© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 1 © 2011 Cisco and/or its affiliates. All rights reserved. Strategic Upselling with Cisco Brian Avery, Cisco Partner Development Manager To join the audio portion, enter a call- back number in the Audio Conference dialog box. Cisco Quick Hit Briefing Alternatively, you can call into the meeting by dialing: 1. Toll-Free: (866) Enter Meeting ID: Press “1” to join the conference.

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 Brian Avery Partner Development Manager Priors: President and CEO (6 yrs) Cisco Premier Partner Director of Sales (2 yrs) Cisco Silver Partner Financial Analyst (7 yrs) Sprint Corporation Agenda  Introduction  Quick Hit Overview  Evolution of Technology, The Power of Cisco: Design  Strategic Upselling Tips  Switching  Routing  Wireless  Security  Collaboration  Datacenter  Resources  Don’t Lose Alone: Who Is My Cisco Rep?  Resources, Wrap-Up, Q&A

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3 A weekly partner briefing series designed for Cisco Commercial Territory partners Concise, relevant updates on: Cisco products and solutions Partner programs and promotions Partner Enablement – Demand Generation, Selling Skills, Closing Tools, etc. Next Quick Hit Briefing: “Business Edition 6000 Deep Dive” Thursday April 11 th, 9:30 ET 0&RT=MiMxMQ%3D%3D

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4 © 2011 Cisco and/or its affiliates. All rights reserved. 4 Would You Like Fries With That? Strategic Upselling with Cisco Brian Avery – Partner Development Manager

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5 Customer walks into McDonald’s for lunch, asks for a Quarter Pounder with Cheese Associate says “Would you like fries and a drink with that?” “We also have a special! Two Apple Pies for $1” Associate converts a $2 sale into an $8 sale!

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6 Evolution of Technology

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7 And people were happy and life was good.

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8 And people liked it and wanted more. So…

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9 And now… Today’s Network Phone Phone + Computer Phone + Computers Phone + Computers + Switch Phone + Computers + Switch + Server Phone + Computers + Switch + Server + Router Phone + Computers + Switch + Server + Router + Firewall Phone + Computers + Switch + Server + Router + Firewall + Wireless Phone + Computers + Switch + Server + Router + Firewall + Wireless + VPN Phone + Computers + Switch + Server + Router + Firewall + Wireless + iPads + ? # of different technology products Years

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10 SwitchingRoutingSecurityWirelessVoice Cisco HP Dell 3Com Dlink NetGear Linksys Cisco 3Com Juniper Huwai Adtran Cisco Watchguard Sonicwall Axis Checkpoint NetGear Dlink Linksys Cisco 3Com NetGear Dlink Aruba Cisco Nortel Avaya Mitel Siemens Shoretel Samsung Panasonic Toshiba Intertel Comdial NEC Alcatel Average of 5 to 7 technology products in a typical business network!

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11 =  Reliability challenges  Inconsistent warranties  Higher maintenance costs  No single point of support  Basic level of integration

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12 Cisco Confidential © 2011 Cisco and/or its affiliates. All rights reserved. 12 The Power of Design

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15 Core and Datacenter Wireless and Mobility Security Unified Communications Collaboration and Video Cisco is the only vendor to offer a highly integrated, consistent, scalable solution

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16 Cisco Confidential © 2011 Cisco and/or its affiliates. All rights reserved. 16 Strategic Upselling

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 Switching - Upselling Opportunity “Can you get me a quote for some new network switches?” Recommendations Questions  Are you interested in gigabit switching?  Are you planning any phone system upgrades?  Do you have a need for wireless in your facility?  Are you subject to PCI compliance?  Are you concerned about uptime, scalability?  Power over Ethernet switching  Addition of wireless controller and APs  Unified Communications Upgrade  Gigabit Ethernet, Stackability, Redundant Power options, chassis based switch vs. rack mount  TrustSec – local network security Why Cisco  Catalyst is #1 switch line (72% share)  Most comprehensive switch line  Lifetime warranties with advance hardware replacement  Full support for IPV6, Energywise More   Switching Resources for Partners Switching Resources for Partners  Partner Helpline  Competitive Information Competitive Information

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18 Routing - Upselling Opportunity “Can you get me a quote for some new routers?” Recommendations Questions  Are you concerned about WAN performance?  Are you planning to replace your phone system in the next 18 months?  Are you planning to deploy video in the future?  Are you concerned about network security?  Are you concerned about uptime, scalability?  ISR G2 Router Upgrade  Upsell to Security Bundles  Upsell to Voice (SRST) Bundles  Gigabit Ethernet switch modules  Content Security Engine modules for content security  Medianet to optimize bandwidth and video performance  Service Ready Engine (SRE) modules support virtual servers in routers Why Cisco  Cisco makes #1 router (55% share)  Most advanced and broadest line  Multi-service platforms support routing, security, voice and video  New SRE modules for virtualization More   Routing Resources for Partners Routing Resources for Partners  Partner Helpline  Competitive Information Competitive Information

