Cisco Powered Services Catalog Partner Handbook. Version 1.0 November 2015

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1 Cisco Powered Services Catalog Partner Handbook Version 1.0 November 2015

2 You and Cisco. Together. If you re a member of the Cisco Cloud and Managed Services Program offering Cisco Powered services, or have earned the Master Cloud Builder Specialization, this catalog is for you. When you partner with Cisco, you become a member of the Cisco Partner Ecosystem, backed by the industry leader in networking technology. This handbook offers step-by-step processes to manage your company s presence in the Cisco Powered Services Catalog. It also showcases some of the key benefits and marketing tools associated with Cisco Powered or the Master Cloud Builder Specialization. Follow the navigation above to find exactly what you re looking for. As you move through this handbook, keep an eye out for these icons. What Is This? Describes key features and topics. Why Should I Care? Describes important benefits and gives insight into a topic. How Do I Do This? Describes processes or steps. 2

3 About the Cisco Powered Services Catalog As an industry leader in cloud and managed services, Cisco offers the Cloud and Managed Services Program for partners offering Cisco Powered services, as well as the Master Cloud Builder Specialization program. Both programs are proven methodologies to deliver enterprise class cloud services. Our customers know that Cisco Powered is their trusted choice for cloud and managed services from you, our validated partners. As part of our commitment to you, Cisco encourages customers to engage with local and global Cisco Partners for an unlimited choice of consumption models and services. The Cisco Powered Services Catalog, a key component of the Cisco Marketplace, provides you with a storefront on Cisco.com. Here, you can promote your service offerings, connect with customers and resellers, and generate leads to accelerates sales. The Cisco Powered Services Catalog is a website that allows you to reach cloud customers and promote your cloud and managed service offerings. Visitors to the catalog will have several ways to search for your services, such as by country, service or industry. In the Cisco Powered Services Catalog, you can: Promote your solutions Generate leads Accelerate sales Expand online sales channels What is This? Why Should I Care? How do I do this? 3

4 The Cisco Powered Services Catalog Site Map The Cisco Powered Services Catalog is the primary Find a Partner call to action in Cisco cloud awareness campaigns. It is designed so the customer can easily search for a partner based on services, country, and other factors. Once a customer enters your storefront, they will find your company description, website, locations and the service descriptions and content you choose to include. And, to help you manage your storefront, you ll find there is a direct correlation between the content in the catalog and your Partner Dashboard. Partner Logo Partner Company Cisco awareness and demand generation activities Partner Dashboard to manage catalog presence. 4

5 Before You Begin - What to Have on Hand Before starting to build your company presence in the Cisco Powered Services Catalog, please make sure to have access to the following materials or have them on hand. A Cisco.com User ID We recommend that all individuals who need a Cisco.com User ID obtain one before starting the online application process (see Authorized legal representative below). You will need a Cisco.com User ID to log in and access information that is not publicly available. Please note that if you are not authorized to sign associated agreements with Cisco, your company s legal representative will also need a Cisco.com User ID in order to sign electronically (see below for more details). If you or your legal representative does not have one, it s easily obtainable by clicking here. You must be associated with your company in the Cisco Partner Database. If not, you will need to align your CCO ID to your company through the Partner Self Service tool. Authorized legal representative In order to sign electronically, you must be authorized to sign the agreement as your company s legal representative (and provide their contact information). All such individuals need Cisco User IDs to enter the site and/or sign electronically. Image files Logo: You will need to provide your company logo. Valid file extensions are jpg or png. Specifications: 24-bit png or jpg, no alpha, full bleed, no border, 170x60 px (png or jpg). Thumbnail Promotion Banners: You also have the opportunity to create banners using thumbnail images to promote content, videos (YouTube only) and demand generation offers. Be sure to have a brief caption with hyperlink ready. Valid file extensions for thumbnail images include: bmp, flg, jpg, png. Specifications: 24-bit png or jpg, no alpha, full bleed, no border, a minimum 170x127 px with an aspect ratio of 4:3. Size limit 15MB. Reseller Recruitment Many partners use the Partner With Us feature in the catalog to recruit partners. Please have handy a link to your online reseller recruitment program. Sales contact The catalog includes a Contact Us feature. Be prepared to provide a contact name (or group name), address and phone number. Cloud Provider Service or Cloud Builder Solution Details As you build your service or solution offerings, each listing provides you three tabs to populate with content: Description, Features and Resources. You should be prepared to provide a brief overview description, a more in-depth description, the key features and a list of resources with hyperlinks. 5

