cisco one销售培训-合作伙伴v5

CiscoONE产品简介

合作伙伴销售培训GCProductFeb,2016什么是CiscoONECiscoONE软件销售策略销售资源和工具介绍议程什么是CiscoONESoftware?面向解决方案的软件捆绑销售软件可移植性享有持续软件创新BuyingOffers新的产品销售方式(软硬件销售分离、凸显软件价值）设备设备高级功能Nexus3KNexus5KNexus6KNexusN7KN1110-SUCSServerUCSFIISR1900ISR2900ISR3900ISR4400ASR1KCat

2KCat

3KCat

4KAP(Wire-less)N1KAdv.PILifecyclePIAssur.DCNMDCNM-SANLANEL2VDCLic.AdvVDCLic.TRSMPLSFCoESANN7K-C70xxAlgoBoostFCoENPVStoragePorts128CPULic.256CPULic.CUBECME/SRSTUCvNAMAVCSECAES/AISAppPrimeAssurancePrimeLCAnyConnectCWSWirelessPrimeCMXIPS/ESwIPSMSEBaseAPLic.PrimeAssurPrimeLCPrimeBaseEWIPBaseDataCenterAccessWAN网络平台应用PI网管，ISE身份策略服务，EnergyManagement供电管理，SDN

解决方案销售价值销售DCAutomation,ConvergedDCFabric,Cloud,IWAN,UA,BYOD,CMX,etc.系统软件是解决方案销售的核心价值CiscoONE-面向解决方案的软件打包销售

5（3）*2+3数据中心广域网络接入网络CiscoNexus®3K,5K,6K,7K,9K计算X86,UCS有线无线CiscoCatalyst®

2K,3K,4K,6KWLC,MSEISR,ASR广域网络基础硬件和OSThreatDefense

forDataCenterThreatDefense

forWANIdentityServices

forAccess高级安全应用数据中心骨干企业云广域网络协作园区骨干高级移动服务高级应用基础数据中心网络基础计算应用基础广域网络应用基础有线接入基础无线接入基础应用即将发布硬件服务CiscoONESmartNetTotalCare(SNTC)&软件服务SoftwareSupportService(SWSS)CiscoONE软件包构成–高级软件功能和网络平台应用软件基础服务Foundation高级安全应用AdvancedSecurity高级应用AdvancedApplications数据中心/DataCenterThreatDefenseforDataCenter

ThreatDefenseforDataCenter

FirepowerServicesforASA/FP,ASASecurityContext,ASASecurityPlus,ASABotnetTrafficFilter,CSM,FSMCDataCenterFabricSAN,FCOE-N7K,VDC,MPLS,AdvancedNexusSoftware,DCNM-SANEnterpriseCloudSuitePrimeServiceCatalogue,UCSDirector,UCSPerfManagerVACS(w/N1KVAdv)ICF,UCSCentral,EMFoundationforNetworkingFabricPathVDCOTV/LISPLANEnterpriseAccessStoragePrimeInfrastructureDCNM-LANEnergyMgmtFoundationforComputePSCFoundation,UCSDFoundation,IntercloudFabric,UCSPerfMgmtFoundation,UCSCentral,EnergyMgmt数据中心网络Networking数据中心计算ComputeASA5585,FP,FSCiscoNexus®X86,UCS园区接入/AccessIdentityServicesforAccess

Context-FocusedSolutionISEPlusCampusFabricIPServiceFullL3Routing,Virtualization(VRF,EVN)IS-IS,WCCP,MulticastAdvancedMobilityServicesCMXWIPSFoundation

forSwitchingIPBaseTrustSec,MediaNet,StubRouting,ConvergedAccess,FNF,WireShark,VSS,ISSU,PrimeInfrastructureEnergyMgmt.ISEBaseFoundation

forWirelessWLCAPLicensesMSEBaseLocationPrimeInfrastructureISEBase接入交换Switching接入无线WirelessISECiscoCatalyst®WLC,MSE,AP广域网络/WANThreatDefenseforWAN

