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Partnership. Rewards. Results. Drive Profitability with Cisco Channel Partner Programs Cisco Value Incentive Program 31 © 2018 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Cisco Value Incentive Program 31
Overview
Overview WHAT IS THE CISCO VALUE INCENTIVE PROGRAM?
The Cisco® Value Incentive Program (VIP) is Cisco’s most popular and longest-running channel incentive program. It increases margins and differentiates
Track Highlights partners who promote the adoption of targeted Cisco architectures within a six-month period. For more than 15 years, VIP has helped you sell Cisco
architectures more profitably. Billions of dollars in rebates have been claimed by partners like you. The 31st consecutive Cisco VIP period (VIP 31) begins
Architecture track January 28, 2018.
Enterprise Networks
Security
Data Center
Architecture track New Business track
Collaboration
Service Provider
Technology Meraki
New Business track
Enterprise Security Data Center Collaboration Service Enterprise Collaboration Security Data Center Meraki®
Enterprise Networks Networks Provider Networks Annuity Annuity Annuity
Annuity Technology Annuity
Collaboration Annuity
Security Annuity
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco Value Incentive Program 31
WHAT’S NEW IN VIP 31? • Don’t miss out on these great opportunities. Review further details in
this Selling Guide and also in the VIP presentation and rules at
• New rewards have been added to VIP in the last couple of program
www.cisco.com/go/vip. All partners wanting to participate must actively
Overview periods. You can now be compensated for desired behaviors and
enroll in VIP 31. There is no automatic enrollment.
significantly increase your VIP payouts through the Activation bonus,
Migration bonus, and Account Breakaway bonus. Your profitability can • Take advantage of other Cisco partner ecosystem incentive programs:
Track Highlights VIP is part of a large portfolio of channel incentives that include partner
increase if you not only sell but also activate eligible software, migrate
customers to the latest solutions, and sell into new or dormant deal incentives—registration discount programs plus time-sensitive
Architecture track architecture promotions—that can be used in combination to recognize
accounts.
the value that you bring to customers.
Enterprise Networks • The Activation bonus pilot is expanding to the Data Center Annuity
subtrack with the addition of Cisco Intersight™. Furthermore, activation
Security monitoring based on telemetry is being piloted, paving the way for the
future and simplifying the incentive for partners. No validation via Proof-
Data Center of-Performance (POP) submissions will be needed for Cisco Intersight
Activation bonus payments.
Collaboration
• New annuity offers have been added and are now VIP eligible in the
Service Provider Annuity subtracks. Continue to earn simplified and more rewarding
Technology incentives for recurring revenue business, placed on the Annuity
platform in Cisco Commerce Workspace (CCW).
New Business track • Following the Partner Summit announcement, select Advanced
specializations are also being retired from VIP. Partners holding
Enterprise Networks impacted specializations have until July 28, 2018, to transition to
Annuity appropriate Advanced Architecture specializations in order to meet VIP
31 specialization requirements for payout.
Collaboration Annuity
• To simplify the program, the PSS SW bonus pilot and Cisco Cloud and
Security Annuity Managed Services Program (CMSP) Express designation have been
retired from VIP as of the end of VIP 30.
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco Value Incentive Program 31
Track Highlights
Overview Architecture track
Track Highlights Enterprise Networks
• The entirely new era of networking. The Network. Intuitive.
Architecture track
• Cisco Digital Network Architecture (Cisco DNA™) is a unified, intent-based networking architecture that delivers advanced solutions for any enterprise
networking requirement.
Enterprise Networks
• Sell 40 Gigabit Ethernet, 100 Gigabit Ethernet, and Multigigabit switches and the latest Cisco Catalyst® supervisors, 4400 Series ISRs, and wireless
Security 802.11ac Wave 2 solutions to capture the highest Enterprise Networks VIP hardware rebates.
• Sell Cisco ONE into existing networks to achieve the highest software payouts.
Data Center
• The Account Breakaway bonus and Migration bonus each provide an additional 2% rebate.
Collaboration • Take advantage of the VIP Activation incentive to earn an additional rebate of up to 17%.
Service Provider Security
Technology • Introducing Security Account Breakaway and the opportunity to earn an additional 2% VIP rebate on up to seven new security domains.
New Business track • Migration bonus offers an additional 2% VIP rebate.
• With the new Multiyear Enterprise License Agreement (ELA) bonus, earn an 8% rebate on multiyear ELAs, as opposed to 4 or 5% for other software
Enterprise Networks licenses.
Annuity • Promote innovation and next-generation security solutions, including Cisco FirePOWER Services on ASA, Cisco Firepower™ Threat Defense,
Advanced Malware Protection (AMP) Everywhere, and Threat Grid.
Collaboration Annuity
• Focus on integrated threat defense for protection across the entire attack continuum – before, during, and after an attack.
Security Annuity
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco Value Incentive Program 31
Track Highlights
Overview Architecture track
Track Highlights Data Center
• Earn highest rebates by leading the data center switching transition with the future-ready Cisco® Application Centric Infrastructure (Cisco ACI™)
Architecture track solution, with its purpose-built, open, programmable software-defined networking (SDN).
• Maximize the rebate with the high-volume Cisco Nexus® 9000 Series Switches, delivering ideal price and performance with multispeed
Enterprise Networks
(10/25/40/50/100G) ports ready for Cisco ACI and Cisco Tetration Analytics™.
Security • Sell Cisco Unified Computing System™ (Cisco UCS®) SmartPlay bundles for best customer bundle pricing, and earn predictable VIP rebates on all
UCS SKUs (except CPUs).
Data Center
• Lead hyperconverged infrastructure business with the Cisco HyperFlex™ platform.
Collaboration • Use the Account Breakaway or Migration Incentive Program to boost your data center VIP rebates by 40 to 100%.
• Win new business with Cisco Tetration Analytics solutions. Engage security stakeholders with always-on, real-time network and security-analytics.
Service Provider
Technology Collaboration and Collaboration Annuity
• Sell across the Cisco collaboration solutions with the flexibility of offering CapEx or OpEx consumption models and perpetual or subscription license
New Business track models.
Enterprise Networks • Focus on the full customer lifecycle—land, adopt, expand, and renew—to help customers realize value, earn trust, simplify renewals, and continue to
Annuity expand the customer relationship and your profitability.
