Unified Data Center Partner Guide

Cisco Unified
Data Center
Partner Guide
Introduction
Data Center Specializations and Rapid Enablement
Partner Go-to-Market Resources
Pre-Sales Helpdesk
Cisco Build and Price
Incentives and Promotions
Cisco-Funded Network Assessments
Training and Demo Labs
Partner Events
Cisco Cloud Channel Go to Market
Grow Faster with ISVs
Cisco Data Center Solutions
Cisco Services
October 2013 | 2013 Cisco Systems, Inc. All rights reserved. This document is Cisco Confidential. For Channel Partner use only. Not for public distribution.
Cisco Unified Data Center

Partner Guide
Partner Go-to-Market
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
The Cisco Data Center Partner Guide is designed to

provide information on programs, tools and resources
specific to the Cisco Unified Data Center go-to-market.
This Partner Guide will be updated on a quarterly basis.
Please check back for an updated version at
www.cisco.com/go/dcguide
If you want to comment on the format or on the content
of the guide, or if you want to suggest a topic that
should be a part of the next Data Center Partner Guide
release, do not hesitate to send us your suggestions at
feedback_dcguide@cisco.com
Figure 1 Cisco Unified Data Center
g
in
t
u
Compute
abric
dF
fie
>
This guide provides a comprehensive overview of sales

resources available for Cisco partners to successfully
drive Cisco Data Center go-to-market activities
throughout the sales lifecycle.
i
Un
Data Center
Specializations and
Rapid Enablement
Introduction
Co
m
p
>
Unified
Introduction
Network
Unified
Data
Center
Storage
Security
Management
Un
if
t
en
ied M
m
e
anag

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Data Center Specializations and Rapid Enablement

Ciscos industry leading networking certification and specialization
programs enable partners to solve their customers most important
business issues.
Cisco Specialization Programs focus on a partners ability to deliver
intelligent networks and technology architectures built on integrated
products, services, and software platforms. With training in the latest Cisco
solutions and architectures in addition to valuable branding resources
specializations reward partners with increased incentives as they add value
to their Cisco business.
Next >
Figure 2 Cisco Data Center Specializations

Master
Master Cloud
Builder (MCB)
Specialization
Cisco Data Center Specializations programs:
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Advanced Unified Computing Technology (UCT)

Advanced Unified Fabric Technology (UFT)
Architecture
Advanced Data Center Architecture (DCA)
Data Center
Architecture (DCA)
Specialization
Master Cloud Builder (MCB)

Additionally Cisco is also offering the Cisco UCS Director Rapid
Enablement Process to expedite adoption of Cisco UCS Director, a
Converged Infrastructure Manager that delivers unified management
for industry-leading converged infrastructure solutions based on Cisco
Unified Computing System (UCS) and Cisco Nexus technologies.
Technology
Unified Fabric
Technology
(UFT)
Specialization
Unified
Computing
Technology
(UCT)
Specialization

Partner Guide
Data Center Specializations and Rapid Enablement (cont.)
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
Enhanced profitability: Participate in the Value Incentive Program (VIP) offering, and earn rebates ranging from 1 to 15
percent (VIP 22).
>
Improved visibility to customer and Cisco sales staff: Differentiate your organization from other Cisco partners.
< Previous
Why Earn a Cisco Data Center Specialization?

The Cisco data center specializations reflect a partners depth of expertise, capabilities, and end-to-end service and
support for specific solutions and technology architectures. These specializations enable partners to develop and
expand their sales, technical, and service capabilities for Cisco Unified Data Center solutions.
The data center specializations entitle Cisco partners to a range of benefits, including:
Achieve recognition as a Specialized Partner in the Cisco Partner Locator.
Incentives and
Promotions
>
Gain access to restricted products, such as the Cisco UCS B-Series Blade Servers.
Cisco-Funded
Network Assessments
>
Accelerate business and market growth with access to sales tools, resources, and programs, including New Account
Breakaway (NAB), PDI Help Desk, Proposal Library, Cisco-Funded Data Center Infrastructure Assessments, and Cisco
Validated Designs.
Advanced Data Center Architecture (DCA) is required to become a Cisco Gold Certified Partner
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Next >

Partner Guide
< Previous
Next >
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
Master Cloud Builder (MCB)
>
These specialization levels reflect a partners depth of expertise, capabilities,

and end-to-end service and support for data center technologies and solutions.
Incentives and
Promotions
>
See Table 1 for a high-level overview of the data center specializations.
Cisco-Funded
Network Assessments
>
Table 1. Overview of Data Center Specializations
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
How to get started?
Apply
Apply
Apply
Contact your account team and

apply
Cisco Data Center

Solutions
>
Requirements and cost?
Partner requirements and costs
Cisco Services
>
Overview of Data Center Specializations

There are four data center specializations:
Advanced Unified Computing Technology (UCT)
Advanced Unified Fabric Technology (UFT)
Advanced Data Center Architecture (DCA)
Advanced Unified Computing

Technology
Product access
Cisco UCS BSeries
Product coverage
Cisco UCS
Advanced Unified Fabric

Technology
Advanced Data Center

Architecture
Master Cloud Builder
Cisco UCS BSeries

Cisco Nexus switching
Cisco UCS
Cisco UCS
Cisco MDS
Cisco MDS
Cisco MDS
Third-party data center
solutions

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
< Previous
Advanced Unified Computing Technology Specialization

The Cisco Unified Computing System (Cisco UCS) unifies computing, networking, management, virtualization, and
storage access into a single integrated architecture. The Advanced Unified Computing Technology (UCT) Specialization
is designed for partners looking to build a Cisco Unified Computing practice. Achievement of this specialization entitles
partners to sell the Cisco UCS B-Series Blade Servers without the higher investment of a full architecture specialization
and is the ideal starting point for a data center practice-building relationship with Cisco.
Three roles are required for the Advanced UCT Specialization:
Account Manager
Systems Engineer
Field Engineer
>
These roles provide a roadmap with training content and exams.
Costs
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Your investment to achieve these roles will vary depending on the existing skill levels within your practice. The total cost for
training (not required) can be up to $6,990 (USD) and 91 out-of-office hours. Required testing costs are $365 (USD).
See Table 2 for a summary of the training format, cost, and duration for each role.
Next >

Partner Guide
Introduction
>
< Previous
Next >
The Advanced UCT Specialization offers the following benefits:
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
Resale access to Cisco UCS B-Series products

Participation in the VIP Data Center UCT subtrack, offering rebates of up to 15 percent (VIP 22)
Advanced UCT branding to recognize your Cisco UCS design, implementation, and support capabilities
Recognition as a Specialized Partner in the Cisco Partner Locator
Increased sales and technical competency to participate in the rapidly growing unified computing opportunity
Table 2 is a summary of training format, cost, and duration for each role. All costs and training hours are approximate and may vary by
region. These requirements are subject to change. For the most up-to-date information and additional details see the official UCT website.
Table 2. UCT Quick Reference Matrix
Advanced Unified
Computing Technology
AM - Responsible for sales methodology and

customer engagement
SE - Presales engineer responsible

for Unified Computing technology
solution planning and design
FE - Presales engineer responsible for Unified

Computing technology solution planning and
design
Pre-Reqs
Cisco Sales Expert (#646-206 CSE)
None
None
Cisco Sales Essentials (CSE) v6.0

Required Certification
Cisco Sales Specialist for Unified Computing

Technology
Cisco Unified Computing Technology

Design Specialist
Cisco Unified Computing Technology Support

Specialist
Required Exam
#650-987 PSDCUCAM
642-998 DCUCD
642-999 DCUCI
Exam Cost
$65
$150
$150
Recommended Training
(not mandatory)
Cisco Data Center Unified Computing for

Account Managers (DCUCAM v1.1)
Designing Cisco Data Center Unified

Computing (DCUCD) v5.0
Implementing Cisco Data Center Unified

Computing (DCUCI) v5.0
>
Cost
$3495
$3495
Hours
11 Hours
40 Hours
40 Hours
Cisco Data Center

Solutions
>
Out-of-Office@$100/hr
$1,100
$4,000
$4,000
Format
Online
Instructor-Led
Instructor-Led
Cisco Services
>
The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are
required. Training and exams are updated on an ongoing basis. See the main websites for potential additional options.

