Cisco Solution Partner Program Handbook. Version 2.0 July 2015

Cisco Solution Partner Program Handbook Version 2.0 July 2015

You and Cisco. Together. If you re an independent software vendor, hardware vendor, or technology partner and want to grow your business, you ve come to the right place. When you partner with Cisco, you become a member of the Cisco Partner Ecosystem, backed by the industry leader in networking technology. This handbook is designed to showcase the benefits of the partnership and take you through all of the marketing tools you will have at your disposal as a Cisco Solution Partner. It also offers step-by-step processes to manage your company s Cisco Solution Partner lifecycle. Follow the navigation above to find exactly what you re looking for to get on the path toward a successful partnership. 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

Cisco Solution Partner Program at a Glance As an industry leader in networking technology, Cisco offers the Cisco Solution Partner Program, providing technical, marketing, and sales resources that help you build and deliver solutions to extend your reach and build your customer base. The Cisco Solution Partner Program will help you promote your solutions and connect with customers to generate leads, accelerate sales and expand online marketing and sales channels. Evolve Relationships & Events Maintain/ Evolve Build GTMRC & GTM Services This handbook is designed to help you each step of the way building your solution based on Cisco technology, creating a Cisco Marketplace Technical Solutions Catalog storefront, achieving Cisco Compatibility, and using branding assets, all the way to preparing press releases to help you reach your audience. Marketing Expertise & Education Core Communications Support Events Marketplace Key Topics in This Section: Solution Partner Ecosystem Framework Program Tier Information Partner Benefits by Tier Solution Incentive Program Cisco Compatibility Value Proposition Opportunities Press Release Case Studies 3

Cisco Solution Partner Ecosystem Framework Advanced The Cisco Solution Partner Program is the main focus of this handbook and is a critical piece of the Cisco Solution Partner Ecosystem. Preferred Solution Partners Solution Partners Strategic Solution Partners Cloud & Managed Services Program Cisco Services Partner Program Master Specializations Certifications Authorized Technology Provider Express Solution Technology Integrator Cisco Partner Ecosystem Partner Plus Gold Select Premier Learning Partner Program Distribution Cloud & Managed Services Global Partner Network Solutions The Cisco Marketplace Technical Solutions Catalog has become a powerful go-tomarket channel, giving your organization and solutions a direct connection to customers and Channel Partners. 4

Solution Partner Systems & Process Management Overview Partner Onboarding (1 x Event) New Partner Application Existing Partner Account Check Legal Vetting Real Company DPL Verification Partner Program Selection Partner Agreement Partner Self Service (Onging) Managing Contacts Company Changes Solution Partners Reseller Partners Partner Registration & Self-Service Solution Partner Lifecycle Mgmt. DevNet Solution Partner Lifecycle Management Manage Solutions Testing Requests Certifications/Designations Go To Market Resources Market Publishing Learning Partners DevNet Annual Membership Payment Technical (Build) Support Technology Resource Centers Agent Based Case Support Testing Support Testing Labs & Sandboxes Certifications 5

Cisco Solution Partner Program Tiers and Requirements As your organization moves up the pyramid, you ll experience additional benefits and resources. Not sure if your Cisco Compatible solution is on a current Cisco technology? Follow the steps described on the Cisco Compatibility Process page. To learn more about getting involved in the Cisco Solution Incentive Program (SIP), click here. To learn about the tiers of Cisco Solution Partners, continue to the next page. SOLUTION CATEGORIES NEW NEW Strategic Cisco Solution Partner Preferred Cisco Solution Partner Cisco Solution Partner By Invitation No Annual Membership Fee Cisco Compatibility 24/7 Support $5,000/$1,500 Complementary Solution 8/5 Support $3,500/$1,000 Platform Ready (UCS) Compatible (IVT/CVD) Co-Resident (BE000/7000) Benefits Increase by Tier Technology Solutions Catalog What is This? Why Should I Care? How do I do this? 6