FirepowerServicesforASA,SecurityContext,SecurityPlus,BotnetTrafficFilter,CSM,FSMC/CloudWebSecurityEssentialsWANCollaborationUClicenseTDMGatewayCUBECMESRSTFoundationforWANSECLicenseTrustSec,MACSec,IOSVPN,IOSIPS,IOSZBFW,CWSConnector,SSLVPNAPPLicenseAVC,MPLS,WAAS,FNF,etcPrimevNAMPILifecyclePIAssuranceEnergyMgmtASA,FSISR,ASR广域网络WANProducts产品Suites套件基础硬件和OSInfrastructureandBaseOS即将发布Note:Infrastructuresoftware(e.g.,operatingsystem)isincludedwitheachdevice.ThesearenotsoldasaCiscoONEbundle,butincludedwiththedevice基础服务Foundation高级安全应用AdvancedSecurity高级应用AdvancedApplications数据中心/DataCenterThreatDefenseforDataCenter

ThreatDefenseforDataCenter

FirepowerServicesforASA/FP,ASASecurityContext,ASASecurityPlus,ASABotnetTrafficFilter,CSM,FSMCDataCenterFabricSAN,FCOE-N7K,VDC,MPLS,AdvancedNexusSoftware,DCNM-SANEnterpriseCloudSuitePrimeServiceCatalogue,UCSDirector,UCSPerfManagerVACS(w/N1KVAdv)ICF,UCSCentral,EMFoundationforNetworkingFabricPathVDCOTV/LISPLANEnterpriseAccessStoragePrimeInfrastructureDCNM-LANEnergyMgmtFoundationforComputePSCFoundationUCSDFoundationIntercloudFabricUCSPerfMgmtFoundationUCSCentralEnergyMgmt数据中心网络Networking数据中心计算ComputeASA5585,FP,FSCiscoNexus®X86,UCS园区接入/AccessIdentityServicesforAccess

Context-FocusedSolutionISEPlusCampusFabricIPServiceFullL3Routing,Virtualization(VRF,EVN)IS-IS,WCCP,MulticastAdvancedMobilityServicesCMXWIPSFoundation

forSwitchingIPBaseTrustSec,MediaNet,StubRouting,ConvergedAccess,FNF,WireShark,VSS,ISSU,PrimeInfrastructureEnergyMgmt.ISEBaseFoundation

forWirelessWLCAPLicensesMSEBaseLocationPrimeInfrastructureISEBase接入交换Switching接入无线WirelessISECiscoCatalyst®WLC,MSE,AP广域网络/WANThreatDefenseforWAN

FirepowerServicesforASA,SecurityContext,SecurityPlus,BotnetTrafficFilter,CSM,FSMC/CloudWebSecurityEssentialsWANCollaborationUClicenseTDMGatewayCUBECMESRSTFoundationforWANSECLicenseTrustSec,MACSec,IOSVPN,IOSIPS,IOSZBFW,CWSConnector,SSLVPNAPPLicenseAVC,MPLS,WAAS,FNF,etcPrimevNAMPILifecyclePIAssuranceEnergyMgmtASA,FSISR,ASR广域网络WANProducts产品Suites套件基础硬件和OSInfrastructureandBaseOSNote:Infrastructuresoftware(e.g.,operatingsystem)isincludedwitheachdevice.ThesearenotsoldasaCiscoONEbundle,butincludedwiththedevice软件支持服务SoftwareSupportService(SWSS)byCiscoorPSSTechnicalSupport,Updates/Upgrades,LicensePortability,AccesstoOngoingInnovationSmartNetTotalCareorPSSTechnicalSupport(Hardware+OperatingSystem),DeviceReplacementProfessionalServicesCiscoONE模式–软件与硬件、软件服务与硬件服务传统方式05-YearTCO5-Yr.TCO=$315K5-YearTCO5-Yr.TCO=$250K20%Savings12345SMARTnetHWC1SWSWSS0HWSW12345SMARTnet+SASUCiscoONE方式(Perpetual)更低的成本享有更多解决方案享有思科持续的技术创新客户总体拥有成本节省2位数以上Note：需要一直购买软件服务SWSSTCO客户投资模型举例CiscoONE模式–客户将享有软件可移植性和持续创新

10_84Nexus7700配置举例

VDC、LANEnterprise、EnhancedL2Nexus7700TransportServicesLicense(OTV/LISP)CiscoONEDCNMLANEnterpriseLicenseNexusCiscoPIDeviceLicenseforLF&ASforNexus7KCiscoEnergyMgmtPerpetualLic-1DCEndPoint采用ＣiscoONE获得更多传统配置Ｃ１配置Support

