Data Center – Programs & Promotions

December 10th , 2019

Mohamed Abdallah, DC Lead – Africa & Levant

[email protected]
What makes you do business with
Cisco?
Empowerment !

• Competitive

• Profitable

• Protected

• ……..
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[email protected]
Enablement – PVT - https://apps.na.collabserv.com/wikis/home?lang=en-
us#!/wiki/W957d06bc0211_4ab4_a44c_86e78a00cc3d/page/EMEAR%20PVT%20Data%20Center%2C%208%20-%2010%20October%202019%2C%20Amsterdam

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[email protected]
DC PVT – October 2019 (Agenda)

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BlackBelt – https://salesconnect.cisco.com/#/program/PAGE-15624

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[email protected]
War Room – Partner Plus Partners

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HX AUTH Partner Accelerator - EMEAR
Incremental Revenue from HX AUTH Partners
Current Promo Accelerators
in CCW
When HX AUTH partner
Submit a Deal Registration
NAB HX - Submit as OIP/TIP or
MIP
12% HX AUTH - CCW recognize HX
AUTH

Simplify
HCI-C 10% AUTH qualification code
- HX AUTH Accelerator
HX 9% 12% auto apply to OIP/TIP or
MIP MIP
SPRINT* 2% MIP
2%
ü Partner Margin Uplift
OIP/TIP OIP/TIP OIP/TIP OIP/TIP OIP/TIP OIP/TIP
@front end pricing
ü Simplify deal registration
4% 4% 4% 4% 4% 4% type

Current offer continue for non-HX AUTH partner COMPUTE 61% off
*: EMEAR HX SPRINT NAB offer end by April 27, 2019
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
HX Partner Authorization Requirement:
Authorization Active Date: April 28, 2019
Partner Eligibility: Open invitation to all Cisco partners(1T/2T)
Requirement: 2 SE must pass DCIHX Exam, SE training optional
(ILT, virtual or e-learning* as available from Learning@Cisco or CLP)

Recommendation:
o Participate in AM Training/Continuous Training - EMEAR HX SPRINT Training/APJ HX
BlackBelt Training/ APO SPRINT HX Trainings
o Complete Express Specialization - DC Track, or Advanced Data Center
Specialization to achieve and hold Select Certification

Post Authorization Reward

o Priority to attend Cisco Sponsored FE training (ILT) from Learning@Cisco
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Cisco Partner Program Visibility and Recognition

Search by Location,
Partner Name, or,
By Authorization
Recognition / Visibility on
Cisco Partner Locator
To customers
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
HX Authorization - Simplification w/Profitability
Maximization (EMEAR)
Step 1: Deal Register: HX Authorization Partner only need to deal register w/
OIP, TIP or MIP => 77%* on HX CTO, 74%* on HX SP

Step 2: Deal Register: SeedIT- HyperFlex for best price benefit for inserting
first unit => 75%* on HX SP - limit 1 bundle per customer

Offer 1: Deal Register:

Hunting Plus- New => 74% CTO 71% HX SP (+3% HX
SPRINT)
Teaming Plus - New => 74% CTO 71% HX SP (+3% HX
New HX
SPRINT)
Customers
Offer 2: Deal Register:
SeedIT- HyperFlex for best price benefit for inserting
first HX M5 unit for POC => 75%* on HX SP - limit 1
bundle per customer
Partners Partner
without HX
Authorization
Offer 1: Deal Register:
Hunting Plus- Competitive => 74% CTO 71% HX SP
Teaming Plus - Competitive => 74% CTO 71% HX SP
Customers
with HX Offer 2: Deal Register:
Purchased If Customer only has HX M4 purchased, SeedIT-
HyperFlex for best price benefit for inserting first HX M5
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
unit for POC.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Refresh program - https://salesconnect.cisco.com/#/program/PAGE-14336

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[email protected]
Compute Customer Offers
Simon Miceli

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Refresh to the Future Compute Discounts
HX Authorization partner
Accelerator Promotion

