Partner Plus Evolving Together to Serve Midsize Customers and Thrive

Partner PlusEvolving Together to Serve Midsize Customers and Thrive

Cisco Confidential 2© 2014 Cisco and/or its affiliates. All rights reserved.

The Midmarket Opportunity Is Now

$55Billion

Midsize: 100–1000

Together, with our Authorised Distributors—we can help you get more

1.4M Companies

Products

$25b

Services

$30b


Mobility Big Data Cloud IoT

Source: Gartner & IDC 2014 report

Tablet Sales Up

Smartphone

Sales Up

18% 12%30%Spendin

g Will

GrowSurpassing $14B

SpendingWill Surge

Sales Will Reach

25% $100B

$ 8.9 TRILLION

By 2020 Revenue

Will Reach

With 30B Connected End Points

53% Of CIOs increasing their security budgetSECURITY

Midsize Customers Are Thinking and Buying Differently


Sales and Marketing Engagement Model

Social Networks

EngageEducate

Old Sales Model

Cold Calls

Qualify Leads

SalesDemos

Customers research on-line (web, social media, blogs)

Our opportunity is to engage and educate them during the process

Customer intelligence and analytics will drive our targeted approach

New Sales Model


Driving New IT Needs

Improve Employee Productivity

Customer Experience Innovation

Business Growth

Secure and Reliable Efficiencies

Continuity, Regulatory, and Compliance

Supporting Mobility and BYOD

Private, Public andHybrid Cloud

Rapid Deployment of Apps and Services

Rapid and Secure Infrastructure Deployments

Virtualising Network and Data Center

BUSINESS PRIORITIES IT INITIATIVES

Business Priorities in the Midmarket


Partner Plus Evolves to Offer You More

Partner Plus 2012 Introduction

Cisco Introduced Midsize Business Solutions

Supporting customer awareness and partner enablement resources

What’s New

Benefits scale as you grow your midmarket business. Together with our Cisco Authorised Distributors, you get more.

Partner Plus 2014 Expansion

Increasing Your Potential for Faster Midmarket Growth and Greater Business Profitability

Partner Plus 2013 EnhancementsAccelerating your Cisco Midmarket Business


The Keys to Faster Growth and Profitability

Get your share of the midmarket

Help you prepare, build and expand

Business Enablement

Recognise and encourage your

success

Incentives and Rewards

Attract customers and increase

sales

Marketingand DemandGeneration


Optimise Your Success

DRIVE BUSINESS OUTCOMES

BusinessEnablement

Marketing and Demand Generation


Take Cisco sales training and achieve Cisco specialisations

Use sales rep tools

Prepare Midmarket Business Plan

Target cross/up-sell opportunities

Target last day of support opportunities

Select the best marketing campaign

Demonstrate Cisco solutions

Get priority for Cisco co-funding

Follow-up leads and prospects from Cisco

Use pre-sales technical help

Offer the best solution and be the expert with your customer

Leverage Midmarket promotions

Continue business development to create more leads

Motivate and recognise your sales teams

Plan Generate Demand

Lead Development

Pitch Close


Your Roadmap for Midmarket Growth

Level of Benefits


Partner Plus Aspire 2 31 Partner Plus Prestige Partner Plus Elite

BENEFITS TO GROW YOUR BUSINESSTake advantage of Midsize Business Solutions resources available to all Cisco partners, plus:

Business Enablement

Select training and exams

Onboarding support Specific annual

Partner Plus event dCloud

demonstrations and training

Marketing and Demand Generation Cisco partner

marketing campaigns and collateral via Partner Marketing Central portal

Distribution marketing support

Distributor Enablement Program

Prioritised for Distributor Enablement program enrollment

Partner Plus Aspire Benefits – Distributor Delivered


Partner Plus Aspire 2 3Partner Plus Prestige Partner Plus Elite1

Partner Plus Prestige Benefits – Distributor Delivered

BENEFITS TO GROW YOUR BUSINESSTake advantage of all Partner Plus Aspire benefits, plus Distributor Service Catalogue offerings

Business Enablement Sales Excellence

training Architecture &

technical training Customer network

assessments Dedicated pre-sales

support

Marketing & Demand Generation Demand generation support Lead generation services Other Distributor Marketing-

as-a-Service offerings Marketing training

Incentives and Rewards Distribution Service

Catalogue offerings Winners’ Circle (limited

spaces)

(upon achievement of quarterly targets and where

offered)


Partner Plus Aspire 32 Partner Plus Prestige Partner Plus Elite1

Partner Plus Elite Benefits – Cisco delivered

BENEFITS TO GROW YOUR BUSINESSTake advantage of all Partner Plus Aspire and Partner Plus Prestige benefits, plus:

Business Enablement

• Sales Excellence training

• Partner Interactive Webinars

• In-Class training

• Virtual Engineering

Marketing and Demand Generation• Demand generation

services and support

• Sales generated leads

• Joint Marketing Funds

• Customer Intelligence

• Sales Collaboration Platform (SCP)

• Marketing training


• Products and Services benefits setting

• Cisco Rewards

• Virtual Wallet

• Winners’ Circle


Level of Benefits All Cisco Partners Partner Plus Aspire Partner Plus Prestige Partner Plus Elite

BUSINESS ENABLEMENT

Select training & exams - X X -

Midmarket-focused Sales Resources (Sales Excellence on-line training, Customer Conversations Guide, Sales Connect etc.)

