ironport and scansafe partner integration in europe cisco commerce workspace

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IronPort and ScanSafe Partner Integration in EuropeCisco Commerce Workspace


Process As Is To Be

Deal Registration • IronPort Partner Portal Cisco Commerce Workspace

Quoting

• IronPort creates quote on behalf of Partner

• Quotes shared in email• No automated discounting

• Partner creates quote• Cisco and Partners collaborate in CCW

• Automated discounting (direct only)

Non-Standard Pricing • Visibility in email

• Request status visible in CCW

• Non Standard discount visible in CCW (direct only)

Product data sheets, training • IronPort Partner Portal • Cisco Partner Central

Current Process versus Future Process


IronPort Partner Integration in EuropeCisco Commerce Workspace

New for 2011, Cisco Commerce Workspace (CCW) enables a customQuoting experience for IronPort and ScanSafe Partners in Europe.

Capabilities include: Create a new IronPort and ScanSafe quote by registering an IronPort Deal

For Direct Partners, quotes include discounts based on the Certification LevelFor Indirect Partners, quotes are list price and show evidence of deal

registration Create a IronPort and ScanSafe Quick Quote Collaborate on quotes in CCW with your Cisco sales representative See approvals for Deals and Quotes in CCW Export Quote and send email to IronPort for order entry


Create IronPort DealCreate IronPort Quick Quote

This training includes the end to end process for creating IronPort deals in CCW by the following two methods:

New Business Model IronPortObjectives

Click Deal to create a new IronPort deal with promotional pricing.

Click Quick Quote to create a new quote with contractual pricing.


Access Cisco Commerce Workspace with your Cisco.com ID. If you do not have a Cisco.com ID and password:

Apply for a Cisco.com ID at www.cisco.com, and click register in the top right corner. When applying for Cisco.com ID indicate that you are a Cisco Channel Partner or Authorized Reseller.

Go to Partner Self Service http://tools.cisco.com/WWChannels/GETLOG/welcome.do

Find your company’s Partner Administrator in Partner Self Service (PSS). The Partner Administrator has visibility to all deals created at your company as well as limited edit capability.

Log into Cisco Commerce Workspace at www.cisco.com/go/commerceworkspace

and Bookmark this URL

Log into CCW

http://www.cisco.com/

http://tools.cisco.com/WWChannels/GETLOG/welcome.do

http://tools.cisco.com/WWChannels/GETLOG/welcome.do

http://www.cisco.com/go/commerceworkspace


Partner

IronPort Deal Workflow

Partner Partner

ApproveWho’s InvolvedAbout the DealPromotions

QUOTE

Add Items and Select Buy Method

Review Discounts & Credits

Share pricing with PSS and/or IronPort Sales

ORDER

Qualify Leverage existing order process

Attach exported CCW quote

Partner

A new customer opportunity is identified by the Partner, who enters the customer information and can share the deal with others at their company or at IronPort.

Create Deal Process

DEAL IronPort IronPort


An IronPort quote is generated by creating a “Deal” or Quick Quote.”This process will show how to create an IronPort quote from a “Deal.”

Create an IronPort Deal


From Quick Start on the CCW homepage click “Deal."



Required fields are identified with an asterisk (*).

Note: Fields identified as “required” may not be required in all theaters.

Enter the “Deal Name“ and click “Create Deal.”



The “Who’s Involved” tab opens. The following information is required:

• Partner Contact• Customer Name and

Address• Customer contact• The IronPort PSS



The Header displays the “Deal ID” and the “Deal Status” of “Not Submitted.”



The Header Details may be hidden by clicking “Hide Header Details.”



Select “Use the Contact Details in My User Profile” to populate your contact details or enter the Partner Contact information manually.



Next, click “Select an End Customer.”



“Search for End Customer” opens. Click “View my recent end customers.”



A list of Recent Customers opens. Select your End Customer from the list and click “Select.”



If your End Customer is not listed, click “search for a customer.”



Select the End Customer’s “Country” and the “Customer Company Name.”

Enter any additional information to help refine the search.

Click “Search.”



From the Search Results select your End Customer and click “Select.”

If your End Customer is not listed, search again and widen the search criteria. If the End Customeris still not found, click “Create Customer” to add the Customer’s details to Cisco’s database.



Enter the “Customer Contact” details including:

• First Name• Last Name• Title• Phone Number• Email Address• Company Website



From Cisco Channel Account Manager list select “Other.“Other should be selected to ensure your IronPort PSS gains visibility to this deal.

Note: This provides view only access to the PSS.



