Cisco Small and Midsize Business (SMB) Specialization September 2013 Entry Point into Cisco’s Partner Specialization Framework

Agenda Overview SMB Benefits Specialization Portfolio SMB Specialization: Support SMB Specialization: Profitability Review Next Steps Q & A

Cisco Small Midsize Business Specialization The program will evolve effective September 3, 2013. This change will capture several market and technology trends critical to our customer needs, and will position existing and future Cisco SMB Specialized Partners to succeed in the space. Cisco Small Midsize Business Specialization

Factors critical to SMB Development Program Purpose fit programs for partner/customer segment Focus Significant TAM in SMB Space High growth potential Quality Proven UC Solution Robust Architecture High Reliability Solutions Product positioning strong in Sub-250 space Competitively priced Partners Registered partners moving up Select Partner Recertifying Partners new to Cisco 4

Small and Midsize Business Specialization The SMB Specialization’s curriculum is now reformulated to mirror the architectural go-to-market strategy employed by Cisco’s advanced level specializations. This new design will position our SMB partners to sell strategically across all technologies. Borderless Networks, Collaboration, Data Center, and Services topics will headline the major training tracks.

Small Business Specialization Benefits Marketing Competitive Financial Recognized in Cisco Partner Locator Achieve Partner Branding through Cisco Select Certification Visit the Design Zone for tested designs and configurations Access to industry- leading product across routing, switching, security, collaboration, and other portfolios Financing for small businesses and channel partners Eligibility to sell Cisco Smart Care Service Participation in channel incentive programs Quarterly payments to qualifying partners based on VIP-Express track Program intelligence tools provide simplified enrollment and sales- tracking capabilities

Specialization Portfolio Architecture Collaboration Data Center Borderless Network IP NGN Technology Unified Computing Unified Fabric Wireless LAN Express Collaboration Security Small Midsize Business Specialization Express Foundation Routing & Switching Select Premier Premier / Advanced Master

Small Business Specialization Product Portfolio Borderless Networks Collaboration Data Center Campus LAN Access 100-500 / 2960-s / 3560- x / 3750-x/3850 SRP500 / RV Series Routers ISR 19xx /29xx /39xx Cisco Cloud-Managed Access Switches Cisco SA500 Series Cisco ASA 5500 Series Web and Email Security ISR-embedded security features Cisco Cloud-Managed Wireless Cisco Access Points Cisco Wireless LAN Controllers Cisco SMB Telepresence Cisco Webex UCS E-Series UCS C-Series Data Center Switching (Nexus 3000 series) Flexpod Express VSPEX Product Drilldown

SMB Specialization Curriculum E-Learning Training SMB Specialization Curriculum Online Exam AM 10 Hrs ENG 15 Hrs Cisco Story / Selling Strategically Value-added Selling 45 mts Services & Support TAC 15 mts SBSC 15 mts Partner Tools Cisco Tools / Resources for AM 45 mts Promotions/Incentives (NFR, TMP) 30 mts Services & Support TAC 15 mts SBSC 15 mts Partner Tools Cisco Tools / Resources for ENG 60 mts 1. Partnering with Cisco for SMB Sales Borderless Networks SMB Routing 45 mts SMB Switching 45 mts SMB Competitive Positioning 30 mts SMB Security 30 mts SMB Wireless 30 mts SMB Cloud Device Mgmt Overview 30 mts Collaboration Cisco Collab. for SMB (intro to ECS) 30 mts Cisco Webex Meeting Center 30 mts SMB TelePresence 30 mts Data Center Compute and Virtualization for AM 60 mts Data Center Switching for AM 30 mts Express Pod and VSPEX 60 mts Borderless Networks SMB Routing for ENG 90 mts SMB Switching for ENG 90 mts SMB Competitive Positioning 60 mts SMB Security for ENG 120 mts SMB Wireless 60 mts SMB Cloud Device Mgmt Overview 90 mts Collaboration Cisco Collab. for SMB (intro to ECS) 30 mts Cisco Webex Meeting Center 30 mts SMB TelePresence 30 mts Data Center Compute and Virtualization for ENG 90 mts Data Center Switching for ENG 60 mts Express Pod and VSPEX 60 mts 2. Cisco Architectures for SMB Sales SMB Solutions for Account Managers (700-505) SMB Solutions for Engineers (700-501)