• Lead every sale with the next-generation meetings experience that only our hybrid portfolio strategy can enable. Make sure customers understand
Collaboration Annuity the productivity and innovation they can enjoy through Cisco Spark™ Meetings, Messaging, and Calling; Cisco’s award-winning endpoints; and the
ability to connect it all to existing on-premises investments. Extend the value and further differentiate yourself by using Cisco Spark for developers to
Security Annuity integrate collaboration into customer business processes.
Data Center Annuity • Promote the power of the full collaboration portfolio with Cisco Spark Flex Plan, a user-based subscription offer for Messaging, Meetings, and Calling
with cloud, on-premises, and hybrid deployment flexibility.
Meraki • Use the growing roster of subscription offers to achieve recurring revenue growth and earn Annuity payouts with cloud collaboration offerings, Cisco
Spark Board, Cisco Spark Flex Plan, Cisco Business Edition 4000 (BE4000), and Endpoints as a Service on the Annuity platform.
• Deliver next-generation advanced video and voice collaboration endpoints with the Cisco IP Phone 8800 Series and video endpoints such as the
Cisco DX series, Cisco Spark Room 55 and 70 room endpoints, and Cisco Spark Room Kit and Room Kit Plus.
• Help your customers stay ahead of the competition by refreshing their infrastructure and earn an additional 2% rebate in the Migration bonus.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco Value Incentive Program 31
Track Highlights
Overview Architecture track
Track Highlights Service Provider Technology
• Continue to drive focus and attention on the Cisco® routing portfolio and its best-in-class routing software and automation so that service providers
Architecture track get more agility to innovate as well as the ability to deliver better network quality.
• Migration bonus provides an additional 2% VIP rebate for migrating your customers to new technologies and returning their old equipment.
Enterprise Networks
• Encourage adoption of the Cisco ASR 9000 Series using Tomahawk line cards, either by migration from the 7600 or in greenfield opportunities.
Security • Position the Cisco Network Convergence System (NCS) 4200 Series, which uses the latest circuit emulation (CEM) technology to help our customers
in the time division multiplexing–to-IP (TDM2IP) migration while continuing to maintain their existing revenue streams.
Data Center
• Capture the optical market with our optical portfolio using our NCS 2000 Series for dense wavelength division (DWDM) transition and NCS 1000
Collaboration Series for data center interconnect (DCI).
• Use our NCS 5500 Series, designed to efficiently scale between data centers and large enterprise, web, and service provider WAN and aggregation
Service Provider networks.
Technology
New Business track
Enterprise Networks
Annuity
Collaboration Annuity
Security Annuity
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco Value Incentive Program 31
Track Highlights
Overview New Business track
Track Highlights Enterprise Networks Annuity
• Rewards growth, renewals, and monthly recurring revenue of Cisco ONE™ Enterprise Agreements ordered on the Annuity platform in Cisco
Architecture track Commerce Workspace (CCW).
Enterprise Networks Collaboration Annuity
Security • See the Collaboration and Collaboration Annuity section within the Architecture track for details.
Data Center Security Annuity
Collaboration • Rewards growth, renewals, and monthly recurring revenue of the Cisco Umbrella, Cisco Cloudlock, and Cisco Stealthwatch Cloud offers, our Security
Annuity offerings.
Service Provider
Data Center Annuity
Technology
• Rewards growth, renewals, and monthly recurring revenue of Cisco ONE™ Enterprise Agreements, and of newly added Cisco Tetration Analytics
New Business track software and Cisco Intersight™ software subscriptions ordered on the Annuity platform in Cisco Commerce Workspace (CCW)
• Take advantage of the Telemetry based Activation bonus being piloted for Cisco Intersight
Enterprise Networks
Annuity Meraki
Collaboration Annuity • Achieve even more profitability by selling more of the Cisco Meraki stack.
• Win in performance-critical campus environments with 802.11ac Wave 2 access points and stackable, Multigigabit, and fiber aggregation switches.
Security Annuity • Capitalize on the overall growth in the SD-WAN market while continuing to take advantage of the security and ease of use of the Meraki MX family.
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
Architecture track
Overview ENTERPRISE NETWORKS • Activation bonus: Activate the key software within Cisco ONE
Advantage and Cisco DNA Advantage products in a production network
The Network. Intuitive. Built on Cisco DNA
Track Highlights to add a 17% incremental rebate. The three piloted pieces of software
Cisco Digital Network Architecture (Cisco DNA) delivers intent-based are Cisco DNA Center™, Identity Services Engine (ISE), and
Architecture track networking solutions that turn network traffic data into actionable insights. It Stealthwatch®. The software activation needs to be validated via Proof-
helps customers make business decisions more quickly, mitigate more of-Performance (POP) submitted for review. You will have until April 27,
Enterprise Networks security threats, and manage the unprecedented scale of connected 2019, to activate the software and provide the POP (6 months at
devices and services more easily. minimum). Earn up to three times as much in VIP payments on eligible
Security • Migration bonus: Help your customers stay ahead of the competition SKUs.
by refreshing their infrastructure and returning the old equipment using For success in the Enterprise Networks subtrack:
Data Center
the Migration Incentive Program (MIP), www.cisco.com/go/mip. Qualify • Lead with Cisco Advantage software or Cisco Enterprise Agreement
Collaboration for a significant upfront discount and also an additional 2% VIP rebate. Suites for Cisco ONE Software.
Take advantage of this program to accelerate your customers’ journey
• Position Cisco ONE upgrades or add-ons into existing networks to earn
Service Provider to Cisco DNA and increase your profitability.
the highest rebate levels.
Technology • EN Account Breakaway bonus: Acquire new accounts and reactivate
• Sell Cisco Catalyst 40 or 100 Gigabit Ethernet or Multigigabit switches
existing accounts using the EN Account Breakaway program, offering
New Business track significantly higher upfront discounts and a 2% additional VIP bonus. For
and the latest supervisors.
more information, visit www.cisco.com/go/ab. • Position Cisco 802.11ac Wave 2 wireless solutions to earn higher
Enterprise Networks rebate levels.
• Gold Certified or CMSP Master bonus: Cisco Gold Certified or Cloud
Annuity Sell 4400 Series ISRs over the 4300 Series models.
and Managed Services (CMSP) Master Partners have the opportunity to •
Collaboration Annuity receive an additional 1% bonus on SKUs in the 6% and 8% rebate • When selling the Cisco ASR 1000 Series, sell models that offer greater
category. than 40 Gigabit Ethernet.
