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FY18 Partner Plus
Launch
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The Midmarket
Opportunity
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The SMB and Mid-market Opportunity in APJ
Mid-market is midsized Across the Asia-Pacific The TAM opportunity is:
companies: region
Digital transformation is
sweeping every industry
Midsize companies
must adapt or fail
Midsize customers
need your help
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
New Buyers = New Conversations
Line of Business (LOB) buyers are increasingly
determining IT spend decisions.
IT Buyers are: LOB Buyers are:
focused on focused on
technology business
solutions outcomes
...they succeed.
Customer
Partner Disti Cisco
Success
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Partner Plus Is...
A two-level program
Only segment focused partner
program in Cisco
Including trainings, marketing
support and rewards benefits
That helps you build a thriving
midmarket practice
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Two Levels
$100,000
$300,000
Revenue
Revenue
Minimum
Minimum
50% Minimum
30% Minimum
Contribution to
Contribution to
MidMarket
MidMarket
Minimum Select
Minimum
Certification
Premier
Certification
Benefits increase as your
midmarket business grows
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Three Types of Benefits
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What You Get
Enablement
Training Roadmaps
Technical and Professional Trainings
Access to Partner Help Plus Cisco Sales Engineers via your Authorized Distributor
Marketing
Digital Marketing Campaigns
Full service digital marketing activities
Marketing Execution Support
Rewards
Quarterly Incentive Funds via Virtual Wallet:
Prestige Partners will be rewarded 1% for each APJ Midmarket dollar booked for
meeting 100% of quarterly target and 2% for exceeding 120% of quarterly target up to
a maximum quarterly payment of $5,000 USD for Product bookings.
Additionally, Prestige Partners will be rewarded 3% for each APJ Midmarket dollar
booked for meeting or exceeding their quarterly target in Services bookings up to a
maximum of $2,500.00 USD.
Commercial Xcelerate Special offers for your employees
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What You Get
All the benefits of Prestige, plus:
Enablement
Exclusive direct access to Partner Help Plus Cisco sales engineers
Rewards
Quarterly Incentive Funds via Virtual Wallet:
Elite Partners will be rewarded 2% for each APJ Midmarket dollar booked for meeting
100% of quarterly target and 4% for exceeding 120% of quarterly target up to a
maximum quarterly payment of $25,000 USD for Product bookings in India,
Indonesia, Malaysia, Philippines, Thailand and Vietnam, and $35,000 USD in
Australia, Japan, Korea, New Zealand and Singapore.
Additionally, Elite Partners will be rewarded up to 3% for each APJ Midmarket dollar
booked for meeting or exceeding their quarterly target in Services bookings up to a
maximum of $10,000.00 USD.
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FY18 Program simplified to Prestige and Elite levels only
Prestige-level Partners can now get up to $2500 cash in Virtual Wallet dollars (Except Australia)
Virtual Wallet funds must be acknowledged every quarter or they will automatically expire. However partners have the
option of saving their wallet balances into the next quarter if desired. All saved balances must continue to be saved and
allocated to an activity by the end of Q2 in the following fiscal year
Partners across APJ to be rewarded for all Commercial Sub segments - Partners in ASEAN & Korea to note the change
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Faster Growth with Partner Plus
16% #1
#1 driver = partners with a great
Partner Plus partners grow faster
concentration of midmarket
(16%) than non-Partner Plus
business growth
30%
Partners with 30%+ midmarket
revenue use Partner Plus benefits
more consistently and grow faster
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How to Enroll
1 2 3
Enrollment is open from Make sure your Partner Look for your invitation
August 15 September 1 Administrator is set up to and act!
receive the program
(For Japan it is from August 28 invitation
September 8)
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APJ Partner Plus
Marketing
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Cisco Marketing Engagement
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Partner Plus Zoom
Your monthly P+ newsletter highlighting
How you are tracking against targets
Solution content and marketing campaigns
Trainings and Support
Rewards and Benefits
Web Plugins
Syndication Workflows / Self
Multi-Touch Services are available
Email Blasts
on PMC and no
Social Analysis investment is required
Syndication & Banner
Lead Activation Content syndication
Scoring Landing Page
Vendor services
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FY18 Partner Plus
Enablement
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P+ Partner Sales Enablement
Objective: To plan, deliver and track sales acceleration focused and program-based enablement
exclusive to P+ partner sales teams to help drive sales in Commercial segment
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FY18 Partner Help
Plus
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Partner Support Options
All Partners
Contact Partner Help (PH) for presales support from Cisco, or
Presales support from their distributor, if available
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FY18
Commercial Xcelerate
Cbmercial Champs
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Cisco Commercial Xcelerate
www.cisco-commercialxcelerate.com
1. Commercial Xcelerate program will continuously reward partner sales into commercial customers.
2. Partner will earn rewards points for Cisco Volume product/service (Cisco START SKUs) sales, Solution (Cisco
Commercial offers) and service sales and selected Sales activities.
