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Global Commerce - Questions & Answers
| When applying for a Partner level Certification or Specialization within the Channel Partner Program, individual career certifications of the employees at the partner organization are an important component. View the Q&A. Why are Cisco Gold Partners required to have multiple Specializations? How will partners be able to focus and add value if they need several Specializations? Why are Specializations a requirement of the Cisco Channel Partner Program? What are the current Specializations and their point values? Where can I learn more about the recently launched SMB Specialization? What are the benefits of Specialization?
Are distributors eligible to become Specialized? Are distributors eligible to participate in the other aspects of the Cisco Channel Partner Program? What are the benefits to the distributors for becoming Specialized?
Where can I find more information about Cisco Partner Specializations? Specialization Renewal PolicyDo Cisco Specializations have expiration dates? What is the renewal policy for Specializations?
What happens if a Specialization partner does not comply? What happens if a Certified employee leaves a Certified partner who has helped that partner meet the requirements? How do partners know when their Specialization is up for renewal? How will partners know when a new Specialization is available? What new Specializations are on the road map? ATP Program
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Revised March 1, 2007Question Sections
Q: Is Cisco Systems® continuing to offer a single channel program for partners that deliver Cisco® products through resale, managed service, and outsourcing offerings?
A: The current specialization, certification, and incentive programs are targeted to partners that are reselling Cisco products. In the second half of calendar year 2006, Cisco will be introducing separate programs to recognize and reward partners offering managed services and outsourcing solutions based upon Cisco technology. Since these programs are based upon the type of offering, a partner may choose to participate in more than one program (e.g., Resale and Managed Service).
Return to Top Q: How does the program help partners differentiate themselves?
A: Cisco has enhanced the value of its industry-leading certifications and specializations, and will be introducing a new Master brand for the most highly qualified providers of Unified Communications and security solutions. Partners have the opportunity to differentiate themselves in the marketplace as providers of broad, integrated network solutions (certification) and/or qualified in-depth technology practice (specialization). Further, the Cisco Solution Incentive Program (SIP) continues to reward partners for their unique vertical solutions and applications value.
Return to Top Q: What are the fundamental changes to the enhanced Cisco Channel Partner Program?
A: First, certifications now recognize partners that provide integrated networking solutions across multiple technologies. Customer research has shown that this is the fundamental requirement they have of networking partners over the next several years. By aligning with the Cisco Intelligent Information Network (IIN) vision, Cisco Certified Partners can better serve their customers.
Return to Top Second, integration of Cisco Lifecycle Services training helps partners increase services opportunities and deployment success, while bringing together the product and service elements of Cisco's program. Finally, three levels of specializations have been established to directly reflect a partner's depth of sales, technical, and services expertise in a particular technology – Express, Advanced, and Master. The new Master Specialization brand recognizes and rewards partners with practice depth and capabilities in a given technology. Q: Why did Cisco enhance its award-winning Channel Partner Program?
A: To meet customer and partner demands, the industry-leading Cisco Channel Partner Program has evolved to help maximize partner growth, differentiation, and profitability. The enhanced program helps partners to develop new customer-driven capabilities, such as technology breadth, technology depth, and a Cisco Lifecycle Services approach. The program recognizes partners that provide broad integrated networking solutions, highly specialized solutions, or both – and will reward partners for doing so.
Return to Top Q: Is the enhanced Channel Partner Program point-based?
A: The enhanced program is not point-based. However, in order to facilitate a smooth transition over the next 12 months, partners will receive points for achieving a new specialization. Effective March 1, 2007, the revised certification program rules went into effect.
Return to Top Q: Have the enhanced Channel Partner Program requirements increased?
A: Cisco continues to evolve its award-winning Channel Partner Program to align with changing market and customer requirements. Cisco has enhanced specialization training and redefined certification requirements to help partners meet these needs and to reward those that do. Partners will need to invest in evolving their skills to meet changing market needs, especially during the transition period.
Return to Top Q: What are Cisco's plans and strategy for selective distribution?
A: The selective distribution policy varies by geographic region. Some regions are limiting the availability of certain products to partners that have invested in training, and have demonstrated competence in that technology (i.e., have achieved a Cisco Authorized Technology Provider [ATP] designation or a specialization). This is typically done in technology areas where there is a level of expertise necessary to successfully sell, implement, and support the technology, such as Unified Communications. Cisco plans to implement selective distribution of certain products, and provide systems to support them more consistently on a global basis. Each geographic region is evaluating the strategy and timing for accomplishing this.
Return to Top Q: Are partners still recognized as a Certified or Specialized Partner until they meet the new program requirements?
A: Yes. Partners that remain in compliance with the current specialization and certification requirements will retain these qualifications until they expire. Partners need to attain new specializations as their retired specializations expire. Specialization renewal dates between March 14, 2006, and September 29, 2006, were automatically extended to September 30, 2006, to allow partners sufficient time to achieve new specializations. For certification, partners are required to meet the new requirements upon their certification anniversary, which falls on or after March 1, 2007. This allows partners at least one year from the program announcement to make the transition.
Return to Top Q: When will the enhanced Channel Partner Program requirements take effect?
A: Cisco realizes that partners will need time to prepare for and align with the new program, and is providing a generous transition period of up to two years, depending upon the partner's certification anniversary date. This provides time to consider the different options and opportunities, as well as complete training and other requirements. Below are important transition dates:
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Please see the enhanced Channel Partner Program transition guidelines for more details. Q: What is the status of the existing specializations?
A: The Business Ready Teleworker and Converged Business Specializations were retired December 20, 2005. The IP Communications, IP Communications Express, Routing and Switching, VPN/Security, and Wireless LAN Specializations were retired March 14, 2006. All other current specializations continue to be offered, although they do not help a partner qualify for certification. To review the requirements for current specializations, visit the Specialized Partner Website.
Return to Top Q: What should partners do if they are in the process of renewing one of these specializations when the retirement is announced?
A: The standard notice for specialization retirement is 90 days prior to the deadline for application submission. For specializations retired on March 14, 2006, applications were accepted through June 14, 2006.
Return to Top Q: When is the Advanced Specialization discount offered to qualified partners?
A: The Advanced Specialization discount began on October 2006 to qualified partners.
Return to Top Q: What is the Cisco Lifecycle Services approach?
A: The Cisco Lifecycle Services approach helps customers define the minimum set of activities needed by technology and by network complexity to successfully deploy and operate Cisco technologies and optimize their performance throughout the lifecycle of their network. This approach can help customers achieve a high-performance network, integrate advanced technologies, lower operational costs, reduce deployment risks, and maintain network health through day-to-day operations.
Return to Top Q: Why is Cisco Lifecycle Services important for partners?
A: The Cisco Lifecycle Services approach and its supporting methodologies and training provide partners with opportunities to increase their profitability by helping them to improve their skills, enhance their portfolio, and expand their service practice. The Cisco Lifecycle Services approach to services offers partners a set of repeatable, proven processes, service offerings, and associated collateral that provide the “how-to” information for selling, delivering, and supporting Cisco solutions across the lifecycle of the network. It is a complete and consistent set of information that helps partners succeed with Cisco advanced technologies.
Return to Top Q: Why are Lifecycle Services important to Cisco?
A: Lifecycle Services help Cisco accelerate customer success with Cisco technology by giving customers access to capable, profitable partners. Customer success leads to increased demand for Cisco technologies, greater profitability for Cisco and its partners, and a scalable approach to service delivery.
Return to Top Q: How do Cisco Lifecycle Services change the go-to-market strategy with partners?
