Iot Updates

IoT Specialization and IoT Incentives
IoT Authorization becomes a Specialization!

Requirements
Timeframes
Benefits
Build on your
competitive NEW! IoT Advantage Specialization
Requirements
advantage with IoT

Transition of qualified partners
Timeframes
Benefits
Specialization
NEW! IoT IGNITE & MIP
Discount structure and benefits
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loT Specialization
IoT Specialization
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loT Specialization
The New Cisco Partner Program
At Partner Summit, Cisco announced the most significant change to our programs in over a decade. The New
Cisco Partner Program. Our focus is to be future ready and the program changes we’re making create a
foundation to build on for years to come. Please refer to FAQ e-book to learn more
The program is built with your existing investments in mind. If you are a current Cisco partner, you will not be asked to start over with Cisco. Your Cisco practice is
as valuable as ever and we are not straying from our value-based program philosophy. The new Cisco Partner Program:
Supports your agility by being designed Increases relevance in the market by Positions you for new opportunities to
to accommodate the role(s) you play elevating roles outside of the traditional increase profitability by shifting focus
with your customer. Cisco is not putting resale motion and allowing new from the product lifecycle to the
you in a box or limiting your ability to opportunities for you to differentiate. customer lifecycle. This framework is
showcase your unique value. Matching the power of the Gold brand built on the existing investments in your
with the expertise of providers, Cisco practice and is designed to drive
Developers, and Advisors. With this more synergy across roles. Common
change, Cisco is making a clear skills will be rewarded across multiple
statement to the industry that our roles allowing you to maximize your ROI
partners are second to none. and focus your investments on core
business areas.
loT Specialization
On December 18th, Cisco transitioned most

Authorizations to Specializations. What
does that mean for me?
You don’t need to take any action different than that already expected for normal Authorization application, renewal, and
compliance maintenance. Most partners will not see any immediate changes other than in the name of the competencies they
hold. Any changes made to specific requirements will be communicated to partners holding that competency, with instructions for
needed action and generous time allowances for meeting any new criteria.
loT Specialization
IoT Specialization Learning Path
Sales AM’s
IoT Essentials 2 or more Sales/Specialists
Certification BlackBelt IoT Sales Essentials cs.co/iot-sales
Sales Training
Exam Pearson VUE Exam for Account managers: exam
FOCUS (700-825) Cisco IoT Essentials for Account
IoT Networking, IoT Security, IOC, Managers exam (700-825)
Extended Enterprise Use Cases,
Remote/Mobile Assets Use Cases
EVOLUTION
Moved from ILT to Black Belt at
Technical SE’s / FE’s
thee end Q3 Insert the following text: 2 or more SE’s/FE’s
BlackBelt IoT Sales and Technical Essentials
BENEFITS Certification cs.co/iot-technical
Eligible for Ignite Incentive Level 1 Technical Training
Exam Pearson VUE exam for Account managers and
System Engineers
Cisco IoT Essentials for Systems Engineers exam
(700-820)
loT Specialization
IoT Essentials Black Belt Evolution