Standard UCS & HyperFlex

deal registration programs 40%
GAP
Existing partner programs apply for both
UCS and HyperFlex
30% HX AUTH
GAP
AB/ 12%
q New Account Breakaway
Comp
Up to 9%
q HPE Competitive
q HyperFlex Authorized Partner
10%
GAP
Opportunity Incentive Program (OIP)/Teaming
OIP/TIP OIP/TIP OIP/TIP Incentive Program (TIP) is foundation for
4% 4% 4% Refresh to the Future Program

61% - STANDARD UCS/HX DISCOUNT

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential * Based on GPL
Refresh to the Future Compute Offers

Refresh the Update to the latest generation UCS Fabric

UCS fabric Interconnects for FREE!*

Simplify with
Receive 1 year Intersight Essentials licenses for your
cloud
entire UCS environment!*
management

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Refresh to the Future Compute Offers
Your customer must qualify for these offers.
They must appear on the Refresh to the Future targeted customer list

Refresh the UCS fabric Simplify with cloud management

1. Refresh to the Future and receive the first 1. Receive 1 year Intersight Essentials licenses
pair of 3rd or 4th generation fabric for the entire M4 and M5 UCS environment!
interconnects for free
2. Can be executed in 2 ways – an account
2. Comes with built-in licenses and 8 cables. team decision:
Any additional licenses, transceivers or cables a) Free 12 month subscription upfront but
must be purchased must consume requested licenses within
90 days. Adopt it or lose it.
3. Offer does not include support services b) Buy 2 years, get 3 years subscription

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Ordering Customer Offers
Ordering Guide can be found here

Step1: Review T&C’s of the program

Step 2: If qualified, include the PIDs below on the order along with your $75K minimum HW
purchase
Step 3: All R2F free PIDs will be on Compliance Hold to review program qualifications. It will be
released within 24 hours once qualified.
How to claim
free offers Please note – For 1 year free Intersight option (not buy 2 get 3), licenses will be removed from the
Smart Licensing account if servers are not claimed within 90 days of purchase.

Optional Selections
Ordering PID Must Select
Type Optional Products
6332 FI A pair of same fabric interconnects
or
UCS-R2F Fabric Interconnects 6332-16UP FI AND/OR
(For UCS) or
6454 FI
HX-R2F For 1 year free option, Intersight
(For HyperFlex) 1 year free licenses should be ordered for the
or number of UCS/HX servers in total
Intersight Essentials
Get 3 years for the environment (M4 & M5 Only) that can
price of 2 be realistically claimed in 90 days.
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Partner Sales Incentive Tiers (UCS)
The partner incentives will be paid out according to two different tiers. The solution tier is based on the solution sold, with an
emphasis on HyperFlex and strategic software. The second tier is based on the value of the deal.

Deal Value Tiers

Solution Tiers Up to USD $1000 each
$75-$250K
per deal
UCS and UCS CI
Base Refresh
targeted account refresh
Up to USD $1500 each
$250-$500K
per deal
Strategic platform
HyperFlex Kicker refresh to Cisco
HyperFlex Up to USD $2500 each
$500K-$1M
per deal
Strategic Software Strategic software and
and Solutions* solutions attach
Up to USD $4000 each
$1M+
*UC on HX, Intersight, UCS Director, ECS, CWOM, EA per deal

* Based on USD
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Partner Incentive Breakdown (UCS)

$75K-250K $250K-$500K+ $500K-$1M $1M+

AM SE AM SE AM SE AM SE

Base Refresh $500 $500 $500 $500 $1000 $1000 $2000 $2000

HyperFlex Kicker $250 $250 $500 $500 $1000 $1000 $1000 $1000

Strategic Software $250 $250 $500 $500 $500 $500 $1000 $1000

Total Reward $1000 $1000 $1500 $1500 $2500 $2500 $4000 $4000

$2000 $3000 $5000 $8000

Total Total Total Total
Payout Payout Payout Payout
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Nexus Positioning and Offers
Nicholas Gorse

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Nexus Opportunity Deep Dive
Available Routes for Customer to Take

Refresh the Base = $2.4B • Ultimate oppty if more than just N7K is concentrated on as
this reflects oppty for N2-7K
covered opportunity • Shipped FY ≤ 2014

