© 2004 Cisco Systems, Inc. All rights reserved. Commercial Channel Advisory Board 9 th -10 th Nov APAC Commercial Channel Advisory Board 2 Action Plan Jan’ 05

222 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 Selling IPT to Commercial Customers

333 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 FeedbackObjectiveAction PlanStatus Update 1. Trade in Programme on IPC  Enhance Partner’s Profitability on selling IPC with some incentive programmed  Win customer without Channel Conflict Removes the financing burden from the partners. Provide deals registrations protects for Partners’ leads and margins Program provided a new tool/message for Partners to bring to the customer  Implemented a new campaign called IPC Welcome.  This is a PBX take-out program which: - Uses Cisco Capital to buy- back the competitors’ PBX and phones - Complements the IPC Awareness Campaign to expedite the sales closing process  This holistic campaign targeted at partners and customers involving a mass media campaign, on-line webinars, partner co-brand collaterals, sales kit.  Targeted launch in FY05Q3.  Program to run in all countries where Cisco Capital operates: -Singapore -India -ANZ -Korea -Taiwan -HK -Malaysia Selling IPT to Commercial Customers

444 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 Cisco Services and Support

555 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 FeedbackObjectiveAction PlanStatus Update 1. Cisco SMB Support Assistant program  Lack of awareness of the SMB Support Assistant (SMB SA) program. Increase Awareness and Relevance of Cisco services in SMB  Launch SMB Support Assistant (SMB SA) program for APAC countries  Develop service communication toolkit  In Country launch of campaign with participating Resellers  Completed reseller roadshows in South Asia  Other similar events planned for other countries  New SMBSA Starter kit developed, will be available on Cisco website for downloading 2. Better access to Why Cisco Services? " Information  Core part of First phase of lifecycle, partner need to have clear view of all available competitive information Equip partners with knowledge to sell Cisco services better  Ensure appropriate content in available on Cisco external website for partners access  Leverage 360 degree website to reach out to partners  Finalising content on Cisco Technical Support Services user guide.  Additional content are being reviewed for external distribution Cisco Services and Support

666 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 FeedbackObjectiveAction PlanStatus Update 3. S2S simplified & extended across all PPDIOO stages  Bring Steps to Success (S2S) similar tools across the PPDIOO framework Focused on specific AT driven solution & possible verticals segment  Commercial sized focus solution current PPDIOO too complicated for Commercial Market Enable partner lifecycle services and drive advanced technologies in the commercial space  To develop a commercial version of the services stacks for commercial customers  2 top focus: Security and Voice.  In a format similar to "Step-To-Success" tool which is easy to comprehend and communicate  Working with Cisco Corporate to develop a lifecycle services commercial version for Security  A focus group will be formed to help in the validation of the framework. Cisco Services and Support

777 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 FeedbackObjectiveAction PlanStatus Update 4. Pricing Alignment  Premier Versus SI Service Pricing.  Cisco Confirmed that SIS98 EOL replaced by CSSP To achieve better alignment of services pricing between Tier 1 and Tier 2 in order to ensure competitiveness of Premier partners  EOL of SIS98  Launch CSSP for Gold and Silver partners  Launch of SMBSA for Tier 2 partners  EOL of SIS98 for Gold/Silver partners announced for APAC  General Availability of CSSP announced  General Availability of SMBSA announced, launched in key countries: -Singapore -Malaysia -Indonesia -Thailand -Philippines -Hong Kong -Taiwan  The rest of APAC countries are scheduled to launch SMBSA by May 2005 Cisco Services and Support

888 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 Channel Engagement and Resources: Commercial & SMB

999 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 FeedbackObjectiveAction PlanStatus Update 1. SDN Wave 1  Partner find the content useful and informative. Develop Integrated Channel and End User Demand Generation Programmes  Included Wave 2 Partner Q&A miscrosite and End User Demand Generation Launched.  During Q2, End User Demand Generation Phase II was being rolled out in Singapore, Thailand & Korea. India will be targeting to launch in Q3. 2. Lead Generation  Clear criteria on how leads are distributed to Resellers To achieve a clear transparency of understanding the distribution process.  Review lead distribution criteria with each country Commercial sales/marketing teams.  For each new Marketing Campaign Country teams to communicate lead distribution criteria with participating Resellers  In Progress to be completed in Feb  Ongoing from February Channels: Commercial & SMB

10 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 FeedbackObjectiveAction PlanStatus Update 3. KNET :  Lack of awareness in this program  Partner request for a one page simple page overview  Remote Lab: need to more awareness creation Expand AT training development coverage to 2-Tier Partners  Promote and drive Premier registration partners with CAM  32% of 1700 registration at KNET are from Premier Partners. Channels: Commercial & SMB

11 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 FeedbackObjectiveAction PlanStatus Update 4. Appropriate SMB Products  Cisco need to create the “right” products with the appropriate price/value trade-off for customers Introduce products tailored to Commercial & SMB space  “Corporate” is actively working new product development for Commercial customers, including both new hardware and software functionality  New SMB focus Foundation Technology products will be introduce in Q3 FY05, detail update will be release in Feb.  Additional Advance Technologies products will be introduce in next 6 months. 5. Partner Profitability  Cisco need to consider the protection of partners’ profitable interesting on hunting new customers, programmatically. To provide incentives for partners that actively, develop, and close new business opportunities.  Launch Opportunity Incentive program (OIP) Pilot in Malaysia in FY05Q1  Open to Gold Silver, Premier & Registered Partners  Provide a 5% backend rebate on new opportunity deal.  In progress to launch the following countries in Q3 FY05: -Singapore -Vietnam -India Channels: Commercial & SMB

12 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c1 FeedbackObjectiveAction PlanStatus Update 7. Marketing Awareness  Increased marketing to drive relevance of networking in SMB space To enable SMB Partners’ in Marketing support  SMB Partner Sales kit developed to equip partners with sales tools and information to target the SMB market.  Co-branded with SMB Class solutions an direct mailers available for partners to sent out to customers.  All CCAB members will receive the first preview of this Sales Kit.  Direct mailing will be sent within the month of Jan.  Partners will be able to leverage on their countries’ JMF dollars to co-funds the future printing for their own usage Channels: Commercial & SMB

13 © 2004 Cisco Systems, Inc. All rights reserved. 9584_04_2004_c113 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID