Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 1 Cisco Sales Collaboration Platform Partner Introduction Speaker Name Speaker Title Date Helping Partners Take the Lead

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 Agenda Overview of Cisco Sales Collaboration Platform Roll-out Plan Participation and Next Steps Q&A © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 Features and Benefits

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3 What is Cisco Partner-Led? © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3 A scalable go-to-market model which empowers and rewards Cisco Partners to lead customer engagements in Mid Market and SMB.

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4 The Cisco Sales Collaboration Platform is new global infrastructure that provides an integrated process from sharing leads, prospects and customer intelligence through deal creation in Cisco Commerce Workspace (CCW).

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5 Acceleration Through Collaboration Engage With Customer and Update Accept and Assign to Sales Rep Convert to Deal - CCW Integration Close Business Receive Leads and Prospects Lead and Prospect Management Early Opportunity Engagement Customer Intelligence Joint Progress Tracking One-Click to CCW Target Prospects Uncovered Accounts Partner Provided Leads Cisco Provided Leads Cisco Sales Collaboration Platform

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6 Key Partner Benefits Helping Partners Take the Lead Target Prospect Engagement focus on high-potential accounts Target Prospect Engagement focus on high-potential accounts Early Visibility of Opportunities for early account engagement Early Visibility of Opportunities for early account engagement Customer Intelligence increase win rate, expand deal size, reduce cost of sale Customer Intelligence increase win rate, expand deal size, reduce cost of sale Lead and Prospect Management improved business visibility Lead and Prospect Management improved business visibility Joint Progress Tracking improved sales planning and resource management Joint Progress Tracking improved sales planning and resource management One-Click Convert to Deal simpler process, less data entry One-Click Convert to Deal simpler process, less data entry

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7 Agenda Overview of Cisco Sales Collaboration Platform Roll-out Plan Participation and Next Steps Q&A © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7 Features and Benefits

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8 Global Phased Roll-Out Gradual On-boarding of Partners Worldwide – as determined by Cisco Regions Lead and Prospect Management May 2012 Other device integration and further enhancements 2013 Customer Intelligence and additional CCW integration Sept -Nov 2012 Business process varies by Region. Speak to your Cisco Sales contact

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9 Platform Users/Partner Two Sales Collaboration user types Enrolls your company in the Platform. Grants access to other employees and contacts. Responsible for accepting or rejecting leads and prospects for your company. Assigns leads and prospects to your PSRs. Enrolls your company in the Platform. Grants access to other employees and contacts. Responsible for accepting or rejecting leads and prospects for your company. Assigns leads and prospects to your PSRs. Partner Admin (PA) Sales people at your company. Accept/reject, and update leads and prospects in the Platform. Enter deals in Cisco Commerce Workspace (CCW). Sales people at your company. Accept/reject, and update leads and prospects in the Platform. Enter deals in Cisco Commerce Workspace (CCW). Partner Sales Rep (PSR) Partner Admin can also perform the role of the PSR Engage With Customer and Update Accept and Assign to Sales Rep Convert to Deal - CCW Integration Close Business Receive Leads and Prospects Lead and Prospect Management Early Opportunity Engagement Customer Intelligence Joint Progress Tracking One-Click to CCW Target Prospects Uncovered Accounts Partner Provided Leads Cisco Provided Leads

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10 Agenda Overview of Cisco Sales Collaboration Platform Roll-out Plan Participation and Next Steps Q&A © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10 Features and Benefits

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11 Target Prospects Sales Collaboration Cisco will identify and upload high potential account lists, with Customer Intelligence (CI) where available. Cisco will identify and upload high potential account lists, with Customer Intelligence (CI) where available. Partners can create Target Prospect lists to enable improved collaboration with Cisco Sales Partners can create Target Prospect lists to enable improved collaboration with Cisco Sales Partner assigns Sales Rep, engages with customer and converts to Deal in CCW. Partner assigns Sales Rep, engages with customer and converts to Deal in CCW. An account that, based on intelligence and analytics, has a high potential to generate sales opportunities for one or more technologies or solutions. Partner Benefits Allocate your sales resource to high-potential accounts, engage early with the customer, track progress. Engage With Customer and Update Accept and Assign to Sales Rep Convert to Deal - CCW Integration Close Business Receive Leads and Prospects Lead and Prospect Management Early Opportunity Engagement Customer Intelligence Joint Progress Tracking One-Click to CCW Target Prospects