Security Annuity • Build a Cisco software practice: Cisco’s software strategy focuses on • When selling the Cisco 800 Series ISRs, sell 4G LTE-ready solutions to
enabling customer transformation, harnessing new growth earn a VIP rebate.
Data Center Annuity opportunities, and providing greater agility through software. Build a
Cisco software practice to realize larger deals, achieve faster hardware 8% 2% Up to 17% 1% Up to
Meraki
refresh, and increase recurring revenue. Sell Cisco ONE software into
new or existing networks to receive the higher VIP rebates.
Base + Migration + Activation + Gold = 28% VIP
rebate bonus bonus bonus rebate
See also details of the Enterprise Networks Annuity subtrack
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential in the New Business track.Cisco Value Incentive Program 31
All Advanced Core and WAN Services specialized and/or Advanced VIP 30 VIP 31
Offer
Unified Access specialized partners must have the Advanced Enterprise rebate rebate
Overview Networks Architecture Specialization on July 28, 2018 to meet the VIP 31 Routing
specialization requirement for payout.
Track Highlights 1100 Series ISRs 4% 4%
Rebate summary table 4200 Series ISRs 4% 4%
Architecture track
VIP 30 VIP 31 4300 Series ISRs 4% 4%
Offer
Enterprise Networks rebate rebate
4400 Series ISRs 6% 6%
Cisco Catalyst switching
Security ASR 1000 Series 2% 2%
Cisco Catalyst 2000, 3000, or 4000 platform modular 2% 2%
Data Center chassis, 1 Gigabit Ethernet ASR 1000 Series, greater than 40 Gigabit Ethernet 4% 4%
Cisco Catalyst 9300 Series 1 Gigabit Ethernet 2% 2% Wide Area Application Services (WAAS) 4% 4%
Collaboration
Cisco Catalyst 9400 Series 1 Gigabit Ethernet and chassis 2% 4% 800 Series (4G Ready), 4G LTE WWAN card, 2% 2%
Service Provider Cisco UCS® E-Series Servers
Technology Cisco Catalyst 2960-X and 2960-XR, 10 Gigabit Ethernet 2% 2%
Software licensing
Cisco Catalyst 3000, 4000, or 9000 platform, Multigigabit, 6% 6%
New Business track 40 or 100 Gigabit Ethernet 6% 6%
Cisco Advantage Software, 3 years
Enterprise Networks Cisco Catalyst 4000, 6000, or 9000 platform, 10 Gigabit 4% 4% 6% 8%
Cisco Advantage Software, 3 years,
Annuity Ethernet
upgrade/add-on
Cisco Catalyst 3000 Series, 10 Gigabit Ethernet 4% 4%
Collaboration Annuity Cisco Advantage Software, 5 or 7 years 8% 6%
Cisco Catalyst latest-generation supervisors 4% 4%
Security Annuity (4500 Series: 8-E, L-E; 6000 Series: 6T) Cisco Advantage Software, 5 or 7 years, 6% 8%
upgrade/add-on
Data Center Annuity Wireless
Cisco Essential Software 4% 4%
802.11ac Wave 1 Aironet® 2700 or 3700 Series 2% 2%
Meraki
802.11ac Wave 2, Aironet 1800, 1560, or 1540 Series 4% 4% Cisco ONE Perpetual 4% 4%
802.11ac Wave 2, Aironet 2800 or 3800 Series 6% 6%
For a complete list and details, go to www.cisco.com/go/vipskus.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
Architecture track
Overview SECURITY • IMPORTANT: New in VIP 31 is a 3% bonus for multiyear ELAs, bringing
your Multiyear ELA rebate to 8% (5% + 3%).
Don’t just sell products. Sell security business value and profit from an
Track Highlights ongoing security relationship with your customers. • The Security Annuity subtrack rewards you for your focus on driving
recurring revenue in cloud security. Get rewarded not only for landing
Architecture track Security is a top concern for customers of every size, in every industry. It’s software subscriptions, but also for expanding and renewing them to
also a top market opportunity for you, with the total addressable market further enhance your profitability. See Security Annuity in the New
Enterprise Networks expected to reach $106 billion in 2018, with over half of that opportunity in Business track for more details. There are no rebate changes for this
high-margin services and recurring revenue. Security is a strategic track in VIP 31.
Security conversation that can include IT, OT, and line-of-business buyers with
• Help your customers stay ahead of the competition by refreshing their
access to more budget, leading to much larger deals with a cross-
Data Center infrastructure and return the old equipment using the Migration
architectural network refresh. Customers are facing increasingly
Incentive Program (MIP), www.cisco.com/go/mip. Earn a significant
sophisticated threats while trying to secure more things by adding point upfront discount and also an additional 2% VIP rebate on eligible deals
Collaboration products from vendors flooding the market. You can offer a better with the Migration bonus.
approach.
Service Provider • Expanded Security Account Breakaway: Take advantage of the greatly
Technology Cisco leads the industry with the most effective and complete portfolio; an expanded Security Account Breakaway deal registration program,
architectural approach that is simple, open, and automated; and unmatched which now applies to all security products. Previously, Security Account
New Business track threat intelligence from our Talos team. Win by offering better security and Breakaway was limited to Cisco Firepower Threat Defense products.
the ability to scale customer solutions with best-in-class products that Now the program applies to network security (firewall/IPS), web
Enterprise Networks interoperate and become vastly more powerful as they are used together. security, email security, AMP for Endpoints, Stealthwatch, Identity
Annuity Cisco programs and incentives help you build your practice and enhance Services Engine, Cisco TrustSec, and cloud security.* The combination
your growth and profitability. of compelling upfront discounts plus this additional 2% back-end VIP
Collaboration Annuity bonus rewards you for selling the complete Cisco security architecture
In VIP 31, Cisco Master Security and Advanced Security Architecture
into your customer base.
Security Annuity Specialized Partners can enjoy more return on their investments in
advanced Cisco security specializations. *While cloud security deals can now be registered with Account Breakaway
Data Center Annuity for a higher discount, this additional 2% VIP bonus does not apply to cloud
• Multiyear security licenses pay more. Security Software Volume
security products (Cisco Umbrella and Cloudlock) under the Security
Meraki Purchasing Program, Enterprise License Agreements (ELA), Security
Advantage, and multiyear software solutions increase profitability: In VIP Annuity VIP subtrack.
