Holy Promotions, Batman!

1. Holy Promotions,Batman! Brian Avery Partner Development Manager, Florida Territory Cisco Systems, Inc. October 25, 2012

2. Brian Avery • bravery@cisco.com • Partner Development Manager • Priors: • President and CEOCisco Premier Partner • Director of SalesCisco Silver Partner • Financial AnalystSprint Corporation Agenda • Introduction • Cisco Priorities • Cisco Programs • Cisco Promotions • Cisco Capital Promotions • Q&A

3. Cisco Priorities Leadership in the Core… Routing / Switching / Services 1 Mobility Security 2 Collaboration Any - Any 3 Data Center / Virtualization / Cloud Video 4 5 Architectures for Business Transformation Key Drivers of the Future of the Network That Strategically Leverage the Power of the Network

4. The Good Old Days

5. Overview

6. Geo Mid-Market 1 – 250 employees Approx. 1,900 named accounts Non-named accounts (approx. 98,000) Partner-LedTeaming with Cisco 250 – 1000 employees Named Accounts Approx. 1,142 accounts Joint EngagementCisco-Partner Select 1000 – 5000 employees Named accounts Approx. 500 accounts Cisco-Led Cisco Commercial Sales Breakdown

7. Cisco Florida Sales Team Coverage Mid-Market 250 – 1000 employees Named Accounts Joint EngagementCisco-Partner Geo 1 – 250 employees Named and non-named accounts Partner-LedTeaming with Cisco FL Territory - $97M

8. Partner Relationship Categories • Partner Relationship Categories: • Cisco Registered PartnerCisco Registered Partners enjoy access to a wide variety of Cisco channel partner tools and are eligible to apply for Cisco certifications and specializations. >Read More • Cisco Specialized PartnerCisco Specialized Partners have mastered a structured training regimen and proven their acumen in an assessment process and can go on to qualify as a Cisco Certified Partner. >Read More • Cisco Certified PartnerCertified Partners must achieve one or more technology specializations, surpass customer satisfaction standards, and provide presales and post-sales support capabilities. >Read More

9. Branding: Partner Certification • Recognition opportunity for Certified partners • Provides growth path and partner differentiation • Training, tools, and rewards for focused partners

10. FY13 Commercial Programs

11. Partner Rewards Program • Rewards Points Account that accrue points for Cisco purchases • Can be redeemed for prizes, travel, more • Can be used as incentives or rewards http://www.cisco.com/web/partners/sell/promotions/rewards.html

12. Partner Rewards Program Overview Register: Account managers and sales engineers employed by eligible Cisco Partners that allow employee participation can register at www.cisco.com/go/partner-rewards. Sell Cisco products: Members earn points by selling eligible Cisco products from the Eligible Products List. Earn points: Members then claim eligible sales through an easy, one-step, online process to earn points. Redeem points: Points can be redeemed for flat screen televisions, barbeque grills, jewelry, travel vouchers, golf clubs, wine, video games, and more—the options are endless.

13. Company Rewards Program Overview Register: Cisco Silver, Premier, Select, or Registered Partners in the U.S. who purchase Cisco products only from a Cisco U.S. Authorized Distributor are eligible to earn points. The managing VAR principal must register for the PRP first, then the CRP (on PRP home page select “Enroll as Company Administrator”) for the company to receive reward points. Earn points: Points are automatically deposited into the company administrator’s CRP account when company AMs and/or SEs submit claims. Redeem points: Points can be redeemed for state-of-the-art electronics, travel, unique gifts, event tickets, liquor or wine, and much more.

14. Channels Incentives Portfolio Teaming Incentive Program (TIP) Cisco Led Opportunities Continue strategy of 100% Partner Alignment in all Opportunities CiscoIdentified Solution Incentive Program (SIP) Opportunity Incentive Program (OIP) Partner or Cisco Identified PartnerIdentified Partner HuntedOpportunities Pre-ApprovedSolutions

