Managed Services Channel Program Next Generation

1. Managed ServicesChannel ProgramNext Generation WW Channels August 2010

2. Why Managed Services? Global IT spending growth = 5.1% CAGR Global Manages services spending growth = 25% CAGR Businesses ManagedServices $68B >16% CAGR (2013) Cisco Partners Managing • Expenses; CapEx => OpEx • Employee Productivity • Customer Satisfaction • Technology Leverage, Risk Seeking • New, high value, recurring revenue • Innovative service delivery models • Integrated “on-demand” services • Accelerated time to value Environment • Economy forcing alternatives • Power requirements • “X as a service” culture • Virtual vs. in-person acceptance

3. Market Landscape …Changing Customer demands: In 2–5 years 40 % of business customers will buy ICT from the cloud. “20% of companies will no longer run ICT equipmentin-house 3 years from now.” “Major global telcos…leveraging formidable existing centralized computing and network management assets.” “By 2013, Hosted UC will represent 30%+ of Cisco’s addressable UC market.”

4. Why Managed and Cloud Services Business Managed/Cloud Services Managing Economy ForcingAlternatives Seeking Environment $217B 15% CAGR(2014)* • Globalization • CapEx vs. OpEx • Technology risk • User experience • Power needs • X as a service culture • Virtual vs. in-person acceptance • Social Networking Generation • New, high value, recurring revenue • Innovative service delivery models • Integrated “on-demand” services • Accelerated time to value Cisco Partners * Forrester Research, Jan 2010: Cisco commissioned research on Global Managed Services Opportunity

5. What is Cloud? Cloud Computing (Public Cloud) PaaS SaaS Anywhere, Anyone, Any Service IT Resources and Services that are abstracted from the underlying infrastructure and provided “On Demand” and “At Scale” in a multitenant and elastic environment IaaS Source: Cisco IBSG

6. Consumption Models Evolve with TechnologyNew Rules. New Game Cisco Customer Premise Equipment Managed & Cloud Services Classic Resale Managed Services IaaS (Compute, Network, Storage) CPE-based Services CPE Delivery Platform Next Generation Data Center Hosted Collaboration Solutions SaaS Consumption Model Dedicated On-Demand

7. Managed Services Channel Program Tailored to reward partners who deliver Cisco technologies as a managed or cloud service. The Cisco Managed Services Channel Program is one of three offer types in Cisco’s Channel Partner Program. Resale Managed Services Outsourcing Technology sold to customer by partner Maintenance Services may be included Technology or XaaS sold or leased to customer by partner Proactive Monitoring and Management from partner’s Network Operations Center (NOC) as outlined in Service Level Agreement Technology sold or leased to customer by partner Long term contract including physical assets and human resources

8. Cisco Powered Managed Service Master Tiered NOC requirements Managed Services Channel Program Framework Discounts Rewards • Financial Rewards • Escalating Discounts, Rebates, Incentives • Marketing Rewards • Envision, Build, Market and Sell MS Community Incentives Branding Cisco Powered Rebate Master logo Cisco Powered logo ProactiveSLA with the end customer Certified staff and processes Requirements Audited at top two levels of the program White labeling opportunity across all levels

9. Define Managed Services How does Cisco define Managed Services? Information Technologies Delivered as a Cloud or Finished Solution, Managed Remotely by Highly Skilled Professionals from a Network Operation Center (NOC) • Qualifying MSCPtransactions must meet the following: • SLA with terms > than 12 months between partner and end user customer • SLA must define service obligations • Customer equipment must be proactively monitored from the partner’s NOC Managed Services Are Proactively Monitored and Providers Can Troubleshoot Incidents from the NOC, According to Defined Service Level Agreements (SLAs) Negotiated with End Users Managed Services are often Offered on an Operating Expense Basis That Requires No Capital Outlay for the End User Customer

10. Program Structure How is MSCP Structured? Three levels with graduated benefits and requirements based on depth of capabilities: ManagedServicesAdvanced ManagedServicesExpress I Eligible to apply for Cisco Powered Managed Services I • Cisco MSCP criteria based on major industry framework: Information Technology Infrastructure Library (ITIL®) • Cisco conducts independent third-party audits of partner NOC procedures and capabilities • Annual renewal