Partner Benefits by Tier INVITATION ONLY Cisco Solution Partner Preferred Cisco Solution Partner Strategic Cisco Solution Partner Membership Requirements Valid company Complementary solution Approval from Cisco Competitive Office, BU, and WWPO Accept Cisco terms and conditions Everything in Cisco Solution Partner tier plus: At least 1 Cisco Compatible solution 24/7 customer support Line of sight to $1B 360 franchise Customized business plan with joint solutions roadmap Dedicated Cisco Solution Partner resources Global brand ranked in top 10% of category 3 5 documented wins with Cisco in each geography Build/Test/Maintain Benefits Unlimited access to DevNet SDK s, API s, and tech documents Unlimited DevNet communities and community-based support Unlimited access to select shared DevNet Sandbox labs up to 2 users/devices Up to 40 hours of access to select dedicated DevNet Sandbox labs Up to 5 DevNet Agent-based developer/ technical support cases Access to verification testing services (fee/free mix) Not-for-Resale Program Everything in Cisco Solution Partner tier plus: Unlimited access to select shared DevNet Sandbox labs up to 2 users/devices Up to 160 hours of access to select dedicated DevNet Sandbox labs Up to 10 DevNet agent-based developer/ technical support cases PartnerFIRST Participation Eligibility on validated solutions (Cisco Compatible solutions) Everything in Preferred Cisco Solution Partner tier plus: Cisco Architecture Strategy Influence Go-to-Market Benefits Partner Relationship logo and Marketplace banners Customizable storefronts in the Cisco Marketplace Partner Central, Marketing Central, and Go-to-Market Resource Center Unlimited access to business and technical webinars Passes to Cisco Solution Partner Forum at Cisco Live Cisco Event Sponsorship opportunities including World of Solutions Increased presence in Cisco Marketplace Eligibility to apply for Solution Incentive Program Access to Cisco-approved press release templates Dedicated Cisco Solution Partner Manager Customized business planning Assigned engineering, marketing, services, and sales resources Access to Cisco Executive Forums Annual Membership Fees $3,500 US, CAN, EUR $1,000 APAC, EMERGING $5,000 US, CAN, EUR $1,500 APAC, EMERGING No fees For additional payment information, click here. 7

Your Solutions and Cisco Compatibility Strategic Cisco Solution Partner INVITATION ONLY Cisco Compatibility or Cisco Validated Designs (CVD) Preferred Cisco Solution Partner Cisco Solution Partner As a Cisco Solution Partner, you will have access to marketing assets and tools (collateral, press releases, compatibility logos, etc.) to help promote your solutions, 24x7 support, and a network of other Cisco Solution Partners. To become a Preferred Solution Partner, you must have a minimum of one solution that is Current Cisco Compatible with 24x7 support. Becoming a Preferred Solution Partner gives you the ability to use the Cisco Compatible logo, among other benefits. Take it a step further with a Cisco Compatible Certification. Learn more: Testing and Maintaining Cisco Compatible Certification What is This? Why Should I Care? How do I do this? 8

More Information In the Cisco Solution Partner Program Guidelines on the program website, find key resources to help you get the most out of the Cisco Solution Partner Program. Tier structure Tier advancement Eligibility rules for benefits and entitlements Click here to get the Cisco Solution Partner Program Guidelines. Or jump to the next few pages of this handbook to see step-by-step instructions for maintaining your account and conducting Solution Partner lifecycle activities: Managing company Information Managing contacts Managing solutions Completing a Cisco Compatible Certification Creating your Cisco Marketplace Technical Solutions Catalog Need help? For a quick response, email us at solutionpartnerprogram-support@cisco.com. What is This? Why Should I Care? How do I do this? 9

Getting Started Cisco Solution Partner Program Website, Partner Dashboard, and Cisco Marketplace Technical Solutions Catalog Storefront This section is designed to help you understand and maximize your entitlements as a Cisco Solution Partner. From how-tos to step-by-step instructions, it will give you what you need to hit the ground running. Connect with the entire Cisco Partner Ecosystem through the Cisco Marketplace Technical Solutions Catalog and build an effective, customized storefront, show off your best solutions, attract new customers, and extend your reach. The Cisco Solution Partner Program website is where you will be able to keep up to date on entitlements associated with the program, learn about new benefits for your company, and access your Partner Dashboard. You will conduct most of your Solution Partner activities within the Partner Dashboard, such as managing your company profile, your associated contacts, and your solutions, and building your Cisco Marketplace Technical Solutions Catalog storefront. Key Topics in this Section: Applying to the Solution Partner Program: What to Have on Hand Registering Your Cisco.com User ID Apply to Become a Solution Partner Program Member Payments Adding/Managing Contacts Registering and Managing Solutions Your Cisco Marketplace Technical Solutions Catalog Storefront and Best Practices Not-for-Resale (NFR) Discount Program Cisco Commerce Workspace (CCW) Cisco Compatibility and Submitting Testing Requirements 10

Applying to the Solution Partner Program What to Have on Hand Before starting the online application process for the Solution Partner Program, please make sure you have access to the following materials or have them on hand. This information can also be found here. A Cisco 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. 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 IDs to enter the site and/or sign electronically. Review Solution Partner Program Guidelines and Solution Partner Framework Agreement The appropriate contact at your company will need to review the Solution Partner Program Guidelines (program specifics) and the Solution Partner Framework Agreement before applying, to ensure that your company meets these requirements. For any questions or issues during the application process, email solutionpartnerprogram-support@cisco.com. What is This? Why Should I Care? How do I do this? 11

Registering Your Cisco.com User ID Setting up a Cisco.com User ID is the first step to becoming a Cisco Solution Partner. 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 Cisco Solution Partner Program contacts on your account. Why do you need a Cisco.com User ID? It enables you to access the Cisco Partner Registration Tool to submit your initial partner application and then access the following required resources, when approved: Cisco Solution Partner Program Dashboard Cisco Partner Self Service (PSS) Cisco Solution Partner Program assets Cisco Partner Central Channel Partner Locator Tool 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, email 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? 12