Cisco continues to implement steps in an effort to arm partners with the enablement and programmatic support to drive
sustainable incremental opportunities in OT Networking Infrastructure and IoT Solutions.
Throughout 2019 we delivered the IoT Essentials training worldwide and enrolled over 170 partners in the program. In order
to make it easier and less costly for partners to add new resources and extend training to others in the organization, we
made the IoT Essentials content available on-demand through Blackbelt Sales Academy since April, 2020.
Partners have been leveraging this content since April, 2020 to become IoT Authorized, maintain and renew their IoT
Authorization and obtaining their IoT Essentials Sales and Technical certification using the learning maps and quizzes
embedded in them. As IoT keeps evolving, it is time for update of this material so that you have access to the latest
information.
Here is a summary of the changes
loT Specialization
IoT Essentials content update in Black Belt
IoT keeps evolving and so is the Black belt content What you need to know:
• Newly updated portfolio of products , including Fluidmesh, • The refreshed learning maps were available on December
Cyber Vision, and updated software and hardware 4th
• New sales motions and plays for IoT @ Cisco for Extended • The first two weeks, the maps were in testing mode to
Enterprise, Industrial Security, and Industry Vertical gather feedback
Solutions • Once changes were made based on feedback and the
• Newly added sales pitch videos with mock role plays learning maps will be locked and learner was able to
between a customer and a seller download certificate of completion
• Updated demos on DCloud, including newly added IoT • Individuals who are in–progress of the older learning maps,
Operations Dashboard will be able to access them until January 31st, 2021. They
• Learn more about qualifying opportunities within Cisco IoT will be decommissioned after that.
• Learn how to engage the Cisco IoT Professional Services • Any individual starting after Dec 4th will have to start with
team for help in providing proof of concept, proof of value the new learning maps
and more • You must have a valid partner CCOID to access this content.
loT Specialization
Important Information about IoT Specialization Eligibility

This applies to partners who would want to apply for IoT Specialization only **
Assessment moving to Pearson VUE exam

IoT Specialization requires individuals from a Partner
Organization to complete IoT Essentials Sales and Effective January 1st , 2021 in order to become IoT
Technical training along with assessment. The Black Sales or IoT Technical certified, individuals will be
Belt IoT Sales Expert Stage 1 track is equivalent to IoT required to pass the Pearson VUE Sales Exam 700-
Essentials Sales Training and the Black Belt IoT Pre- 825 for Account Managers or the Pearson VUE
Sales Stage 1 track is equivalent to the IoT Essentials Technical Exam 700-820 for System Engineers.
Technical Training.
loT Specialization
IoT Ignite incentive level I and how to use it
Register your deal Up to 58%

58%
Create deal in CCW
Up to 55% 8%
Select OIP or TIP Plus to unlock IoT 50%
Ignite Promotion
8% 8%
Create BoM including IoT SKUs
Base discount assumption (42%)
IoT Ignite discount will Qualified Qualified Cisco
automatically show to IoT Cisco Partner IOT Specialized Partner
Specialized Partners only

OIP/TIP IoT Ignite
CHANGE: Account breakaway applied to IoT Ignite incentive II for achieving IoT Advantage Specialization
loT Specialization
IoT Advantage Specialization available now

We are excited to announce the availability of the IoT Advantage Specialization. This specialization enables you to sell,
implement and support cutting edge IoT solutions with expertise in industrial security and IoT data management. The
capabilities achieved are exactly those that can help customers transform and grow their IoT business.
LY • Announced @ Partner Summit

APP W • The IoT Advantage Specialization recognizes your expertise and ability to
NO sell, implement and support advanced IoT solutions with expertise in
Industrial security and IoT data management.
With the IoT Advantage specialization, you can:
• Build and promote your brand as a trusted Cisco Specialized partner, able
to deliver Cisco IoT solutions
• Earn an additional discount on Cisco IoT products
• Gain recognition in Partner Locator, Cisco SalesConnect, and other Cisco
tools
• Qualify for Select Certification
View the IoT Advantage Specialization page for full participation details
Apply for the IoT Advantage Specialization
Contact your Cisco account manager or the Partner Support team with questions
loT Specialization
IoT Advantage Specialization Learning Path
IoT Advantage Sales AM’s

Sales Training Certification 2 or more Sales/Specialists
IoT Advantage Sales virtual training
(2 days) Exam Pearson VUE Exam for Account managers: Cisco
FOCUS
IoT Security (Cyber Vision), IoT Advantage for Account Managers exam (700-
845 IOTAAM)
Edge Compute, Data
Management, Connectivity
EVOLUTION
Virtual deliveries scheduled Technical SE’s / FE’s
until the end of Q2 2 or more SE’s / FE’s
BENEFITS IoT Advantage Sales and Technical virtual training
Technical Training (3 Certification
Eligible for Ignite Incentive Pearson VUE exam for Account managers and
days) Exam System Engineers
Level II
Cisco IoT Advantage for Systems Engineers exam
(700-840 IOTASE)
CHANGE: Pearson VUE Exam required beginning November 1st replacing COLT assessment
loT Specialization
IoT Advantage Specialization and Benefits
Get recognized for your specialization in our

