Partner Plus Evolving Together to Serve Midsize Customers and Thrive Cover slide Midmarket Opportunity Market Conditions Customer Needs positioning slide What we learned (Karin’s slide with feedback) that partners need to show we listen to our partners Three examples What we’ve done to evolve partner plus to make partners more successful What that means to them   Why they should care How they can take greater advantage Clear examples of speed and profitability Partner Success Quotes Services Data points using Partner Plus program versus not using program What the full program is including level of benefits Partner Plus Partner Plus Prestige Partner Plus Elite Steps to apply Channel Partner Ecosystem / relevance to partners  

The Midmarket Opportunity Is Now Together, with our Authorised Distributors— we can help you get more $55 Billion Midsize: 100–1000 1.4M Companies Products $25b Services $30b

Midsize Customers Are Thinking and Buying Differently SECURITY 53% Of CIOs increasing their security budget 30% Spending Will Grow Surpassing $14B Tablet Sales Up Smartphone Sales Up 18% 12% Spending Will Surge Sales Will Reach 25% $100B $ 8.9 TRILLION By 2020 Revenue Will Reach With 30B Connected End Points What are the key trends you as a partner should consider? As IT spending shifts, services help engage with new buyers to drive business solutions around mobility, analytics, cloud, and social. In a recent study of EMEA channel partners – Canalys an independent research firm noted “…key drivers for channel partners in 2014 will be the gradual move to managed services and the hybrid IT environment, as customers make decisions about which technology services to outsource” Security Security critical for all customers, for all devices, at all times wherever they access the network Mobility Access to information and people from any device, anywhere, anytime Big Data/Analytics Increasing IoT and IoE opportunities/solutions will be made possible using data and analytics Cloud Gartner notes midsize businesses will be the first to adopt public cloud Midsize businesses investments in cloud services are growing double digit %_______ YoY from 20XX to 20XX Social Social networks and applications are increasingly important to midsize businesses for operations and to enable proactive customer interaction Mobility Big Data Cloud IoT Source: Gartner & IDC 2014 report

Sales and Marketing Engagement Model Old Sales Model Cold Calls Qualify Leads Sales Demos Social Networks Engage Educate Customers research on-line (web, social media, blogs) Our opportunity is to engage and educate them during the process New Sales Model Our approach to Marketing and Engaging midsize businesses needs to evolve… New Sales Model involves Online presence and Social Media to engage and educate customers… Market data: what company ABC is doing? What key ppl are moving to what positions Marketing data: who attended a webinar, when … who landed on cisco.com and downloaded latest whitepaper etc Social breadcrumbs ..: posts, tweets, linkedin activity and connections Cisco Data: install base , wallet , propensity to buy Into actionable insights >> not only an executive decision platform. Also actionable insights that can be executed as part of an ongoing sales motion. Then, you need to be able to measure execution >>> refine the approach based on results. Customer intelligence and analytics will drive our targeted approach

Business Priorities in the Midmarket IT INITIATIVES Supporting Mobility and BYOD Improve Employee Productivity Customer Experience Innovation Private, Public and Hybrid Cloud Driving New IT Needs Rapid Deployment of Apps and Services Business Growth - Their employees are working in new ways, on different devices - Social media is redefining how they connect with customers - New regulations and network threats are changing the way they think about security - Work is moving beyond the boundaries of the office - Scarce resources and limited budgets are always a concern Secure and Reliable Efficiencies Rapid and Secure Infrastructure Deployments Virtualising Network and Data Center Continuity, Regulatory, and Compliance

Partner Plus Evolves to Offer You More Expansion Increasing Your Potential for Faster Midmarket Growth and Greater Business Profitability What’s New Benefits scale as you grow your midmarket business. Together with our Cisco Authorised Distributors, you get more. Partner Plus 2013 Enhancements Accelerating your Cisco Midmarket Business Cisco Introduced Midsize Business Solutions Supporting customer awareness and partner enablement resources Partner Plus 2012 Introduction

The Keys to Faster Growth and Profitability Help you prepare, build and expand Business Enablement Recognise and encourage your success Incentives and Rewards Get your share of the midmarket Enormous opportunities exist today in the midmarket. Product and services revenue is estimated at over $55 billion worldwide. It’s critical for you to be able to evolve your business quickly and capture market opportunities. We can help you balance business demands and capitalise on market transitions.   We know what it takes to gain momentum and achieve growth. We have what you need to be ready to accelerate your midmarket business—faster and more profitably. Attract customers and increase sales Marketing and Demand Generation

