Cisco to Retire Express & Advanced TelePresence Video ATP Programs

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1 The following is based on current information from Cisco and is subject to change October 17, 2014 Cisco to Retire Express & Advanced ATP Programs Cisco has announced that the ATP (Authorized Technology Provider) programs for Express and Advanced will be retired effective October 27th, The Master ATP will remain in effect. Current ATP partners will have the option to complete the new specialization requirements by the end of July of Until that time, all ATP partners with Select or higher level certification will continue to be eligible for Opportunity Incentive Program (OIP), Solution Incentive Program (SIP), Value Incentive Program (VIP) and promotions. ATP designations will remain with partners until they have completed the new specializations or until the end of July 2015 when the ATP designation for Express and Advanced will be removed. Specialization replaces ATP with Express & Advanced Specializations Now moving to video specialization, the announcement comes with news that all Cisco partners will have the opportunity to sell products from Cisco s TelePresence portfolio including endpoints, infrastructure and software. Partners will have the option and are encouraged to complete Express Video Specialization (EVS) or Advanced Video Specialization (AVS) testing to be eligible for VIP and other related sales incentives including SIP and promotion discounts. OIP will remain available to Cisco partners with Select or higher level of certifications. Demo/Lab Equipment Requirements Eliminated Also announced as part of the transition to Video Specialization, Cisco has removed requirements for EVS and AVS partners to purchase and maintain demonstration/lab equipment. While no longer mandatory, partners may still take advantage of NFR discounts to utilize and demonstrate TelePresence technologies. New and deeper NFR discounts are being introduced for interested partners. Discounts will be as great as 80% for hardware, 92% for software and 75% for services. With the demo/lab equipment requirement removed, partners may sell currently owned NFR purchased TelePresence products that were previously required to meet ATP requirements. Express Video Specialization The Express Video Specialization (EVS) replaces the former Express ATP. EVS partners will enjoy all of the benefits of the specialization including access to all TelePresence products previously available to Express ATP partners and Advanced ATP partners. When the EVS requirements have been met, the partner also receives Select Certification making them eligible for deal registration and OIP discounts. EVS partners will additionally be eligible to enroll for VIP discounts on products specifically listed for EVS partners in the next VIP enrollment period. Advanced Video Specialization Like EVS, Advanced Video Specialization (AVS) partners will have access to the full Cisco TelePresence portfolio excluding immersive technologies. AVS partners will additionally receive Premier Certification for completing AVS requirements. In addition to deal registration OIP incentives, AVS partners will receive greater rebates on all TelePresence products included in the next and subsequent VIP incentive programs.

2 EVS & AVS Specialization Details Any Cisco partner may now self-determine the level of specialization they achieve through Cisco training and testing. Training participation is not mandatory, however testing by each required role is. EVS partners must have two different individuals fulfill two roles, Account Manager and Systems Engineer. AVS partners must have three different individuals fulfill one of three roles, Account Manager, Systems Engineer and Field Engineer. There are no demo/lab equipment requirements. The 18 hours of AM and SE training and testing by partners may be counted towards Express Collaboration Specialization (ECS). Training & Testing Costs for EVS & AVS As with all Cisco specializations and certifications, partners are not required to participate in training. They must however pass the tests for each role of the certification or specialization. The tables below outlines the classes, tests and fees associated with the EVS and AVS specializations. (EVS) Express Video Specialization Training & Testing Role Course Course Cost Course Duration Exam Exam Cost Exam Duration Account Manager (AM) Cisco Video Solutions Sales Course (CVSS) $0.00 3hrs Cisco Video Solution Sales Representative ( VSSR) $ hr Engineer (ENG) (AVS) Advanced Video Specialization Training & Testing Timelines Review Solution Part 1 (VTVS1) $ hrs Solution Part 1 ( VTVS1) $ :15hr Role Course Course Cost Course Duration Exam Exam Cost Exam Duration Account Manager (AM) Cisco Video Solutions Sales Course (CVSS) $0.00 3hrs Cisco Video Solution Sales Representative ( VSSR) $ hr Engineer (ENG) Field Engineer (FE) Solution Part 1 (VTVS1) Solution Part 2 (VTVS2) Instructor Led $ hrs $4, hrs Solution Part 1 ( VTVS1) Solution Part 2 ( VTVS2) $ :15hr $ :30hr October 27, 2014 Any registered or higher level of partner may start the process to achieve Express or Advanced Video Specialization. The Telepresence ATP invitation process is retired. Current ATP partners may begin transition to EVS or AVS July 25, 2015 Express and Advanced ATP TelePresence partners must complete transition to Express or Advanced Video Specialization. ATP Video designations will be removed from partner information in the Cisco Partner Locator.

