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Cisco Unified

Data Center
Partner Guide
Introduction
Whats New
Data Center Specializations and Rapid Enablement
Pre-Sales Helpdesk
Cisco Build and Price
Incentives and Promotions
Cisco-Funded Network Assessments
Training and Demo Labs
Cisco Cloud Channel GotoMarket
Grow Faster with ISVs
Cisco Data Center Solutions
Cisco Services
Partner Go-to-Market Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Whats New

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

The Cisco Data Center Partner Guide is designed to


provide information on programs, tools, and resources
specific to the Cisco Unified Data Center go-to-market.
This partner guide will be updated on a regular basis.
Please check back for an updated version at
www.cisco.com/go/dcguide.
If you want to comment on the format or on the content
of the guide, or if you want to suggest a topic that
should be a part of the next Cisco Data Center Partner
Guide release, do not hesitate to send your suggestions
to feedback_dcguide@cisco.com.

Figure 1. Cisco Unified Data Center

g
in
t
u
Compute

abric
dF
fie

>

The Cisco Data Center Partner Guide provides a


comprehensive overview of sales resources available for
Cisco partners to successfully advance Cisco Data Center
go-to-market activities throughout the sales lifecycle.

i
Un

Data Center
Specializations and
Rapid Enablement

INTRODUCTION

Co
m
p

>

Unified

Introduction

Network

Unified
Data
Center
Storage

Security

Management

Un
if

t
en
ied M
m
e
anag

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
WHATS NEW

Introduction

>

Whats New

>

New ATP Programs

New Programs and Promotions

>

Cisco is introducing three new Authorized Technology Provider (ATP)


programs to provide partners with a structured path to enablement and
accelerate sales for three new data center technologies.

The Advanced New Account Breakaway (NAB) promotion expands the


existing UCS NAB promotion to include Cisco Nexus switches. Higher
discounts are now available on eligible new deals for both Nexus and UCS.

The Cisco Unified Computing System (UCS) Invicta ATP Program is


designed to enable partners to understand and sell the Cisco UCS Invicta
product line, which accelerates application workloads, reduces data
redundancy, and improves data center efficiency.

The SeedIT First-Time Buyer Program is available for qualified


channel partners to accelerate the first-time purchase of select Cisco
technology platforms.

Data Center
Specializations and
Rapid Enablement
Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

The Cisco Application Centric Infrastructure (ACI) ATP Program is designed


to bring partners along on the software-defined network journey, where
networks are deployed, monitored, and managed in a fashion that supports
development, operations and rapid application change.
The Cisco Services Software ATP is designed to help partners enhance
partner profitability and accelerate software sales in new markets through
Cisco EnergyWise Suite for measuring and managing energy use,
Cisco Data Virtualization software for big data analytics, and
Cisco ServiceGrid integrated platform for customers to collaborate with
the service providers in their ecosystem.

Cisco announced the launch of The InterCloud Fabric for Business, which
includes Director and Secure Extender components. Made for enterprise
organizations, it allows connectivity with large-scale clouds, such as
Azure and Amazon, and with service providers operating the Provider
Platform. Using these different components allows for the creation and
migration of application workloads between public and private clouds.
The Cisco Services Software Partner Program Pilot offers access to
innovative software offerings based on a partners business model, and
investment and revenue goals.

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT


Ciscos industry leading networking certification and specialization
programs enable partners to solve their customers most important
business issues.
Cisco Data Center Specializations Programs focus on a partners ability to
deliver intelligent networks and technology architectures built on integrated
products, services, and software platforms. With training in the latest Cisco
solutions and architectures in addition to valuable branding resources,
specializations reward partners with increased incentives as they add value
to their Cisco business.
Cisco Data Center Specializations Programs:

Figure 2. Cisco Data Center Specializations


Master

Architecture

Advanced Unified Computing Technology (UCT)


Advanced Unified Fabric Technology (UFT)
Advanced Data Center Architecture (DCA)

Master Cloud
Builder (MCB)
Specialization

Data Center
Architecture (DCA)
Specialization

Cisco UCS Invicta Authorized Technology Provider (ATP)

>

Cisco ACI Authorized Technology Provider (ATP)


Master Cloud Builder Specialization (MCB)

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

Next >

Additionally Cisco is also offering the Cisco UCS Director Rapid


Enablement Process to expedite adoption of Cisco UCS Director, a
Converged Infrastructure Manager that delivers unified management for
industry-leading converged infrastructure solutions based on UCS and
Cisco Nexus technologies.

Technology

Unified Fabric
Technology
(UFT)
Specialization
ATP

Unified
Computing
Technology
(UCT)
Specialization

Cisco Authorized
Technology Provider
(ATP) Programs

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Partner Guide
DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Introduction

>

Whats New

>

Why Earn a Cisco Data Center Specialization?

Data Center
Specializations and
Rapid Enablement

>

The Cisco Data Center Specializations reflect a partners depth of expertise, capabilities, and end-to-end service
and support for specific solutions and technology architectures. These specializations enable partners to develop and
expand their sales, technical, and service capabilities for Cisco Unified Data Center solutions.

Pre-Sales Helpdesk

>

Cisco Build and Price

>

< Previous

Next >

The data center specializations entitle Cisco partners to a range of benefits:


Enhance profitability by participating in the Value Incentive Program (VIP) offering.
Improve visibility to customer and Cisco sales staff.
Differentiate your organization from other Cisco partners.

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Achieve recognition as a Specialized Partner in the Cisco Partner Locator.


Gain access to restricted products, such as the Cisco UCS B-Series Blade Servers.
Accelerate business and market growth with access to sales tools, resources, and programs, including NAB,
Plan, Design, and Implementation (PDI) Help Desk, Proposal Library, Cisco-Funded Data Center Infrastructure
Assessments, and Cisco Validated Designs.
Advanced Data Center Architecture (DCA) is required to become a Cisco Gold Certified Partner.

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>
>

Cisco-Funded
Network Assessments

>

Advanced Unified Computing Technology (UCT)


Advanced Unified Fabric Technology (UFT)
Advanced Data Center Architecture (DCA)
Cisco UCS Invicta Authorized Technology Provider (ATP)
Cisco ACI Authorized Technology Provider (ATP)

These specialization levels reflect a partners depth of expertise,


capabilities, and end-to-end service and support for data center
technologies and solutions.
See Table 1 for a high-level overview of the data center specializations.

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Partner Go-to-Market
Resources

Next >

Overview of Data Center Specializations

Master Cloud Builder Specialization (MCB)

Incentives and
Promotions

Cisco Services

< Previous

There are four data center specializations:

Data Center
Specializations and
Rapid Enablement

Cisco Data Center


Solutions

DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Cisco UCS Invicta ATP

Cisco ACI ATP

Product Access:
Cisco UCS Invicta

Product Access:
Cisco ACI

Product Coverage:
Cisco UCS Invicta

Product Coverage:
Cisco ACI

How to get started

How to get started

Table 1. Overview of Data Center Specializations


Advanced Unified Computing
Technology
Product access

Cisco UCS BSeries

Product coverage

Cisco UCS

>

Advanced Unified Fabric


Technology

Advanced Data Center


Architecture

Master Cloud Builder


Specialization

Cisco UCS BSeries


Cisco Nexus switching

Cisco UCS

Cisco UCS

Cisco MDS

Cisco Nexus switching

Cisco Nexus switching

Cisco MDS

Cisco MDS
Third-party data center
solutions

>
How to get started?

Apply

Apply

Apply

Contact your account team and


apply

Requirements and cost?

Partner requirements and costs

Partner requirements and costs

Partner requirements and costs

Partner requirements and costs

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Introduction

>

Whats New

>

Cisco Services Software Program Pilot

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

This program is designed to help partners increase profitability by gaining


more penetration of Cisco Services Software, which is not aligned or
embedded in Cisco technology architectures. This is part of Ciscos longterm vision for an integrated channel framework for hardware, software,
services, and solutions.

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Next >

The Cisco Services Software Partner Program Pilot lets partners


choose the services offerings that best meet their business models and
investment strategies. Partners will be able to choose software, technical
services, and advanced services associated with Cisco EnergyWise Suite,
Cisco ServiceGrid, and Cisco Data Virtualization.

