Cisco Services Partner Program (CSPP)

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Cisco Services Partner Program (CSPP) für Reseller Oktober 2012

© 2012 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partners only. Do not distribute.

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Today’s Resale Services Programs

A Change For The Better

Multiple contracts, exhibits, and business terms

Simplified business relationship

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Inconsistent investment path

Aligned with the Resale Channel Program and Managed Services Channel Program

Multiple eligibility models, incentive programs, and discount structures

One global Cisco Services Partner Program for all partners, all Services

Rebate opportunities for a select few

Rebate opportunity for all partners


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Rewards all partners consistently through performance based rebates

Cisco Branded Services Eligibility Compensation

Performance Management

Collaborative Services

Certifications and Specializations

Services Sales (AR/RR metrics) and Delivery Performance


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Incentive Payments • All 2-Tier partners* will have the opportunity to earn quarterly cash incentive payments based on the same sales performance targets

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Route to Market Neutrality

Partner Enablement

• Cisco provides tools and resources for 2Tier partners to enable their success in the program

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• All partners will have access to the same offers as they become Generally Available

*Cisco Registered & Certified Partners


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No eligibility requirements * beyond maintaining Cisco contractual relationship

Collaborative Services

Cisco Delivers

+

Cisco Branded Services

Partner Sells

Offer specific eligibility requirements – certification, specializations, performance metrics Partner purchases Cisco Intellectual Capital and Services Infrastructure

+ For information on available offers, visit the “Services You Can Sell” site at: http://www.cisco.com/web/partners/services/cspp/sell_svcs.html#~one * Certain Advanced Services may require technology specific ATPs

Partner Incorporates as an Ingredient, then Builds Upon, Sells and Delivers


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Compensation strategy that allows partners to manage their services margins as they maximize their performance

Reward performance excellence and higher value services through rebates that further drive profitability

Combined upfront buy price negotiated with Distribution and back end rebates from Cisco drive total compensation Rebates* • Sales Performance Rebates for Cisco Branded Services (TS) based on achievement of sales performance metrics – Attach Rate and Renewal Rate * Sales & Delivery rebates available on Collaborative Services for partners who meet eligibility requirements for these services


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Minimum Program Performance Target

Maximum Program Performance Target

Minimum Rebate Incentive

Maximum Rebate Incentive

Attach Rate

60%

90%

0.25%

10%

Renewal Rate

60%

90%

0.25%

14%

Premium Service Rebate

Not Applicable - granted per default

Not Applicable - granted per default

1%

1%

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* Without LLW products Partners can also access the Target Thresholds and Rebates on their PMC dashboard.


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• Attach Rate & Renewal Rate = Sales Performance Rebate

Performance Metrics Central (PMC) Scorecard Numbers are illustrative.


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2 Partner reviews New Indirect Channel Partner Agreement (ICPA)

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3 Partner accepts new ICPA through the existing Click-to-Accept process

Partner is automatically enrolled in the Cisco Services Partner Program: Review available Resources

Program Guide Build Your Services Portfolio Performance Management Appendix Eligible Bookings Guide


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Go to www.cisco.com/go/cspp

Click on the “Join” button at the bottom of the “Join” tab. This will take you to the Cisco Partner Registration Log In, in a new window, where you will access your Indirect Channel Partner Agreement.


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All partners start here

If you are an existing Registered Partner with Cisco and signed your Indirect Channel Partner Agreement in the last 11 months, you will be required to renew your agreement to join the limited availability of the Cisco Services Partner Program.


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The Cisco Services Partner Program is addressed in the body of the Indirect Channel Partner agreement.

Click Submit to complete the process.


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c23 Start

Services Training • Manage and Grow ELearning: E-consulting and PMC • Manage and Grow ELearning: PPI and GEP • Accelerate Training: • Selling Services Early in the Sales Process • Selling Multi-Year Contracts • Selling Renewal Contracts

Performance and Rebate Management Tools

• Performance Metrcis Central • Partner Program Intelligence • Global Easy Pay

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Program Guides • CSPP Quick Reference Guide for 2T Partners • CSPP Enrollment Guide

• E-consulting

Additional Program information and links to other valuable resources to help you grow and manage your Cisco Services business are available in the Resources Index of the Cisco Services Partner Program website (www.cisco.com/go/cspp)


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Removed a couple of these resources slide in lieu of this version cincampb, 06-Jun-12

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Benefits Growth Productivity Loyalty Profitability The former Pay for Performance program does not exist anymore. For further information contact your Cisco representative or your distributor to check for program availability © 2011 CiscoCisco and/or its affiliates. rights reserved. © 2012 and/or itsAllaffiliates. All rights

reserved. This document is Cisco Confidential. For Channel Partners only. Do not distribute.

