SPP Guidelines

Cisco Partner Ecosystem
Cisco confidential
Solution Partner Program Guidelines

Membership and Policy Information
Version 2.7 (February 2019)
Get the Most Out of Your Cisco Partnership

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Table of Contents
Introduction to Cisco Solution Partner Program Guidelines .......................................................................................... 3

Program Benefits Designed To Help Grow Your Business ............................................................................................. 3
Participation Levels, Requirements, and Pricing ............................................................................................................. 4
Discount Purchase Programs ............................................................................................................................................ 5
Partner Announcement Kit ................................................................................................................................................. 5
Program Logos.................................................................................................................................................................... 7
Marketing and Events ......................................................................................................................................................... 8
Presence in Cisco Marketplace, Partner Locator, and Solutions Showcase ................................................................. 9
Solution Designation – Cisco Compatible ........................................................................................................................ 9
Compatible Certification ..................................................................................................................................................... 9
Solution Partner Program Renewal ................................................................................................................................. 10
Theater-Specific Offers ..................................................................................................................................................... 10
Program Summary ............................................................................................................................................................ 11
Addendum A: Ecosystem Partner Program Pilot Terms and Conditions .................................................................... 12
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© 2019 Cisco and/or its affiliates. All rights reserved. Cisco Channel Partners use only. Not for public distribution
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Introduction to Cisco Solution Partner Program Guidelines

These Solution Partner Program Guidelines are an integral part of the Solution Partner Framework Agreement
(“SPFA”), the formal legal agreement between Cisco and Partners that governs the Program and Partners’
membership and participation in the Program. Please refer to the SPFA for the relevant terms. In the event of a
conflict between these Program Guidelines and the SPFA, the SPFA will govern. Please note that capitalized words
or terms in this Program Guideline document are provided as a reading convenience and are not necessarily
legally-defined terms. Cisco may utilize third-party vendors to carry out some Program Services or Program
operations and additional third party terms and conditions apply. Cisco bears no responsibility for third-party Web
sites.
As set forth in the SPFA, Cisco may change or update these Program Guidelines from time to time without prior
notice and at its discretion. Where notice is provided, it will be communicated on the Cisco Solution Partner
Program website, the Solution Partner Dashboard (“Partner Dashboard”), and /or by email. We recommend visiting
the Program Web Site and the Partner Dashboard often to stay current on important program news and updates.
The Cisco Solution Partner Program Guidelines provides information regarding the benefits, participation level
requirements, and discount purchase programs. In addition to the benefits and other requirements identified in
these guidelines, a compensation element is being introduced as part of the Ecosystem Partner Program Pilot, and
is subject to meeting the eligibility requirements as outlined in Addendum A to these Guidelines.
Program Benefits Designed To Help Grow Your Business

The Cisco Solution Partner Program provides technical, marketing, and sales resources that help Partners build and
deliver solutions. Benefits increase as members advance program tiers—moving from left to right, outlined below in
Table 1.
Table 1. Benefits by Program Tier
*These are incremental DevNet benefits not available under the DevNet Program.
Access to the Program is not required in order to join DevNet and gain access, with a valid Cisco User ID (CCO ID),
to the DevNet resources. For more information regarding DevNet, please visit the DevNet website.
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Participation Levels, Requirements, and Pricing

The Cisco Solution Partner Program provides multiple paths to grow a Partner’s business. Table 2 outlines the
minimum membership requirements for each tier. Table 3 highlights the cost for each tier. Solution partners must
pay their annual renewal membership fees to remain active and in good standing in the Solution Partner Program.
Failure to pay may lead to the immediate termination of the Agreement.
Table 2. Membership Requirements
Developer Solution Partner Solution Partner Preferred Solution Partner Strategic Solution Partner
Membership Requirements Membership Requirements Membership Requirements Membership Requirements

Valid Company Valid Company Everything in Solution Partner tier INVITATION ONLY
Complementary Solution Complementary Solution plus: Line of sight to $1B 360 franchise
At least one Cisco Compatible Customized business plan with
Solution (via IVT) on a current Cisco joint solutions roadmap
Technology Version*
Dedicated Partner resources
24x7 Customer Support
Global brand ranked in top 10% of
Category
3-5 documented wins with Cisco
in each geography
*Please note that some Cisco technologies supported by the Solution Partner Program may not have an Interoperability Verification Testing (IVT)
process to certify a solution as Cisco Compatible that may result in the inability to move to Preferred Solution Partner status.
Table 3. Membership Costs by Tier
Membership fees are required upon admission to the program and are non-refundable.
*Review Cisco country groupings by region
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Discount Purchase Programs

