A Cisco Learning Solutions Partner (CLSP) is the highest level partner authorized by Cisco to offer official technical, product, sales, and/or solutions training. CLSPs are closely aligned with Cisco Partner Development and Education (PDE), Learning@Cisco, and product teams, have access to Cisco intellectual property and are uniquely qualified to create, customize and deliver market-leading training using Cisco Certified Systems Instructors (CCSI).
For more information on how to apply to the Cisco Learning Partner program, please open a case at www.cisco.com/go/lphelp.
The Cisco Learning Solution Partner (CLSP) is the highest level that Cisco authorizes to offer official technical, product, sales, and solutions training. CLSPs work closely with Cisco Partner Development and Education, Learning@Cisco, and Cisco product teams. CLSPs have access to Cisco intellectual property and are especially qualified to create, customize, and deliver market-leading training using Cisco CCSI certified instructors.
Existing partners will submit an annual online application as part of the renewal process.
Partners must remain in compliance with all program requirements throughout the year. An annual midyear review and onsite audit will validate partner compliance.
The CLSP agreement defines the terms used in the program requirements. Cisco will periodically update the program requirements to reflect changes and enhancements, and will communicate changes to all partners.
CLSPs must:
Adhere to all program requirements, obligations, and restrictions, including staff, metrics, Cisco CCSI certified instructors, and number of course offerings
Maintain the Learning Partner Management System (LPMS) with a company profile, required staff, and Cisco CCSI certified instructor information
Teach Cisco authorized courses using only Cisco CCSI certified instructors and authorized materials
Submit all derivative work requests for Cisco approval
Properly report and pay royalties in accordance with program requirements
Adhere to marketing guidelines specific to CLSPs
Provide business development mentoring for Associate
Provide operational support (labs, instructor certification, LPMS, etc.) for Associate
Ensure that Associate are compliant with all program requirements, including staff, metrics, Cisco CCSI certified instructors, number of students taught (excluding internal employees of the Associate), number of course offerings, and marketing
Fulfill Associate and Cisco Learning Partner (CLP) course kit order requests
Each learning partner must deliver the number of distinct authorized Cisco courses (not classes) required for the partner level, as the table below outlines. Cisco Learning Solution Partner (CLSP) requirements are 20 distinct advanced authorized Cisco courses.
Only the following derivative works will count toward the required number of distinct advanced courses for Cisco Learning Partners (CLPs) and Cisco Learning Solution Partners (CLSP).
Partners can deliver any of the technical, technical sales, or specialization courses that have an available course kit. See the Cisco Learning Store for a complete list.
80 students taught within the 12-month program period, plus choice of two courses form:
Can only teach CCNA and CCDA
Additionally CCNA Concentrations are an option for delivery. Once CCNA has been achieved then partner is eligible to proceed with certifying for the CCNA Concentrations
120 students taught within the 12-month program period, plus choice of:
Option 1:
CCNA (ICND1 &ICND2)
Plus
two courses from any combination below:
- CCNA Concentrations (Security, Voice, Wireless)
- Professional Track
Option 2:
Four courses from any combination of standard courses
10 distinct advanced courses from any combination of curriculum tracks below:
Associate
Professional
Expert
Specialist Career Track Courses aligned to Specializations
as defined here
The following will determine proof of a Partners ability to deliver the required number of courses:
Dedicated certified instructor for a specified course for the program year: Partners must have a dedicated contract covering the program year with any instructors who are contractors.
Proven access to company-owned lab equipment or documented access to Cisco or remote lab learning partner equipment: Partners must establish and maintain ownership or access for the program year.
Demonstrated delivery of required number of distinct courses within 12 months of the program year, with passing Metrics that Matter (MTM) scores for both customer satisfaction and instructors.
Completed FY'09 Delivery Qualification Form listing qualified staff and equipment for each course selected to meet the curriculum requirement.
CLSPs must provide course evaluations, active Website and on-line registration. CLSPs can then select additional elective services from the following table to bring the total number of services to a minimum of 13. Partners may create any service under the terms of the agreement or as a result of a cooperative agreement with another partner or a third party. Any other partner or third party must meet the requirements that Cisco specifies, in its sole discretion, for delivering learning services.
