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Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
Fy13 networks assessments_program
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Fy13 networks assessments_program

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  • The purpose of the call is to go over the Cisco Funded Network Assessment Program, what is new in the Borderless Network Assessment Track, what these new offers entail, and the resources available to you.  These changes start Monday, March 4th.
  • So, as a refresher, what exactly is the Cisco Funded Network Assessment Program or CFNA?  A Network Assessment is a critical component in the sales cycle.  The general definition and baseline understanding is to provide our customers information on their current network, to help identify upgrade opportunities, and refresh our installed base.  As this program evolves, we want to go further and help our customers prioritize areas of concern in their network such as obsolete hardware and software, also get our customers more comfortable with Cisco technologies via a proof of concept or professional services by our Partners, and ultimately align with Cisco’s initiatives.  These changes that we’ll be discussing today with the Borderless Networks piece will go into further detail.
  • For our Partners, there are several benefits to the CFNA program.  Cisco wants to reward our partners for sales behaviors that increase our opportunities with our customers, especially with our architectural sales approach.  Network Assessments allow Cisco and Partners to do more than just point product sales to the customer.  This information is very valuable to our customers and the result is a faster sales cycle for our partners, a deeper understanding of a customer’s network which leads to future opportunities and therefore a tighter engagement between Cisco and the partner with that customer.  And it doesn’t hurt that there is a little bit of financial back end incentive as well.  I will note, that we understand this cash incentive won’t cover the Partner’s investment, but the opportunities uncovered, the details provided, and relationships built will more than justify the partner investment.
  • The Data Center offerings in the FY13 program closely follow the sales cycle and are designed to incent the partner to: 1) Leverage their UCS demo/lab gear and training to provide effective demonstrations to end users 2) Engage RISC (in an assessment funded by Cisco) to assess existing DC infrastructure to uncover expansion opportunities. There is no incentive paid to the partner for this assessment type. 3) Use a UCS Proof of Concept to close the deal
  • Now, before we go into the details of the Borderless Networks track, I want you to know WHY Cisco is making these changes in the middle of the year.  The Borderless Networks team recognized there were some gaps and didn’t want to sit and wait.  We want to better align with the BN architecture now, and provide a higher value to the customer now. We also see the need to align our tools to our technologies, encourage partners to use our tools and better understand them and their benefit, and finally actually more accurately assess the customer’s network which is a benefit for all. So with that being said, I will now turn it over to Brian.
  • Now that everyone on the call knows why we made the changes to the Borderless Networks section and also what those details are, we want to close with a quick review of the process so you can understand your call to action…work with your Partners on getting Network Assessments in your accounts where it makes sense!This process is different than our up front discount registration programs in CCW. The Partner is still the one involved with the customer and running the opportunity, but in the SIRE tool, the Cisco AM or PAM must enter the nomination information. When Cisco updates the Sire tool with these changes, a nomination template will be added to ease the process of getting the customer information from the Partner. That way Cisco can more easily get all the info needed to submit the nomination. Once that nomination is submitted, Cisco internal will approve the request and the Partner will receive an email. At that time the Partner will accept the Ts and Cs and they have 60 days to complete the assessment. When the Proof of Performance is completed, that information will be uploaded and the Partner will be paid after quarter end.
  • To better understand the process, understand your role and the roles of the people involved in the assessment.The Cisco Partner identifies where there is an opportunity for a Network Assessment and reaches out to their Cisco contact. They will work with Cisco on the assessment information and be the main point of contact with the customer as they are the ones performing the assessment and working on uncovered opportunities. Then once the assessment is complete, they will upload the proof of performance.The Cisco AM or PAM will determine if the information the partner provided meets the guidelines of the program and will do the actual submission of the assessment. From there, they will work with the Partner as needed to drive success, generate proposals, and close the business.And finally the Channel engineering team will help with qualifying the opportunity and assisting wherever needed in the completion of the assessment and the tools associated with the assessment.Hopefully this helps to provide a good visual of who is doing what within the assessment.
  • The Network Assessment Quick Reference Battlecard is a great resource of information and can be shared with partners.