ProductN77-C7706-B23S2ENexus7706Bundle(Chassis,1xSUP2E,3xFAB2),NoPowerSupplies1$136,500.00N77-AC-3KWNexus7700-3.0KWACPowerSupplyModule(CableIncluded)2$6,300.00N77-VDC1K9Nexus7700VDClicense(4VDCsperlicense)1$42,000.00N77-LAN1K9Nexus7700LANEnterpriseLicense(L3protocols)1$31,500.00N77-EL21K9Nexus7700EnhancedLayer2License(FabricPath)1$52,500.00Total$275,100ProductCON-ECMU-CF2PX771ESSENTIALSW1$8,625.00CON-SNT-CN323S2ESmartNet8x5xNBD1$9,879.38TechnicalServicesSupport$18,504.38Hardware,Software,andSupport$272,604.38Support

CON-SNT-7706B23SMARTNET8X5XNBDNexus7706Bundle(C1$11,961.13TechnicalServicesSupport$11,961.13Hardware,Software,andSupport$28,7063.13C1-N7706-B23S2ECiscoONEN7706Bundle(Chassis,1xSUP2E,3xFAB2),NoPowSupp1$136,500.00N77-AC-3KWNexus7700-3.0KWACPowerSupplyModule(CableIncluded)2$6,300.00C1F2PNEX77001K9CiscoONEFoundationPerpetual77006SlotandHigher1$105,000.00Total$247,800C1-N7706-B23S2EC1F2PNEX77001K9TAC支持、更新升级软件持续创新软件可移植10_84IPService对应的网络协议、功能和安全网络管理（PILifecycle＋Assurance）Cisco能源管理（EnergyManagement）基本BYOD、802.1X、访客/雇员接入

(IdentityServicesEngine-Base)TAC支持、更新升级软件持续创新软件可移植现有模式CISCOONE模式Product&ServicesPIDDescriptionQTYAIPNetWS-C3650-24PS-ECiscoCatalyst365024PortPoE4x1GUplinkIPServices1CON-SNT-WS6524PSSMARTNET8X5XNBDCiscoCatalyst365024PortPoE4x1GUpl1Total$2620.10Product&SupportPIDDescriptionQTYAIPNetC1-WS3650-24PS/K9CiscoOneCatalyst365024PortPoE4x1GUplink1C1APCAT36501K9CiscoOneAdvancedPerpetual-Catalyst365024-port1C1FPCAT36501K9CiscoOneFoundationPerpetual-Catalyst365024-port1CON-ECMU-C1AP3651SWSSUPGRADESC1AdvdPerpetual-Cat365024Prt1CON-ECMU-C1FC3651SWSSUPGRADESC1FNDPerpetual-Catalyst365024-port1CON-SNT-3624PSK9SNTC-8X5XNBDC1Cat365024PortPoE4x1GUplink1Total$2645.2$932AdditionalValuePrimeInfrastructure(Lifecycle/Assurance)1$160.00CiscoEnergyManagement(50Endpoints/Switch)50$400.00CiscoIdentityServicesEngineBase(50Endpoints/Switch)50$250.00A-La-CarteSWSSonaboveSoftwareApplicationsN/A$122.00Total$932.00ValueofAdditionalSoftwareBundledinCiscoONE(GPL)Catalyst配置举例

AIP价格指导传统配置Ｃ１配置采用ＣiscoONE获得更多ＩＳＲ配置举例传统配置Ｃ１配置SoftwareandSupport

HardwareC2911-AX/K9Cisco2911AXBundlewithAppSEC+AppLic1$4,300Total$4,300PerpetualLicenseHardwareC1-CISCO2911/K9CiscoONE2911withIPBase1$2,695Total$2,695PerpetualLicenseC1F1PISR2900SK9CiscoONEFoundation(SEC,APP,PRIME,vNAM,EW)1$1,600CON-SNT-C1C2911HSMARTNET8X5XNBDCisco2911Hardware+IPBase1$310CON-SAU-C1F1+R29SupportforFoundation1$199HardwareTotal$2,695SoftwareTotal$1,600TechnicalServicesSupportTotal$509Hardware,Software,andSupportTotal$4,804SoftwareandSupport