A: The Cisco Lifecycle Services go-to-market strategy defines how Cisco and its partners make service offerings available to customers throughout the entire technology or network lifecycle. This strategy gives customers choices. It also gives Cisco and its partners flexibility in working together.
Return to Top Through the Cisco Lifecycle Services framework, Cisco and its partners can work in a collaborative manner to identify joint go-to-market opportunities, and build partner capabilities to sell, deliver, and support Cisco advanced technology solutions. Over the course of 2006, the Cisco Lifecycle Services approach will be integrated into all aspects of the interaction between partners and Cisco, including joint account planning, partner business planning, certifications, and many partner enablement activities. Q: Why did Cisco integrate Lifecycle Services into the enhanced Channel Partner Program?
A: The Cisco Lifecycle Services approach has been integrated to help partners define the activities needed to successfully deploy and operate Cisco solutions, to optimize technology performance, and to reduce deployment risk throughout the lifecycle of the network. The Cisco Lifecycle Services framework offers repeatable, proven processes for selling, delivering, and supporting Cisco solutions. Partners can use this approach to strengthen customer relationships and enhance profitability through implementing proven, repeatable processes that Cisco has identified as specific to its advanced technologies. By sharing leading practices, partners can gain opportunities in selling and delivering service to enhance and expand their service practice.
Return to Top Q: Are there tools to assist in the integration of Cisco Lifecycle Services into the enhanced Channel Partner Program?
A: There are a number of tools and training programs to support the integration of Cisco Lifecycle Services into the Channel Partner Program:
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Q: How do Cisco Lifecycle Services integrate with a partner's existing services practice?
A: The Cisco Lifecycle Services framework is being introduced to enhance and complement partners' existing services practices. Cisco is encouraging partners to follow this approach. Working together to integrate the Cisco Lifecycle Services approach can improve productivity with repeatable, proven processes for selling, delivering, and enhancing a partner's services portfolio. This will provide more opportunities to strengthen customer relationships and improve profitability.
Return to Top Q: What is the difference between the Cisco Lifecycle Services Express and Advanced Cisco Lifecycle Services courses?
A: Cisco Lifecycle Services Express is the high-level “what”, and focuses on identifying the main service elements of the lifecycle of a network implementation.
Return to Top Advanced Cisco Lifecycle Services is the “how”, and focuses on the proven, repeatable processes these service elements require in order to optimize technology performance, and reduce deployment risk in a network implementation. Q: How long are the new Cisco Lifecycle Services e-learning courses?
A: The Cisco Lifecycle Services Express course is approximately five hours in length, and the Advanced Cisco Lifecycle Services courses are approximately five and one half to six hours in length.
Return to Top Q: With the move toward convergence, why test the Account Manager on just one technology, and require a certain individuals to be in a specific role?
A: Ideally, every partner Account Manager should take training for each technology, but we only require one Account Manager to pass the exam for specialization. The goal of this policy is to ensure that Specialized Partners have sufficiently trained individuals in each type of role.
Return to Top Q: How have the individual certification requirements and role sharing rules changed?
A: All roles in base specializations must now be satisfied by unique individuals. The certification requirements are driven by specialization role requirements, except for the CCIE® requirements, which remain the same. For flexibility, some sharing is allowed for the Express Foundation Specialization. Individuals used to satisfy roles in Express Foundation can also fill a single role in one other base specialization. The current 2x2 role sharing rules will continue to apply for optional specializations. Overall, Cisco has slightly reduced the number of individuals required for Silver and Gold Certification.
Return to Top Q: Why has Cisco moved to role dedication in the specialization roles?
A: Role dedication strengthens the sales/technical skills and services capabilities of Cisco partners within specific technology areas of expertise. It also helps spread the knowledge base among a larger group of individuals, which may minimize the risk related to turnover of trained employees. Individuals will have a deeper level of expertise to address customer demands for supporting the advanced technologies. The dedicated specialization roles may result in more people having to take the required training and may lead to improving the partner's customer satisfaction.
Return to Top Q: Why has Cisco changed the names of IP Communications Specializations from IP Communications Express and IP Communications to Express Unified Communications and Advanced Unified Communications?
A: Customers have repeatedly stated that product names should describe what the product does. In a large portfolio of products such as Cisco's family, names should show logical groupings of products. Unified Communications refers to the entire product family and serves as part of each product name . The goal is to achieve greater distinction and market leadership for Cisco IP Communications offerings, as well as create a framework for consistently naming all Cisco IP Communications products and solutions. The goal of the new specialization naming is to align with this naming change.
Return to Top Q: Why is lab equipment required for only the Express Unified Communications and Advanced Unified Communications Specializations?
A: Unified Communications technology is quite complex in its implementation. Lab requirements for demonstration, training, and support are to ensure the highest quality design and implementation.
Return to Top Q: What happens with the specializations not required for the enhanced Channel Partner Program?
A: Cisco continues to offer optional specializations in addition to the base specializations required for the new certifications. These specializations continue to provide training and recognition in these technology areas. In addition, Cisco may offer other benefits such as incentive programs, selective distribution, and promotions associated with some of these specialized technologies. Over time, as they become more mainstream, some of these specializations may be included in the certification framework.
Return to Top Q: Why did Cisco develop the new Master Specialization?
A: The new Master Specialization recognizes partners with a highly qualified practice in a given technology . It is available to qualified Advanced Specialized partners (in that technology) as an opportunity for further differentiation and branding. Master Specialization requires even greater sales, technical, and service capabilities and will include additional economic incentives.
Return to Top Q: How will Master Specialization differ from Advanced Specialization?
A: The Master Specialization is a new level to recognize partners with highly qualified practices within a given technology. It is available to qualified Advanced Specialized partners as an opportunity for further differentiation and branding. For example, for the Master Unified Communications partners, the Advanced Unified Communications Specialization will be a prerequisite. Partners must distinguish themselves in sales, technical, and services capabilities that are necessary for the most highly complex, services-led sales. Partners will have to prove that they have the individual skill sets and the advanced operations services capabilities.
Return to Top Q: Are all training courses and exams available in all countries and languages?
A: Courses and exams are typically available in English only. However, some geographic regions make courses and exams available in local languages. Partners should check the Learning Locator on Cisco.com for exam language options and course availability in their region.
Return to Top Q: How are specialization training courses available to partners?
A: Specialization course availability is outlined in the Partner Education Connection (PEC). Many courses are available as e-learning, while others are available as instructor-led training. Although there may be some exceptions, courses targeted at Account Managers and all courses focused on Cisco Lifecycle Services are e-learning courses. Courses for engineers are generally available as classroom training. Most engineer courses include hands-on lab exercises.
Return to Top Q: How are Cisco Lifecycle Services integrated into specializations?
A: Incorporating Cisco Lifecycle Services training within each specialization helps partners define the activities they need to successfully deploy and operate Cisco solutions, and to reduce their deployment risk. As a result, Cisco requires all individuals in each specialization role to pass a Cisco Lifecycle Services exam.
Return to Top Q: Does Cisco offer “gap” training or exams to enable partners to convert current specializations to the new specializations?
A: There are no gap training courses or exams. When partners' credentials are up for renewal, partners can simply take the new exam. Courses are optional but highly recommended. The new courses contain valuable sales and technical information about Cisco's latest products and solutions and do not lend themselves to segmenting for gap learning.
Return to Top Q: Will a partner that already has a specialization in a given technology have to achieve the new Cisco Qualified Specialist status for a given role?
A: With the introduction of the new specializations, many of the Cisco Qualified Specialist requirements have changed. Individuals must achieve the new role requirements before they earn a respective specialization.
