Cisco Solution Partner Program Handbook. Version 2.0 July 2015

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Cisco Solution Partner

Program Handbook

Version 2.0

|

July 2015

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You and Cisco.

Together.

If you’re an independent software vendor, hardware vendor, or technology partner and

want to grow your business, you’ve come to the right place. When you partner with Cisco,

you become a member of the Cisco

®

_{Partner Ecosystem, backed by the industry leader in}

networking technology.

This handbook is designed to showcase the benefits of the partnership and take you through

all of the marketing tools you will have at your disposal as a Cisco Solution Partner. It also

offers step-by-step processes to manage your company’s Cisco Solution Partner lifecycle.

Follow the navigation above to find exactly what you’re looking for to get on the path toward

a successful partnership.

As you move through this handbook, keep an eye out for these icons.

How Do I Do This?

Describes processes or steps.

What Is This?

Describes key features and topics.

Why Should I Care?

Describes important benefits and gives insight into a topic.

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Cisco Solution Partner Program at a Glance

As an industry leader in networking technology, Cisco offers the Cisco Solution Partner Program, providing technical, marketing, and sales resources that help you build and deliver solutions to extend your reach and build your customer base. The Cisco Solution Partner Program will help you promote your solutions and connect with customers to generate leads, accelerate sales and expand online marketing and sales channels.

This handbook is designed to help you each step of the way— building your solution based on Cisco technology, creating a Cisco Marketplace Technical Solutions Catalog storefront, achieving Cisco Compatibility, and using branding assets, all the way to preparing press releases to help you reach your audience.

Key Topics in This Section:

• Solution Partner Ecosystem Framework

• Program Tier Information

• Partner Benefits by Tier

Value Proposition Opportunities Core Communications Support Events Press Release Case Studies Cisco Compatibility Marketplace GTMRC & GTM Services Build Maintain/ Evolve Evolve Relationships & Events Marketing Expertise & Education Solution Incentive Program Continue At a Glance _| Cisco Solution Partner Program Benefits | More Information

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The Cisco Solution Partner Program is the main focus of this handbook and is a critical piece of the Cisco Solution Partner Ecosystem.

The Cisco Marketplace Technical Solutions Catalog has become a powerful go-to-market channel, giving your organization and solutions a direct connection to customers and Channel Partners.

Cisco Partner Ecosystem Solution Technology Integrator Distribution Learning Partner Program Solutions Solution Partners Preferred Solution Partners Strategic Solution Partners Cloud & Managed Services Program Cisco Services Partner Program Specializations Certifications Gold Premier Advanced Express Select Authorized Technology Provider Master Partner Plus Global Partner Network Cloud & Managed Services

Cisco Solution Partner Ecosystem Framework

At a Glance _| Cisco Solution Partner Program Benefits | More Information

Solution Partner Program Marketplace Channel Partner Program Continue

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Solution Partner Systems & Process Management Overview

Partner Onboarding (1 x Event)

New Partner Application

Existing Partner Account Check Legal Vetting

“Real” Company DPL Verification

Partner Program Selection Partner Agreement

Partner Self Service (Onging)

Managing Contacts Company Changes

Solution Partner Lifecycle Management Manage Solutions Testing Requests Certifications/Designations Go To Market Resources Market Publishing DevNet

Annual Membership Payment Technical (Build) Support

Technology Resource Centers Agent Based Case Support

Testing Support

Testing Labs & Sandboxes Certifications Partner Registration & Self-Service Solution Partner Lifecycle Mgmt. DevNet Reseller Partners Solution Partners Learning Partners Continue At a Glance _| Cisco Solution Partner Program Benefits | More Information

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Cisco Solution Partner Program Tiers and Requirements

As your organization moves up the pyramid, you’ll experience additional benefits and resources.

Not sure if your Cisco Compatible solution is on a “current” Cisco technology?

Follow the steps described on the Cisco Compatibility Process page.

To learn more about getting involved in the Cisco Solution Incentive Program (SIP), click here. To learn about the tiers of Cisco Solution Partners, continue to the next page.

Benefits Increase by Tier

SOLUTION CATEGORIES

Strategic Cisco Solution Partner

Preferred Cisco Solution Partner

Cisco Solution Partner

Platform R

eady (UCS)

By Invitation

No Annual Membership Fee

Cisco Compatibility 24/7 Support $5,000/$1,500 Complementary Solution 8/5 Support $3,500/$1,000

Technology Solutions Catalog

Compatible (IVT/C

VD)

Co-R

esident (BE000/7000)

NEW NEW

Program Benefits

Continue to At a Glance _| Cisco Solution Partner Program Benefits | More Information

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Cisco Solution Partner Preferred Cisco Solution Partner Strategic Cisco Solution Partner

INVITATION ONLY

• Valid company

• Complementary solution

• Approval from Cisco Competitive Office, BU, and WWPO

• Accept Cisco terms and conditions

Everything in Cisco Solution Partner tier plus:

• At least 1 Cisco Compatible solution • 24/7 customer support

• Line of sight to $1B 360 franchise • Customized business plan with joint

solutions roadmap

• Dedicated Cisco Solution Partner resources • Global brand ranked in top 10% of category • 3–5 documented wins with Cisco in each geography

Membership Requirements

Build/Test/Maintain

Benefits • Unlimited access to DevNet SDK’s, API’s, _{and tech documents}

• Unlimited DevNet communities and community-based support

• Unlimited access to select shared DevNet Sandbox labs up to 2 users/devices

• Up to 40 hours of access to select dedicated DevNet Sandbox labs

• Up to 5 DevNet Agent-based developer/ technical support cases

• Access to verification testing services (fee/free mix)

• Not-for-Resale Program

Everything in Cisco Solution Partner tier plus:

• Unlimited access to select shared DevNet Sandbox labs up to 2 users/devices

• Up to 160 hours of access to select dedicated DevNet Sandbox labs

• Up to 10 DevNet agent-based developer/ technical support cases

• PartnerFIRST Participation Eligibility on validated solutions (Cisco Compatible solutions)

