European Partner Guide 28

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Incentive Programs

Channel Programs

Technology Migration Program

Solution Incentive Program

Cisco Partner Workspace

Customer Satisfaction

Partner Program Enrolment

Assessment Incentive Program

Cisco Commerce Workspace

Trade-in Acceleration

Program

Partner Self Service

Value Incentive Program

Partner Listening Strategy

Certification &

Specialization

Customer Service

Public Sector

European Partner Guide

Cisco Confidential and Proprietary Information

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28

February

2011

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Acronyms

On- My Cisco Collaboration Services

Boarding

Partner Readiness & Enablement

PRINT

Partner

Transformative

Programs Networking

BACK

CONTENTS

NEXT

Partner Led

Foundation Incentives Programs & Promotions

Programs Combination

Cisco Channel Capital Resources

European Partner Guide Welcome

Dear Cisco Partner,

The European Partner Guide is an information source for our Partner Community; it has been created to facilitate the key information you need on programs, tools and resources.

With links to relevant websites, it will save you the time you usually spend searching for the information and updates you need.

To make your life easier the guide is available on Partner Central Europe under pdf format for those of you who are on the move and don't always have access to the internet but need timely access to information.

The European Partner Guide is updated on a monthly basis and available on each first week so the information remains current and relevant. Please click on the link provided at the bottom of the cover page or on Check for updated version available.

We are looking forward to your feedback and suggestions. If you want to comment on the format or on the content of the guide, or if you want to suggest a topic that should be a part of the next European Partner Guide release, do not hesitate to use the Submit Feedback link available on each page.

Looking forward to hearing from you,

European Channel Marketing & Operations teams

Copyright ? 2011, Cisco Systems, Inc. All rights reserved.

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Acronyms

On- My Cisco Collaboration Services

Boarding

Partner Readiness & Enablement

PRINT

Partner

Transformative

Programs Networking

BACK

CONTENTS

NEXT

Partner Led

Foundation Incentives Programs & Promotions

Programs Combination

Cisco Channel Capital Resources

European Partner Guide Contents

Acronyms ......................................................................................................................... 5 On-Boarding .................................................................................................................... 6 My Cisco Updated ............................................................................................................. 11 Collaboration ................................................................................................................... 12

WebEx ............................................................................................................................ 12

Services ........................................................................................................................... 13 Services Newsletters .................................................................................................... 13 Partner Business Consulting ........................................................................................ 14 Partner Services Program ............................................................................................ 15 Cisco Shared Support Program (CSSP) ...................................................... 15 Cisco Co Brand Foundation Bridge Program (CBFB) ................................. 16 Cisco Brand Resale (CBR) ............................................................................ 17 Pay for Performance Service Incentive Program ........................................ 18 Cisco Services Partner Program (CSPP) .................................................... 19 Services Training ........................................................................................................... 20 Service Tools ................................................................................................................. 21 Sales & Support ............................................................................................................. 22

Partner Readiness and Enablement ............................................................................ 23 Partner Programs ........................................................................................................... 29

Resale Channel Program ............................................................................................. 29 Authorised Partner Program (APP) ............................................................................. 32 Managed Services Channel Program (MSCP) .......................................................... 34 Outsourcing Program (OSCP) .................................................................................... 36 Global Partner Network (GPN) ................................................................................... 37 Authorized Technology Provider (ATP) Updated ........................................................ 39 Brand Protection ............................................................................................................ 41

Transformative Networking ........................................................................................... 42 Transformative Networking Overview ......................................................................... 42 Assessment Incentive Program (AIP) ......................................................................... 44 Technology Migration Program (TMP) ....................................................................... 47 Trade-In Acceleration Program (TAP) ......................................................................... 49 Service Incentives ......................................................................................................... 52

Partner Led ..................................................................................................................... 53 Avant Garde .................................................................................................................. 53 Partner Development Fund (PDF) .............................................................................. 55

Foundation Incentives Programs & Promotions ......................................................... 57 Programs by Market New ............................................................................................. 57 Small Business Market Segment New ......................................................... 57 Commercial Market Segment New ............................................................... 58 Public Sector Market Segment New ............................................................. 59 Enterprise Market Segment New .................................................................. 60 Service Provider Market Segment New ....................................................... 61 Incentives Snapshots ................................................................................................... 62 Reseller Incentives Snapshots Updated ...................................................... 62 Direct Partner Incentives Snapshots Updated ............................................ 65 Solution Incentive Program (SIP) ................................................................................ 66 Opportunity Incentive Program (OIP) Updated ........................................................... 68 Teaming Incentive Program (TIP) Updated ................................................................. 71 Public Sector Partner Program (PSPP) ...................................................................... 73 Value Incentive Program (VIP) .................................................................................... 75 Data Center Advantage Incentive Program (DCAIP) ............................................... 77 DC Accelerator (DCA) .................................................................................................. 79 Not For Resale (NFR) .................................................................................................. 81 Challenge & Reward Program for UC ......................................................................... 83 UCS Partner Pricing ...................................................................................................... 84

Copyright ? 2011, Cisco Systems, Inc. All rights reserved.

Continued...

