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Program Rules

Cisco Partner Confidential

Cisco Value Incentive Program 30


The Cisco Value Incentive Program (VIP) is a comprehensive back-end payment
program designed to increase margins for Cisco channel partners that resell
Enterprise Networks, security, collaboration, data center, service provider
technologies, Meraki, and Annuity-based solutions. The program provides a
payment to partners that achieve program objectives during either a 6-month
program period or a 3-month program period. Value Incentive Program Period 30
(VIP 30) runs from July 30, 2017 through January 27, 2018.

Participation Prerequisites
Cisco Value Incentive Program Period 30 has 2 separate tracks and 10 subtracks. Participation prerequisites
differ for each track. Architecture and New Business track enrollments can be combined. All tracks must
adhere to the same specific enrollment windows. However, payments must be earned independently for
each subtrack.

Table 1 lists the tracks and subtracks for Cisco Value Incentive Program Period 30, with the prerequisites for
each.

Table 1. Prerequisites (Entry Criteria) for Cisco Value Incentive Program (VIP) Period 30 Subtracks

VIP 30 Track VIP 30 Subtracks Requirements at Time of Enrollment in the Program

Architecture Enterprise Networks Advanced Core and WAN Services Specialization and/or
Advanced Unified Access Specialization and/or Advanced
Enterprise Networks Architecture Specialization and/or Master or
Advanced or Express Cloud and Managed Services designation
and/or Global Gold Certification

Security Advanced Security Architecture Specialization and/or Master or

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Advanced or Express Cloud and Managed Services designation


and/or Global Gold Certification

Data Center Advanced Data Center Architecture Specialization and/or Unified


Fabric Technology Specialization and/or Unified Computing
Technology Specialization and/or Master or Advanced or
Express Cloud and Managed Services designation and/or Global
Gold Certification

Collaboration Advanced Collaboration Architecture Specialization and/or Cisco


TelePresence Video ATP Master (including Satellite,
Multinational, Global and Remote) and/or Express Specialization
- Video track and/or Advanced Video Specialization and/or
Master or Advanced or Express Cloud and Managed Services
designation and/or Global Gold Certification

Service Provider Technology Advanced Service Provider Architecture Specialization

New Business Enterprise Networks Annuity Advanced Enterprise Networks Architecture Specialization
(pilot) and/or Global Gold Certification

Collaboration Annuity (pilot) Approved for SaaS Subscription Resale Program - Simple
Resale or Resale with Lifecycle management track (including
passing the COLT test that is required as per SaaS Subscription
Resale Program Terms and Conditions)

Security Annuity (pilot) Advanced Security Architecture Specialization and/or Express


Specialization Security track and/or Cisco Welcome Program

Data Center Annuity (pilot) Advanced Data Center Architecture and/or Unified Computing
Technology Specialization and/or Global Gold Certification

Meraki Cloud Networking Partner from United States, LATAM and countries in EMEAR, APJ
and GC where Meraki is on the GPL at the start of the VIP Period
and Advanced Unified Access and/or Advanced Enterprise
Networks Architecture Specialization and/or Master or Advanced
or Express Cloud and Managed Services designation and/or
Global Gold Certification

You must hold the required specialization, certification, designation, or Authorized Technology Provider (ATP)
designation at the time of enrollment in the Cisco Value Incentive Program. You must have access to the
Cisco Partner Access onLine (PAL) tool for the purpose of providing customer contact information (including
email addresses to which the CSAT surveys will be sent). If you do not have access, please work with your
Cisco Partner Account Manager (PAM) to gain access.

Enrollment Process
You must meet the participation prerequisite for at least one subtrack to enroll in a track. See Table 1 for
details. Once you have successfully enrolled in a track, you may gain entitlement to any additional subtrack of
the track you are enrolled in, provided you have successfully met the subtrack requirements. All participating
partners need to enroll at http://www.cisco.com/go/ppe and you will receive a notification confirming the
specific subtracks you are eligible for upon successful enrollment.

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Applications for VIP 30 will be accepted during the timeframes indicated in Table 2. For any enrollment
issues, a Customer Service Central (CSC) case needs to be opened before the end of the enrollment period.
Issues reported via email, not using CSC, wont be considered.

Table 2. Timeframes for VIP Period 30


Approximate Approximate Date to
Date to Receive Receive Payment for
Payment for Orders Booked by
Orders Booked January 27,
Program Program Enrollment Enrollment
by January 27, 2018 but
Period Duration Open Date Close Date 2018 and Shipped Between
Shipped Before February 10, 2018
February 10, 2018 and
April 28, 2018
July 30, 2017 to 6 months July 30, 2017 September 8, April 2018 July 2018
January 27, 2018 2017
October 29, 2017 3 months October 29, November 24, April 2018 July 2018
to January 27, 2018 2017 2017

Argentina only: Orders shipped between April 28, 2018 and July 28, 2018 will be paid with earliest regular
payment run.

Payout Criteria
Customer Satisfaction Payout Criteria
Partners can meet the customer satisfaction (CSAT) requirement by maintaining a Cisco certification level of
Gold, Global Gold or Premier from the VIP attainment date through January 27, 2018. Partners not meeting
requirements for Gold, Global Gold or Premier Certification must provide a minimum of 30 (Gold) or 10
(Premier, Select, and Registered) customers contact information (including email addresses to which the
surveys will be sent), as applicable, in order to meet VIP payout criteria. For more information about the Cisco
CSAT process, visit http://www.cisco.com/go/csat. If partner fails to provide the required number of
customers contact information (including email addresses to which surveys will be sent), the partner will not
be eligible for payment in any of the subtracks. Gold Certified partners who do not meet the Gold
Certification requirements are not eligible for the Gold bonus, regardless of the number of customers contact
information (including email addresses to which surveys will be sent) and follow-up activities. The Annuity
subtracks will not be subject to the CSAT requirement. The customer satisfaction criteria are exactly the
same for the 6-month and 3-month periods.

Global Customer Valid customers contact information (including email addresses to which surveys will be sent)
Satisfaction Survey period provided between the following dates will count toward the partners Cisco Value Incentive
Program CSAT requirement.
Start date: July 30, 2017
End date: January 27, 2018

Customers that can be Partners must provide customers contact information (including email addresses to which
surveyed surveys will be sent) for individuals that have not been provided by Cisco or another partner
within the current fiscal year.
Partners may not provide email addresses from their own company email domain or any
affiliated company contact information (for example, a different business unit within the
company or a subsidiary of the parent company).

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Partners may provide customers contact information (including email addresses to which
surveys will be sent) of customers to whom they have sold products and services prior to the
VIP period as long as the partner is providing services related to the prior-period sale during
the current VIP period.

Valid customer responses Only customers contact information (including email addresses to which surveys will be sent)
received by 5 p.m. Pacific Time on January 27, 2018 will count toward achievement of the
customer satisfaction criteria.

Specialization, Certification, and Sales Volume Payout Criteria


Architecture Track
Partners may enroll in the Architecture track only if they meet the prerequisite for any of the following
subtracks: Enterprise Networks, Security, Data Center, Collaboration, Service Provider Technology. Partners
may qualify for a payout in any of these subtracks simultaneously if they meet the associated requirements.

Enterprise Networks Subtrack


You must meet the criteria shown in Table 3 in full to qualify for any payout in the Enterprise Networks
subtrack.

Table 3. Enterprise Networks Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Specialization/ Must maintain a valid Advanced Core and WAN Must maintain a valid Advanced Core and WAN
designation/ Services Specialization and/or Advanced Unified Services Specialization and/or Advanced Unified
certification Access Specialization and/or Advanced Access Specialization and/or Advanced
Enterprise Networks Architecture Specialization Enterprise Networks Architecture Specialization
and/or Master or Advanced or Express Cloud and/or Master or Advanced or Express Cloud and
and Managed Services designation and/or Global Managed Services designation and/or Global
Gold Certification from the Gold Certification from the
specialization/designation/certification specialization/designation/certification attainment
attainment date through January 27, 2018. date through January 27, 2018.

Sales Volume** Must purchase minimum net bookings in Must purchase minimum net bookings in
qualifying Enterprise Networks SKUs.*** qualifying Enterprise Networks SKUs.*** Minimum
Minimum bookings calculation timeframe is bookings calculation timeframe is subject to
subject to partner enrollment and partner enrollment and
specialization/designation/certification specialization/designation/certification
attainment status. attainment status.

Security Subtrack
You must meet the criteria shown in Table 4 in full to qualify for any payout in the Security subtrack.

Table 4. Security Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Specialization/ Must maintain a valid Advanced Security Must maintain a valid Advanced Security
designation/ Architecture Specialization and/or Master or Architecture Specialization and/or Master or

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certification Advanced or Express Cloud and Managed Advanced or Express Cloud and Managed
Services designation and/or Global Gold Services designation and/or Global Gold
Certification from the Certification from the
specialization/designation/certification specialization/designation/certification attainment
attainment date through January 27, 2018. date through January 27, 2018.

Sales Volume** Must purchase minimum net bookings in Must purchase minimum net bookings in
qualifying Security SKUs.*** Minimum bookings qualifying Security SKUs.*** Minimum bookings
calculation timeframe is subject to partner calculation timeframe is subject to partner
enrollment and enrollment and
specialization/designation/certification specialization/designation/certification attainment
attainment status. status.

Data Center Subtrack


You must meet the criteria shown in Table 5 in full to qualify for any payout in the Data Center subtrack.

Table 5. Data Center Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Specialization/ Must maintain a valid Advanced Data Center Must maintain a valid Advanced Data Center
designation/ Architecture Specialization and/or Unified Fabric Architecture Specialization and/or Unified Fabric
Technology Specialization and/or Unified Technology Specialization and/or Unified
certification
Computing Technology Specialization and/or Computing Technology Specialization and/or
Master or Advanced or Express Cloud and Master or Advanced or Express Cloud and
Managed Services designation and/or Global Managed Services designation and/or Global
Gold Certification from the Gold Certification from the
specialization/designation/certification specialization/designation/certification
attainment date through January 27, 2018. attainment date through January 27, 2018.

Sales Volume** Must purchase minimum net bookings in Must purchase minimum net bookings in
qualifying Data Center SKUs.*** Minimum qualifying Data Center SKUs.*** Minimum
bookings calculation timeframe is subject to bookings calculation timeframe is subject to
partner enrollment and partner enrollment and
specialization/designation/certification specialization/designation/certification
attainment status. attainment status.