Solution Partner Program Dashboard Overview (1 of 2) You will conduct most of your Solution Partner lifecycle activities within the Partner Dashboard, including building solution storefronts, managing solution information, publishing a subset of content to the Cisco Marketplace Technical Solutions Catalog, achieving Cisco Compatibility, the creation of press releases, and managing your contacts in 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. Three tabs exist at the top of your dashboard and illustrate the typical user flow throughout your lifecycle as a partner. Overview Tab You can always access your main dashboard from this tab, identifying key milestones. This tab is used to submit a new solution for approval, access previously approved solutions, check solution status, and identify any unlocked activities available to you. Solution Tab This page is used to submit new solutions, submit new solution versions, edit existing solutions and identify the completion percentage of each solution. Note: This is the same screen that is seen by a user when first entering the program with the one or more solutions required to participate. Compatibility Testing Tab This tab is used to edit and submit solutions for compatibility testing purposes. Submitting for Cisco Compatibility will also unlock additional partner activities, after approval. 13

Solution Partner Program Dashboard Overview (2 of 2) You will conduct most of your Solution Partner lifecycle activities within the Partner Dashboard, including building solution storefronts, managing solution information, publishing a subset of content to the Cisco Marketplace Technical Solutions Catalog, achieving Cisco Compatibility, the creation of press releases, and managing your contacts in 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. Your dashboard represents key milestones in your lifecycle and your path as a partner. As you complete milestones, other activities are unlocked and you are able to take advantage of more. 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. As news and updates come out, your dashboard will be updated with a notice informing you of the update. This can include new webinars, updates to this handbook, and more. These activities aren t available to you yet, as other items need to be completed first. This location shows a running tally of how many support tickets you have will appear. If you need additional tickets, they can be purchased here. 14

Becoming a Member First Steps If your company is not currently a partner of the Solution Partner Program, registration with Cisco via the Cisco Partner Registration Tool is required. How do I do this: To start this process, visit the Partner Registration page. Users complete initial registration through the Partner Registration (PREG) tool. This tool is only used for partners joining for the first time (an initial registration). Once users complete the partner registration process, you will need to return to your Partner Dashboard to complete the application, which includes providing limited additional information about your company. This process will also be outlined in an email you will receive from PREG upon Cisco approval, which will include a link back to your dashboard. Did you know? Learn more about the Partner Registration in the user guide, found here. 15

Becoming a Member Next Steps After interacting with the Cisco Partner Registration tool, you will need to enter the Solution Partner Program Partner Dashboard and provide the following information regarding one or more solutions to complete your application for membership in the Solutions Partner Program: Solution Name* Solution Version* Align to a Cisco Technology* Supporting Solution URL and/or documentation (PDF, Word, etc) *Required Once submitted, the request will be routed to the corresponding Cisco technology group for review and approval. This process can take up to 72 hours to complete. Once approved, you will be notified via email and will have access to your Partner Dashboard to complete the last few steps to becoming a Solution Partner Program member. Note: Once approved, the following actions will be unlocked and available: Make Payment Complete remaining questions regarding your company s profile 16

Payment Information Solution Partners are contacted via a series of emails during the initial onboarding process as a new Solution Partner (and during renewals) to complete the payment process. Within your dashboard, the payment activity will also be unlocked once it is available to you. Pricing is region and tier specific, based on whether you are a Solution Partner or a Preferred Solution Partner. Users can remit payment via a credit card or, alternatively, use a purchase order. Please note: The Solution Partner Program annual membership payments are managed by Perigee Capital Partners Inc. DBA. You will be directed to the Cisco DevNet website to conduct payment activities, and invoices will be issued by Perigee Capital Partners Inc. DBA via developerprogram.com. 1 Step One Depending on your partner tier, you will receive an email that directs you to the Solution Partner or Preferred Solution Partner payment site. 2 Step Two Visit your dashboard and select the Payment button. 3 Step Three Identify the payment process you d like to use (by purchase order or credit card), and review the instructions. 17

Adding and Managing Solutions Adding, managing and editing solutions are all completed within your Partner Dashboard. Once you publish your solution to the Marketplace (learn more about this process here), the information you provide will be visible on your storefront. For this reason, it s important to make sure content is engaging and up to date. 1 Step One Log in to your Partner Dashboard and select Add New Solution, or if you are editing an existing solution, select View/Edit within the Solution tab. 2 Step Two Complete/edit all form fields, from solution name, to compatibility information, to summary, description and features. Make sure to also upload eye-catching imagery and resources that convey your company and solution within the Resources section. 3 Step Three Select Submit Solution at the bottom of the page to save changes and unlock additional activities in the dashboard. Note: New solutions will need to be approved, which can take up to 72 hours. Within your dashboard, Pending Cisco Approval will appear before it is approved. Once it is approved, a check will appear. 18

Contacts and Company Management From the Solution Partner Program Dashboard, users can manage their 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 Solution Partner Program Dashboard. 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. Note: All contacts in the system will receive all email notifications, including renewals, leads, payments, etc. 19