Submit student evaluations of all training courses using the Metrics that Matter (MTM) evaluation system within 10 working days after the course completion.
Have a quarterly participation response rate for student evaluations in MTM of 50 percent or better.
Active Website (mandatory service). Customers must be able to view the full range of services that a partner offers through its Website. This site should:
Include up-to-date scheduling, information about how to achieve Cisco Career Certifications, and descriptions of all the training courses that the partner offers
Be interactive and well designed
Not consist of static HTML pages
Online registration (mandatory service). Customers must be able to register for a training offering via the partner's Website using Web-based forms or e-mail. Ideally, a learning management system will handle this registration.
Development and enhancement. Partners must:
Maintain a formal documented course development process based on instructional systems development models
Provide three examples of finished works completed in the last 12 months using this development process
Maintain records for the quality assurance process, including:
Alpha and beta design and technical reviews
Editing
Proofreading
Integration
Employ development staff with formal instructional design training and experience
Have at least one subject matter expert dedicated to writing and review for each course development project who has a relevant Cisco Career Certification, Cisco Qualified Specialist, or Cisco CCSI certified instructor designation
E-commerce capability. Customers must be able to pay on the Web for training, using any of the payment methods that the partner accepts. This system should have online transaction confirmation capability.
Specializations. Partners must offer training courses that cover the curriculum requirements to do either of the following:
Prepare an individual for certification as a Cisco Qualified Specialist
Prepare an organization in the Cisco Channel Partner Program to:
Earn qualifying specialization credits toward status as a Cisco Authorized Technology Provider, or a Gold, Silver, or Premier Certified Partner, including, but not limited to:
IP telephony
Content networking
Storage networking
Wireless LANs
Cable
Voice
Security
Network management
Participate in sales training ("specialization offerings")
These specialization courses may be Instructor Lead Training (ILT) or e-learning offerings. Two or more specialization offerings will fulfill this specialization elective. A partner can qualify by sponsoring Cisco CCSI certified instructors in training courses mapped to the specializations, and should nominate the qualifying Cisco CCSI certified instructors in the partner profiler in the Learning Partner Management System (LPMS).
Training needs analysis. Partners must demonstrate a proven, repeatable, documented process for analyzing customer training needs and have evidence of its use available to Cisco upon request.
Certification testing. Partners must obtain authorization from at least one of Cisco's approved testing vendors (currently Pearson VUE, and possibly other vendors in the future).
Pre- and post-class assessments. Partners must present a series of assessment questions to customers either before the class to determine the exact learning requirements or after the class to determine the customers' knowledge gained from the training.
Online mentoring. Partners must provide customers access to either of the following:
Subject matter experts on the technical content of the course
Instructors for pedagogical support before, during, or after the training course
This access should be via the Web, using a recognized instant messaging, e-mail, or learning management system support tool. It should also include a response time of 24 hours or less, or, ideally, a live chat feature.
Labs. Based on the need to assign lab exercises to students, partners may choose to provide either onsite physical lab equipment, remote lab equipment, or virtual or simulated tools. Remote labs must be at least equal to the functionality of onsite physical labs. Virtual or simulated tools must mirror the capabilities of physical lab equipment without actually accessing the real hardware or software.
Virtual or simulated classrooms. Partners delivering ILT offerings over the Internet use a simulated or virtual classroom environment for students to attend the sessions. Typically, Cisco CCSI certified instructors deliver the content, and a team of subject matter experts coach or support students during the delivery. With this method, the class size can exceed that of a typical physical classroom.