Return to Top Q: What was the last date a partner may submit an application for specializations retired on March 14, 2006?
A: The last date a partner may submit an application for specializations retired on March 14, 2006 was June 14, 2006.
Return to Top Q: When can partners apply for the new specialization programs?
A: Partners can apply for the new specialization programs after March 14, 2006. Cisco has been accepting applications for Express Foundation since December 20, 2005.
Return to Top Q: Do Cisco Specializations have expiration dates?
A: Yes. A Specialization is valid for one year. Partners must renew their Cisco Specializations, annually, within 90 days of the anniversary date that the Specialization was issued.
Return to Top Q: What is the renewal policy for Specializations?
A: Specialization renewal consists of two elements:
Return to Top a. Partner must apply annually for the Specialization renewal through the Channel Partner Certification and Specialization Application. b. Individuals must meet current requirements for each Specialization job role. Current requirements will include each of the following:
Q: How can partners verify their specialization renewal date?
A: Cisco provides an automated e-mail notification 90 days prior to a partner's specialization renewal date.
Return to Top Partners can track their specialization renewal dates in Cisco Partner View. Individuals can track their renewal dates in Partner Self Service (PSS). Channel Account Managers can track the renewal dates for their assigned partners through the Channels Territory Tool. Q: What happens if a Specialization partner does not comply?
A: Partners who fail to comply with any of these requirements by their Specialization renewal date will be deemed ineligible to claim that Specialization and will lose any points associated with that Specialization. The partner's Certification level may be adjusted accordingly, as well as removal of any references on the Cisco Partner Locator for the partner related to that Specialization. When ineligible, the partner must reapply for a Specialization or any Certification changes that resulted from the loss of the previous Specialization or Certification status.
Return to Top A partner who notifies Cisco of noncompliance with the Specialization requirements may be eligible for a "get-well" period. Get-well periods will not be granted for retired Specializations or Specializations within 90 days of the renewal deadline. Partners must notify the Cisco Specialization team of noncompliance by opening a case at Partner Help. Notification does not guarantee a get-well period. Noncompliance cases are reviewed and an acknowledgement is sent to the partner confirming or denying a get-well period and including any deadlines or additional requirements. If at the end of a get-well period the partner still lacks the necessary Specialization points to retain current Certification, the partner is moved to the next appropriate Certification level (or potentially decertified). Q: What happens if a Certified employee leaves a Certified partner who has helped that partner meet the requirements?
A: If the loss of a Certified individual who is performing in one of the required Specialization roles takes a partner below the number required for a Specialization, the partner must notify Cisco of non-compliance with Specialization requirements within 30 days of the event. The partner may be given a get-well period from the time of notification to replace the missing individual in order to avoid losing the Specialization (and, potentially, the current Certification level). Get-well periods are not available for retired Specializations or for partners within 90 days of their Specialization renewal.
Return to Top If a partner hires a CCIE away from another Cisco certified or specialized partner, Cisco will not count this individual toward certification or specialization for the hiring partner for a period of 12 months from the date of hire. This rule does not apply if a Cisco certified or specialized partner terminated the CCIE. In this case, Cisco will require documentation from the partner that terminated the CCIE. Q: How will Cisco Learning Partners be used? How will content be made available to them?
A: Cisco Learning Partners have been engaged to deliver instructor-led specialization courses. Check the Learning Locator on Cisco.com for course availability in your area.
Return to Top Q: Will the new CCIE requirements for Routing and Switching Specializations and Silver and Gold Certifications need to be a particular type of CCIE certification?
A: No. Any type of CCIE certification will satisfy the requirement for the Routing and Switching Specializations and the Silver and Gold Certifications.
Return to Top Q: Can a CCIE certification also satisfy a specialization role?
A: Yes. A CCIE certification can be used to satisfy the technical prerequisite for any role within the specialization.
Return to Top Q: Can a partner have multiple specializations in a single technology?
A: A partner can only hold one specialization in a given technology. If a partner achieves a second specialization for the same technology, the older specialization will be invalidated.
Return to Top Q: Where can a partner find more specific specialization information?
A: More information on the partner specializations may be found on the Specialized Partner Website.
Return to Top Q: Why did Cisco create the Master Specialization?
A: Cisco created the Master Specialization to recognize and reward partners that have made the most significant investments in their Cisco Unified Communications or Security practice as evidenced by leading sales, technical, and services capabilities for more sophisticated, value-added Cisco solutions.
Return to Top Q: How many Master Specializations were announced, and what technologies do they cover?
A: Cisco announced two Master Specializations: the Master Unified Communications Specialization and Master Security Specialization.
Return to Top Q: What is the difference between a Gold Certified Partner and a Master Specialization Partner?
A: A Master Specialization builds on the Advanced Specialization creating a higher level of expertise in a particular technology offering a highly specialized solution. Achieving Gold Certified Partner status indicates a partner's capabilities across multiple technologies.
Return to Top Q: Does a Partner have to be a Silver or Gold Certified Partner to achieve a Master Specialization in Unified Communications or Security?
A: No. Cisco Premier, Silver, or Gold Certified Partners can achieve Master Specialization status by demonstrating their depth of skills in these technology areas.
Return to Top Q: How long is the Master Specialization valid?
A: All Specialization designations are valid for 12 months from their effective date. Once achieved, the new Master Specialization will be added to your list of qualifications.
Return to Top Q: How do Partners apply?
A: Partners can apply at the Certifications and Specialization Application (CSApp) Website.
Return to Top Q: Will participation in the Master Specialization affect participation in any other specialization programs?
A: No.
Return to Top Q: Are there exams or training associated with attaining the Master Specialization?
A: No.
Return to Top Q: What are the specific requirements for the Master Unified Communications and Master Security Specializations?
A: For both the Master Unified Communications and Master Security Specializations, partners must demonstrate capabilities and customer success in three areas: selling capability, technology capability, and services capabilities and methodology.
Return to Top Specific criteria can be found at the CSApp Website. Q: How will compliance with Master Specialization requirements be verified?
A: Master Specialization compliance will be verified through a combination of remote validation and a live onsite audit. Please go to the CSApp Website for more information.
Return to Top Q: How does the Partner benefit from achieving the Master Specialization?
A: Partners that achieve the Master Specialization will enjoy the following benefits:
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Q: Can Partners attain both the Master Unified Communications and the Master Security Specializations?
A: Yes.
Return to Top Q: When were the VIP9 rebate values announced?
A: February 1, 2007
Return to Top Q: If a partner applies for more than one Master Specialization must they repeat every requirement of each badge?
A: There are certain requirements that must be met separately for each Master Specialization, and there are some that can be applied to more than one Master Specialization. Please see the multiple Master Specialization policy document at http://www.cisco.com/web/partners/downloads/partner/WWChannels/technology/security/multi_policy.pdf
Return to Top Q: When will the VIP rebate values be announced?
A: VIP 8 program was Announced on August 8, 2006 for the period July 31, 2006-January 26, 2007.
Return to Top Q: When do Partners need to attain Master Specialization status in order to receive the highest VIP tiered rebate?
A: Starting with VIP 8, Master Specialization 1% rebate applies to all SKUs in VIP Unified Communications and Security. Partner must achieve Masters prior to end of VIP period to qualify (January 26 ,2007).
Return to Top Q: Can a partner designate a contracted employee as their CCIE?
A: Yes, a partner may designate a contracted employee to fulfill the CCIE requirement. The contracted individual must have an exclusive, full-time contract with the partner in the country seeking specialization and must dedicate 100 percent of his or her time to that partner’s business. Furthermore, the contract must be good for at least 12 months from the audit date.