Introduction
The NFR discount program (“NFR Discount Program”) enables Partners to purchase not-for-resale (“NFR”) Cisco
hardware and software for use in Partner’s labs and demonstration facilities (non-production, non-revenue
generating environments only) at generous discounts off the list price. Program discount levels are dependent upon
the location and specific technologies.
The NFR Discount Program guidelines provide a description of the program, terms, and conditions.
NFR Discount Program information can be found in the Solution Partner Program online Partner User Guide
accessible via the Partner Dashboard.
Support
The NFR Discount Program is a Cisco administered Partner program and support is provided by the Standard Not-
For-Resale Program global team. For more information, please reference the Cisco NFR program main website.
Partner Announcement Kit

To help Partners increase brand awareness and promote its successes, a Partner Announcement Kit is available for
use. This kit includes a variety of digital assets that can be customized and broadcasted to customers. Partners may
use this Kit in the following scenarios:
 When Partner joins the Cisco Solution Partner Program.
 When Partner advances to the Cisco Preferred Solution Partner tier.
 If Partner has a solution based on Cisco technology that has successfully completed compatibility testing.
The kit also includes a variety of assets including banner ad templates, email templates and examples of social
media copy.
For more information, please visit the main Partner Announcement Kit website.
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PUBLICITY
Partners may not issue any press release or other public announcement (including but not limited to social media
posts, blogs, or similar communications) concerning the existence or subject matter of either this Agreement or
Partner's participation in the Program without Cisco’s prior written approval, except as set forth in the Partner
Announcement Kit section above. Where Cisco approves a contribution to Partner's press release or approves of
such release, the release may appear no later than thirty (30) days after approval date.
If Cisco creates a public release or similar document referencing Partner as a participant in the Program, Cisco will
obtain Partner's review and approval prior to the public release, provided that such consent shall not be
unreasonably withheld. If Partner does not disapprove of such communication within five (5) business days of
Cisco's request for review, Partner's approval shall be deemed to have been granted. If the content of a Cisco-
originated public release contains material information regarding Partner's datasheets, collateral and similar
information, such deemed approval shall not apply, and Cisco must receive Partner's review and approval prior to
public release. Notwithstanding anything to the contrary in this Agreement, Cisco shall not be required to seek
individual Partner approval for generic Program notices.
COMPLIANCE WITH LAWS AND CISCO’S POLICIES.
Cisco requires that all of its suppliers, subcontractors, channel partners, consultants, agents and other parties with
whom Cisco does business act at all times in a professional and ethical manner in carrying out their services and
contractual obligations to Cisco, or on Cisco’s behalf to a Cisco customer or other third party. To that end, Partner
must undertake to strictly comply with any and all country, federal, state and local laws, ordinances, codes,
regulations, rules, policies and procedures, including, but not limited to, anti-corruption laws, such as the U.S.
Foreign Corrupt Practices Act, U.K. Bribery Act, other anti-bribery laws (“Applicable Laws”). Partner can find more
information about the FCPA at the following URL: http://www.usdoj.gov/criminal/fraud/fcpa/, or by contacting
publicsectorcompliance@cisco.com. Any violation of Applicable Laws in a country and regulations shall
represent breach of this Agreement and could results in immediate termination of the business and contractual
relationship between the Parties
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Program Logos
As one of the world’s most valuable brands, Cisco has strong recognition in the minds of our customers. Qualified