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• http://www.cisco.com/web/partners/services/resources/pmc/index.html • PMC provides an accurate, consolidated, objective and timley window

into service performance metrics and operational indicators for partners


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• Homepage – www.cisco.com/go/pmc • Informationen und erste Schritte - https://forums.cisco.com/ecom/web/pmc • Kein Zugang zur PMC – wie und wo erhalte ich Zugang zu PMC? • 1. Vervollständigung der Registration von User ID und Passwort bei Cisco.com.

https://tools.cisco.com/RPF/register/register.do • 2. Sollte Ihr Unternehmen nicht als Partner registriert sein, dann müssen Sie das bitte

nacholen – hier die Partner Registration über Cisco Partner Central. http://tools.cisco.com/WWChannels/IPA/welcome.do • 3. Sobald Sie einen Cisco.com User ID und Passwort haben und Ihr Unternhemen als

Partner registriert ist, dann müssen Sie über das Partner Self Service Tool sich selbst zu Ihrem Unternehmen assoziieren. Eine Email geht an Cisco und inerhalb von 48 Stunden erfolgt eine Freigabe. Bitte halten Sie dann immer Ihre BE GEO ID für zukünftige Anfragen bereit. Nun können Sie auf PMC zugreifen.


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• What is it?

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www.cisco.com/go/e-consulting

Manage, grow, and transform your services and technology practices by using this powerful business intelligence platform. It combines services sales, services delivery, and product sales metrics It addresses gaps based on the Cisco Lifecycle Services framework and provides customized recommendations and activities for areas of improvement along with useful features for tracking and monitoring the process. It builds upon data from Partner Services Assessment and Performance Metrics Central.

• Who benefits? Every authorized Cisco partner and reseller. It offers specific benefits to individual users.


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Ein Beispiel Report der auf Anforerung via Email zugesendet wird oder Online einsehbar ist


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Ein Beispiel Handlungsempfehlung


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• Bei Abschluss von mehrjährigen Service Veträgen erfolgt grundsätzlich eine

engere und längere Kundenbindung reduzierte Verwaltungskosten erhöhter cash flow Erhöhung der Marge bei gleichem Aufwand • Konsolidierung der Laufzeiten von unterschiedlichen Service-Verträgen führt zu

Reduzierung im Aufwand für die Verwaltung • Upgrade eines bestehenden Servicevertrages auf einen Multiyear-Vertrag mit 3

Jahren Laufzeit. Reduzierung im Aufwand für die Verwaltung • Höhere Planungssicherheit durch vertraglich festgesetzte Preise und bessere

Antizipierung von zukünftige entstehenden Betriebskosten • Besuchen Sie das Cisco Services Accelerate Trainings Program. • https://www.cisco-services.com/ACCELERATE/Home.aspx


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• Aktuelle Promo‘s hier einsehen http://www.cisco.com/web/services/resources/infocentre/promo/index.html • Highlight: Multi Year Services Promotion 2 Tier With this promotion we offer a maximum of XY% discount on 3 year SMARTnet, Smart Care, Unified Computing Warranty Plus and Tandberg - PC-B PartnerCoreBridge. Pls. ask your distributor


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Thank you.

Nun folgen Backup-Folien für detail-Informationen

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Comparison between Pay for Performance and Cisco Services Partner Program


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Legacy Pay for Performance

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Cisco Services Partner Program • CSPP uses a linear calculation

Attach Rate Incentive Threshold

Payment

75% +

7%

65 to <75%

6%

55 to <65%

5%

45 to <55%

4%

method rather than a fixed step approach • More direct rebate payout

percentage in relation to metric performance Example:

Renewal Rate Incentive

• Under P4P 75.4% RR = 7% rebate

Threshold

Payment

• Under CSPP 75.4% RR = 7.31%

75% +

7%

rebate

65 to <75%

6%

Linear RR Rebate % Formula:

55 to <65%

5%

50 to <55%

4%

Rebate% = 0.458 * 75.4 + ( -27.25)%


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The Cisco Services Partner Program simplifies

program requirements for all Cisco channel partners worldwide, providing a common framework for partners doing business with Cisco. Two services families will be available to partners

through the Cisco Services Partner Program: Cisco Branded Services and Collaborative Services. Cisco Branded Services are the same services you sell today (SMARTnet) Collaborative Services have specific eligibility requirements.

All current services programs will eventually end

and the Cisco Services Partner Program will become the only way for partners to access the services portfolio


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Sales metrics measure Cisco Services sales performance for both new and renewal sales. Types of Sales Metrics:

Attach = Rate %

Sales Metrics

$Service Attached $Service Attach Opportunity

x 100

Attach Rate metric measures the partner’s ability to sell services on products sold to end customers.

Renewal = Rate %

$Service Renewed x 100 $Service Renewal Opportunity

Renewal Rate is a partner level metric that measures a partner’s ability to renew service coverage.


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The Cisco Services Partner Program compensation framework is based on

the simple principle that all partners are rewarded for providing greater value to the customer. Cisco will pay quarterly rebates to partners who meet or exceed performance

targets and minimum quarterly bookings on Cisco Branded Services and Collaborative Services. Partners must achieve minimum performance targets to earn rebates. The

maximum rebate incentive threshold marks the percentage rate ceiling. Total compensation in the new program comprises upfront buy price

negotiated with Distribution and back end rebates.


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Provides opportunity for partners to achieve more

profitable business growth from a consistent eligibility and rewards framework Increases rewards for partners based on sales

performance targets and pays earned cash rebates quarterly Over time will enable access to new services

portfolio offers based on consistent eligibility criteria for all partners


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Cisco Services Partner Program (CSPP)

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