Return to Top Q: Are there new lab requirements associated with the Master Unified Communications and Master Security Specializations?
A: Specific equipment and applications will be required in order to meet the demo requirements for the Master Specialization. Please see Demo Requirements.
Return to Top Note: Cisco reserves the right to revise the demo criteria twice per year to reflect new products. Q: Will Cisco introduce the Master Specialization for other technologies?
A: It is likely that Cisco will introduce Master Specializations for other technologies, expanding the scope for Channel Partners to differentiate themselves.
Return to Top Q: Where is the Master Specialization valid?
A: The Master Specialization is valid in the country for which the qualifications are met. Like other specializations, the Master Specialization is country-specific, except in a few multicountry regions of the world.
Return to Top Q: What elements of the Master Specialization requirements are waived when an audit is performed for more than one Certification or Specialization at the same time?
A: Identical requirements across Specializations or Certifications need only be met once.
Return to Top Q: Will Master Specialization demo requirement supersede a Silver or Gold Certification demo requirement?
A: Since Master Specialization audits are not likely to occur simultaneously with Silver or Gold Certification audits, separate demos must be performed.
Return to Top Q: If a Partner lets the Advanced Specialization expire, does the Partner also lose the Master Specialization?
A: Yes. A partner must hold an Advanced Specialization in order to achieve a Master Specialization. Any requirement that is not met results in the partner not being eligible for the Master Specialization.
Return to Top Q: Can Partners accomplish Master Specialization without a network operation center (NOC)?
A: Yes. However, the partner must still provide the level of service expected based on the requirements.
Return to Top Q: How does Cisco limit the time required to conduct onsite audits?
A: The process for attaining Master Specialization includes the collection of certain documents and the verification of some requirements prior to scheduling an onsite audit.
Return to Top Q: What will the remediation process be in the event the partner does not pass the Master Specialization audit?
A: Action items will be opened for any non-conformance and the partner will be expected to correct open action items.
Return to Top Q: I see that in order to become a Master Unified Communications Specialized Partner I must first be an Authorized Technology Provider (ATP) for either Rich Media Communications or IPCC Enterprise. How do I become an Authorized Technology Provider?
A: Partners will automatically be invited into the ATP Program once you have met the pre-audti Master UC Specialization requirements. For more information on the ATP Program, contact your Cisco Channel Account Manager.
Return to Top Q: How do Partners know when their Master Specialization is up for renewal?
A: In all cases, it is the Partners' responsibility to track the expiration date(s) of their respective specializations. Cisco may contact partners via e-mail 90 days prior to their renewal date to alert them that they are required to complete the renewal process by a specified date.
Return to Top Q: Where can Partners find more specific Master Specialization details?
A: For more information, visit the Specialization Website.
Return to Top Q: What are the benefits of the service requirements of a Master Specialization?
A: By sharing established service processes with channel partners, Cisco can accelerate the deployment of high-value services through the channel. This will continue to improve Partner profitability and strengthen the relationship between Cisco Partners and their end-user customers to increase customer satisfaction.
Return to Top Q: If a partner achieves a Master Specialization, can the partner still sell Cisco branded support services?
A: Yes. The Master Specialization recognizes partners' services capabilities, but they are not limited to selling partner-branded services. Together, Cisco and its partners provide a broad portfolio of end-to-end services and support that can help our customers increase their networks' business value and return on investment.
Return to Top Q: What are the Cisco Lifecycle Services Operate Phase capability requirements of the Master Specialization Audit?
A: Partner must demonstrate service capabilities based on the operate phase of the Cisco Lifecycle Services framework, including capabilities related to processes, tools, and metrics for the following practice areas:
Q: Why are there Cisco Lifecycle Services Operate Phase capability requirements within the Master Specialization?
A: The Advanced Specializations validate partner capabilities in the prepare, plan, design, and implement phases of the network lifecycle. The Master Specializations build upon the Advanced Specializations and validate the partner's full lifecycle services capabilities through the operate phase requirements.
Return to Top Q: How is Cisco helping partners achieve the services capabilities required in the Master Specialization?
A: To help partners build and improve upon the service capabilities required in the Master Specialization, Cisco provides Lifecycle Services training and technology-specific process tools, templates, and reference materials within the Steps to Success Website.
Return to Top Q: If partners have an ISO the ISO 20000:2005 or BS15000 certification, do they still need to complete the operate phase capability requirements of the Master Specialization Audit?
A: If partners hold the ISO 20000:2005 or BS15000 certification, the operate phase requirements will be waived except to validate that the following service metrics are achieved:
Return to Top Master Security
Master Unified Communications
Q: Who from the partner company should be involved in the Master Specialization audit process for the operate phase?
A: The partner representative should have management responsibility for partner company's technology practice, which may include:
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Q: What are the Partner Services Assessment requirements for the Advanced and Master Specializations?
A: The Partner Services Assessment measures a partner's repeatable processes in specific service practice areas, listed below.
Return to Top Advanced Security
Master Security
Advanced Unified Communications
Master Unified Communications
Q: How will partners be assessed in the Master Specialization Partner Services Assessment?
A: For Cisco Gold and Silver Certified Partners, the Partner Services Assessment will be incorporated into the existing onsite audit requirements, starting with certification renewals that begin after March 1, 2007.
Return to Top Cisco Premier and Registered Partners are not required to conduct an onsite audit, but can complete the assessment and be audited remotely using the Partner Services Assessment tool. The Partner Services Assessment tool is located within the Certification and Specialization Application tool. Q: How should a partner prepare for the Partner Services Assessment?
A: A partner prepares for the assessment by gathering documention for the practice areas listed above. If the partner does not have an established process or template in one or more of these practice areas, Cisco Lifecycle Services templates are available:
Master Security Master Unified Communications Return to Top Q: Why has Cisco changed the names of the Cisco IP Communications Specializations from Cisco IP Communications Express and Cisco IP Communications to Cisco Express Unified Communications and Cisco Advanced Unified Communications respectively?
A: Customers have told us repeatedly that product names should describe what the product does and, that in a large portfolio of products such as those offered by the Cisco family of IP Communications offerings, names should feature logical groupings of products. The name Unified Communications refers to the entire product family and serves as part of each product name. Our goal is to achieve greater distinction and market leadership for Cisco IP Communications offerings, as well as create a framework for consistently naming all Cisco IP Communications products and solutions.
Return to Top The goal of our new specialization naming is to align with this naming change. From now on, Cisco IP Communications Express and IP Communications partners will be naturally evolve into these two programs. Q: Are the requirements for the Cisco Advanced Unified Communications Specialization more difficult than the requirements for the Cisco IP Communications Specialization and what is the incremental investment to get from Cisco IP Communications to Cisco Advanced Unified Communications?
A: The Cisco Advanced Unified Communications Specialization requires partners to have a dedicated individual in each of the five roles in the base specialization. (It is one less dedicated individual than the current IP Communications role requirements.) Individuals used to fulfill roles in the base specializations can also be used for the required four Cisco Qualified Specialists badges. The Cisco Advanced Unified Specialization offers partners free online learning via Partner Education Connection for sales managers and Cisco Lifecycle Services courses. The Cisco Unified MeetingPlace Express is the only additional lab equipment required to purchase over the IP Communications Specialization lab purchase requirements. See the Role Requirements page for training requirements and
the Return on Investment page to determine partner investment.
Return to Top Q: All partners who currently participate in the following programs are affected by the partner program enhancements:
A:
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Q: When will the enhanced Channel Partner Program requirements take effect?