Blended e-learning. This method uses multiple delivery types combined into one offering. An example would be an ILT offering using:
Virtual classroom
Virtual labs
Printed version of training materials as a course guide
Access to a video-on-demand module of the class as a self-study aid
Personal curriculum tracking. Partners provide personalized curriculum maps to students. On the partner's Website, students can:
View their own personal training history
Track each of the offerings completed, in progress, or planned
E-learning consulting services. In addition to offering a range of courses and delivery types, partners should provide consultancy services such as:
The Worldwide Learning Partner Channels Derivative Works Program allows CLSPs and CLPs to modify the Cisco course content or other Cisco materials. Each learning partner must report the percentage of Cisco intellectual property included in the resulting product. Each derivative work is then subject to royalty payments to Cisco, as indicated on the CLSP Password Protected Resource Page.
Any new or existing learning partner that has developed courses (ILT, e-learning and labs) and other self-paced learning products (workbooks, CDs, DVDs, etc.) containing Cisco technology or Cisco intellectual property must have each product separately approved as a derivative work. Partners must then pay royalties on each derivative work as indicated on the CLSP Website.
Partners must obtain Cisco approval for all derivative works. In the request process, Cisco assigns an authorization code, previously called DW IDs, which the partner uses to post the course on the Global Learning Partner Locator and to report royalties. Following is the general derivative work approval process:
CLSP completes the Cisco derivative work request form and submits to the alias: dw_request@cisco.com for review.
When requesting content, module and lessons should be specified in detail on the request form.
Standard turnaround for a request with no identified issues will be 5 business days from the date of submission.
Cisco returns the approved derivative work request form with a authorization code to the CLSP. The derivative work is approved for a 12-month period starting from the approval date.
CLSP logs into the LPMS and submits course information using the approved Cisco authorization code. The derivative work now appears on the Global Learning Partner Locator. Note: Partners must have an approved Cisco authorization code to complete this required step.
CLSP reports the royalty information on a monthly basis in the royalty tool on the Learning Store. The assigned authorization code will be used for selection of the works for which sales are being reported.
Cisco and the CLSP or CLP must work together to complete these steps before the partner gives the final derivative work training. There is no limit to the number of derivative works per CLSP or CLP.
For specific derivative work request process details, go to the CLSP Password Protected Resource Page.
Derivative Work Requirements
Partner must adhere to the requirements of what can and cannot be done with Derivative Works. The list below is not inclusive and Cisco has the right to add additional eligible and/or ineligible items at any time.
Eligible
Ineligible
Create Bootcamp (CCIE, others) courses
Use a derivative work to self-print a standard course kit
Combine content from multiple standard courses
Modify or alter only standard labs that already exist in Cisco course content
Create a translation of a standard course
Alter only footnotes and annotations that already exist in Cisco course content
Create a tailored course to meet customer business needs
Use a standard Cisco course name in a derivative work
Develop a derivative work and have a CLP or Associate deliver this course
Market a derivative work as a Cisco standard course
Create or deliver a derivative work course without first obtaining Cisco approval
Develop a derivative work as a Associate
Use a Cisco acronym (for example, ICND, BSCI, CIT, etc.)
Use any Cisco logo
CCIE learning products (CDs, DVDs, workbooks, etc.) similar in content to the Cisco 360 CCIE Learning Program for CCIE program products
Derivative Works Monitoring
Cisco will track approved derivative work to evaluate and measure the benefits of customized training that customers receive through learning partners, and to facilitate the auditing process.
Cisco will place learning partners who abuse the derivative work process (for example, by submitting a smaller percentage of Cisco content to avoid paying required royalties) on probation, per the probation terms in the CLSP and CLP agreements. Failure to meet the conditions in the written probation notification will result in disciplinary action up to and including termination from the program.
All partner required personnel must be full-time staff or individuals partner has contracted exclusively with to act as contractors on behalf of the partner. All required personnel must reside in the theater where the partner's executed agreement is valid. Cisco requires proof of contract for the program year for all full-time contractors.
All personnel required to meet program requirements listed in the table below must be entered in Partner Self Service under the Learning Partner and entered in the Learning Partner Management System (LPMS). This includes all certified staff and certified instructors (CCSI). This includes all certified staff and certified instructors (CCSI). CLSPs must work with their Associates to ensure that the LPMS is current with Associate personnel.
