Solution Partner Program Updates

Arjun Lahiri
Director, Strategy and Partner Programs
What We Heard From You

Access to Cisco Channel Partners

Alignment and Access to Cisco Field

More Awareness/Visitors for Cisco Marketplace

Ease of Doing Business

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Focus Areas

Ease of
GTM Acceleration
Doing Business

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Partner Connections
New Worldwide Event Series
• 11 events currently scheduled for FY17. Pilots in LATAM and EMEAR
• Cloud Partner Connections Event TODAY from 4-6
• Goal of >6K connections in FY17

Pilot Virtual Cisco Live Berlin Partner Summit Cloud Partner

Event Nov 2016 February 2016 March 2016 Connections
1000+ VARs / 469 Matches VARs, Cloud Partners 69 GTM Matches Cisco Live Vegas 2016
and Solution Partners
205 Attendees
(Goal 100-150)

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SaaS and Cloud Strategy for ISVs
Partner
Connections Event
Cisco ISVs
and Cisco Cloud Partners
4:00 – 6:00 PM Reminder: Partner Dashboard
Update Your Solutions
 On-Premise
 SaaS
 Both

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Incentives
Cisco Referral Program (CRP)

What: Referral reward program designed for Cisco partners who

influence demand for Cisco products through a consulting or
solution practice.

IS
Key Features
• 4% reward of net value of product bookings
• Applicable to enrolled partners when acting as the
influencer or consultant in an opportunity
Deal Eligibility
• Net-new business to Cisco and substantially
assisted or driven by the Influencer
• Private sector only
(public sector deals are not eligible)

www.cisco.com/go/crp
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Cisco Enterprise Solutions
Looking for a Few Good ISVs

Business and Digitization Solutions Security ISV

City Operations and IOT Catalog Offer Framework

ISV
Framework

Amplify Commercial Roadmap Cisco Live New WX and

Markets and GSX CX Offers

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The Path to Digitization
Is the Cisco Digital-Ready Network
Global integration and Go-to-Market Opportunity for Cisco Solution Partners
Cisco Digital Network Architecture

Security / ISE www.cisco.com/go/dnapartners

Automation / APIC-EM Analytics / CMX Networks Reimagined

Virtualization / Network Elements

You’re invited to an exclusive webinar on Wednesday, September 21 @ 8-9 AM PST.

Look for your invite for the Digital Ready Network Webinar after Cisco Live.
Register

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public
Solutions Awareness Campaign
Create More Awareness of Solutions and Drive More Channel
Partners to the Solutions Showcase

The Approach Campaign Results

• Targeted channel
partners through a
variety of media Percentage of channel

38 % partners who went to

• First phase tested
different channels
Solutions Showcase
from the Campaign
• Tested a variety of
messages and ads “Channel-ready solutions”
“Better business outcomes”
“Boost your portfolio”

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public
Solutions Awareness Campaign Plan
FY16 FY17

Partner Summit Partner Success Cisco Digital Cisco Partner Cisco Social
Keynotes Stories Channels Connections Events Channels

Tell Us Your Story

Contest

Drive more
channel partners
to the Solutions
Promote stories Content Share success Tell your stories
Showcase
through ads on Syndication to stories through and promote your
Google, Yahoo, promote your Twitter solutions
Bing, etc. stories

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public
 What Solution
Partner Program
Benefits Are the
Most Valuable to
You?

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Ease of Doing Business
Marcia Harlow
Senior Manager, Solution Partner Program

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 Maximizing Your Program Benefit Consumption

Events Based
Icons Identify
Completed
Available:
• Criteria met
• Criteria not met Support
Action Buttons
Submit a Solution

Contact Us
“How To VODs” Resources

https://solutionpartner.cisco.com/site/spp/dashboard/

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public
Upgrade to Preferred Solution Partner Tier
Requirements:
• 1 Solution Current Cisco Compatible
• 24 X 7 Customer Support

Examples of Added Benefits:

• Increased Agent Based Case Support

• Increase Dedicated Sandbox Hours (+80)

• Opportunity to apply for Solution Incentive

Program (SIP) / Solutions Showcase

• Better Marketplace search display

Have You Taken Advantage of

Upgrading Your Membership Yet?

https://solutionpartner.cisco.com/site/spp/dashboard/

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public
Technology Support
Customer Connection Communities Now Open to Solution Partners

Virtual User Groups

Benefits
• Briefings on Technologies
• Early Adopter and Beta Trials
• Technical and Roadmap Briefings
• Advisory Groups - Influence Product Direction
• In-person meet-ups starting Fall 2016
Tracks
• Collaboration; Enterprise Networks; Security (new)
Requirements
• Customer and/or Partner relationship
• Become a Member—that’s it!
Join Online

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Partner Support
Coming Soon ….Information When and How You Need It!!