11. Program Requirements What are the program requirements? CertifiedPersonnel NOCRequirements ServiceOfferings CommonRequirements Levels All products covered by an end user SLA Point of Sale Reporting Direct Cisco Contract or valid ICPA Subject ATP or Specialization required for any restricted products Premium ITIL processes and defined SLA reports and metrics ITIL¹ = 1 CCIE² = 2 Cisco-based MS offers = 2 SLA and references ITIL¹ = 1 CCNP² = 2 Cisco-based MS offers = 2 SLA and references Basic ITIL processes and defined SLA reports and metrics Advanced Cisco-based MS offers = 1SLA and references ITIL¹ = 1 CCNA² = 2 Allow white label collaboration with Master or Advanced MSCP partner NOC Audit Express 1 = an individual with an ITIL Foundation certificate (version 2.0 or later) 2 = highly recommended that one individual be certified in SP Operations

12. Get access to resources to help you envision, build, market, and sell your services • Connect with the members of the Managed Service Community • Graduated discounts by program level for products on the Global Price List**Restricted products still require corresponding qualifications • New Master Managed Services logo and Cisco Powered Managed Services What are the Program Benefits? Managed Services Community Product Discounts Branding and Recognition

13. Envision • Target most profitable services • Engage in strategic planning • Quantify business impact and align with goals Build • Increase staff expertise and optimize network • Reduce risks and costs • Facilitate highest standard of service delivery • Increase demand for services and expand market share • Connect customers faster • Accelerate time-to-revenue Accelerate Your Managed Services Success Market & Sell

14. Managed/Cloud Services CommunityBenefits for Partners at Two Levels ManagedServicesInsight Envision Build MarketandSell • Case studies * • Envision (Service Creation) resource kits • Business analysis tools • Best practice resources • Custom managed service market research • Market intelligence update • Marketing benchmarking studies • Partner Practice Builder NEW • Managed/Cloud Services Insight Group Subscription NEW • Online technology practice labs * • Networkers @ Cisco Live benefits * • CCIE support * • Service designation architectures • Technical whitepapers and best practices • Technical training courses 200+ • Educational webcast series • Cisco brands * • Co-branded press release * • Cisco Live Partner Pavilion * • Cisco Partner Summit NEW * • Partner Space • Sales and marketing toolkits • Vertical industry resources • Go to market DG plays NEW • Sales training • Educational webcast series • Campaign Builder NEW • Partner Marketing Central NEW

15. MSCP Benefits PortalConvenient access to all the tools you need Consolidated info available by business role: Business Owner, Product Manager, Network Engineer, etc. Go to: http://www.cisco.com/web/partners/pr11/mscp/benefits/index.html Find the benefits you need, delivered the way you need them

16. Managed/Cloud Services Insight GroupThought Leadership on Managed/Cloud Services Automatic subscription for: Cisco Powered Program/MS Community Members MSCP Partners • Subscribers can include: • All Partner types: MSPs, VARs, SIs, Distis, etc. • All Individuals interested in hearing the latest on managed and cloud services • Thought Leadership Features: Market perspectives, trends, & analysis • Webcats, podcasts, white papers, and more • Requirement: Interest in Managed/Cloud Services • No cost • No special membership • No designations/certifications

17. Partner Practice BuilderBuild a customized action plan for your services Evaluate and prepare all aspects of your business for services roll-out. Build a customized action plan for your service.

18. MSCP grants certification rights globally for all countries registered in our Partner database MSCP allows two types of Partner-to-Partner (P2P) collaboration: Global Coverage How does MSCP address the global nature of Managed Services? Global Partner Network: Extends your geographic reach to support multinational customers Requires a legal business presence and signed ICPA in each region White Label (WL) Extends remote monitoring capabilities

19. Program Combinations Can MSCP be combined with other Cisco programs? Yes: • Deal Standard Authorizations (DSAs) • Technology Migration Program (TMP) • Opportunity Incentive Program (OIP) • Solution Incentive Program (SIP) • Trade In Accelerator (TAP) • Special promotions & incentives as outlined in the promo terms and conditions No: • Value Incentive Program (VIP) Program combinations does not imply direct discount stacking. See program details for applicability of program combinations.

