split based upon business entity
Price List & Entitlements
• Partner branded, Cisco branded, and Co-Branded service sales
• Brazilian Price List
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 13
Quotes, Legal Sales Agreements and Deal Splitting.
Quotes
• Services that are renewed need to be quoted against the Brazilian entity.
• For mixed sites at the time of quoting, the non-Brazil sites should align to the
appropriate entity.
• Newly created sites should ensure the postal code is in the nnnnn+nnn format
to avoid error.
Legal
Sales
Agreement
Deal
Splitting
Deals will be split based on the different entities:
• For deals related to locally manufactured products, Brazil Deal ID will need to
be used.
• For deals related to non locally manufactured products, Cisco Systems INC
Deal ID will need to be used.
• 2-tier partners will have new legal addendums including Cisco Brazil.
• Addendums will added to the existing Indirect Channel Partner Agreement
(ICPA).
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Country Enablement Nov 17 External Version
Slide 14
Route to Market and Local Requirements adoption.
Local
Requirements • Service businesses that are supported within Brazil will be permitted to
complete certain actions (takeovers, upgrades and downgrades).
Current Route-to-Market
• Cisco INC: Cisco sells directly to distributors or 1-Tier partners who sells to
end users.
• Cisco Brazil: Cisco Brazil sells in local currency to distributors who sells to 1-
Tier partners who resells to end user.
Future Route-to-Market
• Cisco INC: No change.
• Cisco Brazil: Cisco will sell locally manufactured products and attached
services to distributors with the option to sell directly to 1-Tier partners who can
resell to end users.
Route-to-
Market
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Country Enablement Nov 17 External Version
Slide 15
After Go-Live, users will be able to select the appropriate pricelist to narrow available BIDs to use for quoting and ordering.
Select the desired entity from
which you want to buy.
Selected business entities will be
listed over here.
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Country Enablement Nov 17 External Version
Slide 16
Local Data on Customer Address setup is required to facilitate Nota Fiscal generation.
– -
The postal code should be in the format nnnnn+nnn for
placing an order
Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 Internal Version
Slide 17
The following screens details how to modify the language preferences in CCW.
Click Change.
Select the desired
language and click
Change Language.
Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 Internal Version
Slide 18
• Due to the Dual Sales ordering model in the Brazilian entity, a global deal structure is required per policy and SOX requirements.
• When the financial arrangement spans multiple legal entities, 3 non-standard deals will be required and they must be linked together.
• Global “shell” deal: not used for ordering, representing the entire financial arrangement.
• Local deal for INC using the LATAM price list.
• Local deal for Brazil using the Brazil price list.
• Deals containing locally manufactured products & non-locally manufactured products will
need to be split into two local deals and linked with one global deal ID.
• This process will be followed for all Reusable Non-Standard Deals (RNSD) & Transactional
Deals.
• Cisco Brazil will enable a Sales Transaction Acceleration Reps (STAR) team to support in
the Deal Splitting process.
• Local Deals should be transacted as per the as-is process using the Local Deal IDs not the
Global Deal ID.
New process for deals spanning across INC and Brazil entities.
Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 Internal Version
Slide 19
The first Deal Splitting scenario is AM E2E.
1- Create two local global deal splitting, with their respective pricing
list and BOMs
2 - Create one global deal with both BOMs***
3 - Go back into both global locals deals, and add on locals the global
deal as a reference. (under comment as well)
4 - Submit all 3 deals to finance for approval
5 - Finance will run all necessary validations,
and if approved will systematically link global
to locals
6 - Finance will return the approved deals
7- AM will collaborate the LOCAL global deals
with partner
8 - Partner will order one global local deal at a
time, using as is process
***Note: The BOMs for the non-respective price list will have to be a miscellaneous representation in order for the system to validate. The AM will have to
place on comments, a detailed explanation about the miscellaneous, and both global locals deals IDs as reference. if the AMs have questions about what
to put in the miscellaneous line they should ask their Commercial Finance person.
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=tedL5wyf-ecKeM&tbnid=0UGy5Rz3yM-2nM:&ved=0CAUQjRw&url=http://pt.dreamstime.com/imagens-de-stock-royalty-free-povos-com-bandeira-das-partes-e-do-mapa-de-brasil-image19872759&ei=BcpvUqH2Goep4APv_YDYDg&psig=AFQjCNF21_K-kHj4HoD6UyCxaceAl8kZ9A&ust=1383144319241117
Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 Internal Version
Slide 20
The second Deal Splitting scenario is AM & STAR interaction.