Collaboration Subtrack
You must meet the criteria shown in Table 6 in full to qualify for any payout in the Collaboration subtrack.

Table 6. Collaboration Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Specialization/ Must maintain a valid Advanced Collaboration Must maintain a valid Advanced Collaboration
ATP/ Architecture Specialization and/or Cisco Architecture Specialization and/or Cisco
TelePresence Video ATP Master (including TelePresence Video ATP Master (including
designation/
Satellite, Multinational, Global and Remote) Satellite, Multinational, Global and Remote)
certification
and/or Express Specialization - Video track and/or Express Specialization - Video track
and/or Advanced Video Specialization and/or and/or Advanced Video Specialization and/or
Master or Advanced or Express Cloud and Master or Advanced or Express Cloud and
Managed Services designation and/or Global Managed Services designation and/or Global

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Gold Certification from the Gold Certification from the


specialization/ATP/designation/certification specialization/ATP/designation/certification
attainment date through January 27, 2018. attainment date through January 27, 2018.

Sales Volume** Must purchase minimum net bookings in Must purchase minimum net bookings in
qualifying Collaboration SKUs.*** Minimum qualifying Collaboration SKUs.*** Minimum
bookings calculation timeframe is subject to bookings calculation timeframe is subject to
partner enrollment and partner enrollment and
specialization/ATP/designation/certification specialization/ATP/designation/certification
attainment status. attainment status.

Service Provider Technology Subtrack


You must meet the criteria shown in Table 7 in full to qualify for any payout in the Service Provider
Technology subtrack.

Table 7. Service Provider Technology Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Specialization Must maintain a valid Advanced Service Provider Must maintain a valid Advanced Service Provider
Architecture Specialization from the specialization Architecture Specialization from the specialization
attainment date through January 27, 2018. attainment date through January 27, 2018.

Sales Volume** Must purchase minimum net bookings in qualifying Must purchase minimum net bookings in qualifying
Service Provider Technology SKUs.*** Minimum Service Provider Technology SKUs.*** Minimum
bookings calculation timeframe is subject to partner bookings calculation timeframe is subject to partner
enrollment and specialization attainment status. enrollment and specialization attainment status.

New Business Track


Partners may enroll in the New Business track only if they meet the prerequisite for any of the following
subtracks: Enterprise Networks Annuity (pilot), Collaboration Annuity (pilot), Security Annuity (pilot), Data
Center Annuity (pilot), Meraki Cloud Networking. Partners may qualify for a payout in any of these subtracks
simultaneously if they meet the associated requirements.

Enterprise Networks Annuity Subtrack (pilot)


You must meet the criteria shown in Table 8 in full to qualify for any payout in the Enterprise Networks
Annuity subtrack.

Table 8. Enterprise Networks Annuity Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Designation Must maintain a valid Advanced Enterprise Networks Must maintain a valid Advanced Enterprise Networks
Architecture Specialization and/or Global Gold Architecture Specialization and/or Global Gold
Certification from the specialization attainment date Certification from the specialization attainment date
through January 27, 2018. through January 27, 2018.

Sales volume** Must achieve minimum Cumulative Monthly Recurring Must achieve minimum Cumulative Monthly Recurring
Revenue (MRR) of qualified Enterprise Networks Revenue (MRR) of qualified Security Annuity SKUs on
Annuity SKUs on Ciscos Annuity platform in CCW. Ciscos Annuity platform in CCW.

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*** Minimum Cumulative Monthly Recurring Revenue *** Minimum Cumulative Monthly Recurring Revenue
(MRR) calculation timeframe is subject to partner (MRR) calculation timeframe is subject to partner
enrollment and designation attainment status. enrollment and designation attainment status.

Transactions that comprise Internal Business Use, NFR, and/or Simplified pricing are excluded.

Partners may qualify for the Renewal Incentive payout, provided Cumulative MRR at the end of VIP Period 30
is the same or greater than Cumulative MRR at the end of VIP Period 29.

Collaboration Annuity Subtrack (pilot)


You must meet the criteria shown in Table 9 in full to qualify for any payout in the Collaboration Annuity
subtrack.

Table 9. Collaboration Annuity Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Designation Must maintain an approved enrollment in Ciscos Must maintain an approved enrollment in Ciscos
SaaS Subscription Resale Program - Simple Resale SaaS Subscription Resale Program - Simple Resale
or Resale with Lifecycle management track (including or Resale with Lifecycle management track (including
passing the COLT test that is required as per SaaS passing the COLT test that is required as per SaaS
Subscription Resale Program Terms and Conditions) Subscription Resale Program Terms and Conditions)
from the enrollment date through January 27, 2018. from the enrollment date through January 27, 2018.

Sales volume** Must achieve minimum Cumulative Monthly Recurring Must achieve minimum Cumulative Monthly Recurring
Revenue (MRR) of qualified Collaboration Annuity Revenue (MRR) of qualified Collaboration Annuity
SKUs on Ciscos Annuity platform in CCW. SKUs on Ciscos Annuity platform in CCW.
*** Minimum Cumulative Monthly Recurring Revenue *** Minimum Cumulative Monthly Recurring Revenue
(MRR) calculation timeframe is subject to partner (MRR) calculation timeframe is subject to partner
enrollment and designation attainment status. enrollment and designation attainment status.

Transactions that comprise Internal Business Use, NFR, and/or Simplified pricing are excluded.

Partners may qualify for the Renewal Incentive payout, provided Cumulative MRR at the end of VIP Period 30
is the same or greater than Cumulative MRR at the end of VIP Period 29.

Security Annuity Subtrack (pilot)


You must meet the criteria shown in Table 10 in full to qualify for any payout in the Security Annuity subtrack.

Table 10. Security Annuity Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Designation Must maintain a valid Advanced Security Architecture Must maintain a valid Advanced Security Architecture
Specialization and/or Express Specialization Specialization and/or Express Specialization
Security track and/or Cisco Welcome Program from Security track and/or Cisco Welcome Program from
the specialization attainment date through January the specialization attainment date through January
27, 2018. 27, 2018.

Sales Volume** Must achieve minimum Cumulative Monthly Recurring Must achieve minimum Cumulative Monthly Recurring
Revenue (MRR) of qualified Security Annuity SKUs on Revenue (MRR) of qualified Security Annuity SKUs on
Ciscos Annuity platform in CCW. Ciscos Annuity platform in CCW.

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*** Minimum Cumulative Monthly Recurring Revenue *** Minimum Cumulative Monthly Recurring Revenue
(MRR) calculation timeframe is subject to partner (MRR) calculation timeframe is subject to partner
enrollment and designation attainment status. enrollment and designation attainment status.

Transactions that comprise migrations (i.e. OpenDNS renewals moving to GPL), Internal Business Use, NFR,
and/or Simplified pricing are excluded.

Partners may qualify for the Renewal Incentive payout, provided Cumulative MRR at the end of VIP Period 30
is the same or greater than Cumulative MRR at the end of VIP Period 29.

Data Center Annuity Subtrack (pilot)


You must meet the criteria shown in Table 11 in full to qualify for any payout in the Data Center Annuity
subtrack.

Table 11. Data Center Annuity Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Designation Must maintain a valid Advanced Data Center Must maintain a valid Advanced Data Center
Architecture and/or Unified Computing Technology Architecture and/or Unified Computing Technology
Specialization and/or Global Gold Certification from Specialization and/or Global Gold Certification from
the specialization attainment date through January the specialization attainment date through January
27, 2018. 27, 2018.

Sales Volume** Must achieve minimum Cumulative Monthly Recurring Must achieve minimum Cumulative Monthly Recurring
Revenue (MRR) of qualified Data Center Annuity Revenue (MRR) of qualified Data Center Annuity
SKUs on Ciscos Annuity platform in CCW. SKUs on Ciscos Annuity platform in CCW.
*** Minimum Cumulative Monthly Recurring Revenue *** Minimum Cumulative Monthly Recurring Revenue
(MRR) calculation timeframe is subject to partner (MRR) calculation timeframe is subject to partner
enrollment and designation attainment status. enrollment and designation attainment status.

Transactions that comprise Internal Business Use, NFR, and/or Simplified pricing are excluded.

Partners may qualify for the Renewal Incentive payout, provided Cumulative MRR at the end of VIP Period 30
is the same or greater than Cumulative MRR at the end of VIP Period 29.

Meraki Cloud Networking


You must meet the criteria shown in Table 12 in full to qualify for any payout in the Meraki Cloud Networking
subtrack.

Table 12. Meraki Cloud Networking Payout Criteria

Criterion If Enrolled in the 6-Month Period If Enrolled in the 3-Month Period

Specialization/ Must maintain a valid Advanced Unified Access Must maintain a valid Advanced Unified Access
designation/ Specialization and/or Advanced Enterprise Networks Specialization and/or Advanced Enterprise Networks
Architecture Specialization and/or Master or Architecture Specialization and/or Master or
certification
Advanced or Express Cloud and Managed Services Advanced or Express Cloud and Managed Services
designation and/or Global Gold Certification from the designation and/or Global Gold Certification from the
specialization/designation/certification attainment specialization/designation/certification attainment
date through January 27, 2018. date through January 27, 2018.

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Sales Volume** Must purchase minimum net bookings in qualifying Must purchase minimum net bookings in qualifying
Meraki Cloud Networking SKUs.*** Minimum Meraki Cloud Networking SKUs.*** Minimum
bookings calculation timeframe is subject to partner bookings calculation timeframe is subject to partner
enrollment and enrollment and
specialization/designation/certification attainment specialization/designation/certification attainment
status. status.

**Sales volume: For partners that enroll in either the 6-month or 3-month period, the minimum bookings
calculation will begin on July 30, 2017 and October 29, 2017, respectively. For partners that gain attainment
for a subtrack outside of the 6-month or 3-month enrollment period, the minimum bookings calculation will
begin at the specialization, ATP, or other applicable designation attainment date. The enrollment in either the
6-month or 3-month period defines the minimum bookings targets for all the subtracks of the enrolled track.
For Global Gold Certified Partners, the minimum bookings targets in Enterprise Networks, Security, Data
Center, Collaboration, Enterprise Networks Annuity, Data Center Annuity, and Meraki subtracks are replaced
by the minimum bookings requirement of Global Gold Certification.