  • Transcript

    • 1. Cisco Confidential© 2011 Cisco and/or its affiliates. All rights reserved. 1 FY13 Cisco Funded Network Assessment Program Connie Dimitroff Tammy Stringer Senior Manager, Program Strategies and Initiatives Program Manager March 2013 BN – New Assessments Launched - March 4, 2013 Updated – March 25, 2013
    • 2. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 Cisco Funded Network Assessments FY13 Assessment Offerings New BN Assessment Changes Resources
    • 3. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3 Identify network upgrade opportunities and helping to refresh the installed base Prioritize areas of concern such as obsolete hardware and software Align to current initiatives Uncover Partner Professional Services opportunities
    • 4. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4 Reward partners for sales behavior that increases incremental architectural sales Enable faster sales cycles for partners Provide a comprehensive view of the end user network and opportunities Increase engagements with Cisco field teams Provide financial incentives
    • 5. Cisco Confidential 5© 2011 Cisco and/or its affiliates. All rights reserved.
    • 6. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6 Assessment Type Incentive Notes UC RISC Project N/A Cisco pays RISC to provide this service to our Partners
    • 7. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7 QUALIFY ASSESS CLOSE $1000 Incentive - UCS Demo DC INFRASTRUCTURE ASSESSMENT (includes funded RISC Networks engagement) $5000 Incentive - UCS POC
    • 8. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8 Assessment Type Incentive Notes UCS Demo $1000 DCA or UCT Partners nominated by their local Cisco PAM, PSS, or AM Data Center Infrastructure Assessment N/A DCA, UCT, or UFT Partners nominated by their local Cisco PAM, PSS, or AM for a Cisco funded RISC Networks assessment engagement UCS Proof of Concept $5000 DCA or UCT Partners nominated by their local Cisco PAM, PSS or AM
    • 9. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9 More closely align with the architecture approach Provide a higher value to the customer Align Cisco’s tools (ISE, PI) to actual technologies Encourage partners to use Cisco tools and introduce them to customers More accurately assess the customer’s network
    • 10. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10 Align with Unified Access, BYOD, and Security Models • Changes by Assessment: • Baseline - No Changes • Mobility Wireless – Optional in Unified Access • Borderless Network - Replaced by Unified Access • BYOD - New Assessment • Security - Replaced by Content Security Proof of Concept • New Assessment Payouts: • Baseline - $1,000 • Unified Access - $2,500 • BYOD - $5,000 • Content Security Proof of Concept - $1,000 Unified Access and BYOD may be combined for a $7,500 Payout !!!
    • 11. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11 Baseline Unified Access (UA) Bring Your Own Device (BYOD) Content Security Proof of Concept Goal Evaluate core network (i.e. discover upgrade/refresh opportunities, accelerate AT attach & readiness and evaluate customer growth needs) Evaluate wired and wireless infrastructure, check network compliance, and gauge readiness to deploy advanced infrastructure features Demonstrate network’s ability to provide functionality such as BYOD, Secure Access, Guest Services, and TrustSec Provide a customer email or web security Try & Buy Payout $1,000 per completed assessment (Cannot be combined with UA or BYOD) $2,500 per completed assessment (Can be combined with BYOD) $5,000 per completed assessment (Can be combined with UA) $1,000 per completed Try & Buy (Can be combined with other assessments) Requirements • $200K (net) minimum • Field nomination • Advanced BN Specialized • $200K (net) minimum • Field nomination • One time approval per partner from CAPO CSE team • ISE ATP Certification • $200K (net) minimum and/or 1,000 endpoints • Field nomination • Advanced Content Security or Advanced BN Specialization • $25K (net) minimum • Field nomination Approved Tools • Netformx Discovery • Prime Infrastructure LMS • Health Check (RISC Networks) • Solarwinds • Dorado • Infoblox • Prime Infrastructure (LMS) • CDS-Netformx Discovery • CDS-Health Check (RISC Ntwrks) • CDS-NeteXpose • CDS-Solarwinds • CDS-Infoblox • AirMagnet (Optional Site Survey) • Cisco Identity Services Engine (ISE) • Try & Buy Promotion in CCW Inspection / Proof of Performance • End of Sale (EoS) reports • Last Day of Support (LDoS) reports • Proposed Bill of Materials • Cisco Discovery Service(CDS) or Prime Infrastructure EoS, LDoS, readiness, and compliance report(s). • Wireless Site Survey(Optional) • Business Review & Qualification • Proposed Bill of Materials • Use case reports • Business Review & Qualification • ISE HLD • Proposed Bill of Materials • Try and Buy agreement for Proof of Concept • Sample reports (Network diagram, traffic configuration) • Proposed Bill of Materials