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
< Previous
Advanced Unified Fabric Technology Specialization

Cisco Unified Fabric unifies storage, data networking, and network services, delivering architectural flexibility and
consistent networking across physical, virtual, and cloud environments. The Advanced Unified Fabric Technology (UFT)
Specialization is designed for partners looking to build a Cisco Unified Fabric practice.
Three roles are required for the Advanced UFT Specialization:
Account Manager
Systems Engineer
>
Field Engineer
Incentives and
Promotions
>
These roles provide a roadmap with training content and exams that are tailored to pertinent jobs within a company.
Cisco-Funded
Network Assessments
The Advanced UFT Specialization offers the following benefits:
>
Participation in the VIP Data Center UFT subtrack, offering rebates of up to 10 percent (VIP 22)
Advanced UFT branding to recognize your Cisco Unified Fabric design, implementation, and support capabilities
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>

Increased sales and technical competency to deliver Ciscos market-leading Unified Fabric portfolio
Costs
Your investment to achieve these roles will vary depending on the existing skill levels within your practice. The total cost for
training (not required) can be up to $12,980 (USD) and 123 out-of-office hours. Required testing costs are $750 (USD).
See Table 3 for a summary of the training format, cost, and duration for each role. All costs and training hours are
approximate and may vary by region. These requirements are subject to change. For the most up-to-date information
and additional details see the Advanced UFT Specialization website.
Next >

Partner Guide
Introduction
>
< Previous
Next >
Table 3. UFT Quick Reference Matrix
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Advanced Unified Fabric

Technology
AM - Responsible for sales methodology and

customer engagement
SE - Presales engineer responsible for

Unified Fabric technology solution planning
and design
FE - Presales engineer responsible for

Unified Fabric technology solution planning
and design
Pre-Reqs
CCDA associate-level certification
CCNA associate-level certification
or
or
CCDP or CCIE
CCNP or CCIE
Cisco Sales Specialist for Unified Fabric

Technology
Data Center Unified Fabric Design

Specialist
Data Center Unified Fabric Support

Specialist
Required Exam(s)
646-985 DCNSS
642-996DCUFD
v5
642-997 DCUFI v5
642-996 DCUFI
v5
642-980 DCUFT
Exam Cost
$150
$150
$150
$150
$150
(not mandatory)

Data Center Networking Solution Sales (DCNSS
v3.0)
Designing Cisco
Data Center
Unified Fabric
(DCUFD) v5.0
Implementing Cisco
Data Center Unified
Fabric (DCUFI) v5.0
Implementing
Cisco Data
Center Unified
Fabric (DCUFI)
v5.0
Troubleshooting
Cisco Unified Fabric
(DCUFT) v5.0
Cost
$3295
$3295
$3295
$3095
Hours
11 Hours
40 Hours
24 Hours
24 Hours
24 Hours
Out-of-Office @$100/hr
$1,100
$4,000
$2,400
$2,400
$2,400
Format
Online
Instructor-Led
Instructor-Led
Instructor-Led
Instructor-Led
Role Sharing
One qualified individual may fill only the AM role

in up to four technology specializations.
One qualified individual may fill only the SE

role in up to two technology specializations
One qualified individual may fill only the FE

role in up to two technology specializations
The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required. Training
and exams are updated on an ongoing basis. See the main websites for potential additional options.

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
< Previous
Advanced Data Center Architecture Specialization

Cisco Unified Data Center changes the economics of the data center by unifying computing, storage, networking,
virtualization, and management. The Cisco Advanced Data Center Architecture (DCA) Specialization is designed
for partners looking to offer complete Data Center architecture solutions.
The DCA Specialization offers the following benefits:
Resale access to Cisco UCS B-Series products
Participation in the VIP Data Center UFT and UCT subtracks, offering rebates of up to 15 percent (VIP 22)
>
Incentives and
Promotions
Advanced DCA branding to recognize your design, implementation and support capabilities across the Cisco
Unified Data Center portfolio
>
Cisco-Funded
Network Assessments
>
Increased sales and technical competency to deliver Ciscos market-leading Unified Data Center portfolio
Three roles are required for the Advanced Data Center Architecture Specialization:
Account Manager
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Architect Systems Engineer

Field Engineer (3)
Cisco Data Center

Solutions
>
Cisco Services
>
Costs
Your investment to achieve these roles will vary depending on the existing skill levels within your practice. The
total cost for training (not required) can be up to $19,970 (USD) and 227 out-of-office hours. Required testing
costs are $980 (USD).
See Table 4 and 5 for a summary of the training format, cost, and duration for each role. All costs and training
hours are approximate and may vary by region. These requirements are subject to change. For the most up-todate information and additional details see the official Advanced DCA Specialization website.
10
Next >

Partner Guide
Introduction
>
< Previous
Next >
Table 4
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
Data Center Sales Specialist for

Architecture
Data Center Architecture Design Specialist
>
Required Exam(s)
646-985 DCNSS
#650-987 PSDCUCAM
642-996DCUFD v5
642-998 DCUCD v5
Incentives and
Promotions
>

Architecture Specialization
AM - Responsible for sales methodology

and customer engagement
Architect SE - Presales engineer responsible for Data Center Architecture solution

planning and design. Possesses both business and technical skills. Understands
customer business needs and issues, business process and transformation.
Pre-Reqs
None
650-987 PSDCUCAM
Exam Cost
$150 and $65
$65
$150
$150
Recommended Training (not

mandatory)
Quickstart for Data

Center/Virtualization
Architecture
Implementing Cisco
Data Center Unified
Fabric (DCUFI) v5.0
Designing Cisco Data Center

Unified Computing (DCUCD)v5.0
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Quickstart for Data Center/Virtualization

Architecture
Partner Events
>
Cisco Data Center Unified Computing for

Account Managers (DCUCAM v1.1)
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Data Center Networking Solution Sales

(DCNSS v3.0)
Cisco Data Center

Unified Computing for
Account Managers
(DCUCAM v1.1)
Cost
$3295
$3495
Hours
19 Hours
8 Hours
40 Hours
40 Hours
$1,900
$800
$4,000
$4,000
Format
Online
Online
Instructor-Led
Instructor-Led
Role Sharing
One qualified individual may fill only

the account manager role in up to two
architecture specializations.
One qualified individual may fill only the Architecture Systems Engineer (ASE) role in up
to two architecture specializations.
The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are required.
Training and exams are updated on an ongoing basis. See the main websites for potential additional options.
11

Partner Guide
Introduction
>
< Previous
Next >
Table 5. FE Roles - Post-sales engineer responsible for Data Center Architecture solutions and considerations.
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>

