Solution Incentive Program
Cisco Solution Incentive Program:
Go-to-Market Template for Solution Partner
Program
This template is designed to help channel partners minimize the risk and learning curve associated with
building a solutions practice by linking them directly with a global community of ecosystem partners from
the Solution Partner Program.
This go-to-market template outlines the required information to enable Cisco to assess whether your
business solution meets the requirements of the Cisco® Solution Incentive Program (SIP).
Instructions to Cisco Solution Partner Program - Partner
Note –Solution Partner, please complete the sections highlighted in grey starting on page 2.
Pre-requisite for submitting your solution for SIP approval:

Solution Partner Program solution (Name and specific release/version number if applicable) must
have passed IVT on a current Cisco product and you are eligible to use the Cisco Compatible logo

Solution Partner Program solution must be published on the Cisco Marketplace with your
Compatible logo (Solution product name in application must be identical to Solution product name
in Marketplace)
Once your section is complete, please submit it to [email protected] Please submit the
document in WORD format (not PDF format) to enable the SIP team to apply the “SIP Approved” label if
approved. Applications are solution specific – please do not submit multiple solutions on one application.
The review process is conducted on a quarterly basis. SIP applications will be evaluated and approved
based on various criteria including the strategic demand from the Cisco sales ecosystem. The SIP team will
notify all Solution Partner Program applicants of the outcome once the review has been completed. If
approved, the SIP team will apply a “SIP Approved” label on your Cisco Marketplace solution page under
the Compatible tab and post this document for reseller access.
Please make sure your solution “storefront” on the Cisco Marketplace site is complete and provides the type
of detail that will inform the Cisco partner resellers of your solution value proposition, support model and
other compelling data that promotes your offering such as product demonstrations and customer
testimonials.
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For CDN and Channel Partner use only.
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Instructions to Cisco Reseller Partner
Note – Cisco Reseller Partner, please complete the remainder of the template highlighted in green
starting on page 7.
Once your section is complete, enroll in SIP through the Partner Program Enrollment (PPE).
Once your solution enrollment has been approved, you must register each individual opportunity, using the
Cisco Commerce Workspace Tool. Once the registration has been approved, the deal protection and special
pricing can be applied.
For more information about SIP, go to http://www.cisco.com/go/sip.
Solution Partner Program: Solution Partner section to be completed
(page 2 to 6)
Solution Partner Program Primary Contact Information:
Solution Partner Program Company Name:
_Avizia_________________________________________________
Contact Name, Title: __Webster Brehm, Sr. Marketing Manager___________________________________
E-mail address, Telephone:[email protected], 571-353-1558_________________________________
I. Executive Summary (Please be sure to complete this section)
Avizia telemedicine systems enable patients and doctors to connect instantly to deliver quality medical care,
expand reach, and lower the costs of healthcare. These systems utilize the Cisco TelePresence SX20
codec and PrecisionHD camera. These easy to use, high-definition, video collaboration systems are
designed for mobility at the point of care. The CA portfolio is ideal for a variety of medical uses including
remote patient consultations, virtual care, and medical education. They give healthcare facilities the benefits
of video conferencing to patients and specialists and Cisco partners the opportunity to attack the 5B
telemedicine market.
II. Solution Content
Provide the solution details requested below, including a detailed description of the solution, the unique
value to the end customer, and the end-customer business problem addressed.
A. Solution Details
1.
Name of solution CA300 and CA700
2.
Interoperability Verification Testing (IVT) completion date
_03/03/2015___________________________________
3.
Cisco product name and release/version number used in IVT ___C40/60/90 & MXP Codecs
All______________________________
4.
Cisco Marketplace solution website:____ https://marketplace.cisco.com/catalog/products/6214______
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
Page 2 of 11
5.
Is the solution proprietary?__No, it works with other Cisco and standards-based video equipment.
Describe the function of the solution, why it is business-relevant, and how it helps create a solution that
solves a business problem (rather than a technical problem)__Patient consults in a medical setting
require FDA registered Class 1 telemedicine devices to be compliant for patient safety and regulator
standards. In addition to being compliant to international standards, the CA300/CA700 products enable
healthcare providers to attach a wide variety of medical peripherals such as otoscopes, examination
cameras, ultrasound, digital stethoscope and other clinically relevant devices to better assess patients
remotely. _____________________________
B. Business Solution Sales Engagement Model
1.