1- AM will contact Start team sending all
necessary BOMs and discounts needed to be
requested to finance
2 - STAR team will follow all steps above
from 1-6
3 - STAR will share deals with AM
4 - AM will collaborate the LOCAL global deals with partner
5 - Partner will order one global local deal at
a time, using as is process
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=wB0xFIAwyQa5PM&tbnid=PAKnf7FbRwRsIM:&ved=0CAUQjRw&url=http://www.smartpassiveincome.com/how-to-pick-the-right-business-partners/&ei=yMpvUuGjE9Gw4AORp4HoDA&psig=AFQjCNF21_K-kHj4HoD6UyCxaceAl8kZ9A&ust=1383144319241117
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 21
• Product and Service quotes will continue to be in Brazilian Reais.
• All routes-to-market will be able to create product and service quotes in
Brazilian Reais. Brazilian partners will only be able to use Brazilian Reais when
quoting and ordering from CSCC and CCW through Cisco Brazil.
Price List
Currency
• Cisco Brazil will now allow Partner branded, Cisco branded, and Co-Branded
service sales.
• A default Brazilian Price List is enabled during creation of a new Brazil customer
site.
Price List and
Branding
Changes to the Price List and discounts/promotions are listed below.
• The Brazil specific Price List contains all locally manufactured products and all
services for locally and non-locally manufactured products in local currency.
• Anyone with a Brazilian BID and SID is entitled to the Brazilian Price List and
the discounts associated with products and services.
• Partners can view various services offered through Cisco Brazil via the Brazil
Price List.
Price List
Changes &
Entitlements
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 22
During the quoting process, the following changes are applicable.
• Services that are renewed need to be quoted against the Brazilian entity.
• For mixed sites at the time of quoting, the non-Brazil sites must align to the
appropriate entity. Quotes
• Quote protection policy is applicable for new quotes created in the Brazilian
entity after Go-Live. The policy for quotes created in Cisco Systems INC
remains unchanged.
• Product quotes will be protected for 30 days.
• Services quotes will be protected for 60 days through CSCC.
• CCW will not offer quote protection for services.
• Open quotes during the data migration will not carry a quote protection.
Quote
Protection
Policy
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 23
Quote in CSCC
A quote can be created for both products and services using the Brazil price list in
CSCC and CCW.
Quote in CCW
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 24
These screens show how the price list can be selected and billing address changed..
The user can select the price list
from this drop down menu.
The user can select a
Billing Address from
this popup.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 25
These screens detail how to create a quote using the Brazilian price list in CCW.
The user has added all items to the
quote and the quote has been
priced. The major pricing related
fields are as follows:
• Net Quote Amount (Currency will
show as BRL for Brazil)
• Fee Distribution (including Fee
Distribution Popup)
• Total Fee %
• Total Fee Amount (Currency will
show as BRL for Brazil)
• Quote Net Amount And Fee
Amount (Currency will show as
BRL for Brazil)
Brazil Price List
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Country Enablement Nov 17 External Version
Slide 26
The review page ensures that all
necessary information in the quote is
correct and validated. This comes
after adding/pricing items in the
quote and before converting the
quote to an order. The major pricing
related fields are as follows:
• List Price
• Net Price
• Discount Percentage (including
Discount Details pop-up)
These screens detail how to create a quote using the Brazilian price list in CCW.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 27
Complete CSCC quote that includes pricing with CE Brazil price list.
Quote Summary Details
page shows Quote header
information and all the
major pricing related fields.
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Country Enablement Nov 17 External Version
Slide 28
Service pricing in CSCC with the CE Brazil price list.
The Line Items and Pricing
page shows Quote lines
(including line level Pricing)
information.
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Country Enablement Nov 17 External Version
Slide 29
The following screens details how to review the discounts in CCW.
Total Discounts can
be viewed here.
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Country Enablement Nov 17 External Version
Slide 30
The following preferences need to be set before making a quick price/quote.
You need set the preferences
as shown on the figure.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 31
Verify or provide your account information and service preferences on this screen.
Provide your account
information and service
preferences.
Enter product information
including product number,
serial number, enterprise
service SKU.
Select the desired hardware,
software, and subscription
service level.
