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7 September 2016
FY17 Partner Program Overview
PartnerPlus Canada
Agenda• FY17 P+ Program Overview
• Midmarket Opportunity• Program Benefits• The role of Cisco Authorized Distributor
• Virtual Engineering• P+ Aspire Growth and Enablement• Next Steps/Resources
FY17 Partner Plus Aspire ProgramAnna JasniewskaProgram Manager, Canada Partner Plus
Gio SteaStrategy and Planning Lead, Partner Organization
Midmarket - An Enormous Market
Midmarket is midsize companies:
100–1000employees
1.4 millionof them
$65 billion globally$2 billion Canada
Worldwide, there are: The opportunity is:
CustomerSuccess
When We Work Together...
DistiPartner Cisco
...they succeed.
+ + =
Together, we can bring our customers the answers they’re looking for.
FY17 Aspire Partner Plus
• An exclusive invitation-only program with benefits designed to support our partners in growing sales and propelling their midmarket business to the next level
• Partner Plus enables you to drive more revenue from midsize customers.
• A three-level global program, two-level program in Canada – Aspire and Elite
Partner Plus Overview
• Get tools and support to grow your Cisco midmarket practice faster
• Achieve better results: exclusive access from Cisco presales engineers through your Distributor
• Gain expertise and broaden your knowledge: with technical and professional trainings
• Drive demand: with access to our library of marketing expertise
• Earn rewards: Cisco Rewards
What’s in it for Partners?
Partner Plus
Three Types of Benefits
to build up your team
Enablement Marketing Rewards
to generate demand to invest in your growth
The Three Level Journey
• Registered, Select and Premier
• Select and above • Premier
Benefits increase as your midmarket business grows
Eligibility criteria:• Registered, Select and
Premier• $35,000 CAD Revenue
Minimum• 20% Midmarket focus• Must be on DAP (Distribution
Accelerated Partners) list
Enablement• Training roadmaps• Technical and Professional
Trainings • Access to Cisco Sales
Engineers via your Authorized Distributor
Marketing• Guided access to our library
of marketing expertise• Digital Marketing
Campaigns and other resources
Rewards• Cisco Rewards
Faster Growth with Partner Plus
7% #1
11% 30%
Partner Plus partners grow faster (7%) than non-Partner Plus (2%)
#1 driver = partners with a great concentration of
commercial business growth
Partners with over 30% commercial revenue grew 11%; others declined 6%
Partners with over 30% commercial revenue use
Partner Plus benefits more consistently
Cisco Rewards - recognition for individual performance.• Eligibility - Individual sales people from participating Cisco channel
partners
• Enrollment - The company enrolls first - then individuals enroll themselves
• Eligible Products List - Earn points by selling products from this list
• Offers and Promotions - Participate to earn points
• Points are loaded monthly
• Cisco Rewards Catalogue - Redeem points by choosing from the catalogue on ciscorewards.com
Cisco Rewards
Cisco Authorized DistributorsAmber McGregorDistribution Account Manager
Cisco Authorized DistributorsYour Distributor knows which incentives and programs you are eligible for as a Cisco partner. They can help you navigate Cisco’s incentives, select products, and sign up for programs that are right for your business.
Identify your Distributor through Partner Program Enrollment (PPE) https://tools.cisco.com/WWChannels/PPP/home.do?actionType=home
Your Distributor is Your Partner for Growth
Cisco Authorized Distributors offer an abundance of capabilities and services to help you succeed.
Training Bootcamps
EscalatedPre-SalesSupport
DemoSupport
Marketing Programs
Canada P+ Aspire Global Virtual Engineering (GVE)Jeff SweeneyManager, Virtual System Engineer
GVE - Who We Are
~700Team
Members
80+ CCIEsVIRTUAL SYSTEMS ENGINEERS including Generalists, Specialists, Consulting, Technology and Solutions Leaders from offices all over the globe
San Jose
Costa Rica
Toronto
Raleigh
Sydney
Tokyo
Manila
Singapore
Bangalore
New Delhi
AmsterdamLondonEdinburgh
Beijing
Sao Paulo
ParisPrague
Seoul
Kuala LumpurMexico City
Bogota
Miami
Frankfurt
Moscow
Shanghai
Sofia
Dubai
Cisco’s GVE organization offering next-gen pre-sales technical assistance and support to Cisco Field staff, Partners & Distributors worldwide.
Curitiba
Minneapolis
Joburg
“ The Right Virtual Engineering Resource on the Right Opportunity at the Right Time.
Anywhere in the World ”
Cisco ConfidentialCisco Confidential© 2012 Cisco and/or its affiliates. All rights reserved. 2020
Virtual Engineering answers pre-sales questions regarding:
Collaboration
Enterprise Networks Data Center & Virtualization
Security
Service Provider
Virtual Engineering Overview
Global Virtual Engineering Partner Help ServicePartner Help gives you access through your Distributor to Global Virtual Engineering (GVE).GVE serves as an extension of Partner teams to help them accelerate business by expanding and scaling
their pre-sales technical resources.
Partner Plus Aspire
Support through distributor - Partner Help (PH) Services
• Partner Programs and Tools• Small and Medium Business Support• Cisco Product Research• Part Number/List Pricing Assistance• Preliminary Bill of Materials• dCloud Troubleshooting Support
How to Engage
Contact your Distributor
• Virtual Demonstrations• Consultative Selling • Find a Cisco Sales Presentation• Competitive Research Information• Customer Engagements• Design Assistance
Building a Foundation for Sustainable Growth
P+ Aspire Growth and EnablementMalu GreenSales Business Development ManagerPartner Plus Global Team
Growing with Partner Plus
• Specializations• Bookings Growth• Certification Growth
Today…… …..Tomorrow
In Partnership with your
Distributor
Partner ProfilesSpecializations and Continuous Learning
Partners with an average of 5 Specializations book 4X more than those partners with only 1.
Less than 5 specializations
Partners with an average of 3 Specializations book 1.5X more than those partners with only 1.
Less than 3 specializations
Build a specialization strategy to fuel long term growth.
FY17 Enablement = P+ SalesConnect Hub
• Training Road Maps for P+ partners• Soft Skills training• Architecture Training• Campaigns
• Aggregate training specific to midmarket
• Continuous Learning: Certifications and Specializations
So, What Now?
Partner Execution
Build your Business Plan• Collaborate on Pipeline• Cisco Architecture Growth
Use your benefits!• Generate Demand• Enroll in Cisco Rewards• Let PH+ help you win deals
Get Specialized• P+ SalesConnect Hub• Training Road Maps• Continuous Learning
Start Now……
Next steps
How to Enroll
Enrollment is open fromAugust 15 – September 16
Make sure your Partner Administrator is set up in
Partner Self Service (PSS).
Look for your invitation—and act!
1 2 3
• Check us out on Partner Central • www.cisco.com/ca/partnerplus-en• www.cisco.com/ca/partnerplus-fr
• Cisco co-marketing campaigns ad assets – Partner Marketing Central www.ciscopartnermarketing.com
• Enroll at https://www.ciscofeedback.vovici.com/se/7FAD612046BB4C5B
• Partner Plus Aspire program support [email protected]
• Engage with your authorized distributor (identified in PPE)
• Follow us on social media at #PartnerPlus
• Use your benefits, grow your sales and advance to the next level!
Partner Plus Resources