Everything in Preferred Cisco Solution Partner tier plus:

• Cisco Architecture Strategy Influence

Go-to-Market

Benefits • Partner Relationship logo and Marketplace banners• Customizable storefronts in the Cisco Marketplace • Partner Central, Marketing Central, and

Go-to-Market Resource Center

• Unlimited access to business and technical webinars

• Passes to Cisco Solution Partner Forum at Cisco Live

• Cisco Event Sponsorship opportunities including World of Solutions

• Increased presence in Cisco Marketplace • Eligibility to apply for Solution Incentive Program • Access to Cisco-approved press release templates

• Dedicated Cisco Solution Partner Manager • Customized business planning

• Assigned engineering, marketing, services, and sales resources

• Access to Cisco Executive Forums

$3,500 US, CAN, EUR Annual Membership

Fees APAC, EMERGING $1,000 US, CAN, EUR $5,000 APAC, EMERGING $1,500

No fees

Partner Benefits by Tier

For additional payment information, click here.

Continue

| Cisco Solution Partner Program Benefits

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Preferred Cisco Solution Partner

Your Solutions and Cisco Compatibility

Strategic Cisco Solution Partner

INVITATION ONLY _{Cisco Compatibility} Cisco Validated

Designs (CVD)

As a Cisco Solution Partner, you will have access to marketing assets and tools (collateral, press releases, compatibility logos, etc.) to help promote your solutions, 24x7 support, and a network of other Cisco Solution Partners. To become a Preferred Solution Partner, you must have a minimum of one solution that is Current Cisco Compatible with 24x7 support. Becoming a Preferred Solution Partner gives you the ability to use the Cisco Compatible logo, among other benefits. Take it a step further with a Cisco Compatible Certification.

Learn more: Testing and Maintaining Cisco Compatible Certification

or

More Information

Continue to

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In the Cisco Solution Partner Program Guidelines on the program website, find key resources to

help you get the most out of the Cisco Solution Partner Program.

• Tier structure

• Tier advancement

• Eligibility rules for benefits and entitlements

Click here to get the Cisco Solution Partner Program Guidelines.

Or jump to the next few pages of this handbook to see step-by-step instructions for maintaining your account and conducting Solution Partner lifecycle activities:

• Managing company Information

• Managing contacts

• Managing solutions

• Completing a Cisco Compatible Certification

• Creating your Cisco Marketplace Technical Solutions Catalog

Need help?

For a quick response, email us [email protected].

More Information

What is This? Why Should I Care? How do I do this?

Managing your Accounts and Solutions

Jump to

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Cisco Solution Partner Program Website, Partner Dashboard,

and Cisco Marketplace Technical Solutions Catalog Storefront

Getting Started

This section is designed to help you understand and maximize your entitlements

as a Cisco Solution Partner. From how-tos to step-by-step instructions, it will

give you what you need to hit the ground running. Connect with the entire Cisco

Partner Ecosystem through the Cisco Marketplace Technical Solutions Catalog and

build an effective, customized storefront, show off your best solutions, attract new

customers, and extend your reach.

The Cisco Solution Partner Program website is where you will be able to keep up

to date on entitlements associated with the program, learn about new benefits for

your company, and access your

Partner Dashboard

. You will conduct most of your

Solution Partner activities within the Partner Dashboard, such as managing your

company profile, your associated contacts, and your solutions, and building your

Cisco Marketplace Technical Solutions Catalog storefront.

Key Topics in this Section:

• Applying to the Solution Partner Program: What to Have on Hand

• Registering Your Cisco.com User ID • Apply to Become a Solution Partner Program Member

• Payments

• Adding/Managing Contacts

• Registering and Managing Solutions • Your Cisco Marketplace Technical Solutions Catalog Storefront and Best Practices

• Not-for-Resale (NFR) Discount Program • Cisco Commerce Workspace (CCW) • Cisco Compatibility and Submitting Testing Requirements

| Cisco Not-for-Resale Program

| Cisco Marketplace Technical Solutions Catalog

Getting Started _| Solution Partner Program Website and Dashboard

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Applying to the Solution Partner Program

Before starting the online application process for the Solution Partner Program, please make sure you have access to the following materials or have them on hand. This information can also be found here.

• A Cisco ID

We recommend that all individuals who need a Cisco.com User ID obtain one before starting the online application process (see “Authorized legal representative” below). You will need a Cisco.com User ID to log in and access information that is not publicly available. Please note that if you are not authorized to sign associated agreements with Cisco, your company’s legal representative will also need a Cisco.com User ID in order to sign electronically (see below for more details). If you or your legal representative does not have one, it’s easily obtainable by clicking here.

• Authorized legal representative

In order to sign electronically, you must be authorized to sign the agreement as your company’s legal representative (and provide their contact information). All such individuals need Cisco IDs to enter the site and/or sign electronically.

• Review Solution Partner Program Guidelines and Solution Partner Framework Agreement

The appropriate contact at your company will need to review the Solution Partner Program Guidelines (program specifics) and the Solution Partner Framework Agreement before applying, to ensure that your company meets these requirements.

For any questions or issues during the application process, email [email protected].

What to Have on Hand

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Setting up a Cisco.com User ID is the first step to becoming a Cisco Solution Partner. Once you have your own Cisco.com User ID, you can align it to your organization’s partner account

Who needs a Cisco.com User ID?

All Cisco Solution Partner Program contacts on your account.

Why do you need a Cisco.com User ID?

It enables you to access the Cisco Partner Registration Tool to submit your initial partner application and then access the following required resources, when approved:

• Cisco Solution Partner Program Dashboard

• Cisco Partner Self Service (PSS)

• Cisco Solution Partner Program assets

• Cisco Partner Central

• Channel Partner Locator Tool

Registering for a Cisco.com User ID is simple and should take only a few moments.