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Country Enablement Nov 17 External Version
Slide 33
Post Order
Order Changes
Quote Splitting
Ordering Controls
• Ordering rules applied
• Cisco Brazil internal orders exempt from ordering controls
• Multinational Quoting not allowed
• Split quotes to separate Brazil and non-Brazil lines in CSCC
• Cancel/partially cancel orders or lines
• Request an expedited order
• Renewals in CSCC
• Prior Order Views
• Invoice
• No Indirect tax estimations
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Country Enablement Nov 17 External Version
Slide 34
Ordering Rules will be enforced for locally and non-locally manufactured products
selling into Cisco Brazil.
Order Controls
• Cisco Brazil will apply applicable ordering controls (rules/validations) for orders before new orders can be booked or modified.
• Exceptions will be provided and must be approved by Global Tax and Customs (GTC) and the local sales team.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 Internal Version
Slide 35
After Go-Live, ordering controls will ensure all ordering rules are followed.
The following types of quotes must be ordered through Cisco Brazil:
• Purchase of locally manufactured
products
• Standalone Services
• Any quote using a Brazilian BID
Includes AS Transactional Onsite and
AS Fixed transactions and TS
• Renewals
Even if original order was ordered
through Cisco Systems INC
Cis
co
Bra
zil
The following types of quotes
must be ordered through Cisco
Systems INC:
• Purchase of non-locally
manufactured products
Includes quotes with initial
service attach
TS at initial purchase will
be allowed
• Standalone Software (SW)
and SW subscriptions
After Go-Live all other entities will be restricted from selling products and services into Brazil.
(Italy, Japan, etc.).
Cis
co
Sys
tem
s I
NC
Note: Cisco Brazil will enforce a mandatory attach of
service for customers having "full entitlement" service
programs.
Note: Services will continue to be offered
for initial attach for non-locally
manufactured products.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 Internal Version
Slide 36
The CSCC tool will give users an option to split the Brazil or non-Brazil lines into a
new quote based on ordering controls.
Select the desired action to
split the quote and fix Brazil
quote errors.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 Internal Version
Slide 37
Errors may occur when trying to place a quote for Services in the incorrect install
site. Example: Ordering Standalone Services New and Renewal in CSCC [Brazil
Install Site].
All the major line item errors
will be displayed over here.
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Country Enablement Nov 17 Internal Version
Slide 38
This error message shows a mismatch in the install, billing and shipping addresses.
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Country Enablement Nov 17 Internal Version
Slide 39
This error messages shows a mismatch between the billing address and the price list.
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Country Enablement Nov 17 Internal Version
Slide 40
These error messages show an incorrect shipping address in the order.
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Country Enablement Nov 17 Internal Version
Slide 41
This error messages shows that standalone products cannot be ordered through Cisco Systems INC.
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Country Enablement Nov 17 External Version
Slide 42
Various changes can be made based on the request.
Change Orders
• Change Orders will be in English or Brazilian Portuguese (customer preference).
Customer Notifications and Cancellations
• Partner notifications will only be provided in English from CSCC. Order Cancellations will be in English or Brazilian Portuguese (customer preference).
• Order cancellations will be restricted on hardware orders if one of the lines on the order is beyond the Pick Release—Released (Released to Warehouse) status.
• Partners can cancel or partially cancel order/lines up until Pick Release—Released (Released to Warehouse) status.
Expedited Orders
• Partners can request an expedited order.
Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 Internal Version
Slide 43
The following screens details how to modify a billing information in CCW.
Click Edit to change
the billing information.
Select the desired
billing address.
1
2
Cisco Confidential © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 Internal Version
Slide 44
The following screens detail the Address Search in CCW.
Click Edit to change
the Shipping Address.
Select the directory in
your desired language.
Search using Site ID.
Generic Search.
1
3
2
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Country Enablement Nov 17 Internal Version
Slide 45
After Go-Live, users can now see past orders in CSCC from:
Past orders for the
selected period listed.
Select Order Complete
to filter complete orders.
Select the Date Range
Apply filer to
display the data.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
Country Enablement Nov 17 External Version
Slide 46
The invoice process includes the following.
Invoice Separation
• Separate Nota Fiscal are issued for Products and Services sold through
Cisco Brazil.
• Technical service can be invoiced for the full amount or periodic billing.
• Advanced services can be invoiced upfront, periodically, upon milestone
completion, or upon completion of the service.