Architecture Specialization
FE 1 - Post-sales engineer responsible for Data

Center Architecture unified computing solutions
and considerations
FE 2 - Post-sales engineer responsible for Data

Center Architecture unified fabric solutions.
FE 3 - Post-sales engineer
responsible for Data Center
Architecture application services.
Pre-Reqs
None
CCNP professional-level certification
CCNA associate-level certification
or
or
CCIE Service Provider, CCIE Design, CCIE ISP

Dial, CCIE Routing & Switching, CCIE Security,
CCIE SNA/IP Integration, CCIE Service Provider
Comprehensive, CCIE Storage Networking, CCIE
Voice, CCIE WAN Switching, CCIE Wireless, or
CCIE SP Operations
CCNP, CCIE Service Provider, CCIE

Design, CCIE ISP Dial, CCIE Routing
& Switching, CCIE Security, CCIE
SNA/IP Integration, CCIE Service
Provider Comprehensive, CCIE
Storage Networking, CCIE Voice,
CCIE WAN Switching, CCIE Wireless,
CCIE SP Operations, or CCDE
Data Center Support for UC Specialist (Option 1)
Data Center Unified Fabric Support Specialist
Data Center AS Support Specialist
Required Exam(s)
642-999 DCUCI
642-997 DCUFI v5
642-980 DCUFT
#642-975 DCASI
Exam(s) Cost
$150
$150
$150
$150
(not mandatory)
Implementing Cisco Data Center Unified

Computing (DCUCI) v5.0
Implementing Cisco
Data Center Unified
Fabric (DCUFI) v5.0
Troubleshooting Cisco
Unified Fabric (DCUFT)
v5.0
Implementing Cisco Data Center

Application Services (DCASI) 2.0
E-learning or Instructor-led
Cost
$3,495
$3295
$3095
E-learning ($0), Instructor-led ($

3295)
Hours
40 Hours
24 Hours
24 Hours
32 Hours
$4,000
$2,400
$2,400
$3200
Format
Instructor-Led
Instructor-Led
Instructor-Led
Role Sharing
The field engineer cannot fill roles in other architecture specializations (Borderless Network or Collaboration); however, one field engineer
can fulfill up to 1 additional field engineer role (2 FE roles total) within the Data Center Architecture Specialization. Role sharing in technology
specialization(s) has no impact on architecture specialization(s).
The costs and hours associated with the training are not mandatory. Only the exam(s) and pre-reqs (if applicable) are
required. Training and exams are updated on an ongoing basis. See the main websites for potential additional options.
12

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
< Previous
Master Cloud Builder Specialization

The Cisco Master Cloud Builder Specialization denotes the highest level of achievement for a Cisco data center partner.
Built upon the Advanced DCA Specialization, it recognizes a partners proven capabilities to build and deploy cloudready, integrated infrastructures based on Cisco solutions, as well as Ciscos technology ecosystem partner cloud
offerings across storage, virtualization, cloud management, and virtual desktop.
The Master Cloud Builder Specialization offers partners numerous benefits:
Cisco Cloud Partner brand recognition for achieving a Master level of competency and capabilities, resonating with
customers, partners, and Cisco sales teams
Exclusive ability to promote your company to customers and Cisco Sales with your own dedicated landing page on
Ciscos Cloud and Managed Services Partner Marketplace
Access to external marketing programs and materials to accelerate your time-to-market and demand through Cisco
Partner Marketing Central
Improved profitability through enhanced VIP and Marketing Development Funds
Ability to expand and enhance your solution offerings with Ciscos ecosystem of integrated solutions
Exclusive access to practice enablement tools to build and manage a joint cloud go-to-market engagement using the
Cisco Go-to-Market Resource Center
13
Next >

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
< Previous
The Master Cloud Builder Specialization represents a shift from practice building to an acknowledgment of a practice
and requires:
Cisco Advanced Data Center Architecture Specialization
Data center ecosystem partner certifications
>
Customer references
Independent audit of the partners capabilities by a third-party auditing firm
This specialization builds upon many other certifications typically already held by a Cisco data center partner.
Partners with a highly qualified data center and cloud practice can achieve a Master Cloud Builder Specialization
regardless of their Cisco partner certification level.
Costs
Cisco-Funded
Network Assessments
>
Your investment to achieve the Master Cloud Builder Specialization will vary depending on existing certification and skill
levels within your practice. Table 6 summarizes the requirements to achieve this specialization.
Training and
Demo Labs
>
For the most up-to-date details see the Master Cloud Builder Specialization website.
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
14
Next >

Partner Guide
Introduction
>
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
< Previous
Table 6. Master Cloud Builder Specialization Requirements Overview - see website for specifics
Data Center
Specializations and
Rapid Enablement
Cisco Cloud Channel

Go-to-Market
Focus Area
Ecosystem Partner/Product
Requirement
Specialization
Cisco
Advanced Data Center Architecture Specialization
Storage (one or more)
EMC
Velocity with Consolidate or Advanced Consolidate
NetApp
Gold, Platinum, or Star Certification
Hitachi (HDS)
Gold or Platinum Certification
VMware
Enterprise or Premier Certification
Microsoft
Silver or Gold Certification
Citrix
Gold or Platinum Certification
Redhat
Premier or SI Certification
Cisco
see website for specifics
VMware
Citrix
Virtualization/hypervisor
(one or more)
Desktop virtualization
Integrated infrastructure
(one or more)
Cloud management
(one or more)
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
EMC
Vblock Systems (Smart Solution)
NetApp
FlexPod (Smart Solution), ExpressPod (Smart Solution)
HDS
VIA-HDS
Cisco
Intelligent Automation for Cloud (IAC)
BMC
Cloud Lifecycle Management (CLM )
CA
AutoSuite for Cloud
VMware
vCloud Director
Customer references
Minimum 3
Onsite audit
Onsite audit capabilities validation

Onsite audit demonstration
15
Next >

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco UCS Director Rapid Enablement
Cisco UCS Director Partner Training
Cisco UCS Director unifies and automates end-to-end IT converged

infrastructure management processes using Cisco and third-party
hardware. UCS Director provides users with a holistic, single-paneof-glass solution to manage and automate virtualization, computing,
networking and storage operations.
One UCS Director sales training class and three technical training classes
are available. To satisfy the minimum training requirement, partners
must have one person complete the presales Systems Engineer (SE)
Foundations class and one person complete the postsales Field Engineer
(FE) Deployment class. Note that the same person can fulfill both the
SE and FE roles. Table 7 summarizes the UCS Director training options.
Contact your account manager for additional training details.
Cisco UCS Director Deployment Plans

Any Cisco partner can sell UCS Director. It is currently on the Global Price
List and available in Cisco Commerce Workspace. However, as a new
product to most Cisco partners, all UCS Director sales will be checked for
a valid deployment plan prior to shipment.
The following will automatically be released for shipment:
Cisco-Funded
Network Assessments
>
< Previous
Orders from Cisco partners who have completed UCS Director training
Orders that include Cisco Data Center Deployment Service for Cisco
UCS Director
Training and
Demo Labs
>
Partner Events
>
Cisco UCS Director Rapid Enablement
Cisco Cloud Channel

Go-to-Market
>
The Cisco UCS Director Rapid Enablement program prepares partners to

successfully sell and deliver UCS Director solutions without imposing a
formal program structure. This program provides the following benefits:
>
Automatic release of UCS Director orders for partners that satisfy the
minimum training requirement
Cisco Data Center