Enter the UserID for the IronPort PSS in the “Cisco Channel Account Manager (CAM) Email ID” field.

A Cisco Channel Account Manager will not be involved in the IronPort quoting process.



Click “Save and Continue.”



After completing “Who’s Involved”, “About the Deal” opens.



Click Save and Continue to open the Promotions tab.



After completing “About the Deal” the Promotion tab opens. The IronPort and ScanSafe quoting process is initiated by selecting the IronPort Promotion from the OTHER selection list.

The IronPort promotion will be available for IronPort and ScanSafe Partners and Cisco Partners with IronPort certifications. You must select the IronPort Deal Registration to create an IronPort and ScanSafe quote.

Selection of any other promotion will result in creating a Cisco quote.



After selecting the IronPort promotion the questionnaire opens.

The questions are similar to IronPort Deal Registration in the IronPort Partner Portal.

After completing the questionnaire click “Save and Continue” to submit for qualification.

Note: IronPort promotions require qualification.



The “Review and Submit” tab opens. Respond to any error messages in “Deal Information.”

Click “Submit Deal for Qualification.”



After submission, IronPort makes the qualification decision and an email notification is sent to notify you.



After qualification, select the deal from the CCW homepage to build the quote.



Select the deal from the “Deals and Quotes” section. The list may be filtered on Deal Status to view all Qualified Deals.

Refer to the IronPort Quick Reference Guide for specifics around each deal status.



All qualified deals are displayed.



Alternatively, use “Workspace Search” to locate the deal on criteria such as the Deal ID.



Select the deal by clicking the “Deal ID.”



The “Review and Submit” tab opens. The “Deal Status” is Qualified.



Select the “Quote” tab.



The “Quote” tab opens. The “Price Book” is displayed. The PriceBook is automatically set based on the Country of the End Customer and can not be manually changed.

The first step in building the quote is to identify the “Currency.” If there are multiple currencies available in a region, the default value of ‘Currency’ will be ‘Please Select.’ Select “Currency” from the dropdown list and click ‘Save and Continue’.

Note: For FY11, IronPort products must be quoted in USD. ScanSafe products must be quoted in EUR or GBP if the end customer is located in Europe.

A Quote can only contain one currency. Quoting in EUR or GBP will result in a ScanSafe Quote.



The quote is built by manually adding IronPort and ScanSafe SKUs through “Add a SKU to Your Quote.”

A Bill of Materials (BOM) file cannot be imported into an IronPort Quote.

Notes:• There are no configuration capabilities

for IronPort Quotes. Partners must add all SKUs to the Quote from Part # search.

• Trade-ins are not allowed on IronPort and ScanSafe Quotes.



To populate the drop-down list with SKUs to select for the quote, enter the first three letters of an IronPort or ScanSafe SKU into the “Add a SKU to Your Quote” field.

A maximum of 100 SKUs will be displayed.

The list consists of : IronPort and ScanSafe SKUs Customer orderable products SKUs from the Quote transaction

Pricelist/ Currency

The following SKUs will NOT be displayed in Search Results:

Cisco Products

Searches will be limited to IronPort and ScanSafe SKUs. Cisco SKUs cannot be added to the quote.



Enter the “Qty” and click “Add.”


If an Incorrect minimum quantity for the SKU is entered, the system will display a message displaying the minimum Quantity required.


Enter the correct “Qty” and click “Add.”



Another method to populate the drop-down list with SKUs is to search on SKU Description.


Select “SKU Description.” Enter one or more keywords of an IronPort or ScanSafe SKU Description into the “Add a SKU to Your Quote” field.



The items you add appear on the quote and the “Edit Duration” link is displayed for Term-Based SKUs in the quote.

The duration may be changed by selecting “Edit Duration.”

The duration ranging from five days to ten years may be entered from the pop-up calendar.


“Edit Duration” opens. Enter the “Start Date” and “End Date.” Click “Save.”

Note: The duration may range from five days to ten years.



Hover over the “I” (Information) icon to view the Original and Modified Duration.


The updated Start and End Date is displayed.


Hover over the “I” (Information) icon to view the “New Unit List Price.”

The Unit List Price on the Quote will always be the prorated list price from which the Extended List price is calculated.



After entering the IronPort and ScanSafe SKUs, select a Buy Method at the Quote header level. The same Buy Method will be applied to all lines on the Quote.



If you are a direct reseller you will be able to select Cisco IronPort if buying directly from IronPort. Otherwise select a Distributor.

Indirect resellers may only select the distributors they are buying from.

