1. 1 © 2002, Cisco Systems, Inc. All rights reserved. Cisco Channel Partner Programs Prepared for AT&T by Chris Duffy Updated: April 6 th, 2005

2. 222 Conditions and Warnings Note: This presentation was created to provide an easy, effective way to communicate the latest Cisco programs and promotions to AT&T. Cisco reserves the right to change or end any program without warning. To view the latest Cisco sales promotions and programs, please visit the following website – http://www.cisco.com/en/US/partner/partners/pr61/ pr73/partners_promotions_concept_home.shtml If you have any questions, please contact Chris Duffy at chrduffy@cisco.com or 703-484-0170chrduffy@cisco.com

3. 333 Updated on April 6 th – New Additions Latest Additions: Migration of OIP: CSA to OIP: Network Defender New Cable, Telco, and Emerging Provider (CTEP) OIP Program New Access Anywhere OIP Program Update of latest Cisco channel partner map

4. 444 Channel Programs by Sales Segment Federal Govt / Wholesale / Signature Enterprise Select / SMB Markets

5. 555 Types of Cisco Programs Investment Protection: Designed to protect the customer’s Cisco investment in their network Competitive Programs: Designed to offer a rebate for trading-in a competitor’s product for new Cisco product Incremental New Business: Designed to offer extra discounts to the Cisco partner that brings a qualified, new (that Cisco doesn’t know about) deal to Cisco

6. 666 Channel Programs by Sales Segment  Federal Govt / Wholesale / Signature Enterprise Select / SMB Markets

7. 777 Cisco Technology Migration Program (CTMP) Type of Program : Investment Protection Purpose : Protect a customer’s current investment in Cisco hardware by offering a trade-in credit towards the purchase of new Cisco hardware Expiration: No current set date Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resource s/ctmp/index.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resource s/ctmp/index.shtml

8. 888 How-to Guide for CTMP Program Step 1: Read the Terms and Conditions – http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/terms.pdf Step 2: Request a TMP Quote from the ESO see attached map at the end of the slide deck Step 3: Receiving Your TMP quote Once you receive the TMP quote from your CAM, provide the end customer with the quote. Step 4: Place an Order Step 5: Have Customer Return the Trade-In Gear http://www.cisco.com/offer/tic/cpr_help.html http://www.cisco.com/offer/tic/cpr_help.html ** The return is completely automated – the customer deals directly with Cisco for the return of the equipment. Further Details - http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ ctmp/howtoguide.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ ctmp/howtoguide.shtml

9. 999 Security Migration Program Type of Program : Competitive Program Purpose : Provide an incentive for customers to migrate from their Netscreen or Checkpoint security products to a Cisco solution Expiration: January 29 th, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/se curity.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/se curity.shtml How-to: Methodology is the same as the regular CTMP Program

10. 10 Switching Migration Program Type of Program : Competitive Program Purpose : Provide an incentive for customers to migrate from their 3Com, Nortel, HP or Foundry switching products to a Cisco solution Expiration: July 31 st, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ct mp/switching.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ct mp/switching.shtml How-to: Methodology is the same as the regular CTMP Program

11. 11 Access Routing Migration Program Type of Program : Competitive Program Purpose : Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers Expiration: July 31 st, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routin g.shtml http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routin g.shtml How-to: Methodology is the same as the regular CTMP Program

12. 12 IP Communications Migration Program Type of Program : Competitive Program – replaces Great Exchange Purpose : Provide an incentive for customers to migrate from their old contact center, PBX, voicemail, or conferencing service to the new Cisco service Expiration: July 31 st, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communic ations.shtml http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communic ations.shtml How-to: Methodology is the same as the regular CTMP Program

13. 13 Opportunity Incentive Programs (OIP) IP Freedom IP Network Defender Access Anywhere CTEP

14. 14 IP Freedom OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco IP Telephony product line to a customer that is not currently using Cisco IPT **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: July 31 st, 2005 Details: Cisco will offer AT&T additional discount points (8 points) for qualifying and registering a new IP Telephony opportunity with Cisco. This program now applies to all size customers. The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment. Please see website below for minimum product requirements Online Details: http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_Program Rules.pdf

15. 15 How-to Guide for IP Freedom Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRu les.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_Progr amRules.pdf http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_Progr amRules.pdf

16. 16 Cisco IP Network Defender OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco Security product line. Additional discount will be provided based on the number of security product lines included. **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: October 28 th, 2005 Details: Cisco will offer AT&T additional discount points for qualifying and registering a new security opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the security equipment. For one security product the additional discount is 3 points, for two it is 5 points and for three and above it is 7 points. For information about product lines and eligible products, please see: http://www.cisco.com/partner/WWChannels/oip/download/security-products.html Online Details: http://www.cisco.com/en/US/partner/partners/pr11/incentive/defender.shtml