CON-SNT-C2911AX9SMARTNET8X5XNBDCisco29111$440TechnicalServicesSupport$440Hardware,Software,andSupport$4,740IOSsecurity(VPN,firewall,IPS)APP(AVC,WANoptimization,MPLS,PfR,etc.)EnergymanagementPrimelifecycle,assurance,andvNAM采用ＣiscoONE获得更多TAC支持、更新升级软件持续创新软件可移植Q:基础应用包和高级应用包的购买关系？A：叠加，购买高级应用包前，需先购买基础应用包。只有两个例外，广域网络和N5K。Q：软件服务和硬件服务购买关系？A：思科规定至少购买一年的软件服务，其他没有硬性规定。但强烈推荐同步购买软件和硬件服务。Q：软件服务如果中断购买，能否再续？A：可以，需要补齐中断年限的服务费用并付罚金后，可接续服务并享有相关益处（软件移植和享有可持续创新）Q&ACiscoONE–销售思科软件的新方式菜单式，单独定价软件功能授权与硬件捆绑软件使用周期仅在硬件使用周期内有效现有模式100s软件套件，面向客户解决方案打包销售软件服务(SWSS)和硬件服务客户享有可移植的软件授权*客户享有持续的创新*永久，订阅企业软件协议CiscoONE模式3(5)X2+3分离套餐更多购买方式单点绑定受限有效Note：*需要一直购买软件服务SWSS中期更新场景–升级或追加Mid-cycleRefreshScenarios(Brownfield)客户已经按照传统（A-la-Carte）模式采购过一些硬件平台，并且客户想要在已有硬件平台（及授权软件）上叠加CiscoONE软件–客户追加软件license或者想升级到C1模式CustomerhasalreadypurchasedsomeHWplatformundertraditional(A-la-Carte)modelandthecustomerwantstolayeronCiscoONESoftwareontheseexistingHWplatforms(andlicensedsoftware).新采购场景NewPurchaseScenarios(Greenfield)客户同时采购CiscoONE硬件平台＋CiscoONE软件套件或客户在已有的CiscoONE平台＋CiscoONE基础软件上叠加CiscoONE高级软件CustomerpurchasesCiscoONEHWplatform+CiscoONESoftwaresuitetogether….or….CustomeraddsCiscoONESoftwareAdvancedsuiteontopofanexistingCiscoONEplatform+CiscoONESoftwareFoundationpurchase.新采购或中期更新Ciscofull

featureset全功能需求Buying1or2softwarefeaturesfromCisco—购买1个或者更多软件功能LimitedSoftware有限的软件需求PurchasingsoftwarefromCiscoandourcompetitors—采用复合方案Multi-Vendor多厂商CiscoONE客户销售策略Showthevalue价值销售Buyingfullsetofsoftwarefeatures—购买全部/多个软件功能Buyingbasehardwareonly(nosoftware)—只购买硬件，没有软件Basehardware硬件为主1Focusontheupsell直接转换或升级销售Displacethecompetitors替换竞争对手Monetizeportability软件可移植性粘合客户CiscoONE目标客户–甜点和增值销售234CiscoONE基础应用软件包高级应用软件包销售目标直转(Convert)增值销售(Upsell)园区接入IPBaseLicensePrimeInfrastructure(Lifecycle/Assurance)ISEBaseEnergyManagement(JouleX)IPServicesAdvancedEnterpriseServicesIPBase+PI-LFAll6880x/6807(1.5%/4.5%)C1产品通过AIP促销IPBase,并可购买PI或者ISE无线接入WLANAccessPointlicensesNetwork-widedevicemanagementMobilityServicesEngineBaseLocationBasicBYOD,AAA/802.1X,Guest/EmployeeAccess