Cisco Software ATP


Cisco EnergyWise Suite

Integrator ATP
Provider ATP
Access/coverage: Cisco EnergyWise

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

< Previous

Cisco ServiceGrid

Reseller ATP
Integrator ATP
Provider ATP
Access/coverage: Cisco ServiceGrid
Cisco Data Virtualization

Reseller ATP
Integrator ATP
Access/coverage: Cisco Data Virtualization

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Introduction

>

Whats New

>

Advanced Unified Computing Technology Specialization

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

The Cisco UCS unifies computing, networking, management, virtualization, and storage access into a single integrated
architecture. The Advanced UCT Specialization is designed for partners looking to build a Cisco Unified Computing
practice. Achievement of this specialization entitles partners to sell the Cisco UCS B-Series Blade Servers without the
higher investment of a full architecture specialization and is the ideal starting point for a data center practice-building
relationship with Cisco.

Cisco Build and Price

>

< Previous

Next >

Three roles are required for the Advanced UCT Specialization:


Account Manager
Systems Engineer

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Field Engineer
These roles provide a roadmap with training content and exams.

Costs
The investment to achieve these roles will vary depending on the existing skill levels within a practice. The total cost for
training (not required) can be up to $6,990 (USD) and 91 out-of-office hours. Required testing costs are $365 (USD).
See Table 2 for a summary of the training format, cost, and duration for each role.

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Introduction

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Whats New

>

DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

< Previous

Next >

The Advanced UCT Specialization offers the following benefits:


Resale access to Cisco UCS B-Series products

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Increased sales and technical competency to participate in the rapidly growing unified computing opportunity

Cisco Build and Price

>

Table 2 is a summary of training format, cost, and duration for each role. All costs and training hours are approximate and may vary by
region. These requirements are subject to change. For the most up-to-date information and additional details see the official UCT website.

Incentives and
Promotions

>

Table 2. UCT Quick Reference Matrix

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Advanced UCT branding to recognize Cisco UCS design, implementation, and support capabilities
Recognition as a Specialized Partner in the Cisco Partner Locator

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions
Cisco Services
Partner Go-to-Market
Resources

Participation in the VIP Data Center UCT subtrack, offering rebates of up to 15 percent (VIP 23)

Advanced Unified
Computing Technology

AM - Responsible for sales methodology and


customer engagement

SE - Pre-sales engineer responsible


for Unified Computing technology
solution planning and design

FE - Pre-sales engineer responsible for Unified


Computing technology solution planning and
design

Pre-Reqs

Cisco Sales Expert (#646-206 CSE)

None

None

Cisco Sales Essentials (CSE) v6.0


Required Certification

Cisco Sales Specialist for Unified Computing


Technology

Cisco Unified Computing Technology


Design Specialist

Cisco Unified Computing Technology Support


Specialist

Required Exam

#650-987 PSDCUCAM

642-998 DCUCD

642-999 DCUCI

Exam Cost

$65

$150

$150

Recommended Training
(not mandatory)

Cisco Data Center Unified Computing for


Account Managers (DCUCAM v1.1)

Designing Cisco Data Center Unified


Computing (DCUCD) v5.0

Implementing Cisco Data Center Unified


Computing (DCUCI) v5.0

>

Cost

$3,495

$3,495

Hours

11 Hours

40 Hours

40 Hours

>

Out-of-Office@$100/hr

$1,100

$4,000

$4,000

Format

Online

Instructor-Led

Instructor-Led

The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training and exams are updated
on an ongoing basis. See the main websites for potential additional options.

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Introduction

>

Whats New

>

Advanced Unified Fabric Technology Specialization

Data Center
Specializations and
Rapid Enablement

>

Cisco Unified Fabric unifies storage, data networking, and network services, delivering architectural flexibility and
consistent networking across physical, virtual, and cloud environments. The Advanced UFT Specialization is designed for
partners looking to build a Cisco Unified Fabric practice.

Pre-Sales Helpdesk

>

Cisco Build and Price

>

< Previous

Next >

Three roles are required for the Advanced UFT Specialization:


Account Manager
Systems Engineer
Field Engineer

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

These roles provide a roadmap with training content and exams that are tailored to pertinent jobs within a company.
The Advanced UFT Specialization offers the following benefits:
Participation in the VIP Data Center UFT subtrack, offering rebates of up to 10 percent (VIP 23)
Advanced UFT branding to recognize the Cisco Unified Fabric design, implementation, and support capabilities
Recognition as a Specialized Partner in the Cisco Partner Locator
Increased sales and technical competency to deliver Ciscos market-leading Unified Fabric portfolio

Costs
The investment to achieve these roles will vary depending on the existing skill levels within a practice. The total cost for
training (not required) can be up to $12,980 (USD) and 123 out-of-office hours. Required testing costs are $800 (USD).
See Table 3 for a summary of the training format, cost, and duration for each role. All costs and training hours are
approximate and may vary by region. These requirements are subject to change. For the most up-to-date information
and additional details see the Advanced UFT Specialization website.

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

< Previous

Next >

Table 3. UFT Quick Reference Matrix


Advanced Unified Fabric
Technology

AM - Responsible for sales


methodology and customer
engagement

SE - Pre-sales engineer responsible


for Unified Fabric technology solution
planning and design

FE - Pre-sales engineer responsible for


Unified Fabric technology solution planning
and design

Pre-Reqs

Cisco Sales Expert


(#646-206 CSE)

CCDA associate-level certification

CCNA associate-level certification

or

or

Cisco Sales Essentials (CSE)


v6.0

CCDP or CCIE

CCNP or CCIE

Required Certification

Cisco Sales Specialist for


Unified Fabric Technology

Data Center Unified Fabric Design


Specialist

Data Center Unified Fabric Support


Specialist

Required Exam(s)

646-985 DCNSS

642-996DCUFD v5

642-997 DCUFI
v5

642-996 DCUFI v5

642-980 DCUFT

Exam Cost

$200

$200

$200

$200

$200

Recommended Training
(not mandatory)

Cisco Sales Essentials (CSE)


v6.0

Designing Cisco
Data Center Unified
Fabric (DCUFD) v5.0

Implementing
Cisco Data Center
Unified Fabric
(DCUFI) v5.0

Implementing Cisco
Data Center Unified
Fabric (DCUFI) v5.0

Troubleshooting
Cisco Unified Fabric
(DCUFT) v5.0

Data Center Networking


Solution Sales (DCNSS v3.0)
Cost

$3,295

$3,295

$3,295

$3,095

Hours

11 Hours

40 Hours

40 Hours

24 Hours

24 Hours

Out-of-Office @$100/hr

$1,100

$4,000

$4,000

$2,400

$2,400

Format

Online

Instructor-Led

Instructor-Led

Instructor-Led

Instructor-Led

Role Sharing

One qualified individual may fill


only the AM role in up to four
technology specializations.

One qualified individual may fill only


the SE role in up to two technology
specializations

One qualified individual may fill only the FE


role in up to two technology specializations

The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training and exams are updated on an
ongoing basis. See the main websites for potential additional options.

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


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DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Introduction

>

Whats New

>

Advanced Data Center Architecture Specialization

Data Center
Specializations and
Rapid Enablement

>

Cisco Unified Data Center changes the economics of the data center by unifying computing, storage, networking,
virtualization, and management. The Cisco Advanced Data Center Architecture (DCA) Specialization is designed
for partners looking to offer complete data center architecture solutions.

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

< Previous

Next >

The DCA Specialization offers the following benefits:


Resale access to Cisco UCS B-Series products
Participation in the VIP Data Center UFT and UCT subtracks, offering rebates of up to 15 percent (VIP 23)
Advanced DCA branding to recognize your design, implementation, and support capabilities across the Cisco
Unified Data Center portfolio
Recognition as a Specialized Partner in the Cisco Partner Locator
Increased sales and technical competency to deliver Ciscos market-leading Unified Data Center portfolio
Three roles are required for the Advanced Data Center Architecture Specialization:
Account Manager
Architect Systems Engineer
Field Engineer

Costs
Your investment to achieve these roles will vary depending on the existing skill levels within your practice. The
total cost for training (not required) can be up to $6,790 (USD) and 227 out-of-office hours. Required testing
costs are $730 (USD).
See Table 4 and 5 for a summary of the training format, cost, and duration for each role. All costs and training
hours are approximate and may vary by region. These requirements are subject to change. For the most up-todate information and additional details see the official Advanced DCA Specialization website.

