1. Our joint Engagement in EMEAR Beat Umbricht Director EMEAR Strategic Partner Organization

2. © 2016 Cisco and/or its affiliates. All rights reserved. Cisco PublicPresentation ID Cisco Confidential Digital Transformation/IoE is the customer conversation for the next 3-5 years and is real today!

3. 3 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential CXO LoB IT Digitization is an Ecosystem Play! 3 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential

4. © 2016 Cisco and/or its affiliates. All rights reserved. Cisco PublicPresentation ID What does it take: 1. Solution Partner Program Preferred Solution Partner Strategic Solution Partner Developer Community (DevNet) Solution Types Current Cisco Compatibility (Minimum – 1 solution) 24*7 Support By Invitation Complementary Solution 8*5 Support SIP eligible Go To Market Resources + Marketplace Solutions Catalog Solution Categories

5. © 2016 Cisco and/or its affiliates. All rights reserved. Cisco PublicPresentation ID Business Consulting Practice Implementation Practice Sales Practice What does it take: 2. Connected Capabilities Increased Revenue Drive Enable Impact on Business Outcomes Partner-to-Partner Model Augments Capabilities & Accelerates Partner Journey

6. © 2016 Cisco and/or its affiliates. All rights reserved. Cisco PublicPresentation ID What does it take: 3. Enablement & Collaboration ISV Vendors eg. Cloudera Customer Outcomes Solutions Digitization - IoE/IoT Consumption Flexibility – Hybrid IT Cisco Reseller eg. Computacenter DC/UCS HW Integration Services SW (e.g Cisco DV) Recruit, Onboard, Enable On Premise Licenses Subscriptions SW Integration Cloud SaaS Meet in the Channel ACES Identify, Connect & Build Joint Practice Solution Partner Program / Marketplace Connect the ISV with the Cisco Reseller SIP Add’l skills to Cisco SI Additional SW Integration Practices On Board to Ecosystem and on UCS CRP Hybrid IT

7. © 2016 Cisco and/or its affiliates. All rights reserved. Cisco PublicPresentation ID What does it take: 4. Country Implementation Country Team Lead: Sales Engagement WW & EMEAR Team lead: Partner Recruitment / Enablement ISV SI Channel Ecosystem Orchestration ISV Onboarding ISV Selection GTM Activation

8. ISV, Technology Alliances & Industry Solution Group Team Paul Carr Konrad Lang Enterprise ISV’s Big Data & Analytics ISV’s Dimitris Papavassiliou Tahir Sharif Sebastien Collignon Industry Solutions Ecosystem Technology Alliances Versastack

9. © 2016 Cisco and/or its affiliates. All rights reserved. Cisco PublicPresentation ID The Value of working together Increase Deal Size 5-7X Access New Buyers Increase Relevance You, Cisco & Partner Sell More Software and Services Earlier Deal Engagement Increase Gross Margins $

10. 10 © 2015 Cisco and/or its affiliates. All rights reserved. Cisco Confidential