15. OIP At - A - Glance • Goal – Provide incentives for partners that actively identify, develop, and close new business through deal registration • Program Details • Fixed Discount off List Price on eligible products • -UCS up to 65% • -Desktop Virtualization up to 62% • -Legacy Tandberg up to 58% • -Catalyst Switching up to 52% • -HW up to 50% • -SMB up to 45% • -SMARTnet up to 25% • Registration Valid for 6 months from qualification and eligible for renewal • One registration per opportunity • OIP may include TMP/trade-in • Program Requirements • All Cisco Certified Partners • All technologies and markets • Partner Driven, Incremental Opportunities • Qualification necessary pre RFx • Qualification requires customer meeting • Approval requires BOM upload • Minimum Deal: $10,000 List product (Min 1st order $5k list) • Program Benefits • Rewards partners for bringing net new business to Cisco • Provides partner differential on approved opportunities • Streamlined OIPs for Commercial and Public Sector sub 50K list • Awarded very early on in an opportunity & valid for 6 months from qualification & eligible for renewal

16. www.cisco.com/go/oip/ OIP Details

17. Migrate Your Installed BaseTechnology Migration Program (TMP) • Allows all Cisco Partners to offer new and existing customers trade-in credit for their existing Cisco and select competitive networking products • TMP enables partners to address customer’s current networking needs while protecting their existing investment • Cisco return process offers free collection of exchanged product • Credit issued at front end towards the purchase of new Cisco products

18. Technology Migration Program (TMP) Program Overview TMP is an incentive program designed to provide return on a customer’s investment when migrating from an existing Cisco or select competitive network to new Cisco products and solutions. Program Benefits TMP provides partners with up-front credits when migrating to new Cisco products and provides free and environmentally safe disposal of trade-in equipment. • Provide preapproved up-front credits • Provide flexible capabilities for churning customers’ installed base • Allow partners to protect margins • Reduce gray market activity Program Primary Objectives Calls to Action Enroll in TMP through Partner Program Enrollment (PPE) at www.cisco.com/go/ppe Perform network assessments to determine migration/upgrade opportunities Complete trade-in quote creation in Cisco Commerce Workspace at www.cisco.com/go/ccw To learn more visit: www.cisco.com/go/tmp

19. TIP At - A - Glance • Goal – Reward partners for their pre-sales effort, value-add, and investment when teaming on Cisco identified opportunities • Program Requirements • All Cisco Certified Partners • All technologies and markets • Cisco initiated Opportunities • *Qualification pre RFx • Exceptions can be reviewed • Qualification requires Partner Value Statement and identified pre-sales activities • Approval requires BOM and Joint Opportunity Plan upload • Minimum Deal: $50,000 List product (Min 1st order $25k list) • Program Details • Fixed Discount off List Price on eligible products • -UCS up to 65% • -Desktop Virtualization up to 62% • -Legacy Tandberg up to 58% • -Catalyst Switching up to 52% • -HW up to 50% • -SMARTnet up to 25% • Registration Valid for 6 months from qualification and eligible for renewal • One registration per opportunity • TIP may include TMP/trade-in • Program Benefits • Transparent approach to teaming • Awarded very early on in an opportunity & valid for 6 months from qualification & eligible for renewal • One registration per opportunity • Partners are held accountable for completing program requirements

20. SIP At - A - Glance • Goal – Provide economic incentives for partners that participate in solution based selling • Program Benefits • Solution and Opportunity Valid for 12 months from approval date and eligible for renewal • Partners are rewarded for selling total solutions • Cisco products and services can be no more than 80% of solution • Provides partner differential on approved opportunities • One registration per opportunity • Program Details • Fixed Discount off List Price on eligible products • -UCS up to 65% • -Desktop Virtualization up to 62% • -Legacy Tandberg up to 62% • -HW up to 54% • -SMARTnet up to 25% • SIP may not include TMP-trade-in • Must include proprietary or third-party business relevant apps • SIP is available for resale and managed services opportunities only • Program Requirements • All Cisco Certified Partners • All technologies and markets • Repeatable solution driven opportunities • Solutions approval in PPE with valid Go To Market Plan. Opportunity approval with Enrollment ID and BOM in CCW • Minimum Deal • -$10,000 List for SMB solutions • -$100,000 List for Enterprise solutions

21. VIP 3-Month Enrollment Period Starts October 28 For partners not yet enrolled in VIP 20,  enrollment for 3 month participation runs from  Oct  28 – Nov 20, 2012. Program Contact:  tstringe@cisco.com ACTION:Enroll in VIP between October 28 and November 20 to maximize your profitability www.cisco.com/go/vip/

