SLED Contracts Authorized Reseller Onboarding

*Please note these are planned dates and will tend to fall on the later months in the quarters. These dates are also subject to change based on open slots available, CMO availability, Cisco sales approval and state approval.

Can we work directly with the OD, RM, or AMs in the region to be added to a contract since we work with them regularly for other business needs?

• Cisco’s Contract Management Office has developed and vetted an objective onboarding process with Cisco Legal to ensure all partners are treated equally and have a fair chance to apply and be selected for any of Cisco’s SLED direct contracts. Partners cannot be added to the contract without applying through CMO’s onboarding process. While having a relationship with the local Cisco sales team is beneficial and recommended for your company’s growth, it will not impact the overall objective onboarding and selection process.

When does onboarding of new resellers to a direct contract occur?

• An onboarding session occurs when either a new Cisco SLED direct contract has been executed, a net new onboarding need has been identified, or there are openings created as a result of Cisco’s partner performance review (conducted annually) of current partners.

How often are Reseller onboarding sessions conducted?

• If there are 1) available openings, 2) the contract holder allows Cisco to add new/additional Resellers, and 3) a need has been identified per the above FAQ, onboarding sessions will typically occur once a year for each contract. Please refer to the Onboarding Status section of this page for an estimated timeframe of when the next onboarding session will be for a particular contract.

How do I better prepare my company for the application process?

• In preparation to apply whenever Cisco has the opportunity to add new resellers to any given contract, it is suggested to develop as a Cisco Reseller in relation to certification level, specialization and ATPs as well as establish resources in State (offices, sales, and engineering resources), and a history of public sector sales in the geography you intend to apply for (through RFPs or other contracts available). 
• Be prepared to fill out an application and create an extensive Business Plan, which may be required in addition to the partner application. For more details on the Business Plan, see the below FAQ.

What questions can I expect to see on the application?

• The application form contains different sections:

1. The first section requires basic company information (legal name, FEIN, address, etc…) as well as identifying which specific Cisco specializations and Authorized Technology Provider certifications (ATPs) your company currently maintains.
2. The second section asks Partners if they agree to minimum requirements to sell on the contract (Yes or No response required). These questions may vary. Examples:
   • Quote pricing must be in alignment with specific contract price lists
   • Provide monthly or quarterly sales reports and timely payment of State/Contract administrative fees
   • Participate in annual performance reviews with CMO
   • Enrolled in E-Verify Program
   • Active and in good standing with the applicable State
   • Maintain a specific Cisco certification level (select, premier, gold).
     • Premier is the most common requirement
   • Accept all payment methods without imposing any additional fees
   • Understand there is a minimum annual sales requirement
   • Conduct contract specific marketing efforts
   • Provide a compliant Certificate of Insurance
   • Agree to attend mandatory training sessions as needed
3. The third section focuses on resources in the applicable geographic regions that will support the contract. Examples:
   • How many company brick-and-mortar offices are in the specified region(s)? Resellers will be requested to provide the addresses
   • How many CCIEs, Pre-Sales, and Post-Sales engineers are in the specified region(s)? Resellers may be requested to provide names, locations and positions
   • How many Inside Sales and Outside Sales reps are in the specified region(s)? Resellers may be requested to provide names, locations and positions
4. The fourth section requires responses for the following:
   • How many OIP or TIP deals has your company qualified for in the State
   • A list of all public sector sales in the State from the past 12-month period (through RFPs or other contracts available)
   • A 12-month forecast for the State including deal name, total sales amount, customer name, and approximate close date
   • Any past non-compliance issues or terminations from any of Cisco’s SLED direct contracts
   • Any other Public Sector contracts your company holds in the State
   • Ability to process eRate orders and accept credit card payments
5. The last section verifies legal eligibility:
   • Is the reseller debarred, suspended, or proposed for debarment?
   • Has the reseller been convicted in the last three years of fraud, violation of antitrust statutes or embezzlement, theft, forgery, bribery etc…?
   • Is the reseller criminally or civilly charged with any of the above violations in 2. above.

What questions can I expect to see on a Business Plan?

• The business plan questions vary by contract and may focus on a specific need or gap in the State:
  Example questions:
  1. Annual targeted percentage mix of Public Sector business versus Private Sector business
  2. Identify existing and/or targeted specializations, and how/where your company intends to market or focus those in Public Sector (i.e. Unified Communications, Security, UCS, Wireless, etc.)
  3. Overall Go-to-Market Public Sector strategy in support of the Prime Contract
  4. Public Sector Marketing Demand Generation strategy in support of the Prime Contract
  5. Existing Public Sector customers and revenue within the State
  6. Company’s strategy for dealing with the executive branches and legislature
  7. Company’s organization chart for the applicable State

Can you confirm we are on the interest list?

• If you are unsure if you are on the interest list, please submit a new request on the interest list form to ensure you are on the list. It is highly recommended using an email mailer if possible to ensure multiple resources are notified when an Onboarding Session is open and available to apply to. 

What are the specific requirements that need to be met to apply?

• Requirements differ for each onboarding session and will be indicated in the invitation to apply notice and application.
  1. Active good-standing registration with the applicable Secretary of State
  2. Not on the debarment list
  3. Enrolled in the E-Verify Program
  4. Active good-standing Cisco reseller status
  5. Most contracts require an office in the State or within the bordering States
  6. Must not have any gray market issues with Cisco
  7. Must have good credit standing with Cisco

Is there a fast-tracked approach we can take to get onboarded?

• No, there is no fast-tracked onboarding available. Cisco is subject to Anti-Trust laws so we need to make sure that the Onboarding Process for all SLED direct contracts is fair and equitable, and based on objective criteria. This means that all interested partners will have the same opportunity to apply for any new slots that become available as outlined in the overview tab.

When is the next onboarding for a contract?

• Please navigate to the Status tab for an estimated onboarding timeframe.

How is the number of spots determined?

• The number of fulfillment partners/resellers authorized varies by contract and may be determined by the Contract Holder or by Cisco.

Why is there a limitation on the number of resellers on a contract?

• Neither Cisco nor the Contract Holder has the resources or capabilities to manage an unlimited number of partners on our contracts. Cisco works to ensure the contracts are competitive and that the partners that are on the contracts are performing well and adding value to the contract. If a need is identified, Cisco will work with the State to determine if more partners can be added.