Click here to begin the process, and follow the steps outlined.

Need help?

For Cisco.com User ID support-specific issues, email [email protected]. For support on Cisco.com User ID password issues, click here.

Registering Your Cisco.com User ID

Continue to Solution Partner Program _{Website and Dashboard}

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Solution Partner Program Dashboard Overview (1 of 2)

You will conduct most of your Solution Partner lifecycle activities within the Partner Dashboard, including building solution storefronts, managing solution information, publishing a subset of content to the Cisco Marketplace Technical Solutions Catalog, achieving Cisco Compatibility, the creation of press releases, and managing your contacts in Partner Self Service Tool (PSS). In this section, you’ll find step-by-step instructions for accessing your Partner Dashboard and the activities completed within it.

Three tabs exist at the top of your dashboard and illustrate the typical user flow throughout your lifecycle as a partner.

Overview Tab

You can always access your main dashboard from this tab, identifying key milestones. This tab is used to submit a new solution for approval, access previously approved solutions, check solution status, and identify any unlocked activities available to you.

Solution Tab

This page is used to submit new solutions, submit new solution versions, edit existing solutions and identify the completion percentage of each solution. Note: This is the same screen that is seen by a user when first entering the program with the “one or more” solutions required to participate.

Compatibility Testing Tab

This tab is used to edit and submit solutions for compatibility testing purposes. Submitting for Cisco Compatibility will also unlock additional partner activities, after approval.

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Solution Partner Program Dashboard Overview (2 of 2)

You will conduct most of your Solution Partner lifecycle activities within the Partner Dashboard, including building solution storefronts, managing solution information, publishing a subset of content to the Cisco Marketplace Technical Solutions Catalog, achieving Cisco Compatibility, the creation of press releases, and managing your contacts in Partner Self Service Tool (PSS). In this section, you’ll find step-by-step instructions for accessing your Partner Dashboard and the activities completed within it.

Your dashboard represents key milestones in your lifecycle and your path as a partner. As you complete milestones, other activities are unlocked and you are able to take advantage of more.

All activities that you have completed will be marked with a checkmark.

This location shows a running tally of how many support tick-ets you have will appear. If you need additional tickets, they can be purchased here. As news and updates come out, your dashboard will be updated with a notice informing you of the update. This can include new webinars, updates to this handbook, and more. The blue open locks signify

activities that are open to you, but haven’t been completed.

These activities aren’t available to you yet, as other items need to be completed first.

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Becoming a Member—First Steps

If your company is not currently a partner of the Solution Partner Program, registration with Cisco via the Cisco Partner Registration Tool is required. How do I do this: To start this process, visit the Partner Registration page. Users complete initial registration through the Partner Registration (PREG) tool. This tool is only used for partners joining for the first time (an initial registration).

Once users complete the partner registration process, you will need to return to your Partner Dashboard to complete the application, which includes providing limited additional information about your company. This process will also be outlined in an email you will receive from PREG upon Cisco approval, which will include a link back to your dashboard.

Did you know?

Learn more about the Partner Registration in the user guide, found here.

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After interacting with the Cisco Partner Registration tool, you will need to enter the Solution Partner Program Partner Dashboard and provide the following information regarding one or more solutions to complete your application for membership in the Solutions Partner Program:

• Solution Name*

• Solution Version*

• Align to a Cisco Technology*

• Supporting Solution URL and/or documentation (PDF, Word, etc) *Required

Once submitted, the request will be routed to the corresponding Cisco technology group for review and approval. This process can take up to 72 hours to complete.

Once approved, you will be notified via email and will have access to your Partner Dashboard to complete the last few steps to becoming a Solution Partner Program member. Note: Once approved, the following actions will be unlocked and available:

• Make Payment

• Complete remaining questions regarding your company’s profile

Becoming a Member—Next Steps

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Payment Information

Solution Partners are contacted via a series of emails during the initial onboarding process as a new Solution Partner (and during renewals) to complete the payment process. Within your dashboard, the payment activity will also be unlocked once it is available to you. Pricing is region and tier specific, based on whether you are a Solution Partner or a Preferred Solution Partner. Users can remit payment via a credit card or, alternatively, use a purchase order.

Please note: The Solution Partner Program annual membership payments are managed by Perigee Capital Partners Inc. DBA. You will be directed to the Cisco DevNet website to conduct payment activities, and invoices will be issued by Perigee Capital Partners Inc. DBA via developerprogram.com.

Step Three

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2

1

Step Two

Visit your dashboard and select the Payment button.

Step One

Depending on your partner tier, you will receive an email that directs you to the Solution Partner or Preferred Solution Partner payment site.

Identify the payment process you’d like to use (by purchase order or credit card), and review the instructions.

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Adding and Managing Solutions

Adding, managing and editing solutions are all completed within your Partner Dashboard. Once you publish your solution to the Marketplace (learn more about this process here), the information you provide will be visible on your storefront. For this reason, it’s important to make sure content is engaging and up to date.

Step Three

3

2

Select Submit Solution at the bottom of the page to save changes and unlock additional activities in the dashboard.

Note: New solutions will need to be approved, which can take up to 72 hours. Within your dashboard, Pending Cisco Approval

will appear before it is approved. Once it is approved, a check will appear.

1

Step Two Step One

Log in to your Partner Dashboard and select

Add New Solution, or if you are editing an existing solution, select View/Edit within the Solution tab.

Complete/edit all form fields, from solution name, to compatibility information, to summary, description and features. Make sure to also upload eye-catching imagery and resources that convey your company and solution within the Resources section.

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Contacts and Company Management

From the Solution Partner Program Dashboard, users can manage their contact and company information by linking to Cisco Partner Self Service found here. The authorized Legal Representative who initially conducted the registration with Cisco is automatically considered to be the Administrator for your company in the Cisco Partner Self Service tool. It is strongly recommended that the Administrator add at least one additional contact to function as co-Administrator immediately. On an ongoing basis, these Administrator(s) will add, delete, or edit contact information related to your membership and the corresponding individuals at your company. Additionally, company information (like address changes, etc.) can be edited. All of these actions are performed in the Partner Self Service, which is accessed from your Solution Partner Program Dashboard.