Use Branding and Iconography to differentiate
Partner Locator, Sales Connect and other Cisco https://partnerlogo.cisco.com/#/
Tools
IOT Advantage Specialization training are tracks

Earn Cisco Select Partner Certification to get to Select and gain understanding of the Specialization
• Get Access to IoT Ignite Incentive providing 13% discount on all

IoT products.
Use incentives and promotions to help you win
• Leverage MIP discount to transition from legacy or competitive
business and boost your bottom line products providing additional 7% discount.
• With IoT Ignite and MIP get up to 70% discount
Get the latest product and technology training to enable to be

successful in your role and optimize your Cisco experience.
Accelerate your sales with expert training
Leverage Learning Credits for Pearson VUE exam and learning
loT Specialization
IoT Ignite incentive level II and how to use it
Register your deal Up to 63%

63%
Create deal in CCW
Up to 55% 13%
Select OIP or TIP Plus to unlock IoT 50%
Ignite Promotion
8% 8%
Create BoM including IoT SKUs
Base discount assumption (42%)
IoT Ignite discount will Qualified Qualified Cisco
automatically show to IoT Cisco Partner IOT Advantage Specialized Partner
Advantage Specialized Partners

OIP/TIP IoT Ignite
only
loT Specialization
How to apply for IoT Advantage Specialization
Which stage do you find yourself ?
View the IoT Advantage specialization page for full

New to the specialization participation details
• Identify individuals who took which training

• Read the Program requirements and identify missing role/s
Some of my employees took training and/or exam/s OR reach out to gpoiotteam@cisco.com
and COLT assessment
Identify who is missing which exam. Account managers need to

take Pearson VUE Exam: Cisco IoT Advantage for Account
Allocated resources took relevant Managers exam (700-845 IOTAAM), SE/FE need to take
training, but they are missing exams Pearson VUE Exam: Cisco IoT Advantage for Systems
Engineers exam (700-840 IOTASE)
loT Specialization
IoT Advantage virtual training schedule
EMEAR IoT Advantage Sales EMEAR IoT Advantage Technical

February 1st – 2nd February 23th – 25th
March 16th – 17th March 23rd - 25th
April 20th – 21st April 27th – 29th
AMER IoT Advantage Sales AMER IoT Advantage Technical
January 12th -13th January 19th – 21st
March 9th – 10th March 16th – 18th
April 6th – 7th April 13th – 15th
APJC IoT Advantage Sales APJC IoT Advantage Technical
(APJC) March 2nd – 3rd March 9th – 11th
(APJC) April 13th – 14th April 20th – 22nd
loT Incentives
IoT Incentives
loT Incentives
Ignite your IoT Business today with IoT Ignite

IoT Ignite is deal registration based incentive that empowers Cisco IoT Specialized Partners to
accelerate IoT Routing, IoT Switching, and IoT Wireless deals for Mid-Market and Enterprise
customer segments across all industries. Available until the end of FY21.
In FY21 we simplified the incentive by including only OIP/TIP in the deal registration process and
created second level, rewarding IoT Advantage Specialized partners for their investment. There
are two incentives available IoT Ignite Incentive I and IoT Ignite Incentive II.
loT Incentives
Migration Incentive Program – loT Specialization

Migration Incentive Program is designed to incentivize partners to enable transition from legacy or competitive products
and improve the adoption of the next generation IE3x00 or IE3400H series switches.
7% Upfront Stackable
Cisco Product
Discount
Competitor Product
Old Generation
IE 3x00 & IE 3400H