Describe your solution sales engagement model._We distribute our products through a number of Cisco
partners including KBZ, The Avizia sales team is happy to assist with explaining healthcare use cases
and bringing proven case studies from our customer base.
__________________________________________________________________________________
2.
Describe your current installed base, including the number of end customers using this solution,
industry coverage, and examples of end customers, etc_over 300 customers spanning 30+ countries.
Avizia telemedicine products are featured in 25 of the top 100 IDNs in the United States.
_____________________________________
_________________________________________________________________________________
3.
Are any competitive Cisco technologies included in your solution? If so, please describe.
No________________________________________________________________________________
__________________________________________________________________________________
4.
Describe your company’s support model for this solution. Specifically, the planning, design,
implementation, and support services needed______________________________________________
_Generally partners cover tier 1 service requests and Avizia handles escalations however we do
provide direct support as well. Avizia offers implementation, training, and consulting services to
educated hospital staff to enhance deployments.
__________________________________________________________________________________
III. Business Relevance to Cisco
1. Does your solution require any unique integration with Cisco products? Does it work equivalently on
networking equipment from a vendor other than Cisco? _Avizia provides products for clinical uses cases that
exclusively feature Cisco technology. They work with the entire UC infrastructure including CUCM, VCS,
TMS, and Expressway Edge.____
_____________________________________________________________________________________
2. Identify (Place X in the box) the Cisco product families by technology that the business solution requires:
X
Cisco Technology
X
Cisco Technology
Application Visibility and Control
Mobile Internet
Automation Solutions
Network Security
Cloud Intelligent Network
Network Software and Systems
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
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X
Cloud and Systems Management
Physical Security
Collaboration
Software Defined Network (SDN)
Connected Grid
Smart Solutions
Connected Platform
Switching
Contact Center Applications
X
TelePresence
Data Center
Unified Computing
EnergyWise
Universal Power Over Ethernet (UPOE)
Integrated Services Routers
Videoscape
Medianet
Wireless/Mobility
3. Identify joint Cisco customer wins based on the solution being proposed for SIP:
Customer Name
Cisco Product Included in Sale
Deal Size
Deal ID (if known)
(Breakout Cisco
and SPP solution)
University of Virginia
CUCM, Bridging, Jabber
400K/3.5M
IV. Solution Positioning and Strategy
Provide an overview of the applicable markets, sales strategy, project management process, messaging,
and positioning of the business solution by answering the following questions.
1.
What segment(s) does this business solution target? (Put a X next to all that apply)
_X__ Enterprise (1,500+ employees)
_X__ Midsize (250–1,500 employees)
___ Small/medium-sized business (fewer than 250 employees)
___ Local Government or Education business
___ Federal Sector business
2.
Are you currently a Cisco certified reseller? _X_Yes __No
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
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3.
Do you currently resell your products through Cisco certified resellers? X__Yes __No
4.
Do you also sell direct? __Yes _X_No
Will you continue to sell direct as well as through Cisco Reseller channel? _We only sell these products
through our Cisco resellers.
__________________________________________________________________________________
5.
Are you interested in working with Cisco certified resellers to reach your target
customers?_X_Yes __No
If yes, describe the ideal Cisco reseller characteristics that would successfully market, sell and support
your solution. ___Cisco UC / video partners with an emphasis in healthcare.
_________________________________________________________________________
6.
Do competitors of Cisco currently resell your solution? __Yes _X_No
7.
How are your sales and deployment projects managed? Specify the roles involved, key milestones,
metrics for success, escalation paths, etc.
_Most are fairly straightforward and part of broader Cisco telepresence /video deployments.
__________________________________________________________________________________
_________________________________________________________________________________
8.
What are the job titles of the end-customer contacts you typically target for your solution sale? _CIO,
Director of Telemedicine, Director of Telehealth
_________________________________________________________________________________
9.
