© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1
Country Enablement Brazil Partner Executive Forum
13 August 2013
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2
Introductions
About Country Enablement
Expected Outcomes
November and Beyond
Benefits
High Impact Process Changes
Country Enablement Brazil Timeline
Reminders
Eduardo
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• Schedule: 1:30 pm- 4:00 pm
Includes breaks
Snacks and beverages provided
• Parking Lot: Questions that cannot be answered will be put in the “parking lot” for follow-up
• Action Items: Will diligently track and follow-up
• Open Dialogue: We want to hear from you! Please speak freely so we can hear your comments, concerns and questions
Please introduce yourself as you ask questions
Meeting Logistics
Eduardo
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5
• Be aware of the steps needed for December 2013
• Understand Country Enablement from a high level and beyond November plans
• Learn about business impacts
• Be informed of next steps
Eduardo
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• Contracts
• Processes
• Follow-up
• Pre- Post
Enablement Support
• Benefits of Country
Enablement
• Inform, Listen, Adjust,
Educate
• Execute and Support
• Assess Impacts
• Business Processes
• Gather feedback Insight
Engage Enable
Minimum
Disruption Coordinated
Planning
Timely
Communication
Partner
Confidence
Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 7
Swati
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Country Enablement will create an enhanced
route to market for Partners in Brazil by:
8
• Protecting and growing your market share
• Improving Ease of Doing Business for you and your customers
Enhance “no touch” customer experience
• Increasing efficiencies
Speed acquisition integration
Improve reporting functionality
• Accelerating time to market
• Providing greater scalability
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9
Country Enablement is
…a Cisco initiative to establish new business models and competitive
differentiation while maintaining our current go-to-market strategy.
It involves setting up new legal entities in targeted high-growth
countries, such as Brazil.
These entities allow the competitive sale of Cisco products, services,
and solutions.
9
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10
Contributing
to
Brazil’s
transformation
With World Cup And Olympics, Cisco Bets
Big On Brazil - Forbes
Source: forbes.com
Image via Cisco Cisco is betting big on Brazil. With the 2014
World Cup and the 2016 Olympic Summer Games coming to
Brazil, US - based Cisco is investing $545 million over the next
four years. According to one report, Cisco plans to capitalize
on the global attention on the world soccer championships and
the [...]
Cisco Investment Package
Announced: April, 2012
Venture
Capital
Investments
Local
Manufacturing
Innovation
Center
Intellectual
Property
Agreements
Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 11
Aimee
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12
Enhanced Route to
Market for
Channels in Brazil:
Country
Enablement
Strategic Manufacturing Node
Routers &
Switches,
WAP
UCS IP
Phones
STB /
EMTA
Local
Manufacturing
Competitive
Pricing
Faster
Speed to
Market
Reduced
Cycle Times
Enhanced
Partner
Experience
Selection
Available
Dec 8 Future
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13
1-Tier
Partner
End user
INC.
1-Tier
Partner
End user
CE Brazil
Distributor
As-is with Importation
As-is Local Manufacturing Manual
R$
$
R$ R$
To-be with Importation (no change)
To-be Local Manufacturing Automated
1-Tier
Partner
End user
INC.
$
End user
CE Brazil Type
5 Entity*
R$
*CISCO COMÉRCIO E SERVIÇOS DE HARDWARE
E SOFTWARE DO BRASIL LTDA
1-Tier
Partner
$
R$
$
Distributor
Distributor
Distributor
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14
Order (Manually Split)
Non-locally
manufactured
Products
Locally Manufactured
Product
Cisco Inc
subsidiary
Cisco
Brazil
Channels continues to import from Inc and resell to customers for
all products not manufactured in country
• Product +TS for imported products
• Standalone Software Sales (SW)
• SW Subscription Sales **
Legal Contracts,
US$ Pricing
T&C’s, Customer
PO, SO
Selling only Product locally in country -50% of all Cisco products
• Product +TS for locally mfg products
• Stand-alone TS local and imported products
• Advance Services (AS-S, AS-T, AS-F)
• Service Sales to support SW
• XaaS (Increased automation – TBD)
Legal Contracts,
BRL Pricing
T&C’s, Customer
PO, SO
** SW Subscription doesn’t have separate service SKUs (i.e. there are not separate services sold to support software subscription sales).
