CISCO Reseller Terms

Cisco Solution Incentive Program:
Go-to-Market Template for Solution Partner

Program
SPP Solution APPROVED for SIP

This template is designed to help channel partners minimize the risk and learning curve associated with
building a solutions practice by linking them directly with a global community of ecosystem partners from
the Solution Partner Program.
This go-to-market template outlines the required information to enable Cisco to assess whether your
business solution meets the requirements of the Cisco® Solution Incentive Program (SIP).
Instructions to Cisco Solution Partner Program - Partner

Note –Solution Partner, please complete the sections highlighted in grey starting on page 2.
Pre-requisite for submitting your solution for SIP approval:
 Solution Partner Program solution (Name and specific release/version number if applicable) must
have passed IVT on a current Cisco product and you are eligible to use the Cisco Compatible logo
 Solution Partner Program solution must be published on the Cisco Marketplace with your
Compatible logo (Solution product name in application must be identical to Solution product name
in Marketplace)
Once your section is complete, please submit it to solutionpartner-sip@cisco.com Please submit the
document in WORD format (not PDF format) to enable the SIP team to apply the “SIP Approved” label if
approved. Applications are solution specific – please do not submit multiple solutions on one application.
The review process is conducted on a quarterly basis. SIP applications will be evaluated and approved
based on various criteria including the strategic demand from the Cisco sales ecosystem. The SIP team will
notify all Solution Partner Program applicants of the outcome once the review has been completed. If
approved, the SIP team will apply a “SIP Approved” label on your Cisco Marketplace solution page under
the Compatible tab and post this document for reseller access.
Please make sure your solution “storefront” on the Cisco Marketplace site is complete and provides the type
of detail that will inform the Cisco partner resellers of your solution value proposition, support model and
other compelling data that promotes your offering such as product demonstrations and customer
testimonials.
© 2015 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partners use only. Not for public distribution. Cisco and the Cisco logo
are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL:
www.cisco.com/go/trademarks. Third party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership
relationship between Cisco and any other company (111OR) DEC14CS4650 06/15
Instructions to Cisco Reseller Partner
Note – Cisco Reseller Partner, please complete the remainder of the template highlighted in green
starting on page 7.
Once your section is complete, enroll in SIP through the Partner Program Enrollment (PPE).
Once your solution enrollment has been approved, you must register each individual opportunity, using the
Cisco Commerce Workspace Tool. Once the registration has been approved, the deal protection and special
pricing can be applied.
For more information about SIP, go to http://www.cisco.com/go/sip.
Solution Partner Program: Solution Partner section to be completed

(page 2 to 6)
Note to partner: We have filled out this part of the application for you. Please proceed to
page 9 to fill in the reseller section.
Solution Partner Program Primary Contact Information:

Solution Partner Program Company Name: Purple
Contact Name, Title: Kerry Wright, Director of Marketing and Alliances
E-mail address, Telephone: kerry.wright@purple.ai, 0333 101 4138
I. Executive Summary (Please be sure to complete this section)
Summarize the potential business opportunity for your business solution. Describe the business problem
that customers need to solve and how your combined solution with Cisco technology will create a compelling
sale. Summarize the opportunity, market, differentiation, solutions, and strategy.
Public WiFi is increasingly seen as a utility and businesses wanting to offer this utility are assessing the
cost/benefit relationship in justifying expenditure. Purple provides an over the top (OTT) solution for both
Cisco and Cisco Meraki which enables public WiFi to be monetized and show clear ROI. This can also be
delivered on a mixed estate solution of Cisco and Cisco Meraki WLAN deployments which gives a
consistent user experience and analytics reporting.
Having integrated with the Cisco WLC, MSE/CMX, Prime and the Meraki Cloud joint customers are able to
quickly provision a branded user access journey (splash page) which is secure and through the use of social
media authentication venues are able to quickly build social engagement with their customers.
Once a user is authenticated, venues are able to interact with people through highly targeted coupons/e-
shots based on number of visits, dwell time in locations and a number of other variables. In addition to which
they gain invaluable analytics about user behaviour such as demographic breakdowns, visitor sessions and
location specific reports.
Monetization for Public WiFi Venues
 Increased social engagement through Likes and Follows to the company social media accounts
 Data capture of email addresses, demographics, locations, languages and social influence of
customers
 Highly targeted landing page redirection post user authentication
 Advertising on splash page and landing page
 Targeted coupons based on visits, location and demographic information
 Facilitation of data offload/onload through WISPr1.0 and HotSpot 2.0
Specific benefits of Purple WIFi in a Cisco CMX deployment are:
 Permanent storage of data for comparison between periods
 Analytics aggregated across multiple MSE servers
 Real time analytics and targeting of location
 Adding the demographic layer onto location and presence analytics
 Targeted coupons based on dwell time in locations
In summary the joint Purple WiFi solution allows channel partners and service providers to provide a
compelling business case for the deployment of public WiFi, which increases the number of AP’s to be
deployed for location accuracy and also a technology refresh where appropriate. It also shifts discussions to
line of business which unlocks new budget streams.
II. Solution Content