(IdentityServicesEngine-BaseAdvancedmobilelocationand

analyticsservices(CMX)WirelessSecurity(WIPS)5508HA，<=100AP,C1价格相当甚至占优购买PI-LF,5508+PI-LF100AP,C1价格占优，其他需要小幅价格优化有可能还购买PI或者ISE的客户广域网络IPBaseLicenseAppXLicenseSecurityLicenseISRWAASlicenseCiscoONEvNAMCiscoONEEnergyMgmtCiscoONEPIDeviceLicense(LF&AS)UnifiedCommunicationLicenseCommunicationManagerExpressorSRST-xxseatlicenseUnifiedBorderElementEnterpriseLicense-xxsessionsIPServicesUnifiedBorderElement-EnterpriseEditionxxxSessions对IWAN有兴趣的客户，即购买-AX或者SEC+APPlicense的客户购买VPN(SEClicense)客户，升到iWAN解决方案购买协作功能的客户，升到全面协作解决方案数据中心网络NexusVDClicense(4VDCsperlicense)NexusLANEnterpriseLicense(L3protocols)NexusTransportServicesLicense(OTV/LISP)NexusEnhancedLayer2License(FabricPath)CiscoONEDCNMLANEnterpriseLicenseCiscoONEPIDeviceLicenseforLF&ASCiscoONEEnergyMgmtPerpetualLicNexusDCNMforSANAdvancedEditionNexusIncrementalVDClicense(+4VDCperlicense)NexusMPLSlicenseNexusFCoElicenseNexusSANEnterpriseLicenseNexusScalableFeatureLicenseN7K如果客户有可能购买３个或者３个以上的功能许可N5KL3价格相当,48端口价格占优如果客户有购买1或者2个，“再多买１个可以获得共７个高级功能”N9KACI未来必选数据中心计算PSCFoundation,UCSDFoundation,IntercloudFabric,UCSPerfMgmtFoundation,UCSCentral,EnergyMgmtECSPrimeServiceCatalogue,UCSDirector,UCSPerfManager,VACS(w/N1KVAdv),ICF,UCSCentral,EMUCSSmartPlayBundlePrivateCloudUCSD的客户C1销售一点通Q：何时采用CiscoONE？找销售甜点-直接转换重点项目战略布局细讲:友好客户，增加客户粘合度Q：C1故事如何讲？客户关系简化理解竞争策略简讲:软件打包促销Q：项目成本增加？价格竞争力？推动软件销售大项目是重点：重要项目的软件植入是思科下半年软件销售重点请联系思科客户销售或渠道销售甜点要加强：甜点配置分析C1AIP，ENInnovationbundle销售激励OIP中小客户重点客户思科内部销售激励集成商销售激励VIP-27(C1SW5%-15%)重点C1项目支持总代激励计划(MBO,BigBet)AIPC1促销（同等价格，软件大礼包、服务升级和更多返点）ENInnovationBundle(5个解决方案包含C1)VIP27CiscoONEOverview

CiscoONEVIP27CoverageTrackNameCore&WANUnifiedAccessExpressENDCUnifiedFabricDCUnifiedComputeEntryRequirementAdvancedRoutingandSwitchingand/orAdvancedBorderlessNetworkArchitectureSpecializationand/orAdvancedCoreandWANServicesand/orAdvancedEnterpriseNetworksSpecialization

AdvancedWirelessLANand/orAdvancedBorderlessNetworkArchitectureSpecializationand/orAdvancedUnifiedAccessand/orAdvancedEnterpriseNetworksspecializationExpressFoundationand/orSmallandMidsizeBusinessSpecializationNoEntryRequirementNoEntryRequirementExitRequirementAdvancedRoutingandSwitchingand/orAdvancedBorderlessNetworkArchitectureSpecializationand/orAdvancedCoreandWANServicesand/orAdvancedEnterpriseNetworksSpecializationAdvancedWirelessLANand/orAdvancedBorderlessNetworkArchitectureSpecializationand/orAdvancedUnifiedAccessand/orAdvancedEnterpriseNetworksSpecializationExpressFoundationand/orSmallandMidsizeBusinessSpecializationAdvancedDataCenterArchitectureand/orUnifiedFabricTechnologySpecialization