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15
Selling both Product
manufactured locally
in country, as well as
those imported from
out of country
Order
Both locally and non-locally
manufactured products
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16
Aug-13 Sep-13 Oct-13 Nov-13 Dec-13 Jan-14 Feb-14 Mar-14 Apr-14 Jun-14 Jul-14 Aug-14
Pro
du
cts
Brazil December 8 Go Live
AIR-CAP2602
AIR-CAP1602
AIR-SAP-2602
AIR-SAP1602
Cyprus
(November 25)
B and C Series (CTO)
(March)
Routers and Switches Available at Go Live
• CISCO1905BR/K9
• CISCO2911BR/K9
• CISCO2911BR-V/K9
• CISCO1905BR-SEC/K9
• CISCO2911BR-SEC/K9
• WS-C2960-24TC-BR
• WS-C2960-24PC-BR
(Aug16)
• WS-C2960S-48LPS-BR
(Nov 6)
Future Products:
• Additional routers and switches
• IP Phones
• STB/ EMTA
WAP UCS
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17
Our goals are to:
• Inform you of changes and gain your feedback, ideas and support
• Determine impacts and/or potential updates to scope, processes, timeline
• Create scalable and meaningful pre- and post go-live support
• Shape and support mutual business expansion and success
Transforming the order-to-fulfillment processes and systems will mutually benefit
Cisco and Cisco’s partners in Brazil.
Working together, we can create a better experience for our customers and drive
sales growth.
We look forward to continuing on this journey with you!
Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 18
Marcio
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• Products manufactured locally would transact in Brazil Reais (Quoting, Ordering and Invoicing)
Competitive Edge • 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
Grow Top Line
• Cost of local manufacturing lower than imported products
• Brazilian government Basic Productivity Plan (PPB tax benefits gains ~10-22% based
on product nature, nationalization requirements and contract manufacturing costs
Localized Cost Structure
Competitive
Localized
Grow
Marcio
Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 20
2-3 weeks compared
to 4-6 weeks for
imported products
Drive growth and
market share
Local pick-up. No
international logistics
and importation
Lower
street price
for partners
and
customers
Increase
speed to
the market
Public
Sector
preferential
treatment
for bids
Lower
logistics
efforts
Lower price
means
lower
financing
needs
Post
November
1905/K9
2911/K9
WS-C2960-
24TC-BR
WS-C2960-
24PC-BR
WS-C2960S-
48LPS-BR
Additional
Products TBD
Routers
Switches
Locally
Manufactured
Products
Available at Go-Live
Marcio
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Reggie
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• Initial Steps to Allow Ordering in November
• Internet Commerce Agreements (ICAs)
• Legal Agreements
• New Bill-To-IDs
• Pricing, Payment Processes and Taxation
• Quoting and Ordering
Reggie
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Internet Commerce Agreement/Click-to-Accept
Legal Contracts
New Bill-to-IDs
Reggie
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Pricing Payments
Price Lists
• New Global and Local Price lists
• Currency Adjustments
Quote Protection
• Existing policies remain
• 30-days (products)
• 60-days (services)
Taxation
• Estimated taxes Credit
• Lines of credit
Payment Processing
• Wire transfer
Programs
• Products (Locally manufactured and imported)
• Services
Reggie
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25
Data Migration
Open Quotes
Existing Contracts
Dual Ordering
INC/Brazil only orders
Standalone service ordering
Service Renewals
Zero-day grace period
(retroactive renewals)
Only through Brazil
Service
Contracts
today
Contract with install
site outside of BR
• A single contract with
multiple install sites
• Contracts remain the same
Contract with install
site in BR
• New contracts will be created
with Brazil BIDs
Reggie
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26
Initial Steps for Ordering on December 8
• Internet Commerce Agreement • Legal Sales Agreement • Bill-to-IDs
Pricing, Payment Processing and Taxation
• Price Lists • Price Protection • Credit • Taxation • Programs
Quoting and Ordering
• Data Migration • Dual Ordering • Service Renewals
Reggie
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Doug
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Continued Support and Feedback
Successful Adoption of
CSCC/CCW
Acto What is Needed Resources
Frequently Asked Questions (FAQs)
Training Sessions/Feedback
Price List
CE Brazil Website
What do I need to do to be ready for Country Enablement?
