1. Cisco ROS Sales Engagement Model
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This presentation is an overview of the Cisco IP Communications. It was developed for enterprises with 500+ employees and is targeted to the CxO level. This presentation is intended to be general. We recommend customizing it for your audience as needed.

2. How does ROS differ in GTM? Cisco ROS vs. “Rest of” Cisco
Presentation_ID
© 2004, Cisco Systems, Inc. All rights reserved. 2 2 2

3. What is different from the rest of Cisco?
Cisco ROS
Customer interaction
Largely project-based, cust. svc. as needed
Generally weekly/daily interaction based on real-time network issues
Partner involvement
Largely partner self-service
Requires significant involvement from Cisco ROS (currently)
Pricing
SKU’s via Global Price List
Volume Variable List Price on Cisco ROS homepage
Ordering
Online ordering via CCO
Manual (paper) ordering thru Cisco SAM or
Fulfillment
Semi-seamless back end process flow – minimal network detail required from customer
Need for detailed information about network devices and relationship governance requires significant investment in service turn-up
Billing
100% in advance
Monthly based on actual number of devices serviced by ROS

4. How Do I Engage with Cisco ROS?
Presentation_ID
© 2004, Cisco Systems, Inc. All rights reserved. 4 4 4

5. Sales Process Flow Customer Partner/ Cisco Cisco ROS
Initial presentation to customer
Partner/
Cisco
Identify Day 2 Services Opportunity
Generate ROS Budgetary Quote
Cisco ROS
Leverage ROS local Service AM in first sales call with customer

6. Sales Process Flow Customer Partner/ Cisco Cisco ROS
Initial presentation to customer
Partner/
Cisco
Identify Day 2 Services Opportunity
Generate ROS Budgetary Quote
Cisco ROS
Leverage ROS local Service AM in first sales call with customer

7. Sales Process Flow Customer Partner/ Cisco Cisco ROS
Final Order
Initial presentation to customer
Desire for ROS
Initial Quote to Customer
SOW/Contract
Customer to sign
Partner/
Cisco
Identify Day 2 Services Opportunity
Generate ROS Budgetary Quote
Final Order:
List Price to Customer
SOW/Contract: ALL Ptnr Services + pass thru of T&C’s
Launch IPT Pricing Tool:
Launch End-customer Contract Template
ROS SAM assists in final pricing of service
Cisco ROS
Leverage ROS local Service AM in first sales call with customer
Launch ROS SAM Coverage Map

8. ROS Selling Methodology
Assumptions:
WAN/LAN – Often have existing network devices in place
IP Telephony – New deployment of voice infrastructure
Security – Hybrid; some new, some existing
Until sales makers are fully trained on value prop and technical specs…
We strongly recommend putting ROS SAMs in front of customers

9. WAN/LAN Selling Methodology
Day 2 services are:
Stand-alone services to ease current DIY maintenance activities
24x365 service to improve network efficiency
Allows existing personnel to focus on strategic initiatives
Removes burden of managing “fire drills”
Access to Cisco ROS expertise in resolving issues – Day 2 Services are our core competency
Cisco managing Cisco technology

10. IPC Selling Methodology
Incorporate ROS as integral component of IPC Solution
Mandatory for successful operation of IPC technology
Most customers currently lack expertise to manage converged environment
Minimize fear for customer of supporting new technology
Recommend against stripping out Day 2 services
Risk of failure increases significantly
DIY is much less effective, less efficient and much more expensive
Utilize Cisco ROS DIY and TDM comparison tools

11. Security Selling Methodology
For greenfield opportunity, follow IPC methodology
For existing opportunity, follow WAN/LAN methodology
Key to selling security management is the ability to keep up real time with security events
Trained personnel
Legislation – Sarbanes Oxley; Gramm-Leach-Bliley

12. (Cisco ROS) Cisco Remote Operations Services
Sales Resources
New England
Steve Robbiano
Service Account Manager
office
mobile
North Central
Kevin Boe
Service Account Manager
office
mobile
Great Lakes &
Global Financial
Roger Hutton
Service Account Manager
office mobile
North West
Chuck Abendroth
Service Account Manager
mobile
office
New York Metro
Greg McCreight
Service Account Manager
mobile
West
Dave Dragonetti
Mgr, Service Account Manager
mobile
East
Don Muto
Mgr, Service Account Manager
office
mobile
South West
Mid Atlantic
Robert Sweeney
Service Account Manager
office
mobile
Bob Binder
Service Account Manager
mobile
Federal
Mike Lipnisky
Service Account Manager
office
mobile
South Central
South East
David Dabbs
Service Account Manager
office
mobile
Mike Lipnisky
Service Account Manager
office
mobile
Christie Wieland
Mgr, SAM
office
mobile
Greg Jones
Dir, CROS Sales
office
mobile
Steve Kelley
Mgr, Engagement Managers
office
mobile