Solutions
>
Training specifically designed for partners with existing expertise in

adjacent technologies
Cisco Services
>
Orders delivered by an approved ecosystem delivery partner
Table 7. Cisco UCS Director Training Options

Class
Format
Account
Manager
Presales
Systems
Engineer
Postsales Field
Engineer
UCS Director
Sales
Overview
1.5 hours,
WebEx
Recommended
Recommended
Recommended
UCS Director
Technical
Foundations
2 days,
WebEx or
in person
REQUIRED
Recommended
UCS Director
Advanced
Deployment
2 days, in
person
Optional
REQUIRED
UCS Director
Advanced
Development
2 days, in
person
Optional
Resources to support the sale and deployment of UCS Director solutions
16

Partner Guide
Introduction
Data Center
Specializations and
Rapid Enablement
>
Partner Go-to-Market Resources
Next >
Cisco Unified Data Center includes Unified Compute, Unified Fabric and Unified Management solutions.
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Unified Compute
Unified Fabric
Unified Management
Cisco UCS is the smart, innovative fabric

computing infrastructure that simplifies
operations, speeds deployment, and runs
applications faster.
By unifying storage, data networking, and

network services, Unified Fabric delivers
architectural flexibility and consistent networking
across physical, virtual and cloud environments.
Cisco Unified Management solutions provide

simplified management and automation across
converged data center infrastructure and cloud
computing architectures.
Unified Compute Technologies include:
Unified Fabric Technologies include:
UCS B-Series Blade Servers
Cisco Nexus Series Switches
Unified Management technologies include the

following:
UCS C-Series Rack Servers
Cisco MDS Family
Unified Computing System Management

Cisco UCS Manager
Cisco UCS Central
Cisco-Funded
Network Assessments
Converged Infrastructure Management
>
Unified Compute
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Unified Fabric
Unified Management
Cisco UCS Director

Cloud Management and Orchestration
Cisco Intelligent Automation for Cloud
Data Center and Virtual Network Management
Cisco Data Center Network Manager
Cisco Prime Network Services Controller
Enterprise Workload Automation
Cisco Tidal Enterprise Scheduler
Cisco Validated Solutions for Big Data
SAP IT Process Automation
Cisco Intelligent Automation for SAP
Cisco Bridge to SAP HANA
17

Partner Guide
Introduction
Data Center
Specializations and
Rapid Enablement
>
Partner Go-to-Market Resources (cont.)
< Previous
Table 8. Key Cisco sales programs and resources for Cisco Data Center partners. Most are available at no-charge to Cisco DC partners.
>
Resources
>
Pre-Sales Helpdesk
>
>
Unified Compute
Unified Fabric
Unified Management
Partner Central
Partner Central
Partner Central
Partner Central
Cisco.com
Partner Resources
Partner Resources
Partner Resources
Cisco Community
Data Center and Cloud Cisco Community
Help Desk
Partner Helpline - Partner Pre-Sales Support

PDI Helpdesk - Plan, Design & Implementation Support
An Hour With Cisco Data Center Engineers Weekly session Data Center Partner Architecture Team
Incentives and
Promotions
>
(not mandatory)
Data Center Competitive Resources

UCS Competitive Campaign
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Pricing Portal
UCS Build and Price
Sales Training
SMOREs
Voice of the Engineer
Partner Interactive Webinar
Partner Education Connection
DC Community
DC Quick Start
Customer Proof Points
Cisco on Cisco
Customer Case Studies by Vertical
18
Next >

Partner Guide
Introduction
Data Center
Specializations and
Rapid Enablement
>
Partner Go-to-Market Resources (cont.)
Table 8 Cont. Key Cisco sales programs and resources for Cisco Data Center partners. Most are available at no-charge to Cisco DC partners.
>
Unified Compute
Assessments
>
Pre-Sales Helpdesk
>
Unified Management
Cisco UCS New Account Breakaway
>
Cisco Technology Migration Program (TMP)
SIRE
Promotions
Cisco-Funded
Network Assessments
Unified Fabric
Cisco Funded Network Assessments
Resources
Incentives and
Promotions
< Previous
Smart Plays
Nexus Promotional Offers
Incentive and Promotions
>
>
Demand Gen Assets
Cisco Partner Marketing Central
Proposal Support
Cisco Global Proposals Partner Content Library
Training and Demonstration
WWPO Data Center Labs

Cisco UDC KAONs
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Cisco Validated Designs
Design Zone for Data Center
19

Partner Guide
Introduction
Data Center
Specializations and
Rapid Enablement
>
Pre-Sales Helpdesk
Next >
Partner Helpline for pre-sales support and the PDI Helpdesk for proactive technical support to deliver higher-quality solutions in a shorter period of time
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Partner Help Line

The Cisco Partner Helpline is a support network for Cisco Partners for all pre-sales support needs. This group is comprised of Cisco program and
product experts to support Partners across the world.
All Partners are welcome to join, regardless of their certification level. Open a case at: www.cisco.com/go/ph
Product Pre-Sales support:
Partner Enablement Tools:
Product specifications/ Design aspects/ interoperability
Partner Education Connection (PEC)
Partner numbers/ pricing questions
Quote Advisor/ Quick Quote / CCW
Features/ capabilities/ configuration
Solutions Builder
Channel Partner Program:

Requirements
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Education
Discovery
Talent Acquisition Portal
Customized partner intelligence
Secure Business Advisor
Steps to Success
Competitive Edge
Campaign Builder
SMB Smart Design
CCO - Partner access
20

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Pre-Sales Helpdesk (cont.)
< Previous
Plan, Design and Implementation (PDI) Help Desk

The PDI Help Desk (PDI-HD) is a free, 12 x 5 worldwide support service which addresses
the need for proactive technical support required by Cisco Partners in the complex tasks
of Planning, Design and Implementation (PDI) of Cisco solutions.
All DC Specialized Partners are eligible. Open a case at: www.cisco.com/go/pdihelpdesk
Benefit to Partners:
Access to a dedicated team of engineers focused on design and deployment best
practices
Deliver higher-quality solutions in a shorter period of time
Smoother project lifecycle
Reduction of operational issues once the solution is in production.
Type of Cases Handled:
Pre-production technical issues
Upgrade and migration planning
Network design reviews
Capacity and scalability advice
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Initial setup and troubleshooting

Configuration and feature integration
Supported Data Center Products
Cisco Unified Data Center Solutions
VMware
Certified OSs
Certified Enterprise Applications
21

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments

New e-commerce platform offers streamlined access to Cisco Unified
Compute product offerings, allowing customers to build and price the
Cisco solution that fits their needs and route to the partner of their
choosing
The Cisco Build and Price website offers participating qualified partners
an e-commerce presence for re-selling Cisco Unified Compute solutions.
This sales portal provides your customers easy access to Cisco UCS
blade and rack server pricing using a simple approach to building and
pricing server solutions.
This direct online access for customers creates a more efficient method
to procure UCS servers and speed delivery through Ciscos extensive
Reseller network.
To learn more about participating in this program please see your Cisco
Partner Account Manager.
Figure 3. Cisco Build and Price
Cisco UCS customers can take advantage of:

Fast navigation & ease of use
Focused configuration bundles for quick pricing and ordering
>
Access to supporting product information

Sales support by Cisco product experts
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Cisco Partner will benefit by:

