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Channel Partner Q&A
Revised April 3, 2007
Question Sections
Overall Program Umbrella
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 2007, 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 by 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.
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.
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 from March 16, 2006 to March 1, 2007, partners received 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 Advanced 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 allowed partners at least one year from the program announcement to make the transition.
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Overall Program Timeline
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:
Return to Top - On March 14, 2006, six new base specializations were introduced. In addition, several existing specializations, including IP Communications, IP Communications Express, Routing and Switching, Wireless LAN, and VPN/Security, were retired.
- Partners were able to apply for or renew these retired specializations through June 14, 2006.
- During the first year of the transition, March 2006 through February 28, 2007, partners were able to achieve new specializations as their retired specializations expired. Certifications were renewed under the current program during that period.
- Effective March 1, 2007, new certification requirements will apply upon the partner's certification anniversary that falls on or after March 1, 2007.
- By March 2008, all partners will be certified under the enhanced program.
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 October 2006 to qualified partners.
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Cisco Lifecycle Services
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.
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.
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:
Return to Top - Cisco Lifecycle Services e-learning Five e-learning courses are available, lasting approximately five hours each. These courses include self-paced e-learning that covers Express Foundation, Advanced Unified Communications, Advanced Security, Advanced Wireless LAN, and Advanced Routing and Switching. This training is free of charge to partners, and there are exams to support each module. Each module includes links to Steps to Success for each service activity.
- Partner Services Assessment This process assesses a partner's capabilities against critical service activities. The partner is asked a series of questions, and to upload documentation. This documentation will be reviewed and audited by an independent third party as part of the specialization qualification. This assessment is automated for Premier Certified Partners and Registered Partners via the Partner Services Assessment tool, and is conducted during the onsite audit for Gold and Silver Certified Partners. The Partner Services Assessment process also provides self-help to partners to gain access to intellectual property around services best practices. This not only helps partners understand potential gaps in their services offerings, but also provides access to a customized recommendations report that assists them in making decisions for their services business.
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.
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.
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.
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Specialization
Master Specializations
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 Select, 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:
Return to Top - The branded Master Specialization designation will provide a vehicle for partners to differentiate themselves based on their expertise in selling Cisco solutions that integrate technology, applications and services to solve their customers' business issues.
- The Master Specialization enables a closer technical relationship with Cisco, including gaining access to part of Cisco's intellectual property for its services offerings. This should result in higher levels of service and, consequently, better customer satisfaction for users of Cisco equipment.
- Master Specialized Partners will be recognized for technical excellence on the online Cisco Partner Locator.
- Master Specialized Partners will receive the highest-level Value Incentive Program (VIP) rebate.
Q: Can Partners attain both the Master Unified Communications and the Master Security Specializations?
A: Yes.
Return to Top Q: When do Partners need to attain Master Specialization status in order to receive the highest VIP tiered rebate?
A: For VIP program information, please see the VIP web pages.
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 Advanced Technology Provider (ATP) for either Rich Media Communications or IPCC Enterprise. How do I become an Advanced Technology Provider?
A: If you are not currently a qualified ATP-RMC or ATP-UCCE partner, please contact your Cisco Sponsor to determine your eligibility and possibility of being invited into one of these two ATP programs.
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:
- Service Offerings
- Incident Management
- Problem Management
- Configuration Management
- Change Management
- Release Management
- Onsite Troubleshooting
- Service Level Management
- Security Management (Master Unified Communications Specialization only)
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
- Mean Time to Notify (MTTN), Incident Management: 60 minutes
- Mean Time to Repair (MTTR), Incident Management): 4 hours
- Onsite Troubleshooting Response Time: 4 hours
Master Unified Communications
- Mean Time to Notify (MTTN), Incident Management: 15 minutes
- Mean Time to Repair (MTTR), Incident Management: 4 hours
- Onsite Troubleshooting Response Time: 4 hours
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:
Return to Top - Service support delivery
- Operational support system
- Product management
- Process and quality
Q: Why has the Partner Services Assessment (PSA) been removed from the Master requirements?
A: The PSA 'pre-audit' requirement has been eliminated for both UC and Security Master Specialization. The most pertinent PSA elements are now integrated into the physical audits for Silver and Gold Certified Partners. This will streamline the auditing process; saving time and reducing cost for partners while maintaining the minimum requirements that ensure successful customer service engagements.
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Specializations - General
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: Where can I learn more about the recently launched SMB Specialization?
A: The SMB Specialization is the first Cisco Partner Specialization that addresses high-level skills required to successfully design and deploy Cisco SMB (fewer than 250 employees) solutions. Learn More
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 E-learning 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 could submit an application for specializations retired on March 14, 2006?
A: The last date a partner could 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: 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.
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 CAM Assignment tool.
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 CAM Assignment tool.
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.
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Partner Services Assessment
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.
Return to Top Certification
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:
Return to Top - The number and level of individual certifications required have been slightly reduced, and are now based upon the specialization roles. The CCIE requirements are the exception; they have been maintained to ensure technical expertise for integrated solutions and to protect the partners' investment.
- Cisco Lifecycle Services and enhanced sales training have been integrated through specializations.
- The annual lab purchase requirement has been eliminated. However, partners are still required to have demonstration capabilities, and Cisco Shared Support Program or Systems Integrator Support (SIS) partners are required to have a support lab. Additionally, there is a lab requirement for Unified Communications Specialization .
Q: Is Cisco maintaining its current Gold, Silver, Premier, and Select Certifications?
A: Yes. Cisco is maintaining Select, Premier, Silver, and Gold Certification tiers, and is redefining Certified Partners as providers of integrated networking solutions.
Return to Top Q: Where can I learn more about the recently launched Select Certification?
A: Select Certification is an entry point into the Cisco Channel Partner Program for partners with a primary focus on the small and medium-sized business (SMB) market - less than 250 employees. Learn More
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 Select, 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.
Return to Top - Select Certification requires SMB Specialization
- Premier Certification requires the Express Foundation Specialization.
- Silver Certification provides two options. One option requires any two Advanced Specializations. The other option requires Express Unified Communications and any one Advanced Specialization, except for the Advanced Unified Communications Specialization.
- Gold Certification requires four Advanced Specializations: Routing and Switching, Security, Unified Communications, and Wireless LAN.
Q: Do partners have flexibility to choose specializations to achieve certification?
A: Specializations are predetermined for Select, 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, Collaborative Services, 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 previous 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.
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Transition Strategy
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:
Specialization Renewal Date: March 14, 2006 June 14, 2006
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Specialization Renewal Date: March 14, 2006 June 14, 2006
- Retired specializations due to expire March 14, 2006 through June 14, 2006 were extended to September 30, 2006
- Partners should have submit an application to renew the retired specialization by the specialization renewal date (plus10 days grace period) or by June 14, 2006, whichever was earlier
- Partners should have achieved a new specialization to replace the expiring specialization by September 30, 2006
- Partner received points for achieving new specializations during the transition period
- For retired specializations due to expire June 15, 2006 through September 29, 2006, the transition period was extended to September 30, 2006
- Partners should have achieved a new specialization to replace the expiring specialization by September 30, 2006
- Partner received points for achieving new specializations during the transition period
- Specializations with a renewal date on or after October 1, 2006 will expire per standard policy
- Must achieve new specializations to replace expiring specializations
- Partner will receive points for achieving new specializations during the transition period
Program Rewards
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, Premier, and Select 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.
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.
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, Select) 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.
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.
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; Select Certified Partners do not have a CSAT Requirement. 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.
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For More Information
For more information about the enhanced Cisco Channel Partner Program, visit the Channel Partner Program Website.
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