Questions & Answers

A: Enhancing efficiency and profitability starts with good data management. Organizations in control of their data are far more likely to survive disruptions or disasters that threaten their critical business functions.

To help you enhance your data management capabilities and build credibility with your customers, Cisco offers two comprehensive data center networking specializations:

• Advanced Data Center Networking Infrastructure Specialization (DCNI)
• Advanced Data Center Storage Networking Specialization (DCSN)

Partners holding one or both of these specializations can assist enterprises and midsize companies to deploy distributed, centrally managed data center solutions that are designed to:

• Improve efficiency
• Optimize budgets dedicated to revenue-generating projects
• Help enable fast and flexible delivery of critical applications throughout an organization

A:  The intent of this specialization is to provide valuable training on Cisco MDS 9000 Storage networking product families and technologies. It also recognizes partners for gaining expertise in storage networking and IP infrastructure-based storage solutions. The DCSN Specialization will enhance a partner's ability to compete in the storage networking market, using Cisco MDS 9000 Storage Switching solutions. In addition to helping partners provide overall value to customers, it increases a partner's ability to support each customer's complex storage networking needs.

A:  A typical channel partner for DCSN specialization is a solution provider who is currently active in the storage market, and:

• Focuses on end-to-end storage solution sales and has an existing resale relationship with at least one or more Original Storage Manufacturer (OSM) that has been approved by Cisco (for example, EMC, HP, IBM, HDS, and Sun) or a Storage Technology Integrator (STI) that has been approved by Cisco (for example, Xiotech, Network Appliance, NEC, Compellent, and Pillar)
• Wants to take full advantage of the Cisco MDS Storage Area Networking (SAN) switching infrastructure to design and implement end-to-end SAN solutions, with advanced features such as Virtual Storage Area Networks (VSANs), security, and management

A:  OSMs and STIs are the Cisco primary route-to-market for the majority of MDS Storage Networking deals. However, starting May 12, 2009, Cisco will allow DCSN Specialized partners direct unrestricted access to MDS 91xx & 92xx Fabric Switches, through participating Cisco authorized distributors at standard discounting as appropriate. MDS 95xx Director Switches will be accessible when the exception process has been approved.

A:  Most customers prefer to source their MDS Storage Switching (either Fabric or Director) through the same OSM/STI that sold them a storage array or arrays, both for simplicity and for the convenience of putting all their storage products under a support agreement with the same OSM/STI. However, there may be situations where channel partners choose to source MDS 9000 product directly through participating Cisco authorized distributors because:

1. Customer has only white box storage arrays (for example, no named OSMs or STIs), which therefore does not create a conflict with Cisco OSM/STI partners.
2. OSM/STI is leading with a competitive storage switching solution, and will not switch to a Cisco MDS Storage Switching solution.
3. The deal involves Cisco Data Center products, in addition to MDS Storage Switching products, and the customer documents their request that the entire deal be taken directly through Cisco, and not sourced through any OSM/STI.

A:  This process gives Cisco the opportunity to help ensure that any potentially-affected OSM/STI partner has been considered before purchasing MDS 95xx director switches directly through a participating Cisco authorized distributor.

A:  Please refer to your channel account manager.

A:  The majority of the time, Cisco will not approve requests for additional discounts, since it is not the intention of Cisco to undercut their OSM/STI partners' pricing by taking the deal direct. However, Cisco will allow an additional discount to be applied at an amount suggested by the regional Cisco Account Manager (AM) or Product Sales Specialist (PSS) rep and approved by their Cisco controller if the deal in question meets any of the following conditions:

1. Customer has only white box storage arrays (for example, no named OSMs or STIs).
2. OSM/STI is leading with a competitive Storage Switching solution, rather than a Cisco MDS Storage Switching solution; or
3. The deal involves Cisco Data Center products, in addition to MDS Storage Switching products, and the customer documents their request that the entire deal be taken directly through Cisco, and not sourced through any OSM/STI.

A:  Working toward this specialization will help Cisco channel partners further develop their expertise in storage networking and IP infrastructure-based storage solutions. Attaining this specialization will enhance a channel partner's ability to compete in the storage networking market with the Cisco MDS Storage Switching portfolio and better service their customers' complex storage networking needs. Cisco Advanced DCSN Specialization also offers the following benefits:

• DCSN Specialized Partners are eligible for generous back-end rewards on selected Cisco MDS 9000 Storage Switching products through the Cisco Data Center Advantage Incentive Program (DCAIP), regardless of where they source (OSM, STI, or direct through Cisco).
• Both DCSN and DCNI specializations are required for Cisco channel partners to qualify for authorization to sell Cisco Unified Computing System (UCS).
• Direct unrestricted access to MDS 91xx & 92xx Fabric Switches (and MDS 95xx Director Switches when the exception process has been approved) through participating Cisco-authorized distributors (see above for complete details).
• Complements the Cisco OSM active go-to-market strategy
• Elevates channel partners' core competencies, recognizing their expertise in storage networking and IP infrastructure-based storage solutions
• Allows the channel partner to be listed on the Cisco Partner Locator as a go-to channel partner for storage networking

A:  Yes. Being a Cisco Registered Partner is a prerequisite for all partners that are participating in partner programs. Partners can become a Cisco Registered Partner by visiting the Partner Registration page.

A:  Yes. Each job role identified within the Cisco Advanced DCSN Specialization is aligned to an individual Cisco career certification. Please see the Role Requirements section on Partner Central for a detailed listing of requirements.

A:  Specializations are valid for one year. Partners are required to reapply annually.

A:  Visit SupportNet. The Cisco support team will assist you.

A: Current program information can be found on the Cisco Specialization website.