Testing and Maintaining Cisco Compatible Certification There are many benefits to verifying Cisco Compatibility. Not only will your organization appear higher in the searches of Cisco Marketplace Technical Solutions Catalog storefronts, but your customers can also rely on your solution being compatible with their Cisco technology. The testing requirements include a Cisco Solution Partner Program membership, a registered product listed and approved in your Partner Dashboard, and Cisco Compatibility request/approval. To submit your Cisco Compatibility request, follow the steps below. Also review the IVT/Cisco Compatible section of this handbook for more information. 1 Step One Once you have met certain requirements, the Achieve Cisco Compatibility activity will be unlocked on your dashboard. 2 Step Two You will be notified of testing status. Once testing is complete and successful, you will be notified via email and the status within your Partner Dashboard will read Testing Passed and Requirements Met, and the Cisco Compatible logo will appear on your solution page in the Technical Solutions Catalog. 3 Step Three At this point you re also permitted to use the Cisco Compatible logo publicly and create a press release announcing compatibility for approval. Your solution storefront compatibility tab will also reflect the new Cisco Compatible status and logo (this is applied by the Solution Partner Program office). 20

Cisco Marketplace Technical Solutions Catalog Overview The Cisco Marketplace Technical Solutions Catalog is a website that allows you to reach other Cisco partners, customers, and Cisco employees and promote your solutions. The Cisco Marketplace Technical Solutions Catalog is a website that allows you to reach other Cisco Partners, customers, and Cisco employees and promote your solutions. Visitors to the Cisco Marketplace Technical Solutions Catalog have multiple ways to search for solutions that fit their business needs, such as by Cisco technology, and Cisco compatibility. In the Cisco Marketplace Technical Solutions Catalog, you can: Promote your solutions Generate leads Accelerate sales Expand online marketing and sales channels Did you know? You can upload videos, photos and other content and information and it will appear in your Cisco Marketplace Technical Solutions Catalog storefront. What is This? Why Should I Care? How do I do this? 21

Building a Cisco Marketplace Technical Solutions Catalog Storefront Publishing a Storefront Featuring Your Solution Once you have completed a certain number of activities, publishing to the Cisco Marketplace will become available. A complete list of the required fields is provided in the Marketplace Content Requirements section of this handbook, and are also outlined by checks and locks on your Partner Dashboard. 1 Step One Ensure your solution information is up to date. Within the Solution tab on your dashboard, you can edit all solutions to make sure they are engaging and have the information you would want to convey to the audience 2 Step Two Once you have completed the requirements, Marketplace Profile will become available on your dashboard. Select this button and complete the required fields, including uploading a company logo, contact information, support and more. This will be public-facing information. 3 Step Three Within the Solutions tab, select Submit to Marketplace. Make sure to select Publish Solution for it to appear on the Marketplace. This process can take up to 72 hours to appear in the catalog. Note: The Publish Solution option will only be unlocked to you if you have an approved solution and have completed the required fields necessary to publish your solution to the Technical Solutions Catalog. 22

Best Practices to Make your Storefront Compelling and User-Friendly Combined customer ratings. Simple, crisp messaging. Bold and bulleted. Overview description and 4 pages of detail. Imagery above the fold. You can upload up to 12 images to make your storefront engaging and eye-catching. Leverage your customers. Excellent partner. Resources includes videos, case studies, and data sheets. This tab is the key selling page. Use simple taxonomy and labeling so visitors can quickly find what they are looking for (e.g. Whitepaper-[Organization- Name]-[SolutionName].pdf). 23

Building Your Marketplace Presence With Banners As a Cisco Solution Partner, you are able to include Cisco Marketplace Technical Solutions Catalog banners on your company communications, websites, etc. that can link directly to your storefront. Using these banners on company communications is an easy way for your audience to see that your solutions are based on Cisco technology and will direct users to your listing, allowing them to learn more. These banners come in a variety of colors that will align with your company s brand and are available for download here. Your Company Website Press Release Cisco Marketplace Cisco Marketplace Case Studies Cisco Marketplace Cisco Marketplace Campaigns Cisco Marketplace Technical Solutions Catalog Banners 24

Lead Generation Through the Cisco Marketplace Technical Solutions 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 All individuals identified in as a contact in the Solution Partner Program system will receive leads from users requesting information from your Technical Solutions Catalog webpages. To ensure that leads are directed to the correct people, make sure your contacts are up to date. 25

Additional Promotional Opportunities in the Cisco Marketplace Technical Solutions Catalog As a Cisco Solution Partner, you re eligible to take advantage of additional promotional opportunities. These features, which are selected and managed by the Cisco Solution Partner Program Office, appear just off of the landing page of the Cisco Marketplace Technical Solutions Catalog homepage and include rotating, stacked rows of solutions in various categories (three are shown at any given time). The following categories are featured within these promotional opportunities: Case studies Press releases Just validated Featured industry Featured technologies New Cisco Solution Partners While this feature is an editor s choice, the following requirements must be met and assets provided to be considered for placement: Current news Cisco solution focused Cisco Marketplace Technical Solutions Catalog solution site Document in PDF format Your logo in 80x80 pixel format Interested in being featured? Send the items listed above to solutionpartnerprogram-support@cisco.com. What is This? Why Should I Care? How do I do this? 26