Partners may use Cisco Program Logos, which are relationship and ingredient logos, with appropriate licensing,
further to the section entitled Trademarks and Logos, below. Cisco Partners are not permitted to use the Cisco
corporate logo.
Cisco offers Program Logos that Partners may become eligible and licensed to use:
1. Relationship logos, indicating a business relationship with Cisco. These include Developer Solution Partner,
Solution Partner, Preferred Solution Partner, and Strategic Solution Partner logos.
2. Ingredient logos, indicating solutions that are formally designated as “Cisco Compatible” with Cisco products.
3. Marketplace banners that Partners may use to promote their presence in the Cisco Marketplace.
To review the Solution Partner Program Logo and Marketplace Banner Usage Guides, visit Cisco’s Partner Central
Partner Logos and Banners website.
For more information on Cisco brands and their usage and guidelines visit Cisco’s Brand Center.
Logo License
Cisco has designed, established and registered Program Logos. Subject to and expressly conditioned upon
Partner's eligibility to use any of the Program Logos, Cisco grants Partner a worldwide, nonexclusive,
nontransferable, royalty-free, personal license to use such Program Logos in strict accordance with the Program
Guidelines or as otherwise approved by Cisco in writing. Partner confirms that all use of the Program Logos shall
comply with the Program Guidelines, any usage guidelines delivered with the Program Logos and the Cisco
branding policy found at:
http://www.cisco.com/c/en/us/about/brand-center/logo-usage-guidelines.html which is incorporated by
reference. Partner acknowledges that, under the Program Guidelines, it may not qualify for any or all of the
Program Logos available under the Program, and that it is entitled to use only those Program Logos for which it
qualifies.
Partner acknowledges that Cisco, by permitting Partner to participate in the Program and to use the Program Logos
in the manner specified hereunder, is not in any manner certifying the use, operation or functionality of Partner’s
products. Also, Partner acknowledges and agrees that the use of Program Logos in connection with qualified
products or solutions may be subject to disclaimer or other legal notices required by Cisco in its sole discretion.
Cisco’s Use of Partner Logos
Subject to and conditioned upon compliance with the terms and conditions of this Agreement, Partner grants Cisco
a worldwide, nonexclusive, nontransferable, royalty-free, personal license to copy, distribute and otherwise use the
Partner’s Logo, solely to identify Partner's participation in the Program and in connection with the marketing and
sale of Solutions, in each case, solely in conformity with Partner's written guidelines communicated to Cisco or as
approved by Partner in writing.
Partner acknowledges and agrees that Cisco retains all right, title and interest in and to the Program Logos, and
Cisco acknowledges and agrees that Partner retains all right, title and interest in and to the Partner Logo. Nothing
herein is intended to grant any right in the Program Logos or the Partner Logo other than the right to use the same
in accordance with the requirements set forth in this Agreement and the Program Guidelines. The license to use the
Program Logo and the Solution Partner Logo will terminate no later than termination or expiration of the Agreement.
Notwithstanding any other termination provision, however, Cisco reserves the right to take action against any use
that does not conform to these requirements or Cisco's brand policies; that infringes or otherwise violates Cisco's
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intellectual property or other rights; or that violates other applicable law. In any and all such cases, Cisco reserves
the right to terminate Partner’s license to use one or more of the Program Logos. Notwithstanding any other
termination provision, however, Partner reserves the right to take action against any use that does not conform to
its Partner Logo use requirements; that infringes or otherwise violates Partner’s intellectual property or other rights;
or that violates other applicable law.
Marketing and Events