Partners must fill the following required staffing roles with dedicated full-time staff and contractors. The table lists staff required for Cisco Learning Partner Associate (Associate), Cisco Learning Partners (CLPs), and Cisco Learning Solution Partners (CLSPs).
Capability Requirements Staffing Skills, Training
(All Certifications Must Be Current)
Learning Partner Designation
Associate
Category B (more...)
Associate
Category A
CLP
CLSP
Staffing: One person can fill two roles, but not in the same job category
Cisco CCSI certified instructor (employee or dedicated contractor)
1
2
4
7
CCIE
-
-
1
2
CCNP, CCVP, or CCSP
-
1
1
2
CCNA
1
1
1
1
CCDP
-
-
1
1
CCDA
-
-
1
1
Customer Service Representative
-
-
2
2
Instructor Certification Program (ICP) Proctor
-
-
-
1
Cisco Sales Expert Certification
1
1
1
1
Total staff required by level
3(2)
5(3)
12(6)
18(9)
Note that Cisco does allow role sharing. With role sharing, one person can fill no more than two roles, and not in the same job category. For example, one person can fill the CCNA and Cisco CCSI certified instructor role, but one person cannot fill two Cisco CCSI certified instructor roles. Certification(s) for all required personnel must be valid and current. Cisco will verify all staff certifications.
The last row of the table shows the total number of staff required for each level. The minimum number of staff needed with role sharing is the number in parentheses. For example, a CLSP requires 18 roles to be filled. With role sharing, the partner would need a minimum of nine people to meet staffing requirements.
Some career certifications override others so that individuals can meet the job category requirement. The following hierarchy details which designations may replace others:
This Certification Qualification
Can Be Superseded By
CCIE
Any CCIE (unless a specific CCIE is required, that is, CCIE Voice, as in the case of some Cisco specializations)
Learning partners must deliver all authorized Cisco courses using a Cisco CCSI qualified instructor certified to teach the specific course. Each Cisco CCSI certified instructor must sign the CCSI Agreement outlining all instructor dependencies and obligations.The Cisco Instructor Connection site has information about the Cisco CCSI certified instructor program.
Partner must maintain the course certifications of all partner instructors in the Learning Partner Management System (LPMS). CCSI course certifications must be listed in LPMS prior to the CCSI teaching any authorized Cisco courses.
Instructor must identify one learning partner as their Associated Sponsor to maintain CCSI status. Instructors not associated with an authorized learning partner are not considered a Cisco Certified Systems Instructor and can not be used to teach authorized Cisco courses.
A CCSI and Learning Partner may only use and reference CCSI credentials for authorized Training Courses offered through an authorized Learning Partner. Any use of CCSI credentials outside of this authorized use may establish grounds to revoke CCSI status.
If partner contracts another CCSI to teach an authorized Cisco course it is the responsibility of the partner to verify the CCSI is an active CCSI associated with an authorized Cisco learning partner and is certified to teach the course. Audits will validate all Cisco courses were taught using CCSIs certified to teach each course.
Each Cisco CCSI certified instructor must sign the Certified Cisco Systems Instructor agreement outlining all instructor dependencies and obligations prior to teaching any authorized Cisco courses. CCSI candidates are presented with the click-to-accept CCSI Agreement after successfully completing the Instructor Certification Program.
In order to maintain active CCSI status the certified instructor must teach a minimum of one class in a 12 month period.
A CLSP can certify other instructors by designating a senior instructor as an Instructor Certification Program (ICP) Proctor. Additional information about the ICP program can be found on the Cisco Instructor Connection site.
All standard Cisco and derivative work courses require student evaluations. Partners record instructor ratings and customer satisfaction (which includes feedback on the course and training facility) from student evaluations in Metrics that Matter (MTM).
All partners must have an MTM account and must direct students to fill out evaluations at the completion of each Cisco course including derivatives.
The following table lists the average minimum ratings that each partner must achieve for "Instructor" and "Overall customer satisfaction." The minimum ratings differ for each region, and include listings for Cisco Learning Solution Partners (CLSPs), Cisco Learning Partners (CLPs), and Cisco Learning Partner Associate (Associate).