6 Cisco Powered Services Catalog Dashboard Overview You will conduct most of your Cisco Powered Services Catalog management activities within the Partner Dashboard, including building storefronts, managing your service offerings, and managing your contacts in the Partner Self Service Tool (PSS). In this section, you ll find step-by-step instructions for accessing your Partner Dashboard and the activities completed within it. Overview Tab This is the initial Welcome to the Cisco Powered Services Catalog partner page where you have the option of getting a Cisco.com User ID or be given access to the dashboard screen in this illustration. Dashboard Tab All references to Dashboard will bring you to the screen in this illustration. At this level you would sign the terms and conditions, manage your personal profile, and begin building your provider or builder storefronts. My Tasks All activities that you have completed will be marked with a checkmark. The blue open locks signify activities that are open to you but haven t been completed. Cisco Marketplace This will take you to the customer facing Cisco Powered Services Catalog itself. Cloud Provider Services and Cloud Builder Solutions Tab These tabs are used to submit new, or edit existing, services or solutions. Notices This area contains general information and notices from Cisco to our partners. Partner Profile This page is used to view the services, which you are subscribed to, that will appear in the Cisco Powered Services Catalog after it has been published. 6

7 Getting Started Cisco Powered Services Catalog, the Partner Dashboard, and Your Catalog Storefront This section is designed to help you understand and maximize your presence in the Cisco Powered Services Catalog. From how-to s to step-by-step instructions, it will give you what you need to hit the ground running. Use this guide to build an effective, customized storefront, show off your services, attract new customers, and extend your reach. To manage your storefront, you will use your Partner Dashboard, where you will be able to manage your company profile, your associated contacts, your services, and showcase your differentiation. Key Topics in this Section: Dashboard and Storefront Connection Registering Your Cisco.com User ID Building the Profile Adding Services Best Practices Contact Management Lead Generation 7

8 Your Partner Dashboard and Storefronts Are Connected Building the Profile (Provider Profile Example) There is a direct correlation between the content in your Partner Dashboard and your Cisco Powered Services Catalog storefront. Your company name, logo, description, and other elements are visible in your Cisco Powered Services Catalog storefront once they are approved by Cisco. To edit the company name, company description, or add a logo to the storefront, open the Company Profile tab within your Partner Dashboard. Select the View/Edit link and edit as needed. See which elements in your Partner Dashboard Company Profile correlate with your storefront below: Partner Dashboard-Provider Profile Cisco Powered Services Catalog Partner Logo Partner Company Company Name Description Logo 8

9 Your Partner Dashboard and Storefronts Are Connected Building the Profile (Provider Profile Example Continued) The catalog also provides an opportunity to showcase your thought leadership content, videos or demand gen offers through thumbnail banner images. You can also list the countries you offer services in, a function through which to gather leads and an option for reseller recruitment. Partner Dashboard-Provider Profile Thumbnail Banner Images Cisco Powered Services Catalog Sales Leads Partner Logo Partner Company Countries Reseller Recruitment Did you know? You can upload videos, photos, demand gen offers, thought leadership content and services information to appear in the Cisco Powered Services Catalog. 9

10 Your Partner Dashboard and Storefronts Are Connected Adding Provider Services or Cloud Builder Solutions (Part 1 of 2) The catalog provides an opportunity to spotlight your cloud and managed services or builder solutions based on your Cisco Powered service or Master Cloud Builder Specialization. A brief listing of your services or practices and competencies are auto-generated and listed immediately beneath the corresponding tab. Within this section is your opportunity to promote and provide detail around each of your Cisco related cloud offers. To add or edit these elements, open the Company Cloud Provider Services or Cloud Builder Solutions tab within your Partner Dashboard. Select the View/Edit link and edit as needed. See which of these elements in the Partner Dashboard services tab correlate with the storefront below: Partner Dashboard-Provider Services Example Cisco Powered Services Catalog Identifies the Cisco Powered Service for search Partner Logo Partner Company Auto generated by Cisco Partner Database Service Name and Overview Description 10

11 Your Partner Dashboard and Storefronts Are Connected Adding Provider Services or Cloud Builder Solutions (Part 2 of 2) This section is your opportunity to provide greater detail around each of your Cisco related offers. To add or edit these elements, open the Company Provider Services or Cloud Builder Solutions tab within your Partner Dashboard. Select the View/Edit link and edit as needed. See which of these elements in the Partner Dashboard services tab correlate with the storefront below: Partner Dashboard-Provider Services Example Cisco Powered Services Catalog Service or Solution Offering Name and Overview Industry Categories Product Image Option Service or Solution Offering Description, Features and Resources 11

12 Building a Cisco Powered Services Catalog Storefront The Overview Tab You must be a member of the Cisco Cloud and Managed services Program offering Cisco Powered Services, or have earned the Master Cloud Builder Specialization, for access to the Cisco Powered Services Catalog Partner Dashboard. The Overview tab provides entry to the dashboard, or, if you are new to Cisco.com, helps you initiate the process for getting a Cisco.com User ID. Once you have a Cisco.com User ID, the system may then require you to sign the Cisco Powered Services Catalog Terms and Conditions. Once this is signed on behalf of your company, you and your associates will be able to complete other functions in the catalog dashboard. 1 Step One In the top right corner of the page, select Log In. If you do not have a Cisco.com User ID, go to Get a Cisco.com User ID. If you already have a Cisco.com User ID, click on Access your Dashboard here. 2 Step Two If no one from your company has approved the Terms and Conditions, you will be asked to approve before being able to access the dashboard. Click Continue to T&Cs. Review and accept the terms and conditions on the next slide. 3 Step Three You will see a Thank You page. Once you Logout and Continue, you will be returned to the dashboard. The Dashboard and Services tabs will appear under the header. Click on the Dashboard tab. You can download the approved terms and conditions. You can also access your personal or provider profiles. Did you know? Due to the rebranding of the Cisco Powered Services Catalog, all partners are required to sign the updated Terms & Conditions form. To preview the document beforehand, download a copy from the initial Overview tab. Cisco Powered Services Catalog Handbook Program News & Announcements System Updates 12

13 Registering Your Cisco.com User ID If you don t already have one, setting up a Cisco.com User ID is the first step to accessing your Cisco Powered Services Catalog Partner Dashboard. Once you have your own Cisco.com User ID, you can align it to your organization s partner account. Who needs a Cisco.com User ID? All Cloud and Managed Services Program or Master Cloud Builder Specialization contacts on your account. Basically, anyone that would want access to your company s storefront would need a Cisco.com User ID. Why do you need a Cisco.com User ID? It enables you to access the Cisco Powered Services Catalog Partner Dashboard. Your Cisco.com User ID is also required to access other key resources: Cisco Certification and Specialization Application Tool (CSApp) Cisco Powered Services Catalog Cisco Partner Self Service (PSS) Cloud and Managed Services and Master Cloud Builder Specialization assets Cisco Partner Central Channel Partner Locator Tool Cisco Partner Registration Registering for a Cisco.com User ID is simple and should take only a few moments. Click here to begin the process, and follow the steps outlined. Need help? For Cisco.com User ID support-specific issues, web-help@cisco.com. For support on Cisco.com User ID password issues, click here. What is This? Why Should I Care? How do I do this? 13

14 Building a Cisco Powered Services Catalog Storefront Editing Your Personal Profile In order to access the Cisco Powered Services Catalog Partner Dashboard, you must be a member of the Cisco Cloud and Managed Services Program offering Cisco Powered Services, or have earned the Master Cloud Builder Specialization. The Personal Profile option allows you to manage your personal information within Cisco s partner systems. 1 Step One Click on View/Edit Personal Profile. 2 Step Two Click the Edit button to update your Personal Profile information using the Cisco.com Profile Management tool. All changes will be visible the next time you log in to your dashboard. 3 Step Three To return to the Cisco Powered Services Catalog Partner Dashboard, log back into the Overview tab at Select the Dashboard tab. Cisco Powered Services Catalog Handbook Program News & Announcements System Updates 14

15 Building a Cisco Powered Services Catalog Storefront Adding and Managing a Provider or Builder Profile The Provider or Builder Profile options allow you to manage the general company related aspects of your storefront. This is where you can modify your company description as it pertains to your cloud business. Highlight your content, videos and demand generation offers using banner images with captions. Promote your reseller program. Add your company logo. Manage the sales contact for accepting leads. Call out the countries in which you offer cloud services and list your data center locations. 1 Step One Click on View/Edit Provider Profile or Builder Profile. These profiles will only appear if you are a member of the associated programs. 2 Step Two Complete/edit all form fields. Make sure to also upload eye-catching imagery and captions to convey your company s differentiation. Refer to the Before You Begin/What to Have on Hand section of this handbook. When you re done, hit Submit at the bottom of the form. On the Thank You screen, click Return to Dashboard. 3 Step Three Upon approval, a blue, unlocked padlock icon will appear next to the Profile and the message Ready to Publish will appear. Click the green Publish button to complete. It may take several days for the copy to appear in the catalog. Cisco Powered Services Catalog Handbook Program News & Announcements System Updates Cisco Powered Services Catalog Handbook Program News & Announcements System Updates Did you know? Many partners find it helpful to have their catalog storefront open in a separate browser. Some use the copy/paste function from their storefront directly into the dashboard fields and then proceed to update the copy. Be sure to use simple language and bulleted lists. 15