31, earn a 5% rebate on multiyear (3+ years) licenses, vs. a 4% rebate Go to www.cisco.com/go/sellingsecurity for more details on all security
for single-year and perpetual licenses. programs and promotions.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
For success in the Security subtrack: • Use your existing relationships within customers to sell the Cisco
Security Architecture.
• Lead with security in other network and data center deals for bigger
deal size, better pull-through, and increased profitability. • Use the Security Account Breakaway bonus (2%), Migration bonus
Overview
(2%), Gold Certified and Cloud and Managed Services (CMSP) Master
• Leading with security provides upsell, cross-sell, and migration
Partner bonus (1%), and Master Specialization and Cisco Powered
Track Highlights opportunities, igniting network refresh deals and making them 10x
bonus (2%) to receive up to an additional 7% VIP rebate.
bigger.
Architecture track • Gain ease of doing business with simple buying models such as Cisco
• A services-led approach drives significant cross-architectural activity
ONE (include AMP for Endpoints), ELA, and Security Volume Purchasing
and expands the deal size. Leading with or attaching your own services
Enterprise Networks Program.
or adding Cisco Services will increase your revenue and profit.
Security Rebate summary table
Data Center VIP 30 VIP 31
Offer
rebate rebate
Collaboration Profitability
All hardware 4% 5%
+ =
Service Provider 2% Account impact:
1-year and perpetual software licenses* 4% 4%
Technology Breakaway or 40-50%
3- and 5-year and ELA software licenses* 8% 5% Migration bonus increase in VIP
New Business track Multiyear ELA software License bonus N/A 3% rebate
Enterprise Networks *Cisco Cloud Web Security (CWS) products are not eligible in VIP 31.
Annuity
For a complete list and details, visit www.cisco.com/go/vipskus.
Collaboration Annuity
Security Annuity
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
Architecture track
Overview DATA CENTER • Win new business with Tetration Analytics. Expand customer
relationships and budget allocation when selling Tetration (5%). Using
Powered by intent. Informed by context. Delivered across multicloud.
Track Highlights machine learning, Tetration analyzes application behavior (important for
The Cisco Data Center captures the intent of users and applications. It security compliance and enforcement) and accurately maps application
interprets the context of every application transaction, user experience, and dependencies (important for zero-trust implementation and app
Architecture track migration projects).
infrastructure use. It constantly learns, adapts, and protects. And gets
Enterprise Networks smarter every day. • Capture software recurring revenue. Cisco ONE Enterprise Cloud
The benefits for customers are clear: Suite (Cisco UCS Director, Cisco CloudCenter, etc.) offers a 5% rebate.
Security This software suite manages data center infrastructure and provides a
• Enhanced application performance across any device and location consistent application deployment experience for developers working
Data Center • Seamless multicloud mobility for application deployments to all locations with infrastructure resources in the data center and public clouds.
within your data center and public clouds Combine hardware opportunities with software to maximize deal size
Collaboration and VIP rebates.
• Pervasive security protecting applications, infrastructure, data, users,
Service Provider and devices with performance visibility and analytics • Maximize storage networking profitability. In customer digital
Technology transformation projects, storage budgets are growing faster than other
In VIP 31, the Data Center subtrack offers rebates on mission-critical infrastructure budgets. Lead with the Cisco Multicast Distributed
infrastructure and applications: Switching (MDS) solution (2%) providing multiprotocol compatibility,
New Business track
• Predictable profitability when leading with Cisco compute and unified OS and management tools, and high-performing service-
Enterprise Networks storage solutions. Including all Cisco UCS (3%, except CPUs), oriented SANs.
Annuity HyperFlex (4%, except CPUs), and software-defined storage on Cisco All Advanced Unified Fabric Technology specialized and/or Advanced
UCS (3%, except CPUs). HyperFlex combined with Cisco
Unified Computing Technology specialized partners must have the
Collaboration Annuity CloudCenter™ software provides seamless application deployment in
Advanced Data Center Architecture Specialization on July 28, 2018, to
data centers and public clouds.
meet the VIP 31 specialization requirement for payout.
Security Annuity • Enjoy more rebates on Cisco Nexus 9000 Series and Cisco ACI.
Customers prefer the open, programmable, software-defined
Data Center Annuity
networking capabilities built into the Cisco Nexus 9000 and Cisco ACI
Meraki solutions. You can earn more in VIP by selling Cisco Nexus 9000 Series
(5%) and Cisco ACI (10%) compared to other data center switches.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
Significantly increase rebates by registering and booking deals with For success in the Data Center subtrack:
Account Breakaway for Cisco UCS, HyperFlex, and Cisco Nexus or with the
• Focus on selling the Cisco Nexus 9300 or 9500 switches with Cisco
Migration Incentive Program (MIP). Receive an additional 2% VIP rebate,
Overview ACI and receive rebates of 5% for Cisco Nexus 9000 hardware and
resulting in 40 to 100% profitability increase. Visit www.cisco.com/go/ab or
10% for Cisco ACI software.
www.cisco.com/go/mip for more information.
Track Highlights • Attach Cisco ACI software leaf licenses to Cisco Nexus 9000 switches
Account Breakaway / Migration bonus impact for deployments not using Cisco ACI to future-proof customer
Architecture track Base +2% Account Profitability
investments.
Offer rebate Breakaway or impact • Build the next-generation data center backbone and lead with the Cisco
Enterprise Networks Migration bonus Nexus 9300 or 9500 platform for a 40 or 100 Gigabit Ethernet product
lineup for features, pricing, and best profitability at a 5% rebate.
Security All Cisco UCS hardware (excluding
3% 5% +66% • Sell the Cisco UCS Mini solution to customers requiring compute
CPUs)
Data Center solutions for remote office locations and remote management from a
Cisco HyperFlex (excluding CPUs) 4% 6% +50% central location.
Collaboration Eligible Cisco Nexus 9000 Series • Offer Cisco HyperFlex solution for VDI, storage, and compute needs,
5% 7% +40% Cisco offers the ideal hardware-and-software integrated solution with
Switches
Service Provider the most advanced management capability.
Technology Eligible Cisco Nexus 3000 and
2% 4% +100%
7000 Series Switches • For customers requiring large storage capacity with scalability, the
New Business track Cisco UCS S-series dense storage server is the latest addition to the
See the newly added Data Center Annuity subtrack in the Cisco UCS product family. This solution receives a 3% rebate.