22. Value Incentive Program • Objective • Improve partner profitability and reward partners that have made investments to build Cisco architectural based business practices • Who can use • All Partners that hold the required specializations or ATPs • How to use • Enroll in PPE during posted enrollment windows per program period • Eligible bookings accrue rebates per subtrack during program period • Why be interested • Rebates earned may be reinvested to grow business practice • Reward • Cash rebates returned to partners • Combinations • Can be combined with OIP, TIP ,SIP and TMP • Promotion Validity • per program period, Q1/ Q2 and Q3/ Q4 each fiscal year • Additional details • Bookings based on eligible skus per program period • Exit criteria must be achieved to earn rebate per subtrack • Find out More • www.cisco.com/go/vip

23. Value Incentive Program-Express (VIP-Express) Program Overview VIP-Express is an incentive program designed to increase profitability for partners focused on the small business and commercial segments. Program Benefits Partners who participate in VIP-Express are rewarded with quarterly back-end incentives for: • Maintaining specialization and/or Authorized Technology Provider (ATP) requirements within selected subtrack(s) and/or • Meeting minimum payment based on net bookings of eligible SKUs Program Primary Objectives • Promote small business products and align with the Fast Track program • Provide differentiated rewards to partners based on their level of Cisco training and investment to expand their small business and commercial practices • Increase channel partner profitability Calls to Action Enroll via the Partner Program Enrollment tool at www.cisco.com/go/ppe Track your eligible bookings and payments via PPI at www.cisco.com/go/ppi To learn more visit: www.cisco.com/go/vipexpress

24. Develop Your Practice Value Incentive Program-Express (VIP-Express) • Increases the profitability of eligible Cisco partners as they expand their small business and commercial practice • Promotes small business products and aligns with Fast Track program • Provides differentiated rewards to partners based on their level of training and investment • Partners who participate in VIP-Express are rewarded with quarterly back-end incentives for: • maintaining specialization or ATP requirements within selected subtracks • meeting minimum payment based on net bookings of eligible SKUs

25. Not For Resale - NFR • Allow partners to build out proof of concept labs, create demo kits and upgrade internal networks by receiving generous discounts on select Cisco equipment and eligible services. • Objective • Who can use • Registered, Select, Premier, Silver & Gold • How to use • Register Deal in CCW tool • Once approved, simply claim the reward when ordering • Why be interested • Build your lab for future product demonstrations and acquire the products for it at high discount levels • Reward • Up to 80% off on most Cisco products • Combinations • Cannot be combined with other Programs or Promotions • Promotion Validity • On-going • Additional details • The yearly allowance and program participation are based on the Cisco fiscal year (August - July). • Find out More • www.cisco.com/go/nfr

26. Entry Criteria: • Certified: Gold, Silver, Premier and sometimes Select • Minimum revenue in partnerled accounts • Only partner led revenue is eligible • Criteria for engagement with Cisco—business plan approval, AM/SE enrollment. Partner must commit to extended sales force principles.Sales target acceptance. Partner Plus

27. Partner Plus: Investment Requirements Rewards Certified: Premier, Silver or Gold Minimum Revenue in Partner Led Accounts Only Partner Led products/services eligible Engagement criteria – Business Plan, AM / SE enrolment 50% of incentive in Co-Op funding, remainder paid in cash Reward based on revenue growth over baseline target Quarterly and annual targets Quarterly growth targets based on Annual Target Payout % , Accelerator %

28. Partner Plus Accelerators • Premium Enablement • Virtual Engineering - “Partner Helpline Plus” • Customer Intelligence • Premium Marketing • Partner Plus Incentives Supported by: Partner Plus Connect

29. Cisco FY13 Promotions

30. Fast Track Program Overview An end-to-end program designed to make it easier and faster to sell to partners Program Benefits Simplified pricing on key products, Flexible pricing model to adapt to market changes, Offers and rewards to build momentum , Purpose built products for velocity routes to market, Integrated marketing campaigns to bring DG full circle. Program Primary Objectives Increase ease of doing business for partners – ensuring they get the right products at the right price., High availability on Cisco Core Technologies. Calls to Action Visit the Fast Track URL for details on which products are available through the Fast Track program.