16 Building a Cisco Powered Services Catalog Storefront Adding and Managing a Provider Service or Cloud Builder Solution (1 of 2) The Provider Service and Cloud Builder Solution options allows you to create and manage the service and solutions on your storefront. These services and solutions must tie to the Cisco Powered service or Master Cloud Builder Specialization program. This is where you would list and promote your service offerings. Within this section, the content provided in the dashboard is populated across three tabs. You will have the opportunity to provide a summary overview, and in-depth description, more technical features, and list hyperlinked resources. Cisco will approve the service or solution submission within three business days. 1 Step One From the dashboard, click on the Cloud Provider Services or Cloud Builder Solution tab immediately beneath the My Cisco Powered Services Catalog Dashboard header. 2 Step Two You will see a Your Services screen. To add a new service, click on the blue Add New Services on the top right corner. 3 Step Three Complete/edit all form fields. Refer to the Before You Begin/ What to Have on Hand section of this handbook. When you re done, hit Submit at the bottom of the form. Cisco Powered Services Catalog Handbook Program News & Announcements System Updates 16

17 Building a Cisco Powered Services Catalog Storefront Adding and Managing a Cloud Provider Service or Cloud Builder Solution (2 of 2) 4 Step Four You will be taken to a Thank You screen. Click Return to Dashboard. 5 Step Five Upon approval, you will receive an notification and the service or solution will appear on the corresponding tab of the dashboard, noting approval status. Click the green Publish button. It will take several days for the service to appear in the catalog. Did you know? Many partners find it helpful to have their catalog storefront open in a separate browser. Some use the copy/paste function from their storefront directly into the dashboard fields and then proceed to update the copy. Avoid copying and pasting from word. Use a.txt file to avoid additional formatting carryover. Be sure to use simple language and bulleted lists. 17

18 Best Practices to Make Your Storefront Compelling and User-Friendly Use simple, crisp messaging. Bold and bulleted. Partner Logo Partner Company Provide a contact or alias to respond to requests for information. Provide a link to your reseller recruitment program. List countries and data center locations to show customers where you offer cloud services. Provide compelling copy for the service or solution overview and the three pages of detail per service. Make your storefront more engaging! Upload banner images to promote your videos, thought leadership content and demand gen offers. Use simple taxonomy and labelling so visitors can quickly find what they are looking for. 18

19 Cisco Dashboard and Marketplace Content Requirements Cisco Powered Services Catalog Storefront Field and Best Practices Required Size/Specs Visible on Marketplace General Service or Solution Information Cloud Service or Builder Solution Name Yes 40 characters (with spaces) recommended. Maximum of 90 characters (with spaces) allowed. Yes Company Description: This is the lead-in copy to your company storefront. Should be an overview of the company and the company s cloud business with the call to action to learn more. To keep service information above the fold, the text shouldn t be too long. Avoid copying and pasting from word (use.txt) to avoid additional formatting carryover. Yes 4000 characters Yes Thumbnail Promotion Banners: Images, and associated captions should highlight the company s cloud expertise. Maximum 5 images, recommended between 2 4. Include captions with clear, hyperlinked, call to action (Watch video, Read more, etc.). No Limit 5 count; size limit 15MB; (valid file extensions:.bmp,.gif,.jpg,.png) (24-bit png or jpg no alpha, full bleed, no border, minimum of 170x127 px with an aspect ratio of 4:3) Yes Service Summary: This appears on both the company page as an abstract and as the lead-in paragraph on the service page. Should be an overview of the service with the call to action to learn more. Since this will appear as an overview on the company page, the text shouldn t be too long. Avoid copying and pasting from word (use.txt) to avoid additional formatting carryover. Yes 4000 characters Yes, multiple places Description: This is the default tab that will be showing on the page. Include information specific to the solution, as well as key statistics and messages that would entice users to learn more. Links can be added throughout. Formatting can be updated to call out individual points (bold text, bullets, etc.). Be mindful of spacing to limit excessive scrolling. Avoid copying and pasting from word (use.txt) to avoid additional formatting carryover. Yes 4000 characters Yes Features: Should be bullets for easy reading. Should be concise and relevant to compare to competitors. Yes 4000 characters Yes Chart continues onto the next page. 19

