Cisco Channel Program Update

思科渠道市场计划介绍
赵承 2008/03
思科公司合作伙伴事业部
Presentation_ID © 2006 Cisco Systems, Inc. All rights reserved. Cisco Confidential 1
FY’08 思科中国渠道主要任务
建立”行业客户-合作伙伴”对应 VIP, AIP 执行

渠道激励计划优化
模式, 支持优选合作伙伴的发展 OIP, SIP 制定发布
及重新发布
(channel mapping)
针对合作伙伴的市场支持
(NFR, PDF)
发展AT(UC) 合作伙伴整体渠道能力的提升和培训
建立”行业客户-合作伙伴”对应 VIP, AIP 执行

模式, 支持优选合作伙伴的发展 OIP, SIP 制定发布
及重新发布
(channel mapping)
Cisco WW Channel Incentive Programs
To Be
Launched
Channel Program Positioning
Strategic Accounts - SP, Large Ent
1
Large/Medium Ent
2 SIP
Mid-market AIP
3
VIP
SMB TAP
Commercial
Market
4
Segment
OIP
Disti
SOHO/Consumer CC
5
价值激励计划 (V-I-P)
价值激励计划（V-I-P）
在中国成功地实施了十期
关注于思科AT技术销售激励: IP Communication,
VPN/Security，Wireless产品等
活动对象：通过专业化认证的合作伙伴
计划期限为半年；
现金支票或转账形式的直接返点奖励
已为经销商提供的总奖金: 大约1000万美元;
VIP 11 返点奖励
UNIFIED Express unified Security Advanced Wireless

communications communications LAN
Foundati
on Skus 15% 10% 6% 3%
Advance 21% 16% 14% 8%

d Skus
Master 2% None 2% None

Bonus
Gold 1% None 1% 1% incremental

Bonus
Criteria Summary for Cisco VIP Period 11
Wireless Unified Communications Security
CSAT Score 4.31 or Higher (APAC)

CSAT Surveys 4 + 1 per $250K Above $500K (UC & Security)
2 + 1 per $125K Above $150K (UC Express & WLAN)
Maximum 20 Surveys
$15K Q3 Entry $25K (UC)Q3 Entry / $15K (UCE)Q3 Entry $20K Q3
Bookings $7.5K Q4 Entry $12.5K (UC)Q4 Entry / $7.5K (UCE)Q4 Entry Entry
Minimum $10K Q4
Entry
Specialization Cisco Cisco Advanced Unified Communications Cisco

Advanced Advanced
(Required: Partner Cisco Express Unified Communications
Wireless LAN Security
Enrollment—
July 26, 2008)
1st Payout Date Approximately October 2008 for products booked by July 26,2008 and shipped
for Cisco VIP before August 20, 2008
11
2nd Payout Approximately December 2008 for product booked by July 26, 2008, and shipped
Date for Cisco between August 20, 2008 and October 25, 2008
VIP 11
Cisco® VIP 11 Timeline
Program Period 11: January 27, 2008—July 26, 2008
Re-enrollment Required: For Cisco VIP 10 partners
Enrollment Period (for New and Existing Partners):
- February 10 to February 29, 2008 for Q3 & Q4
- April 28 to May 16, 2008 for Q4 only
CSAT Survey Period:
Start: January 19, 2008
End: July 11, 2008
Payout Dates:
- 1st check week of October/November 2008
- 2nd check week of December 2008
Cisco® VIP Period 11 Support
Open a case on partner help online:
www.ciscopartnerhelp.com
Select the Program’s category and the Value Incentive

Program subcategory when submitting your case
Cisco VIP URLs
Cisco VIP Tool: www.cisco.com/go/viptool
Cisco Partner Rebate View (PRV) :
https://tools.cisco.com/mbrre/saw.dll?Dashboard
Cisco PAL Tool: www.cisco.com/go/pal
接入层设备销售奖励计划——AIP
参加对象:
-所有通过认证的思科金牌、银牌代理商(Gold/Silver Partner)，
高级认证代理商(Premier Reseller), Select认以及思科注册合作伙
伴(Registered Partner)。
奖励内容:
-集成多业务路由器(ISR)，接入层交换机，ASA安全产品，Net PO
S 销售额的返点奖励。所有奖励通过总代理以双方协商的方式发送
至相关代理商。
奖励范围:
-凡是在活动期间按照思科指定的折扣并符合指定的思科产品销售
(不含服务产品)皆享受本次奖励活动。集成多业务路由器, 接入层
交换机，ASA安全产品
返点项目 ISR路由器 2960/3560/3750 系列交换机 ASA5500系列安全设备
产品销售基本返点 2％基本返点 2％基本返点 4％
代理商注册在北京、上海、广州、
深圳：代理商注册在北京、上海、广州、
1.季度业绩>12万 4％深圳：
2.季度业绩>9万 3％ 1.季度业绩>15万 3％
3.季度业绩>6万 2％ 2.季度业绩>10万 2％ 1.季度业绩>3.2万 5%
销售额鼓励
4.季度业绩>3万 1％ 3.季度业绩>5万 1％ 2.季度业绩>1.6万 4%
（USD）
代理商注册在其他城市：代理商注册在其他城市： 3.季度业绩> 8000 3%
1.季度业绩>5万 4％ 1.季度业绩>10万 3％
2.季度业绩>2.5万 3％ 2.季度业绩>5万 2％
3.季度业绩>1.1万 2％ 3.季度业绩>2万 1％
4.季度业绩>5千 1％
模块销售额/总销售额 > 35%

