Distributor Guide

Cisco ONE
Software
Cisco ONE Overview

Partner Enablement

Quoting and Ordering

Summary

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 Cisco ONE Software
CISCO ONE OVERVIEW
Cisco ONE Overview >

Whats in It for You?

Today, trends like digitization, cloud,
Whats in It for Your Big Data, user personalization and
Partners?
empowerment of Line of Business
Software Suites
(LoB) are disrupting traditional models
Partner Enablement
and opening up exciting ways for
Quoting and Ordering innovation. Customers are looking
Summary for business outcomes, agility, and
simplicity from their technology
vendors. Software is core to this
digital world.

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 Cisco ONE Software
CISCO ONE OVERVIEW
Cisco ONE Overview >

Whats in It for You? Software is also core to Cisco. Ciscos software strategy is built In Deployment
on four principles: user experience first, everything cloud-ready, Access to ongoing innovation with Cisco Software Support Service
Whats in It for Your simplicity, and flexible consumption. (SWSS): All minor and major software upgrades and new software
Partners? capabilities included
Based on these principles, Cisco ONE Software is the easy way for
Software Suites customers to get software for their data center, WAN, and access Track software licenses and device consumption though smart
domains. They buy a single Cisco ONE Software product with their accounts and smart licensing
Partner Enablement choice of licensing options. And get more value from ongoing updates
and lower TCO. As a result, they get benefits across the entire lifecycle of
At Refresh
Quoting and Ordering the product:
Lower cost of refresh through software license portability, or move
At Purchase to the next tier of hardware and just pay the difference
Summary
Outcome-driven solution suites
Better together pricing and lower TCO
Simplified purchase with single SKU for the domain-specific
software suite

Traditional Model Cisco ONE

100s 3x3
A La Carte, Separately
Software Solution Suites
Priced Features

Software Licenses Tied License Portability and

to Hardware Access to Ongoing Innovation

Perpetual for the Life Perpetual, Subscription

of the Box and ELAs

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 Cisco ONE Software
CISCO ONE OVERVIEW
Cisco ONE Overview

Whats in It for You? >

Whats in It For You?
Whats in It for Your With Cisco ONE Software, you sell software products and suites
Partners? instead of individual software features. The result is a reduced
sales cycle with 10 to 15 percent more revenue per deal and 30
Software Suites to 40 percent more revenue over the lifecycle. As a distributor,
your opportunity is in three areas:
Partner Enablement
Resale
Quoting and Ordering Increased deal sizes and wallet share
Competitive displacement
Summary
Simplified transactions

Services
Staging and configuration
Augment partner professional services

Renewals and Refresh

Services renewals
Midterm hardware refresh

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 Cisco ONE Software
CISCO ONE OVERVIEW
Cisco ONE Overview

Whats in It for You?

Whats in It for Your Partners?
Whats in It for Your As customers move to Cisco ONE Software, we are seeing an initial increase of about 15 percent in deal size with
Partners? > hardware, software, and services. And early partner impact modeling shows an uplift of about 60 percent in partner
revenue, with a 70 percent increase in margins over a full refresh cycle.
Software Suites
Partners benefit in many of the same ways as you do through larger deal size, higher services attach, and renewals.
Partner Enablement Theyll also see higher Cisco Value Incentive Program (VIP) rebates. And build relationships through reduced costs
to customers and strategic conversations about customers business. Partners also have the opportunity to develop
Quoting and Ordering new revenue-generating software practices, such as software adoption and lifecycle management services.

Summary
Cisco ONE Momentum

3300+ 15% 30% 2x Customer

Customers initial deal uplift* uplift on software
distribution
(HW, SW, and software footprint resulting
1035+ Services) applications in competitive
across
domains
Partners displacement

*Typical range across customer deals. Economics will vary by deal.

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 Cisco ONE Software
CISCO ONE OVERVIEW
Cisco ONE Overview

Whats in It for You?

Whats in It for Your
Partners?
Software Suites >
Software Suites
Instead of choosing from hundreds of separately priced software features, customers purchase a single Cisco ONE Software product.
Right now, the suites are available as perpetual licenses, but subscription and enterprise licensing agreement (ELA) options will
be available soon. Cisco ONE Software licenses are not tied to specific hardware, so they are portable to the next generation of
applicable devices.

Partner Enablement Cisco ONE Software covers common customer scenarios for:

Data Center
Quoting and Ordering
Easily build scalable, resilient, and highly secure data center and cloud networks.
Summary
WAN
Secure, manage, and optimize the WAN for better business outcomes in branch offices and the network edge.

Access
Manage and scale access, aggregation, and core switches, from the campus to the branch.