Solution-Specific Consumer Reviews and Ratings Public reviews and ratings allow potential consumers to learn more about your company. Encourage users to review your solution. 1 Step One Reviewers must log in with their Cisco.com User ID to rate and review a solution (this helps ensure valid reviews and provides an opportunity for the Solution Partner to reach out if desired). 2 Step Two Click the desired star icons on the left side of that solution page. 3 Step Three Encourage customers to complete a comprehensive review by clicking on Customer Ratings/Reviews. Did you know? Consumer reviews are visible to all potential customers. 27

Your Partner Dashboard and Storefronts Are Connected (1 of 5) There is a direct correlation between the content in your Partner Dashboard and your Cisco Marketplace Technical Solutions Catalog storefronts. Your company name, logo, description, and other elements are visible in your Cisco Marketplace Technical Solutions Catalog storefront once they are posted. Note: New solutions are not immediately published to the Cisco Marketplace Technical Solutions Catalog. They must be approved before they are published to the storefront. Partner Dashboard-Marketplace Profile Cisco Marketplace Technical Solutions Catalog FPO To access your company page in the Cisco Marketplace Technical Solutions Catalog, click your logo on your solution page. 28

Your Partner Dashboard and Storefronts Are Connected (2 of 5) To edit a storefront, open the Solutions tab within your Partner Dashboard. Select the View/Edit link and edit as needed. See which elements in your Partner Dashboard correlate with your solution storefront below: Partner Dashboard Cisco Marketplace Technical Solutions Catalog Summary Description Features Resources (Supporting collateral and videos) Images (Can define display order) 29

Your Partner Dashboard and Storefronts Are Connected (3 of 5) The information from your Partner Dashboard page can be published to the Support tab on your solution storefront. Make sure the content is up to date, as customers may contact you through the information listed here. Note: New solutions are not immediately published to the Cisco Marketplace Technical Solutions Catalog. They must be approved before they are published to the storefront. Partner Dashboard Cisco Marketplace Technical Solutions Catalog Support 30

Your Partner Dashboard and Storefronts Are Connected (4 of 5) The information from your Videos, Images and Supporting Collateral sections within your Partner Dashboard page are automatically uploaded to the Resources tab on your solution storefront. Images are automatically shown following the solution description. Make sure the content is up to date and images are engaging, as customers may contact you based on the information listed here. Note: New solutions are not immediately published to the Cisco Marketplace Technical Solutions Catalog and must be approved prior to publishing. Users will need to post new solutions, and once they are approved, they will be published within the storefront. Images Downloadable Assets 31

Your Partner Dashboard and Storefronts Are Connected (5 of 5) The information from the Cisco Technology/Product Alignment tab within your Partner Dashboard page is automatically uploaded to the Compatibility tab on your solution storefront. Make sure the content is up to date, as customers may contact you based on the information listed here. Note: New solutions are not immediately published to the Cisco Marketplace Technical Solutions Catalog and must be approved prior to publishing. Users will need to post new solutions, and once they are approved, they will be published within the storefront. Certification & Compatability 32

Cisco Dashboard and Marketplace Content Requirements Company Storefront/General Information Business Information Headquarters Address Billing Address Section Field and Best Practices Required Size/Specs Other Information About Your Company Contacts (only contacts listed as primary will be visible to consumers) General Profile Information Cisco Solution Partner Company Name (Legal Name) Yes 40 characters Yes Company Logo Yes 170x60 pixels Yes Address Yes 255 characters Yes City Yes 60 characters Yes Country Yes N/A Yes (If outside US) Postal Code Yes 40 characters Yes State/Province Yes N/A No State/Province (if not in the list above) Yes, if above not selected 40 No Is billing address same as headquarters address? Yes N/A No Address Yes, if billing separate 255 characters No City Yes, if billing separate 60 characters No Country Yes, if billing separate N/A No Postal Code Yes, if billing separate 40 characters No State/Province Yes, if billing separate N/A No State/Province (if not in the list above) Yes, if billing separate N/A No Web Address Yes 100 characters Yes Description: Include link to website or offer. Include calls to action using formatting. Include key statistics or messaging that outlines why an organization should partner with the company. Contacts Yes 2000 characters Yes Cisco.com ID Yes 40 characters No First Name Yes 40 characters Yes Last Name Yes 40 characters Yes Email Yes 40 characters Yes Phone Yes 40 characters Yes Job Title Yes 40 characters No Type (contact listed as Primary will appear with company information for users) Yes N/A No Role Yes N/A No Visible on Marketplace 33