Note: All contacts in the system will receive all email notifications, including renewals, leads, payments, etc.

Did you know?

These actions live in the PSS, open in a new browser window, and feature a link to the PSS User Guide

as well.

Continue

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Testing and Maintaining Cisco Compatible Certification

There are many benefits to verifying Cisco Compatibility. Not only will your organization appear higher in the searches of Cisco Marketplace Technical Solutions Catalog storefronts, but your customers can also rely on your solution being compatible with their Cisco technology. The testing requirements include a Cisco Solution Partner Program membership, a registered product listed and approved in your Partner Dashboard, and Cisco Compatibility request/approval. To submit your Cisco Compatibility request, follow the steps below. Also review the

IVT/Cisco Compatible section of this handbook for more information.

2

1

Step Two Step One

You will be notified of testing status. Once testing is complete and successful, you will be notified via email and the status within your Partner Dashboard will read Testing Passed and Requirements Met, and the Cisco Compatible logo will appear on your solution page in the Technical Solutions Catalog.

Once you have met certain requirements, the Achieve Cisco Compatibility activity will be unlocked on your dashboard.

3

Step Three

At this point you’re also permitted to use the Cisco Compatible logo publicly and create a press release announcing compatibility for approval. Your solution storefront compatibility tab will also reflect the new Cisco Compatible status and logo (this is applied by the Solution Partner Program office).

Cisco Marketplace Solutions Technical Catalog

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Cisco Marketplace Technical Solutions Catalog Overview

The Cisco Marketplace Technical Solutions Catalog is a website that allows you to reach other Cisco partners, customers, and Cisco employees and promote your solutions.

The Cisco Marketplace Technical Solutions Catalog is a website that allows you to reach other Cisco Partners, customers, and Cisco employees and promote your solutions. Visitors to the Cisco Marketplace Technical Solutions Catalog have multiple ways to search for solutions that fit their business needs, such as by Cisco technology, and Cisco compatibility.

In the Cisco Marketplace Technical Solutions Catalog, you can: • Promote your solutions

• Generate leads • Accelerate sales

• Expand online marketing and sales channels

Did you know?

You can upload videos, photos and other content and information and it will appear in your Cisco Marketplace Technical Solutions Catalog storefront.

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Once you have completed a certain number of activities, publishing to the Cisco Marketplace will become available. A complete list of the required fields is provided in the Marketplace Content Requirements section of this handbook, and are also outlined by checks and locks on your Partner Dashboard.

Step Three

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2

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Step Two

Once you have completed the requirements, Marketplace Profile will become available on your dashboard. Select this button and complete the required fields, including uploading a company logo, contact information, support and more. This will be public-facing information.

Step One

Ensure your solution information is up to date. Within the

Solution tab on your dashboard, you can edit all solutions to make sure they are engaging and have the information you would want to convey to the audience

Within the Solutions tab, select Submit to Marketplace. Make sure to select Publish Solution for it to appear on the Marketplace. This process can take up to 72 hours to appear in the catalog.

Building a Cisco Marketplace

Technical Solutions Catalog Storefront

Publishing a Storefront Featuring Your Solution

Note:

The ‘Publish Solution’ option will only be unlocked to you if you have an approved solution and have completed the required fields necessary to publish your solution to the Technical Solutions Catalog.

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Best Practices to Make your Storefront Compelling and User-Friendly

Imagery above the fold.

You can upload up to 12 images to make your storefront

engaging and eye-catching. Resources includes videos, case studies, and data sheets. This tab is the key selling page. Use simple taxonomy and labeling so visitors can quickly find what they are looking for (e.g. Whitepaper-[Organization-Name]-[SolutionName].pdf). Combined customer ratings.

Overview description and 4 pages of detail.

Simple, crisp messaging. Bold and bulleted.

Leverage your customers.

“Excellent partner.”

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Building Your Marketplace Presence With Banners

Cisco Marketplace Technical Solutions Catalog Banners

As a Cisco Solution Partner, you are able to include Cisco Marketplace Technical Solutions Catalog banners on your company communications, websites, etc. that can link directly to your storefront. Using these banners on company communications is an easy way for your audience to see that your solutions are based on Cisco technology and will direct users to your listing, allowing them to learn more. These banners come in a variety of colors that will align with your company’s brand and are available for download here.

Your Company Website

Press Release Case Studies Campaigns Cisco Marketplace Cisco

Marketplace Cisco Marketplace Cisco Marketplace

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| Cisco Marketplace Technical Solutions Catalog Getting Started _| Solution Partner Program Website and Dashboard

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Lead Generation Through the Cisco Marketplace

Technical Solutions Catalog

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Step Two

Visitors complete the brief form and submit it.

Step Three

All individuals identified in as a contact in the Solution Partner Program system will receive leads from users requesting information from your Technical Solutions Catalog webpages. To ensure that leads are directed to the correct people, make sure your contacts are up to date.

Step One

In order to submit a lead or request more information, visitors to your storefront can click Request Information at the top of the solution page, and they will be prompted with a form specific to that storefront.

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Additional Promotional Opportunities in the Cisco Marketplace

Technical Solutions Catalog

As a Cisco Solution Partner, you’re eligible to take advantage of additional promotional opportunities. These features, which are selected and managed by the Cisco Solution Partner Program Office, appear just off of the landing page of the Cisco Marketplace Technical Solutions Catalog homepage and include rotating, stacked rows of solutions in various categories (three are shown at any given time).

The following categories are featured within these promotional opportunities: • Case studies

• Press releases • Just validated • Featured industry • Featured technologies • New Cisco Solution Partners

While this feature is an editor’s choice, the following requirements must be met and assets provided to be considered for placement: • Current news

• Cisco solution focused

• Cisco Marketplace Technical Solutions Catalog solution site • Document in PDF format

• Your logo in 80x80 pixel format

Interested in being featured?