Doug
Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 29
Partners/
Distributors
Sent
Awareness
Communications
Trainings
Executive
Forum
Meetings
Invites to
Executive
Forum
90 Day ICA
Notification
Go Live
12/8
60 Day ICA
Notification
ICA Click to
Accept
Notification
Regional
Trainings
Get Ready
Notification
Go-Live
Notification
Post Go-
Live Touch
Base
Regional
Trainings
Training
Invites
Partner
Surveys
FY 2013 FY 2014
Q4 Q1 Q2
May June December November September August July October
En
gag
em
en
t A
cti
vit
ies
Doug
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30
Questions?
Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 31
Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 32
Where do I find out more?
• Country Enablement Brazil Webpage
• If you need further clarification from Cisco, please
contact [email protected].
Thank you.
Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 34
Brian Cheng
Partner Engagement
Lead
Meet the Country Enablement Brazil Team
Doug Lavanchy,
Director, Americas
Sales Enablement
Ops
Aimee Fuller
Director, Operations
Business Readiness
Bernhard Kretschmer
Director, Field
Operations
Vic Northrup
VP, Sales Ops
GSCO US EC&C
Mark Bonfoey
Director,
WW Biz
Enablement
Reggie Ledesma
Business Ops Mgr,
Americas Services
Enablement
Stephanie Sunahara
Project Manager,
Americas Services
Enablement
Margot Meskin
Change
Management Lead
Program Manager
Gira Raff
Program Manager
Cisco Confidential © 2010 Cisco and/or its affiliates. All rights reserved. 36
**Note: These high level impacts may change as L2 and L3 reviews
are in progress. These slides will be finalized by 8/12/2013
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37
Route-To-
Market
Cisco Brazil will align with existing Cisco Route to Market policy and will
establish a contractual relationship with Customers, Partners, and Distributors.
All Routes to Market are in scope.
Programs
Channel Incentive Programs and Sales Enablement Programs (Trade-In, Try
and Buy, Demo, etc) for locally manufactured products will not be offered
through Cisco Brazil at go live.
Channel Booking Neutrality internal sales program will be supported by CE
Brazil.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38
Products
Cisco Brazil will sell only locally manufactured products and services with
Install-sites/Performed-at locations in Brazil at go-live.
Products not locally manufactured will continue to be available for sale from
Cisco Inc. (as is today).
Acquisitions
Strategy
Acquisition offerings available and orderable from Inc (US) / BV (NL) by
Brazilian Partners, Distributors and Customers will continue to be purchased
through Inc (US) / BV (NL) (as-is today).
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39
Customer
Data
New billing, shipping, and customer identification numbers will be created to
facilitate price, quote, and order of locally manufactured products from Cisco
Brazil.
Existing billing, shipping, and customer identification numbers will be kept in
order to support the sale of non-locally manufactured from INC.
Data will be updated and migrated at Go-Live.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40
Legal Sales
New sales agreements will be established between Brazilian Partners,
Distributors and Customers and Cisco Brazil for business of locally
manufactured products and services.
Existing Cisco Inc sales agreements will be retained and amended to exclude
buying of locally manufactured products and services as per Brazilian price list
offerings.
Legal sales agreements will be in English but, if required, will be translated and
made available in both languages.
Brazilian Partners, Distributors and Customers will need to accept a new
Internet Commerce Agreement (ICA). ICAs will be in in Portuguese for direct
customers and 1-Tier partners; and in English or Portuguese for 2-Tier partners
and Distributors.
A new Indirect Channel Partner Agreement (ICPA) for Rest-of-World will be
released referencing the new Cisco Brazil entity. It will be available in Brazilian
Portuguese.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41
Indirect Tax
Indirect Taxes will be assessed on the supply (and returns / cancellations) of
goods and services in compliance with local tax rules and regulations (Federal,
State and Municipal).
Product and/ or Service Sales Order will not include local indirect tax. Applicable
Local indirect tax will be determined and applied upon invoicing.
Quotes are not required to state indirect tax.