20 Chart continued from previous page. Field and Best Practices Required Size/Specs Visible on Marketplace Videos: Should not exceed more than 5 videos. Must be YouTube links. Should include a company/solution overview video as the first placement if available. No Limit 5 videos; Videos must be submitted from YouTube only. Format of the URL must be changed to upload properly (for example, if the YouTube url is watch?v=rg8fphfgw7m, it must be modified to youtube.com/v/rg8fphfgw7m for upload to catalog storefront). Yes Service or Solution Page Images: These are unique to each solution. First image should directly tie to, or promote, the solution, similar to a banner ad. Maximum 3 images, recommended between 1 3. Include very brief captions to help describe the image. No Limit 3 images; size limit 15MB; (valid file extensions:.bmp,.gif,.jpg,.png) (24-bit png or jpg no alpha, full bleed, no border, 460 x 200 pixels) Yes Supporting Collateral: Provide hyperlink to content. Include data sheets, spec sheets, overviews, etc. if available. Maximum 20. Recommended between 4 8. No Limit 20 count maximum. Descriptive title to be hyperlinked to content. Provide full URL of link location. Content must be on a publicly accessible site (non-vpn site). Yes 20

21 Contacts and Company Management From the Cisco Powered Services Catalog Dashboard, you can manage your contact and company information by linking to Cisco Partner Self Service found here. The authorized Legal Representative who initially conducted the registration with Cisco is automatically considered to be the Administrator for your company in the Cisco Partner Self Service tool. It is strongly recommended that the Administrator add at least one additional contact to function as co-administrator immediately. On an ongoing basis, these Administrator(s) will add, delete, or edit contact information related to your membership and the corresponding individuals at your company. Additionally, company information (like address changes, etc.) can be edited. All of these actions are performed in the Partner Self Service, which is accessed from your Cisco Powered Services Catalog Partner Dashboard. Note: Any contact associated with your organization in the Cisco Partner database will receive a copy of each notification. Did you know? These actions live in the PSS, open in a new browser window, and feature a link to the PSS User Guide as well. 21

22 Lead Generation Through the Cisco Powered Services Catalog 1 Step One In order to submit a lead or request more information, visitors to your storefront can click Request Information at the top of the solution page, and they will be prompted with a form specific to that storefront. 2 3 Step Two Visitors complete the brief form and submit it. Step Three The individual or group alias identified as a sales contact in the Provider or Builder profile forms will receive leads from users requesting information from your catalog storefront. To ensure that leads are directed to the correct people, make sure your contacts are up to date. 22

23 Go-to-Market Assets & Programs Whether you are a member of the Cloud and Managed Services Program or a partner with the Master Cloud Builder Specialization, you are eligible to access and use a variety of resources and programs, from building and testing to marketing and selling your services or solutions. You have opportunities to engage with the Cisco ecosystem, Cisco field and Cisco customers. This section provides an overview of the go-to-market assets and programs available to support your sales initiatives. Key Topics in this Section: Getting Involved: Partner Central Communications Training and Events Endorsement Tools: Branding Assets Press Release Support Go To Market Support: Go-to-Market Resource Center Cisco Powered Partner Marketing Kits Financial Rewards: Incentive Programs Market Development Funds 23

24 Partner Central Cisco Partner Central is a bank of content, assets and resources you can take advantage of to better market and sell your solutions. Click on each asset to visit that section of Partner Central. Partner Central Home Events Marketing Velocity Sell and Market Cisco Solution Partner Locator Tool Technical training and marketing/networking. Virtual events, marketing best practices, guides, and cheat sheets. Architecture and solutions; stay current on strategy and positioning. All Cisco Partners are featured in the Cisco Partner Locator Tool. 24

25 Communications Cisco is dedicated to keeping you up to date on news and industry updates. There are several communications that go out to members of the Cloud and Managed Services Program and Master Cloud Builder Specialization program including newsletters, Power Hour Webinar notifications, and messages through various social media outlets. To receive these communications directly, you ll need to be listed as a company contact. For more information on managing your contacts, click here. Join the Cloud and Managed Services Partner Community for timely information, direct interaction with Cisco business and technical architects, and collaboration with other Cloud Partners. And be sure to read the Cisco Powered Blogs or additional insight from Cisco and our partners. And, don t forget! Be social! Like Cisco Powered on Facebook Powered on Twitter 25

26 Training and Events Cisco also offers sales, marketing and technical training and events to help inform you about updates to the technologies and programs. In addition, there are key event opportunities live and virtual that you can take advantage of to build your market presence. To learn more about Cisco s training and events for Cisco Partners, particularly the ever-popular CiscoLive events, visit the Cisco Training and Events site. Cisco Live events: World of Solutions (opportunities for Cisco Partners to exhibit at CiscoLive events) Virtual events Exhibit in the Partner Village Present in the Cisco Powered Booth Attend the Sales/Marketing and Technical Tracks Visit the DevNet Zone: Meet with Cisco technology experts, learn about new strategies, participate in hand-on activities. Participate in Networking events: Meet with Cisco leadership teams at the global and regional levels, Channel Partners, Cloud Partners, and more. Service Provider Program Meet the Expert Sessions 26