Partners enrolled in the Value Incentive Program and ordering directly from Cisco: Direct bookings are
recognized when the order is Cisco booked.
Partners enrolled in the Value Incentive Program and ordering through a Cisco Authorized Distributor:
Cisco does not recognize distributor point-of-sale (POS) until the product ships and invoices,
regardless of when the product is booked with the distributor. For partners buying through authorized
distributors, Cisco will consider the posted date (the date the distributor posted the POS transaction to
Cisco, it passes the initial checks, and complies with Ciscos internal POS acceptance policy) to
qualify the booking transaction. The POS transaction must be posted no later than January 25, 2018 to
be valid for VIP Period 30. If the distribution order is placed using the Channels Booking Neutrality
(CBN) process from Cisco, the distribution order will be converted to a direct order and treated as
such. The CBN order would then follow the same deadline dates as a direct order: booking by January
27, 2018 and shipping by April 28, 2018. If the distribution order is placed using the Distribution Sales
Visibility (DSV) process, the DSV order would follow the similar deadline dates as a direct order: DSV
booking by January 27, 2018, and DSV POS transaction posting no later than April 28, 2018 to be
valid for VIP Period 30.

Precedence Rules

Precedence rules govern the allocation of VIP bookings immediately upon ordering regardless of partner
payout eligibility.

1. Enterprise Networks subtrack will take precedence over Service Provider Technology subtrack in
bookings for which the SKUs are eligible in both subtracks.

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Minimum Bookings Table


***Minimum bookings targets for the 3-month period are half of the ones for the 6-month period below,
except for Annuity subtracks where the requirements remain the same for both 6-month and 3-months
period. Minimum bookings targets are in USD, except for Canada where they are in CAD.

Collaboration Annuity
Enterprise Networks

Enterprise Networks

Security Annuity
Service Provider
VIP 30

Collaboration

Technology
Data Center

Data Center
SUBTRACKS

Security

Annuity

Annuity
Meraki
Country Group ARCHITECTURE TRACK NEW BUSINESS TRACK

AMERICAS
USA 800,000 225,000 200,000 300,000 1,000,000 150,000
CANADA 650,000 150,000 130,000 150,000 250,000 N/A
MEXICO 500,000 50,000 100,000 100,000 250,000 150,000
ARGNTNA-CHILE-PERU-URGAY-PARGAY-BLVIA 400,000 50,000 100,000 100,000 250,000 150,000
CANSAC 400,000 50,000 100,000 100,000 250,000 150,000
BRAZIL 400,000 50,000 100,000 100,000 250,000 150,000
APJ
JAPAN 2,500,000 225,000 200,000 200,000 250,000 N/A
AUSTRALIA 400,000 50,000 100,000 100,000 250,000 N/A
INDIA SUB-CONTINENT 400,000 50,000 100,000 100,000 250,000 150,000
SINGAPORE 400,000 50,000 100,000 80,000 250,000 150,000
HONG KONG 400,000 50,000 100,000 80,000 250,000 150,000
KOREA (SOUTH, REPUBLIC OF) 400,000 50,000 100,000 80,000 250,000 150,000
INDONESIA 400,000 50,000 100,000 80,000 250,000 150,000
THAILAND 400,000 50,000 100,000 80,000 250,000 150,000 Achieve
MALAYSIA 400,000 50,000 100,000 80,000 250,000 150,000 Achieve Achieve Achieve
Minimum
TAIWAN 400,000 50,000 100,000 80,000 250,000 150,000 Minimum Minimum Minimum
Cumulative
NEW ZEALAND 400,000 50,000 100,000 80,000 250,000 150,000 Cumulative Cumulative Cumulative
Monthly
PHILIPPINES 400,000 50,000 100,000 80,000 250,000 150,000 Monthly Monthly Monthly
Recurring
VIETNAM 400,000 50,000 100,000 80,000 250,000 150,000 Revenue (MRR) Recurring Recurring Recurring
Revenue (MRR) Revenue (MRR) Revenue (MRR)
EMEAR of $1,000 in
of $1,000 in of $1,000 in of $1,000 in
UK 800,000 225,000 200,000 300,000 250,000 150,000 qualified
qualified qualified qualified Data
GERMANY 800,000 150,000 200,000 300,000 250,000 150,000 Enterprise
Collaboration Security Annuity Center Annuity
FRANCE 600,000 130,000 200,000 250,000 250,000 150,000 Networks
Annuity SKUs on SKUs on Ciscos SKUs on Ciscos
GULF 400,000 130,000 100,000 250,000 250,000 N/A Annuity SKUs on
Ciscos Annuity Annuity platform Annuity platform
SAUDI ARABIA 400,000 130,000 100,000 250,000 250,000 N/A Ciscos Annuity
platform in CCW in CCW in CCW
ITALY 600,000 130,000 200,000 250,000 250,000 150,000 platform in CCW
SWITZERLAND 600,000 130,000 200,000 250,000 250,000 150,000
SPAIN 600,000 130,000 200,000 250,000 250,000 150,000
May qualify for May qualify for May qualify for
NETHERLANDS 600,000 130,000 200,000 200,000 250,000 150,000 May qualify for
the Renewal the Renewal the Renewal
BELUX 600,000 130,000 200,000 200,000 250,000 150,000 the Renewal
bonus payout, bonus payout, bonus payout,
DENMARK 600,000 130,000 200,000 200,000 250,000 150,000 bonus payout,
provided provided provided
NORWAY 600,000 130,000 200,000 200,000 250,000 150,000 provided
Cumulative MRR Cumulative MRR Cumulative MRR
SWEDEN 600,000 130,000 200,000 200,000 250,000 150,000 Cumulative MRR
at the end of at the end of at the end of
ICELAND 400,000 80,000 100,000 100,000 250,000 150,000 at the end of
VIP 30 is the VIP 30 is the VIP 30 is the
EUROPE EAST 400,000 80,000 100,000 150,000 250,000 N/A VIP 30 is the
same or greater same or greater same or greater
POLAND 400,000 130,000 100,000 150,000 250,000 150,000 same or greater
than Cumulative than Cumulative than Cumulative
RUSSIA 400,000 130,000 100,000 150,000 250,000 N/A than Cumulative
MRR at the end MRR at the end MRR at the end
MENAL 400,000 130,000 100,000 150,000 250,000 N/A MRR at the end
of VIP 29 of VIP 29 of VIP 29
SOUTH EAST EUROPE 400,000 80,000 100,000 150,000 250,000 150,000 of VIP 29
AUSTRIA 600,000 130,000 200,000 100,000 250,000 150,000
IRELAND 400,000 80,000 100,000 100,000 250,000 150,000
PORTUGAL 400,000 80,000 100,000 100,000 250,000 150,000
SOUTH AFRICA 400,000 80,000 100,000 100,000 250,000 N/A
ISRAEL 400,000 80,000 100,000 100,000 250,000 150,000
EAST AFRICA 400,000 80,000 100,000 100,000 250,000 N/A
CZECH REPUBLIC 400,000 80,000 100,000 100,000 250,000 150,000
WEST ENGLISH AFRICA 400,000 80,000 100,000 100,000 250,000 N/A
HUNGARY 400,000 80,000 100,000 100,000 250,000 150,000
FINLAND 400,000 80,000 100,000 100,000 250,000 150,000
GREECE-CYPRUS-MALTA 400,000 80,000 100,000 100,000 250,000 150,000
WESTERN AND CENTRAL AFRICA 400,000 80,000 100,000 100,000 250,000 N/A
PAKISTAN 400,000 80,000 100,000 100,000 250,000 N/A
EMERGING SOUTH AFRICA 400,000 80,000 100,000 100,000 250,000 N/A
BALTICS 400,000 80,000 100,000 100,000 250,000 150,000
GLOBAL GOLD CERTIFIED PARTNERS* x 250,000 x
* aligned with minimum bookings requirement of Global Gold Certification in Enterprise Networks, Security, Data Center, Collaboration and Meraki subtracks

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Incentives
Base Incentives
Cisco will offer the base incentives listed in Tables 14 through 19 to base incentive qualifying partners for
each Value Incentive Program subtrack based on net shipments of all eligible SKUs for resale during the
Program Period specified in Table 2.

Incremental Incentives
Gold Certified/Master Cloud and Managed Services Program Partner Incentive: Cisco will offer
qualifying Gold Certified Partners and/or qualifying Global Gold Certified Partners and/or qualifying
Master Cloud and Managed Services Program Partners an additional 1 percent incentive for the
Security, Data Center, and Collaboration subtracks based on net shipments of all eligible SKUs from
both title-held and title-transferred for resale and cloud and managed services orders during the
Program Period specified in Table 2. In addition, Cisco will offer qualifying Gold Certified Partners
and/or qualifying Global Gold Certified Partners and/or qualifying Master Cloud and Managed Services
Program Partners an additional 1 percent incentive on Category D and E SKUs for the Enterprise
Networks, Meraki Cloud Networking subtracks based on net shipments of all eligible SKUs from both
title-held and title-transferred for resale and cloud and managed services orders during the Program
Period specified in Table 2.
Partners must have a Gold Certification and/or Global Gold Certification and/or be Master level
Partners in Ciscos Cloud and Managed Services Program upon enrollment and maintain it for the
entire Program Period to qualify for the Gold Certified/Master Cloud and Managed Services
designation Partner Incentive.
Master Specialized/Cisco Powered Partner Incentive: Cisco will offer qualifying Master-level
specialized and/or qualifying Cloud and Managed Services Program Partners with specific Cisco
Powered services designation(s) an additional 3 percent incentive for the Collaboration subtrack, an
additional 2 percent incentive for the Security subtrack, and an additional 1 percent incentive for the
Data Center subtrack based on net shipments of all eligible SKUs from both title-held and title-
transferred for resale and cloud and managed services orders during the Program Period specified in
Table 2.
The Master Specialized/Cisco Powered Partner Incentive is paid out for the Collaboration subtrack if
the partner holds the Master Collaboration Specialization and/or Cloud and Managed Services
Program Partner holds specific Collaboration related Cisco Powered services designation(s). The
Master Specialized/Cisco Powered Partner Incentive is paid only on TelePresence SKUs within the
Collaboration subtrack (see www.cisco.com/go/vipskus for details) if the Partner holds the
TelePresence Video Master ATP. The Master Specialized/Cisco Powered Partner Incentive is paid out
for the Security subtrack if the partner holds the Master Security Specialization and/or Cloud and
Managed Services Program Partner holds specific Security related Cisco Powered services
designation(s). The Master Specialized/Cisco Powered Partner Incentive is paid out for the Data
Center subtrack if Partner holds the Master Cloud Builder Specialization and/or Cloud and Managed
Services Program Partner holds specific Data Center related Cisco Powered services designation(s).
Partners must have a Cisco Powered services designation for the specific Cisco Powered service,
and/or Master-level specialization upon enrollment and maintain it for the entire program to qualify for
the Master Specialized/Cisco Powered Partner Incentive.