Less time spent on transaction business
Enhanced web presence and ease of ordering
Direct routing of leads
Cisco UCS customers can now customize solutions to fit their unique
business needs, compare competitive MSRP pricing, review UCS server
options, and become informed on product features. Sales support is available
via email or phone to help expedite sales orders. Having tailored a solution,
customers can order products saved in their cart via a Cisco Reseller of their
choosing. Customers outside of the US can select their solution, then print or
email it to their local Reseller for quoting in local currency.
22

Partner Guide
Introduction
>
Incentives and Promotions

Cisco offers a numbers of programs, promotions and incentives for Cisco
Partners to take advantage of. Additional information can be found at
www.cisco.com/go/incentives including information on:
Availability
Teaming Incentive Program (TIP)
EMEAR (Europe, Middle East, Africa and Russia)
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Cisco Rewards
Incentives and
Promotions
>
UCS New Account Breakaway (NAB)
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
The Cisco UCS New Account Breakaway promotion offers a compelling

incentive for selling UCS and DC Infrastructure into accounts that have
not previously purchased a Cisco UCS system. This CCW-based deal
registration promotion is complimentary and similar to OIP and is designed
to capture market share by promoting first-time UCS purchases.
>
Partner Events
>
Opportunity Incentive Program (OIP)

Solution Incentive Program (SIP)
Value Incentive Program (VIP)
Partner benefits:
Opportunity protection
Up-to 70% increase in hardware margin
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Next >
Increased discounts across the Cisco UDC portfolio

Increased follow-on sales opportunity
Americans (US/Cananda)
APJC (Limited pilot in select countries)
Eligible Accounts
Accounts that have not previously purchased Cisco UCS products
Opportunity must be partner-hunted and led (i.e., found and developed
solely by the partner)
See programs page for additional details including terms and conditions
Dates
Deal Registration Period: January 27, 2013, to July 27, 2013
Bookings Period: 6 months after deal registration is approved or January
26, 2014 (whichever comes first)
Eligible Partners
Partner must have one of the following certifications: Gold, Silver, Premier
or Select
In order to resell UCS B-Series products partner must have at least one
of the following specializations:
Advanced Unified Computing Technology
Advanced Data Center Architecture
23

Partner Guide
Incentives and Promotions (cont.)
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
UCS Smartplay Promotions, Solution and Extention Packs offers are

designed to enable partners to jumpstart Unified Computing Systems
(UCS) opportunities by establishing a Cisco UCS footprint in new
customer accounts through the use of aggressive and very competitively
priced blade and rack-mount UCS bundles. Distributors are enabled to
place direct orders with Cisco on behalf of all Tier 1 and Tier 2 Partners.
These offers are updated on a quarterly basis.
>
Nexus Promotional Offers
Incentives and
Promotions
>
Cisco promotional offers enable partners to more easily establish Cisco

Nexus solutions for data center opportunities. Take advantage of these offers
to capture new opportunities. Offers are updated on a quarterly basis.
Cisco-Funded
Network Assessments
>
Nexus Promotional Offers:
Training and
Demo Labs
>
Partner Events
>
< Previous
UCS Smart Plays
Nexus 7000 Common Equipment Bundles

Nexus 5000/6000 and Nexus 2000 Bundles
Arista to Nexus Competitive Migration Program
Cisco Nexus 2000 Technology Migration
Switching (Cisco Catalyst and Nexus) Competitive Equipment Exchange
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Cisco Nexus 7000 Second-Generation Migration Program

Cisco Nexus 7010 Bundle and Cisco ASA 5585-X with SSP-60 Bundle
Security Bundles for Virtual and Cloud
24

Partner Guide
Introduction
Data Center
Specializations and
Rapid Enablement
>
DC Infrastructure Assessment
>
Proven way to drive sales by identifying and expanding opportunities

Regions: Americas (US/Can)
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
Cisco-Funded Network Assessments
>
Ciscos Network Assessment program offers partner incentives for

performing on-site network audits in targeted end-customer accounts.
The Cisco-funded DC Infrastructure Assessment is used to identify
existing and potential problems as well as opportunities for optimization in
your customers network, data center and cloud environments.
Improve the reliability, scalability, performance and optimization of the
network, data center, UC, and cloud environments
Identify critical issues and map them directly to potential solutions with
easy-to-use reports
Discover potential cost savings measures and consolidation opportunities
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
>
Cisco Services
>
Visit our assessment partner Risc Networks for additional information on their
Solution Mapper Tool including success stories to share with your customer.
Planning and Starting an Assessment
Begin planning for performing an assessment by first working with your
Cisco Account Manager, Partner Account Manager or DC Product Sales
Specialist to identify potential DC Assessment opportunities.
To start a Data Center Assessment we require:
Nomination by local Cisco Account Manager, Partner Account Manager
or DC Product Sales Specialist
A minimum deal size of $200K (USD)
Partner to have DCA, UCT or UFT Specialization
Figure 4 Steps to a Cisco-Funded Assessment

Cisco
Cisco Data Center

Solutions
Receive detailed inventory data; network, Windows Server, Windows

Workstation, VMware, Cisco CallManager, Linux/Unix servers - and
even printers
Identify target
accounts/partners
Partner
Request online
priority code via
SIRE portal
Cisco reviews
and approves the
nomination via
SIRE portal
Partner accepts
Terms and Conditions
in SIRE portal
Cisco and Partner
Partner performs
assessments
Partner submits
POP in SIRE portal;
Cisco reviews;
Payment authorized
25

Partner Guide
Training and Demo Labs
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Online training or customer demonstrations highlighting Cisco and Eco-System partners leadership in data center
solutions
Resources
>
Pre-Sales Helpdesk
>
The Cisco Data Center and Virtualization Labs are an online resource for training or customer demonstrations
highlighting Cisco and Cisco Eco-System partners leadership in data center and virtualization solutions. These labs are
specifically designed to provide Cisco data center partners with a hands-on opportunity to configure and demonstrate
Cisco data center and virtualization solutions.
>
Two labs are available for self-paced training and demonstration and can be scheduled online:
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Next >
Cisco Data Center and Virtualization Labs for Channels
Data Center and Virtualization

Flex-Pod Training
The following newly-released labs are available on a limited basis and are not currently available for online scheduling.
To schedule these labs please see your data center partner development manager:
Microsoft Cloud
Training and
Demo Labs
>
Partner Events
>
VXI-Citrix
Cisco Cloud Channel

Go-to-Market
>
Schedule time on the lab today
>
Cisco Data Center

Solutions
>
Cisco Services
>
UCS Director
VXI-VMware
Lab sessions can easily be scheduled online and can vary from one to eight hours for immediate or future use. Typically a
four hour time slot should be enough to complete a training session. To schedule time go to: http://dcv-labs.labgear.net
26

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Training and Demo Labs (cont.)
< Previous
Next >
You will need an account to use the lab. Getting an account is easy. Go to http://dcv-labs.labgear.net and select
Signup at the top of the screen. Enroll using your corporate email, enrollments with personal emails (@gmail.com for
example) will not be approved.
Detailed demo and training documentation is available to registered users.
Example Lab Exercises
FLEXPOD
Data Center and Virtualization Lab
Cisco UCS Configuration for FlexPod with clustered Data ONTAP and ESXi
Initial Networking Configuration and Storage Connectivity
Configuring vPC, FCoE and the FEX using the CLI and using Fabric Manager,
Device Manager and Data Center Networking Manager
Configure VCenter ESXi hosts and SAN attached storage and clone virtual
machine for access to the LAN and SAN
Configuring Overlay Transport Virtualization (OTV) - Configure the Nexus
7000 for OTV preparing for a long-distance OTV event
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Add Virtual Account (VMware vCenter), Physical Accounts, Discover and