27 Branding Assets Broadcast your accomplishments! You ve invested in your partnership with Cisco. You ve completed training. So, be sure to use the Partner Program logos and banners to promote your relationship with, and take advantage of, the Cisco brand. Asset Type Description Asset Cisco Powered Services Logo For Cisco Master or Advanced Cloud and Managed Services Program (CMSP) Partners who are certified to sell Cisco Powered services and/or Services Resellers partnering with Master or Advanced CMSP Partners to resell the CMSP Partners Cisco Powered services. Use the Cisco Powered logo to promote Cisco validation of your services. Cisco Powered - English Master Cloud and Managed Services Building on your investments in Cisco Powered services, the exclusive Master Cloud and Managed Services designation recognizes Channel Partners at the highest level of achievement. This designation helps you differentiate yourself from other Cisco Partners in the Marketplace. Cisco Master Cloud Builder Specialization Building on your Advanced data center Architecture Specialization, the exclusive Master Cloud Builder Specialization brings data center mainstream by recognizing and rewarding Channel Partners who have proven capabilities to build and deploy cloud-ready, integrated infrastructures based on Cisco solutions and our technology ecosystem Partner Cloud offerings. Use the Master Cloud Builder Partner logo to uniquely position your capabilities. Master Cloud Builder - English Usage Guides Cisco Partners are required to read and strictly adhere to the Cisco Brand Guidelines detailed in the usage guides. Co-Branding with Cisco Cisco Partner Logo Guidelines Cisco Powered Ingredient Logo Guidelines Accessing Logos and Guidelines Cisco Partners can access Partner Program logos and guidelines on Partner Central. Cisco Banners and Logos 27

28 Telling the Tale As you use your relationship with Cisco to build your business, take advantage of these messaging resources to help convey a compelling story to your customers. Cisco Powered: Cisco Powered Customer Facing Presentation Cisco Powered End User Copy Blocks Cisco Powered At-A-Glance Cisco Powered FAQ Cisco Powered Call Guide Cisco Powered Interactive Demo (Kaon) Superior Cloud Performance Cisco Powered Animation Video Move to Cloud with Confidence Cisco Powered Animation Video Cisco Powered Interactive Demo Master Cloud Builder Specialization: Partner Presentation - Short Master Cloud Builder At-a-Glance Master Cloud Builder FAQs 28

29 Press Releases To assist you in promoting your organization s achievements, Cisco has created press release templates and policy and approval guidelines for the Cisco Cloud and Managed Services Program and Master Cloud Builder Specialization partners. Events that are eligible for press release: Successfully meeting the requirements of the Cisco Cloud and Managed Services Program or earning the Master Cloud Builder Specialization. Advancing to a higher level within the programs. Adding a service or solution based on Cisco technology that meets the requirements of these programs. Getting approval: Complete and publish a press release. Follow the steps outlined in the Policy and Approval Guidelines available here. Cisco Partners must adhere to the press release approval process no exceptions. Distribution: Cisco Partners distribute their press releases. Cisco does not distribute. Download Press Release Templates: Specialization Templates Cloud and Managed Services Program/Cisco Powered Templates Click here for more information on Cisco press release templates for Cisco Partners. 29

30 Go-to-Market Resource Center Overview The Cisco Go-to-Market Resource Center (GTMRC) is where you can find prescriptive, step-by-step processes with links to assets, templates, and planning tools to help you build a go-to-market strategic plan for your solutions based on Cisco technology. To access the Go-to-Market Resource Center tool, click here. Go-to-Market Resource Center Modules 1. Business Planning a. Vision and Mission b. Financial Plan c. Objectives and Metrics End-to-End Strategic Planning Process: Selling/Developing a Solution Sales Approach Plan Components and Practical Exercises 2. Market Analysis and Plan a. Market Analysis b. SWOT Analysis c. Market Plan 3. Value Propositions a. Customer Value Proposition b. Cisco Value Proposition 4. Marketing Messaging a. Cisco Marketplace Storefront and Other Collateral b. Case Studies/Success Stories c. Social Media 5. Cisco Engagement Model a. Business Unit (BU) Organization b. Field Sales Organization c. Field Marketing Organization d. Channel Management Organization e. Solution Incentive Program (SIP) f. Partner Locator 30