Cisco is committed to enabling its Partners’ success and offers a range of marketing resources based on
membership tier to build their business and gain exposure to Cisco’s customer and partner base.
Cisco Partner Central and Cisco Partner Marketing Central
Eligible Partners have access to Cisco content in Cisco Partner Central and Cisco Partner Marketing Central.
● Accelerate growth and extend your capabilities at Cisco Partner Central.
● Build marketing momentum to build your business at Cisco Partner Marketing Central.
Cisco Events
Eligible Partners who are active and in good standing may, upon approval, exhibit at Cisco Live World of Solutions.
Cisco customers attend Cisco Live to receive the latest information on Cisco and Cisco Partner products and
services. Each of the Cisco Live events around the world are attended by thousands of partners and customers.
Results of surveys of attendees shows that the World of Solutions is one of the most popular parts of Cisco Live. In
addition, Cisco delivers a mix of online and offline events aimed at helping Solution Partners build technical skills,
grow business, and expand their Cisco partnership – many delivered free of charge. Solution Partners are
encouraged to attend as many as possible.
Partner Announcement Kit

Eligible Partners may leverage the Partner Announcement Kit to promote events such as joining the Solution Partner
Program, a solution has been certified as Cisco Compatible or your company has moved to the next Solution
Partner Program tier level. Partners must review and abide by the content guide instructions. For more details, see
above section entitled Partner Announcement Kit and Publicity.
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Presence in Cisco Marketplace, Partner Locator, and Solutions Showcase

Eligible Partners can create customized storefronts in the Cisco Marketplace Technology Solutions Catalog for
every approved solution that integrates with Cisco technology. Optimize your presence by advancing program tiers,
meeting solution certification requirements, and providing customer case studies. Eligible partners are also listed in
the Cisco Partner Locator website.
Eligible Partners with storefronts in the Cisco Marketplace Technology Solutions Catalog may apply to be
showcased to Cisco Channel Partners in the Solutions Showcase. The solutions must be current Cisco Compatible
and have additional sales resource documents including the “How-To-Sell” to enable channel partners to
understand and position their solutions.
Cisco reserves the right to review profiles; request Partners update or edit content; remove profiles that appear to
contain false or misleading claims, erroneous information; violate Cisco trademarks and/or logo usage agreements.
Cisco also may post and modify website terms of use, disclaimers, or waivers, as it deems appropriate.
Solution Designation – Cisco Compatible

Solution Partners can differentiate with solutions that meet specific published interoperability criteria and have been
approved by the Cisco technology business unit.
Compatible Certification
Approved Solution Partners in the Program whose solutions have passed the Interoperability Verification Testing
(“IVT”) requirements, or whose solutions are listed in a Cisco Validated Design (“CVD”), may use the Cisco
Compatible logo subject to the applicable license terms and conditions. Processes and fees to conduct IVT are
defined by the technology business unit. Please note that some Cisco technologies supported by the Solution
Partner Program may not have an Interoperability Verification Testing (IVT) process to certify a solution as
Cisco Compatible. Business Units reserve the right to approve or reject Partner IVT requests.
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Solution Partner Program Renewal

Renewal Membership Payments
As a courtesy, Cisco will notify Partners when it is time to submit the annual membership payment. Annual
membership payment notifications generally occur days in advance of the Partner’s renewal date. Notifications are
sent to the partner contacts. Partners can also access information about their account at any time including status,
membership tier and renewal membership payment date via their Partner Dashboard home page.
The Solution Partner Program annual membership payments are managed by a third party (Perigee Capital Partners
Inc. DBA developerprogram.com) for Cisco. Additional third party terms and conditions apply. Cisco has no
responsibility for third-party Web sites. Partners can select to make payments via credit or debit card or a PO
process.
Theater-Specific Offers
Japan
Cisco Developer Support Japan provides first-level technical support to Partners in Japan during Japan Standard
Business Hours. Japan Standard Business Hours are: Monday through Friday, 9:00 am to 5:00 pm local time,
excluding Cisco Japan observed holidays.
Partners in Japan have the opportunity to receive incremental local language support cases, per year, through
Cisco Developer Support Japan as shown below.
● Solution Partner Tier: 5 additional developer support cases