Provide the solution details requested below, including a detailed description of the solution, the unique
value to the end customer, and the end-customer business problem addressed.
A. Solution Details
1. Name of solution (Name and specific release/version number) Presence and Location Based Services v
2.0
2. Interoperability Verification Testing (IVT) completion date 04/22/2014
3. Cisco product name and release/version number used in IVT Presence and Location Based Services v
2.0
4. Cisco Marketplace solution website: https://marketplace.cisco.com/catalog/products/5859
5. Is the solution proprietary? Yes
6. Describe the function of the solution, why it is business-relevant, and how it helps create a solution that
solves a business problem (rather than a technical problem)
Purple, although it does solve a number of technical issues around provision of public WiFi, is primarily
aimed at the marketing function and how through data collection, social media exposure and targeted
marketing can deliver a tangible and measurable ROI. Along with analytics which allow line of business
managers to make informed decisions and measure changes in practices in real-time.
B. Business Solution Sales Engagement Model

1. Describe your solution sales engagement model.
Purple is aligned with the Cisco distribution model, we sell through the channel and have distribution
agreements with Ingram and Westcon Comstor. Our joint solution allows the partner to move the
conversation from IT to Marketing where clear benefits can be demonstrated and new budget streams
unlocked.
Purple also works with Service Providers where the system can be white labelled or co-branded and
gives the SP a platform to both manage their public hotspot estate, and also build a compelling
business case for venues to have their public WiFi offering.
2. Describe your current installed base, including the number of end customers using this solution,
industry coverage, and examples of end customers, etc
Purple is currently deployed in more than 16,000 venues globally. This is primarily in the retail,
hospitality and leisure sectors although with a growing number of healthcare, education and town/city
centre locations.
Examples of customer include hotels, casinos, shopping centres, universities, hospitals and many other
types of venues which are open to the public or have a large number of visitors such as accountants,
lawyers etc in the commercial space.
3. Are any competitive Cisco technologies included in your solution? If so, please describe.
The Purple WiFi solution has been built to be complementary to existing Cisco technologies and is not
competitive.
4. Describe your company’s support model for this solution. Specifically, the planning, design,
implementation, and support services needed
Purple WiFi provide a range of materials and training to channel partners with the aim of transferring
knowledge to make partners as self-sufficient as possible. Given that there is no software or hardware
involved the setup process is quite easy and is well documented.
During initial engagement with partners we support them in a sales, pre sales and deployment basis on
as many opportunities as needed and provide second and third line support on a permanent basis.
III. Business Relevance to Cisco
1. Does your solution require any unique integration with Cisco products? Does it work equivalently
on networking equipment from a vendor other than Cisco?
Purple have natively integrated with the MSE and Prime platform, and is enabled by a simple
software configuration for your WLAN controller. It does function on other equipment other than
Cisco, for example Meraki.
2. Identify (Place X in the box) the Cisco product families by technology that the business solution requires:
X Cisco Technology X Cisco Technology
Application Visibility and Control Mobile Internet
Automation Solutions Network Security
Cloud Intelligent Network Network Software and Systems
Cloud and Systems Management Physical Security
Collaboration Software Defined Network (SDN)
Connected Grid Smart Solutions
Connected Platform Switching
Contact Center Applications TelePresence
Data Center Unified Computing
EnergyWise Universal Power Over Ethernet (UPOE)
Integrated Services Routers Videoscape
Medianet X Wireless/Mobility
3. Identify joint Cisco customer wins based on the solution being proposed for SIP:
Customer Name Cisco Product Included in Sale Deal Size Deal ID (if known)
(Breakout Cisco
and SPP solution)
Nisa Retail
Schuh
Camden Market
IV. Solution Positioning and Strategy
Provide an overview of the applicable markets, sales strategy, project management process, messaging,