31 Cisco Powered Partner Marketing Kits Overview If you re a Cisco Cloud and Managed Services Program provider, use these kits to market your Cisco Powered services faster than ever before. The Cisco Powered brand strengthens the value of your cloud solutions and services offerings. Customers benefit from Cisco Powered services designed for their workloads, with a global ecosystem for unlimited choice and proven performance. These marketing kits provide resources to help you communicate the value of providing Cisco Powered services to your customers. They include tools to co-market and sell Cisco Powered cloud and managed services. Partner Marketing Kits: Cisco Powered Partner Marketing Kit Contains At-a-Glance, Call Guide, Copy Blocks (to End Customer), Logo Usage Guide, Cisco Powered Logos, Infographic, Presentation for Customers and Frequently Asked Questions. Cisco Powered Services Partner Marketing Kits Service-specific (IaaS, DRaaS, etc.) kits, each of which contains Co-Brandable ebook, Co-Brandable Infographic, Blog, Copy Blocks and Social Media Cards with Pre-Composed Tweets. Cisco Powered Services Direct Mail Packages Work with your Cisco Partner Account Manager to order these service-specific Direct Mail Packages which include a Content Hub, an ImPACK mailer template and Cisco syndicated webcast. Tele-prospecting is available at an additional cost. A social media playbook is also available at an additional cost. These activities are eligible for MDF funding. 31

32 Financial Rewards Discounts and Incentives Be rewarded for the value you bring. We have a number of partner incentives and promotions specifically designed to increase your profitability and customer satisfaction. Depending on your certifications and specializations, you can take advantage of myriad programs that vary by region and technology. Your partner account representatives will help you ensure you are making the most of these Channel Incentive Programs. Learn more about Cisco s Incentives and Promotions. Cloud and Managed Services Program: Along with the broad Cisco Powered services portfolio and branding, the Cisco Cloud and Managed Services Program offers a suite of financial benefits, including global discounts and incentives to help you maximize your profitability, build customer loyalty, and differentiate your business. By participating in this program, you have access to global discounts based on your program participation level. The Value Incentive Program and Simplified Pricing Discount (for cloud and managed orders only) option enrollment are mutually exclusive in the country group. This allows you to opt in or out every six months. You may continue to leverage the Teaming Incentive Program (TIP), Solution Incentive Program (SIP), Opportunity Incentive Program (OIP) and the Technology Migration Program (TMP) depending on the option you choose each period. Cisco Master Cloud Builder Specialization: By achieving the elite Master Cloud Builder Specialization you will create a strong competitive differentiation. You can facilitate a new generation of IT and cloud services, delivered economically without compromising security or functionality. With the Master Cloud Builder Specialization, you can increase profitability with Value Incentive Program (VIP) rebates. The program also offers Teaming Incentive Program (TIP) and Opportunity Incentive Program (OIP) discounts to help accelerate your business and market growth. 32

33 Cloud Marketing Development Funds Cloud Marketing Development Funds are intended to help you drive demand for your cloud offers. These funds are accrued by Cloud Providers with a Cisco Powered cloud services designation, and partners with the Cisco Master Cloud Builder Specialization. Funds can be used to support ongoing cloud practice enablement as well as demand generation efforts to help you maximize your return on investment. There are several categories of eligible activities to which the funds may be applied, including: Various types of customer events Sales enablement activities Marketing campaigns Assistance in creating success stories or case studies These funds are performance-based, meaning that you execute on your activities first, and then are reimbursed by Cisco. You accrue funds based on a percentage of your annual net cloud bookings, and these funds can be used on a global basis. The annual cap for Cloud MDF is re-adjusted every fiscal year. Your partner account representatives will help you ensure you are making the most of your Cloud Market Development Funds. To find out more about how to use Cloud MDF to grow your business, refer to: Cisco Cloud and Managed Services Program Cloud Marketing Development Funds (MDF) At-a-Glance (PDF, 731 KB) Cloud MDF Overview Presentation (PDF, 1.2 MB) FY16 Cloud MDF for Providers Terms and Conditions (PDF, 245 KB) Cisco Master Cloud Builder Specialization Cloud Marketing Development Funds for Builders - Terms and Conditions (PDF, 224 KB) Cloud Marketing Development Funds for Builders - Overview (PDF, 3.1 MB) Customer Events Sales Enablement Campaigns Success Stories & Case Studies Performance Based Funds accrued on a percentage of net cloud bookings 33

34 Endorsement Tools GTM Support Financial Rewards Business Acceleration Benefits For Cisco Cloud and Managed Services Program Providers Business Acceleration Benefits (BABs) is a discretionary fund that varies by region. It is designed to: Help you train and supplement your staff, enabling you to onboard, create and sell Cisco Powered cloud services more quickly. Complement Cloud MDF in driving demand for your offers. Assist you with optimizing your cloud and managed services business practice. Improve your competitive edge, enable rapid penetration of new markets, and enhance overall business agility while accelerating returns. Partner eligibility rules apply and Business Acceleration Benefits vary by region. Learn more about this fund by downloading the Business Acceleration Benefits Overview Presentation. Your partner account representative can help you determine your eligibility. CMSP Activate Cloud Onboarding Domain 10 Partner Learning Business Transformation Virtual Sales Virtual Systems Engineer Helping you certify your Cisco Powered service faster. Migration as a Service to onboard end customers into your IaaS cloud Best practice framework for cloud success and monetization Grow the breadth and depth of your knowledge on cloud technologies and sales techniques Help Cloud Providers and resellers transform their business to take advantage of the cloud opportunity Funded headcount to accelerate your sales Funded engineer headcount for pre-sales support 34