31. Fast Track Partner Resources Fast Track Partner Central Page: http://www.cisco.com/web/partners/sell/promotions/fast_track.html Partner Price Catalog – www.cisco.com/go/fasttrack • Current list of active promotions • Customizable Marketing Collateral • Flyers • Email templates • Banners • Inventory availability • Provides a cost estimate for FT products for fast deal turn around • Save Quotes to end users • Top product list

32. At A Glance Cisco Funded Network Assessment Program • Objective • Accelerate installed base network upgrades in Commercial, Enterprise and Public Sector Accounts • Who can use • Premier, Silver and Gold Partners • How to use • An AM or PAM may nominate an opportunity in SIRE and if approved, the partner will follow the Terms and Conditions to complete the assessment and upload PoP within 60 days. • Why be interested • Identifies incremental network hardware and software upgrade opportunities. Positions partner as a trusted advisor with the end customer and leads with partner professional services. • Reward • Incentives range from $0 - $5000 • Combinations • Can be combined with OIP/TIP/SIP, VIP, etc. There are no restrictions. • Promotion Validity • Program is funded one fiscal year at a time • Additional details • Find out More • www.cisco.com/go/ignite and www.cisco-sire.com

33. Cisco Funded Network Assessments (CFNA) Cisco Funded Network Assessment Program      

34. Collaboration Promotions

35. WebEx Everywhere NFR for partners Offer Details • 50% deployment (knowledge workers) • One seat of Webex Meeting Center (up to 25 attendees per meeting) • One seat of WebEx Connect IM • 10 GB of Storage • Either use Meeting Place Audio or optionally add integrated WebEx audio at highly discounted per minute rates with no minimum usage Partner Requirement • Any Cisco Partner with a valid Select, Premier, Silver or Gold certification • Any Cisco Video Partner – Tandberg Migration (Express, Advanced & Masters) and Telepresence Video Specialized partners (Express, Advanced, & Advanced Plus) Price Point & Contract $5/user/month = 92% off list 12-month contract 50% Deployment Offer through July 31st, 2013 Capped or overage determined upon contract WebEx audio at discounted per minute rates, VoIP included Get Started: www.cisco.com/go/webexnfr

36. Collaboration Breakaway PLUS Cisco Unified Workspace Licensing and Cisco Unified Communications Software Subscription All Collaboration Products, Including: Eligible Competitors: Collaboration Applications and Customer Collaboration (Contact Center, WebEx, Jabber, etc.) For Unified Communications: Avaya, Microsoft, Mitel, Siemens TelePresence* For Telepresence: Polycom, LifeSize, Teliris More Information: www.cisco.com/go/cbplus Unified Communicationsand Gateways Other Products Will Receive OIP-Equivalent Discounts * Including TelePresence Content Server products and services

37. Baseline and Accelerator Discount Structure Voice and Video Accelerator Collaboration Accelerator** Baseline* Total Discounts Up to 55% +4% 64% +5% 65% Virtualization Experience Client | Unified Computing System (UC SKUs) | Cisco Unified Workspace Licensing Migration SKUs | Cisco Unified Border Element | TelePresence Touch | TelePresence Server | TelePresence Management Suite | Business Edition 6000 100 User Workspace Bundle | Packaged CCE Special Incentives TelePresenceEX60 4 for 2 Seed-And-Grow Offer *Baseline and Accelerator Discounts Apply to All Eligible Products; Accelerators Can be Used Independently or In Combination ** UCSS Required if Available Minimum of 10% of BOM List Price

38. What is the Advanced Video Offer in Cisco Business Edition 6000 9.0? Interoperable unified voice and video call control. Advanced Video Offer • VCS-C application software, interoperates with H.323 & SIP registrations • License for 5 traversal, 10 non-traversal calls Upsell Opportunity! • VCS-Expressway • TelePresence Endpoints • Video Conferencing • Feature Options

39. Available September 2012 Offer Summary Market Driver • Reduce barriers for video adoption in Mid-market • Move towards unified call control Customer value • Enable cost effective migrations by offering investment protection for legacy video customers • Extend video beyond firewall (Remote offices, B2B, mobile devices) Promotional Offer (for FY13) • Bundle virtualized VCS (VCS-VM) with BE6K bundles for no cost • License for 10 Non –traversal, 5 traversal calls included. Max capacity: Target 100 traversal, 100 non traversal calls • Flexible deployment options : Co-res on 6K primary as one of 5 Apps (instead of CCX) , secondary or separate server • Upsell: VCS-E, Endpoints, Feature options, Video conferencing