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Partner Go-to-Market
Resources

>

< Previous

Next >

Table 4. Account Manager and System Engineer Roles


Advanced Data Center
Architecture Specialization

AM - Responsible for sales methodology


and customer engagement

Architect SE - Pre-sales engineer responsible for Data Center


Architecture solution planning and design. Possesses both business
and technical skills. Understands customer business needs and issues,
business process, and transformation.

Pre-Reqs

Cisco Sales Expert (#646-206 CSE)

None

>

Pre-Sales Helpdesk

Cisco Services

DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Cisco Sales Essentials (CSE) v6.0


Required Certification

Data Center Sales Specialist for


Architecture

Data Center Architecture Design Specialist

Required Exam(s)

646-985 DCNSS

#650-987 PSDCUCAM

642-996DCUFD v5

642-998 DCUCD
v5

650-987 PSDCUCAM
Exam Cost

$200 and $65

$65

$200

$200

Recommended Training (not


mandatory)

Cisco Sales Essentials (CSE) v6.0

Quickstart for Data


Center/Virtualization
Architecture

Implementing Cisco
Data Center Unified
Fabric (DCUFI) v5.0

Designing Cisco
Data Center
Unified Computing
(DCUCD)v5.0

Data Center Networking Solution Sales


(DCNSS v3.0)
Quickstart for Data Center/Virtualization
Architecture
Cisco Data Center Unified Computing for
Account Managers (DCUCAM v1.1)

Cisco Data Center


Unified Computing for
Account Managers
(DCUCAM v1.1)

Cost

$3,295

$3,495

Hours

19 Hours

8 Hours

40 Hours

40 Hours

Out-of-Office @$100/hr

$1,900

$800

$4,000

$4,000

Format

Online

Online

Instructor-Led

Instructor-Led

Role Sharing

One qualified individual may fill only


the account manager role in up to two
architecture specializations.

One qualified individual may fill only the Architecture Systems Engineer
(ASE) role in up to two architecture specializations.

The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training and exams are updated on
an ongoing basis. See the main websites for potential additional options.

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

< Previous

Next >

Table 5. Field Engineer Roles


Advanced Data Center
Architecture Specialization

FE 1 - Post-sales engineer responsible for Data Center


Architecture unified computing solutions and considerations

FE 2 - Post-sales engineer responsible for Data Center


Architecture unified fabric solutions.

Pre-Reqs

None

CCNP professional-level certification


or

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

CCIE Service Provider, CCIE Design, CCIE ISP Dial,


CCIE Routing & Switching, CCIE Security, CCIE SNA/IP
Integration, CCIE Service Provider Comprehensive, CCIE
Storage Networking, CCIE Voice, CCIE WAN Switching,
CCIE Wireless, or CCIE SP Operations
Required Certification

Data Center Support for UC Specialist (Option 1)

Data Center Unified Fabric Support Specialist

Required Exam(s)

642-999 DCUCI

642-997 DCUFI v5

642-980 DCUFT

Exam(s) Cost

$200

$150

$150

Recommended Training
(not mandatory)

Implementing Cisco Data Center Unified Computing (DCUCI)


v5.0

Implementing Cisco Data


Center Unified Fabric
(DCUFI) v5.0

Troubleshooting Cisco Unified


Fabric (DCUFT) v5.0

Cost

$3,495

$3,495

$3,095

Hours

40 Hours

40 Hours

24 Hours

Out-of-Office @$100/hr

$4,000

$4,000

$2,400

Format

Instructor-Led

Instructor-Led

Instructor-Led

Role Sharing

The field engineer cannot fill roles in other architecture specializations (Borderless Network or Collaboration); however,
one field engineer can fulfill up to 1 additional field engineer role (2 FE roles total) within the Data Center Architecture
Specialization. Role sharing in technology specialization(s) has no impact on architecture specialization(s).

The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training and exams are
updated on an ongoing basis. See the main websites for potential additional options.
Post-sales engineer responsible for Data Center Architecture solutions and considerations.

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

14

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Cisco Unified Data Center


Partner Guide
DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Introduction

>

Whats New

>

Cisco UCS Invicta ATP

Data Center
Specializations and
Rapid Enablement

>

The Cisco UCS Invicta ATP Program is designed to enable partners to understand and
sell the Cisco UCS Invicta product line, which accelerates application workloads, reduces
data redundancy, and improves data center efficiency.

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

< Previous

Next >

Cisco UCS Invicta Series Solid State Systems deliver powerful, easy-to-manage
application acceleration for I/O and bandwidth-intensive workloads. With the Cisco UCS
Invicta Series, you can confidently deploy flash memory technology with the proven
operational and scaling advantages of the Cisco UCS.
Please visit the ATP site for the latest information on this ATP program.

Cisco ACI ATP

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

>

The Cisco ACI ATP Program is designed to bring partners along on the software-defined
networking journey, where networks are deployed, monitored, and managed in a fashion
that supports development, operations and rapid application change.
Cisco ACI consists of:
The new Cisco Nexus 9000 Series Switches
Centralized policy management and Cisco Application Policy Infrastructure Controller
(APIC)
A Cisco Application Virtual Switch (AVS) for the virtual network edge
Software and hardware innovations
Integrated physical and virtual infrastructure
An open ecosystem of network, storage, management, and orchestration vendors
Please visit the ATP site for the latest information on this ATP program.

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

15

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Cisco Unified Data Center


Partner Guide
DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Introduction

>

Whats New

>

Master Cloud Builder Specialization

Data Center
Specializations and
Rapid Enablement

>

The Cisco Master Cloud Builder Specialization (MCB) denotes the highest level of achievement for a Cisco Data Center
Partner. Built upon the Advanced DCA Specialization, it recognizes a partners proven capabilities to build and deploy
cloud-ready, integrated infrastructures based on Cisco solutions, as well as Ciscos technology ecosystem partner cloud
offerings across storage, virtualization, cloud management, and virtual desktop.

Pre-Sales Helpdesk

>

The Master Cloud Builder Specialization offers partners numerous benefits:

Cisco Build and Price

>

Cisco Cloud Partner brand recognition for achieving a Master level of competency and capabilities, resonating with
customers, partners, and Cisco sales teams

Incentives and
Promotions

>

Exclusive ability to promote your company to customers and Cisco Sales with your own dedicated landing page on
Ciscos Cloud and Managed Services Partner Marketplace

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

< Previous

Next >

Access to external marketing programs and materials to accelerate your time-to-market and demand through Cisco
Partner Marketing Central
Improved profitability through enhanced VIP and Marketing Development Funds
Ability to expand and enhance your solution offerings with Ciscos ecosystem of integrated solutions
Exclusive access to practice enablement tools to build and manage a joint cloud go-to-market engagement using the
Cisco Go-to-Market Resource Center

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

16

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Cisco Unified Data Center


Partner Guide
DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Independent audit of the partners capabilities by a third-party auditing firm

Cisco Build and Price

>

This specialization builds upon many other certifications typically already held by a Cisco Data Center Partner.

Incentives and
Promotions

>

Partners with a highly qualified data center and cloud practice can achieve a Master Cloud Builder Specialization
regardless of their Cisco partner certification level.

Cisco-Funded
Network Assessments

>

Costs

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

< Previous

Next >

The Master Cloud Builder Specialization represents a shift from practice building to an acknowledgment of a practice
and requires:
Cisco Advanced Data Center Architecture Specialization
Data center ecosystem partner certifications
Customer references

The investment to achieve the Master Cloud Builder Specialization will vary depending on existing certification and skill
levels within a practice. Table 6 summarizes the requirements to achieve this specialization.
For the most up-to-date details see the Master Cloud Builder Specialization website.

