Cisco Managed Services Channel Program Overview

The managed services market is poised for expansive growth. The network is becoming an
integrated, intelligent platform for IT as customers increasingly seek greater breadth of service,
personalization, and quality of experience. At the same time, emerging technologies, collabora-
tion, and globalization are promoting network complexity and management demands that fall
outside the core business of many end users.
Companies are increasingly reliant on collaboration and applications and, as a result, their focus
is shifting from managing their own IT infrastructure to buying technology as a service or
fnished solutions. Simultaneously, the managed services providers are seeking additional ways
to respond to the market needs while fending off competitive threats and seeking new, predict-
able sources of proftability and revenue.
Cisco

partners can capitalize on this transition by extending managed services portfolios

from simple connectivity to managed services such as IP VPN, unifed communications,
security, and others. To help partners with this transition, Cisco is expanding its award-winning
channel program by introducing the new Cisco Managed Services Channel Program.
Ciscos vision is to be the
leading enabler of integrated,
innovative, scalable, high-
value managed services
offerings; whether you are
a regional managed services
provider or a global one,
our vision is to enable
your success.
Cisco Managed Services Channel Program
The Cisco Managed Services Channel Program (MSCP) will help part-
ners accelerate the creation and delivery of managed services. It is an
enhancement to the award-winning Cisco Channel Partner Program
that defnes an established set of managed services based on market
and industry-standard best practices, validates a providers managed
services against those standards, and rewards managed services
providers for the value and advanced technology their services bring
to the market.
The MSCP accelerates a partners ability to provide managed services
by providing a framework to support the global delivery of quality man-
aged services. The framework aligns to the way managed services are
delivered by establishing globally consistent program terms, rewarding
partners incrementally for the value their services bring to the market,
and providing opportunities for them to access unique branding and
marketing for their services.
All participating managed services undergo an annual third-party
audit assessing the people, processes, and tools used in the delivery
of the services. Audited services demonstrating an ability to deliver
premium managed services achieve the Cisco Powered Managed
Services designation.
Managed Services Defnition
Managed services are information technologies delivered as fnished
solutions, managed remotely by highly skilled professionals from a
network operations center (NOC).
Managed services are proactively monitored, and providers can
troubleshoot incidents from the NOC, according to defned service
level agreements (SLAs) negotiated with end users.
Managed services are often offered on an operating expense basis
that requires no capital outlay for the enterprise.
Value-Based Benefts
Managed services represent a large, growing market that delivers to
customers effcient, cost-effective, and reliable networks and an ability
to focus valuable internal resources on the more strategic aspects
of their business. The MSCP is designed to accelerate managed
services sales and to reward partners investment in the delivery of
managed services. Benefts include:
Global consistency: Cisco has aligned its channel program so that
managed services providers can more easily deliver managed
services globally. Managed services providers who invest in their
managed services capabilities can best capture the global market
opportunity and enjoy consistent and predictable global terms de-
signed to promote adoption of Cisco advanced technology solutions
and the transport services based on Cisco that enable them.
Financial rewards: The MSCP offers escalating rewards to managed
services providers for promoting premium solutions based on Cisco
advanced technology product groups and IP Multiprotocol Label
Switching (MPLS) transport based on Cisco. Premium services will
achieve the new Cisco Powered Services designation in conjunc-
tion with rebates and the go-to-market and branding benefts of the
enhanced Cisco Powered Program.
Branding and marketing opportunities: Partners achieving the Cisco
Powered Managed Services brand will set the industry standard for
their ability to deliver the highest value-add managed services. They
will have access to resources designed to help them envision, build,
and deliver managed services to their existing and target customers.
The Cisco Powered Managed Services brand indicates the services
have met Cisco and industry standards and will receive special rec-
ognition in the enhanced Partner Locator tool on Cisco.com.