When Indirect Tax is to be applied on the invoice, it will be stated on the quote
that the customer will be charged for it on the invoice.
Global Price List will include Non Recoverable Tax and Domestic Freight. Whole
Sale Price List will include non recoverable tax and domestic freight
(exclusion/inclusion will be based upon opt-in/opt-out decision).
Indirect tax cost will not be embedded in the Brazil price list.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 42
Partner
Pricing
Non-standard discounts will be negotiated for Cisco Brazil business.
Contractual, promotional and non-standard discounts will be applied as
appropriate.
Distributors will be able to apply contractual and non-standard discounts in the
Brazil price list. Distributors will now be able to negotiate discounts.
Channel Booking Neutrality is in scope.
Two new pricelists (GPL and WPL) will be created for Cisco Brazil in local
currency for all locally manufactured products and services sold by Cisco Brazil.
Existing price list entitlements will be retained for partners, distributors and
customers. Cisco will continue to publish changes and notifications for price
lists for Cisco Brazil as is done today for Cisco Inc.
Cisco Brazil will be able to notify its Brazilian distributors of changes to the new
Brazilian price list in the local currency (BRL) for manufactured products and
services.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 43
Product and
Service
Quoting
Product and / or Service quotes will only be created for Brazilian Partners,
Distributors and Customers with whom Cisco Brazil has Legal Sales
Agreements.
Product and / or Service quotes will be presented in Portuguese.
Product quotes and Service quotes will be presented in the local (Brazilian)
currency as is today.
Quotes will no longer include freight as a separate line item, and are not
required to state indirect tax.
When Indirect Tax is to be applied on the invoice, the quote will state that the
customer will be charged for it on the invoice.
Product Quotes, Service Quotes and a combination of product and service
quotes sold through Cisco Brazil may only include bill-to, ship-to, install site and
end-customer locations in Brazil.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 44
Purchase
Orders
Purchase Orders are required for purchases of products and services from
Cisco Brazil.
Purchase Orders may be in English or Portuguese, and the currency will be
presented in BRL Reais.
Sales Order
Capture and
Booking
Product and / or Service Sales Orders will be captured, booked and managed in
alignment with existing Cisco booking policies.
Cisco Brazil will only create quotes for products and/or services to Brazilian
partners, distributors and customers with whom Cisco Brazil has legal sales
agreements.
These customers/partners must have a bill-to, ship-to, install site and end-
customer in Brazil.
Product and/ or Service Sales Order will not include local indirect tax. Applicable
Local indirect tax will be determined and applied upon invoicing.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 45
Order Status
Product and Service Sales Orders acknowledgements and notifications will be
sent from Cisco Brazil to Brazilian customers, partners and distributors and will
be provided in either English or Portuguese subject to local compliance and
customer type.
User experience for both internal and external audiences for product and
service sales order entry and management will be in either English or
Portuguese dependent upon customer type and preference.
Change
Orders &
Cancellations
Product and Service change orders and order cancellations will be managed in
alignment with existing Cisco policies subject to local compliance.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments
Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 46
Importation
Nota Fiscal and other trade compliance transport documents will be used to
support movement of goods within Brazil and will comply with the Brazil
requirements.
Cisco Brazil will continue to be responsible and be the importer of record for the
importation of spares into Brazil.
Receiving
Products &
Services
Cisco Brazil will offer both Cisco Routed (Opt-In) and Partner Routed (Opt-Out)
delivery options for locally manufactured products.
Cisco will coordinate the shipment of product from the Contract Manufacturer to:
a Cisco designated location in Brazil in case of Opt-Out
Customer ship-to location in Brazil in case of Opt-In
Cisco Brazil will transfer title and risk of loss to Brazilian partners, distributors
and customer on an Opt-In/Opt-Out basis.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 47
Customs There are no changes. Business will continue to operate as it does today.
Reverse
Logistics
Cisco Brazil will be capable of approving and accepting finished goods returns
(RMAs) for sales it has rendered to Brazilian Partners, Distributors and
Customers. Brazilian Partners, Distributors and Customers will be required to
provide an original sales order reference. This includes Returns for Credit,
Returns for Replacement, DOA, visual Defects.