Identify and estimate the timing of each stage of the sales cycle. Typical sales cycle is 3-9 months, the
longer end is if there is an RFP required. The timing is due to approval cycle with medical personnel
and hospital budgeting procedures.
__________________________________________________________________________________
10. Which vertical market do you sell into with this solution? (If more than 1 vertical is selected, please identify in
order of preference.)
___ Financial services
___ Transportation
_X__ Healthcare
___ Wholesale/distribution
_X__ Government
___ Energy/utilities
___ Education (public/private)
___ Professional services
___ Service provider
___ Technical services
___ Manufacturing
___ Media/entertainment
___ Retail
___ Other____________
___ Hospitality/hotels and leisure
11. What do you hope to gain by participating in SIP?
_Greater account penetration
_______________________________________________________________________________
12. Is your solution applicable globally? _X_Yes __No
Identify the primary office in each theater geography where your company has a presence.
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
Page 5 of 11
Theater
Countries
The Americas
North America
Europe, the Middle
East, Africa, and
Russia (EMEAR)
Europe, Middle East, Russia. Very little in Africa
Asia Pacific, Japan,
and Greater China
(APJC)
Australia
V. Management, Sales, and Marketing Team
List company contacts, including the executive, sales, and marketing teams.
A. Company Information
Full corporate name:_____Avizia Inc. ________________________________________________
SIP contact name, job title:__Neal Brockschmidt, Partnership manager
_____________________________________________________________
SIP contact phone, e-mail:[email protected], 571 325 0040 __________________________________
SIP contact address:___12018 Sunrise Valley Drive, Suite 150_____
SIP contact city, state, zip code:___Reston, VA 20191___________
Company Website:_____www.avizia.com_______________________________________
Executive Team:____Mike Baird, [email protected], Luke Leininger, [email protected]_
Sales Team:____Jill Kenney, [email protected]_________________________________
Marketing Team:__Webster Brehem, [email protected]
__________________________________________
VI. Reference Architecture
Attach a reference network diagram that shows a high level overview of the complete solution and/or
sample solution components. __CUCM/Telepresence, Jabber, Expressway Edge, SX20 codec.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
Page 6 of 11
Reseller section to be completed (page 7 to 11)
Partner Primary Contact
Company name: ________________________________________________________________________
Contact name: __________________________________________________________________________
Email address: _________________________________________________________________________
Telephone: ____________________________________________________________________________
Cisco Partner Account Manager (PAM)
Name: ________________________________________________________________________________
Email address: _________________________________________________________________________
Telephone: ____________________________________________________________________________
I. Executive Summary
Summarize the potential business opportunity for your business solution. Below you will be asked to
describe the details of the solution, including solution description, partner strategy, relevant technology, and
solution opportunity.
A. Business Solution Details
1.
Solution name: ______________________________________________________________________
2.
Solution description (in business terms): __________________________________________________
3.
Solution website (if applicable):_________________________________________________________
4.
Describe the unique value your company delivers with this solution: ____________________________
__________________________________________________________________________________
__________________________________________________________________________________
5.
What customer problem does your business solution address? (in business terms) ________________
__________________________________________________________________________________
__________________________________________________________________________________
6.
Describe your current installed base, including the number of end customers using this solution,
industry coverage, and examples of end customers, etc. _____________________________________
__________________________________________________________________________________
__________________________________________________________________________________
7.
Describe the function of the proprietary or third-party applications, why they are business-relevant, and
how they create a solution that solves a business problem (rather than a technical problem). _________
__________________________________________________________________________________
__________________________________________________________________________________
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
Page 7 of 11
B. Business Solution Components
1.
List all components and services included in the business solution and the percentage of revenue
apportioned in a typical deal (ensure that the Cisco portion does not exceed 80 percent of the total
solution revenue).
___% Application/software (list details for each) ____________________________________________
___% Proprietary components __________________________________________________________
___% Network ______________________________________________________________________
___% Services/support/maintenance ____________________________________________________
___% Professional services ____________________________________________________________
___% Other ________________________________________________________________________
100% TOTAL
2.