A: Cisco realizes that partners will need time to prepare for and align with the new program so we are providing a generous transition period of up to two years depending upon the partner's certification anniversary date. This provides ample time to consider the different options and opportunities, as well as complete training and other requirements. Below are important transition dates:
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Please see the enhanced Channel Partner Program transition guidelines for more details. Q: What is the timeline/transition plan, and when do partners need to apply under the enhanced Channel Partner Program for specializations?
A: Partners who remain in compliance with the current specialization and certification requirements retain these badges until they expire. Partners need to achieve new specializations as their retired specializations expire. Specialization renewal dates between March 14, 2006, and September 29, 2006, were automatically extended to September 30, 2006, to allow sufficient time to achieve new specializations. For certification, partners must meet the new requirements upon their certification anniversary that falls on or after March 1, 2007, allowing partners at least one year from program announcement.
Return to Top Q: How do I choose a new specialization program that's right for my company?
A: Please consult your Cisco channel account manager to determine which program will best meet your needs. Cisco Express Unified Communications is an evolution of IP Communications Express, and Cisco Advanced Unified Communications is an evolution of IP Communications.
Return to Top Q: What benefits are associated with the new specialization programs?
A: Partners who participate in the Cisco Express Unified Communications and Cisco Advanced Unified Communications Specializations will enjoy the following benefits:
Q: How do I know if my employee is in compliance for a particular specialization job role?
A: Please use the Certification Tracking System Tool . You may also utilize the CSApp tool.
Return to Top Q: Are there new lab requirements for the Unified Communications Specialization?
A: The lab requirements have been updated to reflect the most current products, technologies, and platforms for the Cisco Express Unified Communications and Cisco Advanced Unified Communications Specializations. Please see Lab Requirements.
Return to Top Q: How do I apply for the Cisco Express Unified Communications and Cisco Advanced Unified Communications Specializations?
A: Partners can apply for the Cisco Express Unified Communications and Cisco Advanced Unified Communications Specializations at the Certifications and Specialization Application (CSApp) Website.
Return to Top Partners should use the "Upload" capability on CSApp to attach electronic versions of supplemental documentation such as proof of meeting
lab and Microsoft Certified System Engineer (MCSE) requirements. Q: Will existing Authorized Technology Programs (ATP) retire?
A: Existing ATPs will not retire. Cisco Unified MeetingPlace Express (audioconferencing) will be available as part of the Cisco Advanced Unified Communications Specialization, however, a partner will need to be in the Rich Media Communications ATP to sell Cisco Unified MeetingPlace (Enterprise).
Return to Top Please consult your Cisco channel account manager for more information about ATPs. Q: Will the Cisco Advanced Unified Communications and Cisco Express Unified Communications Specializations cover IP videoconferencing and audioconferencing?
A: The Advanced Unified Communications will cover IP videoconferencing and audioconferencing (Cisco Unified MeetingPlace Express). It will be covered in meeting the requirements for the Rich Media Communications Specialist Cisco Qualified Specialist role. Initially it covers just IP videoconferencing, the Cisco Unified MeetingPlace Express content will be fully integrated by July, 2006.
Return to Top Q: Where can I find more specialization information?
A: By visiting the Express Unified Communications and Advanced Unified Communications Websites.
Return to Top Q: What is the Cisco CRM Express Specialization?
A: Customer relationship management (CRM) software helps companies be more productive. When integrated with Cisco IP telephony products, even small and medium-sized businesses (SMBs) can harness this power.
Return to Top The Cisco CRM Communications Connector, a fully-tested and fully-integrated application from Cisco Systems, integrates the Cisco IP Communications offering with Microsoft's Business Solution Customer Relationship Management (Microsoft CRM) application, providing everyone in an SMB—not only call-center agents—with an easy-to-use and more complete customer relationship management solution.
Q: What is Microsoft CRM?
A: Microsoft CRM is a customer relationship management solution designed for SMBs. It is not a call-center solution, call-center agent application, nor is it competitive to any Cisco product. Rather, the CRM solution offers end users familiarity and ease of use via the Microsoft Outlook interface. The benefits of Microsoft CRM include:
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In addition, Microsoft CRM easily integrates with Cisco IP phones so that caller records quickly pop up on the screen with an inbound call. This empowers businesses of all sizes to be more responsive to customers. Q: What is the Cisco CRM Communication Connector?
A: The Cisco CRM Communications Connector is an application that integrates Cisco IP Communications with the Microsoft CRM application, providing everyone in an SMB—not only call-center agents—with an easy-to-use and more complete CRM solution. Designed specifically for organizations that have deployed or are considering deploying Microsoft CRM and Cisco IP Communications solutions, this solution helps organizations improve their productivity by providing intelligent telephony features such as click-to-dial and screen pops on all incoming calls. Features include:
Return to Top Screen Pops
Click to Dial
Call Duration Tracking
Call Information Capture
Customer Record Creation
Q: What products are included in the Cisco CRM Express Specialization?
A: Cisco CallManager Express and the Cisco CRM Communications Connector application, which links Microsoft CRM to Cisco CallManager Express are included in the specialization. The Cisco CRM Communications Connector is available for download to qualified Cisco Partners at no charge and can be deployed for the customer. Microsoft CRM is sold by Microsoft and Microsoft Partners.
Return to Top Q: What are the benefits of this technology to business decision makers?
A: The Cisco CRM Express Specialization benefits business decision makers by:
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Q: What are the benefits of this technology to technical decision makers?
A: The Cisco CRM Express Specialization benefits technical decision makers by:
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Q: What are the benefits of this technology to Cisco and Cisco Channel Partners?
A: The Cisco CRM Express Specialization:
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Q: What are the prerequisites for a Cisco Partner to apply to the Cisco CRM Express Specialization?
A: Partners must already hold either Cisco IPC Express, IP Communications, or IP T-Revised specializations from Cisco.
Return to Top Q: What are the training requirements in addition to the prerequisite?
A: If the Partner holds either the Cisco IPT-R, IPC, or IPC Express Specialization, the account manager would also fulfill the account manager prerequisite for the CRM Express Specialization . The engineer role for CRM Express Specialization would require ONE of the following valid CQS badges: IPT Express, IPT Support, or IPT Operations Specialist CQSs. In addition, anyone else filling the IPT-R roles of field engineer 1 or operations specialist would also have the requisite training to qualify for this specialization.
Return to Top The following provides other details on meeting the Cisco CRM Express Specialization exam requirement: Free online training is available through the Cisco Partner Education Connection: Cisco CRM Express for account managers and Cisco CRM Express Integration for engineers and operations specialists. One area of training is designed for the account manager, while the other, more technical area of training can be completed by either the field engineer or operations specialist. Both the account manager and the field engineer or operations specialist must successfully complete respective proctored exams. The account manager exam is 646-096, and the technical integration exam is 642-091. Because all Partners are presumed to have sufficient expertise on Cisco CallManager Express, no lab is required to complete this certification. The new Cisco Communications Connector is covered in the training. Partners are not required to be certified in Microsoft CRM or to be Microsoft resellers. If Cisco Partners are not Microsoft resellers, Cisco will match Partners with Microsoft CRM Partners to sell and deploy the complete Cisco IPC solution. Q: The Cisco Communications Connector is downloadable software, available at no charge, and does not require that I have the CRM Express Specialization. Why should I go to the effort of obtaining the specialization?
