1 © 2003 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Commercial Channel Advisory Board 10 th June Australia HB Lim Janice Hulse Partner Enablement-Technical Operations & SMB Select

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 222 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID Partner Technical Development Model I. Pre-Sales Development Remote Labs & Ptnr Dev Kits AP Chnls & CLP

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 333 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID Pre-sales Development Partner E-Learning Connection (PEC) Partner Passport (KNET) E-learning Remote Lab Program (Hands-on Labs) Advanced Hands-on Trainings Local Demo Kits for Partners Horizontal / Vertical Solutions Consultancy

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 444 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID Correlation of Scores to Pre/Post-Sales Support Levels LANRPVPNQoSVOIPWireless 0.0 L1: Junior Systems Engineer Expertise on product features, functionalities and business applications L2: Systems Engineer Basic hardware installation and configuration experience L3: Network Deployment Specialist/ Beginner Troubleshooter Designs, Implements & maintains small networks L4: Junior Support Engineer Designs, deploys and troubleshoots moderately complex networks – also, collects, debugs & uses diagnostic tools like traffic generators to resolve issues L5: Senior Support Engineer Acts as 2nd level support - troubleshoots complex networks – also, supports large/strategic multi-vendor customer deployments /networks

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 555 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID COMPLEXITY VALUE Fee Entitled Knowledge Management, Partner Content Knowledge Management, Partner Content Articulates “Services Stack” Defines “what” needs to be done Leading Practices for Adv. Tech. PDI “Help Desk” Assistance during PPDI Objective is continuous improvement, not scaling Share Leading Practices Benchmark Partner capabilities and provide recommendations PBC Partner Enablement CLP’s Leading Practices PDIO Training Partner Education Partner Mentoring Leveraging Leading Practices Engineering for Ops support Technical PDI Mentoring Up to Date technology knowledge Using Cisco CA experiences Lifecycle support Intellectual Property AP Chnl Partner Post-Sales Development Focus Partner Post-Sales Enablement Offers

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 666 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID DESIGN GUIDES SERVICE NOTICES SYSTEMS ASSURANCE MENTORING TECHNICAL TRAINING SERVICE POLICY & PROCESS SUPPORT Partner Enablement System: Framework for Success. Partner E-Learning (PEC). Partner Passport (KNET) E-Learning. Remote Lab “Hands- on” Training. Advanced Lab Workshop w/ Local Demo Kit. Solution Consultancy workshop. Skills Competency Assessment. Post-sales “PDIO” Workshops. Step-2-Success tools VIP OIP SIP CERT/ SPEC CORE COMPETENCY LAYER SALES INCENTIVE LAYER SERVICES LIFECYCLE LAYER

7 © 2003 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Commercial Channel Advisory Board 10 th June Australia CSS _02_2004_c1 7 © 2004 Cisco Systems, Inc. All rights reserved. SMB Select

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 888 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID SMB Select Program Mission Statement Optimize Cisco’s channel coverage by focusing on resellers actively selling in the SMB space. Enable resellers with SMB- sized networking products, solutions, services and programs to drive profitability, encourage loyalty and grow the reseller’s and Cisco’s market share in the SMB.

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 999 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID SMB Select Designation Enables Cisco SMB focused sales teams to easily differentiate partners who sell into the SMB space Gives partners who have a focused business practice in the SMB market - a differentiator Helps customers to easily identify Cisco partners who sell into the SMB Provides a forum for partner feedback

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 10 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID SMB Select Criteria Must be a Registered or Certified Cisco partner Must have at least 1 employee with the Cisco Sales Associate Training (or better) $100K Net sales revenue in Cisco products within the last 4 quarters 70% of revenue needs to be sold into the SMB market (20–500 employee size) 50% of the booking must be from SMB products family Limited to partners who purchase purely through authorized 2- tier distribution channels and provide 100% end user data

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 11 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID SMB Select Partners Dedicated Sales Support and Sales Tools Marketing Resources and Funded and Co-Funded Demand Generation Campaigns Financial Incentives and Rewards Communications and Training Benefits

12 © 2003 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Commercial Channel Advisory Board 10 th June Australia Q & A

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 13 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID Q1: Partner Enablement-Technical Operations Which top 3 technical initiatives are most crucial to develop your System Engineers ready to support your business? How could Solution Consultancy Workshop be made relevant to increase your sales ? How do you like to develop your SE’s in the post-sales Lifecycle Service (PDI and O)

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 14 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID Q2: SMB Select Should a partner who has depth in one subject technology (e.g. Voice) receive the same discount as another partner who has the same depth across multiple technologies (e.g. Voice, Security and R&S).

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 15 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID Q3: SMB Select Is the SMB Select designation valuable to you ? Are the SMB Select Criteria about right? Will the SMB Select program benefit you? Do you foresee that the designation creates another level expectation?

Cisco Commercial Channel Advisory Board 10 th June 2005 Australia 16 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID © 2003, Cisco Systems, Inc. All rights reserved. 16 Presentation_ID