1. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 1 How to Sell Cisco Modular Switches Partner Central Switching Page: http://www.cisco.com/web/partners/sell/technology/switching/index.html http://www.cisco.com/web/partners/sell/technology/switching/index.html Catalyst Switching Product Page: http://www.cisco.com/go/catalyst http://www.cisco.com/go/catalyst -

2. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 2 Agenda How to Sell Cisco Modular Switches Business and IT Trends What's New : Products and Solutions Selling Opportunities and Incentives Call to Action

3. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 3 Video Cost Savings Green Compliance Collaboration Video Surveillance Streaming Video TelePresence HIPAAPCI Compliance Sarbanes Oxley IP TelephonyWeb ConferencingWireless Energy Management Corporate Green Initiatives VirtualizationConsolidationAutomation Business and IT Trends Enterprise LAN

4. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 4 Customer Needs Deliver Business Applications Collaboration and video applications highly sensitive to delays and interruption Must minimize downtime for application (Average downtime cost = $150K / hr*) Reduce Costs Investment protection to lower capital costs as additional capability is added Lower facility and energy costs by managing power usage Improve Operational Efficiency Reduce burden on IT and facility staff through automation Ensure security and compliance as more users access the network *Source: Infonetics Research. – Vertical Markets Study

5. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 5 Agenda How to Sell Cisco Modular Switches Business and IT Trends What's New : Products and Solutions Selling Opportunities and Incentives Call to Action

6. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 6 Cisco Modular Switching  EnergyWise to monitor, report and control power usage  SmartCall Home and SmartFoundation offerings Operational Cost Benefits  Identity based security and flexible authentication.  NAC and TrustSec (software) support for compliance Security  30W (PoE plus) line card to power new devices.  EEM*, SmartPorts for deployment. Multicast for video Application Delivery  Lower price supervisor (Sup 6L-E) for 4500-E  Lower price PoE line card and LAN-base bundle. Capital Cost Benefits Addressing Business Needs Through Innovation  *EEM: Embedded Event Manager New

7. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 7 Capital Cost Benefit Reduced System Price Point List Pricing SUP 6-E ($28,500) SUP V-10GE ($27,000) with SUP 6L-E ($21,000) New Modular Entry Point with SUP 6L-E ($11,000) Layer 2 LAN Base IOS Image High Performance PoE Plus ready linecards Base wiring closet features Upgrade to 10GE: $4k Upgrade to IP Base w/ 10GE: $10k 48 port configuration High Feature IP Base and Enterprise IOS Images Services and Features Note: Add Power supplies based on requirements Basic Layer 3 Enhanced Layer 3 Highest Performance Highest Scalability Highest Services VRF-Lite, IPSLA Hardware IPv6 High Performance NetFlow VRF-Lite, IPSLA Layer 3 Services IP Base IOS Image High performance 10GE support Energywise, EEM GOLD, AutoQoS Smart Call Home

8. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 8 High Feature IP Base and Enterprise IOS Images Capital Cost Benefit Reduced System Price Point List Pricing Services and Features SUP 6-E ($40,000) SUP V-10GE ($38,500) Basic Layer 3 Enhanced Layer 3 with SUP 6L-E ($32,000) Highest Performance Highest Scalability Highest Services VRF-Lite, IPSLA Hardware IPv6 High Performance NetFlow VRF-Lite, IPSLA Layer 3 Services IP Base IOS Image High performance 10GE support Energywise, EEM GOLD, AutoQoS Smart Call Home New Modular Entry Point Note: Add Power supplies based on requirements with SUP 6L-E ($18,000) Layer 2 LAN Base IOS Image High Performance PoE Plus ready linecards Base wiring closet features Upgrade to 10GE: $4k Upgrade to IP Base w/ 10GE: $10k 96 port configuration

9. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 9 Wiring Closet bundle (48 port)  4503-E chassis + Sup6L-E + 48 port 10/100/1000 PoE Plus linecard  LAN Base image  Upgradeable to 10GE and IP base Reduced Price Services  44% off SMARTnet  45% off Smart Foundation Cisco Catalyst Switch Offers 46% off List Price Wiring Closet bundle (96 port)  4506-E chassis + Sup6L-E + two 48 port 10/100/1000 PoE Plus linecards  LAN Base image  Upgradeable to 10GE and IP base Reduced Price Services  44% off SMARTnet  45% off Smart Foundation 44% off List Price $11,000 $18,000

10. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 10 Operational Cost Benefit Smart Foundation Bundle * $343 /yr with 5-yr contract Service SKUs automatically loaded for Catalyst4500 products on Cisco Configurator Example pricing is for 8x5xNBD contracts

11. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 11 30 W per port  48 port 10/100/1000 line cards  PoE-Plus* ready INDUSTRY FIRST *IEEE802.3at standard PoE-Plus expected Sept 09 Application Delivery Extended PoE Capability New (model 4548+) $7,495 6 G/slot Use with classic 4500 chassis and supervisors Repriced (model 4648+) $11,995 $7,495 24 G/slot Use with 4500-E chassis and supervisors

12. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 12 How Does this help your customers? Cut Costs, Simplify Operations, Accelerate Innovation  Support high-speed wireless (802.11n)  Support rich media applications  Power greater range of devices  Support network virtualization  Automate routine tasks  Smart Call Home  New entry level modular offering  Reduce energy costs across network  Integrated security & threat control Simplify Operations Cut Costs Accelerate Innovation  Support mobility deployments  Increase collaboration  Support new devices  Improve asset utilization  Simplify deployments  Improve response time  Reduce capital expense  Lower operating expenses  Reduce risk What CapabilityHow

13. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 13 What to Sell - ExamplesHow How does this help you? Increased Revenue Opportunities  PoE and GE adoptions  Wireless 802.11n adoptions  UC implementations  Migrate 4003/4006 to 4500-E  Up sell 4500 to 4500-E  HP 5400 to Catalyst 4500 / 4500-E Green Field revenue Migration Revenue  Advanced Technologies  Migration  Up sell  Competitive opportunities  Security, Wireless, UC services  Identify outdated competitive and Cisco switches  PCI, HIPAA compliance Service revenue  Design, implement LAN services  Network audits and assessments  Security assessments

14. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 14 Agenda How to Sell Cisco Modular Switches Business and IT Trends What's New : Products and Solutions Selling Opportunities and Incentives Call to Action

15. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 15 Top Selling Opportunities Business Video and Collaboration opportunities 123 Operational Savings opportunities Migration Opportunities

16. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 16 Video and Collaboration Opportunities Business and IT Requirements Customer Pain Point Qualification Questions Modular Switching Value Proposition Application Delivery  Ensure performance of business applications over the network  Are you planning to deploy multi-media applications such IP telephony, video or web conferencing?  High availability features such as Non-stop forwarding to ensure no dropped calls.  Enhanced QoS and multicast support for video. Manage Multiple Devices  Improve efficiency and minimize power and operating cost  Can your network scale to power devices ranging from phones, wireless APs, surveillance cameras and digital signage?  Auto discovery of devices and power  High port and PoE density to support large number of devices.  Up to 30W of power per port to support new IP devices. Security and Risk  Greater security risk with more users accessing resources  Are you concerned about unauthorized users gaining access to resources?  Identify, authenticate and authorize users or devices onto the network.

17. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 17 Video and Collaboration Opportunities What to Sell OpportunitySolutions 1. High Availability  Non-stop Forwarding and In-Service Software upgrades  Catalyst 6500 with Virtual Switching supervisor 720, in core and distribution  Catalyst 4500-E with Supervisor engine 6-E or 6L-E in wiring closet 2. PoE Flexibility and Scalability  Support for 802.11n wireless APs, surveillance cameras, VOIP and thin clients  Catalyst 4500-E for up to 289 devices at 15.4W  Catalyst 6500 for up to 423 devices at 15.4W  Catalyst 4500-E with PoE Plus (30W) linecards for higher wattage devices 3. Security and Identity  Comprehensive 802.1x feature set to authenticate devices, users and guests.  Control Plane Policing and Catalyst Integrated Security Features (CISF) to prevent man in the middle and DoS attacks.  Security service modules on Catalyst 6500 4. Voice and Video Monitoring  Netflow and IPSLA support for traffic visibility and monitoring  NAM 4.0 for application traffic analysis  Supervisor 32-PISA for application visibility and monitoring

18. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 18 Operational Saving Opportunities Business and IT Requirements Customer Pain Points Qualification Questions Modular Switching Value Propositions Asset Utilization  Reduce costs with better utilization of assets  Are you looking at ways to consolidate and share networking resources?  Virtual switching for consolidation of switching infrastructure  Network virtualization for partitioning shared network for security and operational simplicity. Reduce Energy Costs  Smart solutions to monitor and control energy use  Are you concerned with power usage and energy costs?  Are you challenged with growing power considerations of attached devices  EnergyWise to monitor, record and control energy consumption  Provide large power density to scale growth of devices Automation  Reduce time and effort to deploy, troubleshoot and repair  Are you interested in reducing the time and effort spent to deploy applications and troubleshoot your network?  Smart Call Home for automated repair  Embedded Event Manager (EEM) for automating tasks  ERSPAN for remote troubleshooting

19. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 19 Operational Saving Opportunities What to Sell ItemsSolutions 1. Virtualization  Virtual Switching System 1440 with catalyst 6500 for simplified management and operations  Network segmentation for security and simplified operation using  MPLS VPN support and VRF-lite on Catalyst 6500  VRF-lite on Catalyst 4500-E Services virtualization to reduce costs by haring common resource. 2.Cisco EnergyWise Energy management architecture to monitor, record and help reduce energy usage by as much as 20%. 3. Ease of Use  SmartCall Home for automatic logging and notification for faster problem resolution  Embedded event manager for automating daily operational tasks  Cisco LAN Management System (LMS) for GUI- based configuration and management

20. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 20 Migration Opportunities Business and IT Requirements Customer Pain Points Qualification Questions Modular Switching Value Proposition Aging network infrastructure  Solution that provides the high availability level demanded by business  Do you have switches that are approaching End of Life/End of Support?  Are you concerned with the amount of time and effort involved in an upgrade?  Clear path of migration to the Catalyst 4500-E, 6500 and new Supervisor engines  Ease of migration with modular upgrades. Investment Protection  Reuse and minimal upgrade to meet changing business needs  Are you concerned with getting the most lifespan out of your investment?  Increase product lifecycle with modular upgrades  Forward compatibility of existing linecards  Additional functionality from field replacement modules.

21. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 21 Migration and Upsell Opportunities What to Sell ItemsSolutions 1. Migrate Catalyst 4003/4006  Catalyst 4500-E with Sup 6L-E bundles with LAN base for entry level Layer 2 wiring closet deployments.  Catalyst 4500-E with Sup 6L-E with IP base for standard Layer 2 and routed access deployments  Catalyst 4500-E with Sup 6-E for scalable, higher value Layer 2/3 wiring closet deployment  Smart Foundation support (45% savings over SmartNet) 2. Migrate Catalyst 5000/5500  Catalyst 6500 with VSS Sup 720 10GE in core and distribution deployment  Catalyst 6500 with Sup 32 / PISA in high performance wiring closet 3. Migrate Catalyst 6500 Sup 1 &Sup 2  VSS Sup 720 10GE in core and distribution deployment  Sup 32 / PISA in high performance wiring closet

22. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 22 Cisco Channel Programs & Resources Complete offer to sell Cisco Modular switching Identify Opportunities Opportunity Incentive Program  Provides partners economic incentives for the presales investment associated with securing incremental business Core Accelerator (US Only)  OIP discount + 10% rebate for Catalyst 4500-E and 6500 when registered as OIP or SIP. Develop your Practice Solutions Incentive Program For partners who deliver vertical and horizontal customer solutions that integrate proprietary or third-party applications and services with Cisco technology. Migrate your installed Based Trade-In Programs Cisco Technology Migration Program (TMP) - Receive up to 21% trade-in credit for a 4003/4006 to 4500-E Migration - Receive up to 24% trade-in credit for a 5000/5500 to 6500 Migration Cisco Technology Acceleration Program (TAP) - For partners that migrate a customer's installed base of Cisco and competitive networking equipment to Cisco Cisco Discover Tool Cisco Discover Tool and Network Assessment (US) Network Assessment (US) Assessment Incentive Program (Europe) Provides partners with an excellent way to scan customer networks and identify all the Cisco equipment currently in operation Demo Enablement Programs Not-for-Resale equipment is available to partners at significant discount Cisco Capital Financing

23. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 23 Agenda How to Sell Cisco Modular Switches Business and IT Trends What's New : Products and Solutions Selling Opportunities and Incentives Call to Action

24. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 24 2.Sell Catalyst 4500-E in high resilient wiring closet deals 3.Sell Catalyst 4500-E into UC and Collaboration deals 1.Sell Catalyst 6500 in core and distribution deals Call to Action

25. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 25

26. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 26 Catalyst LLW & SW Update Policy - Update  Software Policy changes Lifetime enhancements available for LAN Base, IP Base and Lite Images Premium SW packages to require Service purchase for SW updates Software Updates requires login to Cisco.com registered access  Limited Lifetime Warranty (LLW) policy 5 years for power supplies and fans, 5 years after EoS for everything else Customers purchasing within 30 days of the effective date will also be entitled to LLW Does not include TAC support Advanced parts replacement within 10 business days Entitlement is by HW serial number CurrentNew HardwareSoftwareHardwareSoftware C4500 & C4500-E 90-day*90 Days*LLWLifetime Base Images 90 Days Premium Images* C3K-E90-day*90 Days*LLWLifetime Base Images 90 Days Premium Images* C3K (non-E)LLWLifetimeLLWLifetime Base Images 90 Days Premium Images* C2KLLWLifetimeLLWLifetime Base Images Lifetime Lite Images * 90 Day support covers only media & compatibility with release notes Effective May 1, 2009 Effective June 1, 2009

27. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 27 Compare Cisco and Competitor’s Services Service Element CompetitorCisco Warranty Care PacksWarranty Smart Foundation (4503E, 4506E, 4507R-E, 2K, 3K/E) SMARTnet Duration of coverage Lifetime ▪ Mainly 3 years ▪ Sometimes 1 year Revised from 90 days to limited lifetime for 4500, 4500-E, and 3K-E Already limited lifetime for 2Ks and non-E 3Ks ▪ 1-year renewable (45% < SNT NBD) ▪ 25% off 1-yr price for 3 yrs or 40% off 1-yr price for 5 yrs ▪ Annual contracts ▪ Multi-year contracts TAC hours Vary24x7Not available9x5 to SMB TAC24x7 Cisco TAC Web support Yes For downloading SW releases only Cisco.com SMB knowledgebase Cisco.com knowledgebase Advance hardware replacement (AHR) NBD if parts are in stock, 2 days or more if not ▪ 13x5x4 AHR ▪ 24x7x4 AHR ▪ 24x7 SW ▪ HW/SW support 10-day AHRNBD AHR ▪ 8x5xNBD AHR ▪ 8x5x4 AHR ▪ 24x7x4 AHR ▪ 24x7x2 AHR On-site support NoYesNo Yes Bug fixes, updates and upgrades Free for now as part of lifetime warranty, though policy is in slow-motion transition Lifetime bug fixes & updates for LAN Lite, LAN Base & IP Base images ▪ Free SW bug fixes ▪ For-fee updates and upgrades. (if not already covered by Standard Warranty) Covers bug fixes, updates and upgrades within a licensed feature set

28. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 28 How to Close the Deal Competitive Offers 2960 LAN Lite Entry to Cisco Experience 20–30% Price Reductions Limited Lifetime Warranty New Models: 48-port 10/100; 2x 10/100/1000 8-port 10/100; Dual-Purpose Port 2975 Stackable Bundle More For Less 10/100/1000 PoE Layer 2 LAN Base Image Stackable Switch Limited Lifetime Warranty 48-Port Bundle @ $13K 96-Port Bundle @ $23K Smart Foundation Entry Level Support 3 Yr @ 25% Discount 5 Yr @ 40% Discount NBD Hardware Replacement 8 AM–5 PM TAC Access Online Troubleshooting; SW Bug Updates 4503E/4506E Modular Bundle Flexible Upgrade Path New Supervisor 6L-E Layer 2 LAN Base Image (lifetime bug fix & upgrades) Upgradeable to IP Base and 10GE Limited Lifetime Warranty 4503E @ $11K (no ps), 10/100/1000 PoE Plus, scalable from 48 to 96 ports 4506E @ $18K (no ps), 10/100/1000 PoE Plus, scalable from 96 to 240 ports

29. © 2008 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 29 Winning Competitive Sales Strategies Play Offense! Sales Strategy Cisco Partner sales team proposes high-value, feature-rich Cisco-based solution. Low cost competitor tries to jump in with a lower value, stripped down solution as a "bait and trap". If customer is still absolutely convinced that low price is everything, and does not want value-add capabilities, then these new lower-price Cisco offerings will help close the deal for a Cisco partner, and keep the customer happy. Partner can now use these new lower cost Cisco solutions to illustrate “you get what you pay for”