Enterprise Networks New Business track. • For any customer with concerns about a secured infrastructure or the
Annuity need for deep application access visibility, the Cisco Tetration Analytics
solution provides a highly scalable, always-on visibility-and-analytics
Collaboration Annuity platform. This solution receives a 5% rebate.
• Lead storage networking deals with high-performing Cisco MDS. This
Security Annuity
solution offers 2% rebate.
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
Rebate summary table
VIP 30 VIP 31
Offer
Overview rebate rebate
Data Center – Cisco UCS
Track Highlights
All Cisco UCS hardware, including SmartPlay bundles 3% 3%
Architecture track (except CPUs)
Cisco HyperFlex (except CPUs) 4% 4%
Enterprise Networks
Cisco ONE Enterprise Cloud Suite 5% 5%
Security Data Center Switching and Software
Data Center All eligible Cisco Nexus 3000 and 7000 Series Switches 2% 2%
Collaboration All eligible Cisco Nexus 9000 Series Switches and Cisco 5% 5%
Application Policy Infrastructure Controller (APIC)
Service Provider Cisco Tetration Analytics Hardware 5% 5%
Technology
Cisco ACI software 10% 10%
New Business track Cisco MDS 2% 2%
Enterprise Networks For a complete list and details, go to www.cisco.com/go/vipskus.
Annuity
Collaboration Annuity
Security Annuity
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
Architecture track
Overview COLLABORATION For success in the Collaboration subtrack:
Engage and innovate anywhere on any device • Meetings, from the huddle room to the boardroom, are more powerful
Track Highlights with Cisco Spark and Cisco Spark connected devices. Cisco Spark, our
Working together, people can achieve extraordinary things. Cisco
app-centric cloud-based service, provides a complete collaboration
Architecture track collaboration technology empowers people to engage and innovate suite for teams to create, meet, message, call, whiteboard, and share,
anywhere, on any device. Change is happening, and customers are whether they’re together or apart. Win new customers across all market
Enterprise Networks demanding modern collaboration tools to support this new way of working. segments, and extend collaboration capabilities for existing customers.
Profit and grow as you build upon your customers’ existing collaboration
investments, offer attractive pricing, and provide flexible deployment and • Lead with the Cisco Spark Room 55 and 70 room endpoints, now
Security
available via both the GPL and Annuity-based subscriptions.
consumption options.
Data Center • For midmarket customers who require an on-premises solution,
Benefit from VIP as you sell cloud, on-premises, and hybrid Cisco
position Cisco Business Edition 6000 (BE6000), our packaged
Collaboration collaboration solutions.
collaboration solution, with Cisco Unified Workspace Licensing (CUWL).
• As developing a new base of monthly recurring revenue becomes
Service Provider • For SMB customers who prefer an on-premises IP telephony solution,
increasingly important, partners should focus on creating recurring
Technology but one that is managed via a cloud portal, sell the Business Edition
revenue streams with new and existing customers. Land, adopt,
4000. You have an opportunity to receive the incentive for the phones
expand, and renew with Cisco Spark (Messaging, Meetings, Calling,
New Business track and endpoints sold in this Collaboration subtrack. For the BE4000
and Hybrid).
prepaid licensing subscriptions, which cover the devices of end users,
Enterprise Networks • Sell the full collaboration portfolio as a service with Cisco Spark Flex see the Collaboration Annuity subtrack (below).
Annuity Plan, a user-based subscription offer for Meetings, Messaging, and
• Capture customer care and omnichannel opportunities on every sale
Calling with cloud, on-premises, and hybrid deployment flexibility.
with Cisco Unified Contact Center Enterprise and Express solutions.
Collaboration Annuity • Help your customers stay ahead of the competition by refreshing their
• Sell the Cisco IP Phone 8800 Series and position video-enabled
infrastructure and return the old equipment using the Migration Incentive
Security Annuity conference rooms and desktops with the award winning DX Series,
Program (MIP), www.cisco.com/go/mip. Earn a significant upfront
Room Kit, and Room Kit Plus.
discount and also an additional 2% VIP rebate with the Migration bonus.
Data Center Annuity
• See the Collaboration Annuity subtrack within the New Business track
Meraki for details on the recurring revenue opportunity.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
Rebate summary table
VIP 30 VIP 31 VIP 30 VIP 31
Offer Offer
Overview rebate rebate rebate rebate
Endpoints Contact Center: Cisco Unified Contact Center Enterprise 15% 15%
Track Highlights (IPCCE), Cisco Unified Customer Voice Portal (CVP), Cisco
IP Phone 8800 Series, non-3PCC (newer models): 8845, 8% 8% Unified Contact Center Express (IPCCX) 10.x, 11.x
Architecture track 8851, 8861, 8865 Cisco Unified Workspace Licensing: CUWL Meetings, CUWL 10% 10%
DX Series: DX70, DX80 8% 8% Standard
Enterprise Networks
Expressway™ C and E Enterprise Agreements: EAUC Suite, EATP Suite, EAHCS 8% 5%
1% 1%
Security Suite, EAWBX Suite
IP Phone 8800 Series, non-3PCC (older models): 8811, 5% 5%
Data Center UCL: UCL Enhanced, UCL Enhanced Plus 10% 10%
8821, 8841
Collaboration UCL: UCL Basic, UCL Essential 5% 5%
IP Phone 7800 Series, non-3PCC: 7861, 7841, 7821, 7811 5% 5%
IX Series: IX5000, IX5200 5% – Hosted Collaboration Solution (HCS): 10% 5%
Service Provider
Technology HCS Foundation - Standard and Room
Cisco Spark Room 55 and 70 – 5%
HCS LE Foundation - Standard and Room
New Business track Cisco Spark Board 55 and 70 (GPL only) – 5%
Cisco Unity® Connection 10.x, 11.x 10% 10%
MX Series: MX200, MX300, MX700, MX800 5% –
Enterprise Networks SP View 10% 10%
Annuity SX Series: SX10, SX80 3% 3%
Emergency Responder 5% –
Cisco Spark Room Kit 3% 3%
Collaboration Annuity Virtual Cisco TelePresence® Server 10% –
Cisco Spark Room Kit Plus – 3%
Security Annuity Conductor 10% –
Software
Cisco TelePresence Room License 10% 10%
Data Center Annuity
Business Edition 6000: Midmarket Cisco Unified Workspace 15% 15%
Cisco TelePresence Management Suite (TMS) 10% 10%
Licensing Professional (CUWL Meeting); Midmarket Cisco
Meraki
Unified Workspace Licensing Standard (CUWL Standard) Shared Multiparty Plus (SMP+) 10% 10%
Business Edition 6000: Midmarket Unified Communications 10% 10% Personal Multiparty Plus (PMP+) 10% 10%
Licensing (UCL): UCL Enhanced, UCL Enhanced Plus, UCL
Basic, UCL Essential Server hardware 1% 1%
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential For a complete list and details, go to www.cisco.com/go/vipskus.Cisco Value Incentive Program 31
Architecture track
Overview SERVICE PROVIDER TECHNOLOGY As Cisco Service Provider Architecture specialized partners, being capable
in service provider technology will open new opportunities across all
Digital transformation journey
Track Highlights segments and help service providers through the digital transformation.