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Account Breakaway Incentive: Cisco will offer partners an additional 2 percent incentive for the Data
Center subtrack based on net shipments of all SKUs eligible under VIP and Account Breakaway when
partner orders under an approved deal in UCS Account Breakaway, HyperFlex Account Breakaway, or
Nexus Account Breakaway Promotion during the Program Period specified in Table 2. Cisco will offer
partner an additional 2 percent incentive for the Security subtrack based on net shipments of all SKUs
eligible under VIP and Account Breakaway when partner orders under an approved deal in the
Firepower Threat Defense Account Breakaway Promotion during the Program Period specified in
Table 2. In addition, Cisco will offer partner an additional 2 percent incentive for the Enterprise
Networks subtrack based on net shipments of all SKUs eligible under VIP and Account Breakaway
when partner orders under an approved deal in the Enterprise Networks Account Breakaway
Promotion during the Program Period specified in Table 2.
Migration Incentive: Cisco will offer partners an additional 2 percent incentive for the Enterprise
Networks, Security, Collaboration, Data Center and Service Provider Technology subtracks based on
net shipments of all SKUs eligible under VIP and Migration Incentive Program (MIP) when partner
orders under an approved deal in MIP during the Program Period specified in Table 2.
Activation Incentive (pilot): Cisco will offer partners an additional 3-17 percent incentive for the
activation of key the key software in Enterprise Networks subtrack based on net shipments of eligible
SKUs during the Program Period specified in Table 2. Activation of Cisco DNA Center in a production
network is rewarded with an additional 3 percent rebate. Activation of Cisco Identity Services Engine
(ISE) in a production network is rewarded with an additional 7 percent rebate. Activation of Cisco
Stealthwatch in a production network is rewarded with an additional 7 percent rebate. Incentives can
be combined.
The software activation must be validated via Proof-of-Performance (POP) submitted for review at
www.cisco.com/go/ppe before October 27, 2018. For Cisco ONE Enterprise Agreements, the
software activation needs to be validated via Proof-of-Performance (POP) submitted for review at
www.cisco.com/go/ppe before April 27, 2019. Only POPs showing a minimum of 50 devices in the
DNA Center Device Inventory screen, minimum 15 percent consumption of ISE Base and Plus licenses,
and minimum 30 percent of streams activated in Stealthwatch, per customer are eligible. IP addresses
can be masked in the POPs, if required.
At Ciscos discretion, Cisco or its auditors may conduct additional specific customer verification. Upon
Ciscos request, partner must procure customer verification of the software activation. If any false, or
misleading information are submitted, Cisco reserves the right to terminate partner from participation
in this program as detailed in Section 8.1.
PSS SW Incentive (pilot): Cisco will offer partners an additional 1 percent incentive for the Enterprise
Networks subtrack based on net shipments of eligible SKUs during the Program Period specified in
Table 2. To earn the PSS SW Incentive, a partner must qualify for the payment in VIP 30 EN subtrack,
qualify for the CSPP Delivery rebate in both quarters during the Program Period specified in Table 2,
and meet PSS Bookings Target for Program Period specified in Table 2 shown in Table 11. Partners
with specific Cisco pricing agreements may be excluded from PSS SW Incentive.

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Table 13. PSS Bookings Targets

Theatre Target Theatre Target

USC $250,000 APAC $50,000

LATAM $60,000 Japan $125,000

EEA $75,000 GC $45,000

MEAR $30,000

Tables 14 through 19 summarize the base and incremental incentives for each VIP track.

Table 14. Architecture Track Payout Percentages

Payout Enterprise Security Data Collaboration Service


Category Networks Center Provider
Technology

Base A 20% 20% 20% 20% 20%


Incentives B, B1 15% 15% 15% 15% 15%
C, C1 10% 10% 10% 10% 10%
D*, D1* 8% 8% 8% 8% 8%
E* 6% 6% 6% 6% 6%
F, F1 5% 5% 5% 5% 5%
G 4% 4% 4% 4% 4%
H, H1 3% 3% 3% 3% 3%
I 2% 2% 2% 2% 2%
J, J1 1% 1% 1% 1% 1%

Incremental Gold/CMSP 1%* 1% 1% 1% None


Incentives Master
Incentive

Master None 2% 1% 3%** None


Specialization/
Cisco Powered
Incentive

Account 2% 2% 2% None None


Breakaway
Incentive

Migration 2% 2% 2% 2% 2%
Incentive

Activation DNA Center: 3% None None None None


Incentive ISE:7%
Stealthwatch: 7%

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PSS SW 1% None None None None


Incentive

* Cisco will offer qualifying Gold Certified Partners and/or qualifying Global Gold Certified Partners and/or
qualifying Master Cloud and Managed Services Program Partners an additional 1 percent incentive on
Category D and E SKUs for the Enterprise Networks subtrack based on net shipments of all eligible SKUs
from both title-held and title-transferred for resale and cloud and managed services orders during the
Program Period specified in Table 2.
** If partner holds the TelePresence Video Master ATP, then Cisco will only pay that partner the Master
Specialization/Cisco Powered Incentive on TelePresence SKUs within the Collaboration subtrack (see
www.cisco.com/go/vipskus for details).

Table 15. New Business Track Payout Percentages

Payout Meraki Cloud


Category Networking

Base Incentives A 20%


B 15%
C 10%
D* 8%
E* 6%
F 5%
G 4%
H 3%
I 2%
J 1%

Incremental Gold /CMSP 1%*


Incentives Master
Incentive

Master None
Specialization/
Cisco Powered
Incentive

Account None
Breakaway
Incentive

Migration None
Incentive

Activation None
Incentive

PSS SW None
Incentive

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* Cisco will offer qualifying Gold Certified Partners and/or qualifying Global Gold Certified Partners and/or
qualifying Master Cloud and Managed Services Program Partners an additional 1 percent incentive on
Category D and E SKUs for the Meraki Cloud Networking subtrack based on net shipments of all eligible
SKUs from both title-held and title-transferred for resale and cloud and managed services orders during the
Program Period specified in Table 2.

Table 16. New Business Track Payout Percentages

Enterprise Networks Annuity Requirement Percentage

Base Incentive

VIP payout percentages Paid on Cumulative Monthly Recurring Revenue 2%


(MRR) to Cisco within VIP Program Period on
Ciscos Annuity platform in CCW.

Incremental Incentives Gold/CMSP Master Incentive None

Master Specialization/ Cisco Powered Incentive None

Account Breakaway Incentive None

PSS SW Incentive None

Land and Expand Incremental Incentive

VIP payout percentages Paid on Net Growth in Total Contract Value 7%


(TCV) to Cisco within VIP Program Period
placed on Ciscos Annuity platform in CCW.

Activation Incremental Incentive

VIP payout percentages Paid on Total Contract Value (TCV) of eligible Activation of Cisco DNA Center in a
subscriptions within VIP Program Period placed production network: 3 %
on Ciscos Annuity platform in CCW, with Activation of Cisco Identity
activation validated via Proof-of-Performance Services Engine (ISE) in a
(POP) submitted for review at production network: 7 %
www.cisco.com/go/ppe before April 27, 2019.
Activation of Cisco Stealthwatch in
a production network: 7%
Incentives can be combined.

Renewal Incremental Incentive

VIP payout percentages Paid on Total Contract Value (TCV) of renewed Advanced Enterprise Networks
subscriptions to Cisco within VIP Program Architecture Specialized and/or
Period placed on Ciscos Annuity platform in Global Gold Certified Partner: 1%
CCW.
Valid Lifecycle Advisor for
Enterprise Agreements: 2%

Only sales meeting the following requirements are eligible for payout:
Must be VIP eligible SKU, placed on Ciscos Annuity platform in CCW.
Transactions that comprise Internal Business Use, NFR, and/or Simplified pricing are excluded.

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Land and Expand Incremental Incentive:


o The subscription must be incremental to the customer, either in the form of new customer
subscription or increased value of customers current subscription.
o The subscription start date must be within the specified Program Period and placed on
Ciscos Annuity platform in CCW.
Activation Incremental Incentive:
o The subscription start date must be within the specified Program Period and placed on
Ciscos Annuity platform in CCW.
o Only POPs showing a minimum of 50 devices in the DNA Center Device Inventory screen,
minimum 15 percent consumption of ISE Base and Plus licenses, and minimum 30 percent
of streams activated in Stealthwatch, per customer are eligible. IP addresses can be
masked in the POPs, if required.
o At Ciscos discretion, Cisco or its auditors may conduct additional specific customer
verification. Upon Ciscos request, partner must procure customer verification of the
software activation. If any false, or misleading information are submitted, Cisco reserves the
right to terminate partner from participation in this program as detailed in Section 8.1.
Renewal Incremental Incentive:
o The subscription renewal date must be within the specified Program Period and placed on
Ciscos Annuity platform in CCW.
Note: Partners must be valid Lifecycle Advisors for Enterprise Agreements on January 27, 2018 to
qualify for the increased Renewal Incremental Incentive.

All Enterprise Networks Annuity subtrack payments will be calculated using the Cisco currency conversion
rates (to USD) applicable at the time of the rebate calculation (not at the time of sale, booking, or shipping).

Table 17. New Business Track Payout Percentages

Collaboration Annuity Requirement Percentage

Base Incentive

VIP payout percentages Paid on Cumulative Monthly Recurring Revenue 2%


(MRR) to Cisco within VIP Program Period on
Ciscos Annuity platform in CCW.