Monitor Virtual Resources, Configure Policies for Virtual Cloud (Computing,
Storage, Network and System Policy)
Cisco Data Center

Solutions
>
Familiarize yourself with Cloud Sense and Orchestration, Configure

and publish a catalog, Submit and validate a Service Request generate
CloudSense Reports and Introduction to Orchestration
Cisco Services
>
Configuring VMware VMotion and the Cisco Nexus 1000V
UCS Director
Navigate through the UCS Director software features, self service portal and
Virtual Server Provisioning
Install and configure Cisco UCS Director, deploy Cisco UCS Director software
in VMware vCenter and configure Cisco UCS Director with Microsoft Active
Directory Server
Essential FlexPod Integration Tools for vCenter 5.1 and Deploying and
Configuring Nexus 1000v Distributed Virtual Switch
Using the UCS PowerTool to Automate UCS Provisioning and Deploying and
Using the NetApp NFS Plugin for VMWare VAAI
Using UCS Director Unified Infrastructure Controller to Manage FlexPod and
Provision Orchestration Tasks
CITRIX DV
Overview of deployment best practices for Cisco UCS and Citrix XenDesktop
5.6. Understand the UCS Configuration best practices for XenDesktop
Create and apply a UCS Service Profile for Citrix XenDesktop and Install Citrix
XenDesktop 5.6 on UCS
MS CLOUD
Initial Configuration of the Storage Infrastructure (Data ONTAP)
Cisco UCS Configuration and Microsoft Virtualization and Private Cloud
Infrastructure Configuration Initial Configuration of the Hyper-V Hosts
Configuring System Center 2012 and Deploying a Microsoft Private Cloud
on FlexPod
Advanced FlexPod-Microsoft System Center Integration and Configuring UCS
Integration with System Center Operations Manager 2012 (SCOM)
27

Partner Guide
Introduction
Data Center
Specializations and
Rapid Enablement
Resources
Pre-Sales Helpdesk
Incentives and
Promotions
Cisco-Funded
Network Assessments
>
>
>
>
>
>
Training and Demo Labs (cont.)
Cisco GOLDlabs
GOLDLab: DCNI-2 Lab 3/14:Layer 2 Switching
Cisco Partners can take advantage of Ciscos many GOLDlabs available

for data center including:
GOLDLab: DCNI-2 Lab 4/14:First-Hop Redundancy Protocols
GOLDLab: DCV Zenoss Cloud Assurance
GOLDLab: DCNI-2 Lab 9/14:Troubleshooting Using SPAN
GOLDLab: DCV MDS Lab1 - Initial Config, VSANs and Zoning v1.0
GOLDLab: DCNI-2 Lab 5/14:Configuring Routing Protocols
GOLDLab: DCV MDS - Lab2 - Adv SAN - ISL, Port Channels, VSAN
Trunking and NPV v1.0
GOLDLab: DCNI-2 Lab 6/14:Quality of Service
GOLDLab: DCV MDS - Lab3 - SAN Extension Features (FCIP, IVR) v1.0
GOLDLab: DCV FabricPath Lab
GOLDLab: DCUCS Nexus 1000 - Lab4
GOLDLab: DCV Nexus 5000 VM-FEX
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
< Previous
GOLDLab: DCUCS VM-FEX - Lab5

GOLDLab: DCNI-2 Lab 8/14:Cisco Data Center Network Manager
GOLDLab: DCNI-2 Lab 10/14:Cisco Nexus 5000 Hardware Platform
and System Management
GOLDLab: DCNI-2 Lab 11/14:Configuring FCoE, the Nexus 2148T
Fabric Extender and Configuring N_Port Virtualization on the Cisco
Nexus 5020 Switch
GOLDLab: DCNI-2 Lab 14/14:Implementing OTV with Cisco Nexus 7000
GOLDLab: DCNI-2 Lab 1/14:Nexus 7000 Hardware Platform
GOLDLab: DCNI-2 Lab 13/14:Implementing vPC with Cisco Nexus 7000
GOLDLab: DCNI-2 Lab 7/14:Cisco Nexus 7000 Security Feature

GOLDLab: DCNI-2 Lab 2/14:Managing System Configuration
GOLDLab: DCV Nexus 1000 Intro to Nexus 1000v
GOLDLab: DCV Nexus 5000-2000 VPC Lab
GOLDLab: DCV Nexus 5000 Multihop FCoE Lab
GOLDLab: UCS Sandbox
GOLDLab: DCUCS Exploring Cisco UCS Manager - Lab 1
GOLDLab: DCUCS Deploying Advanced Service Profile Lab 3
GOLDLab: DCUCS Deploying Service Profiles - Lab 2
GOLDLab:(NX-OS) Nexus 7000 v1.0
To access these labs go to Partner Education Connection and search for
data center GOLDlabs.
GOLDLab: DCNI-2 Lab 12/14:Configuring the VMware ESX Server and

the CNA
28

Partner Guide
Introduction
>
Partner Events
Data Center Partner Connection
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
Next >
Platinum Sponsored by:
This exclusive, invitation-only event provides a unique opportunity for Cisco executives and high-performing channel
partner executives to share insights on market trends, key data center product direction, sales strategy, and partner
profitability programs.
During this event you will have the opportunity to:
Learn about Unified Data Center product portfolio strategy and direction directly from Cisco business units
Meet with Cisco sales executives
>
Provide feedback to influence product and program development
Incentives and
Promotions
>
Strengthen business relationships with regional and worldwide executives from Cisco, ecosystem partners, and
other attendees
Cisco-Funded
Network Assessments
>
Gain clarity in your business investment decisions for a sustainable and profitable data center practice
FY14 - Locations
Cisco is excited to deliver the Data Center Partner Connection at the following locations:
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Bangkok, Thailand, October 29-31, 2013

San Juan, Puerto Rico, February 4-6, 2014
Barcelona Spain, February 18-20, 2014
29

Partner Guide
Introduction
>
Partner Events (cont.)
Cisco Unified Data Center Challengers Roadshow: Are You Ready for the Challenge?
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
Disruptive fabric innovations such as Application Centric Infrastructure (ACI) and new Nexus switching portfolio
positioning
>
Computing innovations, including Intel Xeon E5-2600 v2 updates, integrated computing management offerings (UCS
Manager, Central, and Director) and new UCS capabilities with OpenStack and big data solutions
Incentives and
Promotions
>
< Previous
Platinum Sponsored by:
Focused on applications and the evolving data center architectures and IT consumption models, our FY14 Unified Data
Center Challengers Roadshow will help our partners lead disruptive data center trends, producing amazing customer
outcomes, and accelerate data center growth.
Join Cisco and Intel to learn about the very latest offerings and updates in our data center portfolio, including:
Who Should Attend

All partner principals, Cisco Sales leadership, data center practice leads, AMs, and SEs are encouraged to attend.
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Prerequisite
Because of the advanced nature of this content, we assume that those in attendance are familiar with Cisco Unified Data
Center products. If you are new to Cisco Unified Data Center, you may familiarize yourself via on-demand training at
Partner Education Central.
Cisco and Intel are committed to data center growth. During the roadshow we will share the opportunities we have
developed for you to increase personal profitability and even win a few prizes.
30

