Value Incentive Program 35 - Ingram Micro
Value Incentive Program 35CollaborationCisco Confidential
VIP 35 – Partner OpportunityValue Incentive Program 35Architecture Track: Collaborationo VIP 35 reflects the continued shift in the marketplace to cloud-based collaborationsolutions, while continuing to value and reward partners for on-premises resale solutions.o VIP 35 drives Partner profitability across the Collaboration portfolio.o Continuing! Industry-Leading Incentives for Cloud Calling and Contact Centero Maximize VIP 35 rebates by selling Collaboration solutions. Position Webex Platform (Meetings, Teams, & Calling) with video room and huddle spacesystems, IP phones, headsets and applications.o Lead with Collaboration Flex. It is the licensing solution for Collaboration portfolio. 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly Confidential
Value Incentive Program 35Collaboration GPL
Global Pricing List HighlightsValue Incentive Program 35Architecture Track: CollaborationEndpoints/HardwarePerpetual Licensing Video Endpoints and Devices base rebatesreduced from 5% to 3% 78xx Series IP phones (non-3PCC, 7821,7811, 7861, 7841) base rebate reduced from5% to 3% Cisco 88xx Series excludes 8821 base rebateat 5% Select Servers and Headset unchanged Rebate simplification continues; all perpetuallicensing at 5% Contact Center base rebate: 5% BE6000 UWL and UCL base rebates : 5% Reminder: Perpetual Enterprise Agreements nolonger VIP eligible HCS Product Family not VIP (GPL) eligibleKey Information Featured Incentives Master Collab or Cisco Powered– 2% Additional Rebate Gold Certification and CMSP Master – 1% bonus on SKU’s with rebates 3% Migration Incentive Program (MIP) Bonus – earn upfront discount and addition 2% VIP bonus Cisco Telepresence Video Master Authorization (incl. Satellite, Multinational, Global and Remote) has beenretired effective October 31, 2019; no longer qualifies for 2% Master Specialization bonus 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly Confidential
Earning potentialValue Incentive Program 35Architecture track: CollaborationBonusesCollaboration offersBase payoutVIP 34Base payoutVIP 35Gold/CMSPMasterMasterSpecialization/Cisco Powered*MigrationEarningpotential(up to %)Endpoints/hardwareWebex DX 803%8%88xx Series IP phones (excluding 8821)5%10%78xx Series IP phones (non-3PCC, 7821, 7811, 7861, 7841)3%8%Webex Room 55 Single and Dual, Room 70 Single and Dual3%8%5%1%Webex Board GPL 55, 70, 853%Webex Share5%10%Select Headsets5%10%Webex Room Kit, Room Kit Plus, Room Kit Pro3%8%Select Server Hardware1%1%2%-*Cisco Telepresence Video Master Authorization (incl. Satellite, Multinational, Global and Remote) does not qualify for the Master Specialization bonus in VIP 35.For a complete list of SKUs eligible for VIP 35, go to www.cisco.com/go/vipskus. 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly Confidential2%8%5%
Earning potentialValue Incentive Program 35Architecture track: CollaborationBonusesCollaboration offersBase payoutVIP 34Base payoutVIP 35Gold/CMSPMasterMasterSpecialization/Cisco Powered*MigrationEarningpotential(up to %)5%1%2%2%10%5%1%2%2%10%Perpetual softwareContact Center – CCX/CCE/CVP8%BE6000 Cisco Unified Workspace Licenses: Meetings, Standard10%BE6000 User Connect Licenses (Basic, Essential, Enhanced, Enhanced Plus)10%User Connect License: Basic and EssentialUser Connect License: Enhanced and Enhanced PlusCisco Unified Workspace Licenses: Meetings and StandardCisco Unity Connection 11.x5%Cisco TelePresence Room LicenseCisco TelePresence Management Suite (TMS)Shared Multiparty Plus (SMP )Personal Multiparty Plus (PMP )*Cisco Telepresence Video Master Authorization (incl. Satellite, Multinational, Global and Remote) does not qualify for the Master Specialization bonus in VIP 35.For a complete list of SKUs eligible for VIP 35, go to www.cisco.com/go/vipskus. 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly Confidential
