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Cisco Channel Partner Programs

Cisco Channel Partner Programs. Prepared for AT&T by Chris Duffy Updated: April 6 th , 2005. Conditions and Warnings.

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Cisco Channel Partner Programs

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  1. Cisco Channel Partner Programs Prepared for AT&T by Chris Duffy Updated: April 6th, 2005

  2. Conditions and Warnings Note: This presentation was created to provide an easy, effective way to communicate the latest Cisco programs and promotions to AT&T. Cisco reserves the right to change or end any program without warning. To view the latest Cisco sales promotions and programs, please visit the following website – http://www.cisco.com/en/US/partner/partners/pr61/pr73/partners_promotions_concept_home.shtml If you have any questions, please contact Chris Duffy at chrduffy@cisco.com or 703-484-0170

  3. Updated on April 6th – New Additions • Latest Additions: • Migration of OIP: CSA to OIP: Network Defender • New Cable, Telco, and Emerging Provider (CTEP) OIP Program • New Access Anywhere OIP Program • Update of latest Cisco channel partner map

  4. Channel Programs by Sales Segment • Federal Govt / Wholesale / Signature • Enterprise • Select / SMB Markets

  5. Types of Cisco Programs • Investment Protection: Designed to protect the customer’s Cisco investment in their network • Competitive Programs: Designed to offer a rebate for trading-in a competitor’s product for new Cisco product • Incremental New Business: Designed to offer extra discounts to the Cisco partner that brings a qualified, new (that Cisco doesn’t know about) deal to Cisco

  6. Channel Programs by Sales Segment • Federal Govt / Wholesale / Signature • Enterprise • Select / SMB Markets

  7. Cisco Technology Migration Program (CTMP) • Type of Program: Investment Protection • Purpose: Protect a customer’s current investment in Cisco hardware by offering a trade-in credit towards the purchase of new Cisco hardware • Expiration:No current set date • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process • Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/index.shtml

  8. How-to Guide for CTMP Program • Step 1: Read the Terms and Conditions – http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/terms.pdf • Step 2: Request a TMP Quote from the ESOsee attached map at the end of the slide deck • Step 3: Receiving Your TMP quoteOnce you receive the TMP quote from your CAM, provide the end customer with the quote. • Step 4: Place an Order • Step 5: Have Customer Return the Trade-In Gearhttp://www.cisco.com/offer/tic/cpr_help.html ** The return is completely automated – the customer deals directly with Cisco for the return of the equipment. • Further Details - http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/howtoguide.shtml

  9. Security Migration Program • Type of Program: Competitive Program • Purpose: Provide an incentive for customers to migrate from their Netscreen or Checkpoint security products to a Cisco solution • Expiration:January 29th, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/security.shtml • How-to: Methodology is the same as the regular CTMP Program

  10. Switching Migration Program • Type of Program: Competitive Program • Purpose: Provide an incentive for customers to migrate from their 3Com, Nortel, HP or Foundry switching products to a Cisco solution • Expiration:July 31st, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/switching.shtml • How-to: Methodology is the same as the regular CTMP Program

  11. Access Routing Migration Program • Type of Program: Competitive Program • Purpose: Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers • Expiration:July 31st, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routing.shtml • How-to: Methodology is the same as the regular CTMP Program

  12. IP Communications Migration Program • Type of Program: Competitive Program – replaces Great Exchange • Purpose: Provide an incentive for customers to migrate from their old contact center, PBX, voicemail, or conferencing service to the new Cisco service • Expiration:July 31st, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communications.shtml • How-to: Methodology is the same as the regular CTMP Program

  13. Opportunity Incentive Programs (OIP) • IP Freedom • IP Network Defender • Access Anywhere • CTEP

  14. IP Freedom OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco IP Telephony product line to a customer that is not currently using Cisco IPT **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:July 31st, 2005 • Details:Cisco will offer AT&T additional discount points (8 points) for qualifying and registering a new IP Telephony opportunity with Cisco. This program now applies to all size customers. The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment. Please see website below for minimum product requirements • Online Details: http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf

  15. How-to Guide for IP Freedom • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf

  16. Cisco IP Network Defender OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco Security product line. Additional discount will be provided based on the number of security product lines included. **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:October 28th, 2005 • Details:Cisco will offer AT&T additional discount points for qualifying and registering a new security opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the security equipment. For one security product the additional discount is 3 points, for two it is 5 points and for three and above it is 7 points. For information about product lines and eligible products, please see: http://www.cisco.com/partner/WWChannels/oip/download/security-products.html • Online Details: http://www.cisco.com/en/US/partner/partners/pr11/incentive/defender.shtml

  17. How-to Guide for IP Network Defender OIP • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/programrules.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for eligible products - http://www.cisco.com/partner/WWChannels/oip/download/security-products.html

