1. Transitioning Partner Core-Bridge Services to Partner Support Service Under the Cisco Services Support Partner Program
Sneha Matani
CSPP Program Manager India
Date: 24th March 2014

2. Agenda Executive Summary Cisco Service Partner Program and
Partner Support Service Overview
PC-B to PSS Transition
PSS TelePresence Video Eligibility Requirements
Partner Compensation
PSS TelePresence Video Pricing Summary
PSS TelePresence Video Service Levels
PC-B Transition Roadmap
Resources

3. Executive Summary PC-B will end of life (EoL) April 26, 2014 (US PST)
Migration of exiting PC-B contracts will occur at renewal
Global availability of PSS Cisco TelePresence Video April 27, 2014 (US PST)
Partner Support Service TelePresence Video
Partner SS offer for the full line of Cisco TelePresence® Video Products
Specific eligibility criteria to access PSS TelePresence Video
Next business day and premium service levels (8x5x4 and 24x7x4) as well as SW Support and Upgrades
Rebates and discounts per the Cisco Services Partner Program performance driven compensation model
PC-B to PSS Transition Highlights
Includes coverage for all Cisco TelePresence Video products
Adds premium service levels
Pricing is aligned to CSPP performance driven strategy comprising of discount and back end performance rebates
For PC-B partners with Advanced, Advanced Plus, and Master level TP Video ATP who meet PSS transition performance targets
Go-To-Market - Direct and through distribution
NOTE Delete or change time for your region

4. Cisco Service Partner Program and Partner Support Service Overview
REMOVE

5. What Partners Are Telling Us They Want
Growth
Expand the Services Practice
Increase
Operational Efficiency
Customer Loyalty and Cross-Selling
Competitive Differentiation
Profitability
In 2010 Cisco engaged a third party company to interview partners around the globe about their server support business. The partner survey results highlighted the following key issues for our partners:
Profitability: When the Unified Computing System family of products launched in 2009, the only service option available to partners was Cisco Brand Resale. What we heard from many partners is that they have the desire and ability to support this technology themselves and are looking to improve their profitability through increased discounts commensurate with their expanded role. Typically the server market is a very low margin market and many partners are looking to improve their margins by taking more of the support business in- house.
Differentiation from competition: Many partners already involved in Cisco’s shared support and collaborative technical service programs are frustrated by the fact that most server vendors only allow partners to resell or deliver against vendor brand services. They see opportunities to
Differentiate their service offerings from their competitors’ by wrapping their own value-add services around a minimal vendor offering
Offer their own service for solutions they have built from Cisco UCS combined with other Cisco technologies
Customer loyalty: Partners are looking for more opportunities to grow customer relationships. Being the single point-of-contact for UCS customers, providing consistent experience for customers’ across their IT infrastructure are seen as an important way to building customer loyalty .
Operational efficiency: Partners are looking for a consistent set of offerings from their vendors that enable them to build their own offerings across their customers’ data center environments. Partners do not want to waste time dealing with complexities of building offerings from disparate vendor services – particularly within a single vendor.
Expand service practice: Partners are constantly looking for ways to grow their business and provide additional value to their customers.
REMOVE
Cisco Services:
Responding to Your Needs

6. Going to Market Together
Cisco Services Partner Program (CSPP)
Cisco Services Partner Program
Cisco Branded Services
Eligibility
Compensation
Collaborative Services
Performance Management
The Cisco Services Partner Program provides the framework for our services business relationship with our partners and defines program elements such as offer eligibility, compensation, and associated legal terms and conditions as our partners access, sell, and deliver value-based services together with Cisco. The program is closely aligned to the Cisco Channel Partner Program to further extend the benefits our partners will receive from their investments in Cisco certifications and specializations
The Cisco Services Partner Program simplifies how you access, sell, and deliver the Cisco services portfolio moving forward.
By introducing a single services partner program, we create:
A consistent set of eligibility requirements
A predictable compensation and rewards structure
 A simplified contract relationship for services moving forward
The program provides access to our enhanced services portfolio for partners, including smart services.
The services family includes two distinct portfolios, Branded Services and Collaborative Services, each providing a different option for how you sell and deliver Cisco services based on your business model, investment objectives, and customer needs.
©2011 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partners only. Do not distribute.