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Cisco Cloud Channel Go-to-Market
Next >
Regardless of whether they are enterprises or midsize businesses, chances are your
customers are thinking a lot about cloud computing. Cisco Data Center solutions can
help you deliver cloud offerings that are scalable, flexible, and application aware. Cisco
solutions for Cloud are a great way to block competitive threats and take market share
while addressing the new consumption models our customers are interested in.
Figure 5. Adoption of Cloud-Based Offerings is rapidly accelerating
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Traditional Data
Centers
Adoption curve
Cloud Computing
(private, public and hybrid)
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
2000
2005
2011
2013
2015
Cisco together with industry-leading ecosystem partners have designed prevalidated

converged infrastructure solutions for your customers private cloud needs. And for
your customers looking for a public cloud model, Cisco has engineered several Cisco
Powered cloud services that you can deliver, such as Infrastructure as a Service (IaaS),
Hosted Collaboration Solution (HCS), Hosted Collaboration Solution for Contact Center
(HCS for CC), TelePresence as a Service (TPaaS), and Desktop as a Service (DaaS), with
more being launched in the near future.
31

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Cisco Cloud Channel Go-to-Market (cont.)
< Previous
Flexible Channel Framework Addressing All Cloud Consumption Models

Cisco puts our channel partners at the center of our cloud channel go-to-market, which
is built around enabling partners to capture cloud solution and services opportunities
with Cisco across the sale of private, public, and hybrid cloud models. By offering a
flexible program structure, we enable our partners to evolve their cloud selling models in
a way that makes the most sense for their businesses, whether as Cloud Builders, Cloud
Providers, or Cloud Services Resellers.
Read the Blog: A Partner Program Like No Other
Incentives and
Promotions
>
From beginning to end, we can make it easier to build and resell private cloud solutions,
sell cloud services from an existing Cloud Services Reseller, or offer your own cloud
services as a Cloud Provider.
Cisco-Funded
Network Assessments
>
Figure 6. Cloud spending will continue to grow through 2020
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
$777B
Cloud Spending
$81B
2011
$226B
2015
2020
32
Next >

Partner Guide
Introduction
Data Center
Specializations and
Rapid Enablement
>
< Previous
Cisco offers three tracks for partners to participate in:
>
Cloud Builder: Cisco partners who build and sell Cisco centric cloud infrastructure to end customers and Cloud Providers
Cloud Provider: Cisco partners who manage and sell Cisco Powered cloud services to end customers
Cloud Services Reseller: Cisco partners who resell Cloud Providers Cisco Powered cloud services to end customers
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Partners can participate in one or more tracks to meet their existing or evolving selling models.
These tracks are designed to be inclusive for all Cisco partners regardless of their size, business model, or market segment focus.
Figure 7. Flexible framework addresses all cloud consumption models
Cloud
Builder
Track
Cloud
Provider
Track
Cloud
Services
Reseller
Track
Build and sell

Cisco-centric clouds
to end customers
and cloud providers
Manage and sell

Cisco-powered
cloud services to
end customers
Resell providers
Cisco-powered
cloud services to
end customers
33
Next >

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
< Previous
Exclusive Benefits available to Cisco

Cloud Partners
The Cisco Cloud Partner Program offers a number of
benefits, including:
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Cisco Cloud Partner brand recognition for achieving

appropriate levels of competency and capabilities,
resonating with customers, partners, and Cisco sales
teams
Exclusive ability to promote yourself to customers,
partners, and Cisco Sales with your own dedicated
landing page on the Cisco Cloud and Managed Services
Partner Marketplace
Access to external marketing programs and materials
to accelerate your time-to-market and demand using
Cisco Partner Marketing Central
Improved profitability through enhanced VIP and
Marketing Development Funds
Ability to expand and enhance your solution offerings
with Ciscos ecosystem of integrated solutions
Exclusive access to practice enablement tools to build
and manage a joint cloud Go-To-Market engagement
using the Cisco Go-to-Market Resource Center.
For more information on cloud reseller programs, see the
Cisco Cloud page For Partner tab.
34

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Next >
Grow Faster with ISVs: Were Better Together
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Cisco is increasing its investment in partnerships with independent software vendors (ISVs) for one simple reason:
Were better together. ISV innovations and capabilities complement our own, while Cisco and our partners can help ISVs
in their move to new cloud-based business models. This combination offers a growing opportunity to transform our joint
value proposition into new business opportunities.
There are two ways Cisco partners can take advantage of the growing ISV opportunity.
Sell to ISVs
Customers are clearly requiring software-as-a-service (SaaS) consumption models, and ISVs are moving quickly to meet
this growing demand. ISVs will need to decide how to deliver this new capability, either as a self-built and self-managed
on-premises solution or by using a cloud provider. To take full advantage of the cloud, ISVs look to Ciscos data center
partners for the needed infrastructure, expertise, support services, and/or managed services to make this transition.
If you are an authorized partner in one of the following tracks, you are uniquely positioned to take advantage of this
rapidly evolving market:
Cloud Builder Partners: Build and sell Cisco centric clouds to customers and cloud providers.
Cloud Provider Partners: Manage and sell Cisco Powered Cloud Infrastructure-as-a-Service (IaaS) to customers.
Cloud Services Reseller Partners: Resell Cloud Providers Cisco-Powered cloud services to ISVs.
For more information on our cloud and data center certifications and specializations, please visit the Cisco Cloud page
For Partners tab.
Take action: Go to the Channel Partner to ISV: Lead Generation Campaign in Partner Marketing Central, which provides
Cisco data center partners with a campaign-in-a-box for engaging with ISVs to help them transition to SaaS. This
campaign includes:
Campaign Guide for Partners: Step-by-step instructions for using the channel partner-to-ISV marketing campaign
Partner Playbook: An overview of the opportunity that the ISV segment presents to Ciscos channel partners
Call Guide: Qualifying questions, objection handling, and help with opening up the sales conversation
35

Partner Guide
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Grow Faster with ISVs (cont.)
< Previous
Sell with ISVs

ISVs are a key go-to-market partner for Cisco and our partners to gain business relevance and access to the lineof-business buyer. Every day, ISVs influence customer expectations and buying behavior for technology solutions
and requirements that affect our success in key areas such as data center and cloud solutions, Unified Workspace
Collaboration, Borderless Networks, and more. Cisco is building business and solution plans with the top ISVs in specific
industries in which we are bringing tightly integrated solutions to market.
Take action: Go to the Cisco Marketplace Solutions Catalog and find the ISVs that have tested and are validated on
Cisco UCS, connect with them from the marketplace by clicking Request Information, and start building go-to-market
plans in your particular geography and/or industry. Also use the sort feature in the Cisco Marketplace Solutions Catalog
to find Solution Incentive Program (SIP) approved solutions for improved partner profitability. Learn more about SIP
here:www.cisco.com/web/AP/partners/promotions/sip/index.html
Whether you are selling to or selling with ISVs, take advantage of this rapidly evolving market and increase your
investment in partnerships with ISVs: Were better together.
36

Partner Guide
Cisco Data Center Solutions
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Cisco proudly partners with industry leading technology vendors to bring to market integrated and tested solutions to
help decrease your time to sales and deployment as well as increase your deal size.
Resources
>
You can find many of these solutions in Ciscos Design Zone hosting fourteen different design zone centers including
the Design Zone for Data Centers.
Pre-Sales Helpdesk
>
For more information on Cisco Data Center and Virtualization Solutions visit the Cisco Data Center Solutions page.
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Cisco Data Center Solutions Partner to drive larger deals faster
37

