Cisco Commerce Workspace

1. Cisco Commerce Workspace Training for Partners Use Slideshow Mode and the Page Down button to view this presentation

2. Cisco Commerce WorkspacePartner TrainingTable of Contents Section 1 – Introduction Section 2 – Create the Deal Section 3 – Create the Quote Section 4 - Place Orders Section 5 - Revise the Quote Section 6 – Key Deal Status, Deal Sharing & Reports Section 7 – Proxy, Access & Support

3. Cisco Commerce WorkspacePartner Training Section 1 – Introduction

4. Course Description Learn how partners manage deals and quotes with Cisco Commerce Workspace, and how to approve deals and quotes at Cisco. At the end of the training Commerce Workspace users will be able to: • Describe how a partner creates a deal • Describe how a partner shares a deal • Monitor the deal approval process • Describe how a partner enters quote details • Understand the ordering process integration • Describe how a partner applies revisions to the deal • Utilize the reporting features • Describe the process for access, training & support

5. Cisco Commerce Workspace The Cisco Commerce Experience is simple, collaborative and enables partners to sell, purchase and manage all Cisco offerings globally to drive growth, productivity and profitability in their business. Cisco Commerce Workspace(formerly Partner Deal Registration) is foundational to the Commerce Experience; an integrated Quoting platform that allows partners to access Cisco pricing concessions and programs.

6. Cisco Commerce Workspace An integrated Quoting platform that allows partners to access Cisco pricing concessions and programs. • Experience an integrated workflow with Cisco • Share deals with Cisco and others at the partner’s company • Monitor deal and quote approval processes • Create configurations via import, excel upload and item search • Create and revise quotes with promotional pricing • Create quotes with trade-in credits (available in many countries) • Efficiently order via distributors (distribution automatically receives deal and pricing details) • Process Cisco direct orders faster with deal ID

7. Roles in Cisco Commerce Workspace Image placeholder Business is collaboratively conducted via Cisco Commerce Workspace by over 20,000 people at partner companies and over 6,000 people at Cisco. Partner • Account Manager • Sales Manager • Sales Engineer • Sales Administrator • Purchasing ...and more • Channel Account Manager • Cisco xAM • Sales Manager • Channel Manager • Marketing Manager • Sales Engineer • Finance Manager …and more Localized in 16 Languages

8. Workflow in Cisco Commerce Workspace Approve Qualify for some promotions* Partner Partner Partner ORDER Who’s Involved/About the Deal/Promotions Items/Buy Method/Discounts/Credits DEAL QUOTE Distribution pricing sent to disti and/or Cisco Direct with deal ID

9. Promotions in Cisco Commerce Workspace Approve Qualify for some promotions* Pricing concessions on deals require Approval by Cisco, and can also require a Qualify step by Cisco. The promotion selected determines if the deal requires a qualify step. Partner Partner Partner ORDER Who’s Involved/About the Deal/Promotions Items/Buy Method/Discounts/Credits DEAL QUOTE Distribution pricing sent to disti and/or Cisco Direct with deal ID * See the Cisco Commerce Workspace training website for a quick reference guide on how promotions work in specific countries.

10. Cisco Commerce WorkspacePartner Training Section 2 – Create the Deal (Partner Role)

11. Create the Deal Partner Partner Partner Partner ORDER Who’s Involved/About the Deal/Promotions Items/Buy Method/Discounts/Credits DEAL QUOTE Approve Distribution pricing sent to disti Qualify and/or for some promotions* Cisco Direct with deal ID Who’s Involved About the DealPromotions New customer opportunity identified by Partner

12. Cisco Commerce Workspace Home Page The Cisco Commerce Workspace home page displays key information about your deals.

13. Your Deals Click on the expansion button to see more information on a deal.

14. Your Deals Additional deal details display.

15. Search for Deals Searchby choosing deals toShow,Filter byDeal Status, or perform anAdvancedsearch.

16. My Preferences In My Preferences,view MyProfile, download requested reports inMy Reports, view My Enrollments, ViewAll PromotionsandChange Language.

17. Quick Quote ClickQuick Quoteto create a standard discount quote to view listpricing – only Ciscofulfilled productswill display discounts. .

18. Partner Quick Start Menu Click Create Dealto identify the customer opportunity, select a promotion, enterconfiguration details andsubmit to Cisco.

19. Create Deal – Enter Deal Name Enter theDeal Nameand clickCreate Deal. CustomerABC NOC Remember, this Deal Name displays in your reports and lists in Cisco Commerce Workspace; be sure the Deal Name reflects the customer and the proposed solution.

20. Navigation The Deal IDdisplays. If you click into a different tab, all deal detailsare automatically saved. Tabs guide you through the steps. Do not use the browser “back” button; use tabs to navigate. Save your work at any timeusing the Save button. Click Saveand Continue to moveto the next step in the workflow (just like clicking a tab).

21. Who’s Involved Partner Customer Cisco Share the Deal Contact InformationDeal Sharing Partner enters contact information and can share the deal with others at their company or at Cisco.

22. Partner Customer Cisco Create Deal – Who’s Involved Who’s Involvedis the first step,capturingPartner, End CustomerandCiscocontact details.