Incremental Incentives Gold/CMSP Master Incentive None

Master Specialization/ Cisco Powered Incentive None

Account Breakaway Incentive None

Migration Incentive None

Activation Incentive None

PSS SW Incentive None

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Land and Expand Incremental Incentive

VIP payout percentages Paid on Net Growth in Total Contract Value 5%


(TCV) to Cisco within VIP Program Period
placed on Ciscos Annuity platform in CCW.

Renewal Incremental Incentive

VIP payout percentages Paid on Total Contract Value (TCV) of renewed Approved SaaS Subscription
subscriptions to Cisco within VIP Program Resale Program - Simple Resale
Period placed on Ciscos Annuity platform in Partner: 1%
CCW.
Valid Lifecycle Advisor for WebEx
and Spark: 2%

Approved SaaS Subscription


Resale Program - Resale with
Lifecycle management Partner: 3%

Only sales meeting the following requirements are eligible for payout:
Must be VIP eligible SKU, placed on Ciscos Annuity platform in CCW.
Transactions that comprise Internal Business Use, NFR, and/or Simplified pricing are excluded.
Land and Expand Incremental Incentive:
o The subscription must be incremental to the customer, either in the form of new customer
subscription or increased value of customers current subscription.
o The subscription start date must be within the specified Program Period and placed on
Ciscos Annuity platform in CCW.
Renewal Incremental Incentive:
o The subscription renewal date must be within the specified Program Period and placed on
Ciscos Annuity platform in CCW.
Note: Partners must be valid Lifecycle Advisors for WebEx and Spark and/or approved SaaS
Subscription Resale Program - Resale with Lifecycle management Partners on January 27, 2018 to
qualify for the increased Renewal Incremental Incentive.

All Collaboration Annuity subtrack payments will be calculated using the Cisco currency conversion rates (to
USD) applicable at the time of the rebate calculation (not at the time of sale, booking, or shipping).

Table 18. New Business Track Payout Percentages

Security Annuity Requirement Percentage

Base Incentive

VIP Payout Percentages Paid on Cumulative Monthly Recurring Revenue 2%


(MRR) to Cisco within VIP Program Period on
Ciscos Annuity platform in CCW.

Incremental Incentives Gold/CMSP Master Incentive None

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Master Specialization/Cisco Powered Incentive None

Account Breakaway Incentive None

Migration Incentive None

Activation Incentive None

PSS SW Incentive None

Land and Expand Incremental Incentive

VIP payout percentages Paid on Net Growth in Annual Contract Value 2%


(ACV) to Cisco within VIP Program Period
placed on Ciscos Annuity platform in CCW.

Renewal Incremental Incentive

VIP payout percentages Paid on Annual Contract Value (ACV) of 2%


renewed subscriptions to Cisco within VIP
Program Period placed on Ciscos Annuity
platform in CCW.

Only sales meeting the following requirements are eligible for payout:
Must be VIP eligible SKU, placed on Ciscos Annuity platform in CCW.
Transactions that comprise migrations (i.e. OpenDNS renewals moving to GPL), Internal Business
Use, NFR, and/or Simplified pricing are excluded.
Land and Expand Incremental Incentive:
o The subscription must be incremental to the customer, either in the form of new customer
subscription or increased value of customers current subscription.
o The subscription start date must be within the specified Program Period and placed on
Ciscos Annuity platform in CCW.
Renewal Incremental Incentive:
o The subscription renewal date must be within the specified Program Period and placed on
Ciscos Annuity platform in CCW.

All Security Annuity subtrack payments will be calculated using the Cisco currency conversion rates (to USD)
applicable at the time of the rebate calculation (not at the time of sale, booking, or shipping).

Table 19. New Business Track Payout Percentages

Data Center Annuity Requirement Percentage

Base Incentive

VIP payout percentages Paid on Cumulative Monthly Recurring Revenue 2%


(MRR) to Cisco within VIP Program Period on
Ciscos Annuity platform in CCW.

Incremental Incentives Gold/CMSP Master Incentive None

Master Specialization/ Cisco Powered Incentive None

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Account Breakaway Incentive None

Migration Incentive None

Activation Incentive None

PSS SW Incentive None

Land and Expand Incremental Incentive

VIP payout percentages Paid on Net Growth in Total Contract Value 3%


(TCV) to Cisco within VIP Program Period
placed on Ciscos Annuity platform in CCW.

Renewal Incremental Incentive

VIP payout percentages Paid on Total Contract Value (TCV) of renewed Advanced Data Center Architecture
subscriptions to Cisco within VIP Program and/or Unified Computing
Period placed on Ciscos Annuity platform in Technology Specialized and/or
CCW. Global Gold Certified Partner: 1%

Valid Lifecycle Advisor for


Enterprise Agreements: 2%

Only sales meeting the following requirements are eligible for payout:
Must be VIP eligible SKU, placed on Ciscos Annuity platform in CCW.
Transactions that comprise Internal Business Use, NFR, and/or Simplified pricing are excluded.
Land and Expand Incremental Incentive:
o The subscription must be incremental to the customer, either in the form of new customer
subscription or increased value of customers current subscription.
o The subscription start date must be within the specified Program Period and placed on
Ciscos Annuity platform in CCW.
Renewal Incremental Incentive:
o The subscription renewal date must be within the specified Program Period and placed on
Ciscos Annuity platform in CCW.
Note: Partners must be valid Lifecycle Advisors for Enterprise Agreements on January 27, 2018 to
qualify for the increased Renewal Incremental Incentive.

All Data Center Annuity subtrack payments will be calculated using the Cisco currency conversion rates (to
USD) applicable at the time of the rebate calculation (not at the time of sale, booking, or shipping).

Eligible Products and Annuity offers


For a complete list of SKUs and Annuity offers eligible for VIP Period 30 and Incremental Incentives, visit
http://www.cisco.com/go/vipskus. This list will be updated throughout the Program Period identified
in Table 2. Any changes to SKUs or rates will be posted monthly. To see the bookings for these SKUs,
go to http://www.cisco.com/go/tpv.

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Other terms and conditions


1. Introduction
1.1 To register for the Value Incentive Program with Cisco, your company must accept the terms and
conditions of this Cisco Value Incentive Program Agreement: Period 30 (the Agreement).

This Agreement is entered into by and between the company you identified in the applicable Partner
Registration Application (partner) and Cisco. For purposes of this Agreement, Cisco is defined as follows:

If partners principal place of business is located in Canada, Cisco is defined as Cisco Systems Canada
Co., a Canadian corporation having its principal place of business at 88 Queens Quay West, Suite 2900,
Toronto, ON, M5J 0B8, Canada.

If partners principal place of business is located in Japan, Cisco is defined as Cisco Systems G.K., a
Japanese corporation having its principal place of business at 9.7.1, Akasaka, Minato-ku, Tokyo 107-622,
Japan.

If partners principal place of business is located in Latin America, the Caribbean, or the United States of
America (the United States), Cisco is defined as Cisco Systems, Inc., a California corporation having its
principal place of business at 170 West Tasman Drive, San Jose, California 95134, United States.

If partners principal place of business is located in Brazil, for Products and Services offered by Cisco
Systems, Inc. in the Territory, Cisco is defined as Cisco Systems, Inc., a California corporation having its
principal place of business at 170 West Tasman Drive, San Jose, California 95134, United States. If partners
principal place of business is located in Brazil, for Products and Services offered by Cisco Comrcio e
Servios de Hardware e Software do Brasil Ltda. in the Territory, Cisco is defined as Cisco Comrcio e
Servios de Hardware e Software do Brasil Ltda., a limited liability company organized under the laws of
Brazil having its principal place of business at CENU West Tower, 2nd Floor, Suite 1, Av. das Naes
Unidas 12901, Brooklin Novo, So Paulo SP, Brazil, 04578-000.

If partners principal place of business is located in India, the Netherlands, or Republic of Korea, Cisco is
defined as Cisco Systems International B.V., a corporation organized under the laws of the Netherlands
having its principal place of business at Haarlerbergpark, Haarlerbergweg 13-19, 1101 CH, Amsterdam, the
Netherlands.

If partners principal place of business is located in the European Economic Area (except the Netherlands and
Italy), Switzerland, Israel, the Asia Pacific region (excluding Australia, China, India, Republic of Korea, and
Japan), the Middle East, Africa, or Central and Eastern Europe (excluding the Russian Federation), Cisco is
defined as Cisco International Limited, a company organized under the laws of the United Kingdom having its
principal place of business at 1 Callaghan Square, Cardiff, CF10 5BT, United Kingdom.

If partners principal place of business is located in China, Cisco is defined as Cisco China Company,
Limited (()) (Cisco), having its principal place of Building No.3, 19 and 20 Floor, Wangjiang
International Center, Shangcheng District, Hangzhou City, China, and Cisco (China) Innovation Technology
Co., Ltd, having its principal place of Room 303, No. 79, Wan Bo Er Road, Nan Cun town, Panyu District,
Guangzhou, Guangdong Province, China.

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If partners principal place of business is located in the Russian Federation, Cisco is defined as Cisco
Solutions LLC, a limited liability company formed under the laws of the Russian Federation, with its registered
address at Krylatskaya Street, 17, Building 4, Moscow 121614, Russian Federation.

If partners principal place of business is located in Israel or the European Economic Area (EEA), except for
the Netherlands or Italy, Cisco is defined as Cisco International Limited, a company organized under the
laws of the United Kingdom having its principal place of business at 1 Callaghan Square, Cardiff, CF10 5BT,
United Kingdom.

If channel partners principal place of business is located in Italy, Cisco is defined as Cisco Systems Italy
S.R.L.(Cisco Italy), a corporation organized under the laws of Italy having a place of business at Via Torre
Bianchi 7, 20871 Vimercate MB, Italy.

If partners principal place of business is located in Australia, Cisco is defined as Cisco Systems Australia
Pty Limited, ABN 52 050 332 940, an Australian corporation having its principal place of business at Level 9,
80 Pacific Highway, North Sydney, NSW 2060, Australia.

Cisco means the Cisco entities listed above, provided however, that for the purposes of customers rights
and Ciscos obligations and liabilities under this Agreement, the Cisco entity which accepts each Purchase
Order from customer shall be the applicable entity and this Agreement shall be construed, for such purposes,
as if entered into by customer and such entity only.

1.2 Policy Overview


This document, as updated by Cisco from time to time and posted at http://www.cisco.com/go/vip (the
Program Rules), sets forth the terms and conditions for the partners participation in the Program.