2.5%
模块销售额/总销售额 > 20%
价值销售 1.5%
仅针对ISR AT产品销售额/总销售额> 25%
2.5%
AT产品销售额/总销售额> 15%
1.5%
项目信息最终用户/总代理发票信息 1％最终用户/总代理发票信息 1％最终用户/总代理发票信息 2％
最高总返点 12％ 6% 11％
赠送AT产品、技术、方案培训；赠送AT产品、技术、方案培训；
其他
赠送AT产品。赠送AT产品。
Extra rebate for education duty-free
deals
10% extra rebate for eligible products:
¾ WS-C2960-24TC-L, WS-C2960-48TC-L
¾ WS-C3560-24TS-S, WS-C3560-48TS-S
Partner submit deal information on web:
¾1. 海关报关清单
¾2. 境外贸易合同
¾3. 最终用户盖章的签收单
ISR AT模块赠送活动
指定奖 AIP
品类别先进技术奖品名称数量业绩要求
第一档 Security ASA5505-K8 一个 30,000
第二档 Security ASA5505-UL-BUN-K8 一个 60,000
第三档 Security ASA5510-K8 一个 150,000
说明：
• 业绩的计算以每家代理商ISR和低端交换机AIP的Net POS总和来计算
• 奖品将根据代理商业绩，由思科公司进行赠送
AIP 申请流程
代理商在PSRP网站
（http://www.ciscochannel.com.cn）登记申请参加
奖励活动
代理商在活动过程中随时登入网站查询销售业绩，并在
季度结束后在网站申请奖励返点
OIP Objective
Reward & Protect Cisco Certified

Partners to pursue new
opportunities
China OIP Program Rules
OIP - Commercial
Target Market Commercial – new opportunities in commercial name accounts & all non-
named SMB customers, not including city champion sales
Partner eligibility All Cisco Certified Partners.
(SELECT, PREMIER, SILVER & GOLD)
All partners must register the deals before POS
Eligible Cisco products All Non-AIP products;
End customer eligibility Non forecasted opportunities (CC deals not eligible)
Documentation required at time of deal registration: Sales Visit report &

high level design document.
Incentive model 2% additional up-front CPL discount ;
deal size Minimum net US$20K, maximum net US$ 150K
OIP End to End Process
OIP Deal-Registration Discount Request Place Order
Partner Partner Partner

• Confirmation of Partner • Partner notified via email when • Partner place order to Cisco
eligibility for OIP program opportunity is approved directly/via disti in ordering tool
• Input all OIP requested
information Cisco Cisco
• Select CAM/TMM/TAM to
submit by email submission • AM register opportunity in SFDC • Partner will use deal ID# to place
Cisco system, deal closed, routed to order in ordering tool or Dart ID
• CAM notified of registration DSA for approval. Approved OIP through disti
• CAM will make sure the deal will have additional 2% • CAM receives reporting
registration/partner discount support on top of
qualification is valid, complete ordinary commercial discount
and meet the program rules. guideline. Deal ID# generated
• Route registration form to
Commercial AM who will
confirm if the end user &
opportunity is valid
• Back office check on OIP
criteria
TAP (Trade-In Accelerator) 活动
三个目标
奖励合作伙伴推动客户现有网络升级
(提高合作伙伴利润)
提升客户IT/网络支持能力
挖掘现有网络产品客户的销售机会
TAP 活动规则 :
目标促进Cisco/及竞争对手产品现有安装客户的产品升级
活动内容根据合作伙伴在活动期间内的产品折价积分和折价产品归还情况进行
返点奖励
活动覆盖产品所有可以参与CTMP活动的Cisco或其他品牌产品
只限面向最终用户的销售 – 不适用于合作伙伴内部购买
奖励内容 CTMP折价积分的15%返点
合作伙伴资格金牌,银牌, 高级认证合作伙伴和 Select 认证合作伙伴
TAP: 参加和获得返点的条件
参加TAP活动的条件
Certification 金牌,银牌, 高级认证合作伙伴和 Select 认证合作伙伴
获得返点的条件
在活动期间内保持金牌,银牌, 高级认证合作伙伴和 Select
Certification
认证合作伙伴资格
最低归还点数为CTMP积分的85%
产品归还要求合伙伙伴必须在活动期间内归还CTMP项目设备以享受返点
奖励
产品积分要求 APAC: $12.5K CTMP 积分(三个月TAP活动)
返点奖励活动期间内所有合格的CTMP积分的15%
Partner Call to Action
Make sure you enroll in Cisco Incentive Programs