• $0.6B oppty if customer chooses to upgrade bundles and not just

LDOS opportunity = $0.6B •
upgrade to SUP2
Upsell for ACI Recurring Offers would be possible (~0.1B)

SUP1 upgrade = • $0.1B oppty if customer chooses to just replace SUP1 PID with SUP2 PID

$0.1B • Upsell for DCNM for Management and Automation

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Data as of July FY19
Refresh to the Future Network Discounts

Existing partner programs apply

MIP – R2F
Nexus
5%

q New Account Breakaway

MIP 4%
Opportunity Incentive Program (OIP)/Teaming
Incentive Program (TIP) is foundation for
Refresh to the Future Program
OIP/TIP OIP/TIP
Up to 12% Up to 12% More Details http://cisco.com/go/mip

STANDARD NEXUS DISCOUNT

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Partner Incentive Breakdown (NEXUS)

$150K - $249K $250K-$1M* $1M+*

AM SE AM SE AM SE

Migration Option 1 N9K + Premier Sub $1500 $1500 $2500 $2500 $4000 $4000

Migration Option 2 N9K + Essentials/Adv Sub $1000 $1000 $2000 $2000 $3000 $3000

Migration Option 3 N9K $500 $500 $1000 $1000 $2000 $2000

$3000 $5000 $8000

Highest Highest Highest
Payout Payout Payout

* Only one migration option will be eligible for a reward payout

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Data Center Network SKU Eligibility
Pool of 3,000 eligible accounts Subscription PIDs
Premier
C1P1TN9300GF-3Y FIXED 1G Premier 3 Year
Sell Nexus9K with Premier Subscription – Migration Option 1 C1P1TN9300GF-5Y FIXED 1G Premier 5 Year
Product Families C1P1TN9300XF-3Y FIXED 10G+ XF Premier 3 Year
• Any of these N9300, N9500, C1N9300, C1N9500 C1P1TN9300XF-5Y FIXED 10G+ XF Premier 5 Year
• Must also include any Premier PID C1P1TN9300XF2-3Y FIXED XF2 Premier 3 Year
C1P1TN9300XF2-5Y FIXED XF2 Premier 5 Year
Or Enterprise Agreement equivalent Premier PIDs
Sell Nexus9K with Essential or Advantage Subscription – Migration
Option 2 Essential / Advantage
Product Families C1E1TN9300GF-3Y FIXED 1G Essentials 3 Year
• Any of these N9300, N9500, C1N9300, C1N9500 C1E1TN9300GF-5Y FIXED 1G Essentials 5 Year
• Must also include any Essential or Advantage PID C1A1TN9300GF-3Y FIXED 1G Advantage 3 Year
C1A1TN9300GF-5Y FIXED 1G Advantage 5 Year
C1E1TN9300XF-3Y FIXED 10G+ XF Essentials 3 Year
C1E1TN9300XF-5Y FIXED 10G+ XF Essentials 5 Year
Sell Nexus9K – Migration Option 3 C1A1TN9300XF-3Y FIXED 10G+ XF Advantage 3 Year
Product Families C1A1TN9300XF-5Y FIXED 10G+ XF Advantage 5 Year
• Any of these N9300, N9500, C1N9300, C1N9500 C1E1TN9300XF2-3Y FIXED 10G+ XF2 Essentials 3 Year
C1E1TN9300XF2-5Y FIXED 10G+ XF2 Essentials 5 Year
C1A1TN9300XF2-3Y FIXED 10G+ XF2 Advantage 3 Year
C1A1TN9300XF2-5Y FIXED 10G+ XF2 Advantage 5 Year
C1E1TN9500M4-3Y MODULAR 4 SLOT Essentials 3 Year
full terms and conditions C1E1TN9500M4-5Y MODULAR 4 SLOT Essentials 5 Year
C1A1TN9500M4-3Y MODULAR 4 SLOT Advantage 3 Year
C1A1TN9500M4-5Y MODULAR 4 SLOT Advantage 5 Year
C1E1TN9500M816-3Y MODULAR 8-16 SLOT Essentials 3 Year
C1E1TN9500M816-5Y MODULAR 8-16 SLOT Essentials 5 Year
C1A1TN9500M816-3Y MODULAR 8-16 SLOT Advantage 3 Year
C1A1TN9500M816-5Y MODULAR 8-16 SLOT Advantage 5 Year
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Or Enterprise Agreement equivalent Essential / Advantage PIDs
 Partner’s Journey to Refresh Success
Place order with eligible minimum booking and product
Maximize rewards with software subscriptions Up to $8,000 Partner
Seller reward upon
Customer
Deal register your nominated customer opportunity in CCW Opportunity booking
To secure best deal pricing and protection, take action to deal register your
opportunity with one of eligible partner deal registration
• OIP/TIP
• Account Breakaway
• Migration Incentive Program (MIP)