AdvancedDataCenterArchitectureand/orUnifiedFabricTechnologySpecializationMin.Bookings$350KUpto$165K-VariesbyCountry$50KUpto$200K-VariesbyCountryUpto$50K-VariesbyCountryCSATScoreMaintainGold/PremiercertificationORCompletedfollow-upactivitiesonalllowscoresreceivedforthecurrentfiscalyearwithinthePALtoolC1SoftwareRebate10%*10%*2%5%,10%***15%C1HardwareRebateNoChange**NoChange**NoChange**NoChange**NoChange**Gold1%*1%*N/A1%1%MasterN/AN/AN/A1%1%CoreAccelerator1-2%****1-2%*****GoldKickeronlyavailableon10%and8%rebatecategoryproductsofCoreandWANServicesandUnifiedAccess**NoChangeonHardwareRebatesfromBusinessasUsualSKUs(TraditionalHardwareSKUs)***NexusCiscoONESoftwareSuiteswithACIhaverebatesat10%,AllotherNexusCiscoONESoftwareSuitesare5%****AvailabletoGolfCertifiedPartnersOnly10_84CiscoONE－接入交换机

Cat2960XLANBase对比

现有模式CISCOONE模式Product&ServicesPIDDescriptionQTY

AIPNetWS-C2960X-24PS-LCatalyst2960-X24GigEPoE370W,4x1GSFP,LANBase1

CON-SMBS-WSC224SLSMBS8X5XNBDCatalyst2960-X24GigEPoE370W,4x1G1

Total$1,016.50Product&SupportPIDDescriptionQTY

AIPNetC1-C2960X-24PS-LCatalyst2960-X24GigEPoE370W,4x1GSFP,LANBase1

C1FPCAT29001K9CiscoONEFoundationPerpetual-Catalyst290024Port1

CON-ECMU-C1FPC291SWSSUPGRADESC1FNDPerpetual-Cat290024Port1

CON-SNT-29X24PSLSNTC-8X5XNBDCat2960-X24GigEPoE370W,4x1GSFP1

Total

$1005.61PrimeInfrastructure(Lifecycle/Assurance)1$160.00CiscoEnergyManagement(50Endpoints/Switch)50$400.00CiscoIdentityServicesEngineBase(50Endpoints/Switch)50$250.00A-La-CarteSWSSonaboveSoftwareApplicationsN/A$122.00Total$932.00ValueofAdditionalSoftwareBundledinCiscoONE(GPL)SmartNetServiceCON-SNT-WSC224SLSNTC-8X5XNBDCatalyst2960-X24G1

$96.73Total

$1,055.23价格：98.9%（持平或略低）服务：SMBS升级SNTC软件：免费获得软件授权规定:一个C1硬件(C1-)必须附带一个C1软件(C1F)和至少一年硬件(SNTC)和软件服务(ECMU)10_84CiscoONEAIP促销解例

Cat3650IPService定单指导及对比

现有模式CISCOONE模式Product&ServicesPIDDescriptionQTY

AIPNetWS-C3650-24PS-ECiscoCatalyst365024PortPoE4x1GUplinkIPServices1

CON-SMBS-WS6524PSSMBS8X5XNBDCiscoCatalyst365024PortPoE4x1GUpl1

Total

$2,490.00Product&SupportPIDDescriptionQTY

AIPNetC1-WS3650-24PS/K9CiscoOneCatalyst365024PortPoE4x1GUplink1

C1APCAT36501K9CiscoOneAdvancedPerpetual-Catalyst365024-port1

C1FPCAT36501K9CiscoOneFoundationPerpetual-Catalyst365024-port1

CON-ECMU-C1AP3651SWSSUPGRADESC1AdvdPerpetual-Cat365024Prt1

CON-ECMU-C1FC3651SWSSUPGRADESC1FNDPerpetual-Catalyst365024-port1

CON-SNT-3624PSK9SNTC-8X5XNBDC1Cat365024PortPoE4x1GUplink1

$65.84Total

$2,515.56PrimeInfrastructure(Lifecycle/Assurance)1$160.00CiscoEnergyManagement(50Endpoints/Switch)50$400.00CiscoIdentityServicesEngineBase(50Endpoints/Switch)50$250.00A-La-CarteSWSSonaboveSoftwareApplicationsN/A$122.00Total$932.00ValueofAdditionalSoftwareBundledinCiscoONE(GPL)SmartNetServiceCON-SNT-WS6524PSSMARTNET8X5XNBDCiscoCatalyst365024PortPoE4x1GUpl1