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

17

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

Focus Area

Ecosystem Partner/Product

Requirement

Specialization

Cisco

Advanced Data Center Architecture Specialization

Storage (one or more)

EMC

Velocity with Consolidate or Advanced Consolidate

NetApp

Gold, Platinum, or Star Certification

Hitachi (HDS)

Gold or Platinum Certification

VMware

Enterprise or Premier Certification

Microsoft

Silver or Gold Certification

Citrix

Gold or Platinum Certification

Redhat

Premier or SI Certification

Cisco

see website for specifics

VMware

see website for specifics

Citrix

see website for specifics

EMC

Vblock Systems (Smart Solution)

NetApp

FlexPod (Smart Solution), ExpressPod (Smart Solution)

HDS

VIA-HDS

Cisco

Intelligent Automation for Cloud (IAC)

BMC

Cloud Lifecycle Management (CLM )

CA

AutoSuite for Cloud

VMware

vCloud Director

Virtualization/hypervisor
(one or more)

>

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Next >

Table 6. Master Cloud Builder Specialization Requirements Overview

Desktop virtualization

Training and
Demo Labs

< Previous

Integrated infrastructure
(one or more)

Cloud management
(one or more)

Customer references

Minimum 3

Onsite audit

Onsite audit capabilities validation


Onsite audit demonstration

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

18

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Cisco Unified Data Center


Partner Guide
DATA CENTER SPECIALIZATIONS AND RAPID ENABLEMENT (CONT.)

< Previous

Introduction

>

Whats New

>

Cisco UCS Director Rapid Enablement

Cisco UCS Director Partner Training

Data Center
Specializations and
Rapid Enablement

>

Cisco UCS Director unifies and automates end-to-end IT converged


infrastructure management processes using Cisco and third-party
hardware. UCS Director provides users with a holistic, single-paneof-glass solution to manage and automate virtualization, computing,
networking, and storage operations.

Pre-Sales Helpdesk

>

One UCS Director sales training class and three technical training classes
are available. To satisfy the minimum training requirement, partners
must have one person complete the pre-sales Systems Engineer (SE)
Foundations class and one person complete the postsales Field Engineer
(FE) Deployment class. Note that the same person can fulfill both the
SE and FE roles. Table 7 summarizes the UCS Director training options.
Contact your account manager for additional training details.

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco UCS Director Deployment Plans


Any Cisco partner can sell UCS Director. It is currently on the Global Price
List and available in Cisco Commerce Workspace. However, as UCS
Director is a new product to most Cisco partners, all UCS Director sales
will be checked for a valid deployment plan prior to shipment.
The following will automatically be released for shipment:
Orders from Cisco partners who have completed UCS Director training
Orders that include Cisco Data Center Deployment Service for Cisco
UCS Director
Orders delivered by an approved ecosystem delivery partner

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Automatic release of UCS Director orders for partners who satisfy the
minimum training requirement

Cisco Services

>

Training specifically designed for partners with existing expertise in


adjacent technologies

Partner Go-to-Market
Resources

Cisco UCS Director Rapid Enablement


The Cisco UCS Director Rapid Enablement program prepares partners to
successfully sell and deliver UCS Director solutions without imposing a
formal program structure. This program provides the following benefits:

Table 7. Cisco UCS Director Training Options


Class

Format

Account
Manager

Pre-sales
Systems
Engineer

Postsales Field
Engineer

UCS Director
Sales
Overview

1.5 hours,
WebEx

Recommended

Recommended

Recommended

UCS Director
Technical
Foundations

2 days,
WebEx or
in person

REQUIRED

Recommended

UCS Director
Advanced
Deployment

2 days, in
person

Optional

REQUIRED

UCS Director
Advanced
Development

2 days, in
person

Optional

Resources to support the sale and deployment of UCS Director solutions

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

19

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Cisco Unified Data Center


Partner Guide
PRE-SALES HELPDESK

Next >

Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

The Cisco Partner Helpline is a support network for Cisco partners for all pre-sales support needs. This group is comprised of Cisco program and
product experts to support partners across the world.

Pre-Sales Helpdesk

>

All partners are welcome to join, regardless of their certification level. Open a case at: www.cisco.com/go/ph.

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Partner Helpline for pre-sales support and the PDI Helpdesk for proactive technical support deliver higher-quality solutions in a shorter period of time.

Partner Help Line

Product Pre-Sales Support:

Partner Enablement Tools:

Product specifications / design aspects / interoperability

Partner Education Connection (PEC)

Partner numbers / pricing questions

Quote Advisor / Quick Quote / CCW

Features / capabilities / configuration

Solutions Builder

Channel Partner Program:


Requirements
Education

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Discovery
Talent Acquisition Portal
Customized partner intelligence
Secure Business Advisor
Steps to Success
Competitive Edge
Campaign Builder
SMB Smart Design
CCO - Partner access

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

20

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Cisco Unified Data Center


Partner Guide
PRE-SALES HELPDESK (CONT.)

Introduction

>

Whats New

>

Plan, Design, and Implementation Help Desk

Data Center
Specializations and
Rapid Enablement

>

The PDI Help Desk (PDI-HD) is a free, 12 x 5 worldwide support service which addresses
the need for proactive technical support required by Cisco partners in the complex tasks
of planning, design, and implementation of Cisco solutions.

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

< Previous

All DC Specialized Partners are eligible. Open a case at: www.cisco.com/go/pdihelpdesk.


Benefit to Partners:
Access to a dedicated team of engineers focused on design and deployment best
practices
Delivery of higher-quality solutions in a shorter period of time
Smoother project lifecycle

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Reduction of operational issues once the solution is in production.


Type of Cases Handled:
Pre-production technical issues
Upgrade and migration planning
Network design reviews
Capacity and scalability advice

Partner Go-to-Market
Resources

Initial setup and troubleshooting


Configuration and feature integration
Supported Data Center Products
Cisco Unified Data Center Solutions
VMware
Certified OSs
Certified Enterprise Applications

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

21

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

CISCO BUILD AND PRICE


This new e-commerce platform offers streamlined access to Cisco
Unified Compute product offerings, allowing customers to build and
price the Cisco solution that fits their needs and find the partner of their
choosing.
The Cisco Build and Price website offers participating qualified partners
an e-commerce presence for re-selling Cisco Unified Compute solutions.
This sales portal provides your customers easy access to Cisco UCS
blade and rack server pricing using a simple approach to building and
pricing server solutions.

This direct online access for customers creates a more efficient method
to procure UCS servers and speed delivery through Ciscos extensive
reseller network.
To learn more about participating in this program please see your Cisco
Partner Account Manager.

Cisco UCS customers can take advantage of:


Fast navigation and ease of use

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Focused configuration bundles for quick pricing and ordering


Access to supporting product information
Sales support by Cisco product experts
Cisco partners will benefit by:

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

Less time spent on transaction business


Enhanced web presence and ease of ordering
Direct routing of leads
Cisco UCS customers can now customize solutions to fit their unique
business needs, compare competitive MSRP pricing, review UCS server
options, and learn about product features. Sales support is available via email
or phone to help expedite sales orders. Having tailored a solution, customers
can order products saved in their cart via a Cisco Reseller of their choosing.
Customers outside of the US can select their solution, then print or email it to
their local reseller to get a quote in local currency.

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

22

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

INCENTIVES AND PROMOTIONS


Cisco offers a numbers of programs, promotions, and incentives for Cisco
partners to take advantage of. Additional information can be found at
www.cisco.com/go/incentives.
Teaming Incentive Program (TIP)
Opportunity Incentive Program (OIP)
Solution Incentive Program (SIP)
Value Incentive Program (VIP)

Next >

SeedIT First-Time Buyer Program


The SeedIT First-Time Buyer Program is designed to encourage customers
to purchase select Cisco technology platforms for the first time.
The program includes aggressive product discounts to help partners
introduce new data center products to their customers. Since the
discount is eligible on only a limited number of units per customer, the
partner is protected from subsequent price erosion with that customer.

Cisco Rewards

Visit the SeedIT First-Time Buyer Program page for updated information.