Partners must maintain a participation response rate for student evaluations in MTM of 50 percent or better for both Cisco authorized and derivative courses. Participation response rate may be reviewed by Cisco at program mid-year, program year-end, at time of audit or at Cisco's discretion.
Participation response rate is measured by the number of kits purchased and royalties paid for derived courses divided by the number of student evaluations in Metrics that Matter.
Minimum Average Evaluation Score by Partner Level and Theater
CLSP
CLP
Associate
Instructor Rating
4.33
4.33
4.33
Overall customer satisfaction (aligned to overall theater requirement)
Each course contains a Product Information Checklist (PIC) of required equipment and software. The PIC is found on the Cisco Instructor Connection site. Learning partners must review the PIC for each course offered and have available either in-class lab equipment, or remote lab equipment from Cisco or another learning partner. Partners must prove with documentation that they have established and maintained lab equipment for the 12-month program.
Cisco offers a substantial discount to Learning Partners on classroom lab and remote lab equipment through the Not for Resale Equipment Program.
Remote Lab Program
CLSPs that want to provide the use of Cisco remote lab equipment, for a fee, to others in the learning partner community must participate in the Cisco Remote Lab Program. CLSPs can review the Cisco Remote Lab Program addendum located under Resources on the Cisco Learning Solutions Partner web page.
CLSPs that qualify for the Cisco Remote Lab Program can obtain a substantial discount on equipment.
Cisco Certified Refurbished Equipment (CCRE) Program
In addition to ordering new equipment, learning partners may purchase Cisco Certified Refurbished Equipment. The Cisco Certified Refurbished Equipment program provides all learning partners with an additional source for Cisco certified equipment. CCRE equipment is certified by Cisco to be like new. Using CCRE can be an effective way to increase lab capacity with acceptable cost points. All equipment ordered under the CCRE program is subject to Cisco approval. Contact your Cisco Learning Partner Theater Development Manager for more information.
The Cisco Learning Partner (CLP) is the middle level authorized to offer official technical, product, and solutions training using Cisco certified instructors. A CLP has made a greater commitment than an Associate, including an increased investment in certified staff, equipment, and marketing. This investment helps a CLP to deliver a broader range of Cisco training. A CLP agreement between the partner company and Cisco is valid for 12 months. A CLP must align with a Cisco Learning Solution Partner (CLSP) for some program support.
A CLSP must assist a CLP with the following:
Course kit ordering
Submitting derivative works created by the CLP to Cisco for approval
An Associate is the first level in the learning partner program. Associates team up with a CLSP, the highest level, to offer Cisco training. The Associate agreement is directly with a CLSP and not with Cisco. This agreement allows an Associate to deliver Cisco training using Cisco certified instructors.
A CLSP may choose to recruit and sponsor a training company to increase the partner's geographical coverage, customer base, or available resources. See the Associate Management section of the CLSP Website for information about sponsoring an organization.
If a CLSP elects to sponsor one or more companies, the CLSP must provide business development and operation support to help ensure the Associate's success. Managing an Associate includes, but is not limited to, the following:
Offering business development mentoring for the Associate
Providing operational support (assisting with equipment needs and instructor certification, maintaining the Learning Partner Management System, etc.)
Ensuring that Associate is compliant with to all program requirements, including staff, metrics, Cisco CCSI certified instructors, number of students and course offerings, and marketing
Partners must have a physical location designated by the Customer and agreed to by Cisco where the services are to be performed. Partners must have a physical, non-residential office where customer facing meetings will be conducted, which is where they handle the day to day operations of their business. A physical, non-residential location must be recorded in the Cisco Learning Partner Management System (LPMS) as the partner's primary place of business.
All CLSPs, CLPs, and Associates must have a Metrics that Matter (MTM) account and must direct students to fill out evaluations at the completion of each Cisco standard and derivative work course. At the end of the evaluations is a downloadable and printable course certificate for the students.
Cisco has no requirements for course cancellation rates. However, partners must post only those classes that they fully intend to run and have the capability to deliver. Cisco will monitor the Global Learning Partner Locator for abuse.