    • 12. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12 • Enable partners to evaluate a customer’s core network for upgrade/ refresh opportunities • Accelerate AT attach & readiness and evaluate customer growth needs • $1,000 per completed assessment • May be combined with Content Security PoC assessment program • Cannot be combined with BYOD or UA assessment Requirements: • $200K net price minimum potential • Tools: Netformx Discovery, Prime Infrastructure LMS, Health Check (RISC Networks), Solarwinds, Dorado, Infoblox • Field nomination through SIRE tool Proof of Performance: • End of Sale (EoS) reports, Last Day of Support (LDoS) reports • Proposed Bill of Materials
    • 13. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13 • Enable partners to evaluate a customer’s wired and wireless network • Validate network compliance and gauge readiness to deploy advanced infrastructure features • $2,500 per completed assessment • May be combined with BYOD or Content Security PoC assessments • Cannot be combined with Baseline assessment • Wireless is optional, but full assessment must be completed Requirements: • $200K net price minimum potential • Field nomination through SIRE tool • Approved Tools: Prime LMS or Cisco Discovery Service (CDS) • AirMagnet (Optional Wireless Site Survey): http://www.flukenetworks.com/e Proof of Performance: • Reports- EoS, LDoS, Trustsec readiness, and Compliance reports. Sample reports available on Ignite/SIRE • Business Review & Qualification • Proposed Bill of Materials (BoM) For additional program and proof of performance details, review the BN Partner Assessment Program For additional support, send requests to capo-ua-assess@cisco.com
    • 14. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14 • The standard product comes with a default license for 60-days/100-devices. By following the instructions below, partners can extend the trial to 90-days/ 5,000-devices. • All standard product features are enabled, including Compliance and all minor updates. Apply new device file for major updates. • Active period: Up to 90 days from installation • Devices supported: Up to 5,000 devices (excluding VoIP phones and if optional license is applied) • No Cisco Technical Assistance Center (TAC) support • For installation, please access the Cisco Software Promotional Store and select Cisco Prime LAN Management Solution (https://cisco.mediuscorp.com/market/networkers/homeWork.se.work ) • Add free download to cart and place order, follow instructions for installing software • Extending the Activation Period: To extend the license for 90 days, upload the license file to the already installed software, go to Admin > System > Software Center > Point Patch Update. • Additional information regarding configuration and use for assessments is available on the Prime for Partners site on Partner Central (http://www.cisco.com/go/partnernm). This website is for partners and includes presentations and collateral. • For additional details on the UA assessment partner development visit our Borderless Networks Partner Community (https://communities.cisco.com/community/partner/borderlessnetworks?view=overview). • Partner Education Connection Training Series • For additional support, send requests to capo-ua-assess@cisco.com.
    • 15. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15 www.cisco.com/go/ciscodiscovery • Cisco pre-sales, free advisory service that leverages 3rd party discovery tools. • Partner tool that integrates with other network discovery tools to provide advanced Cisco® validated analytics • Reporting examples includes: IPv6, Medianet, EnergyWise, Trustsec, and Cloud Intelligent Networking, EoX, PSIRTs, Transform the Network and more Approved Tools • CDS + Netformx Discovery: http://www.netformx.com/discovery • CDS + RISC Networks: https://www.riscnetworks.com/ • CDS + NeteXpose: http://www.netexpose.com/index.php?s=53 • CDS + Solarwinds: http://www.solarwinds.com/campaigns/Assessments/cisco.aspx • CDS + Infoblox: http://www.infoblox.com/products/network-automation/netmri/cds-integration-tool • CDS/360 Portal—A central workspace accessible to partners for: • Manage transactions • Create reports and Custom views Additional support : General inquiries cds-info@cisco.com CDS/360 Portal : http://www.cisco.com/web/partners/tools/cisco_discovery_service.html
    • 16. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16 • Enable partners to evaluate a customer network’s ability to deploy BYOD • Demonstrate network’s ability to provide functionality such as BYOD, Secure Access, Guest Services, and TrustSec • $5,000 per completed assessment • May be combined with UA and Content Security PoC assessment program • Cannot be combined with Baseline assessment Requirements: • One time approval per partner from CSE CAPO team (capo-byod@cisco.com) • ISE ATP Certification • Opportunity for a minimum of $200k net price potential and/or 1,000 endpoints • Tools: Cisco Identity Services Engine Proof of Performance: • Use case reports • Business Review & Qualification • ISE High Level Design (HLD) • Proposed Bill of Materials • For additional program and proof of performance details, review the BN Partner Assessment Program • For additional support, send requests to capo-byod@cisco.com