Advanced New Account Breakaway

UCS SmartPlay

The Advanced NAB promotion expands the existing UCS NAB promotion
to include Cisco Nexus switches. The promotion offers a compelling
incentive for selling Cisco Nexus and UCS data center infrastructure
into accounts that have previously not purchased these product lines.
This Cisco Commerce Workspace-based deal registration promotion
is complementary and similar to OIP and is designed to capture market
share by promoting first-time Cisco Nexus and UCS purchases.

UCS SmartPlay Promotions, Solution and Extention Packs offers are


designed to enable partners to jumpstart Cisco UCS opportunities by
establishing a Cisco UCS footprint in new customer accounts through the
use of aggressive and very competitively priced blade and rack-mount
UCS bundles. Distributors are able to place direct orders with Cisco on
behalf of all Tier 1 and Tier 2 Partners. These offers are updated on a
quarterly basis.

Partner benefits:
Opportunity protection
Up to 70 percent increase in hardware margin

Cisco Data Center


Solutions

>

Cisco Services

>

Increased discounts across the Cisco Data Center portfolio


Increased follow-on sales opportunities
Visit the Advanced NAB promotion page for updated information.

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

23

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Cisco Unified Data Center


Partner Guide
INCENTIVES AND PROMOTIONS (CONT.)

< Previous

Introduction

>

Whats New

>

Nexus Promotional Offers

Cisco EnergyWise Fast Start Program

Data Center
Specializations and
Rapid Enablement

>

Cisco promotional offers enable partners to more easily establish Cisco


Nexus solutions for data center opportunities. Take advantage of these offers
to capture new opportunities. All offers are updated on a quarterly basis.
Additional information can be found at www.cisco.com/go/incentives.

This program offers a 90-day complimentary trial of Cisco EnergyWise


Management Software for data center that helps customers save energy
and optimize they ways they use.

Pre-Sales Helpdesk

>

Nexus Promotional Offers:

Americans (US/Cananda)

Nexus 7000 Common Equipment Bundles

APJC (Limited pilot in select countries)

Nexus 5000/6000 and Nexus 2000 Bundles

EMEAR (Europe, Middle East, Africa and Russia)

Cisco Build and Price


Incentives and
Promotions

>
>

Availability

Arista to Nexus Competitive Migration Program


Cisco Nexus 2000 Technology Migration

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Switching (Cisco Catalyst and Nexus) Competitive Equipment Exchange


Cisco Nexus 7000 Second-Generation Migration Program

Eligible Accounts
Accounts that have not previously purchased Cisco UCS products
Opportunity must be partner-hunted and led (i.e., found and developed
solely by the partner)

Cisco Nexus 7010 Bundle and Cisco ASA 5585-X with SSP-60 Bundle

Cisco Data Center


Solutions

>

Cisco Services

>

Security Bundles for Virtual and Cloud

See the programs page for additional details including terms and conditions.

Eligible Partners
Partners must have one of the following certifications: Gold, Silver,
Premier, or Select.
In order to resell UCS B-Series products, the partner must have at least
one of the following specializations:
Advanced Unified Computing Technology
Advanced Data Center Architecture

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

24

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center Infrastructure Assessment


Proven way to increase sales by identifying and expanding opportunities

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

CISCO-FUNDED NETWORK ASSESSMENTS

Regions: Americas (US/Can)


Ciscos Network Assessment Program offers partner incentives for
performing on-site network audits in targeted end-customer accounts.
The Cisco-funded DC Infrastructure Assessment is used to identify
existing and potential problems as well as opportunities for optimization in
your customers network, data center, and cloud environments.
Improve the reliability, scalability, performance, and optimization of the
network, data center, UC, and cloud environments.
Identify critical issues and map them directly to potential solutions with
easy-to-use reports.

Visit our assessment partner Risc Networks for additional information on


their Solution Mapper Tool, including success stories to share with your
customers.
Planning and Starting an Assessment

Begin planning for performing an assessment by first working with your


Cisco Account Manager, Partner Account Manager, or DC Product Sales
Specialist to identify potential DC assessment opportunities.
To start a DC assessment we require:
Nomination by local Cisco Account Manager, Partner Account Manager
or DC Product Sales Specialist
A minimum deal size of $200K (USD)
Partner to have DCA, UCT or UFT Specialization

Discover potential cost savings measures and consolidation opportunities.


Receive detailed inventory data; network, Windows Server, Windows
Workstation, VMware, Cisco CallManager, Linux/Unix servers, and
even printers.

Figure 4 Steps to a Cisco-Funded Assessment


Cisco

Identify target
accounts/partners

Partner
Request online
priority code via
SIRE portal

Cisco reviews
and approves the
nomination via
SIRE portal

Partner accepts
Terms and Conditions
in SIRE portal

Cisco and Partner

Partner performs
assessments

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

Partner submits
POP in SIRE portal;
Cisco reviews;
Payment authorized

25

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Cisco Unified Data Center


Partner Guide
TRAINING AND DEMO LABS

Introduction

>

Whats New

>

Cisco Data Center and Virtualization Labs for Channels

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

The Cisco Data Center and Virtualization Labs are an online resource for training or
customer demonstrations highlighting Cisco and Cisco Eco-System partners leadership
in data center and virtualization solutions. These labs are specifically designed to provide
Cisco Data Center Partners with a hands-on opportunity to configure and demonstrate
data center and virtualization solutions.

Cisco Build and Price

>

Next >

Two labs are available for self-paced training and demonstration and can be scheduled
online:
Data Center and Virtualization

Incentives and
Promotions

>

FlexPod Training

Cisco-Funded
Network Assessments

>

The following newly-released labs are available on a limited basis and are not currently
available for online scheduling. To schedule these labs please see your data center
partner development manager:

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Microsoft Cloud
UCS Director
VXI-VMware
VXI-Citrix
Schedule time on the lab today

Lab sessions can easily be scheduled online and can vary from one to eight hours for
immediate or future use. Typically a four hour time slot should be enough to complete a
training session. To schedule time, go to: http://dcv-labs.labgear.net

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

26

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

TRAINING AND DEMO LABS (CONT.)

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

Next >

You will need an account to use the lab. Getting an account is easy. Go to http://dcv-labs.labgear.net and select
Signup at the top of the screen. Enroll using your corporate email. Enrollments with personal emails (@gmail.com for
example) will not be approved.
Detailed demo and training documentation is available to registered users.

Example Lab Exercises


Data Center and Virtualization Lab
Configuring vPC, FCoE and the FEX using the CLI and using Fabric Manager,
Device Manager and Data Center Networking Manager
Configure VCenter ESXi hosts and SAN attached storage and clone virtual
machine for access to the LAN and SAN
Configuring Overlay Transport Virtualization (OTV) - Configure the Nexus
7000 for OTV preparing for a long-distance OTV event
Configuring VMware VMotion and the Cisco Nexus 1000V

Training and
Demo Labs

< Previous

UCS Director
Navigate through the UCS Director software features, self service portal and
Virtual Server Provisioning
Install and configure Cisco UCS Director, deploy Cisco UCS Director software
in VMware vCenter and configure Cisco UCS Director with Microsoft Active
Directory Server
Add Virtual Account (VMware vCenter), Physical Accounts, Discover and
Monitor Virtual Resources, Configure Policies for Virtual Cloud (Computing,
Storage, Network and System Policy)
Familiarize yourself with Cloud Sense and Orchestration, Configure
and publish a catalog, Submit and validate a Service Request generate
CloudSense Reports and Introduction to Orchestration

FlexPod
Cisco UCS Configuration for FlexPod with clustered Data ONTAP and ESXi
Initial Networking Configuration and Storage Connectivity
Essential FlexPod Integration Tools for vCenter 5.1 and Deploying and
Configuring Nexus 1000v Distributed Virtual Switch
Using the UCS PowerTool to Automate UCS Provisioning and Deploying and
Using the NetApp NFS Plugin for VMWare VAAI
Using UCS Director Unified Infrastructure Controller to Manage FlexPod and
Provision Orchestration Tasks
Citrix DV
Overview of deployment best practices for Cisco UCS and Citrix XenDesktop
5.6. Understand the UCS Configuration best practices for XenDesktop
Create and apply a UCS Service Profile for Citrix XenDesktop and Install Citrix
XenDesktop 5.6 on UCS
Microsoft Cloud
Initial Configuration of the Storage Infrastructure (Data ONTAP)
Cisco UCS Configuration and Microsoft Virtualization and Private Cloud
Infrastructure Configuration Initial Configuration of the Hyper-V Hosts
Configuring System Center 2012 and Deploying a Microsoft Private Cloud
on FlexPod
Advanced FlexPod-Microsoft System Center Integration and Configuring UCS
Integration with System Center Operations Manager 2012 (SCOM)

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

27

Home

Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions
Cisco-Funded
Network Assessments

>

TRAINING AND DEMO LABS (CONT.)