Cisco will conduct no more than two audits during any 12-month period, and these audits will not unreasonably interfere with a partner's business activities. However, if Cisco reasonably believes that a partner has underpaid money owed to Cisco, any resulting audit will not count toward the two-audit limit in any 12-month period.
Partners must maintain complete and accurate books and records of each training course given to any third party. These records must confirm the partner's compliance with the payment and reporting obligations. Upon 10 business days' prior written notice and during the partner's regular business hours, a partner must allow Cisco or an independent representative to audit and examine the partner's books, records, and inventories of Cisco content to verify compliance with obligations under the CLSP, CLP, or Associate program requirements.
Audit Scheduling
A representative from a Cisco third-party audit agency will schedule the onsite or virtual audit and may request additional documentation or information before or during the audit. Typically, the onsite audit will take place within 21 days of validation that the partner has met all prequalification requirements.
Role of the Auditor
Cisco uses an independent third-party audit agency to conduct audits. The auditor manages the onsite audit process. The auditor may review supplied documentation before the audit and then:
Verifies whether the partner complies with all learning partner program requirements
Compiles the audit report describing the extent of compliance with each requirement
Submits the report and supporting documents to the learning partner program manager
The manager then determines whether the partner meets the program requirements.
All information or documentation provided to the auditor falls under the nondisclosure agreement signed by Cisco's third-party auditors. Cisco and third-party auditors treat all information with the utmost confidentiality.
Audit Duration and Itinerary
Partners should plan on one day (6 to 8 hours) for a CLP audit and two days (6 to 8 hours a day) for a CLSP audit.
Audit Closure and Follow-Up
At the audit closing session, the auditor presents a brief synopsis of the partner's opportunities for improvement and, in particular, highlights any open action items. For open action items, the partner provides written evidence of closure to the auditor within five business days after audit completion.
If a partner cannot close out open action items within five business days, the partner must provide a corrective action plan to the learning partner program manager. The partner must fully implement the action plan within an agreed time period, which is no longer than the stated get-well period. At the end of the agreed time period, the auditor, Theater Manager (TM), or Learning Partner Channel Program Manager may have to visit the partner to verify closure of an action item.
Partners may choose to actively participate in the 2-Tier Learning Product Distribution elective. For further information, log into the CLSP site and select the 2-Tier Learning Product document.
CCIE and Cisco CCSI Certified Instructor Protection Policy
All learning partners must adhere to the following protection policy regarding losing or hiring a CCIE or Cisco CCSI certified instructor from another learning partner, Cisco (Gold, Silver, or Premier) Certified Partner, or Cisco Specialized Partner.
Losing Partner
If losing a CCIE or Cisco CCSI certified instructor takes a learning partner below the number required, the partner must notify Cisco of its noncompliance within 30 days. After Cisco receives such notice, the partner may qualify for a six-month extension to replace the CCIE or Cisco CCSI certified instructor and remain in the learning partner program. A partner who voluntarily terminates the employment of a CCIE or Cisco CCSI certified instructor may not qualify for the time extension. During the extension period, as long as the partner meets all other requirements, it will retain its learning partner status.
If a partner does not notify Cisco of its noncompliance within 30 days and Cisco identifies the deficiency, Cisco may give the partner an extension of 60 days to replace the CCIE or Cisco CCSI certified instructor and stay in the learning partner program. This extension period will begin when Cisco notifies the partner of its noncompliance.
Gaining Partner
If a learning partner hires a CCIE or Cisco CCSI certified instructor away from another learning partner, Cisco (Gold, Silver, or Premier) Certified Partner, or Cisco Specialized Partner, Cisco will not count that individual toward the learning partner's requirements for 12 months from the date of hire. However, if another learning partner terminated the CCIE or Cisco CCSI certified instructor, this rule does not apply, and the terminating partner must submit documentation.
All Learning Partners must adhere to the following CCSI/CCIE protection policy regarding loss of a CCIE/CCSI and hiring a CCIE/CCSI from another Cisco Learning Partner.