and positioning of the business solution by answering the following questions.
1. What segment(s) does this business solution target? (Put a X next to all that apply)
_X_ Enterprise (1,500+ employees)
_X_ Midsize (250–1,500 employees)
_X_ Small/medium-sized business (fewer than 250 employees)
_X_ Local Government or Education business
___ Federal Sector business
2. Are you currently a Cisco certified reseller? No
3. Do you currently resell your products through Cisco certified resellers? Yes
4. Do you also sell direct? No
Will you continue to sell direct as well as through Cisco Reseller channel? No
5. Are you interested in working with Cisco certified resellers to reach your target customers? Yes
If yes, describe the ideal Cisco reseller characteristics that would successfully market, sell and support
your solution.
6. Ideally the partner would have advanced wireless certification and an existing base of wireless
customers. Service Providers also provide a very strong opportunity and where a partner is able to offer
professional services around the marketing elements of the platform this creates additional value for
them and the end customer.
7. Do competitors of Cisco currently resell your solution? Yes
8. How are your sales and deployment projects managed? Specify the roles involved, key milestones,
metrics for success, escalation paths, etc.
Purple has invested heavily in highly skilled sales, pre-sales and support function. Each opportunity is
assigned a sales contact based on the specific Cisco partner we are working with, they are responsible
for bringing in any pre-sales or technical resources during the sales and PoC process.
A support and ticketing system is in place with escalation levels from second line, to third line and
through to management for any technical issues and each region (EMEAR, APAC and Americas) has a
VP with ultimate responsibility before escalation to CPO/CEO.
9. What are the job titles of the end-customer contacts you typically target for your solution sale?
10. CMO/ Marketing Director/ Manager
Social Media Director/ Manager
Digital Director/ Manager
CIO/ IT Director/ IT Manager
11. Identify and estimate the timing of each stage of the sales cycle.
Sales cycles can vary considerable, typically driven by the size of deployment. In the SME market this
can be as little as a few days up to 6 months for larger roll outs for large venues or large estates of
venues.
12. Which vertical market do you sell into with this solution? (If more than 1 vertical is selected, please identify in
order of preference.)
__8_ Financial services _6_ Transportation
_4_ Healthcare __ Wholesale/distribution
_5_ Government ___ Energy/utilities
_7_ Education (public/private) __9_ Professional services
_1_ Service provider ___ Technical services
_10__ Manufacturing ___ Media/entertainment
_3_ Retail ___ Other____________
_2_ Hospitality/hotels and leisure
13. What do you hope to gain by participating in SIP?

We hope to encourage our partners to ‘solution sell’ into line of business and reward them for doing so
with additional discount.
14. Is your solution applicable globally? Yes

Identify the primary office in each theater geography where your company has a presence.
Theater Countries
The Americas Californa, USA

Europe, the Middle Manchester, UK
East, Africa, and
Russia (EMEAR)
Asia Pacific, Japan, Singapore, Asia

and Greater China
(APJC)
V. Management, Sales, and Marketing Team

List company contacts, including the executive, sales, and marketing teams.
A. Company Information
Full corporate name: Purple WiFi Ltd
SIP contact name, job title: Kerry Wright, Director and Marketing and Alliances
SIP contact phone, e-mail: kerry.wright@purple.ai, 0333 101 4138
SIP contact address: 1 Henry Square, Ashton-Under-Lyne,
SIP contact city, state, zip code Greater Manchester, OL6 7SR
Company Website: www.purple.ai
Executive Team: Gavin Wheeldon, CEO
Sales Team: Bill Williams, Director of Sales, UK and Africa
Marketing Team: Philip German, Head of Marketing
VI. Reference Architecture

Attach a reference network diagram that shows a high level overview of the complete solution and/or
sample solution components.
Reseller section to be completed (page 9 to 14)
Partner Primary Contact
Company name: ________________________________________________________________________
Contact name: __________________________________________________________________________
Email address: _________________________________________________________________________
Telephone: ____________________________________________________________________________
Cisco Partner Account Manager (PAM)

