growmore. earn more.€¦ · with the help of the growth incentive pilot, we believe partners can...
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© 2019 Cisco and/or its affiliates. All rights reserved. This document is for Cisco Channel Partner use only. Not for public distribution.
Growth Incentive Pilot: 2HFY19 Launch for 2-Tier Partners: APJ
Cisco Partner Programs
February 2019
Grow more. Earn more.
© 2019 Cisco and/or its affiliates. All rights reserved. This document is for Cisco Channel Partner use only. Not for public distribution.
• This document is considered Cisco Confidential.
• The Pilot is by invitation only to a select set of 2-Tier Partners. Please do not discuss with other Partners.
• Growth Incentive Pilot (GIP) is available 27th January, 2019 – 27th
July, 2019 (Cisco 2HFY19).
Cisco Confidential
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Outcomes of TransformationEnhancing Our Value Exchange
Accelerated growth
Sustainable health and growth of your business
Increased margin potential
Accelerated growth
Sustainable health and growth of your business
Up to $100K ofIncremental Rebate in 2
Quarters*
*Depending on the tracks, incremental growth & compliance to program guidelines
© 2019 Cisco and/or its affiliates. All rights reserved. This document is for Cisco Channel Partner use only. Not for public distribution.
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Agenda
• Executive summary
• Why a growth incentive? • Defining growth and rebate
structure• Managing participation
• Next steps
• Resources
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Executive Summary
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Growth Incentive Pilot At-a-Glance Building a Cisco Practice and Supporting Multiple Architecture Solution Selling
Goal: Support partner Cisco practice growth and increased margin by selling cross-architecture solution. Participating partners have the ability to earn quarterly rebate payment when they meet pilot requirements.
January 27, 2019 -July 27, 2019 Enrollment dates: February 26, 2019 –March 5, 2019
Pilot Availability
Minimum incremental shipment requirements Premier or Select Certification
Cisco Growth Incentive Pilot Rebate Coordinator Assigned
Payout Requirements
Partner participation is by invitation onlyPremier or Select certification required
Minimum product booking required based on certification level
Eligibility Requirements
© 2019 Cisco and/or its affiliates. All rights reserved. This document is for Cisco Channel Partner use only. Not for public distribution.
Why a growth incentive?
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
State of the Market Changes
Security as a business priority
Digital disruptions
‘As-a-service Consumption Model spend outpacing IT
spend
Security as a business
priority
IT spend by Line of
Business (LoB)
IT spend growth in
Cloud, Mobile, Big Data &
Social
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Selling to Line of Business (LoB)
Adapting to a changing market
Delivering Cloud/Hybrid IT
Selling Solutions and Expanding Professional Consulting Services
15% 45%
17% 40%
21% 72%
Top 100Partners
Most ProfitablePartners
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Increase revenue and growth across
multiple architectures
Shared focus areas: core refresh and
security
Culture is experiencedthrough your work, yourleader and your teams
Growth Incentive PilotWe’ll help you perform. And transform your business.
TransformFocusGrow
Driving adoption and your success along the way
© 2019 Cisco and/or its affiliates. All rights reserved. This document is for Cisco Channel Partner use only. Not for public distribution.
Defining growth & rebate structure
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Growth Incentive Pilot FrameworkRewards partners for continuous growth and across multiple architectures
EN+SEC Arch Growth
Incremental Overall Growth
Additional Arch Growth*Rewards solution selling (Data
Center, Collaboration and Service Provider) – earn additional rebates
Grow your Cisco product shipments overall – earn a rebate
Lead with Security + pull Enterprise Networking Core – earn additional
rebates
*Premier Track only
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Defining Growth: Rolling 4 qtr. measurement on shipmentsProvides accurate revenue estimates
Measurement Definition
% of overall incremental Y/Y quarterly growth on all eligible product and software shipments
Additional architecture accelerators available once overall growth is achieved
Rolling 4 quarters
Measured and tracked quarterly at a country / country grouping level (BEGEOID)
Reward holistic incremental growthQ3 FY18 Q4 FY18 Q1 FY19 Q2 FY19 Q3 FY19 Sum of Recent 4 Qrtr
Shipments
$300,000 $350,000 $400,000 $450,000$1,500,000
(measurement for growth)
$250,000 $300,000 $350,000 $400,000 $1,300,000 (baseline for growth)
Sum of Previous 4 QtrShipments
$1,500,000 - $1,300,00 = $200,000
Calculate Incremental shipment growth
1,500,000 - $1,300,000 $1,300,0000
Incremental shipment Growth%
15%
Illustration
© 2019 Cisco and/or its affiliates. All rights reserved. This document is for Cisco Channel Partner use only. Not for public distribution.