7. Cisco Branded Services Collaborative Services
A Simplified Approach
Cisco Branded Services
Network Optimization Service
Remote Management Services
Smart Net Total Care
SMARTnet with Smart Call Home
NOS with Smart Analytics
Technical Support
Advanced Services
Collaborative Professional Services
Collaborative Technical Support
(for example PSS)
Collaborative Services
Collaborative Services
Cisco service offerings sold only to partners and have eligibility requirements
Combines Cisco deep knowledge base, smart service innovation, and service infrastructure with your services
Partners are responsible for the customers’ service experience
Cisco Branded Services
Cisco service offerings sold through partners
Ready-for-resale offers that speed time to market, increase technology and geographic reach
Cisco is responsible for the customers’ service experience

8. Partner Support Service Capabilities: Foundation and Smart
Partners develop and deploy services based on both foundational and smart capabilities* *
Partner Support Service combines Cisco’s Foundational capabilities with installed base management, alert reporting, device diagnostics, and smart interaction capabilities that you embed into your service offers…combining visibility to end customer devices and networks with Cisco intellectual capital….resulting in increased services revenue opportunities, lower operational support costs, and more intimate customers relationships.
Drive Incremental Services Revenue
Improve Operational Support Margins
Increase Customer Loyalty
* Today, smart capabilities are available on many of our TelePresence Video products. Coverage for additional products will be available over time. Please contact your Cisco representative for a complete list of available products

9. PC-B to PSS Transition

10. Cisco Partner Core-Bridge Program
What is the Cisco Partner Core-Bridge Program?
The Cisco Partner Core-Bridge Program is a globally available Collaborative Services program designed to help eligible Cisco TelePresence Video Authorized Technology Provider (ATP) Partners continue to grow their business video services practice.
When the work began to create this program, Cisco teams met frequently with partners to understand your concerns and program requirements so we could build a consistent and profitable program where you could continue your video service practice without interruption. We also shared information on how the program was evolving with partners and the sales teams alike. Based on these activities, we believe the program includes the critical elements for joint success.
Unlike Alternative Programs, Partners are able to :
Protect and build upon existing services investments
Leverage Collaborative approach and Cisco Services logo to differentiate and increase brand recognition and preference
Deliver a complete end to end video solution
Increase profitability through Cisco’s comprehensive Support capabilities
Let’s move into the next slide to learn more about the details of the program….
Cisco Partner Core-Bridge Program
Globally available Collaborative Service program
Helps eligible Authorized Technology Provider Program (ATP) Partners continue to grow their business video service practice
Cisco Partner Core-Bridge Program
Protect and build upon existing services investments
Utilize Collaborative approach and Cisco Service logo to differentiate and increase brand recognition and preference
Deliver a complete end-to-end video solution
Increase profitability through Cisco’s comprehensive support capabilities
Partners Benefits

