Cisco Winner’s Circle FY13 Pilot - Partner Plus

1. Cisco Winner’s CircleFY13 Pilot - Partner Plus WW PL and GEO Leaders Changing the Sales Experience… 16th April Brooke Lutz- Program Manager, EMEAR

2. Cisco Winner’s Circle: FY13 Pilot Objective Strengthen the Partner Led community by hosting an annual event which recognizes the best individuals of the partner community. Drive top performer mindshare and loyalty.

3. EMEAR: 7th-10th October, 2013 AMERICAS EMEAR APJC DAY 1 DAY2 DAY3 DAY4 • Airport meet and greet. Sedan transfer to hotel • Check-in at hospitality area; light snacks and beverages served • Afternoon at leisure • Welcome cocktail reception, mingle with Cisco®executives • Breakfast at leisure • Half day conference- Cisco executive presentations and feedback opportunity • Group lunch • Team-building activity • Awards Dinner • Breakfast at leisure • Half day conference- Cisco product updates and partner best practice sharing • Group lunch • Team-building activity • Dinner • Breakfast at leisure • Free time before airport pickup • Check out Destination: Mauritius Hotel: Trou Aux Biches

4. Cisco Winner’s Circle: Winner Selection • 15 PMCs • Cisco Marketing Plays Executed and Leads • Generated with Virtual Wallet or Partner Marketing Funds • 3 per theatre • 15 PSEs • Be a top achiever in Cross Architectural Sales • Achieve Cisco Rewards Cross • Arch Sales Bonus in Q3/Q4* • - In the instance of a tie, usage • of PH+ will be considered • 3 per theatre • Partners not enrolled in Cisco Rewards will still be eligible • 55 PSRs • Selected from • partners overachieving • product MBO to • highest % • Top 20 large partners • Top 20 medium • Top 15 small • 11 per theatre • 15 Sponsors • Partners will be chosen on their team usage of all Partner Plus Accelerators • PPC • CR • PH+ • - 3 per theatre

5. Partner Sales Representatives Selection • 55 Partner Sales Representatives (PSRs): • Partner overachievement of Partner Plus Product MBO 1 from January 27-July 13. Partners achieving the highest percentage over target will win a place. Places will be split between countries according to theatre and graded in terms of target size: • <250k Small Partners • <250k-1M> Medium Partners • >1M Large Partners • PSR’smust also successfully  complete the “Accelerating Partner Led Sales Excellence” Assessment available on Partner Education Center.  The exam can be taken via COLT testing (cost free!) following review of the content. • WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND

6. Partner Sales Engineers Selection • 15 Partner Sales Engineers (PSEs): • Top partner achievers of Cross Architectural Sales in Cisco’s fiscal year H2. Partners selling across the 3 eligible Cisco Rewards SKU lists each month (achieving the Cross Architectural Sales Bonus) the most from January 27-July 13 2013 will win. • In the event of a tie, usage of Partner Help Plus will be taken into consideration. • See the Cisco Rewards home page for more information on the Cross Architectural Sales Incentive • * Partners not enrolled in Cisco Rewards will still be eligible • WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND

7. Marketing Winners Selection • 15 Partner Marketing Champions: • The Partner Marketing Leaderboard will be set up based on the following criteria:  • Entry criteria: Use of Virtual Wallet or Partner Marketing Funds (PMF) to drive marketing activities and campaigns • ·Use of Cisco’s marketing campaigns: 5 points per campaign that is executed. • o   A campaign is considered executed when all or parts of the campaign materials and assets have been used. • o   The Cisco Campaigns can be found at https://www.ciscopartnermarketing.com • Generation of Leads: 1 point per 10 Sales Accepted Leads. • o   The leads that are generated from a campaign need to be submitted in the MLUT form (see Virtual Wallet and Partner Marketing Fund T&Cs).  • The use of funds, campaigns and lead generation covers the period 27th of January to 13th of July 2013. • In July, Cisco will audit the 15 winners’ execution of campaigns and the leads that have been generated. • WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND

8. Company Sponsor Selection • 15 Partner Plus Company Sponsors: • Company Sponsors will be chosen based on their team Partner Plus accelerator usage: • -       Log ins to Partner Plus Connect and click throughs • -       Log ins, redemptions and transfers of Cisco Rewards • -       Usage of Partner Help Plus • The Company Sponsor Leaderboard will be set based on the following criteria: • o   1 point for every PPC log in and click through to a PPCpage and redemption of a reward a named sales team member makes • 5 points for every transfer of points • o   1 point for every usage of Partner Help Plus • WINNING PARTNERS WILL BE SELECTED AND PARTNER MANAGEMENT WILL NOMINATE THE INDIVIDUAL THEY WISH TO ATTEND

9. Other Eligibility Criteria • Only FY13H2 targets/activity will be considered • Partner must be enrolled in Partner Plus • Winners will be measured at company level only. Individuals attending will be nominated by the Company Sponsoror other Senior Management at the partner. • Winners must be nominated by the Partner Plus Company Sponsor by fiscal end- closing date of program is 13th July • Partners must have a complete PPC profile • Candidates must hold a relevant job role in PPC to be eligible • PSR winners must take the Cisco Partner-Led Sales Specialization to be eligible

10. Communication and Information Sharing • External- • Communication via PP newsletter • Cisco Rewards Page, PPC Breaking News • Partner Plus leads to reiterate and drive incentive • Leaderboards- • Shows partner’s position within theatre • Data refreshed regularly and appears on Cisco Rewards home page Winners Circle Leaders (By theatre)