Customer R2F Offer Eligibility Nomination Check

To verify if your customer has been nominated for R2F offers,
partners can:
- Self-check with “R2F Nomination Check Form”
- Contact Cisco AM, DC PSS or DC PBDS on customer
nomination status

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 Cisco Seller Rewards
The partner incentives will be paid out using the Cisco Seller Rewards platform.
You should encourage your partners to join this program. For further details, see the partner deck on SalesConnect.

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
N9K fixed bundles, price changes- Sample “Check always for
update DCN/Compute bundles”

Latest bundles: http://nexus9kaci.cisco.com/insbu-bundles

Price change
PID Description Current Price New Price
Effective Date
$30,000 $35,000
N9K-C9348-FX-B24C 2x N9K-C9348GC-FXP & 8x 100G Optics w/ 4x 100G Optics w/ 8x 100G Optics 10/10/2019
N9K-C93180-FX-B24C 2x N9K-C93180YC-FX & 8x 100G Optics $60,000 $55,000 10/10/2019
N9K-C93108-FX-B24C 2x N9K-C93108TC-FX & 8x 100G Optics $60,000 $55,000 10/10/2019

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
 September 2019
ACI 4.2

Available starting 4.2 on CCO as

ACI software a software download

simulator as a VM 1 x APIC

• Full-featured APIC controller with 1 x Spine

a simulated fabric
• Native APIC, uses the same APIs that Leaf 1
are published for third parties
• Use cases – Training, Lab, Test, etc., Leaf 2
• Control plane only, no data plane
• Support offered through
Cisco Communities
Offered as a single VM

© 2019 Cisco and/or its affiliates. All rights reserved. Experience ACI without physical hardware
Cisco Confidential
More :

• dCloud

• Demo Kits

• PoC

• ……..

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 Boundless Network Partner Acceleration
x-Arch Partner Bet – Subject to approval against business cases

1 2 3 4 5 6

Headcount Demand Gen Demo Lab Training PreSales Support Mentored Adoption
Investment Investment Investment Investment Investment Investment

• BDM • Choices • NFR buy/refresh • Sales briefing • NFR lab setup • Customer workshops
• Sales • SE deep dive • DSI lab access • Solution design
• FE mentoring • Customer meetings, QA, • PoV
whiteboards • First install
• Follow-on use cases

© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Useful links

HX Auth Promo Page: https://www.cisco.com/c/en/us/partners/promotions/hyperflex-

promotion.html
· HX Auth Spotlight: https://www.cisco.com/c/en/us/products/hyperconverged-infrastructure/index.html
· HX Auth Short Link: https://www.cisco.com/go/hx-auth
· DC Partner/Disti Sales Hub – Home Page Promo: https://salesconnect.cisco.com/#/program/PAGE-
14334
· DC Partner/Disti Sales Hub – News and Events: https://salesconnect.cisco.com/#/program/PAGE-14497
· DC Partner/Disti Sales Hub – Partner Profitability: https://salesconnect.cisco.com/#/program/PAGE-
14498
· DC Partner/Disti Sales Hub – Training/Enablement: https://salesconnect.cisco.com/#/program/PAGE-
14499
· HX Auth Program Page: https://www.cisco.com/c/en/us/partners/partner-with-cisco/channel-partner-
program/authorizations.html

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