11. PC-B to CSPP/PSS Transition
Today
Tomorrow
PC-B support for all Tandberg TP Video products
PSS support for ALL TP Video products
PC-B Partners
PSS Qualified
PC-B partners have access to PSS and Advance or better ATP.
Await creation of the new PSS TelePresence Video service levels.
Not PSS Qualified
PC-B partners with Advanced or better ATP need to meet PSS Transition Targets
How the Change impacts the CSPP/PSS Transition Eligibility
This change impacts CSPP/PSS Transition Eligibility in a variety of ways.
This slide seeks to show the main ways depending on region and partner type.
Looking at the left side of the slide there are two types of regions
Those regions where CSPP has already rolled out
Those regions where CSPP has yet to roll out (such as China, Japan, Latam, & Emerg-East)
In each region there are two types of partners:
Partners that qualify for PSS broad eligibility
Partners that do not qualify for PSS broad eligibility
Let’s 1st discuss the partners in the region where CSPP has already rolled out.
Working from the top down those partners that qualify for PSS broad eligibility
These partners either have access to PSS today
Most of these partners also have access to the PSS Video service offer.
The green arrow at the top represent these partners
There are 182 of these partners in the regions where CSPP has rolled out
These partners are already in PSS
They simply await the Video SKUs for Tandberg to go live in PSS
8 partners (that qualify for PSS broad eligibility) only have the Express TP Video ATP
The blue arrow (2nd from the top) represent these partners
These partners need fulfill a portion of the PSS-Video DE.
That is they need to step up to at least an Advanced ATP: ~$25K investment.
In the region where CSPP has already rolled there 175 partners that do NOT qualify for PSS broad eligibility
These partners need to qualify for PSS DE for Video to continue their business of providing collaborative technical service for the former Tandberg product portfolio.
The mauve arrow (3rd from the top)represents these partners
As part of PSS-Video DE, these partners will need to meet the CSPP/PSS metrics targets as defined in the PMA that governs their region.
Since these partners are already enrolled in CSPP; that scorecard used for this metric evaluation.
Of the 175 partners, ~36 have an Express level ATP and will need to step up to at least the Advanced ATP level.
The lower 3 arrows represent partners in regions where CSPP has yet to roll out.
The story is similar but with a little twist.
This section of the slide (where CSPP has yet to roll out) is graphically a mirror image of the portion of the slide that depicts the regions where CSPP as rolled out.
So working from the bottom-up:
The green arrow represent ~111 partners who:
We expect to qualify for PSS broad eligibility
And get access to PSS video service offer.
These partners await CSPP to go live in their region as well as the PSS Video SKUs for Tandberg to go live
There are an additional 18 partners that we expect to qualify for PSS broad eligibility yet they only have the Express TP Video ATP
The blue arrow represent these partners
And again, these partners will need to step up to at least an Advanced ATP
In these regions ~118 partners do NOT qualify for PSS broad eligibility
Again a mauve arrow represents these partners
Like their counterparts in regions where CSPP has already rolled out, these partners need to qualify for PSS DE for Video to continue their business of providing collaborative technical service for the former Tandberg product portfolio.
So like their counterparts these partners will need to meet the CSPP/PSS metrics targets as defined in the PMA that governs their region.
Because these partners have yet to enroll in CSPP; their PC-B scorecard will be used for the metric evaluation.
Of these 118 partners, ~46 have an Express level ATP and will need to step up to at least the Advanced ATP level.
Bottom line: PC-B partners either already meet the CSPP/PSS eligibility targets or they will as part of the transition process.
Express ATP Partners
PC-B partners with Express ATP will need to make other plans
Will need to make alternative plans (i.e. CBS)
PMA = Performance Management Appendix for the CSPP program guide
Note: PC-B End-of-Life is April 25, 2014

12. PC-B to PSS TelePresence Video Transition Summary
26-Apr-2014 PST–PC-B will end of life; migration of exiting PC-B contracts will occur at renewal
27-Apr-2014 PST–Global availability of PSS TelePresence Video
Includes Technical Services for all Cisco TelePresence Video products
Available to 1-Tier, 2-Tier Partners
Includes new 4-hour service levels
Partners must meet PSS TelePresence Video eligibility
Performance driven compensation is outlined in the Cisco Performance Management Appendix, located at
PC-B to PSS TelePresence Video Transition Summary
Dates are Pacific Standard Time

13. Transition to Partner Support Service
Tomorrow
Today
Multiple ways to participate. Two programs, two separate offers.
Programs:
Partner Core-Bridge
Cisco Services Partner Program
Offers:
Tandberg products
Partner Support Service
Cisco products
Simplicity. One program, one offer.
Program:
Cisco Services Partner Program
Offer:
Partner Support Service
All TelePresence Video products
Partner Core-Bridge EOL
Partner Support Service Video

14. What is changing? Tomorrow Today Partner Benefits
Up front discounts only
Cisco Services Partner Program Rewards Performance (Discounts + Rebates)
Incremental margin opportunity based on performance
Standalone collaborative offer
Alignment to Cisco Partner Support Service for video service levels
Single Cisco Collaborative PSS offer
Partner Core-Bridge standalone program
Single Cisco Services Partner Program
Simplified Cisco/Partner relationship
Tomorrow
Today
Partner Benefits
Next Business Day level of service
Multiple levels of service: Next Business Day and 4 hour
More ways to serve end users (improved productivity, quicker time to resolution)
Service on Tandberg products only
Full line of Cisco TelePresence Video products
Broader coverage

15. Program and Offer Comparison
PC-B
CSPP
Partner compensation
Front end discount only
Discount and Rebate based on performance
Performance metrics
(AR, RR, SR, RMA)
Quarterly Metric Tracking for
on-going eligiblity
Annual Performance Tracking for
on-going eligibility and Quarterly track for rebate
Eligibility
TelePresence Video ATP & Delivery Capability
TelePresence Video ATP
(excluding Express) and Delivery capability
OFFER
PC-B
PSS TelePresence Video
Route to Market
All Routes To Market
Geographies
Global
Products
TANDBERG classical
All Cisco TelePresence Video products
Pricing
TANDBERG original pricing
Buy price is based on performance
Targeting same net buy price for average performer in a geography
Service Levels
NBD, SW support and upgrades
NBD, SW support and upgrades,
8x5x4 and 24x7x4
Rebate based on performance
Buy price is based on performance
Factors rebate in
change/addition