Collaboration GPL Rebate Model – VIP 35Value Incentive Program 35Architecture Track: Collaboration GPLEndpoints/SWValueBaseRebate %Base tive RebateCustomer 188XX Series 75,0005% 3,750 750 1,500 1,500 7,500Customer 1CUWL License 25,0005% 1,250 250 500 500 2,500Customer 2Webex Boards 85 150,0003% 4,500 1,500 3,000 3,000 12,000Customer 3Select Servers 150,0001% 1,500- 3,000 3,000 7,500Customer 378XX Series 50,0003% 1,500 500 1,000 1,000 4,000Customer 4UCCX Enhanced 45,0005% 2,250 450 900 900 4,500Customers 38,000Base PayoutGold/CMSP MasterMasterSpecializationMigrationTotal Value eligible for rebate Total Value Eligible for Migration 495,000 495,000 495,000 x 2% 9,900 495,000 x 2% 9,90088xx Series: 5%CUWL License: 5%Webex Boards 85: 3%Select Servers:1%78XX Series: 3%UCCX Enhanced: 5% 2019 Cisco and/or its affiliates. All rights reserved.Total Value eligible for rebate 345,000Excludes Servers (less than 3%Base Rebate) 345,000 x 1% 3,450Cisco Highly ConfidentialTotal Collaboration VIP 35 GPL Rebate 38,000
Value Incentive Program 35Collaboration Annuity
Annuity HighlightsValue Incentive Program 35Annuity Track: CollaborationAnnuity 8% Land/Expand Bonus on new Webex Calling and Webex Contact Center into New or Existing CustomersContinues Obtain and/or maintain the Collaboration SaaS Authorization for VIP 35 Annuity Track eligibility (SaaS SimpleResale retired, no longer valid) Position the Webex Platform to drive new and/or additional recurring revenue Maximize rebates by attaching devices to all Flex Plan subscriptions Capitalize on the changing workplace and how customers are purchasing hardware by leveraging thenew Hardware-as-a-Service (HaaS) solution UCM Cloud and UCM Cloud-G are eligible for Annuity VIP!Annuity Offers – Key NotesCollaboration Annuity Land/Expand moves from 3% to 2% Annuity Renewal Bonus, up to 2%, continues Land/Expand, Renewal and Master VIP Bonuses paid on TCV For a complete list of SKUs eligible for VIP 35, go to www.cisco.com/go/vipskus 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly Confidential
Earning potentialValue Incentive Program 35Annuity track: Collaboration AnnuityBonusesCollaboration Annuity offersBase payoutVIP 34Base payoutVIP 35Land andExpand*Renewal**(up to %)MasterSpecializationEarningpotential(up to %)2%2%2%6%10%2%2%14%Collaboration Enterprise Agreement: Cisco Collaboration Flex SuitesCisco Collaboration Flex (Active User or Named User)Cisco Hardware-as-a-Service (HaaS)Cisco Webex Flex Plan Subscriptions(Flex Plan Meet, Flex Plan Teams, Flex Plan Calling and Flex Plan CC)2%2%UCM Cloud and UCM-G CloudCisco Webex and BroadCloud CallingCisco Webex Contact Center (formerly CJP)Note: Cisco Webex Calling, BroadCloud Calling and Webex Contact Center will receive an additional 8% rebate in Land and Expand bonus during VIP 35 (10% Total)*Customer Experience specialized and/or approved full Lifecycle Management (FLCM) partners are paid 2%, all other eligible partners receive 1%.**Cisco Telepresence Video Master Authorization (incl. Satellite, Multinational, Global and Remote) does not qualify for the Master Specialization bonus in VIP 35.For a complete list of SKUs eligible for VIP 35, go to www.cisco.com/go/vipskus. 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly Confidential
Collaboration Annuity Rebate Model– VIP 35CustomersValue Incentive Program 35New Business Track: Collaboration AnnuityAnnuityTCVSubscription typeMonth 1Month 2Month 3Month 4Month 5Month 6Cumulative MRRCustomer 1Flex Plan EA-Existing 5,000 5,000 5,000 5,000 5,000 5,000 30,000Customer 2Flex PlanMeetings-Expired 8,000 8,000Customer 3Flex PlanTeams 120,000Renewed (in M4) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 4Webex Calling 21,000Expanded 7,500 7,500 7,500 7,500 9,250 9,250 48,500Customer 5Webex Calling 120,000Land (New) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 6Webex Calling 360,000Land (New) 30,000 30,000 30,000 90,000 62,500 64,250 64,250 304,500Subscription not renewed 40,500 40,500 32,500 16,000MRR PayoutLand andExpand BonusRenewal BonusMaster BonusCumulative MRR xBase rebate %TCV of new and expandedsubscriptions x bonus rebate %TCV of renewed subscriptions xbonus rebate %TCV of new and expandedsubscriptions x bonus rebate % 304,500 x 2% 6,090 501,000 x 10% 50,100 120,000 (Sub 3) x 2%(FLCM) 2,400Provided cumulative base MRR at theend of VIP 35 is greater than or equalto base MRR entering VIP 35 501,000 x 2% 10,020(10% 2% Land/Expand 8%Webex Calling and BroadCloudCalling Bonus)Note: MRR calculation example: Total Contract Value: 120,000 Term: 12 months MRR: 10,000Note: Land and Expand calculation example: 501,000 360,000 (Customer 6) 120,000 (Customer 5) 21,000 (Customer 4) 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly ConfidentialTotal Collaboration VIP 35 Annuity rebate 68,610Provided partner maintains MasterCollaboration Specializationthroughout the entire VIP period