Digitization is disrupting companies in every industry. Business and With VIP 31, you can now expand more deeply into service provider
Architecture track consumption models are changing. Every country, every city, every technology, knowing that you can take advantage of VIP rebates to increase
business, every home, and every car are becoming digital. Now more than your profitability as you do so.
Enterprise Networks ever, companies need to reinvent their business and technology strategies
Moreover, if you help your customers stay ahead of the competition by
as they become digital organizations. We recognize that service providers
refreshing their infrastructure and return the old equipment using the
Security are at different points in their digital transformation journey. At Cisco, we
Migration Incentive Program (MIP) (www.cisco.com/go/mip), you can earn
can partner with service providers to meet their specific business
Data Center a significant upfront discount and an additional 2% VIP rebate with the
objectives and goals both today and into tomorrow. With our open, flexible,
Migration bonus.
and reliable architecture and our ability to help manage ROI and expenses
Collaboration not only through our virtualized portfolio, orchestration, and automation To benefit from VIP, be part of the Cisco Service Provider Advanced
capabilities, Cisco is your partner that delivers end-to-end value, Architecture Specialization. Take advantage of the wealth of sales,
Service Provider
particularly as service providers embark deeper toward digitization efforts. presales, and field engineer training available to achieve service provider
Technology
architecture recognition to gain the full potential of VIP.
The service provider architecture is the foundation for transformation of the
New Business track experience and of the business. Cisco’s architecture vision empowers
service providers to be able to realize four primary tangible benefits: speed,
Enterprise Networks efficiency, growth, and security. Cisco’s vision for service providers is to
Annuity transform the business, experience, and architecture through a strategy
and architecture based on the following tenets: virtualization, automation,
Collaboration Annuity simplification, and programmability.
Security Annuity
Data Center Annuity Advanced Service
Provider
Meraki
Architecture
Specialization
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
For success in the Service Provider Technology subtrack: • Sell Cisco Convergence System 2000 (NCS 2000), which sets the
industry benchmark for DWDM solutions by delivering the touchless
• Use Cisco’s routing portfolio and its best-in-class routing software and
programmability, massive scale, multilayer convergence, and ultralong-
Overview automation (SDN, NFV, orchestration, network intelligence, and
haul performance necessary for tomorrow’s network architectures.
programmability) so that service providers get more agility to innovate
as well as the ability to deliver better network quality. • Position Cisco Evolved Programmable Network (EPN) Manager to
Track Highlights deliver the new-generation network management solution.
• Encourage adoption of the Cisco ASR 9000 Series, either by migration
Architecture track from the 7600 or in greenfield opportunities, and qualify for VIP on the
ASR 9000 Series or enhance ASR 9000 Series configurations with Rebate summary table
Enterprise Networks Tomahawk line cards, delivering higher density and scale, and qualifying
for VIP. VIP 30 VIP 31
Offer
Security rebate rebate
• Position NCS 4200, which uses the latest CEM technology to help our
customers in the TDM2IP migration while continuing to maintain their SP Core: NCS 5500 Series 1% 1%
Data Center
existing revenue streams.
SP Edge: ASR 9000 Series (Typhoon line cards 1% 1%
Collaboration • Sell Cisco NCS 5500 Series, designed to efficiently scale between data excluded), NCS 5000 Series, Cisco IOS® XRv
centers and large enterprise, web, and service provider WAN and
Service Provider aggregation networks. SP Access: ASR 903, 920; NCS 4200, ASR 900 Series 1% 1%
Technology • Use Cisco NCS 5000, which offers a high-density, very small form SP Optical: NCS 4000, 2000, 1000 Series; 1% 1%
factor MPLS aggregation router for metro aggregation. ONS 15216; ONS Pluggable Optics Series
New Business track
• Sell Cisco NCS 1000 to interconnect data centers. SP Network Management Solution: Evolved 1% 1%
Enterprise Networks • Win with the ASR 900 Series, a modular aggregation platform that Programmable Network Manager (EPN-M) 2.0
Annuity delivers cost-effective converged mobile, residential, and business
For a complete list and details, go to www.cisco.com/go/vipskus.
services.
Collaboration Annuity • In the mobile network industry, the hottest topic today is the 5G network
transition. 5G networks will demand higher bandwidth and stricter
Security Annuity
phase/cy synchronization compared to the current 3G/4G networks.
Data Center Annuity Use the ASR 920 router to prepare for the transition to 5G.
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
New Business track
Overview ENTERPRISE NETWORKS ANNUITY • Land and Expand bonus: Receive a one-time payment for new sales.
Focus not only on new sales motions but also on expansion of existing
New addition, new opportunity
Track Highlights subscriptions and upsell sales motions, with a 7% bonus paid on the
Added during VIP 30, the Enterprise Networks Annuity subtrack Total Contract Value (TCV).
Architecture track complements the current Collaboration Annuity and Security Annuity
• Activation bonus: Activate the key software in Cisco ONE Enterprise
subtracks. It initially rewards Cisco ONE Enterprise Agreements ordered on
Agreements in a production network to add up to a 17% incremental
Enterprise Networks Cisco’s Annuity platform in CCW.
bonus. The three piloted pieces of software are Cisco DNA Center, ISE,
Cisco Enterprise Agreement Suites for Cisco ONE software: and Stealthwatch. The one-time bonus is paid on the TCV of eligible
Security
Enterprise Agreements offer a more valuable and flexible way to consume software. The software activation needs to be validated via Proof-of-
Data Center Cisco software for the infrastructure. Offering a simple agreement for Performance (POP) submitted for review. You will have until October
multiple suites of best-in-class products and services, this multiyear 26, 2019, to activate the software and provide the POP (12 months at
Collaboration agreement provides organizations with enterprisewide entitlement to minimum). Earn up to three times as much in VIP payments on eligible
predefined software. SKUs.