17. 17 How-to Guide for IP Network Defender OIP Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/programrules.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for eligible products - http://www.cisco.com/partner/WWChannels/oip/download/security-products.html http://www.cisco.com/partner/WWChannels/oip/download/security-products.html

18. 18 Cisco Access Anywhere OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco WLAN (Aironet and Airespace) product line **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: April 30 th, 2006 Details: Cisco will offer AT&T additional discount points for qualifying and registering a new WLAN opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the WLAN equipment. For under 10 APs and WLAN Manager the additional discount is 3 points, for 10-25 APs and WLAN Manager it is 5 points and for 25+ APs, WLAN Manager and SUP 720 it is 7 points. For more specific information and rules about eligible and required products, see: http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf Online Details: http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf

19. 19 How-to Guide for Access Anywhere OIP Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/aa_ataglance.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for eligible products – http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf http://www.cisco.com/partner/WWChannels/oip/download/aa_programrules.pdf

20. 20 Cable (Tier 2),Telco and Emerging Providers OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell Cisco equipment to a new customer or in a new opportunity to Cisco **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: July 31 st, 2005 Details: Cisco will offer AT&T additional discount points (3 points) for qualifying and registering a net-new opportunity with Cisco. The registration must be approved by Cisco and the minimum deal size is $25,000. Please see website below for minimum product requirements Online Details: http://www.cisco.com/partner/WWChannels/download/incentive/ctep_p rogramrules.pdf

21. 21 How-to Guide for CTEP OIP Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/download/incentive/ctep_pro gramrules.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/download/incentive/ctep_programrul es.pdf http://www.cisco.com/partner/WWChannels/download/incentive/ctep_programrul es.pdf

22. 22 Channel Programs by Sales Segment Federal Govt / Wholesale / Signature  Enterprise Select / SMB Markets

23. 23 Cisco Technology Migration Program (CTMP) Type of Program : Investment Protection Purpose : Protect a customer’s current investment in Cisco hardware by offering a trade-in credit towards the purchase of new Cisco hardware Expiration: No current set date Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resource s/ctmp/index.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resource s/ctmp/index.shtml

24. 24 How-to Guide for CTMP Program Step 1: Read the Terms and Conditions – http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/terms.pdf Step 2: Request a TMP Quote from the ESO see attached map at the end of the slide deck Step 3: Receiving Your TMP quote Once you receive the TMP quote from your CAM, provide the end customer with the quote. Step 4: Place an Order Step 5: Return the Trade-In Gear http://www.cisco.com/offer/tic/cpr_help.html http://www.cisco.com/offer/tic/cpr_help.html ** The return is completely automated – the customer deals directly with Cisco for the return of the equipment. Further Details - http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ ctmp/howtoguide.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ ctmp/howtoguide.shtml

25. 25 Security Migration Program Type of Program : Competitive Program Purpose : Provide an incentive for customers to migrate from their Netscreen or Checkpoint security products to a Cisco solution Expiration: January 29 th, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/se curity.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/se curity.shtml How-to: Methodology is the same as the regular CTMP Program

26. 26 Switching Migration Program Type of Program : Competitive Program Purpose : Provide an incentive for customers to migrate from their 3Com, Nortel, HP or Foundry switching products to a Cisco solution Expiration: July 31 st, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ct mp/switching.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ct mp/switching.shtml How-to: Methodology is the same as the regular CTMP Program

27. 27 Access Routing Migration Program Type of Program : Competitive Program Purpose : Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers Expiration: July 31 st, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routin g.shtml http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routin g.shtml How-to: Methodology is the same as the regular CTMP Program

28. 28 IP Communications Migration Program Type of Program : Competitive Program – replaces Great Exchange Purpose : Provide an incentive for customers to migrate from their old contact center, PBX, voicemail, or conferencing service to the new Cisco service Expiration: July 31 st, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communic ations.shtml http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communic ations.shtml How-to: Methodology is the same as the regular CTMP Program

29. 29 Opportunity Incentive Programs (OIP) IP Freedom State and Local Government / Education IP Network Defender Access Anywhere

30. 30 IP Freedom OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco IP Telephony product line to a customer that is not currently using Cisco IPT **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: July 31 st, 2005 Details: Cisco will offer AT&T additional discount points (8 points) for qualifying and registering a new IP Telephony opportunity with Cisco. This program now applies to all size customers. The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment. Please see website below for minimum product requirements Online Details: http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_Program Rules.pdf

31. 31 How-to Guide for IP Freedom Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRu les.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_Progr amRules.pdf http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_Progr amRules.pdf