Note: The Distributors available are based on the Partner Country. The Partner is responsible for contacting the distributor directly. No systematic message will be sent.



The Billing term is defaulted to Upfront. If the quote only contains hosted offers the Billing Term can be changed to:

• Annual• Quarterly• Monthly

Click “Change” to update the “Billing Term.”



“Specify Billing Term” opens. Select a new Billing Term from the list.

Click Save.



Where the Quote consists of Hosted Offer(s), an Admin Fee SKU will be added to the quote regardless of the Billing Term set on the Quote header.

The system will add the corresponding Admin Fee SKU based on the selected Billing Term after adding a Hosted offer to the quote.

A separate Admin SKU will be added for IronPort and ScanSafe SKUs.

Navigate to the top of the same screen to access the link for Discounts & Credits.



When the quote is built, select the “Discounts & Credits” link.



Create an IronPort DealDirect Resellers can also view all eligible discounts (certification, deal registration, and special pricing discounts) that may be applied.


The Indirect Partner view displays the list price only.



After viewing the Discounts, click Save and Continue.



The Review and Submit tab opens.

The page displays the summary view of the Deal and a snapshot of the quote.

Click “Submit Quote for Approval” to submit the quote for approval by the IronPort Team.



The next action is to wait for an approval decision from IronPort.An Email is sent to the partner when IronPort or ScanSafe has approved the quote.



Only approved Quotes should be Exported and attached to the PO.

Click the Export link to generate a PDF file to attach to the Purchase Order.



Click Quote Items to select the output for your quote.



Select the highlighted areas and click Export Quote to generate your PDF.



This is an example of the PDF that you can file and/or attach to your PO.



This concludes the Create an IronPort Quote from a Deal scenario.



If you want to collaborate with the IronPort sales team and allow IronPort sales team to make changes to the Quote, or you need special pricing consideration, please make sure you share the quote with your PSS.

Deals and Quotes you create are only visible to others in your organization if you share with them directly by either adding them to the deal directly or by adding them to your default share team.

Once added, the sharee will have edit access to the IronPort deal/quote. You can also Add and Delete users to the Default Partner Share Team list.

Partner Team Sharing



Click Share to share your deal with the PSS or the IronPort sales team.



Alternately, you can choose to add a team member to your default sharing team. Sharees added to the default share team will have edit access to all deals and quotes you create.



Click Add New Member to add a contact to your Default Partner Share Team.



You can search for partners by using the drop-down search criteria such as email.


An IronPort Quick Quote enables Partners to create a quote solely with a Partner’s contractual discounts (no promotions can be added). Partners are encouraged to use the Quick Quote process when deal registration is not applicable.

ORDER

Leverage existing order process and

attach exported CCW quote

Partner Partner

Approve

• Who’s Involved• About the Deal• Add Items and

Select Buy Method• Share with Cisco

Sales on pricing

Quick Quote Process

Partner

IronPort Quick Quote

QUOTEIronPort


An IronPort quote is generated by creating a “Deal” or Quick Quote.”This process will show how to create an IronPort quote from a “Quick Quote.”



From Quick Start on the CCW homepage click “Quick Quote."



Begin the Quick Quote process by selecting “Cisco IronPort” from “This Quote is for.”



Enter the “Quote Name” and click “Select an End Customer.”



If your End Customer is not listed, click “search for a customer.”


A list of Recent Customers opens. Select your End Customer from the list and click “Select.”


The Price Book and Currency selections are populated based on the End Customer Country Region.

Select the “Currency” from the dropdown list.

If there are multiple currencies available in a region, the default value of ‘Currency’ will be ‘Please Select.’ Select “Currency” from the dropdown list and click ‘Create Quote’.

Note: IronPort products must be quoted in USD. ScanSafe products may be quoted in three currencies (EUR, GBP and USD).

A Quote can only contain one currency. Quoting in EUR or GBP will result in a ScanSafe Quote..



Click “Create Quote.”



The Quote Tab opens. The quote is built by manually adding IronPort SKUs through product search.

BOM files cannot be imported into an IronPort Quote. The link to ‘Import a saved configuration’ will not be visible.

Links to ‘Change Options’ or ‘Select Service’ on the quote line items will not be available.

Notes: • There are no configuration capabilities for

IronPort Quotes. Partners must add all SKUs to the Quote via the product search.

• Trade-ins are not allowed on IronPort Quotes.




To populate the drop-down list of quote items, enter the first three letters of an IronPort or ScanSafe SKU into the “Add a SKU to Your Quote” field.

A maximum of 100 SKUs will be displayed.