2. Definitions
If a capitalized term is not defined in these Terms and Conditions, it shall have the meaning ascribed to it in
the Resale Agreement. In the event of a conflict between the Resale Agreement and these Terms and
Conditions, these Terms and Conditions will control as it relates to the subject matter set forth herein.

2.1 Affiliate: Any corporation, firm, partnership, or other entity that directly or indirectly controls, or is
controlled by, or is under common control with partner.

2.2 Allocated Model: the net booking for a SKU is split between the technologies integrated into the SKU.
Listing for eligible SKUs, the allocation percentages, and the rebate percentage are posted at
http://www.cisco.com/go/vipskus.

2.3 Cisco Booked: Order which has been entered into Ciscos ordering system, has passed the initial
hold/credit check, and complies with Ciscos internal booking acceptance policy.

2.4 Cisco Capital: Cisco entity that provides financing to Cisco partners and end customers for the
purpose of enabling sales and business development. Cisco Capitals website is located at:
http://www.cisco.com/web/ordering/ciscocapital/index.html.

2.5 Country Group: A country group is a Cisco-identified group of countries within a region/geo/theater,
where a partner is able to operate within each country in the country group.

2.6 Direct Order: Order placed directly with Cisco.

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2.7 End Customer: Final purchaser or licensee that (i) has acquired Product and/or Services for its own
Internal Use and not for Resale, remarketing, or distribution, and (ii) is identified as such purchaser or
licensee by Reseller pursuant to Section 5.2 below.

2.8 GPL: The Cisco Global Price List as published at Cisco.com.

2.9 GPN: Ciscos Global Partner Network Program.

2.10 Internal Use: Any business use of a Product for an end customers or partners own internal use; it is to
be distinguished from the definition of Resale provided below.

2.11 Net Bookings: Bookings less any bookings cancelations.

2.12 Net Shipments: Bookings which have shipped less any returns of Products.

2.13 Partner: Reseller registered with Cisco that purchases and/or licenses Products and Services from an
Authorized Source or Authorized Channel and Resells such Products and Services directly to end customers.

2.14 Products: Cisco hardware products, Software, and related documentation, as defined in partners
Resale Agreement and as listed on the then-current GPL.

2.15 Resale Agreement: The Cisco Indirect Channel Partner Agreement (ICPA), the Cisco Systems Integrator
Agreement (SIA), or another similar Cisco agreement that authorizes the resale of Cisco Products and
Services to end customers.

2.16 Territory: The Americas; Europe, the Middle East, Africa, and Russia (EMEAR); the Asia Pacific and
Japan (APJ); and Greater China (GC).

3. Eligibility Requirements
3.1 Payout Eligibility. To qualify for payout in VIP, partner must meet the following eligibility requirements.

3.1.1 Partner must be a current Cisco product resale partner, CMSP partner, or able to contractually sell
Enterprise Networks Annuity, Collaboration Annuity, Security Annuity or Data Center Annuity offers.

3.1.2 Partner must achieve or maintain associated valid specialization, certification, designation, module, or
ATP for the entire program and regularly qualify against established criteria.

3.1.3 Partner must meet the customer satisfaction (CSAT) requirement.

3.1.4 Partner must meet the revenue requirements for each subtrack to qualify for VIP. Revenue requirements
are determined by net bookings for orders placed with Cisco (Direct, and CBN Orders), net POS (point-of-
sale) and net DSV POS, i.e. price in between Cisco and Distributor, for orders placed with a Cisco Authorized
Distributor or Authorized Channel (other Indirect Orders), and by Cumulative Monthly Recurring Revenue
(MRR) of qualified Annuity SKUs on Ciscos Annuity platform in CCW. The required revenue for each subtrack
can be found at http://www.cisco.com/go/vip.

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3.2 Purchase Eligibility

3.2.1 Partner may receive payment only on the SKUs identified at http://www.cisco.com/go/vipskus as
eligible for VIP, from both title-held and title-transferred for resale and cloud and managed services orders.

3.2.2 Cisco reserves the right to modify the list of eligible SKUs throughout the Program Period.

3.2.3 Products procured from distributors may be purchased only from an Authorized Source or Authorized
Channel (per partners Resale Agreement) within the country or countries in which they are authorized.

3.2.4 Partners who purchase through the Virtual Computing Environment (VCE) coalition may achieve VIP
eligibility only on the following products based on shipments from distribution: Cisco Unified Computing
System (Cisco UCS), Cisco Nexus, Cisco Catalyst 3750X, Catalyst 3560, ASA 1000v, Virtual Security
Gateway, GBIC/SFP, MDS, and Cisco Intelligent Automation for Cloud.

4. Exclusions to VIP
4.1 Cisco reserves the right to refuse to extend this offer to deals that do not comply with the intent of the
Program.

4.2 Orders in which partner is acting as an original storage manufacturer (OSM) per their Cisco OSM contract
will be excluded from VIP.

4.3 Architecture, and New Business track products are not eligible for program payments if (a) purchased for
partners internal use; (b) purchased under Simplified Pricing; (c) purchased with any outsourcer promotion;
(d) ordered via any legacy ordering platform from Cisco or a company acquired by Cisco. VIP is not paid on
services.

5. Partner Obligations
5.1 Partner should not factor VIP incentives into bid price submissions. Partners who do so proceed at their
sole risk since prematurely factoring VIP incentives into term contract pricing can lead to margin and/or
profitability erosion. In such situations, Cisco cannot make partner whole by modifying, waiving, or extending
VIP eligibility or by offering any other form of partner post-award relief that was not otherwise made available
to all Cisco partners at the time of bid.

5.2 Partners purchasing from an Authorized Source or an Authorized Channel shall ensure the sales data
reported by such Authorized Source, or Authorized Channel to Cisco is correct. If sales transactions are
ineligible due to incorrect data reported by Authorized Source or Authorized Channel in the back-end
claiming process, Cisco reserves the right not to pay a VIP payout for such transactions (i.e., error in end
customer name and/or details reported in the POS claiming report).

5.3 Cisco relies on partner with respect to its legal ability to receive rebates under this program, and
assumes partner will make all disclosures required by law.

5.4 Compliance with Laws and Cisco Policies

5.4.1 Partner certifies that it will comply with all laws, licenses, permits, and regulations, including, without
limitation, any anti-bribery, conflict of interest, privacy and data protection, or procurement laws or
regulations of any government or other competent authority where the Products are to be sold or used

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(collectively Applicable Laws). PARTNER WILL INDEMNIFY AND HOLD CISCO HARMLESS FOR ANY
VIOLATION BY THE PARTNER OF ANY APPLICABLE LAWS.

5.4.2 Partner warrants to Cisco that it will act in compliance with the terms of its Resale Agreement and all of
Ciscos policies. If partner fails to comply with any such terms, partner may not be eligible to receive rebate
payments.

5.5 Partner is responsible for keeping its own sales information. Cisco will provide access to partner results
through Total Program View at http://www.cisco.com/go/tpv.

5.6 By entering into this Agreement, partner consents, and will ensure other data subjects have given their
unambiguous consent, to the processing of information about partner, its staff and end customers provided
to or otherwise obtained by Cisco in connection with this Agreement: (i) in accordance with the Cisco privacy
policy, as amended from time to time and located at
http://www.cisco.com/web/siteassets/legal/privacy.html; and (ii) by Cisco, its affiliates, sub-contractors and
agents from within and outside of the European Economic Area and those countries deemed to have
adequate data protection laws.

5.7 Partner Affiliates


5.7.1 Generally, partner may not collect VIP for sales to its affiliates, but Cisco may make an exception as
appropriate (i.e. if affiliate has collected multiple bids and is not in the IT industry). In the event that Cisco
believes that a submitted end customer is an affiliate of the partner, but partner disputes this belief, in
addition to the rights of audit set out in partners agreement with Cisco, Cisco will, just like for any other
dispute, require:

5.7.1.1 Additional POS and other information to be submitted including, without limitation, the following: (i)
end customer purchase order; (ii) delivery order from partner to end customer; and (iii) invoice from partner
to end customer. Prices can be masked in the reporting, if required. The delivery order must indicate the
date, full end customer company name, and signature of the end customer, as well as the end customer
stamp; and

5.7.1.2 At Ciscos discretion, Cisco or its auditors may conduct additional specific audits with the purpose of
monitoring and ensuring compliance by partner with the terms of this Program. Upon reasonable notice by
Cisco, partner will give Cisco or its auditors prompt access to relevant records and premises (including
procuring access to end customer premises) during normal business hours. Upon Ciscos request, partner
must procure consent from the end customer for Cisco to access and inspect end customers sites for the
purposes of the above audit and to verify the products that are the subject of the VIP claim.

5.7.2 Where partner does not comply with these affiliate clauses and/or Cisco determines that the end
customer is an affiliate, is a Cisco partner, or the intended use is otherwise not within the permitted scope of
this Program, Cisco reserves the right to reject the claim(s), in which case no payment will be made for any
purchase order(s) for that affiliate/end customer.

6. Program Payment Terms


6.1 Payments are based on meeting full payout criteria.

6.2 Payments must be earned independently for each subtrack.

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6.3 Partner must meet the minimum payment amount of $250 USD to qualify for payment. At Ciscos
discretion, payment of less than $250 USD can be carried over to the next payment cycle, if available, until
the minimum threshold for payment is met, but not to exceed one VIP Program Period.

6.4 Cisco reserves the right to request additional information to verify that claimed transactions are VIP
eligible. Cisco shall make the final determination on whether a transaction is allowable under VIP.

6.5 Actual payment is based on specific VIP period bookings that shipped in the time defined within the VIP
program rules. Shipment deadlines may be extended at Ciscos discretion if the ship request date falls within
the program rules and Cisco is unable to deliver the Product prior to the shipment deadline identified in this
document.

6.6 Partners electing to acquire VIP-eligible Cisco Products using financing (meaning any financing provided
by Cisco Capital, Castle Pines Capital, Wells Fargo Capital Finance, etc.) may have their VIP payout for such
orders negatively affected. Partner payout in such cases could be decreased.

6.8 Payment Expiration Policy

6.8.1 Partners have a limited time to claim their rebate and incentive payments. Payments made through
Global EasyPay are bound by an expiration policy of 90 and 120 (Russia only) calendar days from the date of
1st notification from Cisco to claim their payment.

