1. How to Grow and Win Across the Customer Lifecycle with Software

2. Purpose Provide an overview of the Cisco Software vision and Cisco ONE software. Understand the advantages offered by the Cisco ONE model over the traditional software model. Highlight the selling points of Cisco ONE software. Audience Sales Teams Partners About the Cisco ONE Introduction Training 2 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

3. 3 It’s Time for Software 3 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

4. 4 VS Then Now

5. 5 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco Software Strategic Principles Everything Cloud Ready Customer Experience First Simple and Open Consumption Flexibility

6. WhatWhereHow CollaborationSecurity Application Foundations Data and Analytics Transactional Perpetual | Subscription Volume Based Enterprise Agreements Intercloud Network, Compute, Storage (Cisco ONE Software) Cisco Enterprise Software Model

7. What CollaborationSecurity Application Foundations Data and Analytics Network, Compute, Storage (Cisco ONE Software) Network, Compute, Storage (Cisco ONE Software) What Cisco Enterprise Software Model: Enabling Customer Outcomes Collaboration Application Foundations Data and Analytics Security Network, Compute, Storage (Cisco ONE Software) WhereHow Transactional Perpetual | Subscription Volume Based Enterprise Agreements Intercloud

8. Where Intercloud Cisco Enterprise Software Model: Enabling Flexible Deployment What CollaborationSecurity Application Foundations Data and Analytics Network, Compute, Storage (Cisco ONE Software) How Transactional Perpetual | Subscription Volume Based Enterprise Agreements

9. How Transactional Perpetual | Subscription Volume Based Enterprise Agreements WhatWhere CollaborationSecurity Application Foundations Data and Analytics Intercloud Network, Compute, Storage (Cisco ONE Software) Cisco Enterprise Software Model: Enabling Flexible Consumption

10. 10 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco ONE A More Valuable and Flexible Way to Consume Cisco Infrastructure Software

11. 11 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco ONE A More Valuable and Flexible Way to Consume Cisco Infrastructure Software

12. 12 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Data Center AccessWAN Cisco ONE Software Across the Infrastructure WWW Applications and Services Physical and Virtual Infrastructure Cisco ONE

13. 13 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco ONE Software Suites are Aligned with Customers’ Investment Areas Uncompromised Security Security Embedded in Cisco ONE Solution Where are Your Customers Investing? WANCloudMobility Cisco ONE for DC/CloudCisco ONE for WANCisco ONE for Access

14. 14 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Includes All Key Software Components to Enable Your Customer’s Journey Opportunity for You to become a Solution Lifecycle Advisor to Customers Cisco ONE Advanced Security Cisco ONE Advanced Application Cisco ONE Foundation Cisco ONE Software – A Better Way to Sell Solutions Cisco ONE Software Suites Are In Lock-step With Customers’ Solution Journeys Security Embedded in Cisco ONE Solution Cisco ONE for DC/CloudCisco ONE for WANCisco ONE for Access

15. 15 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Solution Selling is More Profitable for Partners *Dec 2014 Cisco Sponsored Profitability Study done by Global Touch Inc Most Profitable Partners* Sell Solutions -2014 Cisco Partner Profitability Study -2900 Partners Feedback -74% of Total Gold, Silver, Premier Partners Expanded deal size Increased services revenues and margins Increased complementary Products Sold Cisco ONE is Solution Selling

16. 16 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential * Typical range across customer deals. Economics will vary by deal. Cisco ONE Momentum 3300+ Customers 1035+ Customers 15% initial deal uplift* hardware, software & services 30% uplift on software applications* 2X software footprint resulting in competitive displacement 16 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

17. 17 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 Land Adopt Expand Software Features Renew Software Partner Practice Transformation

18. 18 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential A La Carte, Separately Priced Features Software Licenses Tied to Hardware Perpetual for the Life of the Device Traditional Model 100 s Software Solution Suites License Portability Access to Ongoing Innovation Perpetual, Subscription and ELAs Cisco ONE 3x3 Cisco ONE Software Suite A New Way for Partners to Sell Cisco Infrastructure Software Larger Deal Sizes Higher Rebates Partner Benefits Land

19. 19 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Threat Defense Voice and Video Services Secure Internet Connected Branch Hybrid Connectivity, Optimize Spend Automation of Configuration & Mgmt Prioritized Apps, Improve Experience Maximize WAN Utilization $ Consistent Collaboration Experience Advanced Security Cisco ONE Foundation for WAN Cisco ONE WAN Collaboration Cisco ONE Advanced Security Land Customers’ WAN Solution Journey

20. 20 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Wireless Intrusion Prevention Connect, Secure, Manage Configuration and Mgmt Advanced Security Cisco ONE Foundation for Wireless Cisco ONE Advanced Mobility Services Cisco ONE Advanced Security Converge Wired and Wireless Enterprise Class Wi-Fi Identity Based Access, Foundational Security Personal Experience Location Based Analytics Location Based Mobile Apps Land Customers’ Mobility Solution Journey

21. 21 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Threat Defense Build Private Cloud Network Physical Virtual Automate Compute Self Service Catalog Policy Based Automation Build Hybrid Cloud Advanced Security Cisco ONE Foundation for Compute Cisco ONE Enterprise Cloud Suite Cisco ONE Advanced Security Compute Physical Virtual Storage Land Customers’ Cloud Solution Journey Automate Self Service Catalog Infrastructure Automation Workflow Automation

