1 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential We will begin shortly Recording begins now

Americas GDR & Incentives Training. Americas Partner Organization

3 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Agenda Incentives Overview (OIP, TIP) 1 Registering “Deals” in CCW 3 Guided Deal Registration (GDR) 2 Resources 4

4 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Incentives Overview OIP, TIP

5 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential OIP or TIP? Opportunity Incentive Program (OIP) Teaming Inventive Program (TIP) InitiatedPartner Initiated/Hunted Account Manager Grants OIP if partner identified new opportunity Scope> $10,000 List Pricing Advantage US) Baseline HW up to +8 UCS up to +4 SMARTnet up to +2 Fast Track up to +5 Discount Differential Policy Applies when deal goes non- standard Qualification to be Provided by AM Within 1 day Eligible OpportunitiesOne partner qualified/approved Deal ProtectionPartner receives deal protection Initiated Cisco Initiated, Teaming Desired, Partner performs pre sales activities Account Manager Determines if teaming is desired for Cisco initiated opportunity Scope> $50,000 List Pricing Advantage (US) Baseline HW up to +8 UCS up to +4 SMARTnet up to +2 Fast Track up to +5 Discount Differential Policy Applies when deal goes non-standard Qualification to be Provided by AM Within 1 day Eligible OpportunitiesOne partner qualified/approved Deal ProtectionPartner receives deal protection

6 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Why should Partners use programs? DSAOIPTIP Additional discount Deal protection Price differentiation Offer customer best price Lower Discount Incremental Revenue Cisco Grows Pricing Advantage Partner Wins Deals Partner Profitability

7 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Guided Deal Registration

8 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential What is Guided Deal Registration? Enhanced deal registration process that allows incentives to work together on a single Deal ID

9 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Why we moved to GDR? Empower our sales teams to assign the right pricing Simple for our Sales teams too Simplified and transparent Partner pricing experience Right price to our Partners Allows Partners to be profitable Rewards Partners for what they bring to the deal

10 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential GDR Leverages Base Discounts & Stackable Incentives Base Discounts Current list pricing will not change for items in the current catalogue. Base Discount Categorization * Stackable Incentives and Promotions Hunting (OIP) or Teaming (TIP) Up to +8% *To take advantage of multiple incentives, partners and distributors must register deals in CCW Promotions (i.e. Fast Track up to +5%) Trade-in Total Deal Pricing Hunting and Teaming are the only exclusive differential incentives Multiple behavior rewards can be combined Fast Track will stack with Hunting or Teaming Base discounts form the foundation of the discount stack on partner led business Incentive for upgrading old equipment or replacing competitors’ equipment Base Discount (e.g. 42%) 1Tier Direct: Gold/Silver/Master/Advance Specialized: No change 2Tier through Distribution: No change Base Discount (e.g. 42%) 1Tier Direct: Gold/Silver/Master/Advance Specialized: No change 2Tier through Distribution: No change Compute (UCS) 61% Core (Classic) 42% Market (Future Offers) 20% Net (Future Offers) 0% Incremental Discount AMs can also provide an incremental discount * Up to New Account (NAB) up to +4% Displacement (Collaborate Now) up to +15% Solution (SIP) up to +4% Solution (SIP) up to +4%

11 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Core Base 42% OIP/TIP 8% IPNGN ASR9k Migration Core Base 42% OIP 8% Nexus NAB N1-7k N9k Stacking Scenarios Core Base 42% OIP/TIP 8% Collaborate Now Core Base 42% ASA Refresh OIP/TIP 8% Security Ignite Core Base 42% OIP/TIP 8% Meraki Stackable Core Base 42% Nexus Accelerat OIP/TIP 8% Core Base 42% OIP/TIP 8% K-12 Bundled Warranty (must have OIP/TIP) Note: -Discount % is for Gold Direct. Partners must continue to work with Distribution for pricing. -Trade-in/TMP can stack as well, except on Collab Now -Push promo = partner does not select the incentive, automatically applies This page is to show what incentives can ‘stack’. Incentives can ‘combine’ - i.e. one sku will get best price available, not both (Ex. Collab Now OR SIP) OIP 4% UCS NAB Non- Bundles Solutions Promos Compute Base 61% Core Base 42% SIP (Solution) MDS 9148S OIP/TIP 8% Fast Track Core Base 42% OIP/TIP 8% Fast Track Accelerat or Core Base 42% OIP/TIP 8% Retail POS Core Base 42% Cisco Instant Connect OIP/TIP 8% Core Base 42% OIP/TIP 8% Network as a Sensor Core Base 42% OIP/TIP 8% 4G LTE Core Base 42% IoT DSA OIP/TIP 8% (must have OIP) Core Base 42% SIP (Solution) OIP/TIP 8% Core Base 42% OIP/TIP 8% MDS 9148S Data: 9/24/2015

12 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Registering Deals

13 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Create Deal vs. Create Quote If you want to create a deal with incentives, select ‘Create Deal’ If you want to create a deal without incentives, select ‘Create Quote’

14 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Create a Quote When Not Selecting Incentives Creating a Quote will not allow you to select any incentives.

15 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Create a Deal to Select Incentives Creating a deal will allow you to select incentives your deal may be eligible for.

16 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Who’s Involved

17 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential About the Deal Clicking on the “I” will provide more information on a particular drop down menu Select the Global Price List US Availability for all US Deals. The Expected Cisco Hardware and Software should be entered in Cisco List amount (before discounts are considered.)

18 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Choosing an Incentive Select 1 or more of the incentives that your deal is eligible for.

19 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Answering the Questionnaire A RED * indicates a required field

20 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Uploading A BOM You can search by SKU, Description and Product Family

21 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Viewing Selected Incentives on your BOM

22 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Submitting a Deal Registration Missing information triggers an Error message and prevents you from submitting your deal for approval. The sections requiring additional information will be highlighted in red.

23 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Resolving Error Messages Navigate to the tab where additional information is required to submit the deal. Additional information will be provided on the Action(s) Required.

24 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Submitting a Deal Registration Once the required information has been entered, click Save and Continue. Navigate to the Review and Submit tab. All icons will be blue and your deal will be ready to submit for Cisco review.

25 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential What’s New

26 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential What’s New

27 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Updating an Incentive To update your Incentives after a deal has been Qualified or Approved, click on the Re-Open button.

28 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Questions?

29 © 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Aliases and Resources Program Help Guided Deal Registration (GDR) Training Resources Please visit the Partner Community for various GDR resources including a detailed User Reference Guide, training recording, and the training presentation. The Partner FAQ is also available for further reference.Partner CommunityUser Reference Guide training recordingtraining presentationPartner FAQ Partner Central