What is the average total revenue per solution sale, and the Cisco revenue portion?________________
__________________________________________________________________________________
3.
Are any competitive Cisco technologies included in your business solution? If so, please describe.____
__________________________________________________________________________________
__________________________________________________________________________________
II. Business Relevance to Cisco
1.
Does your solution require any unique integration with Cisco products? Does it work in an equivalent
manner on networking equipment from a vendor other than Cisco? _____________________________
__________________________________________________________________________________
__________________________________________________________________________________
2.
Identify (Place X in the box) the Cisco product families by technology that the business solution
requires.
X
Cisco Technology
X
Cisco Technology
Application Visibility and Control
Mobile Internet
Automation Solutions
Network Security
Cloud Intelligent Network
Network Software and Systems
Cloud and Systems Management
Physical Security
Collaboration
Software Defined Network (SDN)
Connected Grid
Smart Solutions
Connected Platform
Switching
Contact Center Applications
TelePresence
Data Center
Unified Computing
EnergyWise
Universal Power Over Ethernet (UPOE)
Integrated Services Routers
Videoscape
Medianet
Wireless/Mobility
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
Page 8 of 11
III. Solution Positioning and Strategy
Provide an overview of the applicable markets, sales strategy, project management process, messaging,
and positioning of the business solution by answering the following questions.
1.
What segment(s) does this business solution target?
___ Enterprise (1500+ employees)
___ Midsize (250 to 1500 employees)
___ Small and medium-sized business (fewer than 250 employees)
___ Local Government or Education business
___ Federal Sector business
2.
Do you hold the required specialization/authorization to resell and support this solution? ____________
__________________________________________________________________________________
3.
Describe your business solution sales strategy _____________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
4.
Describe your joint lifecycle services methodology for this solution. Specifically, describe the planning,
design, implementation, and operation support services that will be provided, and by whom, for both the
business application and networking components of the business solution, including end-customer
support model, support options, process, escalation path, and resources allocated. Attach supporting
documentation if available._____________________________________________________________
__________________________________________________________________________________
__________________________________________________________________________________
Service Support Phase
Business Application
Network
Planning
Design
Implementation
Operations
5.
Which industry do you sell into with this business solution? (If you select more than one, please
identify an order of preference.)
___ Financial services
___ Transportation
___ Healthcare
___ Wholesale/distribution
___ Government
___ Energy/utilities
___ Education (public/private)
___ Professional services
___ Service provider
___ Technical services
___ Manufacturing
___ Media/entertainment
___ Retail
___ Other
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
Page 9 of 11
___ Hospitality/hotels and leisure
6.
What do you hope to gain by participating in SIP? __________________________________________
__________________________________________________________________________________
7.
Identify the primary office in each geography where your company has a presence and is planning to
sell this solution.
Theater
Countries
The Americas
Europe, the Middle East, Africa,
and Russia (EMEAR)
Asia Pacific, Japan, and
Greater China (APJC)
IV. Solution Objectives and Forecast
Provide a one-year forecast for your target markets, sales goals, and networking, beginning with
the submission date of your SIP business plan. Assume calendar year quarters. You may modify the
“Calendar Year” row to reflect the date you are submitting your business plan.
Provide your forecast for Cisco networking products and services sold with this solution for one year.
Calendar Year
Q1
Q2
Q3
Q4
Cisco Product
Cisco Services
CDN/3rd Party
V. Management, Sales, and Marketing Team
List company contacts, including the executive, sales, and marketing teams.
Reseller Information
Reseller full corporate name: ______________________________________________________________
Reseller SIP contact name, job title: _________________________________________________________
Reseller SIP contact number: ______________________________________________________________
Reseller SIP contact address: ______________________________________________________________
Reseller SIP contact city, state, zip code: _____________________________________________________
Reseller Website: _______________________________________________________________________
Reseller Cisco PAM: _____________________________________________________________________
Reseller Cisco SE: ______________________________________________________________________
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
Page 10 of 11
VI. Reference Architecture
Attach a reference network diagram that shows a high level overview of the complete solution and/or a
sample Bill Of Materials.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
Printed in USA
© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only.
C96-699710-00
02/12
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