Stock Rotations from Brazilian Distributors will be returned to Cisco Brazil at Go-
Live and beyond. Brazilian Distributors will not be required to provide an
original sales order reference.
Brazilian Partners, Distributors and Customers will be responsible for shipping
to a Cisco designated returns location.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 48
Invoicing
Sales Invoices will be issued by Cisco Brazil in its own name. The invoice will
accompanied by the Nota Fiscal Electronica (NFE). Invoice format and content
will comply with Brazilian regulations. (e.g. invoice must specify product type
and/or service type, description and quantity, and Indirect Tax must be stated
on the invoice). Sales invoices will be issued to customers in conjunction with
the Boleto for customer payment.
Sales Invoices will be generated in English or Portuguese subject to local
compliance.
Service Invoices will be issued separately from products based upon the terms
and conditions of the deal subject to local compliance.
Technical Service Invoices will be issued based on the terms & conditions of the
deal/agreement, which may include invoicing for the full amount (lump sum) or
Periodic Billing subject to local compliance.
Advanced Services may be invoiced upfront, periodically (i.e. monthly,
quarterly), upon milestone completion or upon completion of services subject to
local compliance.
Local (Leg 2) Taxes will be systematically applied on Cisco Brazil Sales
Invoices, as per local country rules. Invoices will reflect the current tax rate,
which may vary from the tax stated on the Quote (if applicable.)(if applicable).
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 49
Collections
Cisco standard payment terms remain as today.
Disputes, cancellations, service terminations, and adjustments will be managed
per existing Cisco policies and in compliance with local requirements.
Payments must be remitted in BRL currency in alignment with the Sales Invoice
that was sent.
Payments for products and services sold through Cisco Brazil may be paid in
the local currency by check, money, money order or wire transfer. Cash
application team will manually apply to customer account based upon customer
application instructions.
Credit Brazilian Partners, customers and distributors with an established credit line
with INC will be able to leverage.
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 50
Service Sales
Model
Service agreements for services sold by Cisco Brazil will be owned and
managed by Cisco Brazil.
Partner Branded, Cisco Branded and Co-Branded service sales will be
permitted.
Service Renewals for Brazilian Partners, Distributors and Customers will be
quoted, managed and sold by Cisco Brazil when the purchasing and install site
are within Brazil. Cisco Brazil will be responsible for the renewal of services
originally purchased through INC.
Changes to service agreements, such as site moves etc., will be managed
through existing policies subject to local compliance.
Mandatory
Attach
Mandatory service attach will be required for Brazilian partners listed under "Full
Entitlement" Service Programs (e.g. Shared Support or Co-Brand Foundation
Bridge programs) for all service eligible products that require mandatory attach.
There will be no mandatory attach of service for partners under the "Selective
Entitlement" Service Programs for all service eligible products. (i.e. Cisco
Service Partner Program (CSPP)
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments
Services
© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 51
Eligible Partners
Product Availability
Doing Business with Cisco
Pricing Quoting & Ordering
Delivery of Products/ Services
Invoicing & Payments
Services
Standalone
Services
Standalone Service Sales (TS and / or AS) for Brazilian Partners, Distributors and Customers will be
quoted, managed and sold by Cisco Brazil. Note: Inc will be allowed to sell TS as attach to new product
sales with Install-sites in Brazil.
Warranty Standard Warranty for products sold by Cisco Brazil will not change. Note: Standard Warranty is typically
defined by product family. CE Brazil will leverage standard warranty offered by Inc (US) / BV (NL).
Spares
Cisco Brazil will source spares from the Local Manufacturer to support Cisco Brazil sold product.
Cisco Brazil will source spares from Inc/BV to support Inc sold product in Brazil. Cisco Brazil will be the
importer of record.
Service
Invoicing
Service Invoices will be issued separately from products. Technical Service Invoices will be issued based
on the terms & conditions of the deal/agreement, which may include invoicing for the full amount (lump
sum) or Periodic Billing subject to local compliance.
Subscriptional Advanced Services may be invoiced upfront, periodically (i.e. monthly, quarterly), upon
milestone completion or upon completion of services.
Cancellations
As-is: Cancellation of services will be required for approved product returns (for credit). Cisco may choose
to cancel service for other relevant scenarios.
Credit for service cancellations may be prorated.