A: The Cisco CRM Express Specialization is the only training available on integrating MSCRM with the Cisco CallManager Express product. This includes both sales and technical training. Partners who complete this specialization will be identified in the Cisco Channel Partner Locator and identified as Cisco's go-to Partners in this space; Cisco CRM Express Specialized Partners will also be provided with leads, when available, of other Microsoft Partners looking for linking opportunities. The training time is minimal: one hour for the account manager and 90 minutes for the engineer, and requires passing only one exam per role. In addition, by achieving the specialization, Partners will earn 10 points toward their Cisco Channel Partner Program certification.
Return to Top Q: What are possible sales scenarios to help a Cisco Channel Partner understand how this is different from its usual IPC sales?
A:
Return to Top Scenario #1: A customer has neither an IP telephony nor a CRM solution. The Partner is able to generate interest in both, and bring in a Microsoft reseller to the Partner on the sale of CRM if the Partner does not already possess a Cisco CRM Express Specialization. Scenario #2: A customer already has CRM, and the Cisco Partner is able to sell the benefits of a Cisco IP telephony integrated solution to pull through Cisco CallManager Express. Scenario #3: A customer has Cisco CallManager Express but is interested in CRM. The Cisco Partner is able to bring in a Microsoft reseller to partner on the sale of CRM. Q: What if I am already a Microsoft CRM reseller?
A: If so, then you will be well positioned to sell and deploy this additional revenue-creating solution. Anyone who is a Microsoft reseller can sell Microsoft CRM software. However, the Cisco CRM Express Solution Specialization helps ensure that Partners are trained in the Cisco application.
Return to Top Q: What if I am not a Microsoft CRM reseller?
A: Cisco will help ensure that you are matched with a Microsoft CRM reseller in your area who can work with you to sell and deploy the best possible CRM component of this solution. This will also create opportunities for you to sell other Cisco IP solutions such as security, mobility, and core products that customers may not think about when evaluating CRM solutions. Note: If you are a Cisco reseller who is NOT a Microsoft CRM Partner and you would like to be matched up with one, please send an e-mail to: ciscomicrosoftsmb@external.cisco.com. Remember to ask for the Microsoft CRM Partner in your area.
Return to Top If you are Microsoft Partner interested in finding a Cisco CRM Express Specialized Partner in your area, send a request to: ciscomicrosoftsmb@external.cisco.com. Q: What is the total investment in the Cisco CRM Express Specialization program?
A: Because this training is online and is incremental to your existing IP Communications Specialization, the cost to partners is minimal. For Account Managers and Engineers, the training is available through free, respective one-hour videos on demand (VOD). Both the Account Manager and Engineer (Integration) exams can be taken through VUE/Prometric testing centers at a cost of $125 each.
Return to Top Q: Why would an SMB with CRM want the IPC solution?
A: Integrated CRM solutions are a cost-competitive way to help enable businesses to enhance every facet of their customer care organization. For individual CRM users with an IP phone in SMBs or empowered branch offices, integrated CRM can provide screen pops that display detailed customer information, convenient voice-mail notification, and dial connectivity from the CRM application, as well as superior call duration tracking. When integrated with an IP Communications network, customer care solutions help enable companies to intelligently match database lookups in CRM applications with callers.
Return to Top Q: How is Cisco planning to promote partners who have obtained the CRM Express Specialization to customers?
A: Cisco will promote partners who have obtained the specialization is by referencing them on the Cisco.com partner locator those partners as CRM Express Specialized Partners.
Return to Top Q: What is the application process?
A: Please refer to the CRM Express Specialization Application for step-by-step details of the application process.
Return to Top Q: What is the renewal policy for this Specialization?
A: The CRM Express Specialization is valid for one year after acceptance to the program and execution of all documentation. After one year, the Partner must renew the specialization.
Return to Top Q: Is there a Cisco Qualified Specialist badge associated with this specialization?
A: No
Return to Top Q: Will this affect my ability to fill two specialization roles in a maximum of two specializations?
A: No. Participation in this program will not impact the maximum number specializations or job roles that individuals are allowed to participate; an individual can participate in this program and up to two additional specializations.
Return to Top Q: What other resources can I use to use to accelerate my Cisco CME sales around this solution?
A: The following steps will be helpful in accelerating your sales:
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Cisco CallManager Express for Small Offices Small Medium Business (SMB) Q: What is Cisco Systems announcing?
A: Cisco is announcing a new specialization that recognizes channel partners who are capable of handling global deployments. Many of our global accounts worked with us to develop the requirements for this specialization since they need to work with partners who can provide consistent commercial and logistical services to them on a worldwide basis.
Return to Top Q: What are the requirements necessary to qualify for the Global Commerce Specialization?
A: In order to be considered for the Global Commerce Specialization, the Cisco channel partner must have a valid Global Systems Integrator contract, Cisco Gold or Silver Certification in at least one country in each of the five Cisco sales theatres, and have a legal presence in at least 20 countries. Additionally, we audit the partner's capability to offer global and centralized services in areas of global order management, invoicing, delivery logistics, and uniform customer agreements. Partners receive a specialization badge after this audit.
Return to Top Q: Why is Cisco announcing this new specialization?
A: Meeting the needs of our global customers is the primary goal of this specialization. We developed this specialization in response to input from our Global Customer Advisory Board. The specialization is also consistent with our value engagement model since these partners provide unique value to meet the needs of our global accounts.
Return to Top Q: What are the benefits of the specialization for channel partners?
A: Achieving this specialization provides recognition to partners so that they can enhance their credibility with global customers and differentiate themselves based on their unique expertise.
Return to Top Q: How does this differ from other specializations?
A: The Global Commerce Specialization is unique in that it is based on a partner's business capabilities, while our other specializations focus on technical expertise related to Cisco products. In addition, partners need to pass specific exams before receiving the technology specializations, but in this case, we audit the partner's business processes before awarding them the Global Commerce badge. You can find more details on the Cisco Specialization Website.
Return to Top Q: Have any Cisco partners achieved this specialization?
A: Yes, four partners have been awarded the Global Commerce Specialization to date: Dimension Data, Equant, IBM, and NCR.
Return to Top Q: What is the intent of the Cisco Security VPN/Firewall Express Specialization program?
A: The program provides valuable training and recognizes partners for developing expertise in delivering VPN and firewall security to SMB customers. The program will enhance a partner's ability to compete in the networking market and increases the partner's value to customers by being capable of delivering security to the network.
Return to Top Q: What type of partner is the program targeting?
A: A typical partner for this program may be defined as a one that is currently working with small and medium-sized business (SMB) customers. The typical size of these SMB customers is between 20 and 500 employees, with some geographies focused on customers in the 20 to 250 employee range.
Return to Top Q: Why should a partner consider participating in the Security VPN/Firewall Express Specialization? What are the benefits of the program?
A: Partner benefits for this program include:
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Q: Are partners required to be a part of the Cisco Channel Partner Program?
A: Yes. Partners must be a Cisco Registered Partner, which is a prerequisite for all partners who are participating in partner programs. Learn how partners can become a Cisco Registered Partner.
Return to Top Q: Do partners need individual Cisco career certifications to be accepted into the program?
A: Yes. Each job role identified within the Security VPN/Firewall Express Specialization is aligned to one or several individual Cisco career certifications. Please see the " Role Requirements" section for a detailed listing of requirements.
Return to Top Q: What is the renewal policy for this program?
A: Specializations are valid for one year. Partners are required to reapply annually.
Return to Top Q: If a partner has additional questions, who should they contact?
A: Visit the Partner Help Tool. The Cisco support team will assist them and try to answer any questions that they may have.
Return to Top Q: Where can partners find out more about the new Security VPN/Firewall Express Specialization?
A: Current program information can be found on the Specialization Website.