16. PSS TelePresence Video Eligibility Requirements

17. PSS TelePresence Video Eligibility Overview
Access to the PSS TelePresence Video service levels requires video technology specific eligibility criteria. See slides 16 and 17 for details.
Eligibility for the PSS TelePresence Video service levels is independent of the eligibility for any other PSS service levels
Access to PSS TelePresence Video service levels does not give a partner access to any other PSS service levels
PC-B partners must meet the regional transition requirements for the measurement periods prior to getting access to PSS TelePresence Video
Once eligible for PSS TelePresence Video service levels, partners must continue to meet ongoing performance metrics

18. PSS TelePresence Video Eligibility Requirements
Any Partner is eligible for the PSS TP Video service levels if they meet the following requirements:
Enroll in Cisco Services Partner Program (CSPP)
Attain Advanced, Advanced Plus or Master TelePresence Video ATP
Meet the performance targets per the Cisco Services Partner Program Performance Management Appendix (PMA) for your region
Pass Cisco On-site audit or TS Delivery Validation*
Recommendation:
Dedicated TelePresence Video Technical Support Lab
Video Diagnostic training
*These requirements do not apply to partners transitioning from Partner Core-Bridge
PSS TelePresence Video Eligibility Requirements

19. PC-B Partner Transition Requirements
Any PC-B Partner is eligible for the PSS TP Video service levels if they meet the following requirements:
Enroll in Cisco Services Partner Program (CSPP)
Attain Advanced, Advanced Plus or Master TelePresence Video ATP
PC-B Partner Transition Requirements

20. PSS TelePresence Video Ongoing Eligibility
Maintain Advanced, Advanced Plus or Master TelePresence Video ATP on a monthly basis
Meet minimum theatre-specific annual threshold performance requirements per the Cisco Performance Management Appendix
PSS TelePresence Video Ongoing Eligibility

21. Current Partner Characteristics Offer Starting April 27 PST, 2014
PC-B Partner Transition Map for TelePresence Video
Current Partner Characteristics
Current Offer
Offer Starting April 27 PST, 2014
TP Video ATP - Adv or higher
PC-B only
PC-B
PSS TP Video
TP Video ATP - Express
PC-B Only
Cisco Branded Service
TP Video ATP - Adv or higher
PC-B and PSS
PSS TP*
* PSS TP – existing PSS services levels on Cisco legacy products only

22. Options for PC-B Express Partner
PC-B Partners with TelePresence Video Express ATP level have the following options:
Upgrade to Advanced ATP level before March 24, 2014
Purchase Cisco Branded Services (CBS)
Express ATP partners who don’t move up to Advanced ATP or higher are ineligible for PSS TelePresence Video.

23. Partner Compensation

24. CSPP Performance Driven Compensation
Front-end Discount*
Back-end Rebates
Partner $$
Buy price is based on partner performance
Sales Performance
Delivery Performance
Attach Rate
Service Request ratio
Renewal Rate
RMA ratio
Discount and rebate details can be found in the regional 1-Tier and 2-Tier Performance Management Appendices. These are located here
If eligible, additional Services Sales Discount Incentive (SSDI) in EMEAR
Discounts for 2 Tier Partners are provided by their Distributor

25. PSS TelePresence Video Pricing Summary

26. Pricing Principle
Adjust schedule price based on CSPP partner compensation structure
Partner buy price neutral for average performing partners in a given Geography

27. Pricing Strategy – Net Buy Price Neutral
APAC
Pricing Strategy – Net Buy Price Neutral
PSS net buy price = PCB net buy price
PSS
PCB
Schedule Price
$116.08
$100
Discount
42%
SSDI -
Initial buy price
$67.33
$58
Average rebate
13.85%
Rebate $
$9.33
Net buy
AR rolling 15 mon
RR annual renewal number for the whole year

28. PSS TP Video – APAC $116.08 PSS TP Video Schedule price Discount = 42%
PC-B Buy Price
$100 List Price
42% Disc
$58.00 net
PSS TP Video – APAC
PSS TP Video Schedule price
$116.08
Discount = 42%
Sales & Delivery Rebate = 0%
Partner Cost After Discount: $67.33
Combined Rebate: $0
Net Cost:
$67.33
Maximum
Performance
Under
Average
Performance
Schedule Price
Discount = 42%
Sales & Delivery Rebate = 13.85%
Partner Cost After Discount: $67.33
Combined Rebate:
$9.33
Net Cost:
$58.00
Discount = 42%
Sales & Delivery Rebate = 32.40%
Partner Cost After Discount: $67.33
Combined Rebate:
$21.81
Net Cost:
$45.51