The list consists of : IronPort and ScanSafe SKUs Customer orderable products SKUs from the Quote transaction

Pricelist/ Currency

The following SKUs will NOT be displayed in Search Results:

Cisco Products

Searches will be limited to IronPort and ScanSafe SKUs. Cisco SKUs cannot be added to the quote.


Select the SKU and enter the “Quantity."

Note: If the Partner enters an Incorrect Quantity for selected SKUs & clicks ADD, the system will display a message displaying the minimum Quantity required to add the SKU.



Another method to populate the drop-down list with SKUs is to search on SKU Description.


Select “SKU Description.” Enter one or more keywords of an IronPort or ScanSafe SKU Description into the “Add a SKU to Your Quote” field.


The Start Date and End Date is displayed for Term-Based SKUs in the quote. The duration may be changed by selecting “Change Duration."

A new duration ranging from five days to ten years may be entered from the pop-up calendar.



After entering the IronPort/ScanSafe SKUs, select a Buy Method at the Quote header level. The same Buy Method will be applied to all lines on the Quote.

If you are a direct reseller you will be able to select Cisco IronPort if buying directly from IronPort. Otherwise select a Distributor.

Indirect resellers may only select the distributors they are buying from.

Note: The Distributors available are based on the Partner Country. The Partner is responsible for contacting the distributor directly. No systematic message will be sent.



The Billing term for the quote is selected. The default Billing Term is Upfront and can be changed to:

• Annual• Quarterly• Monthly

If the Quote consists of Hosted Offer(s), and Admin Fee SKU will be added to the quote irrespective of the Billing Term set on the Quote header.

The system will add the corresponding Admin Fee SKU based on the selected Billing Term after adding a Hosted offer to the quote.



When the quote is built, select the “Discounts & Credits” link.



The Partner IronPort certification discount will be applied to IronPort/ScanSafe SKUs. The discounts vary by theaters and regions.

Additional discounts (non-standard, promotional SKUs) may be applied to all SKUs except Admin, Learning Credit & professional service SKUs.

Partners may request additional discounts through their AM. All non-standard requests for IronPort quotes will be routed to IronPort approvers in MDM.



Only IronPort specific discounts will be applied to IronPort quotes.

IronPort quotes are not eligible for Cisco rebates.



After viewing the Discounts, click Save and Continue.



The Review and Submit tab opens.

The page displays the summary view of the Deal and a snapshot of the quote.

An informational message displays instructions to place an order post-approval.

A Cisco legal disclaimer explaining the explains that the Quote is for budgetary purposes and prices and discounts will be verified at time of Order.

The next step for the Partner is to submit the quote for approval by the IronPort Team.



Click “Submit Quote for Approval” and the quote is automatically approved.



Orders for approved IronPort quotes are placed with IronPort.

No DARTs will be generated.

IronPort quotes cannot be reopened if the status changes to Ordered.



To place an order, raise a Purchase Order using the current process and attach the CCW Quote.



Click the Export link to generate a PDF file to file and/or attach to the Purchase Order.



This concludes the Create an IronPort Quote from a Quick Quote scenario.



IronPort Renewals

IronPort Renewals: IronPort Renewals are initiated by

the IronPort PSS IronPort PSS creates the initial

Renewal Quote IronPort PSS shares the Quote

with the Partner Partner receives an email

notification and can access Quote in CCW

Partner or IronPort PSS attaches a word/text document with the Serial Numbers to the Quote

Partner is required to include the Serial Numbers for the Renewal in the Notes field during the Quote Export Process


Not for Resale (NFR) Program

Program Requirements: For Partner internal use where product is used for demo testing in a

“live” environment. Open to ALL authorized partners. Regional channel plan rules apply. Product owned and installed on Partner premises with no direct

revenue generating function Please contact your IronPort PSS for further information

NFR and CCW To apply for NFR, use Deal workflow Select “Lab” for Intended Use on About Deal tab Select IronPort Promotion and Submit for Qualification When creating Quote, to search for NFR SKUs, enter “%NFR”.


Summary

Benefits

• Create quote independently which accelerates opportunity to order cycle time

• Links to IronPort Price Book, guaranteeing accurate product IDs and pricing

• Quotes visible in CCW

Additional Resources•IronPort CCW User Guide (link)•Quick Reference Guide (link)

ironport and scansafe partner integration in europe cisco commerce workspace

Documents

cisco systems

ironport deals

cisco commerce workspace

cisco channel partner

new ironport deal

scansafe quick quotes

scansafe partners

scansafe quote