Name: ________________________________________________________________________________
Email address: _________________________________________________________________________
Telephone: ____________________________________________________________________________
I. Executive Summary
Summarize the potential business opportunity for your business solution. Below you will be asked to
describe the details of the solution, including solution description, partner strategy, relevant technology, and
solution opportunity.
A. Business Solution Details

1. Solution name: ______________________________________________________________________
2. Solution description (in business terms): __________________________________________________
3. Solution website (if applicable):_________________________________________________________
4. Describe the unique value your company delivers with this solution: ______
__________________________________________________________________________________
__________________________________________________________________________________
5. What customer problem does your business solution address? (in business terms)
__________________________________________________________________________________
__________________________________________________________________________________
6. Describe your current installed base, including the number of end customers using this solution,
industry coverage, and examples of end customers, etc.
__________________________________________________________________________________
________________________________________________________________________________
7. Describe the function of the proprietary or third-party applications, why they are business-relevant, and
how they create a solution that solves a business problem (rather than a technical problem). _________
__________________________________________________________________________________
_________________________________________________________________________________
B. Business Solution Components
1. List all components and services included in the business solution and the percentage of revenue
apportioned in a typical deal (ensure that the Cisco portion does not exceed 80 percent of the total
solution revenue).
___% Application/software (list details for each) ________________________________________
___% Proprietary components _____________________________________________________
___% Network _______________________________________________________________
___% Services/support/maintenance ________________________________________________
___% Professional services ________________________________________________________
___% Other ________________________________________________________________________
100% TOTAL
2. What is the average total revenue per solution sale, and the Cisco revenue portion?________________
_____________________________________________________________
3. Are any competitive Cisco technologies included in your business solution? If so, please describe.____
__________________________________________________________________________________
__________________________________________________________________________________
II. Business Relevance to Cisco

1. Does your solution require any unique integration with Cisco products? Does it work in an equivalent
manner on networking equipment from a vendor other than Cisco? ____________________
__________________________________________________________________________________
__________________________________________________________________________________
2. Identify (Place X in the box) the Cisco product families by technology that the business solution
requires.
X Cisco Technology X Cisco Technology
Application Visibility and Control Mobile Internet
Automation Solutions Network Security
Cloud Intelligent Network Network Software and Systems
Cloud and Systems Management Physical Security
Collaboration Software Defined Network (SDN)
Connected Grid Smart Solutions
Connected Platform Switching
Contact Center Applications TelePresence
Data Center Unified Computing
EnergyWise Universal Power Over Ethernet (UPOE)
Integrated Services Routers Videoscape
Medianet __ Wireless/Mobility
III. Solution Positioning and Strategy
Provide an overview of the applicable markets, sales strategy, project management process, messaging,
and positioning of the business solution by answering the following questions.
1. What segment(s) does this business solution target?

___ Enterprise (1500+ employees)
___ Midsize (250 to 1500 employees)
___ Small and medium-sized business (fewer than 250 employees)
___ Local Government or Education business
___ Federal Sector business
2. Do you hold the required specialization/authorization to resell and support this solution? _______
__________________________________________________________________________________
3. Describe your business solution sales strategy _

4. Describe your joint lifecycle services methodology for this solution. Specifically, describe the planning,
design, implementation, and operation support services that will be provided, and by whom, for both the
business application and networking components of the business solution, including end-customer
support model, support options, process, escalation path, and resources allocated. Attach supporting
documentation if available.__
________________________________________________________________
Service Support Business Application Network

Phase
Planning
Design
Implementation
Operations
5. Which industry do you sell into with this business solution? (If you select more than one, please
identify an order of preference.)
____ Financial services ____ Transportation
____ Healthcare ___ Wholesale/distribution
____ Government ___ Energy/utilities
____ Education (public/private) ____ Professional services
____ Service provider ___ Technical services
____ Manufacturing ___ Media/entertainment
____ Retail ___ Other
____ Hospitality/hotels and leisure
What do you hope to gain by participating in SIP? ___
__________________________________________________________________________________
6. Identify the primary office in each geography where your company has a presence and is planning to
sell this solution.
Theater Countries
The Americas
Europe, the Middle East, Africa,

and Russia (EMEAR)
Asia Pacific, Japan, and

Greater China (APJC)
IV. Solution Objectives and Forecast

Provide a one-year forecast for your target markets, sales goals, and networking, beginning with
the submission date of your SIP business plan. Assume calendar year quarters. You may modify the
“Calendar Year” row to reflect the date you are submitting your business plan.
Provide your forecast for Cisco networking products and services sold with this solution for one year.
Calendar Year Q1 Q2 Q3 Q4
Cisco Product
Cisco Services
CDN/3rd Party
V. Management, Sales, and Marketing Team