● Preferred Solution Partner Tier: 10 additional developer support cases
Partners contacting Cisco Developer Support Japan must have: 1) a valid Cisco.com ID, 2) a Japan business
address, and 3) a country code of “81” for the Business/Primary Contact listed in the Cisco.com Profile Manager.
Visit our website for more information on accessing Cisco Developer Support Japan and supported technologies.
United Kingdom
Partner members have the opportunity to apply to join Cisco UK’s British Innovation Gateway (BIG –
www.ciscobig.co.uk) ecosystem, which includes the London IoE Innovation Centre, IDEALondon. Engagement with
IDEALondon will offer benefits such as physical incubation, access to events, and business development consulting
for joint go-to-market with Cisco. Please email SPP_CiscoBIG@cisco.com to express your interest.
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Program Summary
The Cisco Solution Partner Program helps Partners integrate their solutions with Cisco world-class architectures
and technologies, and navigate the increasingly complex world of selling and delivering integrated solutions to
customers.
Should you have any questions regarding the program, please access the Solution Partner Program website and
select the “Contact Cisco” link. Active members of the Solution Partner Program can access solution partner
program support via the “Contact Support” button on their Dashboard.
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Addendum A: Ecosystem Partner Program Pilot Terms and Conditions
The Ecosystem Partner Program Pilot is a new program Cisco is introducing to a subset of eligible Partners that
provides additional value to Partners with new enhanced go-to-market incentives and Business Development Funds
(BDF).
Note: The Program is currently available in APJ, EMEAR, and Americas Regions.
Eligibility
Partners qualify for access to the Cisco Partner Ecosystem Pilot by meeting the following requirements:
 receive an invitation from a Cisco Business Development Manager
 be an existing Integrator or a Solution Provider Partner
 meet the defined eligibility requirements, and
 agree to these Ecosystem Partner Program Pilot Terms and Conditions
Compensation
The Ecosystem Partner Program Pilot compensation structure consists of both a Performance Incentive and/or an
Impact Incentive as outlined below.
Performance Incentives
Partners are eligible to earn Performance Incentives for completing the approved co-funded activities identified for
each of the approved activity types (e.g., Go-To-Market [GTM], network assessment or an end customer proof of
concept) as outlined in table 3 below.
 The Partner must register and complete a co-funded activity with Cisco. Upon completion, the Partner
must submit the required Proof of Performance (PoP) through the Ecosystem Business Development
Dashboard (Ecosystem Business Development Dashboard).
 When the Partner registers the activity, they can select the payment tier market value of the activity they
are performing. The Performance Incentive is based on the activity type and market value of the activity
performed by the Partner. The activity market value* by payment tier is shown in table 1 below with
payment example in table 2. Funds earned from completed activities can either be provided in the form of
cash or deposited into the Partner’s Ecosystem BDF wallet.
Table 4. Activity market value and eligible performance incentive payments
Activity Market Value* Payment

$7,500 – $14,990 $5,000
$15,000 - $19,990 $10,000
$20,000 – $29,990 $15,000
$30,000 - $39,990 $20,000
$40,000 - $49,990 $25,000
$50,000+ $30,000
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Table 5. Calculation of Payout Structure
Activity Name Activity Type Incentive Tier Market Value of the Activity Payout
Go to Market Activity Cisco Event 1 $16,000 $10,000
Note: Activity Market value = approximate costs to execute/deliver the activity.
Table 6. Performance Incentive Requirement by Cisco Approved Activity Type
Activity Name Approved Activity Type Activity Requirements

Go-To-Market (GTM) GTM activities include any of following:  Detailed requirements for all
 Cisco Events GTM activities are available
 Co-funded activity  Cloud Professional Services in the Ecosystem Business
that pays partner for Development Tool Kit
completing a specific,  Collateral (Digital)
(Ecosystem Business
customized activity.  Collateral (Non-digital)
Development Tool Kit)
 Demo & lab equipment/Service Delivery
 See payment structure Audit
(Incentive Tiers) above  See activity descriptions in Table
for payout  Event deposit
3 below
 Funded heads
 Limit 3 per partner/per  Funded heads – travel
quarter  Learning credits
 Marketing automation
 Merchandising
 Sales meetings
 Sales, Technical, & Marketing Training
 Search Engine Optimization (SEO)
 Seminars & Events (external audience)
 Seminars & Events (internal audience)
 Social media & social selling
 Sponsorships/trade shows
 Web & video advertising
 Web newsletters & email
 Webinars
End Customer Proof of  Partner engineering drive time One of the following:
Concept  Partner engineering flight expense  Customer Proof of Concept
 Partner engineering daily meal allowance Statement of Work (SOW)
 A co-funded customer  Partner engineering hours to develop a Or
integration of an custom solution  A documented Completion
advanced technology
Report: that includes the
following:
 See payment structure
(Incentive Tiers) above • Partner details
for payout • End-customer details
• Solution details
 Limit 3 per • Length of customer
partner/per quarter engagement and date
completed
• Engineer’s name and profile
• Description of the customer’s
vision, requirements,
technology architecture, use
cases, and scope of
deployment.
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Network Assessment  Any Cisco-approved cloud or other One of the following:

