Partner Plus Canada FY17 Partner Program Overview
7 September 2016 Agenda
• FY17 P+ Program Overview • Midmarket Opportunity • Program Benefits • The role of Cisco Authorized Distributor • Virtual Engineering • P+ Aspire Growth and Enablement • Next Steps/Resources FY17 Partner Plus Aspire Program
Anna Jasniewska Program Manager, Canada Partner Plus
Gio Stea Strategy and Planning Lead, Partner Organization Midmarket - An Enormous Market
Midmarket is midsize companies: Worldwide, there are: The opportunity is:
$65 billion 100–1000 1.4 million globally employees of them $2 billion Canada When We Work Together...
...they succeed.
Customer Partner Disti Cisco + + = Success
Together, we can bring our customers the answers they’re looking for. FY17 Aspire Partner Plus Partner Plus Overview
• An exclusive invitation-only program with benefits designed to support our partners in growing sales and propelling their midmarket business to the next level • Partner Plus enables you to drive more revenue from midsize customers.
• A three-level global program, two-level program in Canada – Aspire and Elite What’s in it for Partners?
• Get tools and support to grow your Cisco midmarket practice faster
• Achieve better results: exclusive access from Cisco presales engineers through your Distributor
• Gain expertise and broaden your knowledge: Partner Plus with technical and professional trainings
• Drive demand: with access to our library of marketing expertise • Earn rewards: Cisco Rewards Three Types of Benefits
Enablement Marketing Rewards
to build up your team to generate demand to invest in your growth The Three Level Journey
• Registered, Select • Select and above • Premier and Premier
Benefits increase as your midmarket business grows Enablement • Training roadmaps • Technical and Professional Eligibility criteria: Trainings • Access to Cisco Sales • Registered, Select and Premier Engineers via your Authorized Distributor • $35,000 CAD Revenue Minimum Marketing • Guided access to our library • 20% Midmarket focus of marketing expertise • Must be on DAP (Distribution Accelerated Partners) list • Digital Marketing Campaigns and other resources Rewards • Cisco Rewards Faster Growth with Partner Plus 7% #1 Partner Plus partners #1 driver = partners with a grow faster (7%) than great concentration of non-Partner Plus (2%) commercial business growth 11% 30% Partners with over 30% Partners with over 30% commercial revenue grew commercial revenue use 11%; others declined 6% Partner Plus benefits more consistently Cisco Rewards Cisco Rewards - recognition for individual performance.
• Eligibility - Individual sales people from participating Cisco channel partners
• Enrollment - The company enrolls first - then individuals enroll themselves
• Eligible Products List - Earn points by selling products from this list
• Offers and Promotions - Participate to earn points
• Points are loaded monthly
• Cisco Rewards Catalogue - Redeem points by choosing from the catalogue on ciscorewards.com Cisco Authorized Distributors
Amber McGregor Distribution Account Manager Cisco Authorized Distributors
Your Distributor knows which incentives and programs you are eligible for as a Cisco partner. They can help you navigate Cisco’s incentives, select products, and sign up for programs that are right for your business.
Identify your Distributor through Partner Program Enrollment (PPE) https://tools.cisco.com/WWChannels/PPP/home.do?actionType=home Your Distributor is Your Partner for Growth
Cisco Authorized Distributors offer an abundance of capabilities and services to help you succeed.
Escalated Training Demo Marketing Pre-Sales Bootcamps Support Programs Support Canada P+ Aspire Global Virtual Engineering (GVE)
Jeff Sweeney Manager, Virtual System Engineer GVE - Who We Are
Moscow Edinburgh Cisco’s GVE organization London Amsterdam Sofia Frankfurt Minneapolis Paris offering next-gen pre-sales Toronto Prague Beijing Tokyo San Jose Shanghai Seoul technical assistance and Raleigh New Delhi Dubai Miami support to Cisco Field staff, Manila Mexico City Bangalore Kuala Lumpur Partners & Distributors Costa Rica Singapore worldwide. Bogota
Joburg
Sao Paulo Sydney Curitiba
~700 80+ CCIEs VIRTUAL SYSTEMS ENGINEERS including Generalists, Team Specialists, Consulting, Technology and Solutions Leaders from Members offices all over the globe “ The Right Virtual Engineering Resource on the Right Opportunity at the Right Time. Anywhere in the World ” Virtual Engineering Overview
Virtual Engineering answers pre-sales questions regarding:
Enterprise Networks Data Center & Virtualization
Security Collaboration
Service Provider
© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2020 Global Virtual Engineering Partner Help Service Partner Help gives you access through your Distributor to Global Virtual Engineering (GVE). GVE serves as an extension of Partner teams to help them accelerate business by expanding and scaling their pre-sales technical resources.
Partner Plus Aspire
Support through distributor - Partner Help (PH) Services
• Virtual Demonstrations • Partner Programs and Tools • Consultative Selling • Small and Medium Business Support • Find a Cisco Sales Presentation • Cisco Product Research • Competitive Research Information • Part Number/List Pricing Assistance • Preliminary Bill of Materials • Customer Engagements • dCloud Troubleshooting Support • Design Assistance
How to Engage
Contact your Distributor Building a Foundation for Sustainable Growth P+ Aspire Growth and Enablement
Malu Green Sales Business Development Manager Partner Plus Global Team Growing with Partner Plus Today…… …..Tomorrow
In Partnership with your Distributor
• Specializations • Bookings Growth • Certification Growth Partner Profiles Specializations and Continuous Learning
Build a specialization strategy to fuel long term growth.
Partners with an average of 3 Less than 3 Specializations book 1.5X more specializations than those partners with only 1.
Partners with an average of 5 Less than 5 Specializations book 4X more specializations than those partners with only 1. FY17 Enablement = P+ SalesConnect Hub
• Training Road Maps for P+ partners • Soft Skills training • Architecture Training • Campaigns
• Aggregate training specific to midmarket • Continuous Learning: Certifications and Specializations So, What Now? Partner Execution
Start Now……
• Collaborate on Pipeline Build your Business Plan • Cisco Architecture Growth
• Generate Demand Use your benefits! • Enroll in Cisco Rewards • Let PH+ help you win deals
• P+ SalesConnect Hub Get Specialized • Training Road Maps • Continuous Learning Next steps How to Enroll 1 2 3
Enrollment is open from Make sure your Partner Look for your invitation— August 15 – September 16 Administrator is set up in and act! Partner Self Service (PSS). Partner Plus Resources • Check us out on Partner Central • www.cisco.com/ca/partnerplus-en • www.cisco.com/ca/partnerplus-fr
• Cisco co-marketing campaigns ad assets – Partner Marketing Central www.ciscopartnermarketing.com
• Enroll at https://www.ciscofeedback.vovici.com/se/7FAD612046BB4C5B
• Partner Plus Aspire program support canada-partnerplus- [email protected]
• Engage with your authorized distributor (identified in PPE)
• Follow us on social media at #PartnerPlus
• Use your benefits, grow your sales and advance to the next level!