40. Promotional Offer Details Include VCS-VM (5 traversal and 10 Non-traversal licenses) with BE6K UCL/CUWL bundles and Dististockable bundles for no additional cost. Target max capacity of VCS-VM (2 vCPU 2.4Ghz, 4G vRAM) is 100 traversal and 100 non-traversal calls. Available only for new customers (and not upgrades) Available only with UCS C220 and BE6K 9.0 Bundles (and not UCS C200 and BE6K 8.6 bundles) Offer available in FY13. Will be reviewed in Q3FY13 to determine if it needs to be extended or made permanent. Additional VCS licenses, endpoints, VCS-C and conferencing need to be purchased ala carte using existing part numbers. (additional incentives being planned as part of Mid-market promotion) Partner specialization requirements: Advanced UC/ Collaboration architecture to sell, to deploy VCS-C, VCS-E, TP endpoints Express ATP.

41. Promotional Offer Details For upgrades and maintenance customers have to purchase SASU on the promotional SKU. Licensing will follow the existing manual process with long term plan to consolidate through ELM and self-serve GLO licensing portal Provisioning will be through native management interface on VCS with long term plan to consolidate through Unified provisioning manager

42. Cisco Midmarket Collaboration Promotion Product Discounts - Overview *Orderable from October 11, 2012 | Registrations Allowed Until July 27, 2013 United States Cisco Business Edition 6000 (all Cisco UWL / Cisco UCL bundles) Cisco TelePresence Systems Cisco Unified IP & Video Phones Additional Cisco UCL Licenses Cisco WebEx Meeting Cisco Voice & Unified Communications Gateways 60% • Cisco TelePresence Infrastructure • Additional Cisco UWL Licenses • Cisco Unified Contact Center Express (UCCX) for BE 6000 • Cisco Unified Communication Software Subscription (UCSS) United States 65% Deal Protection! When you register midsize deals with Cisco, this new Midmarket Collaboration Promotion guarantees deal protection! Sales Execution and Demand Generation Assets (November 2012) * Offer varies by region

43. What’s the Difference? Collaboration Breakaway PLUS Midmarket Collaboration Promotion • Focus on Midmarket Collaboration product portfolio Architectural Approach • Focus on full Enterprise Collaboration portfolio at the onset. • ANY new opportunity, competitive displacement or migration from earlier versions of Cisco Call Manager platforms • Qualify by selling the Cisco Business Edition 6000 • Competitive displacement of call control, voicemail, IM/Presence, web conferencing, TelePresence • Upgrade to current UCM release, phone models, video endpoints Simplified Qualifying • Accelerators for competitive displacement and Cisco Unified Workspace Licensing; voice, video and collaboration applications • Services Discounts • Special incentives, ‘seed-and-grow’ incentives, Learning@Cisco discounts • Simplified Discount Structure – no accelerators to qualify • All deals get the same discount • Enhanced discounts on additional collaboration licenses, applications and TelePresence infrastructure Enhanced Discount Structure Faster approval • All deals approved by Promotion Manager, AM & PAM • Single step qualification & approval – usually within 24 hours.

44. Product Discounts Detail • Cisco Business Edition 6000 Bundle* (required) • Cisco Unified Workspace License (UWL) - 50 and 100 user • Cisco Unity Connect License (UCL) – 50 and 100 user • Additional Licenses • Cisco Unity Connect Licenses (UCL) • Cisco WebEx Meeting • Telepresence Systems • Cisco TelePresence MX300 Cisco TelePresence EX90 Cisco TelePresence MX200 Cisco TelePresence EX60 Cisco TelePresence SX20QuickSet • Video Phone Series & Endpoints • Cisco Unified IP Phone 9900 Cisco Unified IP Phone 8900 Cisco TelePresence Touch 8 • Voice IP Phone Series • Cisco Unified IP Phones: 7900 Cisco Unified IP Phone 6900 Cisco Unified SIP Phone 3905 • Voice & Unified Communication Gateways • ISR 2900 Products (cards, DSPs, bundles) • Voice Gateways: VG202, VG204, VG224, VG3500 Series • Cisco Unified Border Element (CUBE) on ISR • SRST – 800 Series, 1800 series • Cisco VXML Gateway United States 60% • Important • Discounts will vary across different regions; see Partner Central Site for details • *Business Edition 6000 Bundles include video call control • Not combinable with other offers • VIP will apply; OIP discount available on all other products