X X X X

Support through Cisco Partner Help or Authorised Distributors X X X X

2nd level pre-sales support -- --X Supported by Cisco Authorised

Distributors X Cisco Partner Help Plus

Sales Excellence Instructor Led Training (ILT) or Virtual (ILT)

-- -- X V-ILT Smart Business Roadmap (SBR)

X ILT

MARKETING AND DEMAND GENERATION

Marketing support (Resources to assist with planning and execution)

--X Supported by Cisco

Authorised Distributors (*) X Supported by Cisco Authorised Distributors (*)

X Marketing Support (Cisco Partner Marketing Manager Resource)

Cisco generated leads and prospects with Customer Intelligence

-- -- -- X (*)

Lead generation services -- --X Supported by Cisco Authorised

Distributors (*)X Support via Partner Demand

Centre vendor network

Joint Marketing Funds -- -- -- X (*)

Marketing training -- -- X(*) X (*)

(*) Limited availability


Level of Benefits All Cisco Partners Partner Plus Aspire Partner Plus Prestige Partner Plus Elite

INCENTIVES AND REWARDS

Midsize Business Solutions sales promotions X X X X

Cisco Rewards -- -- -- X

Cisco Winners’ Circle -- -- X (limited spaces) X

Partner Plus Incentives -- --

X - Prioritisation to Distributor- offered Services

(MBO benefit)

X - Virtual Wallet for business acceleration (MBO benefit)

(*) Limited availability


What Partner Plus Can Do For You

“Cisco distribution has allowed us to grow our Cisco business by 400% and the financing programs that they have allow us to engage in much larger deals that we ever would before”

Brian Lee, CEO, Forte Systems, United States, Premier Partner

“..as a Partner Plus partner we now realize a

35% growth by maximizing our incentives dollars on big bet marketing activities, education and events”

Patrick Hempele, Chief Sales & Marketing Officer, Netcloud, Switzerland, Gold Partner

“Increased our Cisco business by about 30%. The service revenue growth has been substantially higher at close to 600%.”

Simon Jacobson, Head of Marketing, Axonex, United Kingdom, Silver Partner

“Datacom Australia grew 37% YoY as a result of Partner Plus and the investment made in this partnership.”

Tim Fitzgerald, Business Development Manager,Datacom Systems, Australia,Silver Partner


Together with Our Authorised Distributors Brings Added Value To You

Find New Customers Through Stronger Marketing

Close Deals Faster with pre-sales Support

Increase Margins by Selling Services

Earn Valuable Rewards for Achieving Results


Partner Plus Eligibility – EMEAR

Partner Plus Aspire

Partner PlusPrestige

Partner PlusEliteEligibility

RequirementsCisco Status or

Certification Level Registered and above Select and above Premier and above

Minimum Annual Cisco Midmarket

Revenue

Cisco Midmarket Business Plan

Not Required Required Required (Minimum 5% midmarket service sales penetration)

$25,000 Small $75,000

Medium $100,000Large $100,000

Extra Large $300,000

Small $200,000Medium $250,000 Large $300,000

Extra Large $1,000,000

Maintenance RequirementsRequired to Maintain Status Through Cisco

FY16 in addition to above eligibility

requirements

—Working with their Distribution Partners, Prestige partners are required to execute marketing

demand generation in support of business plan targets and goals

Elite partners are required to execute a consistent level of

marketing demand generation in support of business plan

targets and goals

Achieve a minimum of two quarterly target-based product incentive goals or

annual target incentive goal


Simple Enrollment Process

*Partner Plus Elite and Prestige levels

Partner Admin receives and responds to

enrollment email invitation

Prepare your jointly owned Midmarket Business Plan with

your Cisco Rep*

Receive your growth targets

Complete the Enrollment

Questionnaire and agree to the Terms

and Conditions

FY15 ENROLLMENT PERIOD RUNS SEPTEMBER – DECEMBER 2014

Partner Admin responsible for

enrolling company into Partner Program

Enrollment (PPE)


StrategicSolutionPartners

Preferred SolutionPartners

SolutionPartners

SolutionPartnerProgram

SolutionTechnology Integrator

Learning PartnerProgram

Cloud &ManagedServices

GlobalPartnerNetwork

Solutions

Marketplace

Distribution

CiscoPartner

Ecosystem

PartnerPlus

Certifications

Specializations

Cisco ServicesPartnerProgram

Cloud & ManagedServicesProgram

ChannelPartnerProgram

Gold Premier Select

AuthorizedTech.

Provider

Master Advanced Express

Offer Your Customers More

Partner Plus partners belong to an ecosystem to address every business environment and customer need.

Access the Opportunity

Realise more business potential than you ever thought possible.

Gain the Advantage

Broad spectrum increases your portfolio with advanced architectures, solutions, software, and services.

Together, with our Authorised Distributors, we can help you get more.

Take a step forward with us.

Connecting You to a World of Possibilities

PartnerPlus

Certifications

Specialisations

Cisco ServicesPartnerProgram

Cloud & ManagedServicesProgram

ChannelPartnerProgram

Gold Premier Select

AuthorizedTech.

Provider

Master Advanced Express


Together, We Can Thrive

Partner Plus

Program

PartnershipOur greatest asset is working together to increase our potential and grow faster and more profitably. By partnering with our authorised Distributors you get the resources to help you get more of what you need to make your business soar.

CustomersGuide our customers’ evolution to become technology companies

BusinessCapture market transitions by rapidly adapting to ever-changing conditions

TechnologyContinually improve and innovate to provide best in class solutions

Thank you.

cisco.com/go/ppc

Documents

Partner Plus Evolving Together to Serve Midsize Customers and Thrive