New Generation
Migrate from competitor switch or Cisco product to Catalyst IE3x00 or Catalyst IE3400H
loT Incentives
Migration Incentive Program
DISCOUNTS
With Ignite for IoT Advantage
- up to 70% IoT Ignite for Specialized
Partners
With Ignite for Essentials &
IoT Ignite for Advantage
Hunting - up to 65% +7% Specialized Partners
Hunting & Teaming
+7% Catalyst IE Switching
With Hunting & Teaming -
up to 57%
+8% MIP
42% Base
(Assumption)
+7% +8%
Base Discount –
up to 49%
+13% 7% MIP Discount Breakdown
+7% +8% +8% • 3% accelerator for

IE3x00 & IE3400H
7% • 4% MIP on all
Base Discount (42%) Cisco Products
loT Incentives
How to Receive the MIP Discount
Administration Enrollment Deal Creation Quote Creation Equipment Returns
1 2 3 4 5
In order to have access to the Accept the terms and Create your migration deal In CCW, under the “Quote” Return Equipment to Cisco
applications and operate conditions outlined in the within CCW. This will allow for tab, you will need to • Arrange for a free pickup
within the program, ensure Channel Program Incentive fields to populate with the designate which types of from you or your
that the Partner Self Service Agreement (CPIA). applicable discounts. products you are migrating. customer's place of
(PSS) Administrator for your Click “Trade In Items” tab and business using the Product
company grants you access Once the CPIA is approved, select either “Add Cisco Online Web
Cisco will automatically enroll Products” or, if a competitive Returns (POWR) tool.
you into the Migration migration, “Add Competitor • Cisco will pay for the
Incentive Program, then send Products” freight charges, and can
you a notification if you meet even arrange for pickups
the eligibility requirements. from multiple locations, as
well as batch returns
To check your enrollment
status, refer to the Partner Submit Certificate of
Program Enrollment (PPE) Destruction (CoD) or Certificate
application. of Non-Use (CoN)
loT Incentives
Earn Incremental Margins with VIP

• Drive Partner Profitability and Practice building consistently and at scale
• VIP eligibility requires Select Certification or above
• VIP eligibility requires IoT Specialization, IoT Advantage Specialization to reward partner
investment in specialization
• 50k revenue threshold
• Eligibility requirements are exit criteria (Partners must achieve eligibility by the
end of the VIP period – Aug 1st, 2021)
• Drive Industrial Switching transition to 3200, 3300 and 3400 series products
• Drive Industrial Routing transition in 1100 series products
• Drive CyberVision and Industrial Asset Vision products
loT Incentives
VIP 37 IoT – IR1100, IE 3x00, Cyber Vision and Industrial Asset

Vision (IAV)
Standalone Bundled Standalone Software
HW HW + SW (as applicable)
NW Ess. NW Adv.
NW Ess. NW Adv.
DNA Ess. DNA Adv. IAV Cloud, Mobile
Bundle Bundle
CyberVision Ess. CyberVision Adv.
IR 1100 Product 4% 2% 5%
IE 3x00 Product
4% 6% 6% 8%
(3200, 3300, 3400)
Cyber Vision Center 4% 6% 8%
Industrial Asset Vision (IAV) 4% 8%

loT Incentives
IoT Competencies & Incentives

1 2
Invest in Trainings & Specializations Receive Upfront Discount with IoT Ignite
• IoT Essentials available on demand on Black Belt. Start building your • IoT Specialized: 8%
practice and knowledge of Cisco IoT Strategy and product portfolio • IoT Advantage Specialized: 13%
• IoT Advantage available virtually delivered monthly. Expand your • Hunting & Teaming: 8%
practice in industrial security and industry use cases (manufacturing,
• Total Stackable Discount of up to 63% with IoT
utilities, oil & gas, & transportation)
Ignite
• IoT Advantage Specialization Partner Summit Launch & IoT
Authorization transition to IoT Specialization announced
4 3
Earn Incremental Margins with VIP Refresh and Migrate with MIP Up to 70%
7%
Migration Incentive
• IoT Specialized partners receive backend rebate • Refresh existing IE switches to Program
63%
when you sell select Industrial Switching & IE3x00 or IE3400H 5%
IoT Ignite – Advantage
Industrial Routing products • Competitive take-out with Specialization