20. Partner Application Enrollment Process Assess • Auditor report is reviewed by Certification Program Manager within 20 days of receipt. Confirms actionable items have been completed. Apply 12 11 Audit • Auditor submits full audit report to Certification Program Manager within 5 business days of audit completion. 10 • After action items addressed (if applicable) Certification Program Manager sends approval notification to partner. Approve • Auditor provides audit summary including actionable items to partner within 24 hours of audit completion. 9 • Partner to work with account team to determine if MSCP fits their business model. 8 • Onsite audit occurs. • Partner completes online application and agrees to the program terms and conditions. 7 • Auditing firm contacts partner and account team to schedule audit. 1 • Certification Program Manager authorizes audit. Partner information is sent to third-party auditing firm. 6 2 5 3 4 • Partner accesses the Certification and Specialization Application (CSApp) website. • Certification Program Manager notified of partner application submission. • Certification Program Manager reviews application and responds to partner within 5 business days of submission.

21. Register as a Cisco channel partnerwww.cisco.com/go/partnerregistration Explore MSCP documentationwww.cisco.com/go/mscp MSCP Onboarding Kit MSCP Benefits MSCP At-a-Glance Prequalification Worksheets Program Questions & Answers (QA) Partner to Partner Collaboration At-a-Glance Read the detailed audit requirements and program policieswww.cisco.com/go/audit Apply for MSCPwww.cisco.com/go/csapp MSCP Host/Agentwww.cisco.com/go/hostagent Resources What resources are available? Contact your local CAM or AM for more information

23. Cisco Powered Services for Master and Advanced Managed Services Partners • Unified Threat Management • Firewall • Intrusion Prevention/Detection • Payment Card Industry • First Mile Wireless • Application Performance Management • Data Center Interconnect • WAAS • Private Cloud (IaaS) • MPLS VPN • TelePresence Network Connection • Internet Service • IP Trunking • Metro Ethernet Managed Services Master Reflects greatest depth of partner expertise • Business Comms. • HCS (UCaaS) • Unified Contact Center Cisco Powered Managed ServicesReflects capabilities in a particular technology • TelePresence

24. Managed Services Channel Program Global Partner Network (Host-Agent) Extend Your Global Footprint • Collaborate with other qualified Cisco partners to support customers in remote locations. Managed Services Host requirements: • Managed Services-Master approved partner, including audited NOC • Select qualified Agent(s) to deliver your solution in remote locations • Negotiate terms and conditions with Customer and Agent • Manage the entire transaction Managed Services Agent requirements: • Premier resale certified, or above, in the landed country • Specializations and/or ATPs to purchase restricted access products in landed country • Signed agent terms and conditions • If Cisco Services are attached, agent is required to use Cisco Branded Resale Services unless agent is a Service Alliance Partner or if Next Business Day delivery is unavailable. • Agent Benefits • Incremental revenue opportunity • Leverage existing local process • Provide proven capability at destination • Host Benefits • Own customer relationship • Deliver in remote location without incremental investment • Manage end-to-end deal globally • Mutual Benefits • Maximize customer opportunity • Faster adoption of new technology • Global deal deployment

25. NOC Delivery ModelWith Partner to Partner Managed Service CRM Monitoring Incident resolution Problem Management Patch Management Elective Changes Application Scripting Operational and Business issues CE Customer Stewardship and Escalations CE Technical issues via platform • White Label Producer will be responsible for Service Activation, Incident, Problem, Change, and Configuration Management, Customer Engineer • White Label Marketer will provide Customer Relationship Management and Operational support • Relationship Management during Activation, Customer Management, Regular Stewardship, Account Management White Label Producer Partner

26. Managed Services Channel Program Partner Collaboration White Labeling Extend Your Capabilities • The Producer - develops and delivers a managed service, is responsible for the NOC management, monitoring and trouble resolution of the service. • The Marketer - re-brands and sells the service as if its their own, is responsible for managing all aspects of the customer relationship (CRM) as defined by the end user contract and Service Level agreement (SLA) White Label Marketers at the Managed Services-Express level must: • Have a NOC, or contract NOC services with a qualified provider • Provide all customer relationship management • Have 2 full time CCNA's • Have 1 full time ITIL® Foundation trained employee • Have at least one Cisco-based service offering • Have a Cisco White Label Addendum and a contract with the Producer White Label Producers must: • Be an approved Managed Services-Advanced or -Master partner • Have a Cisco White Label Addendum and a contract with the Marketer • Marketer Benefits • Extend capabilities to address customer needs • Own customer relationship • Producer Benefits • Scale • Incremental revenue from distributed sales force • Mutual Benefits • Maximize customer opportunity • Faster adoption of new technology • Global deal deployment