What Is the Cisco Services Partner Program?

Transcription

1 This Quick Reference Guide provides a high-level overview of the Cisco Services Partner Program, including benefits, eligibility, and compensation and rewards. It also highlights the Cisco Branded Services and Cisco Collaborative Services offers available through the program. What Is the Cisco Services Partner Program? Key Program Elements The Cisco Services Partner Program provides partners with a consistent, holistic experience with Cisco Services by standardizing discounts, rebates, and offer eligibility and aligning with the Resale Channel Program and Cloud and Managed Services Program within the Worldwide Partner Organization to offer a single, consistent program for all partners. Figure 1. Cisco Services Partner Program Provides Access to the Portfolio Eligibility Defines what partners can sell, including Cisco Branded Services and Collaborative Services. Each services family has unique eligibility requirements partners can select the family that best aligns to their business model. Compensation Recognizes and rewards partners for the full value they bring to the customer relationship. As a value-based program, the Cisco Services Partner Program includes performance metrics designed to enhance profitability, reward partners equally for performance, reward over performance through rebates, and measure and reward services sales and delivery independently across all services. For more information, and complete documentation of the Cisco Services Partner Program, please visit Be sure to reach out to your Cisco partner sales development manager and business development manager for support through enrollment and on-boarding as well. Performance Management Rewards all similarly situated partners equally for the same performance through a performance-based rebate structure. Emphasis is on rewarding over performance and higher-value services through rebates that further enhance partner profitability. 1 of 5

2 Cisco Branded Services and Collaborative Services: Available Offers Quick Reference Guide ) While Advanced Services and Technical Services are available under both Cisco Branded and Collaborative Services, within Collaborative Services partners also have access to Collaborative Professional Services as well as Partner Support Service. The Cisco Services Partner Program eligibility framework is designed to allow partners access to offers that align to their customers needs and meet the investments they have made in developing their services practice. Enhanced Management Services, as a Cisco Branded Services offer family, is now available to all partners. As long as the partner is registered in the purchasing location, it is eligible to buy these services. Because Enhanced Management Services are subscription services not tied to the purchase of a product, there are no performance metrics associated with this offer, which is similar to the Cisco Branded model for our Advanced Services. Figure 2. Services Portfolio 2 of 5

3 Benefits of the Program The Cisco Services Partner Program gives you the opportunity to: Participate in a consistent partner program that builds on every aspect of your relationship with Cisco Earn value-based rewards more frequently, as Cisco pays rebates on a quarterly basis Realize higher returns on your existing Cisco investments Increase your market differentiation and expand into new markets Take advantage of a simplified approach to a comprehensive services business relationship through one contract and program to manage your services relationship with Cisco Choose the services offerings that best meet your business models and investment strategies while further differentiating yourself from your competitors Maintain eligibility based on investments in Cisco Channel Partner Program and Cloud and Managed Services Program certifications, specializations, and designations Figure 3. Cisco Service Offer Families Figure 4. Services Framework Eligibility Eligibility for service offers is defined at the BE GEO ID level and is granted at the individual partner entity level. There are additional considerations for Cisco Multinational and Global Certified Partners, and for Cloud and Managed Services Partners. Once successfully enrolled in the Cisco Services Partner Program, you are eligible to resell Cisco Branded Services. Collaborative Services are a much higher level of services that embody Cisco deliverables. There are specific requirements that dictate which partners have access to which services. The intent is to create a holistically consistent methodology for access to these restricted portfolios. 3 of 5

4 Compensation and Rewards The Cisco Services Partner Program is performance driven, and those partners who over perform or are involved in higher-value services receive incremental compensation from back-end rebates. Partner performance is analyzed quarter by quarter: Partners receive a flat discount for Cisco Branded Services that are driven by the market conditions in the partner s theater. Partners receive certification-driven discounts for Collaborative Services, aligning to the global partner organization. Partners participating in Partner Support Service receive value-based rebates combining sales and delivery performance. The compensation framework is based on two principles: Discounts are received up front based on either a schedule or a list price. Rebates are paid on the back end if minimum performance metrics are met. Cisco is integrating four major existing tools that work in concert to determine your performance and eligible bookings and, from there, calculate the actual rebate dollars that are passed back to you, the partner. Additionally, Cisco E-Consulting for Partners provides a dashboard view of services metrics and product sales information and analysis. As a value-based program, the Cisco Services Partner Program includes performance metrics designed to: Enhance profitability Reward partners equally for performance Reward over performance through rebates Measure and reward services sales and delivery independently across all services Figure 5. Tools for Measuring Program Success Terms and Conditions To enroll in the Cisco Services Partner Program, partners with a direct purchasing relationship with Cisco must sign a new Systems Integrator (SI) Agreement addendum. Partners with an indirect purchasing relationship with Cisco must sign a new Indirect Channel Partner Agreement (ICPA). Both documents contain or include by reference the terms and conditions of the Cisco Services Partner Program. 4 of 5

5 Next Steps Training Comprehensive Cisco Services Partner Program training, organized along a curriculum matrix and provided here on Partner Education Connection, includes an indepth overview of the program components, tools, and processes critical to developing a successful services business and maximizing compensation under the program. Partners are encouraged to complete the three-tiered training, which can be organized based on role, to further their understanding of the program. 5 of 5