 Any approved Cisco- network assessments designed for use
approved cloud or in prospecting and/or providing visibility  Assessments included in a
other network and opportunity into an existing or documented output report:
assessments designed potential customer's network
for use in prospecting • Partner details
and/or providing • End-customer details
visibility and • Solution details
opportunity into an
existing or potential • Length of customer
customer's network engagement and date
completed
 See payment structure • Engineer’s name and profile
(Incentive Tiers) above • Description of the customer’s
for payout vision, requirements,
technology architecture, use
 Limit 3 per partner/per cases, and scope of
quarter
deployment
Eligibility Details
 The activity must have been completed after the partner was approved as an Integrator or Solution Partner.
 The activity must have been completed no more than 180 days (6 months) from the activity submission
date. The PoP must be submitted no more than sixty (60) days after the activity is completed.
 Performance Incentives are paid the month after the activity is approved for payment as long as the activity
meets the eligibility requirements and partner submits their claim as directed.
 Partner can submit activities for end customers located in any country, provided the resources at the
approved Cisco BE GEO ID level are the resources delivering the proposed activity. Example: A partner is
enrolled in the ecosystem program pilot in India and submits an activity for an end customer in Germany.
This activity counts towards the partner activity limit in India.
Impact Incentive
Eligible partners can earn a 3% Impact Incentive for submitting incremental, net-new opportunities to Cisco if the
opportunity results in a closed deal. Incremental, net-new opportunity means the opportunity has not been driven
by Cisco or another partner or has not previously been qualified or approved. As part of the opportunity eligibility,
the partner must be actively engaged and pursuing the opportunity with the customer.
The Impact Incentive is calculated on the total net bookings of the closed deal (software, hardware and services*).
Note: This incentive is not available in the Americas.
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Eligibility Terms
1. All opportunities must be incremental, net-new business to Cisco or, in Cisco’s sole determination,
substantially assisted or driven by the partner, meaning that the decision to implement the Cisco platform is
due to the efforts of the Partner (i.e. without those efforts, the decision made by the customer to purchase
Cisco products, services, software, and/or solutions would not have been made).
2. All opportunities must be submitted using the web form located on Ecosystem Partner Program Pilot web page
on Cisco Partner Central at Impact Incentive Opportunity Submission Form.
3. All opportunities must have a minimum estimated deal size of $150K US dollars in APJ and $250K US dollars in
EMEAR.
4. Maximum Impact Incentive dollar amount earned and allocated is determined in advance by the Cisco Business
Development Manager and communicated to the Partner.
5. Public Sector opportunities are not eligible for the Impact Incentive. Additionally, the Partner is responsible for
understanding and complying with all federal, state, and local government rules regarding acceptance of
credits or incentives.
6. Only products purchased from Cisco or an Authorized channel are eligible, Not for Resale (NFR) and used
products are ineligible. Products procured by the partner for internal use will not be eligible for the program
incentive
7. The partner must submit valid documentation that establishes, in Cisco’s sole determination, the partner has
successfully engaged with the customer on the opportunity. Such proof may include, but is not limited to:
 Written proof or confirmation of consulting engagement with the customer in connection with the
opportunity
 Scope of the Cisco solution positioned by the partner to the customer
 The Partner’s added value
 Quantification of the customer’s budget and timing for the opportunity
 Documentation of any customer business and technical requirements for the opportunity
8. The partner certifies the accuracy of any information regarding the opportunity submission
9. Upon submission of the opportunity, Cisco Program Manager and/or Business Development Manager will
review whether it meets all the requirements for approval and, in Cisco’s sole determination, set forth in these
terms and conditions and approve, reject, or request more information for each submission.
10. If the submitted opportunity is approved by Cisco, it will be entered into Salesforce.com and will be tracked by
the deal ID number.
11. Cisco will inform the partner in writing when approved status has been achieved. Approvals other than the
formal written notification, including any verbal approvals, are not binding on Cisco.
12. Approved opportunities are valid for ninety (90) days from the date the opportunity was approved by Cisco.
The Partner may request a one-time extension of its approved opportunity registration before the end of the
term if the customer has not placed any order related to the same registered opportunity.
13. To be eligible for Ecosystem Impact Incentive payment in the partner Ecosystem Business Development Funds
the partner must provide the Ecosystem Impact Incentive deal ID and a Cisco sales order number.
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14. Eligible Partners are responsible for keeping their own sales information. If an eligible Partner believes there are
any discrepancies between the Program Pilot bookings calculations and their own records, they are responsible
for identifying such potential discrepancies to Cisco immediately.
15. Solution Plus Partners are eligible for impact incentive only if the opportunity is linked to a deal that includes the
purchase of the Cisco Solution Partner products and services SKUs on the Cisco Global Price List (GPL). If the
Solution Partner sells their own version of the same products/services (outside of Cisco GPL) they are not
eligible to receive the impact incentive on the entire amount of the Cisco deal.
Ecosystem Business Development Funds (Wallet)