Linear Growth Percentage • Growth Range = 0-100%
Linear Rebate Percentage• Base Growth Rebate Range = 0-4%
• Overall Growth = 4%• Growth in EN and Security = 2%• Growth in EN and Security plus 1 other architecture = 1%**• Growth in EN and Security plus 2 other architectures = 1%**
Accelerators
Growth Rebate + Architecture
Growth Accelerator
X% Y%
= Total Rebate
X% + Y%
Example:
Rewarding growth: Linear Growth & Rebate Based ModelManage daily business while building new opportunities
Value Exchange
Linear Rebate Illustration
Reba
te P
aym
ent
1%
0% 50%
2%
• Pays a rebate percentage on Y/Y quarterly incremental shipment growth • Rebate is linear and based on percentage of growth and partner tier for the country / country
grouping (BEGEOID)• Rebate accelerators earned if partner has grown in Enterprise Networking and Security (all
Tracks), plus incremental accelerators for growth in additional architectures (Applicable for Premier Tracks 2 & 3 only)
25%
4%
100%Growth
** Available to Premier Track 2 and Track 3 only as applicable
© 2019 Cisco and/or its affiliates. All rights reserved. This document is for Cisco Channel Partner use only. Not for public distribution.
Reb
ate
Paym
ent
0%
2.6%
13.5% Growth
4.8%
20%
Reb
ate
Paym
ent
4%4%
0%
Growth Incentive Pilot Framework
2.7%
Holistic Growth Variables
Growth Range 0 to 100%
Growth Rebate 0 to 4%
Architecture Growth Accelerators
1st EN+SEC (All Tracks) + 2%
2nd Additional Architecture (Premier – 3 & 2 only)
+ 1%
3rd Additional Architecture (Premier – 3 only) + 1%
+
PartnerTrack
Partner Revenue Band Size
Quarterly Rebate
Cap
Linear Growth Range
Growth Rebate Range
EN+SEC Architectur
e Accelerator
2nd Arch Accel
3rd Arch Accel
Total Quarterly Rebate
Premier-3 >$15M $50k 0-100% 0-4% +2.0 +1.0 +1.0 8%
Premier-2 $1M - $15M $40k 0-100% 0-4% +2.0 +1.0 7%
Premier-1 >$100K to $1M $25K 0-100% 0-4% +2.0 6%
Select-2 >$1M $15K 0-100% 0-4% +2.0 6%
Select-1 >$100K to $1M $10K 0-100% 0-4% +2.0 6%
Use Total Partner View. It’s intuitive.It’ll show you where you need to grow to earn more.
How much do I need to grow to earn my overall rebate?
How much do I need to grow by architecture to earn accelerators?
Use Total Partner View. It’s intuitive. It’ll show you when you’re leaving money on the table.
How much have I shipped to date so I can compare my growth over the previous 4 quarters?
Since I get paid on shipments, I can plug in how much I need to ship to maximize my rebate earnings.
What rebates am I eligible for?
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Managing participation and Resources
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Leverage Existing Tools and Processes
Payment:Global EZPay
Enrollment:PPE
Support Cases:CPS
Performance:TPV
Standard Cisco Tools
and Processes
Quarterly payments
GIP Dashboard for daily updates
GIP Dashboard
Enrollment begins: 4-Mar-2019Enrollment deadline: 24-Apr-2019
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
How to Enroll in Growth Incentive Pilot
1. Receive invitation to participate2. Click on www.cisco.com/go/ppe link in
invitation3. Select pre-populated Track4. Then click “Enroll”.5. Review Your Contact Information. Once
Growth Incentive Pilot (GIP) has been selected, you will be directed to the screen to confirm your contact details. Once verified, click “Save and Continue”.
6. Review and Accept the Growth Incentive Pilot Program Terms and Conditions (download the Pilot Rules)
7. Submit the request to complete enrollment8. Confirmation/acceptance e-mail will be sent
Congratulations! Your Cisco Growth Incentive pilot application has been accepted. Welcome to the pilot. To view your most current Growth Incentive Pilot results, go to the TPV Dashboard, click the URL: Total Program View1. Click on “Program”2. Then click on the “GIP” Tab (you will have dashboard visibility within 48 hours of
contract acceptance)
Congratulations! You have been selected to participate in a Growth Incentive Pilot that rewards your company for attaining year-over-year incremental growth in product and software shipments. Please enroll today using the Partner Program Enrollment Tool (PPE) to begin taking advantage of this pilot. We look forward to working with you in this pilot.