DRIVE BUSINESS OUTCOMES Optimise Your Success DRIVE BUSINESS OUTCOMES Generate Demand Lead Development Plan Pitch Close Take Cisco sales training and achieve Cisco specialisations Continue business development to create more leads Target cross/up-sell opportunities Demonstrate Cisco solutions Use pre-sales technical help Offer the best solution and be the expert with your customer Target last day of support opportunities Get priority for Cisco co-funding Motivate and recognise your sales teams Use sales rep tools So here’s your familiar sales cycle - no surprises there, that’s what we do, right? SCP is the crucial tool used by yours and our sales & marketing teams to collaborate. We pass you leads and prospects with CI, and you use this data to generate demand, follow-up leads, pitch and close deals. And P+ adds more to the mix - the Accelerators give you benefits at each stage, from training to marketing to technical support and financial rewards. Prepare Midmarket Business Plan Select the best marketing campaign Follow-up leads and prospects from Cisco Leverage Midmarket promotions Business Enablement Marketing and Demand Generation Incentives and Rewards

Your Roadmap for Midmarket Growth Level of Benefits

Partner Plus Aspire Benefits – Distributor Delivered 1 Partner Plus Aspire 2 Partner Plus Prestige 3 Partner Plus Elite BENEFITS TO GROW YOUR BUSINESS Take advantage of Midsize Business Solutions resources available to all Cisco partners, plus: Business Enablement Select training and exams Onboarding support Specific annual Partner Plus event dCloud demonstrations and training Marketing and Demand Generation Cisco partner marketing campaigns and collateral via Partner Marketing Central portal Distribution marketing support Distributor Enablement Program Prioritised for Distributor Enablement program enrollment

Partner Plus Prestige Benefits – Distributor Delivered (upon achievement of quarterly targets and where offered) Partner Plus Prestige Benefits – Distributor Delivered 1 Partner Plus Aspire 2 Partner Plus Prestige 3 Partner Plus Elite BENEFITS TO GROW YOUR BUSINESS Take advantage of all Partner Plus Aspire benefits, plus Distributor Service Catalogue offerings Business Enablement Sales Excellence training Architecture & technical training Customer network assessments Dedicated pre-sales support Marketing & Demand Generation Demand generation support Lead generation services Other Distributor Marketing-as- a-Service offerings Marketing training Incentives and Rewards Distribution Service Catalogue offerings Winners’ Circle (limited spaces)

Partner Plus Elite Benefits – Cisco delivered 1 Partner Plus Aspire 2 Partner Plus Prestige 3 Partner Plus Elite BENEFITS TO GROW YOUR BUSINESS Take advantage of all Partner Plus Aspire and Partner Plus Prestige benefits, plus: Business Enablement Sales Excellence training Partner Interactive Webinars In-Class training Virtual Engineering Marketing and Demand Generation Demand generation services and support Sales generated leads Joint Marketing Funds Customer Intelligence Sales Collaboration Platform (SCP) Marketing training Incentives and Rewards Products and Services benefits setting Cisco Rewards Virtual Wallet Winners’ Circle

Level of Benefits All Cisco Partners Partner Plus Aspire Partner Plus Prestige Partner Plus Elite BUSINESS ENABLEMENT Select training & exams - X Midmarket-focused Sales Resources (Sales Excellence on-line training, Customer Conversations Guide, Sales Connect etc.) Support through Cisco Partner Help or Authorised Distributors 2nd level pre-sales support -- X Supported by Cisco Authorised Distributors X Cisco Partner Help Plus Sales Excellence Instructor Led Training (ILT) or Virtual (ILT) X V-ILT Smart Business Roadmap (SBR) X ILT MARKETING AND DEMAND GENERATION Marketing support (Resources to assist with planning and execution) X Supported by Cisco Authorised Distributors (*) X Marketing Support (Cisco Partner Marketing Manager Resource) Cisco generated leads and prospects with Customer Intelligence X (*) Lead generation services X Support via Partner Demand Centre vendor network Joint Marketing Funds Marketing training X(*) (*) Limited availability

INCENTIVES AND REWARDS Midsize Business Solutions sales promotions X Level of Benefits All Cisco Partners Partner Plus Aspire Partner Plus Prestige Partner Plus Elite INCENTIVES AND REWARDS Midsize Business Solutions sales promotions X Cisco Rewards -- Cisco Winners’ Circle X (limited spaces) Partner Plus Incentives X - Prioritisation to Distributor- offered Services (MBO benefit) X - Virtual Wallet for business acceleration (MBO benefit) (*) Limited availability