Online Digital Help (Coming Soon)

• Embedded within Your Dashboard
• Intuitive Search
Video on Demand (VODs) On Your Dashboard
• Welcome and Introduction to Your Dashboard
• Publishing Your Solution to Cisco Marketplace
• More on the way…
Orientation Webinars
• New Partners and/or New Partner Contacts
• Next session: August 17th

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Cisco Marketplace Proposed Enhancements
Technology Solutions Catalog

Shift From Product Centric To Consumer

Coming Soon
Friendly Search
Browse By Category

Analytics >
Cloud >
Collaboration >
Data Center >
Digitization >
Advanced Threat
Networking >
Content
Security >
Networking
Unified Computing >
Interface Redesign Physical
Carousel Curation
 Flexible Content SAMPLE ONLY
 Promotional Opportunities
© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public
Solution Specific Proposed Enhancements
Solution Versioning
Elimination of Solution Specific Versioning
 Get your solution approved by Cisco once
 Build your MarketPlace storefront once
Cisco Compatible Certification
Transition from version specific to calendar timelines
Certification active for 24-36 months
Auto notifications as certification nears expiration
Resubmit: New certification required (Yes / No)
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 How Can We
Evolve the
Solution Partner
Program to
Help You More?
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Solution Partners Steps to Success
Virtual and Live
Events to
SELECT Connect Solution
solutions Partners and
Financial VARs
promoted to
Incentive for Shark Tank Talks and
VARs Via Speed Dating
VARs to
Showcase
Integrate 3rd Certified and
Party Solutions SIP Approved Partner
into End Connections
Customer Deals
Solutions
Showcase
Share a SIP
Success Story: Approved
Partner
Ecosystem
Solution
Certified a t i on
Cisco Compatible Am plific
Solution
a se d
Published in Cisco Incre
Marketplace
e ne s s
Awar

na l
datio
Route Foun
to Revenue

Value to Ecosystem
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Thank you

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 Cisco Leadership Teams
Making
Connections: IS
Regional Teams:
Americas; EMEAR; APJ
Who’s in the
Room?
DevNet

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Digital Solutions:
Offer Extension Framework

Solutions: Top 3 Priorities for Cisco

Cisco Live San Diego Announced

• Introduced Horizontal Practices and Business
Outcome Strategy
• Discussed aligning ISV’s to accelerate verticals
• Building new Routes To Market for ISV’s through
Cisco Integrators

Demand
• FY16 YTD: $130M in Digital Solutions using this
Business Outcome Sales approach

Open This Route to Market for ISVs

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Cisco Marketplace Enhancements
Solutions Showcase
Coming Soon!
Simple Access to All
Sales Enablement

How To Sell
Sales Connect
SIP Registration
Solutions Showcase …
(Carousel Curation and Enhanced Search)

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public
 Maximizing Your Program Benefit Consumption

Events Based
Icons Identify
Completed
Available:
• Criteria met
• Criteria not met Support
Action Buttons
Submit a Solution

Contact Us
“How To VODs” Resources

https://solutionpartner.cisco.com/site/spp/dashboard/

© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public
 Based on the
content provided
today, what is the
most valuable to
you?

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Solutions Awareness Campaign
Create More Awareness of Solutions and Drive More Channel
Partners to the Solutions Showcase
The Approach Campaign Results Totals
8K
• Targeted channel
partners through a
variety of channels
• First phase tested
different channels 87
• Tested a variety of
messages and ads 4.6M
Number of clicks
38
on the ads %
Followers
Gained
The number of times your
solutions were displayed
Percentage of channel
“Channel-ready partners
solutions”
who went to Solutions Showcase
on the social channels in “Better business outcomes”
from the Campaign
our campaign “Boost your portfolio”
© 2016 Cisco and/or its affiliates. All rights reserved. Cisco Public