Send the items listed above to

[email protected].

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Solution-Specific Consumer Reviews and Ratings

Step Three

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Encourage customers to complete a comprehensive review by clicking on

Customer Ratings/Reviews.

1

Step Two

Click the desired star icons on the left side of that solution page.

Step One

Reviewers must log in with their Cisco.com User ID to rate and review a solution (this helps ensure valid reviews and provides an opportunity for the Solution Partner to reach out if desired).

Public reviews and ratings allow potential consumers to learn more about your company. Encourage users to review your solution.

Did you know?

Consumer reviews are visible to all potential customers.

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There is a direct correlation between the content in your Partner Dashboard and your Cisco Marketplace Technical Solutions Catalog storefronts. Your company name, logo, description, and other elements are visible in your Cisco Marketplace Technical Solutions Catalog storefront once they are posted.

Note: New solutions are not immediately published to the Cisco Marketplace Technical Solutions Catalog. They must be approved before they are published to the storefront.

To access your company page in the Cisco Marketplace Technical Solutions Catalog, click your logo on your solution page.

FPO

Cisco Marketplace Technical Solutions Catalog

Partner Dashboard-Marketplace Profile

Your Partner Dashboard and Storefronts Are Connected (1 of 5)

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To edit a storefront, open the Solutions tab within your Partner Dashboard. Select the View/Edit link and edit as needed. See which elements in your Partner Dashboard correlate with your solution storefront below:

Images

(Can define display order) Resources

(Supporting collateral and videos)

Cisco Marketplace Technical Solutions Catalog Partner Dashboard

Summary Description Features

Your Partner Dashboard and Storefronts Are Connected (2 of 5)

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The information from your Partner Dashboard page can be published to the Support tab on your solution storefront. Make sure the content is up to date, as customers may contact you through the information listed here.

Note: New solutions are not immediately published to the Cisco Marketplace Technical Solutions Catalog. They must be approved before they are published to the storefront.

Cisco Marketplace Technical Solutions Catalog Partner Dashboard

Support

Your Partner Dashboard and Storefronts Are Connected (3 of 5)

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The information from your Videos, Images and Supporting Collateral sections within your Partner Dashboard page are automatically uploaded to the

Resources tab on your solution storefront. Images are automatically shown following the solution description. Make sure the content is up to date and images are engaging, as customers may contact you based on the information listed here.

Note: New solutions are not immediately published to the Cisco Marketplace Technical Solutions Catalog and must be approved prior to publishing. Users will need to post new solutions, and once they are approved, they will be published within the storefront.

Images

Downloadable Assets

Your Partner Dashboard and Storefronts Are Connected (4 of 5)

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The information from the Cisco Technology/Product Alignment tab within your Partner Dashboard page is automatically uploaded to the Compatibility

tab on your solution storefront. Make sure the content is up to date, as customers may contact you based on the information listed here.

Note: New solutions are not immediately published to the Cisco Marketplace Technical Solutions Catalog and must be approved prior to publishing. Users will need to post new solutions, and once they are approved, they will be published within the storefront.

Certification & Compatability

Your Partner Dashboard and Storefronts Are Connected (5 of 5)

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Cisco Dashboard and Marketplace Content Requirements

Company Storefront/General Information

General Profile Information

Business Information Cisco Solution Partner Company Name (Legal Name) Yes 40 characters Yes

Company Logo Yes 170x60 pixels Yes

Headquarters Address

Address Yes 255 characters Yes

City Yes 60 characters Yes

Country Yes N/A Yes (If outside US)

Postal Code Yes 40 characters Yes

State/Province Yes N/A No

State/Province (if not in the list above) Yes, if above not selected 40 No

Is billing address same as headquarters address? Yes N/A No

Billing Address

Address Yes, if billing separate 255 characters No

City Yes, if billing separate 60 characters No

Country Yes, if billing separate N/A No

Postal Code Yes, if billing separate 40 characters No

State/Province Yes, if billing separate N/A No

State/Province (if not in the list above) Yes, if billing separate N/A No

Other Information About Your Company

Web Address Yes 100 characters Yes

Description:

• Include link to website or offer. • Include calls to action using formatting.

• Include key statistics or messaging that outlines why an organization should partner with the company.

Yes 2000 characters Yes

Contacts

Contacts

(only contacts listed as primary will be visible to consumers)

Cisco.com ID Yes 40 characters No

First Name Yes 40 characters Yes

Last Name Yes 40 characters Yes

Email Yes 40 characters Yes

Phone Yes 40 characters Yes

Job Title Yes 40 characters No

Type (contact listed as Primary will appear with company information for users) Yes N/A No

Role Yes N/A No

Section Field and Best Practices Required Size/Specs _MarketplaceVisible on

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Cisco Dashboard and Marketplace Content Requirements

Solution Storefront

Section Required Size/Specs _MarketplaceVisible on

General Product Information

Solution Name Yes 40 characters Yes

Solution Version Yes 10 characters Yes

Solution Release Date No Date Yes

Summary:

• This appears on both the solution page and as an abstract on the company page. • Should be an overview of the company with calls to action to learn more.

Since this will appear as an overview on the company page, the text shouldn’t be too long. • Avoid copying and pasting from word (use .txt) to avoid additional formatting carryover.

Yes 4000 characters Yes, multiple _places

Description:

• This is the default tab that will be showing on the page.

• Include information specific to the solution, as well as key statistics and messages that would entice users to learn more.

• Links can be added throughout.

• Formatting can be updated to call out individual points (bold text, bullets, etc.). • Be mindful of spacing to limit excessive scrolling.

• Avoid copying and pasting from word (use .txt) to avoid additional formatting carryover.

Features:

• Should be bullets for easy reading.

• Should be concise and relevant to compare to competitors.

Videos:

• Should not exceed more than 4 videos. • Need to be YouTube links.