6.8.2 Cisco may not be able to make payments to a Cisco channel partner for several reasons, including, but
not limited to, incorrect banking information, lack of required supporting documentation, and incorrect or
missing payment contact information.

6.8.3. Expiration for all Countries with exception of Russia:

6.8.3.1 Cisco will retain the payment for ninety (90) calendar days after Ciscos first attempt to notify the
Cisco channel partner that additional information is needed to process the payment. If the Cisco channel
partner does not remedy its failure by providing correct payment details and compliant tax invoice in that 90-
day time period, the Cisco channel partner will forfeit any right to that specific payment.

6.8.3.2 Cisco channel partners who have initiated the claim for payment within the ninety (90) calendar days
resulting in a payment delivery failure as a result of incorrect or incomplete information will have thirty (30)
additional calendar days from the date of payment failure to correct the payment issue. If the Cisco channel
partner fails to respond to support inquiries and requests for information within the additional time window,
the partner will forfeit any right to that specific payment.

6.8.4. Russia

Cisco channel partners in the country of Russia are allotted one hundred twenty (120) calendar days to
respond and claim their payment due to the manual processes to claim payments in that country. If the
channel partner does not remedy its failure by providing correct payment details, compliant tax invoice, and
signed Act of Acceptance documentation in that one hundred twenty (120) day time period, the Cisco
channel partner will forfeit any right to that specific payment.

Cisco channel partners who have initiated the claim for payment within the one hundred twenty (120)
calendar days resulting in a payment delivery failure as a result of incorrect or incomplete information will

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have an additional thirty (30) calendar days from the date of payment failure to correct the payment issue. If
the Cisco channel partner fails to respond to support inquiries and requests for information within the
additional time window, the partner will forfeit any right to that specific payment.

6.9 Provisions on Indirect Tax

6.9.1 Any invoice issued by partner to Cisco must be issued in conformity with local VAT and Cisco
requirements. Invoices not issued in conformity with these requirements will be rejected and returned to
partner. Contact your local tax adviser for additional information.

6.9.2 Cisco is required to collect an invoice from partners in our APJ, GC, and EMEAR theaters prior to
payment for VIP payments.

6.9.3 Partners are encouraged to leverage the Self-Billing, Recipient Created invoice option when claiming
their payments with Cisco. Please reference the Partner Training presentation on the GEP Translated
Content Page on how to select the Self Billing option during the claim process.

http://www.cisco.com/web/partners/tools/gep_mpc.html

This option should only be selected if the Self-Billing option is considered compliant under local laws.

For more information on payments made through the Global EasyPay Program, please go to
http://www.cisco.com/go/gep and click on the Training Tab to find more details on Ciscos payment
requirements.

6.9.4 Cisco regards the payments it makes to partner under the Program to be remuneration for marketing
penetration services performed by the partner to Cisco. As such, these services fall under the scope of
article 44 of EU VAT Directive 2006/112/EG and therefore are subject to VAT in the country where the
recipient (i.e., partners principal) of these services has its seat of business. Where Cisco Systems
International B.V. is partners principal, the services are VAT taxable in the Netherlands. Where Cisco
International Limited is partners principal, the services are VAT taxable in the UK. Where Cisco Systems Italy
SRL is partners principal, the services are VAT taxable in Italy. Where partners principal is Cisco Systems
International B.V. and partner does not have its seat of business in the Netherlands, Cisco will be obliged to
account for VAT per the reverse charge mechanism in the Netherlands, and partner should then not charge
VAT. Where partners principal is Cisco International Limited and partner does not have its seat of business in
the UK, Cisco will be obliged to account for VAT per the reverse charge mechanism in the UK, and partner
should then not charge VAT. Where partners principal is Cisco Systems Italy SRL and partner does not have
its seat of business in Italy, Cisco will be obliged to account for VAT per the reverse charge mechanism in
Italy, and partner should then not charge VAT.

6.9.5 Should there be any circumstances at any time whereby either of the parties believes the VAT
treatment should be different, this change will need to be justified in writing (by a justification letter in which
all relevant regulations and laws leading to this changed conclusion are brought forward) by the party
claiming this change in VAT treatment and will need to be accepted by the other party in writing prior to the
issuance of invoices with this altered VAT treatment. If there is no agreement on the VAT treatment between
the parties, the parties may jointly appoint an independent external expert for a final (binding) decision on the
treatment. Costs for such external advice will be borne by the party wishing to change the VAT position as
set out above.

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6.9.6 Invoice requirements, applicable on the supply of services, by member states can also be found
at the traders information pages of the European Commission:
http://ec.europa.eu/taxation_customs/taxation/vat/traders/vat_community/index_en.htm.

6.9.7 Partner is responsible for assuring that any payment claim that they submit to Cisco is treated correctly
for indirect taxes. In case local legislation requires a formal tax invoice to be issued, this will be the
responsibility of the partners.

6.9.8 Cisco cannot be held liable for any costs, including but not limited to penalties or interest assessed by
tax authorities following an incorrect VAT treatment on invoices issued by partner. Cisco reserves its right at
all times to request a VAT Credit Memo in cases whereby VAT was incorrectly charged by channel partner.
Please be informed that if it is determined by an external expert that any indirect taxes (e.g., VAT, GST) and
similar taxes are due for marketing penetration services supplied to Cisco, all payment amounts to which
partner is entitled are deemed to be inclusive of such indirect and similar taxes.* Furthermore, as a local
indirect taxpayer, partner is responsible for assuring that any payment claim to Cisco is treated correctly in
the broadest sense of the word for indirect tax purposes. If, based on an external experts opinion, VAT is
due Cisco requires a formal tax invoice to be issued, on which the local VAT charged is stipulated separately.

* With the exception of Dutch partners claiming from Cisco Systems International BV, UK partners claiming
from Cisco International Limited and Italian partners claiming from Cisco Systems Italy SRL.

6.10 Partner Payment Policy


6.10.1. Payment Location for Program Payments

6.10.1.1 One or more partner legal entity may execute the Resale Agreement.

6.10.1.2. Cisco assigns each legal entity that executes an Agreement to a Country Group (which may consist
of a single or multiple countries). Cisco, in its discretion, maintains the Country Group mappings. Some Cisco
programs apply Program Payments at the Country Group level, while others apply Program Payments at the
country level.

6.10.1.3. Cisco makes Program Payments based on the country where partner enrolled in this Program or
partners assigned Country Group, if applicable.

6.10.1.4. For each Country Group, one of partners legal entities that executed the Agreement must accept
these Terms and Conditions for that Country Group.

6.10.1.4.1. Partner must select a legal entity located in one of its authorized Territories in the Country Group
as the entity and location for payment. The beneficiary of the payment must be the entity identified by the
partner when accepting these terms and conditions.

6.10.1.5. For Program Payments earned at the Country Group level, all Program Payments will be made only
to a bank account in the country selected by partner for the receipt of Program Payments. The country of the
bank account must be located within the Country Group.

6.10.1.6. For Program Payments earned at the country level, all Program Payments will be made only to the
bank account in the country associated with these Terms and Conditions.

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6.10.1.7. Partners operating in the countries identified in the table below must follow the additional payment
restrictions identified therein:

Location of Sales Related Country Group Where Program Payment Must be Paid
to Program Payment Assigned by Cisco

CANSAC CANSAC All Program Payments earned in CANSAC will be paid to the
mainland country (or any of the following islands: the Dominican
Republic, Jamaica, Puerto Rico, or Trinidad and Tobago) identified
by partner. If no Program Payments are earned in mainland
countries, payments may be made to the authorized Territory in an
island country (Anguilla, Antigua and Barbuda, Aruba, Bahamas,
Barbados, Bermuda, Cayman Islands, Dominica, Grenada,
Guadeloupe, Martinique, Montserrat, Netherlands Antilles, Saint
Kitts and Nevis, Saint Lucia, Saint Vincent and the Grenadines,
Turks and Caicos Islands, Virgin Islands, British, Virgin Islands,
U.S.) in CANSAC.

India India Sub-Continent All Program Payments earned in the India Subcontinent country
group will be paid in India. If no incentives were earned in India,
payments will be made to the authorized territory within India
Subcontinent country group.

Ukraine Europe East All Program Payments earned in the Europe East Country Group
will be paid to the partner entity in Ukraine if any incentive is
earned there. If no incentives are earned in Ukraine, payments will
be made to the authorized Territory within Europe East.

6.10.1.8. The Program Payment location must remain constant for the duration of the Program Period.

6.10.2. Beneficiary, Banking, and Contacts

6.10.2.1. Cisco will not permit changes to the name and/or the payment location of partner during the
Program Period.

6.10.2.2. Partner may not nominate third parties to receive payments. Partner payments to a payment
aggregator will not be allowed.

6.10.2.3. Individuals may not receive payments. Only corporate entities may receive payments.

6.11 Payment Contacts

6.11.1 Payment contacts, specifically a minimum of one Rebate Coordinator, must be set up and assigned for
each program and country combination where you plan to receive rebate and incentive payments through
Global EasyPay.

Please leverage the Manage Program Contacts training presentation on the GEP translated content page to
understand how to request assignment and how to assign requestors to the various job roles.
http://www.cisco.com/web/partners/tools/gep_mpc.html

Payments cannot be processed until a valid Rebate Coordinator is assigned for that program/country
combination.

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It is the responsibility of the partner to actively manage their payment contacts via the Partner Self Service
(PSS) tool. This is a critical activity to ensure that only authorized personnel from partners company receive
the Rebate or Incentive claim instructions to complete the claim and payment process.

6.11.2 Missing Payment Contact Expiration. Payments sent to the Global EasyPay team that are missing a
Rebate Coordinator due to the partner not actively managing this information in the Partner Self Service (PSS)
tool will be placed on hold.

On-hold payment transactions will be checked once weekly to confirm if a Rebate Coordinator has been
added. When and if partner adds or updates its Rebate Coordinator, those affected payments will be
released. If a Rebate Coordinator is not provided to Cisco within 90 calendar days of the date that the
payment was ready to be processed through the GEP payment solution (or 120 days for Russia only), the on-
hold payment(s) will expire automatically. In such case, Cisco, at its discretion, may withdraw the payment
permanently.