List company contacts, including the executive, sales, and marketing teams.
Reseller Information
Reseller full corporate name: ______________________________________________________________
Reseller SIP contact name, job title: _________________________________________________________
Reseller SIP contact number: ______________________________________________________________
Reseller SIP contact address: ______________________________________________________________
Reseller SIP contact city, state, zip code: _____________________________________________________
Reseller Website: _______________________________________________________________________
Reseller Cisco PAM: _____________________________________________________________________
Reseller Cisco SE: ______________________________________________________________________
VI. Reference Architecture
Attach a reference network diagram that shows a high level overview of the complete solution and/or a
sample Bill Of Materials.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
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Cisco Solution Incentive Program:

Go-to-Market Template for Solution Partner

SPP Solution APPROVED for SIP

Instructions to Cisco Solution Partner Program - Partner

Pre-requisite for submitting your solution for SIP approval:

For more information about SIP, go to http://www.cisco.com/go/sip.

Solution Partner Program: Solution Partner section to be completed

Solution Partner Program Primary Contact Information:

Contact Name, Title: Kerry Wright, Director of Marketing and Alliances

E-mail address, Telephone: kerry.wright@purple.ai, 0333 101 4138

I. Executive Summary (Please be sure to complete this section)

 Highly targeted landing page redirection post user authentication

 Advertising on splash page and landing page

 Targeted coupons based on visits, location and demographic information

 Facilitation of data offload/onload through WISPr1.0 and HotSpot 2.0

Specific benefits of Purple WIFi in a Cisco CMX deployment are:

 Permanent storage of data for comparison between periods

 Analytics aggregated across multiple MSE servers

 Real time analytics and targeting of location

 Adding the demographic layer onto location and presence analytics

 Targeted coupons based on dwell time in locations

II. Solution Content

B. Business Solution Sales Engagement Model

X Cisco Technology X Cisco Technology

Application Visibility and Control Mobile Internet

Automation Solutions Network Security

Cloud Intelligent Network Network Software and Systems

Cloud and Systems Management Physical Security

Collaboration Software Defined Network (SDN)

Connected Grid Smart Solutions

Connected Platform Switching

Contact Center Applications TelePresence

Data Center Unified Computing

EnergyWise Universal Power Over Ethernet (UPOE)

Integrated Services Routers Videoscape

_X_ Midsize (250–1,500 employees)

_X_ Small/medium-sized business (fewer than 250 employees)

_X_ Local Government or Education business

___ Federal Sector business

2. Are you currently a Cisco certified reseller? No

3. Do you currently resell your products through Cisco certified resellers? Yes

4. Do you also sell direct? No

_4_ Healthcare __ Wholesale/distribution

_5_ Government ___ Energy/utilities

_7_ Education (public/private) __9_ Professional services

_1_ Service provider ___ Technical services

_10__ Manufacturing ___ Media/entertainment

_3_ Retail ___ Other____________

_2_ Hospitality/hotels and leisure

13. What do you hope to gain by participating in SIP?

14. Is your solution applicable globally? Yes

The Americas Californa, USA

Asia Pacific, Japan, Singapore, Asia

V. Management, Sales, and Marketing Team

SIP contact phone, e-mail: kerry.wright@purple.ai, 0333 101 4138

SIP contact address: 1 Henry Square, Ashton-Under-Lyne,

Executive Team: Gavin Wheeldon, CEO

Marketing Team: Philip German, Head of Marketing

VI. Reference Architecture

Contact name: __________________________________________________________________________

Email address: _________________________________________________________________________

Cisco Partner Account Manager (PAM)

Email address: _________________________________________________________________________

A. Business Solution Details

_10 Manufacturing _ Media/entertainment

_3_ Retail _ Other__________

_% Proprietary components ___________________________________________________

_% Services/support/maintenance ______________________________________________

_% Professional services ______________________________________________________

_% Other ______________________________________________________________________

__ Healthcare _ Wholesale/distribution

__ Government _ Energy/utilities

Education (public/private) Professional services

__ Service provider _ Technical services

__ Manufacturing _ Media/entertainment

__ Retail _ Other