1 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential Navneet Thapar Product Marketing Manager Tel: US Channels Distribution Product Marketing & Operations

2 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential Agenda  SMB Programs Overview  SMB Flat Discount  SMB Icebreaker II  SMB Competitive Drive

3 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential SMB Programs Overview Incentive programs designed to help and support partners who focus on identifying, developing and selling into SMB (< 250 employee) customer market segment Includes products specifically tailored to and suitable for sub-250 employee SMB customers Utilizes reusable DART or abbreviated DART approval process for easier and expeditious approvals on deals Simple program requirements for ease of use

4 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential Agenda  SMB Programs Overview  SMB Flat Discount  SMB Icebreaker II  SMB Competitive Drive

5 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential SMB Flat Discount - Program Enhancements MORE PRODUCTS Over 60 products added to the program BROADER COVERAGE 70 total products under the program provide wide SMB market coverage LATEST TECNOLOGY New Catalyst Switches, ISR Routers, Security, Wireless SIMPIFIED PRICING Reusable DART Discount TIME EXTENSION Now runs through Jan 28 th, 2006 TIME EXTENSION Now runs through Jan 28 th, 2006

6 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential SMB Flat Discount - SKU Change Switching WS-C WS-C2950T-24 WS-C2950T-48-SI WS-C2950SX-24 WS-C2950SX-48-SI Routing Cisco SB101-K9 Cisco SB107-K9 Wireless AIR-AP1121G-A-K9 AIR-AP1231G-A-K9 Security CSA-STARTER-K9= PIX BUN-K9 PIX-501-BUN-K9 PIX-501-UL-BUN-K9 PIX-506E-BUN-K9 ASA5510-BUN-K9 ASA5510-SEC-BUN-K9 ASA5510-AIP10-K9 Routing CISCOSB101-K9 CISCOSB107-K9 CISCO801 CISCO801-1CAPI CISCO805 CISCO831-K9-64 CISCO831-SDM-K9-64 CISCO836-K9-64 CISCO836-SDM-K9-64 CISCO836-SI-K9-64 CISCO836-S-K9-64 CISCO837-K9-64 CISCO837-SDM-K9-64 CISCO837-S-K9-64 CISCO851-K9 CISCO851W-G-A-K9 CISCO857-K9 CISCO857W-G-A-K9 CISCO871-K9 CISCO871-SEC-K9 CISCO871W-G-A-K9 CISCO877-K9 CISCO877-SEC-K9 CISCO877W-G-A-K9 CISCO1801/K9 Routing CISCO1811/K9 CISCO1811W-AG-A/K9 CISCO1812/K9 CISCO1841 CISCO1841-ADSL CISCO1841-ADSL-DG CISCO1841-ADSLI CISCO1841-HSEC/K9 CISCO1841-SEC/K9 CISCO1841-T1 CISCO1841-T1SEC/K9 CISCO2821-CCME/K9 CISCO2821-SRST/K9 CISCO2821-V/K9 CISCO2821-V3PN/K9 Security PIX-501-BUN-K9 PIX-501-UL-BUN-K9 PIX BUN-K9 PIX-501-PWR-AC= Switching WS-C WS-C WS-C2950C-24 WS-C2950T-24 WS-C2950T-48-SI WS-C2950G-12-EI WS-C2950G-24-EI WS-C2950G-24-EI-DC WS-C2950G-48-EI WS-C2950SX-24 WS-C2950SX-48-SI WS-C2955C-12 WS-C2955T-12 WS-C TC-L WS-C TT-L WS-C TC-L WS-C TT-L WS-C2960G-24TC-L Wireless AIR-AP1030-A-K9 AIR-AP1020-A-K9 AIR-AP1010-A-K9 AIR-WLC2006-K9

7 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential Cannot be combined with Premier, Silver or Gold discounts Can NOT be combined/stacked with any other promotions or discounts or credits offered by Cisco, unless specifically authorized in writing by Cisco Price Deviation Team Please see the complete Terms and Conditions Cannot be combined with Premier, Silver or Gold discounts Can NOT be combined/stacked with any other promotions or discounts or credits offered by Cisco, unless specifically authorized in writing by Cisco Price Deviation Team Please see the complete Terms and Conditions SMB Flat Discount Simplified Pricing Program FACT SHEET Discount: Contact Cisco Auth. Distributor Timeframe*: Oct 10 th ’05 – Jan 28 th ‘06 Target Market: SMB (<250) Target Deal Size: $10K of List Price or less Partners: Gold, Silver, Premier & Registered Approval: Reusable DART SWITCHING Catalyst 2950 and 2960 Series ROUTING Cisco SB 100 Series, 800 Series, 1800 ISR Series, 2821 Voice Bundles SECURITY PIX 501 Series Skus WIRELESS 1000 Series APs, 2006 WLAN Controller NOTE: Please see the Product Sku list for specific Sku(s) as not every Sku from the product family may be included in the program * SMB Flat Discount Program was launched on Aug 4 th Additional Skus were added effective Oct 10 th Program was extended to Jan 28 th 2006 US Channels Distribution Point Product Promotions Q1 FY’06