29. PSS TelePresence Video Service Levels

30. Service Offer Transition
Products Covered
Current Offer
Offer Type
Program
All TelePresence Video
Essential Operate
Cisco Branded
CSPP
TANDBERG
Partner Core-Bridge
Collaborative
Cisco legacy
PSS (TelePresence)
Products Covered
4/27/ Offer
Offer Type
Program
All TelePresence Video
Essential Operate
Cisco Branded
CSPP
PSS (TelePresence Video)
Collaborative

31. PSS TelePresence Video Service Levels
Deliverables
PSS
TelePresence Video
Service Levels
Corresponding PC-B
8x5xNBD Adv Replacement
SW Support and upgrades
PSRN
PADN, PPDN, PMDN
8x5x4 Adv Replacement
PSRE NA
24x7x4 Adv Replacement
PSRP
PSRU
PAMU, PPMU, PMMU
Supports All Cisco TelePresence Video Products
TANDBERG product lines

32. Partner Benefits of Transition to PSS TelePresence Video Under CSPP
Drive Profitability
Increase services revenue by offering an expanded set of services that covers all Cisco TelePresence Video Products
Rebates paid on premium service levels
Performance–driven compensation plan yields higher margins
 Simplify Partner Business Relationships
One program for all TelePresence Video products and partners reduces complexity of managing multiple programs
Accelerate Customer Transformation
Drive customer satisfaction by offering robust services across the TelePresence Video portfolio
Enable partners to become their customers’ trusted advisor on the full line of Cisco TelePresence Video products
Establish Competitive Differentiation
Offer full suite of Cisco TelePresence Video products and services
Align with Cisco Services Partner Program, a Market leading services program
Cisco Services Partner Program offers competitive advantage based on performance
Discount and rebate details can be found in the regional 1-Tier and 2-Tier Performance Management Appendices. These are located here

33. To sum it up.. April 26th End of Sale of PCB globally
April 27th PSS Video TelePresence SKUs become available globally
PSS Video TelePresence provide collaborative support service for full line of Cisco Video Products
Specific Eligibility criteria to avail PSS Video
CSPP Enrollement
ATP Certification
PSS Eligibility as per PMA
Provides Premium Service Levels
Follows CSSP Compensation Model
No change in nett Buy Price
No change to Cisco Branded Offerings
Express Partners cannot sell PSS Video – Step up Certification
A non-PSS partner can sell PSS Video as long as they meet minimum eligibility requirements

34. PC-B Transition Roadmap

35. What Can You Expect in the Coming Months?
August thru March
PSDM partner engagements
June 26 PST
End of 60 Day Quote Protection
1st week in Dec
Price list availability
March 24
All partners enrolled in CSPP
April 26 PST
End of Sale/End of Life of the
PC-B program
April 27 PST
Quote and order new Partner Support Service levels
October 2013
November 2013
August 2013
September 2013
December 2013
January 2014
April
2014
May 2014
June
February
March 2014
Jan 26
By January 26 all partners will receive the Partner Core-Bridge Program
End of Life announcement

36. Resources

37. Resources Cisco Closer Look (Detailed Training on CSPP)
Partner application and information website
Cisco Services Partner Program
Cisco Collaborative Services
Partner Support Service
Cisco Branded Services
Further questions? Please contact your Cisco Service Sales Representative.

39. Backup Slides

40. How Does the Transition Impact Me?
Transition for
PC-B
Partners
Partner Core-Bridge Partners who have Advanced or better ATP Video AND meet Partner Support Service transition performance targets
All routes to market (1-Tier and 2-Tier partners)
All geographies
Who transitions?
Grandfathering based on:
Have Advanced or better ATP Video
Meet PSS Transition performance targets where applicable (Review your PMA)
All Routes to Market: 1-Tier & 2-Tier
Express level partners have the opportunity to step up to Advanced level to qualify for the transition or take advantage of Cisco Branded Services
CONSIDER THE FOLLOWING OPTIONS:
Express
Level Partner
Achieve Advanced ATP or better,
Participate in Cisco Branded Services