Cisco Powered Managed Services:
Cisco
Powered
Managed
Services
Global Discount 47%
Global Discount 42%
Edge Services = Cisco AT Products
Transport Services = Based on Cisco IP Network Strategic
Managed Services
Legacy
Managed Services
Edge and Transport Services:
Not Based on Cisco AT Products
VIP, OIP, SIP Do Not Apply To Purchases Made Under MSCP. CTMP and TAP Can Be Stacked with MSCP
Rewards Tied to Service Value
Global Discount 47% (+10% on Net Rebate)
Managed Connectivity
Managed Security
Managed Unified
Communication
Managed Mobile
Communications
Managed DataCenter
Figure 1. Rewards Tied to Service Value
Cisco Managed Services Channel Program Overview
Program Requirements
Qualifying managed services are transport or edge services that
meet all the following criteria:
Remote monitoring for all subject customer premises
equipment (CPE).
Remote confguration and troubleshooting.
SLA between partner and end customer that binds the solution
provider to quality-of-service (QoS) commitments.
Term of contract more than one year.
CPE title held by partner or end customer.
Only CPE used to provision services or upgrade an enterprises
infrastructure as part of a standard offer to support managed services
qualifes for program discounts and rebates.
The MSCP continues the tradition of Ciscos value-based channel
program by providing three distinct service levels, each with
escalating rewards and benefts that map to the value the services
bring to market:
Cisco Powered Managed Services: Cisco Powered Managed
Services come with a Cisco Powered designation, which indicates
the services have met rigorous measures based on the highest
level of customer value, industry standards for service delivery, and
Ciscos benchmark for quality. Qualifying providers receive fnancial,
branding, and go-to-market benefts for services that meet these
requirements. For more information about benefts available, visit
the Cisco Powered Program at www.cisco.com/go/cpn.
Strategic managed services: Strategic managed services promote
adoption of Ciscos advanced technology solutions by providing
customers with predictable costs, while reducing technology
adoption risk. Customers can now rely on the managed services
provider capabilities, validated by a third party, to deliver fnished
solutions with an end-to-end product and service guarantee.
Strategic services are based on Cisco advanced technology
products or IP-transport managed services based partially or wholly
on a Cisco infrastructure. Additional requirements are established on
a service-by-service basis and determine which technical attributes,
SLA components, and service management reports provide a quality
offer for the customer.
Legacy managed services: If no Cisco infrastructure ports are
required when a network solution is provisioned, that solution quali-
fes as a legacy service. Examples would be Frame Relay or ATM
solutions. These are usually traditional network solutions that are
not IP based and not based on a Cisco infrastructure. Nontransport
services that do not deliver Cisco advanced technology products
would be considered legacy services. An example would be a
managed LAN.
Table 1. Service Designations
Discount Level Managed Connectivity Managed Security Managed Unifed
Comms
Managed Mobile
Comms
Managed Data
Center
Cisco Powered
Managed Services
Managed Internet Service
Metro Ethernet
MPLS VPN
IP Trunking
TP Transport*
Application Aware VPN*
Managed Firewall
Managed IDS/IPS
Managed NAC*
Managed Video
Surveillance*
Managed Business
Communications
Managed Unified
Contact Center
Managed TP*
Hosted Unified
Communication
Services*
Managed
Service Mesh*
Managed Hosting*
Managed WAAS*
Strategic Managed
Services
Managed Internet Service
IPsec VPN
IP Trunking
Managed Firewall
Managed IDS/IPS
Secure Router (K9)
Managed NAC*
Managed Business
Communications
Managed Unified
Contact Center
Managed
Wireless LAN
Managed Hosting/
Co-Location
Managed WAAS*
Legacy Managed
Services
Managed Internet Service
Frame Relay/ATM
Managed LAN
Managed Router
Managed Hosting/
Co-Location

*Denotes Future Designation
Cisco Managed Services Channel Program Overview
Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.
2007 Cisco Systems, Inc. All rights reserved. CCVP, the Cisco logo, and the Cisco Square Bridge logo are trademarks of Cisco Systems, Inc.; Changing the Way We Work, Live, Play, and Learn is a service mark of
Cisco Systems, Inc.; and Access Registrar, Aironet, BPX, Catalyst, CCDA, CCDP, CCIE, CCIP, CCNA, CCNP, CCSP, Cisco, the Cisco Certified Internetwork Expert logo, Cisco IOS, Cisco Press, Cisco Systems,
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to Increase Your Internet Quotient, and TransPath are registered trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries.
All other trademarks mentioned in this document or Website 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. (0708R)
Cisco has more than 200 offices worldwide. Addresses, phone numbers, and fax numbers are listed on the Cisco Website at www.cisco.com/go/offices.