• Should include a company/solution overview video as the first placement if available.

No

Limit 20 count; Videos must be submitted from YouTube only. Format of the URL must be changed to upload prop-erly (for example, if the YouTube url is http://www.youtube. com/watch?v=rG8fPhfGw7M, it must be modified to http:// www.youtube.com/v/rG8fPhfGw7M for upload to catalog storefront).

Yes

Images:

• These are unique to each solution.

• First image should sell the solution, similar to a banner ad. • Maximum 20 images, recommended between 6–10.

• Include captions when showing screen shots/processes that are difficult to show.

No

Limit 20 count; size limit 15mb; (valid file extensions: .bmp, .gif, .jpg, .png)

(24 bit PNG no alpha, full bleed, no border, 460 x 200 pixels)

Yes

Supporting Collateral: • Downloadable files only.

• Include data sheets, spec sheets, overviews, etc. if available. • Cannot link to content.

• Maximum 20, recommended between 4–8.

No Limit 20 count; valid file extensions: _{(.aes, .doc, .docx, .pdf, .ppt, .pptx, .txt, .xls, .xlsx, .xml, .zip)} Yes

Field and Best Practices

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Chart continued from previous page.

Section Field and Best Practices Required Size/Specs _MarketplaceVisible on

Technology Product Alignment

Select the Cisco technology category. Yes N/A Yes

Select the Cisco technology sub-category. Yes N/A Yes

Select the Cisco solution you integrate with. Yes N/A No

Select the version of the Cisco solution you integrate with. Yes N/A No

Select Cisco Solution Partner solution types. Yes N/A No

Other Product Information

Name (pulled in from previous entry) Yes N/A Yes

Solution or service-specific URL(s) No 255 characters No

Supporting Collateral No 255 characters No

Support Information

Geographic Theaters Yes N/A Yes

Customer Support Processes Select your customer support process(es) Yes N/A Yes

What are your hours of coverage? Yes N/A Yes

TAC

Hotline Yes 40 characters Yes

Support alias No 40 characters Yes

Support Page URL No 40 characters Yes

Not-for-Resale Discount Program

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The Cisco Not-for-Resale (NFR) Discount Program supports all Cisco partners. Since our Solution Partners are building solutions on top of Cisco products, we want to ensure that they have access to Cisco hardware and software at a discounted price for the purpose of building internal labs and demonstration systems.

The Cisco Commerce Workspace (CCW) tool is where you can participate in the NFR Discount Program and create deals for purchasing Cisco hardware. Please access the CCW tool here.

Not-for-Resale (NFR) Technology Software Bundles for unified communications are available via the Cisco Promotional Software Store here.

This program allows Solution Partners to purchase Cisco hardware at varying discounts, depending on geography and technology for use in labs and demonstration systems.

Whom Should You Contact for Support Issues?

If you or your organization has issues or inquiries during the process, Cisco support is always available. Support is provided by the Cisco Global NFR Support Team (not individual partner program teams or the Solution Partner Program Office):

• Cisco Commerce Workspace tool issues: Open a case in My Workspace.

• Technology/configuration inquires: Contact the Partner Relationship Team or your Cisco distributor if you already have a relationship/account.

Not-for-Resale Discount Program Overview

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NFR Program Requirements and Discount Types

The following are the requirements Cisco Solution Partners must meet to participate in the NFR Discount Program:

• Must be aligned with the terms and policies of the Cisco Solution Partner Program.

• Active members across all Cisco Solution Partner tiers (Solution, Preferred, and Strategic) are eligible to receive this benefit. We want all Cisco Solution Partners to use the Cisco gear they purchase at the discounted price to build the best products they can, so Cisco Solution Partners, Preferred Partners, and Strategic Partners are all eligible.

• The person at your organization creating the deal must be an active contact within the Solution Partner Program account.

• Solution Partners will need to update contacts associated with the account in the Partner Dashboard to ensure that the person creating the deal has access to the Cisco Commerce Workspace (CCW) tool.

• The NFR Discount Program has an annual purchase limit based on Cisco’s fiscal year (August 1 to July 31). The annual limit is based on net pricing.

There are two purchase type options: • Not-for-Resale (NFR) Discount Program:

This program enables you to purchase typical hardware gear (Cisco UCS®, etc.), which represents the majority of purchases. You can access the NFR Discount Program through the CCW tool.

• Not-for-Resale (NFR) Technology Software Bundles:

These include the Unified Communications Software Partner Bundle Offer Kit, among others. They are offered through the

Cisco Promotional Software Store rather than through the CCW tool.

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Plan Your NFR Discount Program Purchases in Advance

When planning NFR purchases, take advantage of the pricing tool. It allows you to review product details and costs to help you plan purchases before inputting information and creating a deal within CCW.

To access the pricing tool, use the List Price Catalog and select the Price Search tab. Enter the product number and/or description to determine the costs.

Did you know?

Because the CCW tool is used for activities other than the NFR Discount Program, the processes and terminology may at times cause some confusion. For example, Channel Partners use CCW to fulfill “deals” with end customers via Cisco distributors.

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How to Access the NFR Discount Program

Did you know?

Support for this program is provided by the Global Cisco Not-for-Resale Program Team. For questions, open a case via My Workspace here.

Step Two

2

Click the Discounts tab. Here you’ll be able to download the Not-for-Resale Guidelines for step-by-step instructions and support.

1

Step One

Visit the Cisco Solution Partner Program website and log in. Select Member Services.

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NFR Promotions by Region/Theater

There are a variety of NFR promotions that are specific to theater and technology. The above chart outlines the details of the NFR Discount Program by theater, including the promotion codes. It’s important to note the promotion code that applies to your organization, because when you create your NFR deal, you will need to choose the appropriate promotion.

