public sector partner program pspp 2 - cisco.com · approved on the opportunity (pspp hunting or...

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 1

Public Sector Partner Program PSPP 2.0 Tool & Program Training European Partners

Robert Sills Iris Schoenmakers November 2012

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https://cisco.webex.com/ciscosales/lsr.php?AT=pb&SP=EC&rID=64268507&rKey=665f4abdb502ff3b

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2

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PSPP 2.0 - Introducing the new Public Sector Program - 3 new ways to maximize your PSPP discounts

Robert Sills


“simplify the current processes and differentiate partners. Provides value and increases Public Sector focus resulting in increased, sustainable and profitable revenues for Cisco and our Partners”

Simplification

Differentiation

Focus

Single EMEAR program

Available in CCW

Improved deal flow & TMP stacking

PPE enrolment

3 bonus discounts:

Hunting

Teaming

Pre-sales In Development

Customer branding

PSPP Partner community

Partner events


• Streamlined deal flow

• Remove Product Families

• BoM/Config improvements

• Existing enrolled partners will be migrated

• New Partners can start enrolling from 18th Nov

• Single interface for configuration, quoting and ordering

• Faster & easier stacking using one tool

• No manual DARTs

PSPP 2.0 18th November

CCW Deal Flow

TMP PPE

Enrolment

Existing approved PSPP/PSP deals can still be

booked until they expire or before 27th July 2013


Base Pricing

Behaviour Rewards

Trade-In Total

Discount

Up to 61%

discount

Depends

on

Partner

level and

product

family

• Teaming

Up to 4%

• Hunting

Up to 4%

• Pre-

sales

Up to 2%

Simplified

trade-in

stacking

Up to 6%

TMP

Up to 65%

total

PSPP

discount


REQUIREMENTS

Must be a NEW customer

opportunity, not extension to existing

deal

Non-forecast

No customer tender issued (RFP,

RFQ, RFI)

Min deal size $100,000

No other Hunting or Teaming pricing

approved – PSPP Hunting or

Teaming, TIP, OIP, AIP, SIP,

Collaboration Breakaway

Cisco AM and RSM approval needed

BENEFITS - Partner

4% additional discount

Only 1 partner eligible

Combinable with Trade-In, but NOT

Teaming or Pre-Sales

DDP applied if non-std pricing is

needed

Hunting

Rewards Partners for finding, investing and developing NEW

opportunities where Cisco is not already engaged


REQUIREMENTS

No customer tender issued (RFP,

RFQ, RFI)

Partner must commit to deliver at

least 2 pre-sales activities from a list

of 6 (proof of completion required)

Min deal size $100,000

No other Hunting or Teaming pricing

approved on the opportunity (PSPP

Hunting or Teaming, TIP, OIP, AIP,

SIP, Collaboration Breakaway)


BENEFITS - Partner


Only 1 partner eligible


Hunting or Pre-Sales

DDP applied if non-std pricing is

needed

Teaming

Rewards Partners for early engagement and delivering significant pre-

sales investment on Cisco Led opportunities


REQUIREMENTS

Partner must have already

completed at least 2 pre-sales

activities from a list of 6

Proof of completion required


BENEFITS - Partner


Multiple partners eligible


Hunting or Teaming

Pre-Sales

Rewards Partners for completing significant pre-sales investment on any

opportunity


PSPP in day to day use - How to enrol for PSPP 2.0 - Deal registration for PSPP deals

Iris Schoenmakers


• Benefits

• Integrates workflow between Cisco tools

• You can track enrollment approval status across multiple channel programs

The Partner Program Enrollment tool (PPE) is an integrated and

consolidated tool that allows partners to enroll in multiple Cisco programs

using a single platform.


From the homepage, partners can

access the following:

1. Eligible Programs

2. Potential Programs

3. Enrollment Dashboard

4. Language Preference

5. My Proxy

6. Tool links

1 2 3

4 5

6

Enrollment (PPE)

Enter Contact Details

Enter Additional Information

Accept Terms and Conditions

Enter Banking Information

Review and Submit

Start and Select a Program

Access PPE at cisco.com/go/ppe


How to register a PSPP deal

Cisco Commerce Workspace


After the promotions tab, you have two options: 1. Finalize quote now

2. Finalize quote after you submit the deal for qualification

Continue to next slide to see the remaining steps in the process.

Step 1

Create Deal

Step 2

Who’s Involved

Step 3

About Deal

Step 4

Promotions

Provide partner

and end

customer contact

information.

Supply additional

details about deal.

Select PSPP,

apply for behavior

discounts and

indicate trade-in

Begin creating

and naming deal.


Order

Step 5

Quote Now

Step 6

Review and

Submit

Step 7

Approval Email

Submit deal for

qualification and

approval—BOM is

automatically

approved.

Partner receives

email notification

of approval

status.

Provide the BOM

or use CCW

configuration

tool to obtain

pricing.

Step 5

Quote After

Step 6

Review and

Submit

Step 7

Qualification

Email

Step 8

Finalize Quote

Submit deal for

qualification

without BOM or

configuration.