Cisco Ecosystem Business Development funds are intended to provide Cisco authorized Partners with the tools and
resources to grow their business with Cisco and expand their customer base. Cisco allocates the funding, reviews
and approves payments to Partners, based on the Partners’ meeting pre-established activity Proof of Performance
(POP), Proof of Cost (POC) and Cisco representation criteria.
Additional Ecosystem Business Development Funds Terms
1. Earned funds will be loaded into Partner Marketing Central/Ansira quarterly.
2. Eligible Partners can sign up for GTM activities only in the same country where the funds are earned.
3. BDF funds earned will go to the country where the partner has their headquarters.
4. If a Partner wants to move funds to a different country (outside of the country where they are headquartered),
they must meet the following criteria:
 Partner must have Cisco bookings in such country equal to or greater than five times the amount of
funds they want to move
 Partner must have a valid Cisco BE GEO ID in such country
5. Partner must send an email request to Cisco (Ciscoecosystm@ansira.com)
6. All BDF payments to an eligible Partner must be made to a bank account in the eligible Partner’s name in the
same country where the funds are earned.
7. Eligible Partner’s payment location must remain constant for the duration of the eligible Partner’s participation
in the Pilot (other than to correct errors or to accommodate an eligible Partner’s name change).
8. Payment Expiration Policy. Eligible Partners have a limited time to claim their incentive payments. Payments
made through Ansira are bound by an expiration policy of 90 calendar days (120 calendar days for Russia only)
from the date of first notification from Cisco to the eligible partner that they may claim their payment.
9. Cisco may not be able to make payments to an eligible partner for several reasons, including, but not limited to,
incorrect banking information, lack of required supporting documentation, and incorrect contact information
(“Incorrect Payment Information”). Cisco will retain the payment for 90 calendar days (120 calendar days for
Russia only) after Cisco’s first attempt to notify the eligible partner that additional information is needed to
process the payment. If the eligible Partner does not correct the Incorrect Payment Information by the end of
the applicable period, the eligible Partner will forfeit any right to that specific BDF.
10. To be eligible for the Ecosystem Impact Incentive in the second half of Cisco’s FY19, eligible partners must
complete their BDF eligible activities and claim them no later than January 28, 2020. If an eligible partner has
not completed the BDF eligible activities AND submitted sufficient proof of performance before January 28,
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2020, BDF will no longer be available. Funds earned in the second half of the Cisco fiscal year (FY19), must be
used by the end of the second half of Cisco FY20.
11. To be eligible for the BDF Program in the first half of Cisco’s FY20, eligible partners must complete their BDF
eligible activities and claim them no later than July 28, 2020. If an eligible partner has not completed the BDF
eligible activities AND submitted sufficient proof of performance before January 28, 2021, BDF will no longer
be available. Funds earned in the second first half of Cisco fiscal year (FY20) must be used by the end of the
next first half of Cisco fiscal year (FY21).
12. Activity requests for all funds earned in Cisco’s FY19 must be submitted and approved by Cisco in (PMC) prior
to the end of the second fiscal quarter (Q2) of Cisco’s FY20 and all activities must be completely executed by
the end of Q3 of Cisco’s FY20.
13. Activities funded through other Cisco programs, including Joint Marketing Funds (JMF), will not be eligible for
duplicate reimbursement. Any Partner deliberately submitting a single activity for multiple reimbursements will
forfeit any remaining funds from this Program and may be removed from the Program and barred from future
participation in in the Program.
14. Partner is responsible for complying with pilot program requirements, and other approvals necessary to receive
reimbursement. Cisco, Cisco’s representatives, and Cisco’s contractors are not responsible for partner’s failure
to comply with Cisco requirements.
15. For any program reward earned at the country group level, all payments will be made only to a bank account in
the country selected by partner for the receipt of such payments. The country of the bank account must be
located within the partner’s assigned country group.
16. For rewards earned at the country level, all payments will be made only to the bank account in the country
associated with these terms and conditions.
17. All Cisco products and services on the Global Price List (GPL) are eligible or incentives under the program.
18. Partners are responsible for understanding and complying with all federal, state, and local government rules
regarding acceptance of credits or incentives. Partner may elect to participate or decline participation in the
rebate aspects of the Program by notifying its Cisco account manager in writing.
19. All activities require prior approval from Cisco, and only activities that are approved by Cisco will be eligible for
Incentive fund reimbursement.
20. Partner is responsible for complying with the program’s activities guidelines, proof of performance
requirements, and other approvals necessary to receive reimbursement. Cisco, Cisco’s representatives, and
Cisco’s contractors are not responsible for partner’s failure to comply with Cisco requirements.
21. In the event the partner opens a payment support case escalation after they submit their payment claim, the
following must occur:
 Cisco will review the support case and payment claim.
 If there is missing information, Cisco will respond back to the partner notifying the partner of any
missing information in the payment claim immediately.
 The partner must provide the missing information back to Cisco within two calendar weeks from the
date the support case was opened.
 If the partner provides the missing information to Cisco within a two (2) calendar week, the claim will be
processed, and payment provided to the partner.
17
Cisco confidential
22. If Cisco has not received the required information within the two-calendar week period, the claim will be
cancelled and payment to the partner forfeited.
23. Activity approval requires both approval of the activity request and final approval of the appropriate proof of
performance once uploaded into PMC. Proof of performance or execution must be uploaded into PMC within
60 days of the completion of the activity.
24. All funds not claimed by the last day of Q3 in Cisco’s FY21 will be forfeited and returned to Cisco.
C07-732018-00 6/14
18

