2017 Cloud Partner Programs Guide Details

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Cloud and Managed Services Program

U.S. Headquarters1
San Jose, CA 95134
U.S. HQ phone number408-526-4000
Year Company Founded1984
CEOChuck Robbins
Worldwide Channel ChiefWendy Bahr
TitleSenior Vice President, Global Partner Organization
Date Began Serving In This Role7/1/15
North American Channel ChiefRick Snyder
TitleSenior Vice President, Americas Partner Organization
Date Began Serving In This Role7/1/15
North American Cloud Channel Program ManagerGrace Lo
TitleGlobal Director, Business Development, Global Partner Organization
Email Addressgracey@cisco.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2012
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.The Cloud and Managed Services Program (CMSP) is for Cisco Partners that have invested in Cisco technologies to offer cloud and / or managed services to their end customers. The services are hosted by the partners utilizing Cisco hardware, software and services. In order to be approved within the program, a partner must go through an external audit by a third party vendor that verifies their service delivery capabilities. There are three levels within the program: Master, Advanced, and Express. A partner at the Master level must offer at least two Cisco Powered services. An Advanced Partner must offer at least one Cisco Powered service. The Express level partner is required to build at least two cloud and/or managed services using Cisco technology based on a Cisco Reference architecture. A Cisco Powered service has specific technical requirements for each, as well as training requirements to ensure that partners can deliver enterprise-class services. The Cisco Powered services portfolio includes a total of 20 services, nine being cloud services: • Infrastructure as a Service • UC as a Service Based on HCS • Contact Center as a Service Based on HCS • Video and Telepresence as a Service • Desktop as a Service • Disaster Recovery as a Service • Cloud Cell Architecture for SAP HANA • Hosted Security as a Service • Architecture for the Microsoft Cloud Platform
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.Partners that join CMSP go through a thorough two-day audit that verifies their service delivery capabilities and ensures that their service offerings meet Cisco's requirements. Additionally partners at the Master and Advanced level also certify their services against strict Cisco Powered service requirements. Partners can then leverage both the Cisco brand as a channel partner and the Cisco Powered brand when marketing their services. Financial incentives are also a key part of the value proposition. Partners in the CMSP Program can enroll in the Value Incentive Program and receive back-end rebates on eligible products. They can also choose to receive upfront discounts from the Simplified Pricing incentive which gives them the predictability they need for their portfolio of service offerings. Products purchased under Simplified Pricing can also be combined with the Technology Migration Program. Finally, partners can also leverage several go-to-market benefits. Market Development funds offer partners with support in activities related to demand generation for their offerings. Business Acceleration Benefits offer select partners special funds to kick start and accelerate the development of new services. Cisco also offers account manager compensation on certain services and partners can have their own microsite in the Cisco Marketplace to feature their offerings.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?260 partners offer one or more Cisco Powered cloud services with Cloud and Managed Services Program for channel partners.
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
Hosted Collaboration: video, voice and meeting
In what areas does your company currently have a Public Cloud Service?
Cloud Applications/SW
Cloud Management
Cloud Security
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as agents
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Technical certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
Cisco Sales may be compensated to create demand for Providers' offers
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Special financing or leasing of equipment for Cloud Builders or Service Providers
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
Fixed upfront discounts, business acceleration funds *, Back-end VIP rebates on eligible SKUs, both Title Held and Title Transferred.
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Not Applicable
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Business planning requirements
Certified/accredited sales staff
Marketing plan
Technical certification requirements
Valid website
ITIL Certification. Partners must offer at least two Cisco-based Cloud/Managed Services and are audited on their service delivery capabilities by a third-party vendor. A Cisco-based service is built on a Cisco reference architecture; see examples at the Cisco Design Zone
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