Cisco Dashboard and Marketplace Content Requirements Solution Storefront Section Field and Best Practices Required Size/Specs General Product Information Solution Name Yes 40 characters Yes Solution Version Yes 10 characters Yes Solution Release Date No Date Yes Summary: This appears on both the solution page and as an abstract on the company page. Should be an overview of the company with calls 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. 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. Features: Should be bullets for easy reading. Should be concise and relevant to compare to competitors. Videos: Should not exceed more than 4 videos. Need to be YouTube links. Should include a company/solution overview video as the first placement if available. Images: These are unique to each solution. First image should sell the solution, similar to a banner ad. Maximum 20 images, recommended between 6 10. Include captions when showing screen shots/processes that are difficult to show. Supporting Collateral: Downloadable files only. Include data sheets, spec sheets, overviews, etc. if available. Cannot link to content. Maximum 20, recommended between 4 8. Chart continues onto the next page. Yes 4000 characters Yes 4000 characters Yes Yes 4000 characters Yes No No No Limit 20 count; Videos must be submitted from YouTube only. Format of the URL must be changed to upload properly (for example, if the YouTube url is http://www.youtube. com/watch?v=rg8fphfgw7m, it must be modified to http:// www.youtube.com/v/rg8fphfgw7m for upload to catalog storefront). Limit 20 count; size limit 15mb; (valid file extensions:.bmp,.gif,.jpg,.png) (24 bit PNG no alpha, full bleed, no border, 460 x 200 pixels) Limit 20 count; valid file extensions: (.aes,.doc,.docx,.pdf,.ppt,.pptx,.txt,.xls,.xlsx,.xml,.zip) Visible on Marketplace Yes, multiple places Yes Yes Yes 34

Chart continued from previous page. Section Field and Best Practices Required Size/Specs Technology Product Alignment Visible on Marketplace Select the Cisco technology category. Yes N/A Yes Select the Cisco technology sub-category. Yes N/A Yes Select the Cisco solution you integrate with. Yes N/A No Select the version of the Cisco solution you integrate with. Yes N/A No Select Cisco Solution Partner solution types. Yes N/A No Other Product Information Name (pulled in from previous entry) Yes N/A Yes Solution or service-specific URL(s) No 255 characters No Supporting Collateral No 255 characters No Support Information Geographic Theaters Yes N/A Yes Customer Support Processes TAC Select your customer support process(es) Yes N/A Yes What are your hours of coverage? Yes N/A Yes Hotline Yes 40 characters Yes Support alias No 40 characters Yes Support Page URL No 40 characters Yes 35

Not-for-Resale Discount Program Overview The Cisco Not-for-Resale (NFR) Discount Program supports all Cisco partners. Since our Solution Partners are building solutions on top of Cisco products, we want to ensure that they have access to Cisco hardware and software at a discounted price for the purpose of building internal labs and demonstration systems. The Cisco Commerce Workspace (CCW) tool is where you can participate in the NFR Discount Program and create deals for purchasing Cisco hardware. Please access the CCW tool here. Not-for-Resale (NFR) Technology Software Bundles for unified communications are available via the Cisco Promotional Software Store here. This program allows Solution Partners to purchase Cisco hardware at varying discounts, depending on geography and technology for use in labs and demonstration systems. Whom Should You Contact for Support Issues? If you or your organization has issues or inquiries during the process, Cisco support is always available. Support is provided by the Cisco Global NFR Support Team (not individual partner program teams or the Solution Partner Program Office): Cisco Commerce Workspace tool issues: Open a case in My Workspace. Technology/configuration inquires: Contact the Partner Relationship Team or your Cisco distributor if you already have a relationship/account. What is This? Why Should I Care? How do I do this? 36

NFR Program Requirements and Discount Types The following are the requirements Cisco Solution Partners must meet to participate in the NFR Discount Program: Must be aligned with the terms and policies of the Cisco Solution Partner Program. Active members across all Cisco Solution Partner tiers (Solution, Preferred, and Strategic) are eligible to receive this benefit. We want all Cisco Solution Partners to use the Cisco gear they purchase at the discounted price to build the best products they can, so Cisco Solution Partners, Preferred Partners, and Strategic Partners are all eligible. The person at your organization creating the deal must be an active contact within the Solution Partner Program account. Solution Partners will need to update contacts associated with the account in the Partner Dashboard to ensure that the person creating the deal has access to the Cisco Commerce Workspace (CCW) tool. The NFR Discount Program has an annual purchase limit based on Cisco s fiscal year (August 1 to July 31). The annual limit is based on net pricing. There are two purchase type options: Not-for-Resale (NFR) Discount Program: This program enables you to purchase typical hardware gear (Cisco UCS, etc.), which represents the majority of purchases. You can access the NFR Discount Program through the CCW tool. Not-for-Resale (NFR) Technology Software Bundles: These include the Unified Communications Software Partner Bundle Offer Kit, among others. They are offered through the Cisco Promotional Software Store rather than through the CCW tool. 37