Cisco GOLDLabs

GOLDLab: DCNI-2 Lab 3/14:Layer 2 Switching

Cisco partners can take advantage of Ciscos many GOLDLabs available


for data center including:

GOLDLab: DCNI-2 Lab 4/14:First-Hop Redundancy Protocols

GOLDLab: DCV Zenoss Cloud Assurance

GOLDLab: DCNI-2 Lab 9/14:Troubleshooting Using SPAN

GOLDLab: DCV MDS Lab1 - Initial Config, VSANs and Zoning v1.0

GOLDLab: DCNI-2 Lab 5/14:Configuring Routing Protocols

GOLDLab: DCV MDS - Lab2 - Adv SAN - ISL, Port Channels, VSAN
Trunking and NPV v1.0

GOLDLab: DCNI-2 Lab 6/14:Quality of Service

GOLDLab: DCV MDS - Lab3 - SAN Extension Features (FCIP, IVR) v1.0
GOLDLab: DCV FabricPath Lab
GOLDLab: DCUCS Nexus 1000 - Lab4
GOLDLab: DCV Nexus 5000 VM-FEX

>

GOLDLab: DCUCS VM-FEX - Lab5


GOLDLab: DCNI-2 Lab 8/14:Cisco Data Center Network Manager

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

GOLDLab: DCNI-2 Lab 11/14:Configuring FCoE, the Nexus 2148T


Fabric Extender and Configuring N_Port Virtualization on the Cisco
Nexus 5020 Switch

Grow Faster with ISVs

>

GOLDLab: DCNI-2 Lab 14/14:Implementing OTV with Cisco Nexus 7000

GOLDLab: DCNI-2 Lab 10/14:Cisco Nexus 5000 Hardware Platform


and System Management

GOLDLab: DCNI-2 Lab 1/14:Nexus 7000 Hardware Platform

Cisco Data Center


Solutions

>

Cisco Services

>

< Previous

GOLDLab: DCNI-2 Lab 13/14:Implementing vPC with Cisco Nexus 7000

GOLDLab: DCNI-2 Lab 7/14:Cisco Nexus 7000 Security Feature


GOLDLab: DCNI-2 Lab 2/14:Managing System Configuration
GOLDLab: DCV Nexus 1000 Intro to Nexus 1000v
GOLDLab: DCV Nexus 5000-2000 VPC Lab
GOLDLab: DCV Nexus 5000 Multihop FCoE Lab
GOLDLab: UCS Sandbox
GOLDLab: DCUCS Exploring Cisco UCS Manager - Lab 1
GOLDLab: DCUCS Deploying Advanced Service Profile Lab 3
GOLDLab: DCUCS Deploying Service Profiles - Lab 2
GOLDLab:(NX-OS) Nexus 7000 v1.0
To access these labs go to Partner Education Connection and search for
data center GOLDLabs.

GOLDLab: DCNI-2 Lab 12/14:Configuring the VMware ESX Server and


the CNA

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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CISCO CLOUD CHANNEL GO-TO-MARKET

Introduction

>

Whats New

>

InterCloud Fabric

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco InterCloud Fabric is designed for end customers who want to build secure hybrid clouds and extend their
existing data center to public clouds, as needed and on demand. This allows them to connect on-premises data center
infrastructure to multiple service providers and take advantage of flexible, pay-as-you-grow capacity. Ultimately, they
will achieve lower costs and faster delivery of resources. For more information on Cisco InterCloud Fabric, visit
www.cisco.com/c/en/us/products/switches/intercloud/index.html.

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Next >

Key features include:


Self-service consumption of hybrid resources with end-user and IT portals
Workload provisioning and bi-directional migration across on-premises and cloud resources
End-to-end security with consistent policy enforcement across the hybrid cloud
A single point of management and control for physical and virtual workloads across multiple private and public clouds
A choice of Cloud Providers and hypervisors

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
CISCO CLOUD CHANNEL GO-TO-MARKET (CONT.)

< Previous

Introduction

>

Whats New

>

Cisco Solutions for Cloud

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Regardless of whether they are enterprises or midsize businesses, chances are


customers are thinking a lot about cloud computing. Cisco Data Center solutions can
help deliver cloud offerings that are scalable, flexible, and application aware. Cisco
solutions for Cloud are a great way to block competitive threats and take market share
while addressing the new consumption models our customers are interested in.

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Next >

Figure 4. Adoption of Cloud-Based Offerings is Rapidly Accelerating

Traditional Data
Centers

Adoption curve

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

Cloud Computing
(private, public and hybrid)

2000

2005

2011

2013

2015

Cisco and industry-leading ecosystem partners have designed prevalidated converged


infrastructure solutions for your customers private cloud needs. And for your customers
looking for a public cloud model, Cisco has engineered several Cisco Powered cloud
services that you can deliver, such as Infrastructure as a Service (IaaS), Hosted
Collaboration Solution (HCS), Hosted Collaboration Solution for Contact Center (HCS for
CC), TelePresence as a Service (TPaaS), and Desktop as a Service (DaaS), with more
being launched in the near future.

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

CISCO CLOUD CHANNEL GO-TO-MARKET (CONT.)

Flexible Channel Framework Addressing All Cloud Consumption Models


Cisco puts our channel partners at the center of our cloud channel go-to-market, which
is built around enabling partners to capture cloud solution and services opportunities
with Cisco across the sale of private, public, and hybrid cloud models. By offering a
flexible program structure, we enable our partners to evolve their cloud selling models in
a way that makes the most sense for their businesses, whether as Cloud Builders, Cloud
Providers, or Cloud Services Resellers.
From beginning to end, we can make it easier to build and resell private cloud solutions,
sell cloud services from an existing Cloud Services Reseller, or offer your own cloud
services as a Cloud Provider.

>

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

$777B

Cloud Spending

$81B

Partner Go-to-Market
Resources

Next >

Figure 5. Cloud Spending Will Continue to Grow Through 2020

Training and
Demo Labs

Cisco Services

< Previous

>

2011

$226B

2015

2020

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

CISCO CLOUD CHANNEL GO-TO-MARKET (CONT.)

< Previous

Next >

Cisco offers three tracks for partners to participate in:


Cloud Builder: Cisco partners who build and sell Cisco-centric cloud infrastructure to end customers and Cloud Providers

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Cloud Provider: Cisco partners who manage and sell Cisco Powered cloud services to end customers
Cloud Services Reseller: Cisco partners who resell Cloud Providers Cisco Powered cloud services to end customers
Partners can participate in one or more tracks to meet their existing or evolving selling models.
These tracks are designed to be inclusive for all Cisco partners regardless of their size, business model, or market segment focus.
Figure 6. Flexible framework addresses all cloud consumption models

Cloud
Builder
Track

Cloud
Provider
Track

Cloud
Services
Reseller
Track

Build and sell


Cisco-centric clouds
to end customers
and Cloud Providers

Manage and sell


Cisco Powered
cloud services to
end customers

Resell providers
Cisco Powered
cloud services to
end customers

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Partner Guide
CISCO CLOUD CHANNEL GO-TO-MARKET (CONT.)

Introduction

>

Whats New

>

Exclusive Benefits available to Cisco


Cloud Partners

Data Center
Specializations and
Rapid Enablement

>

The Cisco Cloud Partner Program offers a number of


benefits, including:

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Cisco Cloud Partner brand recognition for achieving


appropriate levels of competency and capabilities,
resonating with customers, partners, and Cisco sales
teams

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

< Previous

Exclusive ability to promote to customers, partners, and


Cisco Sales with a dedicated landing page on the Cisco
Cloud and Managed Services Partner Marketplace
Access to external marketing programs and materials
to accelerate time-to-market and demand using Cisco
Partner Marketing Central
Improved profitability through enhanced VIP and
Marketing Development Funds

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Exclusive access to practice enablement tools to build


and manage a joint cloud go-to-market engagement
using the Cisco Go-to-Market Resource Center.