58%
IE3x00 or IE3400H 8%
IoT Ignite – Essentials
• 7% stackable discount for Authorized
Launching refresh & competitive

50%
Q3 FY21 8%
in addition to Ignite Hunting &
Teaming
Base Discount Assumption (42%)
loT Tools
IoT Tools
loT Tools
Partner Success Guide

The resources you need to successfully sell & deliver IoT
SELLING RESOURCES IOT SPECIALIZATION IOT ADVANTAGE TRAINING
Successfully position Cisco loT solutions Showcase unique and proven expertise in Be recognized for your in-deep networking
to your customers the loT technology space infrastructure capabilities
And more @ Sales connect
loT Tools
Cisco loT Partner portal
Visit now https://iotpartners.cisco.com/

loT Tools
Cisco Industrial Wireless Advisor Tool

Choosing the right industrial wireless solutions for your industry can be difficult. We're here
to help make it easier!
Begin assessment
loT Tools
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Learn more
Support & Resources
Cisco.com | SalesConnect | General Inquiries

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IoT Specialization and IoT Incentives

IoT Authorization becomes a Specialization!

advantage with IoT

The New Cisco Partner Program

On December 18th, Cisco transitioned most

IoT Specialization Learning Path

IoT Essentials Black Belt Evolution

Here is a summary of the changes

IoT Essentials content update in Black Belt

Important Information about IoT Specialization Eligibility

Assessment moving to Pearson VUE exam

IoT Ignite incentive level I and how to use it

Register your deal Up to 58%

automatically show to IoT Cisco Partner IOT Specialized Partner

Specialized Partners only

IoT Advantage Specialization available now

LY • Announced @ Partner Summit

With the IoT Advantage specialization, you can:

IoT Advantage Specialization Learning Path

IoT Advantage Sales AM’s

IoT Advantage Specialization and Benefits

Get recognized for your specialization in our

IOT Advantage Specialization training are tracks

• Get Access to IoT Ignite Incentive providing 13% discount on all

Get the latest product and technology training to enable to be

IoT Ignite incentive level II and how to use it

Register your deal Up to 63%

automatically show to IoT Cisco Partner IOT Advantage Specialized Partner

Advantage Specialized Partners

How to apply for IoT Advantage Specialization

Which stage do you find yourself ?

View the IoT Advantage specialization page for full

• Identify individuals who took which training

Identify who is missing which exam. Account managers need to

IoT Advantage virtual training schedule

EMEAR IoT Advantage Sales EMEAR IoT Advantage Technical

Ignite your IoT Business today with IoT Ignite

Migration Incentive Program – loT Specialization

IE 3x00 & IE 3400H

Migration Incentive Program

+7% +8% +8% • 3% accelerator for

How to Receive the MIP Discount

Administration Enrollment Deal Creation Quote Creation Equipment Returns

Earn Incremental Margins with VIP

VIP 37 IoT – IR1100, IE 3x00, Cyber Vision and Industrial Asset

Cyber Vision Center 4% 6% 8%

Industrial Asset Vision (IAV) 4% 8%

IoT Competencies & Incentives

Industrial Routing products • Competitive take-out with Specialization

Launching refresh & competitive

Base Discount Assumption (42%)

Partner Success Guide

SELLING RESOURCES IOT SPECIALIZATION IOT ADVANTAGE TRAINING

And more @ Sales connect

Cisco loT Partner portal

Visit now https://iotpartners.cisco.com/

Cisco Industrial Wireless Advisor Tool

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