3. Rewards will go to either partners company itself and/or partner sales AM and SE depending on partner companys
choice.
4. P+ partners will be invited automatically and be pre-registered, if you are not in the program yet.
5. Commercial Xcelerate program provides special featured promotions only for P+ partners exclusively, e.g. Demand
Generation Rewards and Quarterly Campaign Solution rewards.
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Special Promotion in Commercial Xcelerate in Q1
Catalyst 9K 100 Cisco Meraki Acceleration Rewards Quarterly Campaign Solution
Cisco Secure Network
First 100 partners who 4 Steps to Sell Meraki. Any deals by Partner Plus partners
purchase Catalyst 9K Every steps of your way to achieve composed of security, switches and
switches will earn 10,000 CX Meraki sales will be rewarded up to AP (including Meraki products) will
points (US$100) 500,000 ($5,000) CX points in FY18. earn 10,000 CX points (US$100).
No limit!!
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco Commercial Champs 2018
www.cisco-commercialxcelerate.com
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FY18 Q1 FastStart
& Call to Action
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First 50 partners who achieve
their Product targets by Week10
will receive payout in VW
Q1 FastStart Partners, who achieve Services
targets as well by Week 10, will
Rewards partners for receive bonus in VW
achieving targets early
Partner tier Product Services
Rebate (USD) Rebate (USD)
Elite 2000 500
Scope of Revenue and rebate Cisco eligible product and services for Q1 for APJ Midmarket accounts
Incentive Elite : USD 2000 in VW bonus for achieving Product target by Week 10 in Q1
Prestige : USD 1000 in VW bonus for achieving Product target by Week 10 in Q1
Elite and Prestige : USD 500 additional bonus for achieving services target along
with Product target by Week 10 in Q1
Bonus payout is over and above the usual Virtual Wallet payout for achieving targets
according to program construct
Incentive operation Final achievement will be communicated by beginning of Q2FY18
Payment Payout will be made with standard Virtual wallet process and timeline
1st payment run 6-8 weeks after end of Q1
2nd payment 6-8 weeks after end of Q2
Terms & Conditions https://www.cisco.com/c/dam/en_us/partners/downloads/partner/WWChannels/downl
oad/spiff-apj.pdf
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Example
Achievement by
Partner Program Achievement Proposed Incentive
end of W10 Standard Rebate $
Tier Target $ of target including booster
Q1FY18
- VW rebates for
P : 270,000 P: 320,000 Product : YES USD 2000 rebate in VW for
Elite achieving Product
S : 43,000 S : 20,000 Services : NO achieving target by W10
target only
- VW rebates for
USD 1000 + 500 rebate in
P : 70,000 P: 120,000 Product : YES achieving Product
Prestige VW for achieving target by
S : 23,000 S : 30,000 Services : YES target and Services
W10
target
- VW rebates for
P : 250,000 P: 120,000 Product : NO
Elite achieving Services -
S : 43,000 S : 60,000 Services : YES
target only
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Next Steps
Enroll by September 1st !
Check us out at
www.cisco.com/go/partnerplus
Follow us on social media at
#PartnerPlus
Engage with your authorized
distributor
Use your benefits, grow your
sales and advance to the next
level!
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
How to Enroll
1 2 3
Enrollment is open from Make sure your Partner Look for your invitation
August 15 September 1 Administrator is set up to and act!
receive the program
(For Japan it is from August 28 invitation
September 8)
2017 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Your Partner Plus Checklist
Partner Administrator
Q1 FastStart !
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Accelerate in FY18 with Partner Plus
Partner with
Help Customers Distributors for
Lets grow SMB & on their Digitization Growth
Midmarket with Journey
PartnerPlus
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