SPP Guidelines

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Cisco Partner Ecosystem

Solution Partner Program Guidelines

Get the Most Out of Your Cisco Partnership

Introduction to Cisco Solution Partner Program Guidelines .......................................................................................... 3

Introduction to Cisco Solution Partner Program Guidelines

Program Benefits Designed To Help Grow Your Business

Table 1. Benefits by Program Tier

Participation Levels, Requirements, and Pricing

Table 2. Membership Requirements

Membership Requirements Membership Requirements Membership Requirements Membership Requirements

Table 3. Membership Costs by Tier

Discount Purchase Programs

Partner Announcement Kit

use this Kit in the following scenarios:

 When Partner joins the Cisco Solution Partner Program.

 When Partner advances to the Cisco Preferred Solution Partner tier.

COMPLIANCE WITH LAWS AND CISCO’S POLICIES.

Cisco’s Use of Partner Logos

Marketing and Events

Cisco Partner Central and Cisco Partner Marketing Central

Partner Announcement Kit

Presence in Cisco Marketplace, Partner Locator, and Solutions Showcase

Solution Designation – Cisco Compatible

Solution Partner Program Renewal

● Solution Partner Tier: 5 additional developer support cases

Addendum A: Ecosystem Partner Program Pilot Terms and Conditions

 receive an invitation from a Cisco Business Development Manager

 be an existing Integrator or a Solution Provider Partner

 meet the defined eligibility requirements, and

 agree to these Ecosystem Partner Program Pilot Terms and Conditions

Table 4. Activity market value and eligible performance incentive payments

Activity Market Value* Payment

Table 5. Calculation of Payout Structure

Note: Activity Market value = approximate costs to execute/deliver the activity.

Table 6. Performance Incentive Requirement by Cisco Approved Activity Type

Activity Name Approved Activity Type Activity Requirements

Network Assessment  Any Cisco-approved cloud or other One of the following:

Note: This incentive is not available in the Americas.

 Scope of the Cisco solution positioned by the partner to the customer

 The Partner’s added value

 Quantification of the customer’s budget and timing for the opportunity

Ecosystem Business Development Funds (Wallet)

Additional Ecosystem Business Development Funds Terms

1. Earned funds will be loaded into Partner Marketing Central/Ansira quarterly.

 Partner must have a valid Cisco BE GEO ID in such country

5. Partner must send an email request to Cisco (Ciscoecosystm@ansira.com)

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