  18. Cisco Access Anywhere OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco WLAN (Aironet and Airespace) product line **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:April 30th, 2006 • Details:Cisco will offer AT&T additional discount points for qualifying and registering a new WLAN opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the WLAN equipment. For under 10 APs and WLAN Manager the additional discount is 3 points, for 10-25 APs and WLAN Manager it is 5 points and for 25+ APs, WLAN Manager and SUP 720 it is 7 points. For more specific information and rules about eligible and required products, see: http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf • Online Details: http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

  19. How-to Guide for Access Anywhere OIP • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/aa_ataglance.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for eligible products – http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

  20. Cable (Tier 2),Telco and Emerging Providers OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell Cisco equipment to a new customer or in a new opportunity to Cisco **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:July 31st, 2005 • Details:Cisco will offer AT&T additional discount points (3 points) for qualifying and registering a net-new opportunity with Cisco. The registration must be approved by Cisco and the minimum deal size is $25,000. Please see website below for minimum product requirements • Online Details: http://www.cisco.com/partner/WWChannels/download/incentive/ctep_programrules.pdf

  21. How-to Guide for CTEP OIP • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/download/incentive/ctep_programrules.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/download/incentive/ctep_programrules.pdf

  22. Channel Programs by Sales Segment • Federal Govt / Wholesale / Signature • Enterprise • Select / SMB Markets

  23. Cisco Technology Migration Program (CTMP) • Type of Program: Investment Protection • Purpose: Protect a customer’s current investment in Cisco hardware by offering a trade-in credit towards the purchase of new Cisco hardware • Expiration:No current set date • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process • Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/index.shtml

  24. How-to Guide for CTMP Program • Step 1: Read the Terms and Conditions – http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/terms.pdf • Step 2: Request a TMP Quote from the ESOsee attached map at the end of the slide deck • Step 3: Receiving Your TMP quoteOnce you receive the TMP quote from your CAM, provide the end customer with the quote. • Step 4: Place an Order • Step 5: Return the Trade-In Gearhttp://www.cisco.com/offer/tic/cpr_help.html ** The return is completely automated – the customer deals directly with Cisco for the return of the equipment. • Further Details - http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/howtoguide.shtml

  25. Security Migration Program • Type of Program: Competitive Program • Purpose: Provide an incentive for customers to migrate from their Netscreen or Checkpoint security products to a Cisco solution • Expiration:January 29th, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/security.shtml • How-to: Methodology is the same as the regular CTMP Program

  26. Switching Migration Program • Type of Program: Competitive Program • Purpose: Provide an incentive for customers to migrate from their 3Com, Nortel, HP or Foundry switching products to a Cisco solution • Expiration:July 31st, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/switching.shtml • How-to: Methodology is the same as the regular CTMP Program

  27. Access Routing Migration Program • Type of Program: Competitive Program • Purpose: Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers • Expiration:July 31st, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routing.shtml • How-to: Methodology is the same as the regular CTMP Program

  28. IP Communications Migration Program • Type of Program: Competitive Program – replaces Great Exchange • Purpose: Provide an incentive for customers to migrate from their old contact center, PBX, voicemail, or conferencing service to the new Cisco service • Expiration:July 31st, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communications.shtml • How-to: Methodology is the same as the regular CTMP Program

  29. Opportunity Incentive Programs (OIP) • IP Freedom • State and Local Government / Education • IP Network Defender • Access Anywhere

  30. IP Freedom OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco IP Telephony product line to a customer that is not currently using Cisco IPT **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:July 31st, 2005 • Details:Cisco will offer AT&T additional discount points (8 points) for qualifying and registering a new IP Telephony opportunity with Cisco. This program now applies to all size customers. The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment. Please see website below for minimum product requirements • Online Details: http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf

  31. How-to Guide for IP Freedom • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf

  32. State and Local Gov’t / Education OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell Cisco equipment to a state, local, or municipal government or K-20 education that is not currently using Cisco equipment **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:January 31st, 2005 • Details:Cisco will offer AT&T additional discount points (48%) for qualifying and registering a new state and local government or education opportunity with Cisco. This program applies to entities that do not currently have Cisco equipment. The deal must be a minimum of $100,000, but not exceed $1,000,000 list The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment • Online Details: http://www.cisco.com/en/US/partner/partners/pr11/incentive/gov_edu.shtml

  33. How-to Guide for State and Local Gov’t / Education • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/download/incentive/GovEd_ProgramRules.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/download/incentive/GovEd_ProgramRules.pdf

  34. Cisco IP Network Defender OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco Security product line. Additional discount will be provided based on the number of security product lines included. **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:October 28th, 2005 • Details:Cisco will offer AT&T additional discount points for qualifying and registering a new security opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the security equipment. For one security product the additional discount is 3 points, for two it is 5 points and for three and above it is 7 points. For information about product lines and eligible products, please see: http://www.cisco.com/partner/WWChannels/oip/download/security-products.html • Online Details: http://www.cisco.com/en/US/partner/partners/pr11/incentive/defender.shtml