Work with your channel account manager to make full
use of training and enablement tools available from
Cisco
Make application attach rate and AT mix part
of your daily sales practice
建立”行业客户-合作伙伴”对应
模式, 支持优选合作伙伴的发展
及重新发布
(channel mapping)
针对合作伙伴的市场支持
(NFR, PDF)
What is NFR?
The Cisco 'Not for Resale' (NFR) Program actively

supports sales efforts by giving resellers the
chance to purchase generously-discounted Cisco
products for internal use – to form part of their
own sales office infrastructure, or for laboratory or
demonstration purposes
Eligible Partner
Cisco Certified Partners identified by China and with one or

more of the following qualifications:
–Gold/ Silver partner / ATP
–PR/Select Partners who’re applying for the IPC/IPCE or other
specialization which needs lab demo equipment; partners need to be
nominated by CAM.
Major program terms
Target audience: Nominated PR/Select Partners

Gold/ Silver partner / ATP
Launch period 01/01/2008 – 31/07/2008
Technology : All technologies
Limitations: Cap US$300K on CPL purchases per annum
Transaction: Minimum US$30,000 on CPL per transaction
Discount: 80% off over CPL H/W & S/W (exclude ISR product family)
77% off over CPL for ISR product family
Eligible products : all products; AT products must be included( ASA, VPN, IPC,
Storage, Optical, Wireless etc.)
SMB Incentive:
Partner Development
Fund
To be launched Soon
PDF Parameters
1) 2% Rebate on 2) Eligible Tier 2 3) Quarterly Rebate

Net POS of Partners Payout –
Eligible SMB SKUs * a. Select Certified
b. Premier Certified Min Rebate Amt
with SMB =$100 (POS=$5,000);
Specialization
Max Rebate Amt
= $5000 (POS=$25,000);
No Roll Over
*WW SMB list
建立”行业客户-合作伙伴”对应
AIP, VIP, OIP, TAP
模式, 支持优选合作伙伴的发展
及重新发布
(channel mapping)
NFR, PDF
欢迎给予反馈
请和您的思科CAM联系, 或
思科合作伙伴帮助 (CRC) 热线
800-810-1515 (密码: 5151)
翻译日期：2007年2月12日

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思科渠道市场计划介绍

建立”行业客户-合作伙伴”对应 VIP, AIP 执行

建立”行业客户-合作伙伴”对应 VIP, AIP 执行

发展AT(UC) 合作伙伴 整体渠道能力的提升和培训

UNIFIED Express unified Security Advanced Wireless

Advance 21% 16% 14% 8%

Master 2% None 2% None

Gold 1% None 1% 1% incremental

CSAT Score 4.31 or Higher (APAC)

Specialization Cisco Cisco Advanced Unified Communications Cisco

 Select the Program’s category and the Value Incentive

产品销售 基本返点 2％ 基本返点 2％ 基本返点 4％

模块销售额/总销售额 > 35%

项目信息 最终用户/总代理发票信息 1％ 最终用户/总代理发票信息 1％ 最终用户/总代理发票信息 2％

最高总返点 12％ 6% 11％

第一档 Security ASA5505-K8 一个 30,000

第二档 Security ASA5505-UL-BUN-K8 一个 60,000

第三档 Security ASA5510-K8 一个 150,000

Reward & Protect Cisco Certified

Partner eligibility All Cisco Certified Partners.

(SELECT, PREMIER, SILVER & GOLD)

All partners must register the deals before POS

Eligible Cisco products All Non-AIP products;

Documentation required at time of deal registration: Sales Visit report &

Incentive model 2% additional up-front CPL discount ;

deal size Minimum net US$20K, maximum net US$ 150K

Partner Partner Partner

合作伙伴资格 金牌,银牌, 高级认证合作伙伴 和 Select 认证合作伙伴

产品积分要求  APAC: $12.5K CTMP 积分(三个月TAP活动)

 Make sure you enroll in Cisco Incentive Programs

The Cisco 'Not for Resale' (NFR) Program actively

 Cisco Certified Partners identified by China and with one or

Target audience: Nominated PR/Select Partners

Launch period 01/01/2008 – 31/07/2008

Technology : All technologies

Limitations: Cap US$300K on CPL purchases per annum

Transaction: Minimum US$30,000 on CPL per transaction

1) 2% Rebate on 2) Eligible Tier 2 3) Quarterly Rebate

S-ar putea să vă placă și

发展AT(UC) 合作伙伴整体渠道能力的提升和培训

Select the Program’s category and the Value Incentive

产品销售基本返点 2％基本返点 2％基本返点 4％

项目信息最终用户/总代理发票信息 1％最终用户/总代理发票信息 1％最终用户/总代理发票信息 2％

合作伙伴资格金牌,银牌, 高级认证合作伙伴和 Select 认证合作伙伴

产品积分要求 APAC: $12.5K CTMP 积分(三个月TAP活动)

Make sure you enroll in Cisco Incentive Programs

Cisco Certified Partners identified by China and with one or