3 Partner FAQ Q: Why is the ATP being retired? A: ATP programs target emerging and advanced technologies that are offered through select partners who are invited to participate. Partners in ATP s generally have a larger investment in demo and lab equipment needed to drive growth of the new or emerging technology. Most ATP s expire at a point where the technology has reached mainstream acceptance and Cisco has the awareness and resources to support a broader set of partners. Q: What are the new TelePresence designations? A: Cisco is replacing Express and Advanced TelePresence ATP s with Express Video Specialization (EVS) and Advanced Video Specialization (AVS). Q: Is specialization required to sell TelePresence? A: No you do not need to be specialized to sell Cisco TelePresence, but it is highly encouraged. Any registered Cisco partner may now sell TelePresence with the exception of specific products only available to the Master Telepresence Video ATP partner. Those are primarily the immersive TelePresence systems. Q: If I don t need to be specialized to sell TelePresence, then why do it? A: A significant element of partner profitability is achieved through incentives like VIP and available Cisco promotions. Partners that are not specialized will not have access to these incentives. Q: Why Advanced Video Specialization versus Express Video Specialization? A: Advanced Video Specialization has a higher level of VIP incentive across a broader set of SKUs than does the Express Video Specialized partner. While any partner may sell TelePresence, there are SKUs associated with each specialization level. The specialization level of the partner determines the SKUs where VIP rebates are applicable and the percentage of the rebate that will be paid. Additionally, Cisco offer promotions each quarter. Your level of specialization (and the products associated with that specialization determine eligibility for that promotion. Q: What about the Opportunity Incentive Program (OIP)? A: OIP remains available to all partners who have achieved Cisco Select Certification or higher. Express Specialization includes Select Certification and Advanced Specialization includes Premier Certification. Partners must still apply and click-through on the agreement, but separate training and testing for Select and Premier are not needed for the video specialized partner

4 Partner FAQ continued Q: Do I need to purchase demo or lab equipment for EVS or AVS? A: No. There are no requirements for demo or lab equipment. However, Cisco is offering aggressive NFR discounts for partners who do want demo/lab equipment and it is encouraged. Q: Is there a deadline for an existing Telepresence Video ATP partner to complete the new specializations? A: There are no requirements for any partner to complete specialization to sell TelePresence. However, the ATP designation for TelePresence that is shown on partner details at the Cisco Partner Locator and any designation of ATP will be eliminated for current ATP partners on July 25 th Without Express or Advanced Video Specialization, there will be no indicator to customers or Cisco employees that you are an active, trained Cisco reseller of TelePresence technologies. Q: Do we need to attend training and test through for Video Specialization? A: No and yes. Training is never mandatory however testing is. The testing should be very similar to that you have already completed if you are a current TelePresence ATP partner. Q: What about Express Collaboration Specialization (ECS) and Advanced Collaboration Architecture Specialization (ACAS)? A: These are different specializations that authorize a partner to sell both TelePresence and Collaboration products including the Business Edition 6000 and 7000 products (Call Manager). The good news is that 18 hours of the training and the testing for the AM and SE roles may be applied to these specializations if you choose to participate. Q: So I can sell the entire TelePresence portfolio with or without the new specializations including endpoints, infrastructure and software. I understand that Jabber Video is end of life in March. What do I sell as a software client to replace it? A: This is where it makes sense to consider ECS or ACAS among other reasons. Cisco s migration for Jabber Video is to Jabber UC which runs on Call Manager. Only ECS and ACAS partners are authorized to sell Call Manager and the Jabber UC product. The end of life of Jabber Video (formerly Movi) was inevitable. ECS and ACAS specializations remain options for partners seeking to move with Cisco into their next generation of call control for voice, video, IM/P and web conferencing.

5 Acronym Key ATP EVS AVS OIP SIP VIP AM SE FE NFR ECS ACAS Advanced Technology Provider A partner and partner program with authorization to sell from an portfolio of emerging technologies such as TelePresence Express Video Specialization New specialization for selling TelePresence replaces Express ATP Advanced Video Specialization New specialization for selling Telepresence replaces Advanced ATP Opportunity Incentive Program Discounts made available for registered and approved deals Solutions Incentive Program Discounts made available for registering solutions with Cisco integrated that will be sold as packages Value Incentive Program rebates on specific SKUs sold by qualified partners. Partners must register in each VIP period to be eligible Role name for Account Manager for Cisco training purposes Role name for Systems Engineer for Cisco training purposes Role name for Field Engineer for Cisco training purposes Not For Resale Cisco demo/lab special discounts Express Collaboration Specialization Express level authorization for Cisco Collaboration and access to sell the Business Edition 6000 (BE6K). ECS includes Express Video Specialization and provides partner with Premier level certification with Cisco Advanced Collaboration Architecture Specialization Advanced level authorization for Cisco Collaboration and access to BE6K and BE7K (enterprise Call Manager). ACAS includes Advanced Video Specialization and provides partner with Premier level certification with Cisco