  35. How-to Guide for IP Network Defender OIP • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/programrules.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for eligible products - http://www.cisco.com/partner/WWChannels/oip/download/security-products.html

  36. Cisco Access Anywhere OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco WLAN (Aironet and Airespace) product line **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:April 30th, 2006 • Details:Cisco will offer AT&T additional discount points for qualifying and registering a new WLAN opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the WLAN equipment. For under 10 APs and WLAN Manager the additional discount is 3 points, for 10-25 APs and WLAN Manager it is 5 points and for 25+ APs, WLAN Manager and SUP 720 it is 7 points. For more specific information and rules about eligible and required products, see: http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf • Online Details: http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

  37. How-to Guide for Access Anywhere OIP • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/aa_ataglance.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for eligible products – http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

  38. Channel Programs by Sales Segment • Federal Govt / Wholesale / Signature • Enterprise • Select / SMB Markets

  39. Cisco Technology Migration Program (CTMP) • Type of Program: Investment Protection • Purpose: Protect a customer’s current investment in Cisco hardware by offering a trade-in credit towards the purchase of new Cisco hardware • Expiration:No current set date • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process • Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/index.shtml

  40. How-to Guide for CTMP Program • Step 1: Read the Terms and Conditions – http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/terms.pdf • Step 2: Request a TMP Quote from the ESOsee attached map at the end of the slide deck • Step 3: Receiving Your TMP quoteOnce you receive the TMP quote from your CAM, provide the end customer with the quote. • Step 4: Place an Order • Step 5: Return the Trade-In Gearhttp://www.cisco.com/offer/tic/cpr_help.html ** The return is completely automated – the customer deals directly with Cisco for the return of the equipment. • Further Details - http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/howtoguide.shtml

  41. Security Migration Program • Type of Program: Competitive Program • Purpose: Provide an incentive for customers to migrate from their Netscreen or Checkpoint security products to a Cisco solution • Expiration:January 29th, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/security.shtml • How-to: Methodology is the same as the regular CTMP Program

  42. Switching Migration Program • Type of Program: Competitive Program • Purpose: Provide an incentive for customers to migrate from their 3Com, Nortel, HP or Foundry switching products to a Cisco solution • Expiration:July 31st, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/switching.shtml • How-to: Methodology is the same as the regular CTMP Program

  43. Access Routing Migration Program • Type of Program: Competitive Program • Purpose: Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers • Expiration:July 31st, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routing.shtml • How-to: Methodology is the same as the regular CTMP Program

  44. IP Communications Migration Program • Type of Program: Competitive Program – replaces Great Exchange • Purpose: Provide an incentive for customers to migrate from their old contact center, PBX, voicemail, or conferencing service to the new Cisco service • Expiration:July 31st, 2005 • Details:Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products • Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communications.shtml • How-to: Methodology is the same as the regular CTMP Program

  45. Opportunity Incentive Programs (OIP) • IP Freedom • IP Network Defender • Access Anywhere • Success Builder

  46. IP Freedom OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco IP Telephony product line to a customer that is not currently using Cisco IPT **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:July 31st, 2005 • Details:Cisco will offer AT&T additional discount points (8 points) for qualifying and registering a new IP Telephony opportunity with Cisco. This program now applies to all size customers. The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment. Please see website below for minimum product requirements • Online Details: http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf

  47. How-to Guide for IP Freedom • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRules.pdf

  48. Cisco IP Network Defender OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco Security product line. Additional discount will be provided based on the number of security product lines included. **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:October 28th, 2005 • Details:Cisco will offer AT&T additional discount points for qualifying and registering a new security opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the security equipment. For one security product the additional discount is 3 points, for two it is 5 points and for three and above it is 7 points. For information about product lines and eligible products, please see: http://www.cisco.com/partner/WWChannels/oip/download/security-products.html • Online Details: http://www.cisco.com/en/US/partner/partners/pr11/incentive/defender.shtml

  49. How-to Guide for IP Network Defender OIP • Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/programrules.pdf • Step 2: Qualify a new opportunity with your customer • Step 3:Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi • Step 4: Cisco team approves the opportunity • Step 5: Place Order Details: See this website for eligible products - http://www.cisco.com/partner/WWChannels/oip/download/security-products.html

  50. Cisco Access Anywhere OIP Program • Type of Program: Incremental New Business • Purpose: Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco WLAN (Aironet and Airespace) product line **NOTE: Additional discount applies to first partner with a qualified opportunity only • Expiration:April 30th, 2006 • Details:Cisco will offer AT&T additional discount points for qualifying and registering a new WLAN opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the WLAN equipment. For under 10 APs and WLAN Manager the additional discount is 3 points, for 10-25 APs and WLAN Manager it is 5 points and for 25+ APs, WLAN Manager and SUP 720 it is 7 points. For more specific information and rules about eligible and required products, see: http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf • Online Details: http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

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