Return to Top Q: What is the intent of the Storage Networking Specialization program?
A: The intent of this program is to provide valuable Cisco Storage Networking training and to recognize partners for developing expertise in storage networking and IP infrastructure-based storage solutions. The program will enhance a partner's ability to compete in the storage networking market and increases the partner's value to customers in general, and to each customer's complex storage networking needs in specific.
Return to Top Q: What type of partner is the program targeting?
A: A typical partner for this program may be defined as a solution provider partner currently active in the storage market. The program is intended for Cisco and Original Storage Manufacturers (OSM) and/or Solution Technology Integrators (STI) partners who:
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In addition, the program may also appeal to Cisco partners that currently have a desire to build a storage practice. Q: Does achieving the Storage Networking Specialization enable a partner to purchase the storage products directly from Cisco?
A: No. The Cisco go-to-market strategy for the Cisco MDS 9000 Series of intelligent SAN solutions is as follows:
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The OSMs and STIs resell Cisco storage products with their bundled (application) storage solutions either through their direct storage specialist sales force or storage channel partners. Q: Why should a partner consider participating in the Storage Networking Specialization? What are the benefits of the program?
A: The program will help partners that want develop an expertise in storage networking and IP infrastructure-based storage solutions. The program will enhance a partner's ability to compete in the storage networking market and increases the partner's value to customer's and their complex storage networking needs. The Storage Networking Specialization program:
Q: Are partners required to be a part of the Cisco Channel Partner Program?
A: Yes. Partners must be a Cisco Registered Partner, which is a prerequisite for all partners who are participating in partner programs. Partners can become a Cisco Registered Partner at the following Website: http://tools.cisco.com/WWChannels/IPA/welcome.do .
Return to Top Q: Do partners need individual Cisco career certifications to be accepted into the program?
A: Yes. Each job role identified within the Storage Networking Specialization is aligned to an individual Cisco career certification. Please see the " Role Requirements" section for a detailed listing of requirements.
Return to Top Q: What is the renewal policy for this program?
A: Specializations are valid for one year. Partners are required to re-apply annually.
Return to Top Q: I still have questions. Who should I contact?
A: Visit the SupportNet tool. The Cisco support team will assist you and try to answer any questions that you may have.
Return to Top Q: Where can I find out more about the new Storage Networking Specialization?
A: Current program information can be found on the Specialization Website.
Return to Top Q: What is a Partner Services Assessment?
A: A Partner Services Assessment is the process by which partners' repeatable practices for successfully selling, delivering, and supporting Cisco Advanced Technology products are measured against the leading processes and tools that support the Cisco Lifecycle Services framework.
Return to Top Q: Why is Cisco requiring Partner Services Assessments for the Advanced Unified Communications Specialization?
A: The new specialization programs have incorporated Cisco Lifecycle Services as a requirement to meet customer and market needs. Through the Partner Services Assessment, partners must demonstrate their ability to repeatedly deliver successful technology services against the Cisco Lifecycle Services framework.
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Q: What are the main elements of the enhanced Cisco Partner Certification Program?
A: The enhanced Certification Program redefines Certified Partners as providers of integrated networking solutions, while maintaining the program elements familiar to partners. The main enhancements to the program are as follows:
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Q: Is Cisco maintaining its current Gold, Silver, and Premier Certifications?
A: Yes. Cisco is maintaining Premier, Silver, and Gold Certification tiers, and is redefining Certified Partners as providers of integrated networking solutions.
Return to Top Q: Why are Gold Certified Partners required to achieve all four Advanced Specializations?
A: Gold Certified Partners represent the highest level of Cisco technical competence. As Cisco Advanced Technologies such as Unified Communications, Security, and Wireless LAN become part of a broadly integrated, intelligent platform, customers now expect Cisco's top partners to have expertise across each of these technologies, in addition to deeper services capability. The new Gold Certification requirement is simply a reflection of customers' changing expectations.
Return to Top Q: Why are Premier Certified Partners required to achieve the Express Foundation Specialization?
A: All Certified Partners must be capable of selling and delivering integrated networking solutions. The Express Foundation Specialization offers partners integrated training in Routing and Switching, Security, and Wireless LAN, three technologies that are critical in today's converged networks.
Return to Top Q: What are the requirements to obtain Premier, Silver, and Gold Certification in the enhanced Channel Partner Program?
A: Certification level directly reflects a partner's skills breadth across key technologies, to ensure their ability to deliver integrated solutions.
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Q: Do partners have flexibility to select specializations to achieve certification?
A: Specializations are predetermined for Premier and Gold Certification to ensure that Cisco partners have broad, integrated infrastructure skills to meet increased customer demands.
Return to Top Q: Does the Customer Satisfaction (CSAT) score continue to be a part of the enhanced Channel Partner Program?
A: Cisco regards partners as direct extensions of the company and wants to share its own success factors to help them become more successful. The customer experience should be the same whether purchasing directly from Cisco, or through Cisco partners. Customer satisfaction is the cornerstone by which Cisco and its partners are aligned to achieve customer loyalty and retention, so CSAT continues to be an important part of the Channel Partner Program.
Return to Top Q: Are Gold and Silver Certified Partners still required to purchase US$100,000 and $40,000 (list price) respectively of lab equipment for certification?
A: To reduce partners' out-of-pocket costs, there is no longer an annual lab purchase requirement except for specific Unified Communications Specializations. Partners that have a Cisco Shared Support Program or Systems Integrator Support (SIS) support agreement type (not Cisco Brand Resale partners) are required to have a support lab. All partners ( Cisco Shared Support Program , SIS, and Cisco Brand Resale) are required to have the necessary equipment to perform a successful demonstration of one of their specializations at the time of their onsite audit. Learn more about lab equipment requirements.
Return to Top Q: What was the last date that a partner could submit an application under the previous Certification Program?
A: The last date that a partner was able to submit an application under the existing Certification Program was February 28, 2007.
Return to Top Q: What is the last date that a partner may be audited under the previous Certification Program?
A: All partners that submitted their recertification application under the previous Certification Program by February 28, 2007, need to have completed their audit by 60 days after their anniversary date.
Return to Top Q: When can partners apply for the new Specialization and Certification Programs?
A: Partners can now apply for new specializations, and effective March 1, 2007, partners can apply for certifications under the Enhanced Channel Partner Program.
Return to Top Q: How long do existing Certified Partners have until they need to comply with the enhanced Channel Partner Program requirements?
A: Existing Certified Partners must meet the new program requirements by their first anniversary date that falls on or after March 1, 2007.
Return to Top Q: How can partners verify their certification anniversary date?
A: Partners can go to the Certification and Specialization Application under Administrative Tasks to see their anniversary date. They can also ask their Channel Account Manager or check their anniversary date on Cisco Partner View.
Return to Top Q: What is the timeline/transition plan? When do partners need to apply under the enhanced Channel Partner Program?
A: Partners that remain in compliance with the current specialization and certification requirements retain these badges until they expire. Partners need to attain new specializations as their retired specializations expire. Specialization renewal dates between March 14, 2006 and September 29, 2006 will be automatically extended to September 30, 2006 to allow sufficient time to achieve new specializations. For certification, partners are required to meet the new requirements upon their certification anniversary that falls on or after March 1, 2007, allowing partners at least one year from program announcement.
Return to Top Q: How long is a partner's current specialization badge valid? When does the partner have to apply for the new specializations?