Plan Your NFR Discount Program Purchases in Advance When planning NFR purchases, take advantage of the pricing tool. It allows you to review product details and costs to help you plan purchases before inputting information and creating a deal within CCW. To access the pricing tool, use the List Price Catalog and select the Price Search tab. Enter the product number and/or description to determine the costs. Did you know? Because the CCW tool is used for activities other than the NFR Discount Program, the processes and terminology may at times cause some confusion. For example, Channel Partners use CCW to fulfill deals with end customers via Cisco distributors. 38

How to Access the NFR Discount Program 1 Step One Visit the Cisco Solution Partner Program website and log in. Select Member Services. 2 Step Two Click the Discounts tab. Here you ll be able to download the Not-for-Resale Guidelines for step-by-step instructions and support. Did you know? Support for this program is provided by the Global Cisco Not-for-Resale Program Team. For questions, open a case via My Workspace here. 39

NFR Promotions by Region/Theater * with the exception of Refurbished and products on the Incentive Restricted sku (IRS) category US LATAM Canada EMEAR APJC Promotion Name (within Cisco Commerce Workspace) Not-for-Resale (NFR) - Certified/Specialized NFR Program US PP-NFRC57410-110731 NFR - LATAM Certified/ Specialized NFR PP-NFRD29879-080426 Channel NFR Program PP-NFRR47126-100123 NFR for Authorised EEA PP-NFRE67070-120731 NFR for Authorised Russia PP-NFRf42278-090726 NFR for Authorised Emerging PP-NFRf33945-090726 NFR CDN Asia PAC PP-NFRC84420-140211 Limited to: Sri Lanka, Korea, Republic Of, New Zealand, Bangladesh, Philippines, Singapore, India, Malaysia Theater nex limits $100,000 $50,000 $25,000 $90,000 $75,000 Product/Service Eligibility All products on the Global Price List (GPL)* All services on GPL except for Cisco Share Support Services and Cisco UCSS for voice (EMEAR have specified services enabled) All products on the Global Price List* Program Discount 80% off all products* 50% off SBTG 70% off UCS 61% off UCS solutions 70% off Webex, Ironport 70% off services 80% off TelePresence and specific TP services 95% off TP SW 80% off all products* 65% off SBTG 70% off UCS 61% off UCS solutions 70% off Webex, Ironport 70% off services 80% off TP and specific TP services 95% off TP SW 70% of all products* 50% off SBTG 70% off UCS 61% UCS solutions (promo) 70% off Webex, Ironport 70% on specified services 80% off TP and specific TP services 95% off TP SW 70% of all products* Combinations Cannot be combined with any other promotions/discounts Can only be combined with TMP No combination allowed Program Rules Products cannot be resold for 12 months Products may never be resold but can be used in the Trade In Migration Program Find Out More http://solutionpartner.cisco.com/web/memberservices/discounts There are a variety of NFR promotions that are specific to theater and technology. The above chart outlines the details of the NFR Discount Program by theater, including the promotion codes. It s important to note the promotion code that applies to your organization, because when you create your NFR deal, you will need to choose the appropriate promotion. 40

Ordering Your Cisco NFR Products CCW Tool Process Overview The Cisco Commerce Workspace (CCW) tool allows you to create your NFR deal to purchase Cisco gear for the purpose of building, testing, and demonstrating your solutions. You re ready to use this tool once you ve identified the Cisco products you wish to purchase for NFR purposes. Follow these three easy steps to create your deal. The pages that follow describe each step in detail. 1 Submit Create the deal (select Create Deal within CCW) and enter the bill of materials (BOM). For approver, under the CAM option, select Other and type in maharlow. 2 Approve and Notify Cisco verifies the BOM for spending limit and your eligibility to purchase the requested products. You are notified whether the BOM is approved or not. 3 Order Once the deal is approved, you will be notified via email. A notification will also be sent to the Cisco distributor selected during the creation of the deal. Did you know? For BOM support, you can contact the Partner Relationship Team (PRT) or work with your Cisco Approved Distributor if you already have an account. Continue for step-by-step instructions on your NFR deal submission. What is This? Why Should I Care? How do I do this? 41

NFR Deal Submission Step by Step (1 of 4) Here you ll find step-by-step instructions outlining everything that s needed to create the deal to submit your order. 1 Step One Cisco Solution Partners submit Not-for-Resale (NFR) deals within the CCW. In the Deals & Quotes section, select Create Deal. 2 Step Two Give the deal a unique name, enter it in the Deal Name box, and select Create Deal. 3 Step Three On the Who s Involved tab, enter the information pertaining to who is involved in the deal, including your company information, which is entered in the End Customer field. In the Channel Account Manager field (CAM), select Other and enter maharlow. Click Save and Continue. Partner Name Partner Address Country 42

NFR Deal Submission Step by Step (2 of 4) 4 Step Four On the About the Deal tab, include the information specific to the deal, including quote, description, and intended users. Click Save and Continue. The Intended Use field must be Internal Business Use for NFR deals. Lab will not allow you to purchase services. 5 Step Five On the Promotions tab, select the promotion code for your region, as identified on the NFR Promotions chart. When logged in, the system will display only partner codes and theaters relevant and available to you. Did you know? If you do not see your theater promotion or have any other questions throughout this process, you can contact solutionpartnerprogram-support@cisco.com. 43