2007 Cisco Systems, Inc. All rights reserved. CCVP, the Cisco logo, and the Cisco Square Bridge logo are trademarks of Cisco Systems, Inc.; Changing the Way We Work, Live, Play, and Learn is a service mark of
Cisco Systems, Inc.; and Access Registrar, Aironet, BPX, Catalyst, CCDA, CCDP, CCIE, CCIP, CCNA, CCNP, CCSP, Cisco, the Cisco Certified Internetwork Expert logo, Cisco IOS, Cisco Press, Cisco Systems, Cisco Systems
Capital, the Cisco Systems logo, Cisco Unity, Enterprise/Solver, EtherChannel, EtherFast, EtherSwitch, Fast Step, Follow Me Browsing, FormShare, GigaDrive, HomeLink, Internet Quotient, IOS, iPhone, IP/TV, iQ Expertise, the
iQ logo, iQ Net Readiness Scorecard, iQuick Study, LightStream, Linksys, MeetingPlace, MGX, Networking Academy, Network Registrar, PIX, ProConnect, ScriptShare, SMARTnet, StackWise, The Fastest Way to Increase Your
Internet Quotient, and TransPath are registered trademarks of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries.
All other trademarks mentioned in this document or Website 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. (0708R)
Americas Headquarters
Cisco Systems, Inc.
170 West Tasman Drive
San Jose, CA 95134-1706
USA
www.cisco.com
Tel: 408 526-4000
800 553-NETS (6387)
Fax: 408 527-0883
Asia Pacific Headquarters
Cisco Systems, Inc.
168 Robinson Road
#28-01 Capital Tower
Singapore 068912
www.cisco.com
Tel: +65 6317 7777
Fax: +65 6317 7799
Europe Headquarters
Cisco Systems International BV
Haarlerbergpark
Haarlerbergweg 13-19
1101 CH Amsterdam
The Netherlands
www-europe.cisco.com
Tel: +31 0 800 020 0791
Fax: +31 0 20 357 1100
Americas Headquarters
Cisco Systems, Inc.
170 West Tasman Drive
San Jose, CA 95134-1706
USA
www.cisco.com
Tel: 408 526-4000
800 553-NETS (6387)
Fax: 408 527-0883
Asia Pacific Headquarters
Cisco Systems, Inc.
168 Robinson Road
#28-01 Capital Tower
Singapore 068912
www.cisco.com
Tel: +65 6317 7777
Fax: +65 6317 7799
Europe Headquarters
Cisco Systems International BV
Haarlerbergpark
Haarlerbergweg 13-19
1101 CH Amsterdam
The Netherlands
www-europe.cisco.com
Tel: +31 0 800 020 0791
Fax: +31 0 20 357 1100
Enrollment Process
Partners begin their participation in the Cisco Managed Services
Channel Program by working with their account team to determine
if MSCP is a ft for their business model. The partner and the account
team should review the MSCP Website at www.cisco.com/go/mscp
and download the MSCP qualifcation questionnaire to aid in
this discussion.
When ready to apply to the program, the partner should complete
the CSApp online application at www.cisco.com/go/csapp, identify
relevant managed services, and agree to the program terms and
conditions. When the application is approved, a third-party auditing
frm will, at no cost to the partner, schedule an audit of the partners
service. After successfully completing the audit, the partner is briefed
by Cisco on order process and receives promo codes and program
participation instructions.
Working Together
To help you meet customer needs and capture a dynamic growth
opportunity, the industry-leading Cisco Channel Partner Program
has evolved to help you accelerate growth, differentiate your business,
and increase your proftability.
The Cisco Managed Services Channel Program rewards partners
for building and selling managed services by offering discounts and
rebates in the purchase of supporting CPE. For qualifying services, the
program offers additional branding and marketing benefts from Cisco.
By mapping program rewards to value delivered, the program will help
accelerate managed services providers revenue growth and return on
investment of managed services delivery. It also takes the guesswork
out of managed services for businesses by benchmarking and validat-
ing the quality of a managed services experience.
Contact your Cisco channel account manager today for more informa-
tion about the Cisco Managed Services Channel Program or visit the
MSCP Website at www.cisco.com/go/mscp.
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