Data Center WAN Access

Advanced Threat Defense Threat Defense Identity Services

Security for Data Center for WAN for Access

Advance
Advanced Data Center Enterprise Campus
WAN Collaboration Mobility
Application Fabric Cloud Suite Fabric
Services

Foundation for Foundation for Foundation for Foundation for

Foundation Foundation for WAN
Networking Compute Switching Wireless

Networking Compute WAN Switching Wireless

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 Cisco ONE Software
PARTNER ENABLEMENT
Cisco ONE Overview

Partner Enablement
Eligibility and Targeting
Eligibility and We recommend that you profile your partners to identify those that will
Targeting > likely be most successful with Cisco ONE Software. Good targets include
partners with the following specializations and who are actively selling
Resources any of the key Cisco solutions below. In addition, partners who you know
to be successful in selling business outcomes are ideal candidates.
Promotions and
Incentives Specializations
Advanced Enterprise Networks Architecture
Quoting and Ordering
Advanced Security Architecture
Summary
Advanced Data Center Architecture
Advanced Collaboration Architecture or Express Collaboration

Actively Selling
Enterprise networking: Cisco 4000 Series Integrated Services Routers
(ISR); ISR G2; Cisco Catalyst 2960-X, 3000, and 4000 Series
Data center: Cisco Nexus 3000, 5000, 6000, 7000, and 9000 Series;
Cisco UCS Servers
Enterprise software: Cisco Prime technology, Cisco Identity Services
Engine, energy management

Selling Business Outcomes (Examples)

Mobile customer experience
Business analytics

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 Cisco ONE Software
PARTNER ENABLEMENT
Cisco ONE Overview

Partner Enablement
Resources
Eligibility and Distributor Training
Targeting Learning Map

Resources Overview
Smart Account and Smart Licensing
Training >
Use Cases
Marketing to
Distribution Ordering
Partners
Support Services
Promotions and
Other Training
Incentives
Cisco ONE E-Learning
Quoting and Ordering Cisco ONE Assessment

Summary Smart Account Training Schedule

Smart Account Self-Pace training

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 Cisco ONE Software
PARTNER ENABLEMENT
Cisco ONE Overview

Partner Enablement Marketing to Partners Cisco ONE Copyblocks

Expand

Take advantage of the compelling Cisco ONE marketing assets to

Deal Size

Are You Ready to Win Increase Pull

Through Sales

Eligibility and
Cisco ONE Disti to Partners with Cisco ONE Software? Get Recurring

recruit and sell Cisco ONE Software to your partners.

Revenues

Disti-to-Partner Copy blocks Well show you how.

Targeting

25-word Copy Block
The More Profitable Approach to Selling Software
Give your customers simpler software for their data center, WAN, and access domains. Sell

Copy blocks
more, faster. Deliver solutions as the trusted advisorwith Cisco ONE Software. Customers are looking for business outcomes, agility, and simplicity from
their technology vendors. Software is core to this digital world. Software is Software offers the
50-word Copy Block also core to Cisco. potential of both

Resources Give your customers simpler software for their data center, WAN, and access domains. Earn Cisco ONETM Software is the simple, flexible way for customers to get
software for their data center, WAN, and access domains. They buy a
higher margins and
a more predictable

Email
more and sell more, faster. You build platforms with which your customers can grow. They revenue stream.
single Cisco ONE Software product with their choice of licensing options.

can refresh hardware more often with portable software licenses. And you get pull through Chuck Robbins, Cisco
And get more value in ongoing updates and lower TCO. As a partner, CEO, August 2015
and recurring revenue. Deliver solutions as the trusted advisorwith Cisco ONE Software.
youll increase your deal size, earn more rebates, and get pull
through and recurring revenue.

Training
75-word Copy Block

Flyer Give your customers simpler software for their data center, WAN, and access domains. Earn
more and sell more, faster with Cisco ONE. You build platforms with which your customers
Traditional Model Cisco ONE
can grow. They can refresh hardware more often with portable software licenses. And you get
100s 3x3 Software Solution Suites
A La Carte, Separately
pull through and recurring revenue. Priced Features

Marketing to
License Portability and
Establish your role as trusted advisor in building solutions and help your customers achieve Software Licenses
Access to Ongoing
Tied to Hardware

Other Partner Resources

their long-term goals. Get started today at www.cisco.com/go/one. Innovation

Perpetual, Subscription

Partners >
Perpetual for the Life
of the Box and ELAs

Competitive battle card Initial partner impact modeling shows about 60 percent uplift in partner revenue with Cisco ONE
Software. And a 70 percent increase in margins over a full refresh cycle.

Promotions and
Create new hardware refresh opportunities, establish your role as trusted advisor in building solutions,

Partner-to-customer call guide and help your customers achieve their long-term goals. Get started today at www.cisco.com/go/one.

Questions? Were here to make it easier for you. <Insert Distributor Contact Information>

Incentives
Subscribe to the Cisco ONE Partner Newsletter
Quoting and Ordering 2015 Cisco and/or its affiliates. All rights reserved. Page 1 of 1 2015 [Distributor Name], Inc. All rights reserved.
All other trademarks mentioned are the property of their respective owners.