Service Provider
The incentive structure is the same as for other Annuity subtracks – • Renewal bonus: Earn a one-time payment if you renew subscriptions
Technology
simplified and more powerful, with three rebate components, and the with existing customers. To be eligible for the Renewal bonus, a
New Business track Activation bonus on top. partner’s ending Cumulative MRR for the VIP period must be at least
equal to the ending Cumulative MRR for the prior VIP period. All
• Base payout: Provides partners with a predictable, recurring, and partners who qualify for the reward in the Enterprise Networks Annuity
Enterprise Networks simple rebate model. You can earn a 2% rebate, based on the
Annuity subtrack will be paid at the same rate of 1% of the TCV of renewed
Cumulative Monthly Recurring Revenue (MRR) during the entire VIP subscriptions during the VIP period. Lifecycle Advisor for Cisco
period. The MRR includes all annuity transactions: new, upsells, and Enterprise Agreement partners will be paid at a higher rate of 2%.
Collaboration Annuity
renewals. This approach encourages partners to build an ongoing, Lifecycle Advisor status needs to be achieved before the end of VIP 31
Security Annuity growing “bank” of recurring revenue. to qualify for the higher incentive payout.
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
New Business track
Overview COLLABORATION ANNUITY • Renewal bonus: One-time payment incents partners to focus on
existing customer renewals. To be eligible for the Renewal bonus, a
Simplified and more powerful evolution of the Collaboration Annuity pilot
Track Highlights partner’s ending VIP period Cumulative MRR must be at least equal to
Cisco and its partners are driving significant innovation and change in the the ending Cumulative MRR in the prior VIP period. All partners who
Architecture track collaboration market. Cisco’s cloud- and hybrid-based solutions have qualify for the reward in the Collaboration Annuity subtrack will be paid
become a key component of the strategic shift in how customers consume at the same rate of 1%, paid on the TCV of renewed subscriptions
Enterprise Networks and partners sell collaboration. VIP 31 reflects this shift to cloud-based during the VIP period. Lifecycle Advisor for Cisco Spark and WebEx will
collaboration solutions, as more partners build out their practices to capture be paid at a rate of 2%, while Lifecycle Management approved partners
Security the recurring revenue opportunity with Cisco’s cloud collaboration portfolio. will see the highest Renewal bonus payout rate of 3%. Both Lifecycle
Lead with Cisco Spark Flex. It is the licensing model that delivers Advisor and Lifecycle Management status need to be achieved before
Data Center the end of VIP 31 to qualify for a higher incentive payout.
extraordinary value to customers, by unifying premises and cloud meetings
Collaboration in a cost-competitive and simple manner. Selling Cisco Spark Flex provides Cisco WebEx GRA and GPL migrations to the Subscription Billing Platform
you the opportunity to earn rebates on the land, expand, and renew (SBP) are excluded from the VIP Collaboration Annuity subtrack and do not
Service Provider components of VIP 31. qualify for any VIP payout.
Technology VIP 31 continues with the same incentive framework, designed to promote Get approved in the SaaS Subscription Resale Program (subject to Annuity
healthy collaboration SaaS practices and support the transition to platform availability in your particular country) in order to be able to enroll
New Business track performance-based recurring revenue rebates. into the Collaboration Annuity subtrack.
Enterprise Networks • Base payout: Provides partners with a predictable, recurring, and For success in the Collaboration Annuity subtrack:
Annuity simple rebate model. Payments are 2%, based on the Cumulative
• Accelerate recurring revenue streams with Cisco Spark Flex Plan, Cisco
Monthly Recurring Revenue (MRR) during the entire VIP period for all
Collaboration Annuity Spark services (Messaging, Meetings, Calling, and Hybrid services).
annuity transactions: new, upsells, and renewals. This approach
Drive additional monthly recurring revenue by attaching endpoint
encourages partners to build an ongoing, growing “bank” of recurring
Security Annuity devices, such as Cisco Spark Board and Cisco Spark Room 55 and 70.
revenue.
• Focus on land, adopt, expand, and renew motions within your
Data Center Annuity • Land and Expand bonus: One-time payment for new sales, incents
collaboration practice to increase your Base payout, Land and Expand
partners to focus on software adoption for new and existing upsell and
bonus payouts, and Renewal bonus payouts.
Meraki expand sales motions, with a 5% bonus paid on the Total Contract
Value (TCV). • Achieve customer success that results in high customer retention rates
and low customer churn.
Learn more at www.cisco.com/go/saassubscriptions and
www.cisco.com/go/vip.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
New Business track
Overview SECURITY ANNUITY There are three components to the Security Annuity VIP rebate:
Evolved Security Annuity pilot in VIP 31 • Base payout: Earn a 2% rebate on all of your Annuity revenue
Track Highlights (Cumulative MRR) during the VIP 31 period to secure a predictable,
In VIP 31, we continue a simplified three-tier payout structure that will
recurring revenue stream.
Architecture track enhance your ability to earn back-end rebates when selling Security
Annuity-based offers. The new incentive is designed to promote healthy • Land and Expand bonus: Earn a bonus of 2% on new subscriptions or
Enterprise Networks security SaaS practices for Cisco Umbrella, Cisco Cloudlock, and Cisco the expansion of existing ones. This is a one-time bonus based on the
Stealthwatch Cloud, focusing on the land, adopt, expand, and renew sales Annual Contract Value (ACV).
Security motions.
• Renewal bonus: Earn a 2% rebate on timely renewed existing
Cisco Umbrella is a cloud security platform that provides the first line of subscriptions. This one-time bonus is paid on the ACV of the renewals.
Data Center
defense against threats. With Cisco Umbrella customers can: To be eligible for the Renewal bonus, a partner’s ending VIP period
Collaboration Cumulative MRR must be at least equal to the ending Cumulative MRR
• Predict and stop attacks before they happen
in the prior VIP period.
Service Provider • Expand threat protection anywhere users go
Technology • Deploy this protection enterprisewide within minutes
New Business track Cisco Cloudlock is a cloud security platform that helps accelerate secure
use of the cloud, including the apps organizations buy and build.
Enterprise Networks Cisco Stealthwatch Cloud provides fully automated, real-time analysis of
Annuity device-level network traffic and patterns of communication on the network
and in the public cloud. Cisco Stealthwatch Cloud can detect threats in real
Collaboration Annuity time, regardless of whether an attack is taking place on the network, in the
cloud, or across both environments.