35 Cloud and Managed Services Program When you re in the Cisco Cloud and Managed Services Program, you can go to market confident that your managed, cloud, and virtual managed services are the most reliable available. Our cloud architectures, services, and offers are backed by our unrivaled support and security. Now you can have a deeper conversation about making the most of the cloud with your customers. And start talking to new ones. Our Partners. Your Business. The Internet of Everything brings amazing opportunities and new things to consider. You ll want to increase your speed of innovation without sacrificing security. Become more agile, not more complex. And do all of it as you adapt to fast-paced change. It s a lot for your team to keep track of while staying on top of day-to-day operations. Our ecosystem of trusted partners is here to help. They ll take the time to understand you. Then they ll work with you to find the right solutions, software, and services for you to grow, simplify, connect, and secure your business. Join Us The Cloud and Managed Services Program is built on a foundation of exceptional enterprise-class Cisco Powered services, which rewards partners who offer Cloud, Managed, or virtual Managed Services. View Infographic (PDF, 405 KB) We invite you to join us and take advantage of the choice of cloud technology and services, financial rewards, branding, training, and go-to-market support. Become a member. Enroll now. Together, you and Cisco are leading the way. Learn more at 35

36 Cisco Master Cloud Builder Specialization Building on your Advanced Data Center Architecture Specialization, the exclusive Master Cloud Builder Specialization brings data center mainstream by recognizing and rewarding Channel Partners who have proven capabilities to build and deploy cloud-ready, integrated infrastructures based on Cisco solutions and our technology ecosystem Partner Cloud offerings across storage, virtualization, and cloud management. By achieving the elite Master Cloud Builder Specialization you will create a strong competitive differentiation and facilitate a new generation of IT and cloud services delivered economically, without compromising security or functionality. This specialization helps you: Differentiate your organization from other Cisco Partners Capture and grow business opportunities in cloud management and virtualization Increase profitability with rebates Accelerate business and market growth Use the Master Cloud Builder Partner logo to uniquely position your capabilities Benefit from partnerships with Cisco technology ecosystem partners Connect with over 300 providers who have hundreds of cloud solutions ready for you to sell This specialization offers Teaming Incentive Program (TIP) and Opportunity Incentive Program (OIP) discounts to help win deals. It also offers Value Incentive Program (VIP) rebates after the deal has completed for added profitability. Additionally, Market Development Funds and dedicated marketing campaign opportunities accelerate your business and market growth. These benefits make the Master Cloud Builder Specialization a strong investment. Learn more about the Master Cloud Builder Specialization or download the Master Cloud Builder - Partner Application Enrollment Process (step by step guide) (PDF, 67.5 KB) 36

37 Useful Links and Contacts (Page 1 of 2) Following is a list of resources to help you maximize your benefits as a Cisco Cloud Partner: Cisco Powered Learn more about Cisco Powered services. Cloud and Managed Services Program Begin the process of becoming a Cloud and Managed Services Program Partner to offer Cisco Powered services. Master Cloud Builder Specialization Learn more about the becoming a Master Cloud Builder. Cisco Partner Ecosystem See how the Cisco Partner Ecosystem helps you and your customers optimize your share of the US$19 trillion Internet of Everything opportunity. Cisco Channel Partner Program The award-winning Cisco Channel Partner programs offer solutions, training, tools, and support to help you and your customers rise above your competition. Channel Program Audit and Policies Understand the requirements that partners must meet to offer Cisco Powered Services or earn the Master Cloud Builder Specialization designation. Incentive Programs Capitalize on partner incentives, discounts, and programs such as OIP, VIP, TIP, and TMP. Channel Partner Plaques and Certificates Order plaques and certificates to display your achievements. 37

38 Useful Links and Contacts (Page 2 of 2) Go-to-Market Resource Center Visit this one stop portal for building a go to market plan for cloud services. Cloud and Managed Services Partner Community Visit frequently for timely information, direct interaction with Cisco busiess and technical architects, and collaboration with other Cloud Partners. Cisco Cloud Solutions Learn more about the Cisco cloud strategy. Cisco.com User ID Registration Sign up for a Cisco.com User ID for access to the Cisco Powered Services Catalog Partner Dashboard. Cisco.com User ID Support Retrieve and/or reset your password or web-help@cisco.com. 38