© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID Cisco Value Incentive Program (VIP)15 Commitment to Partner Profitability

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialPresentation_ID

Cisco Value Incentive Program (VIP)15

Commitment to Partner ProfitabilityJanuary 28, 2010

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialPresentation_ID 2

Agenda

VIP the Flagship Profitability Program

VIP 15

Call to Action!

What’s new: removal of multinational UC and security

Program rules by technology

Program summary

Global SAT details


VIP the Flagship Profitability Program

Increasing margins and differentiation

Rewarding customer-focused partners that promote advanced and other technology practices

Maximizing your profitability by focusing on network architectures: Collaboration, Virtualization, or Borderless Networks


A Stable Program

Limited quarter over quarter changes are key to maintaining stability within VIP

VIP 15 Removes Multinational UC and Security

Streamlined VIP 15 eliminates unnecessary program complexity

Customer Satisfaction Process Simplified


Borderless NetworksVIP 15


Borderless Networks

Borderless NetworksTrack

Sub-Track WAN OPT Security Wireless Routing Switching

Entry RequirementAdvance

R&SAdvance Security

Advance Wireless

Premier Certificationor Advance R&S

Minimum Booking (6 Month/3 Month)

$80,000/ $40,000

$40,000/ $20,000

$30,000/ $15,000

No min. booking required.Applies only to Eligible Standard

OIP/SIP and OIP/TMP Deals

CSAT Target 4.40

SKU Categories( A, B, C, D)

Payout5%

Payout 15%, 10%, 5%

Payout 15%,10%, 5%

Payout 15%, 5%

Payout 15%

Masters % N/A 3% N/A

Gold % Payout 1% N/A

*See SKU List for actual rebate %


Calculate Your Network BonusPayout calculation: 2% of the combined wireless and security bookings not to exceed 1% of the router and switching qualified bookings

Partner Must First Meet Minimum Booking Requirement for VIP Borderless Network Track Payout in Order to Be Eligible for Borderless Network Bonus

CappedBonus

MaximizedBonus

Routing and Switching Net Bookings $500,000 $4,000,000

1% Routing and Switching Net Bookings $5,000 $40,000

Wireless and Security Net Bookings $1,000,000 $1,000,000

2% Wireless and Security Net Bookings $20,000 $20,000

Borderless Networks Bonus Payout $5,000 $20,000


CollaborationVIP 15


VIP 15 Collaboration Track

CollaborationTrack

Sub-Track Unified Communication TelePresence

Entry Requirement Advanced UC Specialization ATP TelePresence

Minimum Booking$50,000 6 Months/$25,000 3 Months

$100,000 6 Months/$50,000 3 Months

Master’s % 3% N/A

CSAT Target 4.40

SKU Categories( A, B, C, D)

*Payout: 21%/15%/10%/5%

Gold % 1%



VirtualizationVIP 15


VIP 15 Virtualization Track

VirtualizationTrack

Sub-Track Unified Computing Storage Data Center

Entry RequirementATP Unified Computing

Advance DCSNData Center Network

Infrastructure

Minimum Booking*

(6 Month/3 Month)

$50,000

$25,000

$15,000

$7,500

$200,000

$100,000

CSAT Target 4.40

SKU Categories(A,B,C,D)

5%Payout

15%/10%/5%Payout

10%/5%



Customer Satisfaction Process Simplified

Gold/Silver: 20 partner originated surveys responsesPremier & below: 10 partner originated surveys responses

Customer satisfaction simplified for VIP

Results are based July 27, 2009 through July 16, 2010 (rolling 12 month calendar)

Meeting CSAT requirement is a requirement for eligibility

VIP targets will be based on partner sourced surveys only

PPV tool provides visibility to surveys for the VIP programs

Technology selection is no longer required on survey


VIP 15 Program Summary


VIP 15 Timeline

Partners and CAMs Should Use the VIP Tool to Track Enrollment Status Only:http://www.cisco.com/go/viptool

Partners and CAMs Should Use the VIP Tool to Track Enrollment Status Only:http://www.cisco.com/go/viptool

Program period 15: January 24–July 31, 2010

Re-enrollment required for VIP 14 partners

Enrollment windows for new and existing partners January 29—February 19, 2010 for Q3 and Q4

May 3—May 21, 2010 for Q4 only

CSAT survey period Start: July 27, 2009

End: July 16, 2010

Payout datesFirst check October 2010 (for shipments prior Aug 14, 2010)

Second check December 2010 (for shipments Aug 14 – Oct 30, 2010)


What is a standard OIP/SIP and OIP/TMP deal? Deals that book thru’ via Cisco Commerce Workspace (CCW) with the standard programmatic discount. If it is been converted by AM to obtain a global/further discount, this is not eligible for OIP/SIP bonus.

Is Channels Booking Neutrality (CBN) booking eligible for VIP?Yes, CBN will follow the Cisco book and ship dates as of 1-Tier booking since there is no POSed required.

FAQs


Open a case on partner help online: www.ciscopartnerhelp.com

Select category “Programs” and subcategory “Value Incentive Program” when submitting your case

VIP URLs: VIP home page: www.cisco.com/go/vip

VIP Tool: www.cisco.com/go/viptool

PPV Tool: https://apps.cisco.com/mbrre/saw.dll?Dashboard

PAL Tool: www.cisco.com/go/pal

VIP Period 15 Partner Support


Call to Action!

Start enrolling VIP15 on Jan 30, 2010!

Attend VIP 15 Partner Training on Feb 1 or 2, 2010!

Start reviewing VIP 14 Bookings and escalate booking discrepancy, if any via www.ciscopartnerhelp.com by Feb 26, 2010!

Ensure bookings are shipped prior to May 1, 2010 in order to get VIP 14 payout!

Ensure you are subscribed to Cisco Channels Partner Intelligence (CPI) to receive bi-monthly Cisco news/updates


Documents

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID Cisco Value Incentive Program (VIP)15 Commitment to Partner Profitability