Cisco Data Center


Solutions

>

For more information on Cloud Reseller programs, see the


Cisco Cloud page For Partner tab.

Cisco Services

>

Ability to expand and enhance your solution offerings


with Ciscos ecosystem of integrated solutions

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Partner Guide
GROW FASTER WITH ISVs

Introduction

>

Whats New

>

Grow Faster with ISVs: Were Better Together

Data Center
Specializations and
Rapid Enablement

>

Cisco is increasing its investment in partnerships with Independent Software Vendors (ISVs) for one simple reason:
Were better together. ISV innovations and capabilities complement our own, while Cisco and our partners can help ISVs
in their move to new cloud-based business models. This combination offers a growing opportunity to transform our joint
value proposition into new business opportunities.

Pre-Sales Helpdesk

>

There are two ways Cisco partners can take advantage of the growing ISV opportunity.

Cisco Build and Price

>

Sell to ISVs

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

Customers are clearly requiring Software-as-a-Service (SaaS) consumption models, and ISVs are moving quickly to meet
this growing demand. ISVs will need to decide how to deliver this new capability, either as a self-built and self-managed
on-premises solution or by using a cloud provider. To take full advantage of the cloud, ISVs look to Cisco Data Center
Partners for the needed infrastructure, expertise, support services, and/or managed services to make this transition.

>

Training and
Demo Labs

>

Next >

If you are an authorized partner in one of the following tracks, you are uniquely positioned to take advantage of this
rapidly evolving market:
Cloud Builder Partners: Build and sell Cisco centric clouds to customers and Cloud Providers.
Cloud Provider Partners: Manage and sell Cisco Powered Cloud IaaS to customers.

Cisco Cloud Channel


Go-to-Market

>

Cloud Services Reseller Partners: Resell Cloud Providers Cisco-Powered cloud services to ISVs.

Grow Faster with ISVs

>

For more information on our cloud and data center certifications and specializations, please visit the Cisco Cloud page
For Partners tab.

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

Take action: Go to the Channel Partner to ISV: Lead Generation Campaign in Cisco Partner Marketing Central, which
provides Cisco Data Center Partners with a campaign-in-a-box for engaging with ISVs to help them transition to
SaaS. This campaign includes:
Campaign Guide for Partners: Step-by-step instructions for using the channel partner-to-ISV marketing campaign.
Partner Playbook: An overview of the opportunity that the ISV segment presents to Ciscos channel partners.
Call Guide: Qualifying questions, objection handling, and help with opening up the sales conversation.

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
GROW FASTER WITH ISVs (CONT.)

Introduction

>

Whats New

>

Sell with ISVs

Data Center
Specializations and
Rapid Enablement

>

ISVs are a key go-to-market partner for Cisco and our partners to gain business relevance and access to the lineof-business buyer. Every day, ISVs influence customer expectations and buying behavior for technology solutions
and requirements that affect our success in key areas such as data center and cloud solutions, Unified Workspace
Collaboration, Borderless Networks, and more. Cisco is building business and solution plans with the top ISVs in specific
industries in which we are bringing tightly integrated solutions to market.

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Take action: Go to the Cisco Marketplace Solutions Catalog and find the ISVs that have tested and are validated on
Cisco UCS, connect with them from the marketplace by clicking Request Information, and start building go-to-market
plans in a particular geography and/or industry. Use the sort feature in the Cisco Marketplace Solutions Catalog to find
SIP approved solutions for improved partner profitability. Learn more about SIP atwww.cisco.com/web/AP/partners/
promotions/sip/index.html.

Cisco-Funded
Network Assessments

>

Whether selling to or selling with ISVs, take advantage of this rapidly evolving market and increase the investment in
partnerships with ISVs: Were better together.

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

< Previous

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

CISCO DATA CENTER SOLUTIONS

Cisco Data Center Solutions Partner to Drive Larger Deals Faster


Cisco proudly partners with industry leading technology vendors to bring to market integrated and tested solutions to
help decrease your time to sales and deployment as well as increase your deal size.
You can find many of these solutions in Ciscos Design Zone hosting fourteen different design zone centers including
the Design Zone for Data Centers.
For more information on Cisco Data Center and Virtualization Solutions visit the Cisco Data Center Solutions page.

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Partner Guide
CISCO SERVICES

Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Flexibility and Choice: Cisco Data Center Services for Partners

Cisco Build and Price

>

Cisco Certified Partners can choose from two different services families, each providing a different option for how you
sell and deliver Cisco services based on your business model, investment objectives, and customer needs.

Cisco Certified Partners can choose from a variety of data center services portfolios and programs designed to help
differentiate a practice, and accelerate revenue and profitability. Delivered by Cisco and Cisco Certified Partners, Cisco
Data Center Services engagements result in measurable business gains for our customers, who have achieved benefits
such as 15-20% faster acceleration to revenue; 30% lower infrastructure costs; 50% faster disaster recovery; and 90%
reduction in deployment time.

Cisco Collaborative Services: These services offer qualified partners the ability to harness the power of Cisco
intellectual capital gleaned from Cisco Branded Services and smart service innovation. Our global service
infrastructure provides value-added ingredients to combine with a partners capabilities to create a more
comprehensive, co-branded solution. Service offerings are designed to deliver more proactive and personalized
services across the network lifecycle. The partner sells the solution and is responsible for service delivery, with
support from Cisco.

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Click here to get an in-depth review of your technical services delivery practice to ensure that youre prepared to
successfully deliver Cisco Collaborative Technical Services.

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Branded Services: Certified Partners can also take advantage of an enhanced, ready-for-resell Cisco services
family to speed time-to-market and help increase technology and geographic reach. The partner sells these services
and Cisco is responsible for service delivery.

Cisco Services

>

Partner Go-to-Market
Resources

Next >

Cisco Collaborative Services deliver: Cisco metrics show that for every $1 of Cisco Collaborative Professional
Services our Certified Partners purchase, partners generate an incremental $5 in their own services and $9 in Cisco
products.

Cisco Branded Services deliver: Cisco metrics show that 40% of assessment services engagements result in
product bookings; 50% generate pipeline; more than 50% drive advanced technology or competitive migration
opportunities; and 15% generate services attach.
Click here to learn more about Cisco Collaborative and Cisco Branded Resale Services for data center.

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Partner Guide
CISCO SERVICES (CONT.)

< Previous

Next >

Introduction

>

Whats New

>

Cisco Services Partner Program

Cisco Services Accelerate Program

Data Center
Specializations and
Rapid Enablement

>

Ciscos data center strategy includes a flexible go-to-market approach


for our Certified Partners through the Cisco Services Partner Program.
Key program elements include:

The Cisco Services Accelerate Program is a worldwide training and


incentive program for eligible Cisco Certified Partners designed to help
partners grow their businesses through selling Cisco services.

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Definitions of what partners can sell and eligibility requirements for each,
including Cisco Collaborative Services and Cisco Branded Services
Performance-based reward structure, including rewards for overperformance and higher value services through rebates to help increase
partner profitability
Since its 2012 launch, the program has:
More than 63,000 participating global partners and growing

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Delivered $190M* in services rebates and generated $6B* in partner


business
Helped partners realize a 11-23% overall services margin increase, and
a 14-26% professional services margin increase

Learn how to promote Cisco solution-led conversations and sell and/or


deliver relevant Cisco services through self-paced online modules for Cisco
Data Center solutions that:
Rewards partners with incentives
Helps partners effectively position and sell Cisco services
Helps partners increase bookings for Cisco products and services and
their own services offerings
Click here to learn more about the Cisco Services Accelerate Program for
Cisco Data Center.

* Incentives are not available within EMEAR.

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Partner Guide
CISCO SERVICES (CONT.)