US LATAM Canada EMEAR APJC

• Not-for-Resale (NFR) - Certified/Specialized NFR Program – US PP-NFRC57410-110731 • NFR - LATAM Certified/ Specialized NFR PP-NFRD29879-080426 • Channel NFR Program PP-NFRR47126-100123

• NFR for Authorised – EEA PP-NFRE67070-120731 • NFR for Authorised – Russia PP-NFRf42278-090726 • NFR for Authorised – Emerging PP-NFRf33945-090726 • NFR CDN Asia PAC PP-NFRC84420-140211 Limited to: Sri Lanka, Korea, Republic Of, New Zealand, Bangladesh, Philippines, Singapore, India, Malaysia

• All products on the Global Price List*

Promotion Name (within Cisco Commerce Workspace)

Product/Service

Eligibility • All products on the Global Price List (GPL)• All services on GPL except for Cisco Share Support Services and Cisco UCSS for voice (EMEAR have specified services enabled)*

Program

Discount • 80% off all products_{• 50% off SBTG} *

• 70% off UCS

• 61% off UCS solutions • 70% off Webex, Ironport • 70% off services

• 80% off TelePresence and specific TP services • 95% off TP SW

Cannot be combined with any other promotions/discounts Products cannot be resold for 12 months

Can only be combined with TMP No combination allowed Products may never be

resold but can be used in the Trade In Migration Program • 80% off all products*

• 65% off SBTG • 70% off UCS

• 61% off UCS solutions • 70% off Webex, Ironport • 70% off services • 80% off TP and specific TP services

• 95% off TP SW

• 70% of all products*

• 50% off SBTG • 70% off UCS

• 61% UCS solutions (promo) • 70% off Webex, Ironport • 70% on specified services • 80% off TP and specific TP services

• 95% off TP SW

• 70% of all products*

*with the exception of Refurbished and products on the Incentive Restricted sku (IRS) category

Combinations Program Rules

Find Out More

Theater nex limits $100,000 $50,000 $25,000 $90,000 $75,000

http://solutionpartner.cisco.com/web/memberservices/discounts | Cisco Not-for-Resale Program

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Ordering Your Cisco NFR Products

CCW Tool Process Overview

Order

3

2

Once the deal is approved, you will be notified via email. A notification will also be sent to the Cisco distributor selected during the creation of the deal.

1

Approve and Notify

Cisco verifies the BOM for spending limit and your eligibility to purchase the requested products. You are notified whether the BOM is approved or not.

Submit

Create the deal (select Create Deal within CCW) and enter the bill of materials (BOM). For approver, under the CAM option, select Other and type in “maharlow.”

The Cisco Commerce Workspace (CCW) tool allows you to create your NFR deal to purchase Cisco gear for the purpose of building, testing, and demonstrating your solutions. You’re ready to use this tool once you’ve identified the Cisco products you wish to purchase for NFR purposes. Follow these three easy steps to create your deal. The pages that follow describe each step in detail.

Continue for step-by-step instructions on your NFR deal submission.

Did you know?

For BOM support, you can contact the Partner Relationship Team (PRT) or work with your Cisco Approved Distributor if you already have an account.

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NFR Deal Submission

Here you’ll find step-by-step instructions outlining everything that’s needed to create the deal to submit your order.

Step Three

3

2

On the Who’s Involved tab, enter the information pertaining to who is involved in the deal, including your company information, which is en-tered in the End Customer field. In the Channel Account Manager field (CAM), select Other and enter “maharlow.” Click Save and Continue.

1

Step Two

Give the deal a unique name, enter it in the

Deal Name box, and select Create Deal.

Step One

Cisco Solution Partners submit Not-for-Resale (NFR) deals within the CCW. In the Deals & Quotes section, select Create Deal.

Step by Step (1 of 4)

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NFR Deal Submission

5

4

Step Five

On the Promotions tab, select the promotion code for your region, as identified on the NFR Promotions chart. When logged in, the system will display only partner codes and theaters relevant and available to you.

Step Four

On the About the Deal tab, include the information specific to the deal, including quote, description, and intended users. Click Save and Continue. The Intended Use field must be Internal Business Use for NFR deals. Lab will not allow you to purchase services.

Step by Step (2 of 4)

Did you know?

If you do not see your theater promotion or have any other questions throughout this process, you can contact [email protected].

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Step Eight

8

7

Add items to your quote either by adding SKUs one at a time or by importing a saved configuration. Select Save and Continue. If you have technical issues with your product or a SKU, contact the Partnership Relationship Team at www.cisco.com/go/prt.

6

Step Seven

In the Buy Method drop-down, within the Quote tab, select Cisco if you are authorized to buy directly from Cisco (very few partners are authorized), or select a specific distributor from the list.

Step Six

While in the Promotions tab, review and accept the terms and conditions. Select Save and Continue.

NFR Deal Submission

Step by Step (3 of 4)

Not-for-Resale (NFR) purchases can be combined with the Cisco Technology Migration Program (TMP) (a trade-in program) only in the Europe, Middle East, Africa, and Russia (EMEAR) theaters. If you would like to combine NFR with any other programs, enter the other codes under the Quote tab.

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9

Step Nine

You can now review your NFR deal and submit it for approval. Once you’ve reviewed the order summary, click the Submit Quote for Approval button. You will see a confirmation screen that your NFR deal has been submitted for approval.

NFR Deal Submission

Step by Step (4 of 4)

Important tip:The discount that appears in the quote is for Direct Solution Partners eligible to purchase directly from Cisco. Most Cisco Solution Partners are categorized as Indirect Solution Partners and are required to purchase from a Cisco Authorized Distributor. The actual discounts will vary depending on the distributor.

Partner Notification

You will receive an email notification from Cisco when your NFR deal is approved (this may take 24 to 48 hours). The email will include a Distribution Authorization ID (DART) (for example, PROD-012345-6789). If you’ve selected a distributor, they will also receive an immediate notification when the deal is approved. At this time, you can start ordering from the Cisco Authorized Distributor you selected during the deal creation process. As a courtesy, you may want to allow 24 hours for the distributor to contact you or follow up with them directly.