Nota Fiscal
(includes
Nota Fiscal
Electronica)
Language
(Brazilian Portuguese)
Currency
(BRL)
Service
Nota Fiscal
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Country Enablement Nov 17 External Version
Slide 47
Indirect Tax
• Indirect tax will be applied at the time of invoicing and will not be shown in the quote.
• Cisco Brazil will not be providing an estimation for indirect tax.
Customer Invoice Payment Remittance
• Payments for locally manufactured products and services sold through Cisco Brazil can be paid wire payments or Boleto.
• Credit card payments will not be accepted.
Invoices will include indirect tax and can be paid through wire payments.
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Country Enablement Nov 17 Internal Version
Slide 49
Product Returns
Ci
Shipping
Nota Fiscal
• Circulation
• Cancellations within 24 hours
• Remittance Nota Fiscal (DANFe) provided by contract manufacturer
• Shipments dependent upon Nota Fiscal issuance
• Title and risk will be transferred dependent upon customer contract
• Opt-in carrier will be selected by Cisco Brazil
• Partial ship sets will not be allowed through Cisco Brazil
• Opt-out is the single option for Brazil Type 5 partners and distributors
• Opt-in/out shipping methods
• Must be accompanied by the Returns Nota Fiscal
• Warranties remain consistent with existing policy
• All products sold through Cisco Brazil will be returned to a Brazilian depot
Shipment Guidelines
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Country Enablement Nov 17 Internal Version
Slide 50
The circulation, cancellation, and remittance processes.
• Purchased goods will only be eligible for physical transport with a hard copy of
the Nota Fiscal. Circulation
• Partners will receive the XML of the sale Nota Fiscal electronica by e-mail. The
Nota Fiscal can only be cancelled within 24 hours after issuance. Cancellation
• Remittance Nota Fiscal (DANFe) will be generated and provided by the
customer or partner. Remittance
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Country Enablement Nov 17 Internal Version
Slide 51
Shipping processes are impacted at different levels in the Brazil entity.
• No partial ship sets of an order through Cisco Brazil.
• Ship-to and Bill-to party name and state will be the same.
• Partners will not be able to ship to the direct customer’s location from the
contract manufacturer. They will pick up goods at the Flex dock and they will
pay for the freight.
Partial Ship Sets
Shipment
Controls
Opt-in & Opt-
out
• All Brazilian Partners and Distributors will be opt-out when purchasing from CE
Brazil.
• In case there is a deal created for a partner where an opt-out amendment is
not yet signed, Cisco Brazil will use opt-in to honor the current signed contract
and the freight cost will be included into the deal in the credit field (negative
value) so that final amount charge covers freight cost.
• Opt-in & Opt-out customers are determined by the following
- Opt-in customers: users of the Global Price List (GPL).
- Opt-out customers: users of the Whole Sale Price List (WPL).
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Country Enablement Nov 17 Internal Version
Slide 52
The following processes will be followed for the shipping of products from Brazil.
Pick-Up Date
Shipping
Drayage
• Cisco Brazil will transfer title and risk of loss to Brazilian partners, distributors,
and customers based on the customer contract.
• Subject to customer contract, risk transfers at the contract manufacturer site.
Title and Risk
Shipment
• In the case of a missed pick-up date, CPE will contact customer or partner to
set up a new pick-up date, if new pick-up date cannot be set Cisco will dray
shipment.
• If Opt-out customer does not pick up product(s) Cisco Brazil will dray the
shipment and charge the customer for the drayage.
• Opt-out shipments must be picked up within 3 days of issuance of Nota Fiscal electronica.
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Country Enablement Nov 17 Internal Version
Slide 53
Returns need to follow the requirements listed below:
Nota Fiscal
• Returned goods must match exactly to the original Nota Fiscal or the return will be refused.
• Cisco will not accept any returned goods without the Remittance Nota Fiscal.
Warranties
• Warranties for Cisco sold products will continue to be 90 days for all routes-to-market.
• A 2-Tier partner will be able to return a product, if still under warranty but has to pay the return cost.
Reasons for a Return
• Some reasons for acceptable returns are: dead on arrival, visual defects, wrong shipment etc.
Bundled Orders
• Partial return shipments of bundle orders will not be allowed unless the product is eligible for RMA.
Returns Depot
• All locally manufactured products will be returned to the in country depot.
• All non-locally manufactured products will be returned to Cisco Systems INC.
