1. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 1 Cisco Partner Plus Accelerate Your Competitive Edge Speaker Name Speaker Title Date

2. Cisco Confidential 2 © 2012 Cisco and/or its affiliates. All rights reserved. Overview of Cisco Partner Plus Overview of Cisco Partner Plus Entry Criteria Accelerators Participation & Next Steps Agenda Q&A

3. © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3 Cisco Partner Plus is focused on achieving sustainable business growth in midsized customers, with qualified partners who are committed to an integrated, collaborative selling approach with us.

4. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 4 Target and Sell: Greater benefits to partners who invest in selling to midsized customers, such as: customer intelligence marketing campaigns Partner Plus offers preference, support and investment …in return for commitment, engagement and business growth Reward and Reinvest: Target-based financial rewards to help accelerate and further grow your business. Empower and Scale: Cisco’s full technical resources and capabilities to help scale and ramp up your sales function: pre-sales technical support sales excellence learning Investment Preference Support Improve performance at every stage of the sales cycle

5. © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5 5 © 2012 Cisco and/or its affiliates. All rights reserved. Preference Support Investment Partner Plus Entry Criteria Certified: Cisco Gold, Silver, Premier (in some regions Select) Minimum revenue in partner led accounts Only partner-led revenue is eligible Engagement criteria: Cisco Business Plan Partner AM/SE enrollment

6. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 6 Target-based financial rewards Prospect customer data Co-marketing resources and campaigns Partner Plus Accelerators 24/5 pre-sales technical support: ‘Partner Help Plus’ Sales Excellence learning modules Customer Intelligence Premium Marketing Virtual Engineering Premium Enablement Partner Plus Incentives Improve performance at every stage of the sales cycle

7. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 7 Virtual Engineering ‘Partner Help Plus’ What is it? 24/5 pre-sales technical support from Cisco Engineers 6 hour SLA Level 2 support: Configuration, BOM, design and architectural assistance, pre- and post-sales network diagrams and competitive information Partner Benefits Scale and augment scarce engineering expertise to increase productivity during the sales cycle. Preference Support Investment

8. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 8 Premium Enablement Sales excellence learning modules What is it? A flexible and scalable learning curriculum covering territory and account planning, sales management, competitive selling, consultative selling and financial selling. Partner Benefits Accelerate revenue and margin growth through rapid ramp-up of sales and sales management skills in your business. Preference Support Investment

9. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 9 Premium Enablement Example modules E-learning modules: Territory and account planning Sales management Competitive selling Consultative selling Financial selling Available in 10 languages Partner Sales Excellence Architectural Selling Sales Excellence Certification Local Workshops & Webex Via Learning Partners Varies by Region Next Releases Preference Support Investment

10. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 10 Customer Intelligence Prospect customer data What is it? Installed base and predictive models data such as customer wallet size and propensity to buy (varies by Region). Partner Benefits Identify new selling opportunities, increase wallet-share in existing customers, prioritize the approach to acquiring new customers, and increase marketing footprint. Preference Support Investment

11. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 11 Premium Marketing Co-marketing resources & campaigns What is it? Benefits such as: joint annual marketing planning, co-marketing campaigns, marketing skills training, and funding for demand generation activities. Varies by region. Partner Benefits Increase marketing effectiveness and ramp-up demand generation activity by co-marketing with Cisco. Preference Support Investment

12. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 12 Partner Plus Incentives Target-based financial rewards What is it? Financial rewards for achieving and exceeding mid-market revenue targets. Virtual Wallet funds are taken as cash or reinvested in sales and marketing activities. Partner Benefits Build on mid-market revenue success to increase sales and marketing activity to drive sustainable business growth. Preference Support Investment

13. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 13 Partner Plus Incentives Quarterly and annual growth targets Reward based on revenue growth over baseline target Quarterly and annual payments Paid to a Virtual Wallet Portion of Virtual Wallet used for activities*, remainder paid in cash Incentive Rewards Marketing campaigns Sales incentives Customer events Advertising / PR Learning Credits Funded heads Customized marketing activities Virtual Wallet Activities * Preference Support Investment

14. © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14 Coming soon for Partner Plus partners, a robust global infrastructure linked to Salesforce.com and CCW. For even closer and more efficient collaboration with Cisco. Cisco Sales Collaboration Platform

15. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 15 Cisco Sales Collaboration Platform Accelerating Sales & Marketing Collaboration Target Prospect/Opportunity Mapping Lead and Opportunity Management Customer Intelligence ‘Closed Loop’ Marketing and Sales Joint Visibility and Reporting Receive Leads and Prospects Engage With Customer Work It and Update Engage With Customer Work It and Update Convert to Deal Close Business Cisco Provided Leads Target Prospects Partner Provided Leads Uncovered Accounts CCW Integration ‘1 Click Convert to Deal’ CCW Integration ‘1 Click Convert to Deal’

16. Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 16 Delivering Powerful Capabilities Cisco Sales Collaboration Platform Gradual On-boarding of Partners Worldwide - as Determined by Cisco Regions Prospect & Oppty Assignment Lead & Opportunity Mgmt Marketing Campaign Leads CCW Integration – For Opptys Shared Visibility and Reporting May 2012 Additional Customer Intelligence Mobile Application Jabber Collaboration (Click to IM, Call, Video, Webex) 1st Half 2013 Rich Customer Intelligence ‘Closed Loop’ Marketing CCW Integration – For Leads Sept. – Nov. 2012

17. © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 Cisco Confidential 17 © 2012 Cisco and/or its affiliates. All rights reserved. Participation and Next Steps Add content Localised content by GEO/Region.

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