Cisco ROS Sales Engagement Model ** Best if viewed in SLIDE SHOW MODE This presentation is an overview of the Cisco IP Communications. It was developed for enterprises with 500+ employees and is targeted to the CxO level. This presentation is intended to be general. We recommend customizing it for your audience as needed.

How does ROS differ in GTM? Cisco ROS vs. “Rest of” Cisco Presentation_ID © 2004, Cisco Systems, Inc. All rights reserved. 2 2 2

What is different from the rest of Cisco? Cisco ROS Customer interaction Largely project-based, cust. svc. as needed Generally weekly/daily interaction based on real-time network issues Partner involvement Largely partner self-service Requires significant involvement from Cisco ROS (currently) Pricing SKU’s via Global Price List Volume Variable List Price on Cisco ROS homepage Ordering Online ordering via CCO Manual (paper) ordering thru Cisco SAM or ros_orderdesk@cisco.com Fulfillment Semi-seamless back end process flow – minimal network detail required from customer Need for detailed information about network devices and relationship governance requires significant investment in service turn-up Billing 100% in advance Monthly based on actual number of devices serviced by ROS

How Do I Engage with Cisco ROS? Presentation_ID © 2004, Cisco Systems, Inc. All rights reserved. 4 4 4

Sales Process Flow Customer Partner/ Cisco Cisco ROS Initial presentation to customer Partner/ Cisco Identify Day 2 Services Opportunity Generate ROS Budgetary Quote Cisco ROS Leverage ROS local Service AM in first sales call with customer

Sales Process Flow Customer Partner/ Cisco Cisco ROS Initial presentation to customer Partner/ Cisco Identify Day 2 Services Opportunity Generate ROS Budgetary Quote Cisco ROS Leverage ROS local Service AM in first sales call with customer

Sales Process Flow Customer Partner/ Cisco Cisco ROS Final Order Initial presentation to customer Desire for ROS Initial Quote to Customer SOW/Contract Customer to sign Partner/ Cisco Identify Day 2 Services Opportunity Generate ROS Budgetary Quote Final Order: List Price to Customer SOW/Contract: ALL Ptnr Services + pass thru of T&C’s Launch IPT Pricing Tool: http://www.cisco.com/partner/services/remote_ops/docs/cros_pricing.xls Launch End-customer Contract Template ROS SAM assists in final pricing of service Cisco ROS Leverage ROS local Service AM in first sales call with customer Launch ROS SAM Coverage Map

ROS Selling Methodology Assumptions: WAN/LAN – Often have existing network devices in place IP Telephony – New deployment of voice infrastructure Security – Hybrid; some new, some existing Until sales makers are fully trained on value prop and technical specs… We strongly recommend putting ROS SAMs in front of customers

WAN/LAN Selling Methodology Day 2 services are: Stand-alone services to ease current DIY maintenance activities 24x365 service to improve network efficiency Allows existing personnel to focus on strategic initiatives Removes burden of managing “fire drills” Access to Cisco ROS expertise in resolving issues – Day 2 Services are our core competency Cisco managing Cisco technology

IPC Selling Methodology Incorporate ROS as integral component of IPC Solution Mandatory for successful operation of IPC technology Most customers currently lack expertise to manage converged environment Minimize fear for customer of supporting new technology Recommend against stripping out Day 2 services Risk of failure increases significantly DIY is much less effective, less efficient and much more expensive Utilize Cisco ROS DIY and TDM comparison tools

Security Selling Methodology For greenfield opportunity, follow IPC methodology For existing opportunity, follow WAN/LAN methodology Key to selling security management is the ability to keep up real time with security events Trained personnel Legislation – Sarbanes Oxley; Gramm-Leach-Bliley

(Cisco ROS) Cisco Remote Operations Services Sales Resources New England Steve Robbiano Service Account Manager 518.427.5207 office 518.322.8459 mobile srobbian@cisco.com North Central Kevin Boe Service Account Manager 773.695.8287 office 312.206.7135 mobile keboe@cisco.com Great Lakes & Global Financial Roger Hutton Service Account Manager 716.773.8922 office 716.490.0052 mobile huttonr@cisco.com North West Chuck Abendroth Service Account Manager 408.438.0476 mobile 408.448.4970 office abendrc@cisco.com New York Metro Greg McCreight Service Account Manager 917.847.1783 mobile mccreig@cisco.com West Dave Dragonetti Mgr, Service Account Manager 949-232-8200 mobile dragond@cisco.com East Don Muto Mgr, Service Account Manager 847.387.3039 office 847.366.5401 mobile dmuto@cisco.com South West Mid Atlantic Robert Sweeney Service Account Manager 760.438.8229 office 858.213.6352 mobile laurrobe@cisco.com Bob Binder Service Account Manager 856.986.9129 mobile binderr@cisco.com Federal Mike Lipnisky Service Account Manager 773.444.5021 office 847.915.9799 mobile lipnisk@cisco.com South Central South East David Dabbs Service Account Manager 727.540.1448 office 813.401.8189 mobile ddabbs@cisco.com Mike Lipnisky Service Account Manager 773.444.5021 office 847.915.9799 mobile lipnisk@cisco.com Christie Wieland Mgr, SAM 512-340-3344 office 512-801-6223 mobile wielanc@cisco.com Greg Jones Dir, CROS Sales 512.340.3453 office 512.801.3557 mobile gregjon@cisco.com Steve Kelley Mgr, Engagement Managers 512.340.3133 office 512.801.6729 mobile stekelle@cisco.com