Partner receives

email notification

of deal

qualification

status.

Provide BOM or

use CCW

configuration to

obtain quote

pricing.

Skip quote

section for now

and move to

Review and

Submit Tab.

Option 1

Training will

demonstrate

Option 1

Option 2

Steps in yellow are new to the standard deal process


Click Deal to start creating the deal

STEP 1: Log into CCW and Navigate to the Quick Start Menu

A

A


Enter deal name

Click Create Deal

STEP 1a: Deal Name

B

A

B

A


Click box next to Use the Contact Details in my User Profile

Then click Select an End Customer – the screen on the next slide will pop up

STEP 2: Partner Contact Information

A

B

B

A

NOTE: Checking the box will

automatically fill out the partner

contact information below.


To select an end customer, fill out the search criteria and click Search

NEW! Overall customer

search has been enhanced.

• Informational Tips

section

• City search is improved,

enabling more customer

names in search results

STEP 2a: End Customer Information

A

A

NOTE: If a new end customer is

created, extra validation is required, which

will cause delays in deal approval.

If you enter an existing end customer,

many deals will be approved automatically.


Enter required Customer Contact information

STEP 2b: Customer Contact Information

A

A


Scroll down page, select Cisco Channel Account Manager (CAM/PAM)

Click Save and Continue

STEP 2c: Select Channel Account Manager

A

B

A

B

NOTE:

• If CAM/PAM is not listed, then choose

Other and manually enter CAM below.

• AM will be assigned to the partner

NEW!

• Company website is

a required field

• In CAM/PAM

selection, NONE is

no longer a selection

possibility


Fill out all required fields on this page, indicated with an asterisk

Click Save and Continue

STEP 3: Information about the Deal

A

B

NEW! Additional questions in

workflow.

• Expected Technology Mix

• Competitors

• Expected Cisco Hardware and

Software List Amount

• Expected Cisco Service List

Amount

• Expected Closing Date

A

B


Click Select to initiate PSPP

STEP 4: Add PSPP to Deal

A

A


Select Track Name to identify the vertical associated with the end customer

STEP 4a: Vertical Selections Process

A

Named Account Non-Named Account

Vertical will automatically be selected Vertical must be manually selected

Only that vertical will appear All verticals a partner is registered in will appear

NOTE: If you choose a named end customer and are not enrolled in that vertical, then an error message will appear

A


STEP 4b: PSPP Deal Information

Scroll down and accept the terms and conditions of PSPP by clicking Yes

Describe the solution being deployed

Provide specific details for the selected technology

Select Yes or No to indicate whether you will be trading in equipment (TMP)

A

B

C

D

A

B

C

D


Select a behavior reward: Hunting, teaming, pre-sales or select none

STEP 4c: Behavior Rewards

A

A

NOTE: Only one behavior

discount can be added to each deal.


B

A

STEP 4d: Behavior Example —Teaming Reward


Confirm billing information then click Save and Continue

STEP 5: Review Billing Information

A


There are two options to finalize the quote

Option 1: If you choose to upload BOM/Configuration now, do so and click Save and Continue (go to step 8b)

Option 2: If you choose to upload BOM/Configuration later, click the Review and Submit tab

STEP 5a: BOM or CCW Configuration Tool (NGC)

B

B

B

B

NOTE: Uploading the BOM

now will save time.


Review deal to ensure that all information is accurate

Submit Deal for Qualification

A

STEP 6: Review and Submit Tab

B

B

A


After registration is submitted, partner will receive email with approval status

STEP 7: Receive Email with Deal Qualification Decision

Approval Possibilities

1. Approve deal registration and Approve behavior reward

2. Approve deal registration and Reject behavior reward

3. Reject deal registration and Reject behavior reward

A

NOTE: The reason for rejection will be listed in the email.


In CCW workspace, scroll down and click on the deal that was qualified

STEP 8: Log Back into CCW

A


If you have not finalized the quote by uploading the BOM or using the configuration tool, click the link next to the error message

On next screen, click Save and Continue

STEP 8a: Review and Submit

A

B

A

B


•

• Click “Import a Saved Configuration”

Step 8b: Option 1— Import options

A

A

B

B


A

B

Step 8b: Option 2— Create a CCW configuration


• If you punch out to NGC, the starting screen will look like this

Configuration Tool (NGC)

A


• Direct partners will be able to select Cisco or a distributor

• Indirect partners will be able to choose from a list of distributors only

Note: Direct Partner vs. Indirect Partners


You can only have one buy method on your quote

Click Add Trade in Items

Trade-In Process (If Applicable)

A

B

A

B ABC Company


If deal information is entered correctly, then all areas will have a

Click Submit Quote for Approval

STEP 8c: Submit Quote for Approval

A

B

B

A

If pre-qualified, the BOM will

automatically be approved if

there’s no trade-in

C John Smith


Sharing the Deal

B

A


Access CCW at cisco.com/go/ccw


From the Review tab, click Create a New Order from this quote

STEP 1: Create an Order

A

A

Thank you.

public sector partner program pspp 2 - cisco.com · approved on the opportunity (pspp hunting or...

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