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12 Engage With Customer and Update Accept and Assign to Sales Rep Convert to Deal - CCW Integration Close Business Receive Leads and Prospects Lead and Prospect Management Early Opportunity Engagement Customer Intelligence Joint Progress Tracking One-Click to CCW Partner Provided Leads Cisco Provided Leads Leads Sales Collaboration Cisco will upload leads to the Platform. Cisco will upload leads to the Platform. Partner assigns Sales Rep, engages with customer and converts to Deal in CCW. Partner assigns Sales Rep, engages with customer and converts to Deal in CCW. From November 2012: From November 2012: Leads may have Cisco CI attached to them (varies by Region). Partner can upload own Cisco leads. An account that has expressed an interest in a Cisco solution, and that is qualified by Cisco, a vendor, or a partner to have budget, need, and timeline. Partner Benefits Simpler, two-way lead sharing and progress tracking, easier conversion to Deal.

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13 Uncovered Accounts Sales Collaboration From November 2012 partners will see Uncovered Accounts on the Platform From November 2012 partners will see Uncovered Accounts on the Platform CI and links to marketing plays may be attached. (Varies by region.) CI and links to marketing plays may be attached. (Varies by region.) Partner assigns Sales Rep, engages with customer and converts to Deal in CCW. Partner assigns Sales Rep, engages with customer and converts to Deal in CCW. An account that, based on intelligence and analytics, has little or no Cisco purchase history but has potential for a specific technology or solution. Partner Benefits Incremental new business opportunities, engage early with the customer, track progress. Engage With Customer and Update Accept and Assign to Sales Rep Convert to Deal - CCW Integration Close Business Receive Leads and Prospects Lead and Prospect Management Early Opportunity Engagement Customer Intelligence Joint Progress Tracking One-Click to CCW Uncovered Accounts

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14 Customer Intelligence (CI) Sales Collaboration CI may be attached to Target Prospects, Uncovered Accounts and Leads* (varies by Regions) CI may be attached to Target Prospects, Uncovered Accounts and Leads* (varies by Regions) Partners can view CI for their Cisco customers as well as Uncovered Accounts to help identify new opportunities Partners can view CI for their Cisco customers as well as Uncovered Accounts to help identify new opportunities CI availability will vary by region. Speak to your Cisco sales contact. CI availability will vary by region. Speak to your Cisco sales contact. *Leads from November 2012 Customer information based on an analysis of installed base data and intelligent predictive models. Includes (1) estimated wallet size - potential technology spend, (2) the prospect’s propensity to buy technologies or solutions, and (3) sales alerts with related marketing campaigns. Partner Benefits ncrease win rate, expand deal size, reduce cost of sale Improved sales strategy to increase win rate, expand deal size, reduce cost of sale Engage With Customer and Update Accept and Assign to Sales Rep Convert to Deal - CCW Integration Close Business Receive Leads and Prospects Lead and Prospect Management Early Opportunity Engagement Customer Intelligence Joint Progress Tracking One-Click to CCW Target Prospects Uncovered Accounts Partner Provided Leads Cisco Provided Leads

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15 Agenda Overview of Cisco Sales Collaboration Platform Roll-out Plan Participation and Next Steps Q&A © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15 Features and Benefits

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16 Participation and Next Steps Your Cisco sales contact will support you during onboarding: To identify and enroll your users To identify and enroll your users Training – from Enrollment to using the Platform Training – from Enrollment to using the Platform Ensuring Target Prospects and/or Leads are available for you in the Platform Ensuring Target Prospects and/or Leads are available for you in the Platform Ongoing engagement during the sales cycle Ongoing engagement during the sales cycle Joint tracking and reviews Joint tracking and reviews Download resources at: Download resources at:

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 Participation and Next Steps Two Sales Collaboration user types Enrolls your company in the Platform. Grants access to other employees and contacts. Responsible for accepting or rejecting leads and prospects for your company. Assigns leads and prospects to your PSRs. Enrolls your company in the Platform. Grants access to other employees and contacts. Responsible for accepting or rejecting leads and prospects for your company. Assigns leads and prospects to your PSRs. Partner Admin (PA) Sales people at your company. Accept/reject, and update leads and prospects in the Platform. Enter deals in Cisco Commerce Workspace (CCW). Sales people at your company. Accept/reject, and update leads and prospects in the Platform. Enter deals in Cisco Commerce Workspace (CCW). Partner Sales Rep (PSR) Partner Admin can also perform the role of the PSR Engage With Customer and Update Accept and Assign to Sales Rep Convert to Deal - CCW Integration Close Business Receive Leads and Prospects Lead and Prospect Management Early Opportunity Engagement Customer Intelligence Joint Progress Tracking One-Click to CCW Target Prospects Uncovered Accounts Partner Provided Leads Cisco Provided Leads

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