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Acronyms

On- My Cisco Collaboration Services

Boarding

Partner Readiness & Enablement

PRINT

Partner

Transformative

Programs Networking

BACK

CONTENTS

NEXT

Partner Led

Foundation Incentives Programs & Promotions

Programs Combination

Cisco Channel Capital Resources

Collaboration Breakaway ............................................................................................. 86 Services Promotions .................................................................................................... 87 FastTrack - UCS C-Series ? PowerUp ....................................................................... 88

Programs Combination ................................................................................................. 90

Cisco Capital .................................................................................................................. 91

European Overview ...................................................................................................... 91 Small Business and SMB ............................................................................................. 92 Mid Market, Enterprise & Public Sector ...................................................................... 94 PartnerPlus ................................................................................................................... 97

Channel Resources ....................................................................................................... 98 Partner Registration (PREG) ..................................................................................... 98 Certification & Specialisation Application (CSApp) .................................................. 99 Partner Listening Strategy (PLS) ................................................................................ 100 Partner Self Service (PSS) ......................................................................................... 101 Partner Initiated Customer Access (PICA) ................................................................ 102 Customer Satisfaction (CSAT) .................................................................................... 104 Partner Program Enrolment Tool (PPE) ..................................................................... 106 Cisco Commerce Workspace (CCW) ......................................................................... 108 Sales & Marketing Development Funds (S&MDF) .................................................... 110 Global EasyPay (GEP) ................................................................................................. 111 Customer Operations (CO) ......................................................................................... 113 Cisco Technical Assistance Center (TAC) ................................................................ 115 Cisco Support .............................................................................................................. 116 Partner Advisor New ..................................................................................... 116 Worldwide Contacts ...................................................................................... 117

Copyright ? 2011, Cisco Systems, Inc. All rights reserved.

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Submit Feedback Check for updated version

Acronyms

On- My Cisco Collaboration Services

Boarding

Partner Readiness & Enablement

PRINT

Partner

Transformative

Programs Networking

BACK

CONTENTS

NEXT

Partner Led

Foundation Incentives Programs & Promotions

Programs Combination

Cisco Channel Capital Resources

European Partner Guide Glossary

List of main channel acronyms:

Acronym Full Name

1-Tier

Direct Contractor Partner

2-Tier

Reseller buying through Distributors

AG

Avant Garde Program

AIP

Assessment Incentive Program

AM

Account Manager

ATP

Authorized Technology Provider

CA

Customer Advocacy

CBFB Cisco Co Brand Foundation Bridge Program

CBR

Cisco Brand Resale

CC

Cisco Capital

CCO

Cisco Connection On-line

CCW

Cisco Commerce Workspace

CERT Standard Gold/Silver/Premier Certification

CPI

Customised Partner Intelligence

CPI

Customized Partner Intelligence (Newsletter)

CPP

Channel Partner Program

CPV

Cisco Partner View

CS

Customer Service

CS App Certification and Specialization Application tool

CSAM Channel Service Account Manager

CSat

Customer Satisfaction

CSCO

Individual's unique Cisco Certification/ Specialization

CSPP Cisco Services Partner Program

CSE

Channel Systems Engineer

CSEP Cisco Services Expert Program

CO

Customer Operations

Acronym Full Name

CSSP Cisco Shared Support Program

DAM

Distribution Account Manager

DCAIP Data Center Advantage Incentive Program

DCA

DC Accelerator

DSA

Deal Support Automation

EOL

End of Life

EUP

EU Promotion

FA4P

Foundation Advantage For Partners

GPN

Global Partner Network

IBLM

Installed Based Lifecycle Management

ICPA

Indirect Channel Partner Agreement

ISPN

Industry Solutions Partner Network

MCEC My Cisco Event Calendar

MDM

My Deal Manager

MSCP Managed Services Channel Program

NFR

Not For Resale program

OIP

Opportunity Incentive Program

OSP

Outsourcing Channel Program

PAL

Partner Access on Line

PAM

Partner Account Manager

PDF

Partner Development Fund

PE

Partner Enablement

PET

Partner Enablement Tools

PICA

Partner Initiated Customer Access

PL

Partner Locator

PLS

Partner Listening Strategy

POS

Point-of-Sale

Copyright ? 2011, Cisco Systems, Inc. All rights reserved.

Acronym Full Name

PPB

Partner Practice Builder

PPE

Partner Program Enrolment

PPI

Partner Program Intelligence

PPP

Partner Program Platform

PPV

Partner Program View Tool

PREG Partner Registration

PRS

Partner Relationship Survey

PRT

Partner Relationship Team

PSPP Public Sector Partner Program

PSS

Partner Self Service

PSS

Product Sales Specialist

RMA

Return Material Authorization

S&MDF Sales & Marketing Development Funds

SE

Systems Engineer

SIP

Solutions Incentive Program

SKU

Stock Keeping Units

SO

Sales Order (number)

SO

Sales Order (number) Specialization ID

TAC

Technical Assistance Centre

TAP

Trade-in Accelerator Program

TIP

Teaming Incentive Program

TMP

Technology Migration Program

UC

Unified Communications

VIP

Value Incentive Program

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