Transcript Reward the Drivers: Popping Champagne at the finish line

Brooke Lutz
BDM, Commercial Sales EMEAR
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Strengthen the Partner Led community by hosting an annual event which
recognizes the best individuals of the partner community.
Objective
Accelerate our mid market growth.
Continue to build on the momentum from last year’s event.
Increase our partner’s mindshare and loyalty.
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AMERICAS
DAY 1
DAY2
EMEAR
DAY3
APJC
DAY4
• Breakfast at leisure
• Breakfast at leisure
• Breakfast at leisure
• Half day conference- Cisco
executive presentations and
feedback opportunity
• Half day conference- Cisco
product updates and partner best
practice sharing
• Free time before airport pickup
• Check-in at hospitality area; light
snacks and beverages served
• Afternoon at leisure
• Group lunch
• Group lunch
• Activity
• Activity
• Awards Dinner
• Dinner
• Airport meet and greet. Sedan
transfer to hotel
• Welcome cocktail reception,
mingle with Cisco® executives
• Check out
Destination: Dubai
Hotel: Waldorf Astoria Palm Jumeirah
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Partner Size is based on the annual MBO 1 Target
Small = <$1m
Medium= $1-$3m
Large= >$3m
110 Winners
Criteria
Central
Emerging
North
PSR- Product MBO 1
Attainment (Rank 1-5)
5 Small
5 Medium
5 Large
5 Small
5 Medium
5 Large
5 Small
5 Small
5 Small
5 Medium 5 Medium 5 Medium
5 Large
5 Large
5 Large
PSR- Service MBO 2
Attainment (Rank 1)
1 Small
1 Medium
1 Large
1 Small
1 Medium
1 Large
1 Small
1 Small
1 Small
1 Medium 1 Medium 1 Medium
1 Large
1 Large
1 Large
Company SponsorProduct MBO 1
Attainment (Rank 1)
1 Small
1 Medium
1 Large
1 Small
1 Medium
1 Large
1 Small
1 Small
1 Small
1 Medium 1 Medium 1 Medium
1 Large
1 Large
1 Large
1 PMM
1 PMM
Partner Marketing
1 PMM
Champion- Co marketing
contribution of SQL
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South
1 PMM
UKI
1 PMM
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75 Partner Sales Representatives (PSRs):
•
Partner overachievement of Partner Plus Product MBO 1 from October 27-July 26 (Cisco’s fiscal
Q2 to Q4). Partners achieving the highest percentage over target will win a place. Places will be
split between theatre and graded in terms of target size:
•
•
•
<$1m
$1-3m
>$3m
Small Partners
Medium Partners
Large Partners
WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL NOMINATE THE
INDIVIDUAL THEY WISH TO ATTEND
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15 PSRs (Services) Selection:
Services PSRs will be chosen based on their Company MBO 2 achievement.
•
Partner overachievement of Partner Plus Product MBO 2 from October 27-July 26 (Cisco’s fiscal
Q2 to Q4). Partners achieving the highest percentage over target will win a place. Places will be
split between theatre (3 per theatre)
WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL
NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND
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15 Partner Plus Company Sponsors or Second Nominee:
Company Sponsors will be chosen based on their Company MBO1 achievement.
-
The top 15 partners (3 from each theatre, 1 Small, 1 Medium, 1 Large Partner) will earn an
extra place to the event. They can chose to send the Partner Plus company sponsor or
another person of the sales, technical or marketing team.
WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL
NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND
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5 Partner Plus Marketing Champions
Company Sponsors will be chosen based on co-marketing contribution to Sales Qualified
Leads
-
1 per theatre and will be rewarded based on their contribution to SQL as a % of their total
commercial bookings
WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL
NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND
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•
Only FY14Q2-Q4 targets/activity will be considered
•
Partner must be enrolled in Partner Plus
•
Winners will be measured at company level only. Individuals attending will be
nominated by the Company Sponsor or other Senior Management at the partner.
•
Partners must have a complete PPC profile
•
Candidates must hold a relevant job role in PPC to be eligible
•
PSR winners must take the Sales Acceleration and Leveraging Business
Intelligence for Growth assessments via COLT
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Winner’s Circle- Key Dates
• 18th December- field launch
• 19th December (if approved) Launch and first
Leaderboard Upload (via email, iwe, P+ newsletter,
twitter, LinkedIn)
• Monthly- Leaderboard update on Cisco Rewards
• 26th July- Incentive Period Closes
• 30th July- Company Winners Announced
(via email, PPC, Cisco Rewards, Sean internally)
• 4th August- Registration Site Opens
• 13-16th October- Event
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Thank you.