Copy blocks Flyer

Summary

Cisco ONE Software Competitive Battlecard

Cisco ONE Software Competitive Battlecard

Competitive Battlecard

Cisco ONE Software Competitive Comparison by Domain

Use Figure 2 to understand how our competitors compare to Cisco ONE Software domains.
Cisco ONE Software Customer Benefits Competitor Positioning for Cisco ONE Software Suites
Figure 2. Comparison of Cisco ONE Software Domains to Competitors
Cisco ONE Software provides your customers four critical Use Figure 1 to understand how our competitors compare to individual Cisco ONE Software feature sets.
benefits:

Cisco ONE
Competitor Software Model DC WAN Access Security
Figure 1. Comparison of Cisco ONE Software Feature Sets to Competitors
Software products that address typical customer use
VMWare
scenarios at an attractive price Security

Software
Palo Alto Networks Juniper Networks
Investment protection of their software purchase Overlay
HP and Aruba
through license portability
Access to ongoing innovation and new technology Cisco ONE
fromArista
Cisco incorporated into the products Advanced
Flexible licensing models to smoothly distribute their HP and Aruba,
VMWare and HP
Juniper
software spending over time Juniper Networks, and Huawei

Huawei

Palo Alto Networks

Cisco ONE Software in the Marketplace Cisco ONE Software Portfolio
VMWare, HP, Arista, HP, Juniper, Huawei, HP and Aruba, Cisco ONE
Cisco ONE Software is an effective model to deter Juniper
The Cisco ONENetworks,
Softwareand Huawei
portfolio andSuites
offers three suites. Riverbed
are organized byJuniper
domainNetworks, and WAN,
(data center, and Foundation
Huawei
Riverbed
and displace competitors because of our breadth access) and feature set (Foundation, Advanced Applications, and Advanced Security) (Table 1).
of coverage across data center, WAN, and access
domains; Threat
bundlingLevel:
of functionality; and purchasing Table 1. Cisco ONE Software Suites
options. ThisLow
is especially true when
Medium compared to niche
High Data Center WAN Access
Cisco ONE for Data Center Cisco ONE for WAN Cisco ONE for Access
competitors with small portfolios.
Threat Defencse for
Advanced Threat Defense for Data Center Identity Services for Access
The competitive landscape for Cisco ONE Software is WAN
Security VMWare HP and Aruba Arista Juniper Riverbed
as broad and varied as it is for our networking portfolio. ASA ASA, Cloud ISE
We are not just competing with vendors that have similar Advanced
purchasing models, such as F5 and VMware, but also Advanced Data Center Enterprise
WAN Collaboration Campus Fabric Mobility
with vendors that have no feature licenses such as HP. Applications Fabric Cloud Suite
Services
Foundation for Foundation for Foundation for Foundation for
Cisco ONE Software is best used as a new competitive Foundation Foundation for WAN
Networking Compute Switching Wireless
tool in conjunction with our existing domain value
propositions. Threat Level: Networking Compute WAN Switching Wireless
Low Cisco Nexus
Medium High X86, Cisco Cisco Integrated Cisco Catalyst WLC, MSE, AP
Infrastructure 3000, 5000, UCS Services Router, 2000, 3000,
and Base OS 6000, 7000, Aggregation Services 4000, and
3 2015 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
and 9000 Router 6000 Series
Series
2 2015 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

1 2015 Cisco and/or its affiliates. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.

Competitive battle card

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 Cisco ONE Software
PARTNER ENABLEMENT
Cisco ONE Overview

Partner Enablement
Promotions and Incentives
Eligibility and Promotions and incentives at Cisco ONE community.
Targeting
Fast Track promotion: Find Cisco ONE offers included in the latest
Fast Track accelerators.
Resources
Value Incentive Program (VIP) rebates: Learn about the VIP rebates
Promotions and available to partners selling Cisco ONE Software.
Incentives >
Cisco ONE Not-for-Resale (NFR)
Quoting and Ordering Get Smart incentive: Earn up to US$2000 for each customer smart
account set up (United States only).
Summary

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 Cisco ONE Software
QUOTING AND ORDERING
Cisco ONE Overview

Partner Enablement Quoting and Ordering Resources

Ordering Guide
Quoting and Ordering >
Cisco ONE Conversion Tool
Summary
In addition to drop-ship fulfillment, we are enabling you to use existing
hardware inventory to fulfill Cisco ONE transactions. All orders must
originate in Cisco Commerce Workspace. See the options below:

Price Equalization
Use the established Cisco Commerce Workspace (CCW) price
equalization (CTO to BTO) process to credit (DART) the difference
between Cisco ONE Software and standard, a-la-carte hardware.

For deviated business only

Limited to select distributors globally

Price Promotion
Use a reusable price promotion for high-volume SKUs to equalize
the price difference between Cisco ONE Software and standard,
a la carte hardware.

For nondeviated business only

Available to all distributors globally

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 Cisco ONE Software
SUMMARY
Cisco ONE Overview

Partner Enablement You have been successful at selling Cisco hardware and software solutions.
Now is the time to do it differently with Cisco ONE Software. Increase your
Quoting and Ordering deal sizes, enhance profits for you and your partners, and simplify your
transactions. Cisco ONE Software offers simple solution suites to tackle the
Summary > most relevant business outcomes, purchased and consumed in a flexible
way. IT becomes more agile and innovative by making software portable and
enabling the latest software capabilities.

Get Started Today

Find more information about Cisco ONE Software from your distribution
account manager or on Distribution Central.

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Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third party 12
trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R) DEC15CS4940