Total

$2,620.10价格：101%（持平）服务：SMBS升级SNTC软件：软件大礼包（网络管理、能源管理、安全管理等）规定:一个C1硬件(C1-)必须附带一个C1软件(C1F)和至少一年硬件(SNTC)和软件服务(ECMU)7_8536_8537_8512_85促进价值销售和解决方案销售软件是解决方案的核心价值C1软件销售工具简化软件销售替换竞争对手增加销售机会扩展销售机会（upsell)合作伙伴销售奖励VIP-27C1软件5%-15%销售返点AIPC1、ENInnovationBundle产品促销总代C1激励计划为什么合作伙伴需要关注?体现客户价值GameChanger客户投资保护合作伙伴技术和服务价值—复杂应用设计、实施和运维能力客户粘合度CiscoONE软件–改变游戏规则（合作伙伴）学习CiscoONE产品销售方式了解促销激励政策发掘销售机会马上行动了解更多C1:/go/oneC1合作伙伴社区:/go/one4partners答疑解惑:ask_cisco_one_

partner@了解C1销售C1C1培训:www./go/

ciscoonesoftwareC1BOM转换工具:申请:c1-tool-support@external.CiscoONE合作伙伴资源合作伙伴资源门户PartnerResourcehttps://communities./community/partner/cisco-one产品文档Collateral产品手册(英文)Datasheet(English)https://communities./docs/DOC-56844产品手册(中文)Datasheet(中文)

合作伙伴销售培训CiscoONEPartnerSalesTraining（中文）

销售工具SalesKitC1软件移植产品对照表CiscoONESoftwareDeviceTieringGuide-Ciscohttp://www./c/en/us/products/collateral/software/one-software/tiering-guide-cisco-one.html?cachemode=refreshC1软件产品包组成CiscoONESoftwareOfferStructurehttps://communities./docs/DOC-55481C1产品列表CiscoONEMasterSKUListforPartnerhttps://communities./docs/DOC-55765C1软件供货和授权说明CiscoONESoftwareOffers,ShipmentandEntitlementhttps://communities./docs/DOC-63773C1软件移植流程CiscoONE-LicensePortabilityhttps://communities./docs/DOC-58638C1软件中期升级说明CiscoONESoftware-Mid-CycleRefreshhttps://communities./docs/DOC-58930促销和奖励PromotionandIcentiveC1软件在VIP-26中的返点政策CiscoONESfotwareinVIP-26https://communities./docs/DOC-58289C1无线5520/8540升级促销CiscoONEWirelessPromotionhttp://communities./docs/DOC-60300说明：需要合作伙伴在思科PartnerCommunity上有帐户．访问时，请先登录思科PartnerCommunity，copyandpaste访问该资源CiscoONE合作伙伴销售工具从商业市场看CiscoOne1，套餐最佳搭配推荐主菜+配菜=吃得饱、味道好（硬件+软件=解决方案销售）3，续杯服务（软件License可迁移）2，打包促销相比单点：鸡翅附送（不增加额外成本的应用软件）

营养快餐基础硬件和OSInfrastructure

andOSCiscoOne精选套餐–商业市场Note:Infrastructuresoftware(e.g.,operatingsystem)isincludedwitheachdeviceandnotsoldaspartofCiscoONESoftware.CiscoONEforAccess高级安全防护(coming)AdvancedSecurityIdentityServicesforAccess高级应用AdvancedApplicationsISE,ISEv接入交换Switching接入无线Wireless基础服务FoundationCampusFabricAdvancedMobilityServicesFoundation

forSwitchingFoundation

forWirelessCatalyst2K,3K,

4K,6K,ISEWLC,MSE,AP,ISE1234优选组合套餐UCSSPMAIPC12960x,3650WLC5508CiscoONEforDataCenterThreatDefenseforDataCenterASA,ASAv数据中心网络Networking数据中心计算ComputeDataCenterFabricEnterpriseCloudSuiteFoundationforNetworkingFoundationforComputeNexus3K,5K,6K,7K,9K,1KV,MDS9000UCSN5KL3CiscoONEforWANThreatDefenseforWANASA,ASAv,Cloud广域网络WANWANCollaborationFoundationforWANISR,ASR,CSR5ENInnovationbundleIWANC1服务说明