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19 Wireless - Upselling Opportunity “I need to get a new access point.” Recommendations Questions  Do you currently run wireless and is it n?  Are your employees asking for access from mobile devices (iPads, etc)  Would you like to offer guest access?  How do you manage your wireless network today?  Are you familiar with the security risks over wireless?  Addition of wireless controller with APs  CleanAir for high interference  Cisco Anyconnect for wireless security  Network Control System (NCS) for unified management (wired, wireless, security)  n access points!  Power over Ethernet switching  BYOD Smart Solution Why Cisco  Aironet is #1 wireless (51% share)  Clean Air, Videostream, Clientlink, Mesh, Controller  Unified Management wireless, security with NCS More   Wireless Partner Resources Wireless Partner Resources  Partner Helpline  Competitive Information Competitive Information

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20 Security - Upselling Opportunity “I need to replace my firewall.” Recommendations Questions  Do you have mobile or remote users?  Do you currently have a wide area network?  Are you concerned about content security and web threats?  Do you want to limit access to web content and social media?  Do you have a wireless network?  ASAs provide solid security foundation  AnyConnect clientless VPN for remote and mobile users!  VPN to enable secure site to site  Scansafe – cloud based content security and threat protection  Web Security Appliance – Anti- spam, anti-virus, web and social media controls  ISE – Identity Services Engine Why Cisco  Most comprehensive security solution  Manage all security via one interface  AnyConnect + Scansafe for mobility  Best in class Web+Content Security  #1 in Security (31% share) More  No naked ASAs – Upselling GuideUpselling Guide   Security Resources for Partners Security Resources for Partners  Partner Helpline

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21 Collaboration - Upselling Opportunity “I’m looking to get a new phone system.” Questions  Do you have employees who work part-time or full-time away from the office?  Are you interested in presence and instant messaging communication to stay in touch?  Are missed calls and voic tag a challenge?  Do you have groups of employees who answer calls?  Do you have multiple offices?  Cisco Unified Communications  Single Number Reach, Integrated Messaging  Multisite connectivity  Virtual Contact Center  Redundancy, virtualization  Cisco Jabber for smartphone, desktop integration, presence and IM  WebEx and Telepresence for collaboration and video Why Cisco  Cisco makes the #1 phone system with 37% market share - 95% of the Fortune 500 use Cisco phones  The ONLY single vendor solution  50,000,000 phones sold to date! More  Business Edition 6000 Business Edition 6000   Collaboration Resources for Partners Collaboration Resources for Partners  Competitive Information Competitive Information Recommendations

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22 Datacenter - Upselling Opportunity “Can you quote me a new server?” Questions  How many servers do you have or plan to deploy in the future?  Are you using or considering storage networking?  Have you thought about server virtualization?  Did you know that Cisco makes servers and is the #2 server vendor in the world?  Are you concerned about business resiliency?  Cisco Unified Computing  Innovative x86 rack and blade servers with accelerated memory and storage networking ASICs  Reduced cost of network connectivity, power, and cooling  Designed for redundancy, virtualization with EMC, NetApp, vmWare and Citrix  70 world record benchmarks, 50% of the Fortune 500 Why Cisco  Cisco makes the #2 blade server platform in the world – in just 3 years!  Cisco is the leader in datacenter networking and UCS integrates x86 processing into this architecture More  Cisco Unified Computing Cisco Unified Computing  UCS Acceleration Partner Playbook UCS Acceleration Partner Playbook  UCS Resources for Partners UCS Resources for Partners  Competitive Information Competitive Information Recommendations

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23 0% 20% 40% 60% 80% 100% Digital Video: IPTV 65 % Cisco/SA 0% 20% 40% 60% 80% 100% Switching: Modular/Fixed Cisco/SA 72 % 0% 20% 40% 60% 80% 100% 0% 20% 40% 60% 80% 100% Security Cisco Security 31 % 0% 20% 40% 60% 80% 100% Voice Cisco 38 % 0% 20% 40% 60% 80% 100% Wireless: LAN Cisco 51 % 0% 20% 40% 60% 80% 100% Storage: Area Networks Cisco 43 % 0% 20% 40% 60% 80% 100% Routing: Edge/Core/Access Cisco 55 % 100% 0% 20% 40% 60% 80% Networked Home Linksys 24 % 0% 20% 40% 60% 80% 100% Web Conferencing Cisco/WebEx 39 % Market Share Leadership

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24 Don’t Lose Alone: Who is My Cisco Rep?

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25 Enterprise Select Mid-Market 250 – 1500 employees Geo 1 – 250 employees Mid-Market 250 – 1500 employees Named Accounts Joint Engagement Cisco-Partner Geo 1 – 250 employees Named and non- named accounts Partner-Led Teaming with Cisco

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26 If the tool returns, no result, it is non-named!