NFR Deal Submission Step by Step (3 of 4) 6 7 8 Step Six While in the Promotions tab, review and accept the terms and conditions. Select Save and Continue. Step Seven In the Buy Method drop-down, within the Quote tab, select Cisco if you are authorized to buy directly from Cisco (very few partners are authorized), or select a specific distributor from the list. Step Eight Add items to your quote either by adding SKUs one at a time or by importing a saved configuration. Select Save and Continue. If you have technical issues with your product or a SKU, contact the Partnership Relationship Team at www.cisco.com/go/prt. Not-for-Resale (NFR) purchases can be combined with the Cisco Technology Migration Program (TMP) (a trade-in program) only in the Europe, Middle East, Africa, and Russia (EMEAR) theaters. If you would like to combine NFR with any other programs, enter the other codes under the Quote tab. 44

NFR Deal Submission Step by Step (4 of 4) 9 Step Nine You can now review your NFR deal and submit it for approval. Once you ve reviewed the order summary, click the Submit Quote for Approval button. You will see a confirmation screen that your NFR deal has been submitted for approval. Partner Notification You will receive an email notification from Cisco when your NFR deal is approved (this may take 24 to 48 hours). The email will include a Distribution Authorization ID (DART) (for example, PROD-012345-6789). If you ve selected a distributor, they will also receive an immediate notification when the deal is approved. At this time, you can start ordering from the Cisco Authorized Distributor you selected during the deal creation process. As a courtesy, you may want to allow 24 hours for the distributor to contact you or follow up with them directly. Important tip: The discount that appears in the quote is for Direct Solution Partners eligible to purchase directly from Cisco. Most Cisco Solution Partners are categorized as Indirect Solution Partners and are required to purchase from a Cisco Authorized Distributor. The actual discounts will vary depending on the distributor. 45

Sample Bill of Materials The following is a sample Bill of Materials that you could potentially order within your NFR deal. If you re having trouble formulating your BOM or need help choosing services or options to configure within it, contact the Partner Relationship Team. 46

Partner Self Service Resources Some Solution Partners may need to ship the NFR Cisco solution to a location other than the company headquarters address captured in their Partner Dashboard. If you need this option, log in to the Partner Self Service tool and provide the alternate address so it appears in CCW when creating the deal. The Partner Self Service tool and User Guide for step-by-step instructions can be found here. NFR Discount Program Additional Resources: Cisco NFR website Cisco Commerce Workspace (CWW) tool Cisco Commerce Workspace training Partner Relationship Team (technical configuration inquires) Open a case using My Cisco Workspace NFR Discount Program page on Solution Partner Program website Cisco Solution Partner Program office support Partner Self Service User Guide continue 47

Cisco Compatibility Testing and Designations Cisco customers and channel partners need solutions that are compatible with Cisco infrastructure. By verifying compatibility, partners have access to more opportunities and are able to promote themselves as Cisco Compatible. Organizations can be certified as the following Cisco Compatible Certifications, each with unique benefits and processes: Platform Ready IVT/Cisco Compatible Co-Resident 48

Platform Ready Solutions Solution Partners can request approval for a Platform Ready designation if they meet the published interoperability criteria. The Platform Ready designation is available for solution partners with solutions based on Cisco s Unified Computing System (UCS) B Series and mini and C Series products. Platform Ready solutions provide customers and channel partners with confidence that the solution meets published interoperability requirements. A solution with a Platform Ready designation will be identified via a label and search capabilities within the Cisco Marketplace Technology Solutions Catalog. The Platform Ready designation is solution specific and is not accompanied with a Cisco logo. 49

Platform Ready Solutions Application Process Process information coming soon. 50

Interoperability Verification Testing (IVT) and Cisco Compatibility Cisco customers and Channel Partners need solutions that are compatible with Cisco infrastructure. One way we support Cisco Solution Partners is by offering a program to test and verify the interoperability of their solutions. This allows Solution Partners to label and promote themselves as Cisco Compatible. Interoperability Verification Testing (IVT) Compatibility testing is the first step. IVT Cisco Compatibility Certification offered through the Cisco Solution Partner Program is a test that allows developers and companies to demonstrate the interoperability of their products with Cisco technologies. Organizations are awarded the Cisco Compatible logo upon approval, among other benefits. Receiving a Cisco Compatible designation differentiates a Solution Partner s solution to Cisco customers and carries clout in the industry, in addition to offering tangible benefits. There is a powerful transfer of brand power from associating with the Cisco name one of the most recognizable brands in world. Testing processes vary by Cisco technology. Learn more here. Remember, Cisco Solution Partners must have a minimum of one solution that has successfully passed IVT Cisco Compatibility testing on a current Cisco technology to participate at the Preferred Solution Partner level. Learn more here. What is This? Why Should I Care? How do I do this? 51