45. Additional Discounts on Selected Products Detail • TelePresence Infrastructure • Cisco Video Communications Server Expressway (VCS-E) • Cisco TelePresence MCU 5310 • Cisco TelePresence Content Server (TCS) - SMB Edition • Additional Licenses& Subscriptions • Cisco Unified Workspace License (UWL) • Cisco Unified Communications Software Subscription (UCSS) • Cisco Unified Contact Center Express (UCCX) United States 65% • Important • Discounts will vary across different regions; see Partner Central Site for details • *Business Edition 6000 Bundle must be purchased to qualify • Not combinable with other offers • VIP will apply; OIP discount available on all other products

46. Cisco UC 9 and 3 Upgrade Offer What: • Upgrade to Unified Communications Manger 7.1 (5) or UC 8.x or 9.0 using a new bundled package offer of $9/user* for license, and 3 year Unified Communications Software Subscription** (UCSS) at standard pricing • 9 & 3 Upgrade Offer can be combined with other promotions and standard discounts*** When: • Offer available April 5, 2012 - April 5, 2013 * Exception: $18 per user for Cisco Unified Communications Manager Business Edition upgrade pricing where user licensing includes Unity Connection**Exception: Higher education and government institutions that cannot commit to more than one year; Cisco Unified Communications Essential Operate Service (ESW) is required with UCSS. ***Please note that the 9 and 3 Upgrade Offer for Cisco Unified Attendant Consoles cannot be combined with Cisco Collaboration Breakaway PLUS Promotion (other standard discounts and promotions may be applied). All other eligible products in the 9 and 3 Upgrade Offer can be combined with Cisco Collaboration Breakaway PLUS.

47. Cisco UC 9 and 3 Upgrade Offer • Eligible products for 9 and 3 Upgrade Offer: • Cisco Unified Communications Manager • Cisco Unified Communications Manager Express (upgrade to Cisco Unified Communications Manager) • Cisco Business Edition 5000 and 6000 • Cisco Unity Connection and Cisco Unity to Cisco Unity Connection 8.x or 9.0, which includes high availability at no additional cost (offer does not apply to Cisco Unity 8.0) • Cisco Unified Presence • Cisco Emergency Responder • Cisco Unified Enterprise or Business Attendant Console

48. BE6K Fast Start SPIFF

49. Jabber for Everyone • Making available IM and Presence to Unified Communications Manager customers at no additional license cost • IM and presence for all users, not only those with a Cisco IP Phone • Enables all “click-to-x” user experiences • Cisco Unified Presence licenses at no additional cost for Unified CM (7.1+) customers • Jabber IM client licenses at no additional cost for all users and any device PC, Mac, Tablet or smartphone

50. Cisco Jabber Now Promotion • Cisco Jabber for 7.1.5 and 8.x Promotion • The promotion allows existing customers to take advantage of all the great features and capabilities of Cisco Jabber on their choice of platform (desktop, smartphone, tablet) at a very attractive price point. • The Promotion is for customers: • 1) Adding new users to an 7.1.5 or 8.x deployment – Get an Enhanced UCL plus their choice of Jabber client* for $210 • 2) Deploying Jabber to existing 7.1.5 or 8.x Enhanced UCL or CUWL Standard users –  Get an adjunct license with their choice of Jabber client* for $95 • *Jabber client choice includes Windows, Mac, Android, iPhone or iPad. • Terms & Conditions: • Promotion available from September 5th, 2012 through July 27, 2013 • The promotion can be combined with other promotions like Collaboration Breakaway Plus as well as MDM. Value Proposition (Immediately more competitive, simpler) • To place an order, you do not need a special discount code/instructions to take advantage of this promotion. The SKUS and prices are reflected in the global price list. There are specific Cisco Jabber Now Offer SKUs for both CUCM and BE6K.