What Partner Plus Can Do For You “Increased our Cisco business by about 30%. The service revenue growth has been substantially higher at close to 600%.” “Datacom Australia grew 37% YoY as a result of Partner Plus and the investment made in this partnership.” “..as a Partner Plus partner we now realize a 35% growth by maximizing our incentives dollars on big bet marketing activities, education and events” “Cisco distribution has allowed us to grow our Cisco business by 400% and the financing programs that they have allow us to engage in much larger deals that we ever would before” Here’s what some of our partners have gained using Partner Plus in their midmarket business: “Cisco distribution has allowed us to grow our Cisco business by 400% and the financing programs that they have allow us to engage in much larger deals that we ever would before” – Brian Lee, CEO, Forte Systems, United States, Premier Partner “..as a Partner Plus partner we now realize a 35% growth by maximizing our incentives dollars on big bet marketing activities, education and events” – Patrick Hempele, Chief Sales & Marketing Officer, Netcloud, Switzerland, Gold Partner “Increased our Cisco business by about 30%. The service revenue growth has been substantially higher at close to 600%.  – Simon Jacobson, Head of Marketing, Axonex, United Kingdom, Silver Partner “Datacom Australia grew 37% YoY as a result of Partner Plus and the investment made in this partnership.” – Tim Fitzgerald, Business Development Manager, Datacom Systems, Australia, Silver Partner Tim Fitzgerald, Business Development Manager, Datacom Systems, Australia,Silver Partner Patrick Hempele, Chief Sales & Marketing Officer, Netcloud, Switzerland, Gold Partner Brian Lee, CEO, Forte Systems, United States, Premier Partner Simon Jacobson, Head of Marketing, Axonex, United Kingdom, Silver Partner

Together with Our Authorised Distributors Brings Added Value To You Find New Customers Through Stronger Marketing Close Deals Faster with pre-sales Support Increase Margins by Selling Services Earn Valuable Rewards for Achieving Results

Partner Plus Eligibility – EMEAR Partner Plus Aspire Partner Plus Prestige Partner Plus Elite Eligibility Requirements Cisco Status or Certification Level Registered and above Select and above Premier and above $25,000 Small $75,000 Medium $100,000 Large $100,000 Extra Large $300,000 Small $200,000 Medium $250,000 Large $300,000 Extra Large $1,000,000 Minimum Annual Cisco Midmarket Revenue Cisco Midmarket Business Plan Not Required Required (Minimum 5% midmarket service sales penetration) Maintenance Requirements So we’re targeting the midmarket, hence the revenue criteria. And we collaborate closely in P+, especially with your Cisco Champions - so we’ll want to see your Business Plan, which the P+ Accelerators will help you to execute. Required to Maintain Status Through Cisco FY16 in addition to above eligibility requirements — Working with their Distribution Partners, Prestige partners are required to execute marketing demand generation in support of business plan targets and goals Elite partners are required to execute a consistent level of marketing demand generation in support of business plan targets and goals Achieve a minimum of two quarterly target-based product incentive goals or annual target incentive goal

Simple Enrollment Process Partner Admin receives and responds to enrollment email invitation Partner Admin responsible for enrolling company into Partner Program Enrollment (PPE) Complete the Enrollment Questionnaire and agree to the Terms and Conditions Prepare your jointly owned Midmarket Business Plan with your Cisco Rep* Receive your growth targets Enter the names and email addresses of your Cisco Contacts FY15 ENROLLMENT PERIOD RUNS SEPTEMBER – DECEMBER 2014 *Partner Plus Elite and Prestige levels

Connecting You to a World of Possibilities Offer Your Customers More Partner Plus partners belong to an ecosystem to address every business environment and customer need. Partner Plus Certifications Specialisations Cisco Services Partner Program Cloud & Managed Services Program Channel Partner Program Gold Premier Select Authorized Tech. Provider Master Advanced Express Partner Plus Certifications Specializations Cisco Services Partner Program Cloud & Managed Services Program Channel Partner Program Gold Premier Select Authorized Tech. Provider Master Advanced Express Strategic Solution Partners Preferred Solution Partners Solution Partners Solution Partner Program Solution Technology Integrator Learning Partner Program Cloud & Managed Services Global Partner Network Solutions Marketplace Distribution Cisco Partner Ecosystem Access the Opportunity Realise more business potential than you ever thought possible. Gain the Advantage Broad spectrum increases your portfolio with advanced architectures, solutions, software, and services. Offer Your Customers More –Partner Plus partners belong to an ecosystem to address every business environment and customer need. Access the Opportunity – Realize more business potential than you ever thought possible. Gain the Advantage – Broad spectrum increases your portfolio with advanced architectures, solutions, software, and services. Take a step forward with us. Together, with our Authorised Distributors, we can help you get more. Take a step forward with us.

Together, We Can Thrive Partner Plus Program Partnership Customers Our greatest asset is working together to increase our potential and grow faster and more profitably. By partnering with our authorised Distributors you get the resources to help you get more of what you need to make your business soar. Customers Guide our customers’ evolution to become technology companies Partner Plus Program Technology Business Continually improve and innovate to provide best in class solutions Capture market transitions by rapidly adapting to ever-changing conditions

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