8 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential Agenda  SMB Programs Overview  SMB Flat Discount  SMB Icebreaker II  SMB Competitive Drive

9 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential SMB Icebreaker II – Modifications The product list eligible under the program has been modified Effective Date: October 10 th 2005 PRODUCT DELETION Catalyst 2950 Family Cisco 1800 ISR Family PRODUCT ADDITION Cisco 2800 ISR SKUs – CISCO2801-ADSL/K9, CISCO2801- HSEC/K9, CISCO2801-SEC/K9, CISCO2811-ADSL/K9, CISCO2811- HSEC/K9, CISCO2811-SEC/K9, CISCO2821-HSEC/K9,CISCO2821- SEC/K9

10 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential US Channels Distribution Point Product Promotions Q1 FY’06 Only valid for NEW SMB (<250) customers A customer is considered new account as long as they have not bought any Cisco products from one of the technologies included in the program. For example, a customer with Cisco switches only may use the promotion to purchase non- switching Cisco products, but cannot use the promotion to purchase Cisco switching products Valid for a single order purchase per end user not to exceed the program limit Cannot be used in conjunction with any other promotion Please see the complete Terms and Conditions Only valid for NEW SMB (<250) customers A customer is considered new account as long as they have not bought any Cisco products from one of the technologies included in the program. For example, a customer with Cisco switches only may use the promotion to purchase non- switching Cisco products, but cannot use the promotion to purchase Cisco switching products Valid for a single order purchase per end user not to exceed the program limit Cannot be used in conjunction with any other promotion Please see the complete Terms and Conditions SMB Icebreaker II Customer Acquisition Program FACT SHEET Discount: Up to 49% of GPL Timeframe*: Oct 10 th ’05 – Jan 28 th ’06 Target Market: SMB (<250) Deal Size: Max $25K of List Price Partners: Gold, Silver, Premier & Registered Approval: DART submission – MCO and PM SWITCHING Catalyst C3560, C3750, C4500, GBIC, SFP product families ROUTING Select Cisco ISR 2800 Series Skus SECURITY PIX-506E-BUN-K9 ASA5510-BUN-K9, ASA5510-AIP10- K9, ASA-SSM-AIP-10-K9 WIRELESS AIR-AP1131AG-A-K9 AIR-AP1232AG-A-K9 * SMB Icebreaker II Program was launched on Aug 4 th Sku list was modified effective Oct 10 th 2005.

11 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential Agenda  SMB Programs Overview  SMB Flat Discount  SMB Icebreaker II  SMB Competitive Drive

12 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential SMB Competitive Drive – Modifications Addition of skus to the program –Provide ability to cover wider competitive situations –Maintain a consistent product list with SMB Icebreaker II PRODUCT DELETION Catalyst 2950 Skus Cisco PIX 501 Skus PRODUCT ADDITION Catalyst C3560, C3750, C4500, GBIC, SFP product families Select Cisco ISR 2800 Series Skus PIX-506E-BUN-K9, ASA5510-BUN-K9, ASA5510-AIP10-K9, ASA-SSM-AIP- 10-K9 AIR-AP1232AG-A-K9

13 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential US Channels Distribution Point Product Promotions Q1 FY’06 This program applies to competitive situation only. The discount under this program is available ONLY in situations where specific products are competing either in a new bid or in a displacement opportunity at an account. Only valid for SMB (<250) customers Cannot be used in conjunction with any other promotion Please see the complete Terms and Conditions This program applies to competitive situation only. The discount under this program is available ONLY in situations where specific products are competing either in a new bid or in a displacement opportunity at an account. Only valid for SMB (<250) customers Cannot be used in conjunction with any other promotion Please see the complete Terms and Conditions SMB Competitive Drive Competitive Targeting FACT SHEET Discount: Up to 45% of GPL Timeframe: Oct 10 th ’05 – Jan 28 th ‘06 Target Market: SMB (<250) Deal Size: Max $25K of List Price Partners: Gold, Silver, Premier & Registered Approval: DART submission – MCO and PM SWITCHING Catalyst C3560, C3750, C4500, GBIC, SFP product families ROUTING Select Cisco ISR 2800 Series Skus SECURITY PIX-506E-BUN-K9 ASA5510-BUN-K9, ASA5510-AIP10- K9, ASA-SSM-AIP-10-K9 WIRELESS AIR-AP1131AG-A-K9 AIR-AP1232AG-A-K9 * SMB Competitive Drive Program was launched on Aug 4 th Sku list was modified effective Oct 10 th 2005.

14 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential Helpful URL’s External Links s/smb/partners_promotions_solution_SMBIcebreakerII.shtml s/smb/partners_promotions_solution_FlatDiscountProgram.shtml s/smb/partners_promotions_solution_CompetitiveDrive.shtml

15 © 2005 Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Cisco Confidential 15