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Country Enablement Nov 17 Internal Version
Slide 55
Cancellations
Ci
Service Renewals
Service Delivery
Contract & Data
Migration
• Termination for Credit
• Service lines attached to returned products
• Service RMAs
• Cisco Brazil takes responsibility for service contracts it sells
• Start dates for standalone services cannot be earlier than submission date
• Attached service start date
• 0 day Overdue Period
• No retroactive renewals
• All contracts must be renewed through Cisco Brazil
• 2-Tier partner data migrated based upon Ship-to ID
• Contract migration will yield new contract numbers dependent upon original contract
• Open/In-flight service quotes during migration period
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Country Enablement Nov 17 Internal Version
Slide 56
All active service contracts having install sites in Brazil will be migrated to Cisco Brazil.
• Data migration is the transfer of all Brazilian 2-Tier partner data from Cisco Systems INC over to Cisco Brazil.
• Partner data will be transferred based upon the Ship-to ID of that particular partner.
Data Migration
• Existing contracts with install sites/performed-at sites within Brazil will be migrated and aligned to Cisco Brazil.
• Contracts with multiple install sites/performed-at sites both within and outside of Brazil will be split and result in new contracts and contract numbers.
• Any quotes with Brazil ship-to/install sites that have not been ordered by the
November 08, 2013 will need to be cancelled and recreated.
Service Contract Migration
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Country Enablement Nov 17 Internal Version
Slide 57
Service agreements for services sold by Cisco Brazil will be managed by Cisco Brazil.
• Cisco Brazil will take responsibility for performance of all contracts it issues. • Any spare(s) fulfillments for services sold by Cisco Brazil will be supported by
local depots in Brazil.
Contract Responsibility
• Cisco Brazil will have a relationship with Cisco Systems INC only on the replenishment and pullback of inventory.
• Cisco Brazil will not have any shipments with other entities.
Inventory Replenishment
• Start dates for standalone services booked and ordered through CSCC cannot be earlier than order submission date.
• Attached service start date is based upon the ship date plus 1 day. • Attached Premium Service start date is based on the ship date plus 30 days.
Service Start Date
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Country Enablement Nov 17 Internal Version
Slide 58
Contracts Purchased through Cisco Systems INC
• Cisco Brazil will handle all renewals, including those originally purchased through Cisco Systems INC.
• Contracts originally sold through Cisco Systems INC must be renewed with a Brazilian BID before any upgrades/downgrades, takeovers, or contract management (delete, add, move) can occur.
Retroactive Renewals
• No retroactive renewals for contracts that are aligned to Cisco Brazil. Service renewals will expire on contract end date.
Overdue period
• There is a 0 day overdue period for service contracts aligned to Cisco Brazil. This does not follow the existing global policy.
The updates to service renewals include the following:
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Country Enablement Nov 17 Internal Version
Slide 59
The following steps provide instructions on how to renew a quote in CSCC.
Specify Product Info, Contract
Info, Uncovered/Covered
Equipment Service Level.
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Country Enablement Nov 17 Internal Version
Slide 60
The following steps provide instructions on how to renew a quote in CSCC.
Specify Project Info, Install Site
and Click Add Line.
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Country Enablement Nov 17 Internal Version
Slide 61
• Service return (RMAs) will be processed in the Brazil Operating Unit.
Service Return (RMAs)
• Service cancellations will follow the Termination for credit operational Process to
Customer depending on where the original sale was performed (either Cisco
Systems INC or Cisco Brazil).
• Termination for credit will follow the Brazil local requirements and regulations for
services sold through Cisco Brazil.
Credit
• Any service line attached to a returned product will be canceled. Attached
Service Lines
All service cancellations for Brazil sold services will follow the below.
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Country Enablement Nov 17 Internal Version
Slide 62
The following steps provide instructions on how to cancel a quote in CSCC.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved..
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Country Enablement Nov 17 Internal Version
Slide 64
Events till date
Cisco Brazil Bill-to IDs (BIDs) and Ship-to/Install-at IDs (SIDs) will be created automatically.
Partners being migrated to Cisco Brazil can expect their existing Cisco Systems INC information to be maintained and automatically transferred to the Brazilian entity. These partners will still be able to quote and order through Cisco Systems INC using the BID aligned to that entity.
All orders submitted and booked prior to Cisco Brazil Go-Live (November 17) will continue to be fulfilled from Cisco Systems INC.