Good selling,
Cisco Growth Incentive Pilot Team
Enrollment steps:• Step 1: Click on the Partner Program Enrollment Tool (PPE) to enroll:
www.cisco.com/go/ppe• Step 2: Download and review the Contract Terms and Conditions along with the Growth
Incentive Pilot Appendix and Region specific Exhibit. • Step 3: Complete your enrollment• Step 4: Once completed, you will receive a confirmation on your enrollment.
For questions and assistance, please raise a case here Customer and Partner Services
We look forward to working with you in this pilot.
Good selling, Cisco Growth Incentive Pilot Team
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Growth Incentive Pilot Enrollment Enroll through the Partner Program Enrollment ToolGrowth Incentive Pilot is by invitation only
Click on Select Growth Incentive Pilot, then click enroll
www.cisco.com/go/ppe
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Partner Self Service (PSS) Payment ContactClaim the rebates you earn…
To set your Rebate Coordinator, go to www.cisco.com/go/pss
If you qualify for payment but do not have your Cisco Growth Incentive Pilot Rebate Coordinator set up in PSS, you risk the expiryof your payments. For step-by-step instructions, go to www.cisco.com/go/gep. Where required, remember to submit the invoice
for each GIP payment.
Click Accountable Program Contactsto assign rebate coordinators and other program contacts. Step-by-step instructions are available here.
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
All the Resources you Need Incentive Pilot Resources
Don’t know where to find the answer? Go to the Growth Incentive Pilot website or raise a case here - Customer and Partner Services
home page: www.cisco.com/go/growthincentive
Includes: • Training• Global Pilot Appendix: Pilot Rules• Architecture Mapping Guide• Global Operations Guide• Regional Exhibits• FAQ• Quick Reference Guide
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Other Useful Tools and ResourcesAssigning a Rebate Coordinator Description
Partner Self Service (PSS) Required for Partners to collect earned rebates through the Growth Incentive Pilot and enroll to gain access to TPV.
Tracking Performance
Total Partner View (TPV) TPV provides daily updates to partner quarterly performance and projected rebates. Partners can request access through the Partner Self Service (PSS) Tool.
Pilot Enrollment
Partner Program Enrollment Tool used to enroll into the Growth Incentive pilot.
Incentive Payment
Global EasyPay Tool used for tracking and receiving rebate payments.
Support and Dispute Resolution Process
Customer and Partner ServicesCustomer Service Central allows you to submit and track support cases in a streamlined and simple-to-use manner. Refer to the GIP Global Operations Guide located on the Growth Incentive Pilot Webpage for detailed assistance on the process for submitting a case.
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
TRANSFORMPERFORM
Managing daily business while building new opportunities
© 2019 Cisco and/or its affiliates. All rights reserved. This document is for Cisco Channel Partner use only. Not for public distribution.
© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Reb
ate
Paym
ent
0%
2.6%
13.5% Growth
4.8%
20%
Reb
ate
Paym
ent
4%4%
0%
Growth Incentive Pilot FrameworkRewards overall shipment growth
2.7%
Holistic Growth Variables
Growth Range 0 to 100%
Growth Rebate 0 to 4%
Architecture Growth AcceleratorsEN+SEC (All Tracks) 2%
EN+SEC plus one Additional Architecture (Premier Track 2 and 3 only) 1%
EN+SEC plus two Add’l Arch. (Premier Track 3 only) 1%
+
Tracks and Overall Growth Architecture Accelerators
Certification Level Track
Eligibility Requirements (Product Bookings Q2FY18 –Q1FY19)
Overall Year-Over-Year Incremental Linear Growth Range %
Linear Growth Rebate Range %
EN and Security
EN and Security plus one additional architecture
EN and Security plus two additional architectures
Total Quarterly Rebate %
Maximum Quarterly Rebate
Premier Track 1
>$100,000 -$1M 0-100% 0-4% 2.0% 6.0% $25,000
Premier Track 2 $1M - $15M 0-100% 0-4% 2.0% 1.0% 7.0% $40,000
Premier Track 3 >$15M 0-100% 0-4% 2.0% 1.0% 1.0% 8.0% $50,000
Select Track 1 >$100,000 -$1M 0-100% 0-4% 2.0% 6.0% $10,000
Select Track 2 >$1M 0-100% 0-4% 2.0% 6.0% $15,000