Section 4: Solution Inventive Program
Q. How does the Industry Solutions Partner Network work with the Solution Incentive Program (SIP)?
A. SIP was originally created to recognize solutions developed and submitted for approval by reseller partners. Now, resellers can submit industry solutions that include applications prequalified through SIP. Moreover, the program will now recognize the collaborative delivery of a solution by channel partners and independent software vendors (ISVs). For details, please visit http://www.cisco.com/go/sip.
Q. How can I learn about which pre-qualified applications are available today?
A. Information about applications and other technologies included in the Cisco Industry Solutions Partner Network can be found at http://www.cisco.com/go/ispn. There, you can explore product information, research program benefits, and collaborate directly with application partners through the Cisco Partner Space Web 2.0 collaboration environment.
Section 5: Resources
Q. What resources are available on Cisco Partner Space?
A. The portal features joint marketing tools, exclusive sales resources, customized, industry-focused demand-generation kits, and marketing campaign tools and services. Partners can also find industry-specific training and information about third-party consulting services tailored to fit the needs of their target market. Benefits vary by theater. For details, please visit http://www.cisco.com/go/ispn.
Q. How can a partner get access to joint marketing funds?
A. Joint marketing funds will be allocated on a quarterly basis to resellers that have completed the go-to-market business plan necessary to qualify in the Industry Solutions Partner Network. Funds are limited and will be granted only for specific, approved proposals. Interested partners can speak with their CAM.
Section 6: Enrollment/Participation
Q. How many partners will be accepted into the Industry Solutions Partner Network?
A. Partners will be selected according to requirements set by each Cisco sales theater. Criteria will be based on a combination of factors including geographic coverage, industry focus, and technology specializations. Consult a CAM for additional details.
Q. What are the requirements for a Cisco Certified Reseller to participate in the Industry Solutions Partner Network?
A. Eligible resellers are identified by their CAM through the regional and partner business planning process and are nominated to the program by their CAM. Resellers with a prequalified industry solution in SIP are also eligible. For additional details, visit http://www.cisco.com/web/partners/sell/industry/ispn/ispn_enroll.html
Members must meet the following requirements:
• Be a Cisco Select, Premier, Silver, or Gold Certified Partner
• Develop and maintain an industry-focused business plan
• Have customer references within their chosen industry
• Allocate industry-focused sales and marketing resources
• Maintain an industry-focused pipeline
Individual theaters may have other requirements. For more details visit http://www.cisco.com/go/ispn.
Q. How can I maximize my company’s participation in the Industry Solutions Partner Network?
A. We recommend you follow these practical steps:
Collaborate with other members of the Industry Solutions Partner Network to identify prequalified applications pertinent to your vertical market practice and solution architectures.
Create a go-to-market plan.
Take advantage of the industry focused marketing and demand generation resources that can bring your solution to market.
Develop one reference account to demonstrate the repeatability of your solution and to qualify it for increased incentives under SIP.
Q. Where can I find the business plan template and other information about building my go-to-market plan?
A. The template for writing a solutions-oriented business plan, as well as a description of the process, can be found by visiting http://www.cisco.com/sip. Partners can also request more information from their CAM.
Q. What happens to the Cisco Vertical Select Program now that you are introducing the Cisco Industry Solutions Partner Network?
A. Channel partners in the United States will be familiar with the Vertical Select program, which supported partners with a vertical market practice. The introduction of the Industry Solutions Partner Network recognizes the weight Cisco is putting on the creation of network-centric industry solutions. The new program recognizes a reseller’s efforts to build an industry solutions practice for one of several key verticals, including healthcare, education, financial services, retail, government, real estate and manufacturing. In addition, the Industry Solutions Partner Network will link vertically focused resellers more closely with Cisco technology and application partners in a single community. Under Vertical Select, the communities were mostly separate.
Q. I was a Vertical Select Partner. Does that mean I am automatically part of the Industry Solution Partner Network?
A. Vertical Select partners can apply for the new program as part of the annual re-enrollment process. We encourage all Vertical Select partners who meet the criteria to apply for the Industry Solutions Partner Network.
Q. I had a contact in the Vertical Select Program. Who do we work with or contact for the Industry Solutions Partner Network?
A. In the United States, you can speak with your CAM. You also can contact the support help desk at support@ciscopartner-ispn.com or call 1-866-537-0695.
Q. How can Cisco Technology Partners participate in the Industry Solutions Partner Network?
A. Cisco technology partners such as application providers, independent hardware vendors, and ISVs can join by providing an industry application and passing the requirements for the Cisco Technology Developer Program and/or SIP. For details about those requirements, visit http://www.cisco.com/go/ctdp.
Q. What is the difference between the Cisco Industry Solutions Partner Network and the Cisco Industry Solution Partner Program?
A. The Cisco Industry Solution Partner Program (ISPP) is an invitation-only initiative for a select group of third-party developers and device manufacturers with technology and applications that are part of Cisco’s Enterprise Industry solutions. ISPP is part of the Cisco Technology Developer Program and has been recently renamed. It is now called the Cisco Industry Solutions Technology Developer Program.
Q. How are resellers matched with the appropriate applications and ISVs?
A. Detailed information about the applications and partners in the Industry Solution Partner Network are available at http://www.cisco.com/go/ispn.
Q. How are applications or ISV partners tested and approved for the program?
A. In order for a business application to be prequalified for SIP, it must satisfy the requirements for the Cisco Technology Developer Program. Those requirements can be found by http://www.cisco.com/go/ctdp .
Section 7: Recognition
Q. Can I use my membership as a marketing specialization or designation?
A. Certain participants will be recognized as an Industry Solutions partner within the Cisco partner locator and on the Cisco industry solutions pages on Cisco.com. Visit http://www.cisco.com/go/ispn for more information on marketing benefits.
Q. If my company does business globally, can it incorporate those marketing plans into the annual business plan?
A. Currently, the program requires field engagement on a theater-by-theater basis. Joint marketing funds are limited and will be granted on a quarterly basis for specific proposals according to individual theater requirements.
Q. Will there be a partner certification level associated with the Industry Solutions Partner Network?
A. Initially, partners will be recognized through the Cisco partner locator. The global team is also working on a marketing recognition. Cisco is also developing a solution finder tool, organized by industry.
Q. Who can I call with more questions?
A. Partners should use their CAM as the primary point of contact. They can help partners assess the prequalified business applications best suited for their individual business and help create a reseller go-to-market plan. For additional contact information please visit the theater-specific pages on http://www.cisco.com/go/ispn.
Q. I already sell a solution based on an application in the Industry Solutions Partner Network. What can I do to benefit?
A. Partners should work with their CAM to be complete the go-to-market plan required for participation in the network. To download the business planning template, visit http://www.cisco.com/go/sip.