While service contracts will be migrated to Cisco Brazil existing orders and associated invoices will be generated from Cisco Systems INC until the time of service contract renewal.
Orders booked prior to November 17 2013 will be processed by Cisco Systems INC Orders booked after November17 2013 will be processed by Cisco Brazil.
You learned how to… • Identify the key process and system
changes resulting from the
establishment of a new Cisco Brazil
business entity.
• Prepare for the requirements for
quoting and ordering in the newly
established Brazilian entity.
• Identify the operating unit responsible
for all service agreements, Advanced
Services, and Technical Services sold
by Cisco Brazil.
• List the ordering rules for various order
types, products, and services.
• Explain the new process to be followed
for nota fiscal, shipping, and returns.
• Identify new Contract Management
practices.
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Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved.. Slide 67
Country Enablement Nov 17 External Version
Acronym/Term Definition
AM Account Manager
AS-F Advanced Services-Fixed is a service category that provides services that have a fixed price, fixed
scope and other fixed attributes that enable streamlined quoting, ordering and expedited approval
AS-T Advanced Services-Transactional
BIDs Bill-to IDs
CE Country Enablement
CSPP Cisco Service Partner Program
GTC Global Tax and Customs
LMP Locally Manufactured Products
SAE Service Agreement Expiration
PONR Point of no Return
SAE Service Agreement Expiration
SMS3 Services Management System v3
Appendix
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Country Enablement Nov 17 External Version
Type 1
Sales and Marketing support only
Type 2 Transitional Service Entity (TSE) to support service-only sales to direct accounts. Limited number of manual transactions.
Type 3 Transitional Service Entity (TSE) to support XaaS. Limited number of manual transactions.
Type 4 Product & service buy/sell with varying sales, or route-to-market limitations. Limited manufacturing based on business case. Manual processes required.
4a – Sales
4b – Limited Local Manufacturing
Type 5 Fully automated, product & service buy/sell entity. Manufacturing based on business case.
Cisco Proprietary © 2013 Cisco and/or its affiliates. All rights reserved.. Slide 69
Country Enablement Nov 17 External Version
This presentation provides a HIGH LEVEL overview of the
release and processes.
For additional information please go to the Country
Enablement Brazil website. It includes the following
information: • General Awareness Communication
• Presentations
• Job Aids
• Frequently Asked Questions
http://www.cisco.com/web/BR/parceiros/partner_with_cisco/cisco_goes_local_brazil.htmlhttp://www.cisco.com/web/BR/parceiros/partner_with_cisco/cisco_goes_local_brazil.html
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Country Enablement Nov 17 External Version
# Description Tool Used Cisco
Brazil
Cisco
Systems
INC
Other
Buy
Sells
Comments
1 Locally Manufactured Product (LMP) CCW Driven through BR PL
2 LMP + Technical Services CCW Driven through BR PL
3 LMP + Combined Services (AS-S + TS – one
SKU) CCW
Driven through BR PL
4 Non Locally Manufactured Product (non
LMP) CCW
1 Non LMP will not be available in
BR PL but present in all other PLs
5 Non LMP + Technical Services CCW
1 Non LMP will not be available in
BR PL but present in all other PLs
6 Non LMP + Combined Services (AS-S + TS –
one SKU) CCW
1 Non LMP will not be available in
BR PL but present in all other PLs
7 Software (SW) CCW 1 SW not available in BR PL
8 Software Subscription CCW/CSCC 1 SW Sub not available in BR PL
9 Standalone Service sales to support software CSCC/CCW 1 1
10 UCSS + Software Support (ESW) CCW/CSCC/ 1
11 TS (Standalone New and Renewal) against
LMP or non LMP
CSCC/CCW (New)
CSCC (Renewal)
1 1
12 AS (AS-S, AS-T, AS-F) including new and
renewal (where applicable)
CSCC (AS-S) CCW
(AS-T/AS-F)
1 1
13 AS-F + LMP CCW Driven through BR PL
14 AS-F + Non LMP CCW
2
(AS-F)
2
(P)
1 AS-F is not a mandatory attach.
15 Similar form factor (equivalent of a LMP) N/A N/A 1
1May be allowed very rarely based on GTC exceptions approval. 2AS-F order should be booked in Cisco Brazil and the Non LMP should be booked in Cisco Systems INC
Other Buy/Sells - (NL, AU, CA, JP, ITL, UKH)
.
Thank you.
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