© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 1 Outpace the Competition with the Cisco Collaboration Breakaway Program August 11th, 2010

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 2 Agenda Market Opportunity Program Overview Products Services and Migration Discovery Sessions Cisco Capital Sales Execution and Demand Generation Partner Economics Next Steps Additional Resources How To Register and Order

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 3 Market Opportunity

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 4 NOW Is the Time to Take Market Share Shifting Alliances Challenges for Nortel/Avaya Acquisition Distractions 75% Cisco Base are on Communications Manager pre-7.0 release (opportunity to upgrade and expand) 29% Cisco Base only have one application deployed $16B+ Global Opportunity to capture non-Cisco phone users

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 5 Program Overview

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 6 Cisco Collaboration Breakaway Program Effective August 9, 2010—July 30, 2011* A complete program designed to enable Cisco and partners to migrate new and existing customers to Cisco Collaboration and Catalyst switching solutions from competitive legacy solutions Product Discounts Services DiscountsCisco Capital Financing Sales Execution and Demand Generation Assets *Bookings of Cisco Collaboration Breakaway deals will be allowed until October 31, 2011

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 7 Terms and Conditions: Eligible Customers 1 New competitive displacement opportunities  eligible competitor takeout 2 Existing Cisco Unified Communications Manager * 3.x - 6.x customers who commit to upgrade to 7.x or 8.x.  any PBX competitor takeout 3 Accelerate to Collaborate (A2C) opportunities that haven’t booked may re-register in Q1 FY11 *Includes Unified Communications Manager Express pre 7.0 releases

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 8 Terms and Conditions: Target Competitors US CANADA Avaya = Avaya and Nortel Branded Equipment

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 9 Collaboration Breakaway Compared to Accelerate to Collaboration (A2C) Collaboration Breakaway Accelerate to Collaborate Avaya and Nortel Eligible Opportunities in Bid Targets new customers and existing CUCM/Express base Single Collaboration Breakaway Promotion registration for product and services No CTMP No OIP Fixed, predictable discounts Nortel opportunities Required Opportunity Incentive Program (OIP) and Technology Migration Program (TMP) Discounts varied; depended on what was being traded in and purchased Simplified Operations Broader Eligibility Ease and Speed of Quoting Discounts

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 10 Collaboration Breakaway: Product Discounts

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 11 Collaboration Drives Business Value Innovation Competitive Differentiation Customer Intimacy Employee Productivity Cost Reduction Eligible Products Include: All Unified Communications Products Customer Care/Contact Center Solutions Unified MeetingPlace and Cisco WebEx* Select UC-Related Access Routing Products (including UCM Express) *Cisco WebEx Meeting Center, Enterprise Edition and Connect IM will be added to the list in Q2 FY11, with details provided upon availability.

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 12 Eligible Cisco Customers – Upgrading Unified Communications Manager Customers Without Unified Communications Software Subscription (UCSS) Access to major software upgrades when available With Existing Unified Communications Software Subscription (UCSS) 3 & 3 Upgrade Offer—Purchase a la carte Cisco UC 8.0 product upgrades for $3 per user, per application when combined with a 3 year minimum UCSS Promotion Eligible SKUs available at: gy/downloads

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 13 Collaboration Breakaway: Sales Execution and Demand Generation

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 14 Sales Objectives of the Cisco Collaboration Breakaway: Competitive and Migration Play Play Objectives Drive awareness for new Collaboration experiences enabled by migrating legacy voice communications systems to Cisco IP-based solutions, and create opportunities to expand Cisco’s Unified Communications and Collaboration footprint: Start an architectural ROI discussion using the New Collaboration pitch Migrate older versions of Cisco Unified Communications Manager and Cisco Unified Contact Center Solutions Expand Applications Attach of Conferencing and Customer Care by leveraging CUWL Target Audiences CIOs/CXOs, IT Decision Makers Still Using PBX Systems Traditional Cisco Voice/Technical Decision Makers

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 15 Cisco Collaboration Breakaway: Competitive and Migration Play Sales Opportunities Target Audiences: CIO/CXO and IT Contact Center New/Replace Competitive Vendor Take-out 8.0 Installed-base Migration Sales Enablement Tools Discussion Guide – New Format! Play At A Glance “How to Use” Training Partner Central Site Customer Engagement Tools and Post Cards Banner Ads Contact Center and Competitive Walkabout Kits Contact Center BullsEye! Kit Partner Marketing Central Campaign Site Available in each theater Executive Walkabout and BullsEye! Direct Mail Kits Customer , Post Card and Banner Ad Templates Sales Discussion Guide and AAG- New Format!