Value Incentive Program 35Collaboration Annuity RebateDetails
Collaboration Annuity Rebate Model– VIP 35CustomersValue Incentive Program 35AnnuityTCVSubscription typeMonth 1Month 2Month 3Month 4Month 5Month 6Cumulative MRRCustomer 1Flex Plan EA-Existing 5,000 5,000 5,000 5,000 5,000 5,000 30,000Customer 2Flex PlanMeetings-Expired 8,000 8,000Customer 3Flex PlanTeams 120,000Renewed (in M4) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 4Webex Calling 21,000Expanded 7,500 7,500 7,500 7,500 9,250 9,250 48,500Customer 5Webex Calling 120,000Land (New) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 6Webex Calling 360,000Land (New) 30,000 30,000 30,000 90,000 62,500 64,250 64,250 304,500Subscription not renewed 40,500 40,500 32,500MRR PayoutCumulative MRR xBase rebate % 304,500 x 2% 6,090Note: MRR calculation example: Total Contract Value: 120,000 Term: 12 months MRR: 10,000Note: Land and Expand calculation example: 501,000 360,000 (Customer 6) 120,000 (Customer 5) 21,000 (Customer 4) 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly ConfidentialTotal Collaboration VIP35 Annuity Base Payout Rebate 6,090 16,000
Collaboration Annuity Rebate Model– VIP 35CustomersValue Incentive Program 35AnnuityTCVSubscription typeMonth 1Month 2Month 3Month 4Month 5Month 6Cumulative MRRCustomer 1Flex Plan EA-Existing 5,000 5,000 5,000 5,000 5,000 5,000 30,000Customer 2Flex PlanMeetings-Expired 8,000 8,000Customer 3Flex PlanTeams 120,000Renewed (in M4) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 4Webex Calling 21,000Expanded 7,500 7,500 7,500 7,500 9,250 9,250 48,500Customer 5Webex Calling 120,000Land (New) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 6Webex Calling 360,000Land (New) 30,000 30,000 30,000 90,000 62,500 64,250 64,250 304,500 501,000Subscription not renewed 40,500 40,500 32,500Land andExpand BonusTCV of new and expandedsubscriptions x bonus rebate % 501,000 x 10% 50,100(10% 2% Land/Expand 8%Webex Calling and BroadCloudCalling Bonus)Note: MRR calculation example: Total Contract Value: 120,000 Term: 12 months MRR: 10,000Note: Land and Expand calculation example: 501,000 360,000 (Customer 6) 120,000 (Customer 5) 21,000 (Customer 4) 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly ConfidentialTotal Collaboration VIP 35 Annuity Land & Expand Rebate 50,100 16,000
Collaboration Annuity Rebate Model– VIP 35CustomersValue Incentive Program 35AnnuityTCVSubscription typeMonth 1Month 2Month 3Month 4Month 5Month 6Cumulative MRRCustomer 1Flex Plan EA-Existing 5,000 5,000 5,000 5,000 5,000 5,000 30,000Customer 2Flex PlanMeetings-Expired 8,000 8,000Customer 3Flex PlanTeams 120,000Renewed (in M4) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 4Webex Calling 21,000Expanded 7,500 7,500 7,500 7,500 9,250 9,250 48,500Customer 5Webex Calling 120,000Land (New) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 6Webex Calling 360,000Land (New) 30,000 30,000 30,000 90,000 62,500 64,250 64,250 304,500Subscription not renewed 40,500 40,500 32,500Renewal BonusTCV of renewed subscriptions xbonus rebate % 120,000 (Sub 3) x 2%(FLCM) 2,400Provided cumulative base MRR at theend of VIP 35 is greater than or equalcumulative base MRR entering VIP 35Note: MRR calculation example: Total Contract Value: 120,000 Term: 12 months MRR: 10,000Note: Land and Expand calculation example: 501,000 360,000 (Customer 6) 120,000 (Customer 5) 21,000 (Customer 4) 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly ConfidentialTotal Collaboration VIP 35 Annuity Renewal Rebate 2,400 16,000
