CISCO Small Business

1. CISCO Small Business Tomas Kusala February 2013

2. PřehledNot for resale program Trade-in program Aktuálníproma/slevyVzděláníPartnerskáregistrace

3. Přehledsoučasnýc promo akcí Cisco Small business Fast Track do 26.4.2013 http://www.atcomp.cz/presmerovani.aspx?goto=dokument.aspx$$doc=14473 http://www.atcomp.cz/presmerovani.aspx?goto=/dokument.aspx$$doc=14475 http://www.atcomp.cz/presmerovani.aspx?goto=/dokument.aspx$$doc=14250 http://www.atcomp.cz/presmerovani.aspx?goto=/dokument.aspx$$doc=13657

4. Cisco SB Fast Track ISA Accelerator

7. Novétrvalésníženícen od 9. února

9. Not For Resale At-A-Glance The NFR Program rewards Cisco Partners with generous discounts on products used in non-revenue generating activities for their labs, demo and infrastructure Program Goal Build out proof of concept labs, create demo kits and upgrade internal networks by receiving generous discounts on selected Cisco products and services Program Benefits

10. Yearly purchasing limits and accessibility to products are dependent upon partner’s level in: certification, authorisation or being registered • Registered partners can access NFR for Registered partners • Authorised or Certified partners can access NFR for Authorised and NFR for Registered partners • NFR products cannot be resold Program Requirements

11. NFR now combinable with Trade In Migration Program for FY 13 • Webex skus now enabled as they are on GPL in NFR for Authorised Partners • Exceptions process REMOVED • Purchasing Limits Changed • Small Business Products added to NFR for Authorised Partners • Small Business Product Discount increased from 55% to 60% • NFRfor Registered partners on CCW What’s New ?

12. Open to ALL partners who are registered at a minimum • No minimum order value • Resale of NFR products not permitted • Small Business products & specific Service skus • Product & Service: Discount 60% • Yearly purchasing limit $8,000 NET (WPL) • Purchasing via Distribution only; NFR deal valid 60 days • Combinable with Trade In Migration Program • Distribution Resale: 5% trade in credit (65% max discount) NFR for REGISTERED Partners

13. The following 4 services are at 60% NFR discount • Shared support is NOT permitted • If partners submit any other services their service contractual discount applies Services in NFR for Registered

14. Open Authorised or Certified Partners • Minimum order value: $500 NET • Resale of NFR products not permitted • Small Business, Cisco Classic products & specific Service skus • Product & Specified Service: Up to 70% direct/ 75% • Yearly purchasing limit dependent upon Authorisation/Certification • Purchasing direct + Indirect; NFR deal valid 60 days • Combinable with Trade In Migration Program at a 80% max discount • 1 tier partners can access a maximum of 10% trade-in credits • Distribution Resale (1 tier & 2 tier) can access a maximum of 5% trade-in credits NFR for Authorized PARTNERS

15. Not For Resale: Purchasing Limit SB skus & Specified Services Cisco Classic & SB skus & Specified Services Specialised and/or Authorised Partners All Partners NFR for Certified Partners Up to $940k Up to $840k Up to $440k Up to $790k $8k $150k $90k $45k = = = = = = = = $50k (Up to $150k) Per Master Specialisation $50k (Up to $200k) + $50k Maximum allowedcombinations (NET) Per Architecture Specialisation 1 Architecture Specialisation No Combinations allowed + $90k Authorised Technology Provider + $250k MSCP Master / Cloud Provider $100k $150k Are you MSCP / Cloud Certified? $90k OR OR MSCPAdvanced/ Cloud Provider MSCP Express •Specialised • ATP * • STI * • CDN * • CLP * • CLPS * $150k Or Both AND OR $45k $150k $100k $250k SB or SB Foundation Specialised Cisco Authorised Distributor $50k $8k Silver Certified Premier Certified Select Certified Are you Resale Certified? Gold Certified 73% 73% Registered *Purchasing limits apply to hardware (excluding incentive restricted skus), software and specific services *ATP: Authorised Technology Provider; STI: Solution Technology Ingetrators; CDN: Cisco Developer Networks; CLP/S: Cisco Learning Partner / Specialised

16. Resources • Support • EMEAR-help@external.cisco.com • Subject: EU-NFR • Partner Central • www.cisco.com/go/nfr • Tool: Cisco Commerce Workspace • www.cisco.com/go/ccw

17. Fast Track Trade-in (FTT) with EstimatorSMB Competitive Trade in Program www.cisco.com/go/ftt FTT is available for:- • Competitive Vendor Trade in • Cisco End of Life Trade in • FTT Estimator displays Cisco & Competitive Trade in credits available for Distributors & Partners www.cisco.com/go/ftt • Trade in from HP Procurve, 3COM, Nortel, Huawei and more ! • Trade in Quote Tool available in Cisco Commerce Workspace • Trade in credit (CTMP) Combinable with Fast Track Discounts www.cisco.com/go/ftt • investment protection for SMB customers • new customer acquisition of non-Cisco end-users Provides a Trade-in estimate within 30 seconds ! OIP Excellent Opportunities to drive more SMB Business with your customers + =