23. Partner Create Deal – Who’s Involved Partner Name and Addressdisplays. Click the checkbox to enter yourselfas the Contact; or enter your partner sales Contact for the deal.

24. Customer Create Deal – Who’s Involved ClickSelect an End Customer. For Non-Resale orDemo/Labdeals, designate your Partnercompany as the End Customer.

25. Customer Create Deal – Who’s Involved Select theEnd Customer’sCountry. Complete required fields and if known, recommended fields, then clickSearch.

26. Customer Create Deal – Who’s Involved Click on yourEnd Customer. If yourEnd Customer is not listed, search again and widen the search criteria. If the End Customeris still not found, clickCreate Customerto add theCustomer’sdetailsto Cisco’s database. Use this option cautiously. ClickSelect.

27. Customer Create Deal – Who’s Involved Customer Name and Address display. EnterCustomer Contactinformation.

28. Cisco Create Deal – Who’s Involved Select yourCAMfrom the drop down list. If you do not know yourCAMuse theCAM Locator.The Cisco direct sales Account Manager (AM) should not be entered here; doing so will delay approvals.

29. Share the Deal Deal Sharing • Deal Sharing: collaborate bysharing access to your deal(s) with others at your company or anyone at Cisco; they can then: • Receive e-mail about the deal • Modify a quote • Include shared deals in reports Click theShare link at anytime.

30. Share the Deal Many deals can be shared at once. See Section 8 for more information on deal sharing Deal Sharing 2. Should this person get deal e-mail notifications? 1. Enter the Cisco.com ID of the person and clickAdd Recipient. josmith 3. Click Save.

31. Partner Customer Cisco Create Deal – Who’s Involved ClickSaveand Continue to move on and enter informationAbout the Deal.

32. About the Deal Partner Partner enters key information • Deal Type • Expected Closed Date • Technology • Competition

33. Create Deal – About the Deal Include informationAbout the Deal.

34. Create Deal – About the Deal Include informationAbout the Deal. Choose the IntendedUse for the Deal. The Promotion youchoose in the Promotionstab must have the sameIntended Use.

35. Create Deal – About the Deal Include informationAbout the Deal. % of Technology Mixmust be 100 or lower. ClickSaveand Continueto move on to enterPromotion information.

36. Promotions Pricing concessions on deals are often based on promotions available to the partner. • A list of promotions the partner is eligible for displays. • Each promotion will have a unique Qualifying Information form that must be completed • Some promotions require files to be uploaded (such as site surveys) * See the Cisco Commerce Workspace training website for a quick reference guide on how promotions work in specific countries.

37. Create Deal – Promotions Click Selectto choose apromotion. Click to View Promotional Details NEXT, Promotion questions display.

38. Create Deal - Promotions Click to answerpromotion questions(vary by promotion)and upload documents(if required). Deals without Qualification: ClickSaveand Continueto move to the Quote tab. Move to Build the Quote NOW. Deals with Qualification: ClickSaveand Continueto move on to the Review and Submit tab.

39. Create Deal – Review and Submit Remember, Cisco Commerce Workspace Review will display the Review and Submit page only for deals that require the Qualify step. Click tabs orEditlink to reviewdeal information. Messages may appear in theDeal Information section if a form is incomplete. When ready to submit the deal to Cisco, clickSubmit Deal for Qualification.

40. Create Deal – Submission Acknowledgement Once submitted for Qualification, this message is displayed The Partner’s Next Action is to Wait for Qualificationdecision from Cisco. Email is sent to the partnerand to the First Approverof the deal.

41. Cisco Qualifies the Deal Partner Partner Partner ORDER Who’s Involved/About the Deal/Promotions Items/Buy Method/Discounts/Credits DEAL QUOTE Approve Distribution pricing sent to disti Qualify and/or for some promotions* Cisco Direct with deal ID Email is sent to the partner when the deal is qualified and Quote details can be entered. * Only for deals with promotions that require the Qualify step.

42. Deal Status The home page lists theDeal Status. Deal Status Next Approver Next Partner Actionis blank when the deal is beingQualifiedby Cisco.

43. Cisco Commerce WorkspacePartner Training Section 3 – Build the Quote (Partner Role)

44. Build the Quote Partner Partner Partner Partner ORDER Who’s Involved/About the Deal/Promotions Items/Buy Method/Discounts/Credits DEAL QUOTE Approve Distribution pricing sent to disti Qualify and/or for some promotions* Cisco Direct with deal ID Partner Builds the Quote

45. Deal Status – Deal Qualified The Home Page lists the Qualified Deal. Next Partner ActionisSubmit Quote; click the link. Deal Status

46. Quote The newlyQualified Deal is not ready to Submit. Click the Quote tab to create theQuote.

47. Quote – Import a Saved Configuration Click toImport a Saved Configuration.

48. Quote – Import a Saved Configuration Click one of theSelect buttons to identify where the configuration is saved.

49. Quote – Import a Saved Configuration Remember, the config id created using DCT as well as the configset ids created with MLC ICT and NetformX-Design Expert can be imported in the Cisco Ordering tool.

50. Quote – Import a Saved Configuration Click Browse to chooseyour Excel configuration formatted with the Cisco Commerce Workspace Excel template (see previous page) and then click Upload Excel.