Partner Guide
Introduction
>
Cisco Services
Cisco Certified Partners can choose from a variety of data center services portfolios and programs designed to help
differentiate your practice, and accelerate revenue and profitability. Delivered by Cisco and our Cisco Certified Partners,
Cisco Data Center Services engagements result in measurable business gains for our customers, who have achieved
benefits such as 15-20% faster acceleration to revenue; 30% lower infrastructure costs; 50% faster disaster recovery;
and 90% reduction in deployment time.
Data Center
Specializations and
Rapid Enablement
>
Resources
>
Pre-Sales Helpdesk
>
>
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Cisco Collaborative Services: These services offer qualified Partners the ability to harness the power of Cisco
intellectual capital gleaned from Cisco Branded Services and smart service innovation as well as our global
service infrastructure as value-added ingredients that you combine with your own capabilities to create a more
comprehensive, co-branded solution. Service offerings are designed to deliver more proactive and personalized
services across the network lifecycle. You sell the solution are responsible for service delivery, with support from
Cisco.
Training and
Demo Labs
>
Cisco Collaborative Services deliver: Cisco metrics show that for every $1 of Cisco Collaborative Professional
Services our Certified Partners purchase, partners generate an incremental $5 in their own services and $9 in Cisco
products.
>
Click here to get an in-depth review of your technical services delivery practice to ensure that youre prepared to
successfully deliver Cisco Collaborative Technical Services.
Partner Events
Next >
Flexibility and Choice: Cisco Data Center Services for Partners
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Cisco Certified Partners can choose from two different services families, each providing a different option for how you
sell and deliver Cisco Services based on your business model, investment objectives and customer needs.
Cisco Branded Services: Certified Partners can also take advantage of an enhanced, ready-for-resell Cisco Services
family to speed time-to-market and help you increase technology and geographic reach. You sell these services and
Cisco is responsible for service delivery.
Cisco Branded Services deliver: Cisco metrics show that 40% of assessment services engagements result in product
bookings; 50% generate pipeline; more than 50% drive advanced technology or competitive migration opportunities;
and 15% generate services attach.
Click here to learn more about Cisco Collaborative and Cisco Branded Resale Services for Data Center.
38

Partner Guide
Introduction
>
Cisco Services (cont.)
< Previous
Next >
Cisco Services Partner Program
Cisco Services Accelerate Program
>
Resources
Ciscos data center strategy includes a flexible go-to-market approach

for our Certified Partners through the Cisco Services Partner Program.
Key program elements include:
The Cisco Services Accelerate Program is a worldwide training and

incentive program for eligible Cisco Certified Partners designed to help
you grow your business through selling Cisco Services.
>
Pre-Sales Helpdesk
>
Definitions of what partners can sell and eligibility requirements for

each, including Cisco Collaborative Services and Cisco Branded
Services
>
Performance-based reward structure, including rewards for overperformance and higher value services through rebates to help increase
partner profitability
Incentives and
Promotions
>
As of June 2013, less than a year since its 2012 launch, the program has:
Data Center
Specializations and
Rapid Enablement
More than 63,000 participating global partners and growing
Learn how to drive Cisco solution-led conversations and sell and/or

deliver relevant Cisco Services through self-paced online modules for
Cisco Data Center solutions that:
Rewards partners with incentives
Helps you effectively position and sell Cisco Services
Helps you increase bookings for Cisco products and services and your
own services offerings
Cisco-Funded
Network Assessments
>
Delivered $190M* in services rebates and generated $6B* in partner

business
Click here to learn more about the Cisco Services Accelerate Program for
Cisco Data Center.
Training and
Demo Labs
Helped partners realize a 11-23% overall services margin increase, and

a 14-26% professional services margin increase
* Incentives are not available within EMEAR.
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
39
Cisco Services (cont.)
Introduction
>
Data Center
Specializations and
Rapid Enablement
>
Resources
Gain insight into how to better achieve best-in-class data center support performance through Cisco Performance
Metrics Central. Cisco collects and analyzes partner performance data to present metrics which indicate the
performance of a partner in selling and managing Cisco services. Eligible partners benefit through:
>
Visibility to performance metrics such as Attach Rate, Conversion Rate, Renewal Rate, Return Material
Pre-Sales Helpdesk
>
Detailed information about Cisco service program metrics such as discounts and thresholds
>
Secure and clearly defined user access roles to enable proper security access to specific functionalities within the
application
Incentives and
Promotions
>
Cisco-Funded
Network Assessments
>
Training and
Demo Labs
>
Partner Events
>
Cisco Cloud Channel

Go-to-Market
>
>
Cisco Data Center

Solutions
>
Cisco Services
>
Cisco Performance Metrics Central
Authorization, Service Request Ratio and Post Customer Satisfaction score with an easy-to-use user interface
Reduced time to collect performance metrics to be shared with stakeholders

Weekly publishing cycle of performance metrics to ensure accuracy of metric calculations
Click here to learn more about Cisco Performance Metrics Central for Cisco Data Center Services.
Americas Headquarters
Cisco Systems, Inc.
San Jose, CA
Asia Pacific Headquarters

Cisco Systems (USA) Pte. Ltd.
Singapore
Europe Headquarters
Cisco Systems International BV Amsterdam,
The Netherlands
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.
Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third party 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. (1005R)
40

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Cisco Unified

Cisco Unified Data Center

Cisco Build and Price

Cisco Cloud Channel

Grow Faster with ISVs

Cisco Data Center

The Cisco Data Center Partner Guide is designed to

Figure 1 Cisco Unified Data Center

This guide provides a comprehensive overview of sales

Cisco Unified Data Center

Cisco Build and Price

Data Center Specializations and Rapid Enablement

Figure 2 Cisco Data Center Specializations

Cisco Data Center Specializations programs:

Cisco Cloud Channel

Grow Faster with ISVs

Cisco Data Center

Advanced Unified Computing Technology (UCT)

Advanced Data Center Architecture (DCA)

Master Cloud Builder (MCB)

Cisco Unified Data Center

Cisco Build and Price

Why Earn a Cisco Data Center Specialization?

Achieve recognition as a Specialized Partner in the Cisco Partner Locator.

Cisco Cloud Channel

Grow Faster with ISVs

Cisco Data Center

Cisco Unified Data Center

Master Cloud Builder (MCB)

Cisco Build and Price

These specialization levels reflect a partners depth of expertise, capabilities,

See Table 1 for a high-level overview of the data center specializations.

Table 1. Overview of Data Center Specializations

Cisco Cloud Channel

Grow Faster with ISVs

How to get started?

Contact your account team and

Cisco Data Center

Requirements and cost?

Partner requirements and costs

Partner requirements and costs

Partner requirements and costs

Partner requirements and costs

Overview of Data Center Specializations

Advanced Unified Computing

Cisco UCS BSeries

Advanced Unified Fabric

Advanced Data Center

Master Cloud Builder

Cisco UCS BSeries

Cisco Nexus switching

Cisco Nexus switching

Cisco Unified Data Center

Cisco Build and Price

Data Center Specializations and Rapid Enablement (cont.)

Advanced Unified Computing Technology Specialization

These roles provide a roadmap with training content and exams.

Cisco Cloud Channel

Grow Faster with ISVs

Cisco Data Center

Cisco Unified Data Center

Data Center Specializations and Rapid Enablement (cont.)

The Advanced UCT Specialization offers the following benefits:

Cisco Build and Price