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27 Primary e-Commerce tool for Cisco/Partner interaction Register deals, whether or not you order directly from Cisco Quote, configure, and order products, software, and related service Not-for-Resale (NFR) special pricing requests Training:

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28 Goal – Provide incentives for partners that actively identify, develop, and close new business through deal registration Program Requirements  All Cisco Certified Partners  All technologies and markets  Partner Driven, Incremental Opportunities  Qualification necessary pre RFx  Qualification requires customer meeting  Approval requires BOM upload  Minimum Deal: $10,000 List product (Min 1st order $5k list) Program Benefits  Rewards partners for bringing net new business to Cisco  Provides partner differential on approved opportunities  Streamlined OIPs for Commercial and Public Sector sub 50K list  Awarded very early on in an opportunity & valid for 6 months from qualification & eligible for renewal Program Details  Fixed Discount off List Price on eligible products -UCS up to 65% -Desktop Virtualization up to 62% -Legacy Tandberg up to 58% -Catalyst Switching up to 52% -HW up to 50% -SMB up to 45% -SMARTnet up to 25%  Registration Valid for 6 months from qualification and eligible for renewal  One registration per opportunity  OIP may include TMP/trade- in

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29 Examples: UCS New Account Breakaway Mid-Market Collaboration Promotion BYOD Smart Solution Try and Buy Program for and Web Security Cisco UC 9 & 3 Upgrade Offer For more:

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30 Resources, Wrap-Up, Q&A

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32 Cisco BYOD Smart Solution The Cisco BYOD Smart Solution delivers a superior solution to the bring-your- own-device (BYOD) trend: unified policy for highly secure access, an uncompromised user experience, and simplified operations for IT. Flexible configuration options, integrated and validated by Cisco, help you to meet the needs of your customers reliably and profitably. Cisco BYOD Smart Solution (general resources for the BYOD Smart Solution) Cisco BYOD Smart Solution Cisco BYOD Smart Solution for Enterprise Customers (resources specific to the enterprise solution) Cisco BYOD Smart Solution for Enterprise Customers Cisco BYOD Smart Solution for Midsize Customers (resources specific to the midsize solution) Cisco BYOD Smart Solution for Midsize Customers

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33 Smart Business Architecture for Midsize Organizations Smart Business Architecture Helps you increase sales and profitability, and service customers with networks of 100 to 1,000 users. Use it to solve any problems with: Accelerating the process of designing, quoting, and ordering solutions Simplifying network deployments and freeing up senior level engineers Selling complete solutions by positioning architectures rather than point products Clearly articulating a complete solution of products, services, and your professional services

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 34 Cisco Desktop Virtualization Infrastructure (VXI) Smart Solution Combining Cisco data center, network, and collaboration technologies with services and an industry-leading partner ecosystem, the Cisco VXI Smart Solution increases the business efficiency, productivity, and agility of your customers Cisco VXI Smart Solution (general resources for the VXI Smart Solution) Cisco VXI Smart Solution Cisco VXI Smart Solution with Citrix (resources specific to the Citrix solution) Cisco VXI Smart Solution with Citrix Cisco VXI Smart Solution with VMware (resources specific to the VMware solution) Cisco VXI Smart Solution with VMware

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 35 New Marketing Materials for Upsell, Migrate and Cross-Sell Opportunities Is Your Network Ready for Unified Access? Is Your Network Ready for Next Generation Services in the Campus and Data Center? Is Your Data Center Secure? mktg_plays.html#~Plays mktg_plays.html#~Plays

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 36 Easy-to-use online resource designed for your account managers and sales engineers. Created to assist you with becoming more productive, knowledgeable and competent in selling Cisco solutions

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 37 New desktop app for partners Simplify Cisco’s value proposition and allow sales reps to access prospecting information Download it today

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 38 Collaboration Expert Selling Tool Cisco Collaboration Expert is a mobile sales tool for Cisco partner AMs. Cisco Collaboration Expert contains video demonstrations of Cisco's Collaboration portfolio including solutions including: Cisco Business Edition Cisco Jabber Cisco WebEx Cisco Telepresence and many more. IOS - expert/id ?mt=8https://itunes.apple.com/us/app/cisco-collaboration- expert/id ?mt=8 Android - ket&hl=en ket&hl=en

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 39 dCloud is a virtual demonstration service that allows you to conduct, customize, and share demonstrations anywhere, at anytime. Demo a wide variety of scripted Cisco solutions and products with optional endpoint equipment at tradeshows, on customer sites, in Cisco offices, or virtually. Demonstrations offer administrative access for complete customization of the demonstration scenarios and environment.

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 40

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 41 Self-service e- Commerce marketing engine for partners Campaigns Events Customized Marketing Activities Marketing wallet

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 42 Cisco Authorized Distributors D&H, (800) Opt 4,x6630 Ingram Micro, (800) x24041 Scansource, (800) Tech Data, (800) x77776 Comstor (877) x51131 Avnet, KBZ, Visitec, TelcoBuy For more information, visit the Cisco Distributor LocatorCisco Distributor Locator

© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 43 Let’s go sell something.