Download Game Changer 2.0

© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
1
Goal: Drive New Account Acquisition

Offer partners a compelling incentive for selling UCS systems
and DC Infrastructure into accounts that have not previously purchased
a Cisco UCS system

Provide a powerful head-to-head competitive sales program to capture
market share from HP, Dell, etc.

Leverage a well-established programmatic platform
(i.e. CCW Deal Registration)

Offer a promotion that is complementary and similar to OIP, but further
requires that the incremental partner-hunted deal be in a new UCS
customer account (first-time purchase)
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
2
UCS New Account Breakaway Promotion
At-A-Glance (Q1/Q2 FY14) for US/Canada
Promotion
Goal
Provide a compelling partner incentive for UCS Specialized partners:
 To capture new UCS customers through partner-hunted deals
 Increase partner hardware margin by 70% - 85%
 Develop a new recurring revenue stream
Promotion
Period
Cisco Q1/Q2 FY14 - Deal Registration Period: up to January 25, 2014
Bookings Period: 6 months after registration, or July 26, 2014 (whichever
comes first)
Partner
Incentive
Account/Deal
Eligibility
Partner
Requirements
 Higher discount on UCS products - only applies to eligible UCS SKUs
 Higher discount for UCS Smart Play promotional bundles
 Higher discounts for Nexus, Cloupia, DC Security, MDS Fabric Switches
 Services are not eligible for this promotional bonus
 For 180 days following deal approval, discount can apply to one or more orders
against the approved BOM.
To qualify as a UCS New Account, Cisco must confirm that:
• Customer Account has not previously purchased any UCS systems
• Account/Deal is solely Partner-hunted and developed
• Deal is fully approved in CCW
• Deal does not conflict with a currently registered CCW OIP/TIP/SIP deal
• BoM must be at least 30% UCS Product
1.
2.
3.
4.
5.
© 2012 Cisco and/or its affiliates. All rights reserved.
Partner must be UCS Specialized to Resell UCS B-series (UCT or DCA)
Partner must be Select/Premier/Sliver/Gold to qualify for this promotion
Partner must register deal in CCW using ‘UCS New Account Breakaway’
Cisco AM and Program team confirm deal qualifies as a new UCS account
Theater promotion governance team confirms that deal meets qualification
Cisco Confidential
and does not conflict with a currently approved CCW deal (including
OIPs)
3
This promo is strictly intended for accounts that meet the
following criteria:
 Where the Cisco account team has not already been driving any UCS
opportunities and UCS discussions with the customer (verified via
SFDC)
 Accounts that have never purchased UCS before (no previous Cisco
UCS bookings* in this account)
 The partner introduced UCS into this account on their own and is
driving the UCS opportunity
 No other partners are currently engaged with UCS in this account
UC-on-UCS SKU does not count toward previous UCS bookings
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
4
An ‘account’ is a functionally distinct company or enterprise that
maintains independent decision making authority for IT/Networking
systems and operations/budgeting/purchasing
Commercial Companies


A company with its own ‘logo’ can qualify as a separate ‘account’ from its main holding company that might own
several other companies (for example, restaurant chains owned by a holding company).
Branch offices of a company are not unique ‘accounts’.
University State/College Systems

Each major campus can qualify as a ‘New Account’

A medical center (or hospital) associated to a campus can be a separate ‘account’
State Government Agencies

Each major Dept (Judiciary, IT, Transportation, Education) can qualify as separate new ‘accounts’
K-12 Public School Systems

School districts can be separate ‘accounts’ but individual public school campuses
within a school district are not separate ‘accounts’.
Enterprises

Major subsidiaries can qualify as New Account
 (ex. GE as well as major subsidiaries like GE Energy, GE Capital, can all qualify as a New Account)
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
5
Step
Description
.
1.
Partner Identifies UCS New Account opportunity to local Cisco Account Manager
(similar process as OIP today, so that Cisco AM is not surprised by incoming CCW request)
2.
Partner Registers Deal in CCW
- Must apply promotion ‘UCS New Account Breakaway’
3.
Deal automatically routes to promo governance team. Deal is only approved if customer qualifies as
a ‘UCS New Account’ and opportunity does not conflict with other existing CCW deal registrations.
4.
Deal is routed to Cisco AM who confirms that customer qualifies as a ‘UCS New Account’.
5.
Once fully approved, Partner is Notified by CCW.
6.
Partners who are purchasing directly from Cisco can proceed to order UCS product using approved
Deal ID, and can continue to book UCS orders against this same Deal ID for the standard 6-month
deal duration.
For Partners who purchase via 2-Tier/Distribution, CCW will generate a quote notification to their
selected Cisco Distributor. Partner works directly with their Distributor to negotiate formal pricing.
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
6
UCS New Account Breakaway Promotion
(US/Canada – Q1/Q2 FY14)
Product Family Eligibility and Discount Categories
All UCS New Account Breakaway promotional pricing must be
determined and authorized via formal CCW quoting





UCS New Account Breakaway provides different discount categories for individual
product families and promotional bundles
In order to determine the specific discount level for any given UCS product family
or SKU (part number), the partner must generate a formal quote by registering a
deal in CCW
When registering the potential opportunity in CCW, partner must select promotion
‘UCS New Account Breakaway’
CCW quoting will then automatically apply the appropriate promotional discounts
to each line item based on its eligible product family and discount category
Partners purchasing via Distribution/2-Tier must negotiate their pricing directly
with their Authorized Cisco Distributor. CCW will automatically generate a quote
notification to the selected Distributor, once the registered deal is fully approved in
CCW.
* All pricing for deals fulfilled via 2-Tier/Distribution must be negotiated directly by the reseller and distributor.
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
7
Get the benefit of turning a large, up-front investment into
affordable monthly or periodic payments with this special offer from
Cisco Capital:






3-month, interest-free payment deferral
Good with Cisco UCS hardware, software, and bundled services
Applies to all $1 buy-out and FMV financing ($30M limit per customer)
Deferral period included within term
U.S. and Canada customers eligible
Available through July 26, 2014
*terms and conditions do apply
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
8
• 3 Month Deferral for UCS Customer AAG
• 3 Month Deferral for UCS Internal Process Document
• 3 Month Deferral for UCS Sales and Partner Instructional Guide
• Cisco UCS New Account Breakaway Partner Website
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
9
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
11
UCS New Account Breakaway (US/Canada Only Q1/Q2 FY14)
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
12
www.cisco.com/go/ccw
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
13
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
14
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
15
Select Promotions Tab
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
16
Click on (+) next to TECHNOLOGY to display the promotion title
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
17
Click on ‘Select’ button to open Promotion and apply to quote
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
18
Complete all questions and fields
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
19
Complete all questions and fields
© 2012 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential
20