    • 17. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 • BYOD Assessment CAPO Pre-Approval Process • The Connected Architectures Partner Organization (CAPO) works with Cisco partners to help build practice capabilities. As part of the BYOD Assessment Program, CAPO CSE’s will evaluate a partner’s current BYOD capabilities and provide enablement as required to meet BYOD assessment program requirements. • Contact your assigned CAPO Security CSE for approval. If your CAPO Security CSE is unknown, send a request to capo-byod@cisco.com with your partner name and headquarters location. • CAPO CSE’s will provide ISE evaluation licenses to approved partners as required to facilitate BYOD assessments. • Features • All Base and Advanced product features are enabled • Includes all updates • Active period: one year from generation • Device support: 100 devices (larger licenses can be provided in special circumstances) • No Cisco Technical Assistance Center (TAC) support • BYOD Partner Assessment Program • ISE ATP Partner Resource Center • Tech Talks: Security Deep Dives • TrustSec Design Zone
    • 18. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18 • Provide partners with purpose built solution to deliver UA and BYOD Assessments • Prime Infrastructure environment to compute UA assessments • BYOD environment to deliver pre-defined BYOD assessment use cases • Help partners satisfy TIP requirements • Shorten BYOD sales cycle by reducing time to stand-up BYOD environment at customer site • Reduce need to integrate into existing customer environments • Partner practice development through building ISE COLD environment Suggested Hardware Components: • UCS Server • 802.1X and MACSec capable Switch • ASA • WLC and Clean Air AP Suggested Software Components: • ISE • Prime Infrastructure • Windows AD and CA • AnyConnect NAM and VPN
    • 19. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19 • Enable partners to increase content sales • Focus on driving sales and professional services for content security • $1,000 per completed assessment • May be combined with Baseline, UA, and BYOD assessments • Standardize Cisco’s content security go to market strategy Requirements: • Partner led completed proof of concept • Certified in one: Advanced Security, Advanced BN, Advanced Content Security • Partner must deploy a physical asset at the customer • $25K content security net price minimum (ESA and WSA) • Field nomination through SIRE tool Proof of Performance: • Try and Buy Agreement for Proof of Concept • Proposed Bill of Materials • Sample reports (e.g.: Network diagram, traffic configuration proxy, transparent or explicit) • For additional program and proof of performance details, review the BN Partner Assessment Program • For additional support, send requests to capo-content@cisco.com
    • 20. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20 • Link for Sample Reports: Security Partner Assessment Program • Cisco Email and Web Security Playbook: Try and Buy on page 31 • Try and Buy Partner Site • Try and Buy Agreement • Partner Program Enrollment (PPE) Tool • Program Support Alias: capo-content@cisco.com
    • 21. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21 Step 1: Partner engages with end customer Step 2: AM or PAM enters nomination into SIRE Step 3: Cisco approves request SIRE Step 4: Partner accepts the T&Cs in SIRE Step 5: Partner completes the assessment Step 6: Partner uploads POP into SIRE Step 7: Partner approved for Payment
    • 22. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22 • Identify upgrade opportunities that meet guidelines • Contact your Cisco AM/PAM to nominate the assessment! • Stay engaged through the entire process including a proposal to the customer • Upload Proof of Performance Partner • Review nomination to ensure it meets program guidelines • Submit nomination in SIRE • Team with your Partner and field resources to drive success • Work with Partner to generate proposal Cisco AM/PAM • Qualifies the Opportunity • Assists in access to tools, ROI calculators, unsolicited proposal templates and demonstrations Channel SE/PSS/PDM
    • 23. © 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23 Cisco-Funded Network Assessments www.cisco.com/go/ignite SIRE www.cisco-sire.com Questions?? sire-partner@external.cisco.com OIP (Opportunity Incentive Program) www.cisco.com/go/oip VIP (Value Incentive Program) www.cisco.com/go/vip TIP (Teaming Incentive Program) www.cisco.com/go/teaming Prime Infrastructure Tool : https://cisco.mediuscorp.com/market/networkers/homeWork.se.work Cisco Discovery Services : www.cisco.com/go/ciscodiscovery Cisco Discovery Services Mailer : cds-info@cisco.com
    • 24. Thank you.

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