Enabling partners to sell renewable monthly SaaS subscriptions while owning the end to end product lifecycle.
Selected Partners Enabled to Sell Restricted Products
The Authorized Technology Provider (ATP) Program is an invitation-only program. Before engaging with potential ATP partners, a Cisco sponsor or Partner Account Manager (PAM) must proceed to the ATP Instruction Page for nomination, approval, and partner invitation instructions.
A successful partner in the Cisco Software-as-a-Service (SaaS) Resale ATP Program must demonstrate a desire to sell the entire WebEx Product List and a desire to develop a larger SaaS practice and adjacent collaboration sales. The goal of the SaaS Resale ATP Program is to enable a selected group of Partners to sell WebEx Conferencing and EIM (Jabber) products as renewable monthly subscriptions while owning the end to end product lifecycle, including level 1 technical support and billing integration.
The SaaS Resale ATP program will enable your company to:
- Quickly build a channel to meet the demand for Cisco web conferencing and EIM products
- Offer opportunities for partners to increase their revenue base and profits through monthly renewable products
- Identify, qualify, train, enable, and promote a select set of existing and new Cisco channel partners to provide solution services
- Ensure high-quality deployment and customer satisfaction
Cost of Entry
Total Partner Cost of Entry
|2||Lab and Demonstration Cost||Up to $1,250 per month|
|Total:||$195 + monthly demo cost|
The SaaS Resale ATP Program has established four roles. Role sharing is not allowed. The individuals who fill the roles may be existing employees of the ATP Partner. Cisco does not require that the ATP Partner hire additional employees to fill these roles:
- Account Manager (AM)
- Systems Engineer (SE)
- Field Engineer (FE)
- Technical Support Specialist (TSS)
The personnel requirements identified in the following sections are minimum requirements to qualify for the SaaS Resale ATP program. ATP Partners should ensure that they have additional trained personnel as needed to support all customer engagements and their overall market opportunity. In addition to performing the indicated roles, these individuals are the first line of internal support.
Following is a summary of training format, cost, and duration specifically for each role, as well as additional general training requirements. All costs and duration are approximate and may vary by region.
|SaaS Resale ATP for Account Managers||E-learning|
|Cisco SaaS Conferencing and SaaS EIM Resale ATP - (650-302) PASCERAM||Exam|
Field Engineer (FE)
|SaaS Resale ATP for Field Engineers||E-learning|
|Cisco SaaS Conferencing and SaaS EIM Resale ATP - (650-304) (PASCERFE)||Exam|
Systems Engineer (SE)
|SaaS Resale ATP for System Engineers||E-learning|
|Cisco SaaS Conferencing and SaaS EIM Resale ATP - (650-303) PASCERSE||Exam|
Technical Support Specialist
|SaaS Resale ATP for Technical Support Specialists||E-learning|
|Cisco SaaS Conferencing and SaaS EIM Resale ATP - (650-305) PASCERTS||Exam|
No demo equipment is needed for this technology other than desktop, laptop, or other endpoint technology. However, the partner is required to purchase and maintain SaaS products as part of this ATP program. Cisco offers these products at a substantial discount through the NFR program described below. The NFR offer is designed to encourage partners in the ATP program to adopt the products for use internally, in addition to using them in the ongoing end customer demo, sale, and support of the products.
The minimum NFR purchase commitment under this program is 50 percent of the partner’s employee base or 250 licenses, whichever is less.
The “WebEx Everywhere” NFR program offer may be found at: http://www.cisco.com/web/partners/sell/promotions/webex_uc_promo.html
Post- SaaS Conferencing and EIM Resale ATP certification includes a one-time only 2 hour pre-sales orientation call with Cisco resources. This call is coordinated through the Cisco Partner Account Manager. The call will provide hi-level focus on:
- First order.
- High level guidance on L-1 support.
- First bill presentment.
Depending on the ATP Partner's level of sophistication with respect to subscription based service offers and variable consumption software models, there may be inherent gaps between training and execution for partners completing the SaaS Conferencing and EIM Resale ATP training courses and exams. Cisco highly recommends the purchase of an Advanced Services Support Package to expedite the final steps of partner enablement. The Advanced Services Support Package may include:
a. Advanced Services training and shadowing to accelerate and build the graduated partner's own SaaS practice through the post-ATP experience, including detailed:
- Sales readiness assessment.
- SaaS Conferencing and EIM value statement review and ordering procedures.
- Adoption and retention best practice.
- Support readiness assessment.
- Level 1 Support requirements and call hand-off criteria and WebEx Level 2 contact procedures.
- Billing readiness assessment.
- Review of billing alternatives, identification of resource locations and initial testing.
b. Those partners integrating their own audio offerings through their own conferencing bridge (Telephony Service Pack integrations) will likely require assistance from Cisco Advanced Services.
For information, please email
New partners can prospect leads and develop quotes for Cisco SaaS Conferencing and EIM Resale products and solutions during the qualification period, but cannot purchase these products and begin deployments until they have successfully met the defined requirements for this ATP.
Only approved SaaS Resale ATP partners have access to the full WebEx Pricelist.