Cisco Partner Plus: Premium Enablement Accelerate Your Competitive Edge

1. Cisco Partner Plus: Premium EnablementAccelerateYourCompetitiveEdge

2. $61 Billion Opportunity Growing at 5-7%Small and Mid Sized Companies SMALL1-249 Employees MID SIZED250 – 999 Employees LARGE 1000+ Employees Growing Commercial is one of Cisco’s top 5 sales priorities for FY13 A key business accelerator for the Partner Plus program, Premium Enablement provides skills & resources to accelerate sales growth within the Commercial segment and improves transparency and confidence between Cisco and you - our partners. Take advantage of these resources to maximize our revenue and profit opportunities with this segment. Number of Companies 108 M 493 K 81 K $12 B $21 B $28 B * 2015 Opportunity 4 - 6 % 5 - 7 % 5 - 7% CAGR 2010-2015 Collaboration Switching/Routing Security UCS Collaboration Switching/Routing UCS Switching/Routing Collaboration Top 3 Technologies Sources: IDC, D&B, Cisco internal analysis

3. Partner Plus offers preference, supportand investment…in return for commitment,engagementand businessgrowth Empower and Scale Reward and Reinvest Target and Sell Empower and Scale: Cisco’s full technical resources and capabilities to help scale and ramp up your sales function: pre-sales technical support Premium Enablement (Cisco Sales excellence Learning ) Target and Sell: Greater benefits to partners who invest in selling to midsized customers, such as: customerintelligence marketing campaigns Support Improve performance at every stage of the sales cycle Investment Preference Reward and Reinvest: Target-based financial rewards to help accelerate and further grow your business.

4. Premium EnablementCisco Sales Excellence Partner Learning Modules Preference Support Investment What is it? A flexible and scalable learning curriculum & set of learning resources that equip you with the right set of sales and teaming skills to capitalize on the opportunities within small & mid-size companies.The curriculum covers territory and account planning, sales management, competitive selling, consultative selling and financial selling . Empower and Scale Partner Benefits Accelerate revenue and margin growth through rapid ramp-up of sales and sales management skills in your business.

5. Key Sales ProficienciesEnabling & Accelerating Partner Led Sales Model • Mastery of the Partner Led Sales Motion • Advanced Soft Selling Skills • Sales Acceleration

6. Premium EnablementE-Learning Modules Preference Support Investment Partner Sales Excellence Next Releases Empower and Scale • Territory and account planning • Sales management • Competitive selling • Consultative selling • Financial selling Available in 10 languages Architectural Selling Sales Excellence Certification Local Instructor-Led Workshops & Webex Via Learning Partners Varies by Region

7. Premium EnablementTerritory & Account Planning Preference Support Investment Content Outcomes Empower and Scale • Drive and build revenue generating Territory Plans • Enhance Business Analytical skills and leverage the data to make confident business decisions • Enable the co-design and co-execution of these Plans • Prioritize growth opportunities to the key set that will make a difference • Planning as a process • Planning best practices • Portfolio Planning • Account Planning

8. Premium EnablementAdvanced Selling Preference Support Investment Content Outcomes Empower and Scale • Solution & Value Added Selling • Technology Adoption Lifecycle • Addressing Verticals Opportunities & Trends • Addressing Business Pain Points • Steps for Success • Share consultative selling techniques • Improve consultative selling skills • Enable Whole Offer positioning across Cisco’s 3 Architectures • Fact find and match solutions to business pain points • Share ways to articulate business outcomes in a Vertical language

9. Premium EnablementCompetitive Selling Preference Support Investment Content Outcomes Empower and Scale • Displace & Differentiate • Deliver value & increase value add • Deflect competition arguments • Switch the conversation to Cisco and Partner value add • Discover, reveal & displace competitive vendors • Understand competitor’s weaknesses in GTM strategy, portfolio, programs & offerings through case studies • Master differentiation techniques • Improve competitive selling skills & techniques

10. Premium EnablementFinancial Selling Preference Support Investment Content Outcomes Empower and Scale • Business Relevance • Influencing Financial Decisions • Financial Concepts & Exercises • When to apply Financial Selling • Consumption Models - Update • Roadmap & Next Steps • Learn Financial Selling techniques for today’s economic environment and improve Financial selling skills • Prepared for CFO \ Procurement team engagements • Learn to position business and financial benefits of Cisco solutions to prove the value of Cisco premium

11. Premium EnablementSales Management Preference Support Investment Content Outcomes Empower and Scale • Sales Management Best Practices • Driving Outcomes with the Cisco Integrated Selling Process (ISP) • Running Effective Sales Reviews on your own Territory • Improve the execution and management of sales through Demand Generation activities • Build deeper Cisco relationship to further drive Funnel and Sales opportunities • Understand which Cisco programs can make a difference in accelerating deals and increasing their size at every stage of the ISP process

12. Premium EnablementMeans Accelerated Sales for Partners Sample Returns • $500kpipeline before joint territory & account planning… 3 months after the sessions had $12M Pipeline • Distributor recognized a $20M incremental goal… $3M of which was achieved 30 days after joint territory & account planning and $900K in new revenue in the first month of adding Tandberg Business Video to their inventory

13. Premium EnablementAccelerateYOURCompetitiveEdge! • Sell more Cisco! • Check out the e-Learning Modules on the Partner Education Connection at: www.cisco.com/go/pec/premiumenablement/