Collaboration Annuity Rebate Model– VIP 35CustomersValue Incentive Program 35AnnuityTCVSubscription typeMonth 1Month 2Month 3Month 4Month 5Month 6Cumulative MRRCustomer 1Flex Plan EA-Existing 5,000 5,000 5,000 5,000 5,000 5,000 30,000Customer 2Flex PlanMeetings-Expired 8,000 8,000Customer 3Flex PlanTeams 120,000Renewed (in M4) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 4Webex Calling 21,000Expanded 7,500 7,500 7,500 7,500 9,250 9,250 48,500Customer 5Webex Calling 120,000Land (New) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 6Webex Calling 360,000Land (New) 30,000 30,000 30,000 90,000 62,500 64,250 64,250 304,500 501,000Subscription not renewed 40,500 40,500 32,500Master BonusTCV of new and expandedsubscriptions x bonus rebate % 501,000 x 2% 10,020Provided partner maintains MasterCollaboration Specializationthroughout the entire VIP periodNote: MRR calculation example: Total Contract Value: 120,000 Term: 12 months MRR: 10,000Note: Land and Expand calculation example: 501,000 360,000 (Customer 6) 120,000 (Customer 5) 21,000 (Customer 4) 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly ConfidentialTotal Collaboration VIP 35 Annuity Master Bonus Rebate 10,020 16,000
Collaboration Annuity Rebate Model– VIP 35CustomersValue Incentive Program 35AnnuityTCVSubscription typeMonth 1Month 2Month 3Month 4Month 5Month 6Cumulative MRRCustomer 1Flex Plan EA-Existing 5,000 5,000 5,000 5,000 5,000 5,000 30,000Customer 2Flex PlanMeetings-Expired 8,000 8,000Customer 3Flex PlanTeams 120,000Renewed (in M4) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 4Webex Calling 21,000Expanded 7,500 7,500 7,500 7,500 9,250 9,250 48,500Customer 5Webex Calling 120,000Land (New) 10,000 10,000 10,000 10,000 10,000 10,000 60,000Customer 6Webex Calling 360,000Land (New) 30,000 30,000 30,000 90,000 62,500 64,250 64,250 304,500 501,000Subscription not renewed 40,500 40,500 32,500 16,000MRR PayoutLand andExpand BonusRenewal BonusMaster BonusCumulative MRR xBase rebate %TCV of new and expandedsubscriptions x bonus rebate %TCV of renewed subscriptions xbonus rebate %TCV of new and expandedsubscriptions x bonus rebate % 304,500 x 2% 6,090 501,000 x 10% 50,100 120,000 (Sub 3) x 2%(Lifecycle Advisor) 2,400 501,000 x 2% 10,020(10% 2% Land/Expand 8%Webex Calling and BroadCloudCalling Bonus)Provided cumulative base MRR at theend of VIP 35 is greater than or equalto base MRR entering VIP 35Note: MRR calculation example: Total Contract Value: 120,000 Term: 12 months MRR: 10,000Note: Land and Expand calculation example: 501,000 360,000 (Customer 6) 120,000 (Customer 5) 21,000 (Customer 4) 2019 Cisco and/or its affiliates. All rights reserved.Cisco Highly ConfidentialTotal Collaboration VIP 35 Annuity rebate 68,610Provided partner maintains MasterCollaboration Specializationthroughout the entire VIP period
Cisco Highly Confidential Value Incentive Program 35 Bonuses Earning potential Architecture track: Collaboration *Cisco Telepresence Video Master Authorization (incl. Satellite, Multinational, Global and Remote) does not qualify for the Master Specialization bonus in VIP 35. For a complete list of SKUs eligible for VIP 35, go to www.cisco.com .
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2. Group Incentive Plans Team Incentive Plans – Compensation plans where all team members receive an incentive bonus payment when production or service standards are met or exceeded. Establishing Team Incentive Payments – Set performance measures upon which incentive payments are based – Determine the size of the incentive bonus.
The survey was aimed at incentive travel professionals all over the world and was available in English and Spanish, customised for 5 distinct incentive travel personas under the two main categories of buyers and suppliers. Buyer: 1. Incentive Travel End-User (e.g. corporate buyer) 2. Incentive Travel Agency (e.g. incentive house,
Air Service Incentive Program ("ASIP") Program Overview and Guidance Document Page 8 of 38 J:\Contracts\AIRLINE OPERATING AGREEMENTS\ASIP\ASIP Program Overview Document.docx SECTION II -INCENTIVE PLANS 2.1 Plan A: New Entrant The following incentive plan is available to any Air Carrier, as defined in this PROGRAM,
also includes Incentive Compensation functional areas and features for ease of access and more streamlined set up. CAUTION: Don't use the Incentive Compensation offering to implement Incentive Compensation. Instead, see the Implementing Incentive Compensation guide for implementation information.
incentive travel to be 'motivating at all'. This suggests that, currently, a group incentive travel award is a near universal sales incentive, with only rare exceptions to the rule. Like last year, both genders find group incentive travel highly motivating, with males being only slightly more enthusiastic.