32. 32 State and Local Gov’t / Education OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell Cisco equipment to a state, local, or municipal government or K-20 education that is not currently using Cisco equipment **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: January 31 st, 2005 Details: Cisco will offer AT&T additional discount points (48%) for qualifying and registering a new state and local government or education opportunity with Cisco. This program applies to entities that do not currently have Cisco equipment. The deal must be a minimum of $100,000, but not exceed $1,000,000 list The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment Online Details: http://www.cisco.com/en/US/partner/partners/pr11/incentive/gov_edu.shtml

33. 33 How-to Guide for State and Local Gov’t / Education Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/download/incentive/GovEd_Progr amRules.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/download/incentive/GovEd_ ProgramRules.pdf http://www.cisco.com/partner/WWChannels/download/incentive/GovEd_ ProgramRules.pdf

34. 34 Cisco IP Network Defender OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco Security product line. Additional discount will be provided based on the number of security product lines included. **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: October 28 th, 2005 Details: Cisco will offer AT&T additional discount points for qualifying and registering a new security opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the security equipment. For one security product the additional discount is 3 points, for two it is 5 points and for three and above it is 7 points. For information about product lines and eligible products, please see: http://www.cisco.com/partner/WWChannels/oip/download/security-products.html Online Details: http://www.cisco.com/en/US/partner/partners/pr11/incentive/defender.shtml

35. 35 How-to Guide for IP Network Defender OIP Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/programrules.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for eligible products - http://www.cisco.com/partner/WWChannels/oip/download/security-products.html http://www.cisco.com/partner/WWChannels/oip/download/security-products.html

36. 36 Cisco Access Anywhere OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco WLAN (Aironet and Airespace) product line **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: April 30 th, 2006 Details: Cisco will offer AT&T additional discount points for qualifying and registering a new WLAN opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the WLAN equipment. For under 10 APs and WLAN Manager the additional discount is 3 points, for 10-25 APs and WLAN Manager it is 5 points and for 25+ APs, WLAN Manager and SUP 720 it is 7 points. For more specific information and rules about eligible and required products, see: http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf Online Details: http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf

37. 37 How-to Guide for Access Anywhere OIP Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/aa_ataglance.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for eligible products – http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf

38. 38 Channel Programs by Sales Segment Federal Govt / Wholesale / Signature Enterprise  Select / SMB Markets

39. 39 Cisco Technology Migration Program (CTMP) Type of Program : Investment Protection Purpose : Protect a customer’s current investment in Cisco hardware by offering a trade-in credit towards the purchase of new Cisco hardware Expiration: No current set date Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resource s/ctmp/index.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resource s/ctmp/index.shtml

40. 40 How-to Guide for CTMP Program Step 1: Read the Terms and Conditions – http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/terms.pdf Step 2: Request a TMP Quote from the ESO see attached map at the end of the slide deck Step 3: Receiving Your TMP quote Once you receive the TMP quote from your CAM, provide the end customer with the quote. Step 4: Place an Order Step 5: Return the Trade-In Gear http://www.cisco.com/offer/tic/cpr_help.html http://www.cisco.com/offer/tic/cpr_help.html ** The return is completely automated – the customer deals directly with Cisco for the return of the equipment. Further Details - http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ ctmp/howtoguide.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ ctmp/howtoguide.shtml

41. 41 Security Migration Program Type of Program : Competitive Program Purpose : Provide an incentive for customers to migrate from their Netscreen or Checkpoint security products to a Cisco solution Expiration: January 29 th, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/se curity.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ctmp/se curity.shtml How-to: Methodology is the same as the regular CTMP Program

42. 42 Switching Migration Program Type of Program : Competitive Program Purpose : Provide an incentive for customers to migrate from their 3Com, Nortel, HP or Foundry switching products to a Cisco solution Expiration: July 31 st, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ct mp/switching.shtml http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ct mp/switching.shtml How-to: Methodology is the same as the regular CTMP Program

43. 43 Access Routing Migration Program Type of Program : Competitive Program Purpose : Provide an incentive for customers to migrate from their old Cisco routers to the new Integrated Services Routers Expiration: July 31 st, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routin g.shtml http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/access_routin g.shtml How-to: Methodology is the same as the regular CTMP Program

44. 44 IP Communications Migration Program Type of Program : Competitive Program – replaces Great Exchange Purpose : Provide an incentive for customers to migrate from their old contact center, PBX, voicemail, or conferencing service to the new Cisco service Expiration: July 31 st, 2005 Details: Cisco ESO or CAM (see attached map for your AT&T CAM) enters the new equipment that a customer is purchasing with the equipment that a customer is returning to calculate a trade-in dollar amount that Cisco provides to AT&T. The customer is responsible for returning the equipment to Cisco via the standard RMA / returns process. See website below for eligible products Online Details: http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communic ations.shtml http://www.cisco.com/en/US/partner/partners/pr61/pr73/ctmp/ip_communic ations.shtml How-to: Methodology is the same as the regular CTMP Program