Security Annuity
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
New Business track
Overview DATA CENTER ANNUITY
Recurring software sales. Recurring rebates with bonuses.
Track Highlights
The Data Center Annuity subtrack, introduced during VIP 30, included only
Architecture track Enterprise Agreement Suites for Cisco ONE software. Now, in VIP 31, we
are adding new Annuity offers: Cisco Tetration Analytics and Cisco
Enterprise Networks Intersight™ software.
• Cisco Enterprise Agreement suites for Cisco ONE software.
Security Enterprise Agreements offer a more valuable and flexible way to
consume Cisco software for the infrastructure. Offering a simple
Data Center
agreement for multiple suites of best-in-class products and services,
Collaboration this multiyear agreement provides organizations with enterprisewide
use of predefined software.
Service Provider • Cisco Tetration Analytics software. Tetration Analytics delivers
Technology pervasive visibility across everything in a customer’s data center, in real
time. Using sensors to provide rich telemetry, Tetration Analytics
New Business track software uses machine-learning techniques, behavior analysis, and
algorithmic approaches to provide deep application insights, implement
Enterprise Networks
zero-trust model with white-list policy, detect policy-compliance
Annuity
deviations, and facilitate efficient data center operations.
Collaboration Annuity • Cisco Intersight software. Intersight simplifies and automates IT
operations management to make daily activities easier and more
Security Annuity efficient. We have extended our vision of adaptive management to
Cisco UCS and HyperFlex systems through the Cisco Intersight cloud-
Data Center Annuity
based platform. You can efficiently implement operations automation of
Meraki your IT infrastructure from the data center to the edge.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
The incentive structure is exactly the same as for other Annuity subtracks - • Activation bonus NEW: Activate Cisco Intersight licenses and receive a
simplified and more powerful, with three rebate components. Additionally, 5% incremental bonus, paid on truly activated count and associated
we are expanding the Activation bonus pilot to the Data Center Annuity TCV. Activation is monitored by Cisco using telemetry. You have until
Overview subtrack and adding Cisco Intersight software to it. Piloting the future vision April 27, 2019, to activate the purchased licenses.
and simplification, Cisco Intersight activations will be monitored via
Track Highlights • Renewal bonus: Earn a one-time payment if you renew subscriptions
telemetry, and validation via Proof-of-Performance (POP) submissions will
with existing customers. To be eligible for the Renewal bonus, a
not be required for Activation bonus payment.
Architecture track partner’s ending Cumulative MRR for the VIP period must be at least
• Base payout: Provides partners with a predictable, recurring, and equal to the ending Cumulative MRR for the prior VIP period. All
Enterprise Networks simple rebate model. You can earn a 2% rebate, based on the partners who qualify for the reward in the Data Center Annuity subtrack
Cumulative Monthly Recurring Revenue (MRR) during the entire VIP will be paid 1% of the TCV of renewed Cisco Enterprise Agreement
Security period. The MRR includes all Annuity transactions: new, upsells, and Suites for Cisco ONE software and Cisco Tetration Analytics software
renewals. This approach encourages partners to build an ongoing, subscriptions during the VIP period. Lifecycle Advisor for Cisco
Data Center growing “bank” of recurring revenue. Enterprise Agreement partners will be paid at a higher rate of 2% on
renewed Cisco Enterprise Agreement Suites for Cisco ONE software
Collaboration • Land and Expand bonus: Receive a one-time payment for new sales.
subscriptions. Lifecycle Advisor status needs to be achieved before the
Focus not only on new sales motions but also on expansion of existing
end of VIP 31 to qualify for the higher incentive payout. Renewals of
Service Provider subscriptions and upsell sales motions. Cisco Enterprise Agreement
Cisco Intersight subscriptions during the VIP period will be rewarded
Technology Suites for Cisco ONE software and Cisco Tetration Analytics software
with 2% of the TCV of renewed 1- and 3-year subscriptions and 3% of
provide a 3% bonus paid on the Total Contract Value (TCV). Sales of
the TCV of renewed 5-year subscriptions.
New Business track Cisco Intersight software yield 3% bonus on 1-year and 3-year
subscriptions and 5% bonus on 5-year subscriptions.
Enterprise Networks
Annuity
Collaboration Annuity
Security Annuity
Data Center Annuity
Meraki
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco ConfidentialCisco Value Incentive Program 31
New Business track
Overview MERAKI For success in the Meraki subtrack:
Cisco Meraki Cloud Networking • Select SKUs from the Meraki MX security family are eligible for VIP, with
Track Highlights a focus on larger branch devices that provide headroom for growth in
Cisco Meraki has been on a relentless mission to simplify IT since 2006. An
network-connected devices and network capacity.
Architecture track intuitive management dashboard provides comprehensive visibility and
control over a growing cloud-managed portfolio, incorporating wireless, • Most Meraki MS switching SKUs are eligible for VIP, with the greatest
Enterprise Networks switching, security, communications, and mobility management. The ability rebates for MS425 aggregation switches and the MS350-24X
to centrally manage dispersed networks comprising thousands of Meraki stackable access switches with Multigigabit Ethernet.
Security devices is an enabler for multisite organizations of all sizes, and provides
• The high-end 802.11ac Wave 2 wireless access points – the MR52
considerable operational efficiency by lightening the load on IT teams.
and the Multigigabit MR53 – are available and eligible for VIP at the 6%
Data Center
The majority of Meraki hardware SKUs are represented in VIP, enabling rebate level.
Collaboration partners to increase profitability by selling the full Meraki IT stack. Rebates
• The MC74 phone, for cloud-managed communication that integrates
range from 2% to 8%, with the higher end reserved for products that best
seamlessly with the rest of the Meraki network, is eligible for VIP at the
Service Provider position partners to capitalize on market trends and transitions.
8% rebate level.
Technology For VIP 31, the Meraki Cloud Networking subtrack is limited to the United
States, LATAM, and countries in EMEAR, APJ, and GC where Meraki is on
New Business track the GPL at the start of the VIP period.
Enterprise Networks Cisco Gold Certified or Cloud and Managed Services (CMSP) Master
Annuity Partners also have the opportunity to receive an additional bonus on the
SKUs in the 6% and 8% rebate categories.
Collaboration Annuity
Security Annuity
Data Center Annuity
Meraki
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