Service基础服务Foundation高级安全应用AdvancedSecurity高级应用AdvancedApplications数据中心/DataCenterThreatDefenseforDataCenter

ThreatDefenseforDataCenter

FirepowerServicesforASA/FP,ASASecurityContext,ASASecurityPlus,ASABotnetTrafficFilter,CSM,FSMCDataCenterFabricSAN,FCOE-N7K,VDC,MPLS,AdvancedNexusSoftware,DCNM-SANEnterpriseCloudSuitePrimeServiceCatalogue,UCSDirector,UCSPerfManagerVACS(w/N1KVAdv)FoundationforNetworkingFabricPathVDCOTV/LISPLANEnterpriseAccessStoragePrimeInfrastructureDCNM-LANEnergyMgmtFoundationforComputePSCFoundationUCSDFoundationIntercloudFabricUCSPerfMgmtFoundationUCSCentralEnergyMgmt数据中心网络Networking数据中心计算ComputeASA5585,FP,FSCiscoNexus®X86,UCS园区接入/AccessIdentityServicesforAccess

Context-FocusedSolutionISEPlusCampusFabricIPServiceFullL3Routing,Virtualization(VRF,EVN)IS-IS,WCCP,MulticastAdvancedMobilityServicesCMXWIPSFoundation

forSwitchingIPBaseTrustSec,MediaNet,StubRouting,ConvergedAccess,FNF,WireShark,VSS,ISSU,PrimeInfrastructureEnergyMgmt.ISEBaseFoundation

forWirelessWLCAPLicensesMSEBaseLocationPrimeInfrastructureISEBase接入交换Switching接入无线WirelessISECiscoCatalyst®WLC,MSE,AP广域网络/WANThreatDefenseforWAN

FirepowerServicesforASA,SecurityContext,SecurityPlus,BotnetTrafficFilter,CSM,FSMC/CloudWebSecurityEssentialsWANCollaborationUClicenseTDMGatewayCUBECMESRSTFoundationforWANSECLicenseTrustSec,MACSec,IOSVPN,IOSIPS,IOSZBFW,CWSConnector,SSLVPNAPPLicenseAVC,MPLS,WAAS,FNF,etcPrimevNAMPILifecyclePIAssuranceEnergyMgmtASA,FSISR,ASR广域网络WANProducts产品Suites套件基础硬件和OSInfrastructureandBaseOSNote:Infrastructuresoftware(e.g.,operatingsystem)isincludedwitheachdevice.ThesearenotsoldasaCiscoONEbundle,butincludedwiththedevice软件支持服务SoftwareSupportService(SWSS)byCiscoorPSSTechnicalSupport,Updates/Upgrades,LicensePortability,AccesstoOngoingInnovationSmartNetTotalCareorPSSTechnicalSupport(Hardware+OperatingSystem),DeviceReplacementProfessionalServicesCiscoONE产品服务CiscoONE产品服务详解*StandardHW/SWwarrantyis90days.Pleasesee:http://www./go/warrantyformoreinformation.SmartNetTotalCare(SNTC)InfrastructureandOSSupportRegisteredAccesstoPlatformOSUpdatesAdvanceHardwareReplaceSmartCallHomeDiagnosticsandAlerts24x7CiscoTACSupportDeviceDiagnosticsAlertsManagementInstalledBaseandContractManagementSMARTnetStandardWarranty*SoftwareSupportService(SWSS)SoftwareSupportRegisteredAccesstoLicensePortabilityAccesstoSoftwareInnovationSuiteSoftwareUpdates24x7CiscoTACSupportCiscoONE技术服务级别与编号ServiceProgramHardware+BaseOSCiscoONESoftware

8x5xNBD8x5x424x7x424x7x28x5xNBDOnsite8x5x4Onsite24x7x4Onsite24x7x2OnsiteSWSSSmartNetTotalCareCON-SNTCON-SNTECON-SNTPCON-S2PCON-OSCON-OSECON-OSPCON-PREMCON-ECMUSmartNetTotalCare3YearCON-3SNTNACON-3SNTPNANANACON-3OSPNACON-3ECMUPartnerSupportService(PSS)CON-PSUT(USC)CON-PSUECON-PSUPCON-PU2PNACON-PSOECON-PSOPCON-PSO2