18. Creating a Trade-In Quote in Cisco Commerce Workspace (CCW)

19. 4 2 3 RETURNS PROCESS Return Materials Authorization (RMA) Notification (Listing Traded-In Products) IsSent to the Partner When Last Purchased Product Is Shipped Schedule Pick-Up Requests Using the Product Online Web Returns (POWR) Tool Trade-In Products Are Due Back to Cisco Within 180 Days of RMA Notification 1 ORDERING Direct Orders: Partner Places Order and Provides Deal ID and TMP Quote Number Must Select “Trade-In” as the Order Type Two-Tier Orders: Partner Places Order Against Approved DART QUOTE CREATION Partner Requirements: Create Quote in CCW www.cisco.com/go/ccw Cisco Requirements: Approve CCW Quote or Initiate Quote Through SFDC PROGRAM ENROLLMENT Annual Enrollment Through PPE www.cisco.com/go/ppe Read and Accept Program T’s and C’s

20. Create the Quote Within Create click Quick Quote to create a standard discount quote with trade-in credit

21. Complete quote questionnaire Enter all required information in the quote questionnaire

22. ADD Trade-To (purchase products) The Buy Method must be the same for all line items on quotes that will carry trade-in credit Add items to be purchased

23. ) Choose one of the following options when importing a saved configuration

24. Add Trade-In Products )

25. Add Trade-In Products ) Select Cisco Products or Competitive Products to be traded in

26. Add Trade-In Products Tip: Add Cisco Products by Product Family search or by entering the Part Number

27. Add Competitive Trade-In Products (Search Type) Tip: TRD SKUs always added as Competitive Products (ex. TRD-XXX-XXX) Tip: TRD SKUs always added as Competitive Products (ex. TRD-XXX-XXX) Tip: If trading in competitive products, you will be given several options to enter the TRD or search for Competitive SKUs (TRDs) within CCW

28. Add Trade-In Products (Import Trade-In BOM) Click Import Trade-In BOM to select Trade-In BOM File

29. Invalid trade-in items are listed here Trade-In File Import Results Screen Trade-In File Import Results Screen Tip: Clicking Save will ignore any invalid trade-in items listed below Click Save to use Imported Trade-In BOM Valid trade-in items are listed here Tip: Import file must follow template format

30. Enter E-Mail Address of Partner Company Contact for RMA *Distributor Orders Only Review and submit Review and Submit Enter Cisco.com IDs of the Cisco Account Manager and Partner Account Manager

31. Informace o produktechVzdělávání

32. Selling to SMB Community • Stay across news & product updates: http://iwe.cisco.com/web/smb/news • Please join ‘Selling to SMB’ Community: http://iwe.cisco.com/web/smb/home

33. Selling to SMB Community (Cont.) • Track product transitions and EoS/EoL: http://iwe.cisco.com/web/smb/eos/eol-tracking1 • Access Training Resources: http://iwe.cisco.com/web/smb/home

34. SMB Update Call • The purpose of this monthly call is to update the SMB / Velocity Sales Force in EMEAR and Americas as to any/all SMB portfolio products, developments, enhancements, etc. • You are welcome to provide feedback and topic requests • Slides and Recording Posted to: http://iwe.cisco.com/web/smb/monthly-update-calls • Contact us at: smb-global@cisco.com • Bookmark our main page on IWE:http://iwe.cisco.com/web/smb/bd

35. ”Become an expert”competition • Each 30 minutes session is followed by a short quizz, 5-7 multiple choice questions • There are two parallel competitions; • An individual competition based on individual, eligible test scores. Top 10 performers win between $100 and $1000. • A team competiting based on aggregated team score. The top performing team wins $5000. • Each question,must be responded to in full. Some questions require multiple response selection • Quiz is ONLY eligible for competition points when responded to in the session environment. No other means of taking the quiz will be offered • Quiz is ONLY available after each live session – not after playback of recorded sessions • Competition winners will need to obtain their managers’ approval to receive prizes • Cisco will not accept ANY responsibility for taxes or other charges resulting from the prizes

36. Final overview

37. 1: How well did the IDEA for DMR sessions live up to your expectations about online training?(Respondents could only choose a single response) 80% rated training experience Much Better or Betterthan expected

38. 8: In general, how relevant have the 30 minute IDEA for DMR sessions been for your day to day sales activities?(Respondents could only choose a single response) 90%+ rated sessions Relevant or above

39. Partnerskáregistrace https://tools.cisco.com/RPF/register/register.do