22. 22 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential WANAccess WANSwitchingWirelessNetworking Threat Defense for Data Center Threat Defense for WAN Identity Services for Access Advanced Security Data Center Fabric WAN Collaboration Campus Fabric Advanced Mobility Services Advanced Application Foundation for Networking Foundation for Switching Foundation Foundation for WAN Foundation for Wireless Cisco ONE Software Suites Compute Foundation for Compute Enterprise Cloud Suite Data Center Land

23. 23 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential New Network Infrastructure Refresh Old Equipment Large SMARTnet Renewals Feature Relevant Events Customer Events Land Customer Profiles Purchased 1 or 2 features in the Suite Purchased Suite features from Cisco and competitors Cisco ONE Software: Sales Sweet Spots Option 1

24. 24 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco ONE Software: Sales Sweet Spots Customer ProfilesCustomer Events New Network Infrastructure Refresh Old Equipment Large SMARTnet Renewals Feature Relevant Events Option 2 Purchased 1 or 2 Features in a Suite Purchased Suite Features from Cisco and Competitors Land

25. 25 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential A La Carte, Separately Priced Features Software Licenses Tied to Hardware Perpetual for the Life of the Device 100 s Software Solution Suites License Portability Access to Ongoing Innovation Perpetual, Subscription and ELAs 3x3 Cisco ONE Software Suite A New Way for Partners to Sell Cisco Infrastructure Software Larger Deal Sizes Higher Rebates Land Pull-Through and Refresh Drive Usage with Prof. Svcs Adopt Traditional ModelCisco ONEPartner Benefits

26. 26 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential WANAccessData Center WANSwitchingWirelessNetworking Threat Defense for Data Center Threat Defense for WAN Identity Services for Access Data Center Fabric WAN Collaboration Campus Fabric Advanced Mobility Services Foundation for Networking Foundation for Switching Foundation for WAN Foundation for Wireless Cisco ONE For Data Center Updates Compute Foundation for Compute Enterprise Cloud Suite Adopt Access to Ongoing Innovation UCS Performance Manager & ICFB Now Available Compute Foundation for Compute Enterprise Cloud Suite Advanced Security Advanced Application Foundation

27. 27 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential A La Carte, Separately Priced Features Software Licenses Tied to Hardware Perpetual for the Life of the Device 100 s Software Solution Suites License Portability Access to Ongoing Innovation Perpetual, Subscription and ELAs 3x3 Larger Deal Sizes Higher Rebates Land Cisco ONE Software Suite A New Way for Partners to Sell Cisco Infrastructure Software Pull-Through and Refresh Drive Usage with Prof. Svcs Adopt Expand Protect Customer Commitment Elevate the Conversation Traditional ModelCisco ONEPartner Benefits

28. 28 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Offer Single list price SKU Software solution suite Single device/user Cisco ONE Software Buying Model Legal agreement Entitlements across offer catalogs Broad / Enterprise-wide purchase Enterprise Agreement (ELA) How What Expand Expand The Sale With Buying Models

29. 29 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential “ “With the Advantage model in place and how it enables a truly flexible consumption model, we’ve secured Cisco’s solutions as preferred over those of our competitors. This will enable us to grow annual bookings by 300%.” Paul Verkuyl Account Manager Deal Summary Digitize Toronto’s public transit network over the next 3 years Total deal size: $1.1M (CAD) including Cisco ONE and Application Foundations IBM Canada, Gold Partner Cisco ONE Advantage Buying Model Win Expand

30. 30 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Your one source for training on how to sell and manage your Cisco ONE Software opportunity Cisco ONE Software 1 OVERVIEW 2 ARCHITECTURE BUNDLES 3 SELLING MOTIONS 4 SALES RESOURCES LEADERBOARD 4 3 2 1 www.cisco.com/go/ciscoonesoftware Cisco ONE Accelerator Training

31. 31 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Choose the right path for your business Earn rewards for performance and investment Play one or more roles Partner with others New Cisco Partner Ecosystem Roles Customer Value Consultant Integrator Lifecycle Advisor Distributor Builder Provider Reseller ISV/IHV

32. 32 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Cisco ONE Info & Support Help withAssistance DescriptionResource & Contact Info Understanding Cisco ONE Ordering Guide, BOM Conversion tool link and training, Promotions & Incentives, Success Stories, VoDs & Training, Data Sheets & Literature, Smart Account Info….updated weekly! Partner Community for Cisco ONE: https://communities.cisco.com/community/partner/ci sco-one https://communities.cisco.com/community/partner/ci sco-one Creating a Cisco ONE Proposal Pre-sales assistance including: BOM Preparation and/or Conversion, Ordering Help, TCO Analysis Partner Helpline: Call: 1-800-553-6387 Please select Options "5-1-1" Open a Case Online: http://www.cisco.com/web/partners/tools/ph.html http://www.cisco.com/web/partners/tools/ph.html Email to: gve-case-escalation@cisco.comgve-case-escalation@cisco.com Partner Community Online Help: https://communities.cisco.com/community/partner/pr ograms_tools/partnerhelpline https://communities.cisco.com/community/partner/pr ograms_tools/partnerhelpline Post Order / Post Sales Assistance with any post-sales question Technical Assistance Center (TAC): http://www.cisco.com/c/en/us/support/index.html

33. 33 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Be Bold With Cisco Software 1. Build A Cisco Software Partner Practice 2. Learn More About Cisco’s Software Partner Program 3. Lead With Cisco ONE 33 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

34. 34 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential It’s Time for Software 34 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

35. 35 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Thank You