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 16 Cisco Collaboration Index Tool  Pre-sales tool for Cisco and Partner AM’s  Survey that plots current capabilities across multiple dimensions of collaboration— performance vs. priority/ importance quadrant  Registration and data capture to enable future benchmarking  Localized in 14 languages

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 17 Customer Sales Scenario (US/C) Customer has significant Nortel Investment: Option 81 Nortel Solution, 1200 phones, 10 locations Customer ready to migrate to cutting edge solution Initial Cisco win 600 phones $1,000,000 Hardware 60% UC - $600,000 40% Core - $400,000 $150,000 Services Cisco Capital 0% 24 months Partner: Gold, Advanced UC and R/S Specialized

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 18 Deal: $1,000,000 List for Hardware, $150,000 List for Services Partner Economics: Collaboration Breakaway Partner Margin Impact GOLD Partner Direct Order ExampleStandard DealOIP DealCollaboration Breakaway Partner Hardware Discount on UC42%50%55% Partner Hardware Discount on Core42%50%42% > 50% of competitor’s user base displaced--5% > 50% of total user licenses BOM is CUWL--4% Partner Hardware Cost UC (net)$348,000$300,000$216,000 Partner Hardware Cost Core (net)$232,000$200,000$232,000 Partner Hardware Cost Total$580,000$500,000$448,000 Partner Services Discount (1yr)23%25%31% Partner Services Cost$115,500$112,500$103,500 Total Partner Cost$695,500$612,500$551,500 Customer Discount Hardware & Services35% & 10% Customer Cost Hardware$650,000 Customer Cost Services$135,000 Total Customer Cost$785,000 VIP Rebate UC 15%)*$52,200$45,000$32,400 VIP Rebate Core 10%)-$20,000- Gross Margin$141,700$237,500$265,900

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 19 How to Register Opportunities and Order

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 20  Ensure you select the right promotion name out of 4 possible promotion types  Baseline Discount  Baseline + CUWL Accelerator  Baseline + Displacement Accelerator  Baseline + Displacement + CUWL Accelerator  Before CCW registration, use the Promotion “Name Finder” on CB Homepage to select the right promotion name – geo specific  In CCW, Click on “Other” tab, for CB promotion names to show up Ensure Selection of Correct Promotion Name 1 Registration for Products + Services

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 21 Homepage—Quick Start Click Create, Deal to begin registration process

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 22 Expand the “Other” link to find Collaboration Breakaway (CB) promotions. Refer to CB rules to fully understand pricing structure and promotion options Complete Each of the Tabs Below On Promotion Tab, Expand “Other” button and select the correct Collaboration Breakaway promotion name

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 23 Complete CB Questionnaire Clearly identify the opportunity and the end customer sites that will be involved in the sale If this is a Cisco Unified Communications Manager (UCM) opportunity, remember to attach a screen shot of the customer's UCM system administrators. The end customer’s system administrator should be able to help capture the installed UCM information on the 'system administration start up screen' or by issuing the CLI command “show version”

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID Complete Registration  CB has a Single Approval Step – Include your BOM and submit for approval  CB Promotion Manager verifies you have selected the right promotion  Theater/country approvers review  Confirmation sent upon final approval (includes Deal ID and/or Distribution Authorization ID)  If booking Cisco direct, the CB ‘Quote’ tab will confirm discounts  When ordering via distribution, you must negotiate your pricing with the distributor  Phased ordering is allowed with CB, but all orders must be placed prior to deal expiration date

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 25 A Few Important Details…  This promotion cannot be used with:  Cisco Technology Migration Program (CTMP)  Opportunity Incentive Program (OIP)  Solution Incentive Program (SIP)  Accelerate to Collaborate (A2C)  Any opportunities with an approved MDM (My Deal Manager) number  Opportunities in bid (i.e. RFP, RFI, RFQ or other similar document) are eligible  Partner must be actively engaged and pursuing the opportunity with the customer

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 26 Next Steps

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 27 Next Steps Get a proactive proposal to targeted competitors’ and Cisco installed base Identify target accounts with challenges Understand Collaboration Breakaway program details Schedule meetings with key customers

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 28 Collaboration Breakaway Program Websites: Internal web site Partner web site For General Information Cisco Services Cisco Capital Competitive Play Competitive Resources and War Rooms Questions? Internal alias: Partner alias: Additional Resources

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 29 CCW Training Resources Cisco Commerce Workspace: Self-paced trainings and Show Me mini videosSelf-paced trainings and Show Me mini videos Watch a quick flash demo on how to enter key information about Who’s Involved in your deal or quote Who’s Involved Who’s Involved (1st tab in a promotion) Watch a quick flash demo on how to enter key details and information about a deal About the Deal About the Deal (2nd tab in a promotion ) Watch a quick flash demo on how to select and add a promotion to your deal PromotionsPromotions (3rd tab allows you to select a discount promotion) Watch a quick flash demo on how to add Items to your Quote QuoteQuote—Items (upload of SKUs to buy or Trade-in via TMP)

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 30 CCW Training Resources Only Cisco Certified Partners May Use CB Promotion New Partners must obtain a CCO IDobtain Log into partner self service to get user ID “associated” with your partnership (may take 24 hours to propagate and give you access to Cisco toolspartner self service

© 2010 Cisco and/or its affiliates. All rights reserved.Cisco ConfidentialPresentation_ID 31