< Previous

Introduction

>

Whats New

>

Cisco Performance Metrics Central

Cisco Services Software Program Pilot

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Gain insight into how to better achieve best-in-class data center support
performance through Cisco Performance Metrics Central. Cisco collects
and analyzes partner performance data to present metrics which indicate
the performance of a partner in selling and managing Cisco services.
Eligible partners benefit through:

The Cisco Services Software Program is part of Ciscos journey as it


invests in our software portfolio to help partners profitably increase the
penetration of Cisco Services Software that is not aligned or embedded
in Cisco technology architectures. This is part of Ciscos long-term vision
for an integrated channel framework for hardware, software, services, and
solutions.

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs
Cisco Cloud Channel
Go-to-Market
Grow Faster with ISVs

>

>
>

Visibility to performance metrics such as Attach Rate, Conversion Rate,


Renewal Rate, and Return Material

Detailed information about Cisco service program metrics such as


discounts and thresholds

The program lets partners choose the services offerings that best meet
their business models and investment strategies. Partners will be able to
choose software, technical services, and Advanced Services associated
with Cisco EnergyWise Suite, Cisco ServiceGrid, and Cisco Data
Virtualization.

Secure and clearly defined user access roles to enable proper security
access to specific functionalities within the application

Cisco Software ATP

Reduced time to collect performance metrics to be shared with


stakeholders

Cisco EnergyWise Suite Provider ATP

Authorization, Service Request Ratio, and Post Customer Satisfaction


score with an easy-to-use user interface

Weekly publishing cycle of performance metrics to ensure accuracy of


metric calculations
Click here to learn more about Cisco Performance Metrics Central for
Cisco Data Center Services.

Cisco EnergyWise Suite Integrator ATP


Cisco ServiceGrid Reseller ATP
Cisco ServiceGrid Integrator ATP
Cisco ServiceGrid Provider ATP
Cisco Data Virtualization Reseller ATP
Cisco Data Virtualization Integrator ATP

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

PARTNER GO-TO-MARKET RESOURCES

Next >

Cisco Unified Data Center includes Unified Compute, Unified Fabric, and Unified Management solutions.
Unified Compute

Unified Fabric

Unified Management

Cisco UCS is the smart, innovative fabric


computing infrastructure that simplifies
operations, speeds deployment, and runs
applications faster.

By unifying storage, data networking, and


network services, Unified Fabric delivers
architectural flexibility and consistent networking
across physical, virtual, and cloud environments.

Cisco Unified Management solutions provide


simplified management and automation across
converged data center infrastructure and cloud
computing architectures.

Unified Compute Technologies include:

Unified Fabric Technologies include:

Unified Management Technologies include:

UCS B-Series Blade Servers

Cisco Nexus Series Switches

Unified Computing System Management

UCS C-Series Rack Servers

Cisco MDS Family

Cisco UCS Manager


Cisco UCS Central

UCS Invicta

Converged Infrastructure Management

Cisco UCS Director


Unified Compute

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

>

Unified Fabric

Unified Management

Cloud Management and Orchestration

Cisco Intelligent Automation for Cloud


Data Center and Virtual Network Management

Cisco Data Center Network Manager


Cisco Prime Network Services Controller
Enterprise Workload Automation

Cisco Tidal Enterprise Scheduler


Cisco Validated Solutions for Big Data
SAP IT Process Automation

Cisco Intelligent Automation for SAP


Cisco Bridge to SAP HANA
InterCloud Fabric

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

PARTNER GO-TO-MARKET RESOURCES (CONT.)

Distribution Resources for Partners


Midsize Solutions Guide for Partners

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Cisco Disti Compass: An easy-to-use mobile app that lets you see a
complete calendar of events, trainings, and workshops available from
distributors in a single view.
Cisco Customer Conversations Guide: This web and mobile app
suggests customer talking points and gives you competitive information,
tailored presentations, and case studies.
Apple iTunes

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

>

Google Play
IDEA Training Sessions: Distributor-specific training sessions live and
on-demand including data center and virtualization, services, and
strategy.

< Previous

Next >

Disti Compass Mobile Application: An easy-to-use mobile app


developed for use with iOS and Android mobile devices. The app lets
you see a complete calendar of events, with everything from trainings
to workshops in a single view. So you have a fast and easy way to find
all the valuable training and enablement events that are offered. Cisco
Distributors deliver high value enablement activities that help Cisco
VARs accelerate sustained business growth and profits by improving
knowledge about Cisco products and solutions.
Distribution Advantage: Interested in growing your Cisco practice?
Whether you are a new or existing Cisco Registered, Select, Premier, or
Gold Partner, Cisco distributors offer an abundance of capabilities and
services to help you succeed.
See how Cisco distributors helped two Cisco partners close new data
center deals. (1:53 mins). View (YouTube).

UCS Competitive Advantage Program: The Cisco partner programs,


promotions, competitive resources, and marketing materials can help
you increase profits and create more demand. Learn why more than
30,000 customers have moved to Cisco UCS.
UCS Build To Order (BTO) - Limited to Eligible Distributors: Enables
select and qualified distributors to stock UCS C-Series and B-Series
server chassis components and use this inventory to assemble custom
configurations to match a customer order, then test and ship the fully
integrated solution directly to the customer.
SmartPlay Demand Generation (For Distributors): Aggressively priced
preconfigured bundles to make selling UCS easier and more profitable
than ever. Use these materials to promote the opportunity to partners.

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Cisco Unified Data Center


Partner Guide
Introduction

>

Whats New

>

Data Center
Specializations and
Rapid Enablement

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

PARTNER GO-TO-MARKET RESOURCES (CONT.)

< Previous

Next >

Table 8. Key Cisco sales programs and resources for Cisco Data Center Partners. Most are available at no-charge.
Unified Compute

Unified Fabric

Unified Management

Partner Central

Partner Central

Partner Central

Partner Central

Cisco.com

Partner Resources

Partner Resources

Partner Resources

Cisco Community

Data Center and Cloud Cisco Community

Help Desk

Partner Helpline - Partner Pre-Sales Support


PDI Helpdesk - Plan, Design & Implementation Support
An Hour With Cisco Data Center Engineers Weekly session Data Center Partner Architecture Team

Incentives and
Promotions

>

Recommended Training
(not mandatory)

Data Center Competitive Resources


UCS Competitive Campaign

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Pricing Portal

UCS Build and Price

Sales Training

SMOREs
Voice of the Engineer
Partner Interactive Webinar
Partner Education Connection
DC Community

Cisco Data Center


Solutions

>

Cisco Services

>

Partner Go-to-Market
Resources

>

DC Quick Start
Find a Distributor

Distributor Locator Tool

Promotions and Programs

SmartPlays

Nexus Promotional Offers

Cisco Advanced New Account Breakaway (NAB)


Cisco Technology Migration Program (TMP)
Incentive and Promotions

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

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Introduction

>

Whats New

>

>

Pre-Sales Helpdesk

>

Cisco Build and Price

>

Incentives and
Promotions

>

Cisco-Funded
Network Assessments

>

Training and
Demo Labs

>

Cisco Cloud Channel


Go-to-Market

>

Grow Faster with ISVs

>

Cisco Data Center


Solutions

>

Cisco Services

>

< Previous

Table 8 Cont. Key Cisco sales programs and resources for Cisco Data Center Partners. Most are available at no-charge.
Assessments

Data Center
Specializations and
Rapid Enablement

Partner Go-to-Market
Resources

PARTNER GO-TO-MARKET RESOURCES (CONT.)

Cisco Funded Network Assessments


SIRE

Demand Gen Assets

Cisco Partner Marketing Central

Proposal Support

Cisco Global Proposals Partner Content Library

Training and Demonstration

WWPO Data Center Labs


Cisco UDC KAONs

Cisco Validated Designs

Design Zone for Data Center

Customer Proof Points

Cisco on Cisco
Customer Case Studies by Vertical

Americas Headquarters
Cisco Systems, Inc.
San Jose, CA

Asia Pacific Headquarters


Cisco Systems (USA) Pte. Ltd.
Singapore

Europe Headquarters
Cisco Systems International BV Amsterdam,
The Netherlands

Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.

>

Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third party trademarks mentioned are the
property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1005R)

June 2014 | 2014 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

43

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