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Sample Bill of Materials

The following is a sample Bill of Materials that you could potentially order within your NFR deal. If you’re having trouble formulating your BOM or need help choosing services or options to configure within it, contact the Partner Relationship Team.

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Partner Self Service Resources

Some Solution Partners may need to ship the NFR Cisco solution to a location other than the company headquarters address captured in their Partner Dashboard. If you need this option, log in to the Partner Self Service tool and provide the alternate address so it appears in CCW when creating the deal.

The Partner Self Service tool and User Guide for step-by-step instructions can be found here.

NFR Discount Program Additional Resources:

• Cisco NFR website

• Cisco Commerce Workspace (CWW) tool • Cisco Commerce Workspace training

• Partner Relationship Team (technical configuration inquires) • Open a case using My Cisco Workspace

• NFR Discount Program page on Solution Partner Program website • Cisco Solution Partner Program office support

• Partner Self Service User Guide

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Cisco Compatibility

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Cisco Compatibility Testing and Designations

Cisco customers and channel partners need solutions that are compatible with Cisco infrastructure.

By verifying compatibility, partners have access to more opportunities and are able to promote

themselves as Cisco Compatible.

Organizations can be certified as the following Cisco Compatible Certifications, each with unique

benefits and processes:

• Platform Ready

• IVT/Cisco Compatible

• Co-Resident

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Platform Ready Solutions

Solution Partners can request approval for a Platform Ready designation if they meet

the published interoperability criteria.

The Platform Ready designation is available for solution partners with solutions based on

Cisco’s Unified Computing System (UCS) B Series and mini and C Series products.

Platform Ready solutions provide customers and channel partners with confidence that

the solution meets published interoperability requirements. A solution with a Platform

Ready designation will be identified via a label and search capabilities within the Cisco

Marketplace Technology Solutions Catalog. The Platform Ready designation is solution

specific and is not accompanied with a Cisco logo.

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Platform Ready Solutions

Application Process

Process information coming soon.

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Interoperability Verification Testing (IVT)

and Cisco Compatibility

Cisco customers and Channel Partners need solutions that are compatible with Cisco infrastructure. One way we support

Cisco Solution Partners is by offering a program to test and verify the interoperability of their solutions. This allows Solution Partners to label and promote themselves as Cisco Compatible. Interoperability Verification Testing (IVT) Compatibility testing is the first step.

IVT Cisco Compatibility Certification offered through the Cisco Solution Partner Program is a test that allows developers and companies to demonstrate the interoperability of their products with Cisco technologies. Organizations are awarded the Cisco Compatible logo upon approval, among other benefits.

Receiving a Cisco Compatible designation differentiates a Solution Partner’s solution to Cisco customers and carries clout in the industry, in addition to offering tangible benefits. There is a powerful transfer of brand power from associating with the Cisco name—one of the most recognizable brands in world.

Testing processes vary by Cisco technology.

Learn more here.

Remember, Cisco Solution Partners must have a minimum of one solution that has successfully passed IVT Cisco Compatibility testing on a current Cisco technology to participate at the Preferred Solution Partner level. Learn more here.

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On this page is the general overview and user flow of the IVT Cisco Compatibility testing process. For information on receiving the Cisco Compatible certification, requirements, and more, click here.

Cisco Solution Partner submits IVT Request

Cisco Solution Partner Benefits

Cisco Solution Partner Program Test House IVT Engineer

• Log onto Partner Dashboard • Selects a registered solution

• Selects Add IVT Request from the Action section • Submits IVT request

• Engages with Cisco Solution Partner Program Test Team for Test Plan review

• Completes payment (if applicable) • Executes approved Test Plan

• Reviews Test Results with Cisco Solution Partner Program Test Team

• Uploads final test report onto Cisco Solution Partner Program Portal

• Issued a Cisco Compatible Certificate • Partner Dashboard status for product shows

Testing Passed and Requirements Met

• Cisco Compatible logo appears next to product in the Cisco Marketplace Solution Catalog

• Cisco Solution Partner is eligible to create a press release for approval

Cisco Solution Partner fixes product and resubmits IVT request

• Engages with partner to finalize Test Plan • Prepares SOW

• Partner signs agreement and completes payment (if applicable)

• Executes Test Plan and reviews Test Results IVT Manager reviews and assigns a Test Model

Note: Not all technologies support self-test

IVT Manager reviews and assigns a Test Model

Note: Not all technologies support Self-Test

IVT Manager sends request to Cisco Solution Partner Program authorized Test House

Self-test? IVT Passed?

Compatibility Testing

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Compatibility Testing Activities and Process

Step Three

3

2

1

Step Two Step One

Create the Compatibility technology request:

Click here to review this process and then go to

https://solutionpartner.cisco.com/site/spp/dashboard/solutions/

Your certificate will be forwarded to you.

Did you know?

After submitting the IVT request, your business unit partner manager will notify you regarding whether your solution falls under a self-test or lab-tested process. This determination is based on technology. To learn more, click here or email [email protected].

Identify the Solution that you want to Submit for testing:

Click “Submit for Testing” Button and complete the relevant information

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Co-Resident Solutions

Solution Partners can request approval for a Co-Resident designation if they meet the published interoperability criteria. The Co-Resident designation is available for solution partners with solutions based on Cisco’s

Collaboration mid-market Business Edition 6000 and mid-market Business Edition 7000 products. Requirements for Co-Resident solution designation:

• Active Solution Partner Program member

• The partner product must be commercially available • Current Cisco Compatible with BE6000 or BE7000 • Accept Cisco terms and conditions for Co-Resident • Meet Cisco published interoperability requirements

Co-Resident solutions provide customers and channel partners with confidence that the solution meets published interoperability requirements. A solution with a Co-Resident designation will be identified via a label and search capabilities within the Cisco Marketplace Technology Solutions Catalog. The Co-Resident designation is solution specific and is not accompanied with a Cisco logo.

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