45. 45 Opportunity Incentive Programs (OIP) IP Freedom IP Network Defender Access Anywhere Success Builder

46. 46 IP Freedom OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco IP Telephony product line to a customer that is not currently using Cisco IPT **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: July 31 st, 2005 Details: Cisco will offer AT&T additional discount points (8 points) for qualifying and registering a new IP Telephony opportunity with Cisco. This program now applies to all size customers. The registration must be approved by Cisco and the additional discount will apply only to the IP Telephony equipment. Please see website below for minimum product requirements Online Details: http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_Program Rules.pdf

47. 47 How-to Guide for IP Freedom Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_ProgramRu les.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for minimum requirements and eligible products - http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_Progr amRules.pdf http://www.cisco.com/partner/WWChannels/oip/download/IPFreedom_Progr amRules.pdf

48. 48 Cisco IP Network Defender OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco Security product line. Additional discount will be provided based on the number of security product lines included. **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: October 28 th, 2005 Details: Cisco will offer AT&T additional discount points for qualifying and registering a new security opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the security equipment. For one security product the additional discount is 3 points, for two it is 5 points and for three and above it is 7 points. For information about product lines and eligible products, please see: http://www.cisco.com/partner/WWChannels/oip/download/security-products.html Online Details: http://www.cisco.com/en/US/partner/partners/pr11/incentive/defender.shtml

49. 49 How-to Guide for IP Network Defender OIP Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/programrules.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for eligible products - http://www.cisco.com/partner/WWChannels/oip/download/security-products.html http://www.cisco.com/partner/WWChannels/oip/download/security-products.html

50. 50 Cisco Access Anywhere OIP Program Type of Program: Incremental New Business Purpose : Offer increased discount for the first partner to qualify and register an opportunity to sell the Cisco WLAN (Aironet and Airespace) product line **NOTE: Additional discount applies to first partner with a qualified opportunity only Expiration: April 30 th, 2006 Details: Cisco will offer AT&T additional discount points for qualifying and registering a new WLAN opportunity with Cisco. The registration must be approved by Cisco and the additional discount will apply only to the WLAN equipment. For under 10 APs and WLAN Manager the additional discount is 3 points, for 10-25 APs and WLAN Manager it is 5 points and for 25+ APs, WLAN Manager and SUP 720 it is 7 points. For more specific information and rules about eligible and required products, see: http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf Online Details: http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf

51. 51 How-to Guide for Access Anywhere OIP Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/oip/download/aa_ataglance.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order Details: See this website for eligible products – http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf http://www.cisco.com/partner/WWChannels/oip/download/aa_programr ules.pdf

52. 52 Success Builder Type of Program: Incremental New Business Purpose : Recruit new customers (Under 500 Employees) that do not currently have any Cisco equipment (or minimal equipment – one router or one switch) to a Cisco solution Expiration: July 30 th, 2005 Details: Cisco will offer AT&T additional discount points (5 points) for qualifying and registering a new opportunity with Cisco. The registration must be approved by Cisco. There is a minimum baseline solution that must be purchased as part of the solution. Please see the online details below for the specifics Online Details: http://www.cisco.com/partner/WWChannels/sales_marketing_resources/progra ms/successbuilder/downloads/Success_Builder_Partner_Rules.pdf

53. 53 How-to Guide for Success Builder Step 1: Consult the program brochure for specific terms and conditions http://www.cisco.com/partner/WWChannels/sales_marketing_resources/ download/success-bulider.pdf Step 2: Qualify a new opportunity with your customer Step 3: Register the opportunity at the Cisco Website – the local Cisco CAM and AM must approve the opportunity as new to Cisco http://www.cisco.com/cgi-bin/front.x/AppTool/controller.cgi Step 4: Cisco team approves the opportunity Step 5: Place Order through Distribution

54. 54 AT&T SP CAM Territory Coverage Map Summer Himell - CAM 720-875-1364 summer@cisco.com Mark Wise - SE 469-255-0195 marwise@cisco.com Tom Myers - CAM 773 695-8363 tomyers@cisco.com Theo Harvey - SE 919-392-3922 tharvey@cisco.com Kim Jacobson - CAM 732 635-3084 kjacobso@cisco.com Ben Ng – SE 212 714-4422 benn@cisco.com Foster Lipscomb - CAM 408-525-0672 blipscom@cisco.com Mark Wise - SE 469-255-0195 marwise@cisco.com Chris Duffy – CAM 703-484-0170 chrduffy@cisco.com Theo Harvey - SE 919-392-3922 tharvey@cisco.com (Solution Center) Alan Benjamin - SE 732 635-3083 abenjami@cisco.com AT&T SP/ESO Territory Map Federal Debbie Everling - CAM 804-343-8879 deverlin@cisco.com