1. © 2007 Cisco Systems, Inc. All rights reserved.Cisco Channel Partner ConfidentialC97-440229-00 1 Cisco Not For Resale Program (NFR) Re-launch Australia Overview for Cisco Channel Partners (External)

2. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 2 Cisco Channel Partner Confidential Table of Contents 1. NFR Program Overview Partner Value Proposition Program Rules Comparison Actual NFR vs. NFR – PDR Caps and Discounts Key Points Process Flow 2. Step by Step guide for Partners How to create an NFR deal in PDR How to get an NFR deal approved How to order based on NFR deal id Resources and Links

3. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 3 Cisco Channel Partner Confidential Partner Value Proposition 3 Generous discount off the Cisco Price List on Cisco hardware products. Help driving sales and increasing revenue. Improve familiarity with Cisco technologies. Increased Cisco sales advantage over your competitors - and enhanced long-term sales success.

4. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 4 Cisco Channel Partner Confidential NFR Program Rules* Goal To drive consistencies, program governance, align duplicate promotions and track NFR performance. Program Concept To provide to resellers generous discounts on products to be used for their labs, demos and sales office infrastructure. Products Covered All products in AUPL - it excludes Services and Refurbish product. Eligible Partners Gold, Silver,Premier, Select and Registered** Partners (Note: ** only eligible for Demo purposes) Net Discount 77%of AUD Price list for all Partners eligible under NFR Program Minimum order Each order must comprise a minimum of AUD$2,000 on list purchases. Approval Process All NFR deals must also be approved by the relevant Cisco Channel Account Manager (CAM) and Back office. Timeframe for approval is 3 days. *Cisco reserves the right to change promotion rules at any time

5. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 5 Cisco Channel Partner Confidential Comparison Current NFR vs. NFR - PDR Current NFRNFR-PDR Products eligibleSelect product onlyAll product on AUPL are eligible Quote allowed - AUPL – minimum order $2K Gold = $250K Silver = $150K Premier = $100K Select = $100K Registered = $45K Gold = $ 390K Silver = $325K Premier = $260K Select = $ 130K Registered = $65K ApprovalsProgram Owner / CAMCAM / Back Office Timeframe for approval 2 days3 days New

6. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 6 Cisco Channel Partner Confidential Current NFR Caps and Discounts 6 77% AUPL: $250K Gold SilverSelect AUPL: $150K AUPL: $100K AUPL: $45K Minimum allowed per Transaction:$2K (AUPL) Premier 77% Registered Discount to Reseller Maximum Allowed per Cisco Fiscal Year (AUPL)

7. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 7 Cisco Channel Partner Confidential 7 NFR-PDR Caps & Discounts 77% AUPL: $390K GoldSilver Select AUPL: $325K AUPL: $260K AUPL: $130K AUPL: $65K Minimum allowed per Transaction: $2K (AUPL) Premier 77% Registered Discount to Reseller Maximum Allowed per Cisco Fiscal Year (AUPL)

8. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 8 Cisco Channel Partner Confidential Key Points: Generous discount off the Cisco Price List on Cisco hardware products. Help driving sales and increasing revenue. Improve familiarity with Cisco technologies. Increased Cisco sales advantage over your competitors - and enhanced long-term sales success. NFR will be launched in PDR on 26 May 2008. Registered Partners can only purchase NFR for demo lab equipment to meet specialization requirements. Partners revised cap will be update in PDR (on 26 May 2008). All Products in AUPL are eligible – No Services and Refurbish Products. Cannot be stacked/combined with any other Program & Discounts. Ciscos validation checks include verifying Partners cap limit. Previous orders (pre-26 May 2008) will not be stored in PDR. NFR deals cannot be revised, please ensure the BOM is 100% finalised before submitting your deal. For 2 tier orders, Auto DART can not be revised. Partner will need to ask a cancellation of the DART approved and create a new PDR deal.

9. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 9 Cisco Channel Partner Confidential NFR / PDR Process flow

10. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 10 Cisco Channel Partner Confidential NFR/ PDR Process Flow = Partner task = Cisco task Partner logs into PDR using CCO ID Registration Cisco Approval Complete Quoting ORDER Enter General Info NO Qualification Approval Required for NFR Complete Promotion Questionnaire Choose NFR Promotion Submit for Approval Import Config Edit Config/ Select Fulfillment View Pricing Deal ID generated

11. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 11 Cisco Channel Partner Confidential 2. Step by Step guide : - How to create an NFR deal in PDR - How to get an NFR deal approved - How to order based on NFR deal id

12. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 12 Cisco Channel Partner Confidential Overview A new NFR deal must be registered and approved in CISCO Partner Deal Registration (PDR) Tool prior to ordering

13. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 13 Cisco Channel Partner Confidential Cisco Not For Resale (NFR) NFR Deal Creation in PDR

14. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 14 Cisco Channel Partner Confidential Step 1 - Partner Creates Deal Partner opens a new deal and enters all mandatory information until the end customer name field Partner

15. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 15 Cisco Channel Partner Confidential Step 2 - Identifies himself as end customer In End Customer Name field, the partner will search and select the partner company that was used to log in to the application Partner

16. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 16 Cisco Channel Partner Confidential Step 3 – Selects NFR as promotion Partner will verify that NFR promotions are available for selection and will select the NFR promotion that they want to claim. (Note that existing promotions will be updated in ePromo to make them visible in PDR) The partner will then be taken to the Promotion Questionnaire page. Partner

17. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 17 Cisco Channel Partner Confidential Step 4 – Provides BOM and selects Cisco/Disti PDR will allow the partner to upload a BOM as there is no qualification process for NFR promotions Partner

18. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 18 Cisco Channel Partner Confidential Step 5 – Submits the deal for approval After uploading the BOM and reviewing all information entered to claim the deal, the partner will click on the submit deal button and PDR will submit the deal, move to status and "Go to My Deals" link page and show status as "Approval in Progress Partner

19. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 19 Cisco Channel Partner Confidential Step 3 – Email notification Once the PDR deal has been approved by Cisco, the Partner will receive an email notification and it can now place the order. Partner

20. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 20 Cisco Channel Partner Confidential Step 4 – Partner Place the Order ORDER THROUGH DISTRIBUTION = Partner task = Cisco task Register the Deal Upload the BoM and submit for approval (PDR Deal is generated) CAM approves the deal? An email is sent to the CAM to notify the deal no yes An email is sent to the Partner to notify the rejection Back Office approves the deal? no An email is sent to the Partner to notify the rejection yes Auto Dart is created 2399830 An email is sent to the Partner/disti with. DART ID Partner Place the order with disti = System generate Partner logs into PDR using CCO ID Note: Please ensure BOM is 100% finalised before Submitting (as there is no revision function)

21. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 21 Cisco Channel Partner Confidential Step 4 – Partner Place the Order ORDER DIRECT FROM CISCO = Partner task = Cisco task Register the Deal Upload the BoM and submit for approval (PDR Deal is generated) CAM approves the deal? An email is sent to the CAM to notify the deal no yes An email is sent to the Partner to notify the rejection Back Office approves the deal? no An email is sent to the Partner to notify the rejection yes An email is sent to Partner/CAM that includes the PDR Deal Id 2399830 Partner logs on Cisco Ordering Tool to place an order = System Generate Partner logs into PDR using CCO ID Note: Please ensure BOM is 100% finalised before Submitting (as there is no revision function)

22. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 22 Cisco Channel Partner Confidential Step 4 – Partner Place the Order ORDER DIRECT FROM CISCO Partner with an approved deal registration will have an email that includes the PDR DEAL ID Logon to the Cisco Ordering Tool to place the NFR order ORDER THROUGH DISTRIBUTION A Dart will be automatically created when a deal is approved all lines fulfilled by Distribution Partner with an approved deal registration will have an email that includes the DART ID for all line fulfilled by Distribution Place NFR order through Distribution once DART is approved

23. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 23 Cisco Channel Partner Confidential For More Information www.cisco.com/web/ANZ/partners/promotions/nfr/index.html Cisco Ordering Tool www.cisco.com/en/us/partner/ordering/index.shtml Partner Deal Registration www.cisco.com/go/pdr NFR Web Site

24. © 2007 Cisco Systems, Inc. All rights reserved.C97-440229-00 24 Cisco Channel Partner Confidential