A: Specializations are valid for one year. When a partner's specialization expires, the partner is encouraged to replace it with one of the new, updated specializations. The specialization renewal/transition policies are based upon several factors, including the specialization renewal date, specialization status (active or retired), and the application deadline (if specialization has been retired). Detailed specialization transition guide lines are outlined below:
Return to Top Specialization Renewal Date: March 14, 2006 – June 14, 2006
Q: What are the benefits of participating in the Cisco Channel Partner Program?
A: Cisco's multidimensional partner certifications give partners an avenue to set their company apart and provide a competitive advantage in the marketplace. Under the enhanced program framework, Gold, Silver, and Premier Certified Partners become known in the market as providers of integrated network solutions offering greater growth opportunities. Partners have the opportunity to differentiate their services offering by integrating, positioning, and executing the minimum set of activities that customers need to be successful, and by the technology that provides an additional opportunity for a competitive advantage. In addition, Cisco incentive programs will continue to provide economic benefits and rewards for qualifying partners.
Return to Top Q: How does the enhanced Channel Partner Program affect the incentive programs?
A: Cisco will continue to offer economic incentives to partners driving advanced technologies, developing new business, and selling solutions. Now that the enhanced Channel Partner Program transition is underway, Cisco plans to tier the Value Incentive Program (VIP) incentives to align with the different levels of specialization (Express, Advanced, and Master), similar to the current approach for Unified Communications. Cisco does not pre-announce VIP program rules, so these details cannot be shared at this time.
Return to Top Q: What are the benefits of being a Specialized Partner?
A: The Cisco Channel Partner Specialization Program helps partners develop their technical, sales, and services expertise in a given technology. In addition, achieving certain specializations qualifies a partner to participate in and receive rewards from our incentive programs, and to gain access to certain restricted products (in some regions).
Return to Top Q: Why does Cisco offer the same discount for an Advanced Specialized Partner and a Gold Certified Partner?
A: If two partners have the same capability level in a given technology, receiving the same discount for that particular technology is fair. The Advanced Specialization discount only applies to the Advanced Technology specializations (Unified Communications, Wireless LAN, Security) and corresponding products. Since a Gold Certified Partner has breadth across the key technologies and most transactions cross multiple technologies, a Gold Certified Partner will enjoy a discount advantage against other partners for a typical deal, as well as for any deal outside the Premier or Silver Certified Partner's Advanced Specialization area.
Return to Top Q: How is Cisco promoting a partner's badge to end users?
A: Cisco is generating end-user demand through existing Cisco branding campaigns by marketing the value of Cisco Certified and Specialized partners to customers. In some regions, Cisco is using the You, Inc. campaign with messaging that markets the value of partners to small and medium-sized business (SMB) customers. Cisco is also promoting Certified and Specialized Partners in technology customer promotional activities and events, with materials linking the partner value to the partner locator. Inclusion in the Partner Locator, with a special designation for partners with customer satisfaction excellence, helps customers find the right partner for their needs .
Return to Top Q: How can partners promote their badge to end users?
A: Partners are enabled to promote their organization with customizable direct marketing materials using Cisco Campaign Builder — a partner co-marketing program for customer awareness. Campaign Builder reduces cost and time-to-market for co-branded direct marketing activities. Joint marketing funds are available to Certified Partners for preapproved direct marketing activities. In addition, Cisco provides the ability for partners to promote partnership with Cisco by using appropriate Cisco relationship logos recognized by end users as assurance that the partner is implementing Cisco technology and compatibility to provide a product, service, or solution.
Return to Top Q: What are the partner benefits of moving to the enhanced Channel Partner Program?
A: The enhanced program enables and rewards partners that develop technology skills breadth and depth such that they can be a provider of broad, integrated network solutions and highly specialized solutions. A Cisco Lifecycle Services approach has been integrated to help partners successfully deploy, operate, and optimize Cisco solutions to strengthen their customer relationships and enhance profitability.
Return to Top Certifications now reflect Advanced Technology skills breadth and Specializations now reflect technology skills depth with three specialization levels available to provide partners more differentiation opportunities — Express, Advanced, and Master specialization. Cisco continues to reward partners for their loyalty to Cisco Systems and value-add to customers – through enhanced economic incentives, new ways to capitalize on the Cisco brand, Cisco promotion of partner's value, co-marketing opportunities, and a variety of service enablement programs. Q: How is Cisco assisting channel partners in generating end-user demand for Cisco products, technologies, solutions, and services?
A: Cisco is generating end-user demand through an existing Cisco branding campaign by marketing the value of Cisco partners. Cisco Campaign Builder allows partners to build custom end-user awareness direct marketing materials, while reducing time-to-market and overall costs. Along with these programs, Cisco offers eligibility for funding for preapproved, co-branded marketing activities through the Marketing Fund Builder program.
Return to Top Q: What type of branding rewards can partners expect?
A: For years, Cisco branding and Channel Partner Program Certification branding (Gold, Silver, Premier) has set the standard and enabled partners to differentiate themselves in the marketplace. With the enhanced program, Cisco is introducing a new Master Specialization brand, which will provide new ways for partners to differentiate their business.
Return to Top Cisco is one of the most valuable brands in the world. Association with a market leader's brand and award-winning program brands helps partners establish credibility and value with customers . Buying from a Cisco Certified Partner means customers are working with a partner that has demonstrated exceptional networking expertise, has access to the latest technology, has achieved strong customer satisfaction, and has preference with the Cisco sales and services teams. Cisco is promoting Certified and Specialized Partners more than ever before to ensure the value of a Cisco Certified Partner is well understood in the marketplace. Q: What type of incentive programs can partners expect?
A: Cisco continues to offer incentives for Certifications and Specializations. Cisco rewards investments for strategic alignment with defined programs to promote advanced technologies, services, new business, or solution sales opportunities.
Return to Top Q: How will partners be rewarded for outstanding customer satisfaction performance?
A: Effective March 2006, partners with the highest customer satisfaction distinction within each geographic region will be recognized on the Cisco Partner Locator. These partners are recognized for achieving Customer Satisfaction (CSAT) Excellence, which will enable customers, partners, and the Cisco sales teams to identify the top performing partners in terms of customer satisfaction per the Cisco worldwide assessment process.
Return to Top Q: How does a partner achieve Customer Satisfaction (CSAT) Excellence?
A: To qualify for CSAT Excellence recognition, certified partners must meet or exceed the CSAT Excellence target for their geographic region, based upon a minimum number or survey responses during the prior 12 months. Gold and Silver Certified Partners must achieve a minimum of 30 responses; Premier Certified Partners must receive a minimum of 20 responses. The CSAT Excellence targets for Cisco FY2006 are based upon the FY2005 actual partner CSAT performance: APAC – 4.46, Emerging Markets – 4.45, European Markets – 4.45, Japan – 4.17, Canada – 4.37, and U.S. – 4.54. Partner CSAT scores will continue to be calculated as the weighted average of partner presales and postsales support.
Return to Top Q: How can partners determine if they have been recognized for Customer Satisfaction (CSAT) Excellence?
A: Cisco will provide an automated e-mail notification to partners upon qualification for CSAT Excellence. Partners that have achieved CSAT Excellence will be identified in the Partner Locator search results. Partner Locator users will also be able to search for all partners that have achieved CSAT Excellence using the Advanced Search function.
Return to Top Q: How often will partner qualification for Customer Satisfaction (CSAT) Excellence be updated?
A: CSAT Excellence qualification will be determined at the beginning of each Cisco fiscal quarter based on partner CSAT performance during the prior 12 months. The Partner Locator will be updated accordingly.
Return to Top For more information about the enhanced Cisco Channel Partner Program, visit the Channel Partner Program Website. Return to Top |