SMB Cost to Specialize $ 160 10 Hrs $ 0 $ 80 $ 80 15 Hrs $ 0 $ 80 $ 80 SMB Team Training Training Cost Test Cost Total Investment Small and Midsize Business Specialization (SMB) 10 Hrs $ 0 $ 80 $ 80 AM 15 Hrs $ 0 $ 80 $ 80 EN Often asked what is investment, how many hours training and what are the exams, what is the ROI Set out here the total costs assuming $100 an hour for engineering time, typical cost of training (UCS tech training is classroom only, UFT can be done WBT currently) The total cost is $15k approx which makes it a viable investment if Partners are committed to developing businesss in this area We will always look for ways to reduce investment needed - if we can part fund training then can see this possibly being reduced down to $10k or less. Couple of offers available - our WW team are offering limited # seats on funded virtual classes, also 1st 500 Partners WW to start working on DC architecture Spec can qualify for $5k worth of learning credits or funding So that’s what it costs for a new partner to get UCT specialized or if you hold DCNI / DCSN today for you to add UCS and move into DC Arch 25 Hrs $ 160 $ 160

Products Support Profitability We offer you the broadest portfolio of small business products to help you meet your customers’ needs. Support We’re invested in your success. We offer you personalized support, tools, and training to help you sell and deliver solutions that build customer loyalty. Profitability We want to help you grow your bottom line with programs and incentives.

Cisco SMB Specialization: Support Get free support for presales questions Take advantage of the Partner Helpline and distribution sales support – two invaluable resources at your disposal. Access to free customized sales and reseller training Learn how to increase your ability to successfully sell, design and deploy Cisco solutions to SMBs with Partner Education Connection. Technical training – target new markets, customers and opportunities with advanced training and certifications

Cisco SMB: Profitability Cisco SMB Specialized Partners have access to a vast collection of cost-saving tools, product discounts, and profitability programs that can help them grow their business. Cisco SMB: Profitability

Cisco Small Business Advantage: Profitability Get on the fast track to discounts Respond quickly to customer requests and deliver the solutions they demand with the Cisco Fast Track program. This end-to-end program speeds availability and simplifies delivery and pricing. Earn more immediately Take advantage of Cisco VIP-Express – a profitability program that provides payments based on sales of Cisco Small Business and Commercial solutions. Partners can use these payments to invest in the growth of their Cisco practice or simply enhance their profitability. US and Canada partners using VIP-Express have a 14% higher bookings growth rate than non-enrolled partners. Co-branded marketing materials to drive revenues Take advantage of Partner Marketing Central, which provides free, customizable campaigns and marketing assets like direct mail and banner ads. “US and Canada partners using VIP-Express have a 14% higher bookings growth rate than non-enrolled partners.”

Cisco SMB Advantage: Profitability Access to the Select Resale Certification VIP-Express Eligibility to sell Cisco Smart Care Service Cisco Certified Partner Kit with sales tools, logos, guidelines, and information Co-branded marketing materials to drive revenues Take advantage of Partner Marketing Central, which provides free customizable campaigns and marketing assets like direct mail and banner ads. EasyLease financing for your customers By offering Cisco EasyLease* financing as part of your sales strategy, you can overcome common customer budget objections and enable your clients to acquire technology solutions based on their business needs, not their budget. (* Theatre-dependent) Additionally, the following profitability resources are available to you: Sales incentives and promotions on select Cisco products Classic Products NFR Program

Gain Market Differentiation Cisco is the worldwide leader in networking and communications. Partnering with Cisco provides you with industry recognition and a range of benefits to support you in building and sustaining a profitable SMB practice. Gain Market Differentiation

Access the Broadest Portfolio of Products in the Industry Cisco technology helps your customers connect their business to the world, secure it, and communicate more effectively using reliable, affordable options that fit their unique needs. Access the Broadest Portfolio of Products in the Industry

Increase Your Overall Profitability Cisco Small Business solutions help businesses become more productive and more profitable, providing a competitive edge. Take advantage of the vast collection of cost-saving tools, product discounts, and profitability programs that Cisco offers to help you grow your business. Increase Your Overall Profitability

SMB Partners: Getting Started Enroll and earn Reap immediate rewards with Value Incentive Program (VIP)-Express, the partner payment program designed to increase your profitability as you expand your business. Generate leads It’s easy to build an effective, customized campaign that drives business with Cisco Partner Marketing Central. New to Cisco? Sign up to be a registered partner today and start earning more with Cisco. www.cisco.com/go/register

Product Access Matrix Product access varies by Theatre. Rewards for product SKU’s are aligned most closely with the Fast Track family of VIP-Express. The products listed are those meant for resale by partners in the Small and Midsize Business Specialization. Higher-level products are intended for partners who have attained more advanced Specializations.