6.12 If partner violates Section 5.4 of these Terms and Conditions, Cisco reserves the right to withhold or
retain, partly or wholly, at Ciscos discretion, any and all rebate payments due to the partner under this
Program.

7. Payment Discrepancies
7.1 Partner is responsible for identifying and reporting to Cisco any discrepancies between Cisco published
bookings and their own records. The reporting deadline for any bookings discrepancy cases is one month
from the final bookings date, but no later than March 2, 2018. In addition, partner must supply the supporting
documentation within 30 days of the shipment cutoff date, but no later than June 2, 2018. If partner fails to
meet this timeline, partners discrepancy claim will be automatically rejected.

7.2 Payment discrepancies must be reported within three weeks after receipt of the first payment notification
of each payment. If no payment notification is received, payment discrepancies must be reported within 90
days after the first group of second payment run notifications were sent to the partners.

7.3 Activation bonus related exception requests (extension, acceptance of customer signature etc) must be
raised before October 27, 2018 or April 27, 2019 (for Cisco ONE Enterprise Agreements). If partner fails to
meet this timeline, partners request will be automatically rejected.

7.4 Bookings, payment discrepancy cases, and activation related exception requests have to be opened
using the Customer Service Central (CSC) module in My Cisco. Discrepancies reported via email, not using
CSC, wont be considered.

7.5 Partner should refer to Total Program View at http://www.cisco.com/go/tpv for their official bookings
status and Cisco Partner Access onLine (PAL) at http://www.cisco.com/go/pal for their official CSAT results.

7.6 Information obtained from Cisco personnel other than the Cisco VIP team (i.e., Partner Account
Managers) will not take precedence over the information in Total Program View and will not be honored in
any disputes.

7.7 Cisco uses its best efforts to ensure partner is paid in a timely fashion. However, at times, such payments
are delayed for reasons beyond Ciscos control. Further, if Cisco is not at fault for the delay, such payments
will expire and be forfeited if not claimed by partner in a timely fashion.

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8. Termination of Partner
8.1 In addition to any of its other remedies, Cisco reserves the right to terminate partner from participation in
this program and require partner to forfeit any rebates indefinitely for the following reasons: (a) submission of
false, misleading, or incomplete program information, including claims for sales made under the program; (b)
other fraud or abuse of this or other Cisco marketing or sales programs; (c) the distribution of products
purchased from any source other than Cisco or a Cisco Authorized Distributor; (d) the sale of Cisco products
to anyone other than an end customer; and (e) breach of the partners Resale Agreement.

9. Other Channel Programs


9.1 For Cisco Cloud and Managed Services Program (CMSP) transactions, all rebates will be paid to the host
partner enrolled in VIP. The agent partner is not eligible for VIP rebates on CMSP transactions.

9.2 The GPN (Global Partner Network) 5-Step process and deal management framework does not alter VIP
eligibility rules.

9.3 To receive payments under the Program, partner must be in good standing with the Cisco Channel
Partner Program. In particular, incentive payments will not be paid out if and for as long as partner or any of
its affiliates owes money to Cisco or its affiliates, other than in the ordinary course of Ciscos standard 30-
day payment terms (or any other payment terms agreed in writing with Cisco or its affiliates), in which case
Cisco reserves the right to set off any amount due under the Program against unpaid invoices and
immediately suspend partner or its affiliates entitlement to receive incentive payments under the Program
until all outstanding amounts have been irrevocably paid in full by partner or its affiliates. If partner has been
delinquent with Cisco or its affiliates for a period of at least one (1) year, partner will forfeit any outstanding
payments due under this Program.

9.4 Sales that are eligible for a payment under the Cisco Value Incentive Program are not eligible for any
other Cisco back-end payment programs unless otherwise stated by Cisco.

10. General
10.1 Partner is free to determine its minimum resale prices unilaterally. This program is not a commitment or
a guarantee that the partner will increase margins and profitability.

10.2 Cisco reserves the right to modify or cancel the program at its discretion without prior notice to partner.

10.3 For all other applicable VIP procedures and requirements specific to their area of participation and
geography, partner should refer to the VIP website at http://www.cisco.com/go/vip.

11. Confidentiality
11.1 Any information shared between Cisco and partner related to VIP, including the terms and conditions of
the Program and specific program payout information, is Confidential Information as defined under partners
Resale Agreement.

11.2 Breach of Confidentiality. If any partner breaches the confidentiality provisions contained in these
Terms and Conditions, Cisco reserves the right to remove that partner from future participation in VIP.

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Other Rules
The rules described in scenarios 1-4 below apply to all subtracks and partners. In addition, upon partner
request via CSC case opened before the bookings discrepancy deadline, specific adjustments may be made
to reflect scenario 5.

Partner Scenarios:

First scenario: Partner XYZ in country group A is enrolled in VIP. XYZ books VIP SKUs in country group A and
sells to country group B, where XYZ is also enrolled. XYZ gets VIP credit toward their VIP bookings in country
group B.

Second scenario: Partner XYZ in country group A is enrolled in VIP. XYZ books VIP SKUs in country group A
and sells to country group B, where XYZ has a legal entity but is not enrolled in VIP. XYZ does not get VIP
credit in country group A or B.

Third scenario: Partner XYZ in country group A is enrolled in VIP. XYZ books VIP SKUs in country group A
and sells to country group B, where XYZ does not have a legal entity. XYZ does not get VIP credit in country
group A or B.

Fourth scenario: Partner XYZ in country group A is not enrolled in VIP. XYZ books VIP SKUs in country group
A and sells to country group B, where XYZ is enrolled. Partner XYZ gets VIP credit toward their VIP bookings
in country group B.

Fifth scenario:

For CMSP partners only: Partner XYZ in country group A is enrolled in VIP. XYZ books VIP SKUs in
country group A and sells to country group B. XYZ gets VIP credit toward such VIP bookings in
country group A.

For Global Customer Support Process (GCSP) partners only: Partner XYZ in country group A is
enrolled in VIP. XYZ books VIP SKUs in country group A and sells to GCSP specified customer in
country group B. XYZ gets VIP credit toward such VIP bookings in country group A.

For WebEx SKUs only: Partner XYZ in country group A is enrolled in VIP. XYZ books VIP WebEx
SKUs in country group A and sells to country group B. XYZ gets VIP credit toward such VIP bookings
in country group A.

For Cisco TelePresence Video Master Multinational ATP and/or Cisco TelePresence Video Master
Global ATP partners only: Partner XYZ in country group A is enrolled in VIP. XYZ books VIP
Telepresence SKUs in country group A and sells to country group B. XYZ gets VIP credit toward
such VIP bookings in country group A.

WebEx and Telepresence SKUs eligible for such treatment are identified at
http://www.cisco.com/go/vipskus.

For any issues, we require a case to be opened using the Customer Service Central (CSC) module in My
Cisco:

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1) Go to My Cisco Workspace. If this is your first time using Customer Service Central, you will need to
add the module to your Workspace.
2) Click on " Open a case" .
3) Select View all under Additional Support. Choose Partner Program Booking Claims or Partner
Program Payment Eligibility or Partner Program Enrolment appropriately.
4) Describe the issue and attach file if applicable.
5) Select Value Incentive Program (VIP) from Program/Promotion drop down menu.
6) Submit the case.
For issues related to wire transfer of VIP funds, open a case by sending email to
globaleasypay@cisco-programs.com.

Theater-Specific Terms and Conditions


For partners operating in the Americas markets:

All Canadian payments under this program are exclusive of any taxes, fees, and duties or other
amounts, however designated, and including, without limitation, Harmonized Sales Tax (HST), Goods
and Services Tax (GST), Provincial Sales Tax (PST), and value added and withholding taxes that are
levied or based upon such payments or the prices paid for products or services, or upon this program.
Value Incentive Program shall be extended to qualified channel partners on a nonnegotiable basis and
shall be in compliance with the Competition Act of Canada.
Any Canadian rebates or other incentives under the Value Incentive Program are nontransferable
and/or assignable.
In deals where the End User is the U.S. government, if a partner is awarded an OIP, TIP, or SIP, that
partner may receive VIP on the Deal. Any other partner is not eligible for VIP on that Deal. This is to
compensate the partner holding the OIP, TIP, or SIP for the effort that partner has put into the pre-
sales process
If a partner has an OIP, TIP or SIP where the end user is the US Government, they are the only one that
will be eligible to earn the VIP for that deal.

For partners operating in the Asia Pacific and Japan (APJ), and Greater China (GC) markets:

With the exception of Australian and Japanese partners, all payment amounts that the partners are
entitled to are inclusive of indirect (e.g., Consumption Tax) and similar taxes. Payments to Australian
and Japanese partners are exclusive of indirect (e.g. VAT, GST, consumption tax) and similar taxes.
Partners are responsible for assuring that any payment claim is treated correctly for indirect taxes. In
case local legislation requires a formal tax invoice to be issued, this will be the responsibility of the
partners. Australian and Japanese partners will be required to submit an Australian Dollar and
Japanese Yen invoice respectively to Cisco before payment is initiated. Japanese partners will be
required to provide a hard copy invoice before payment is initiated when claiming payment in U.S.
Dollars or after receiving payment when claiming payment in Japanese Yen.

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The payments for both Direct Orders and Indirect Orders will be paid to qualifying Cisco Systems
Integrators or qualifying partners by bank transfer. Partners must agree to the calculated payment
amount and add Consumption Tax with the Global EasyPay Tool in order for Cisco to start the payment
process.
a) Partners are able to select the currency type of payment when they receive email notification from
Global EasyPay.
b) If the partner selects Japanese Yen Currency for the payment, the foreign exchange rate on the
payment date will be used.
c) If the partner receives payment from Cisco by bank transfer for the first time, they need to register
banking information in the Global EasyPay tool.
Cisco Systems outsources the payment tasks to Vistex, Inc. Cisco respects its partners privacy and is
committed to protecting the personal information that partners share with us. Cisco may use partners
personal information that is entered in the Value Incentive Program tool for the
enrollment/administration of this program to keep partners up to date on the latest information
regarding this program. Cisco acknowledges partners agreement with our privacy statement upon
enrollment in the program. The Cisco Privacy Statement, at
http://www.cisco.com/japanese/warp/public/3/jp/privacy.shtml, describes how Cisco collects and
uses partners personal information.

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