Global Center of Excellence ( GCOE )

1. Global Center of Excellence (GCOE) GCOE PMO Team

2. GCOEExecutive BriefingSummary • Innovation focused on S+CC, Enterprise and Public Sector. • State-of-the experience center that brings to life the connected life experience. • Solution incubation and platform development, with the ability to create Proof of Concepts (POC). • Accelerate the creation solution playbooks to evolve sales engagements from product to the whole-offer. • Develop the partner eco-system that are ready to deploy and scale solutions. • Migrate from a cost center to a self-sustaining facility over a 2-3 year period enabled through significant product and services pull-through. • Show proven capability from ideation to the delivery of the whole-offer. • Transform customers conversations from technology delivery to business value. • Accelerate solutions development with partners by providing incubation facilities, equipment and access to Cisco’s engineering expertise. • Provide a vehicle for GTM enablement of new solutions through training and certification. • Enable customization and localization of solutions. • Joint funding from VCs and Government organizations. • # of Developed Solutions. • # of ISV relationships formalized. • # of Solutions playbooks developed. • # of successful POC activities leading to sales. • Project pipeline and closed deals. • Objectives Benefits Metrics

3. Vertical Segments FSI Manufacturing Energy Education Healthcare S+CC (CRE) • IFEZ • Iskandar • Lend Lease • GGLC • China Automobiles • Korea Smart Education • Global Silver Holdings • Chengdu Government • Customers Smart Education Offer RemoteExpert Process Control Networks Customer Experience Transformation Intelligent Space, Building & Company Horizontal Solutions Customer Front-end / Delivery Eco-System GTM Enablement Independent Software Vendors Solution Delivery Partners Proof of Concept Delivery Showcase Cloud Offerings BusinessAppliances Integrated Operations Center Pervasive Digital / Content Offer Next-Gen Cloud Applications Training / Skills Transfer Programs Cloud Services - Service Catalogs PaaS, SaaS Solution Readiness Certification Solution Playbooks Foundational Capability Centers of Excellence (egGCOE) Platform Development Solution Incubation Localization / Customization Transformational Partnerships

4. Insert photo here Smart grid Healthcare Education “I am Lauren and this is my city.” IOC This is my city. In my city, networks run faster. In my city, personal video conferencing is in every home. In my city, people are brought together from miles apart. In my city, neighborhoods are powered by the sun. In my city, shopping is done between my favorite prime time shows. In my city, the internet can be accessed everywhere and anywhere. In my city, my professor can be perched in an observatory 5,000 miles away. In my city, I can take the game with me when I leave my seat. In my city, have all my medical records at my fingertips. Insert photo here “Together. This is my city.” ConnectedReal EstateSmart Home, Office ConnectedSports Transportation

5. Incubation Facilities Incubation Labs Incubation Rooms • Lab fitted out cloud offerings enabled through VBLOCK, Tidal and Newscale orchestration and provisioning. • Comprehensive range of Cisco offering for partners to leverage to integrate with: • Horizontal - Unified Commmunications / Telepresence suite, Digital Media Suite, Wireless / Location-based , Physical Safety & Security, VDI / VXI, etc • Platform – SDP, Video Services Exchange, TP Exchange, Virtual Services Exchange, etc. • Allows partners dedicated access for solution development activities. • All infrastructure provided within rooms including, racks, table surfaces and connectivity. • Connects directly into the main datacenter that provides all Cisco platform solutions that can be integrated with.

6. 5-Step Solution Development Process SolutionDiscovery SolutionPlanning SolutionBuild SolutionPackaging SolutionFormalization CC CC CC CC • Develop solution concept, use cases • Assess market size/ revenue potential • Assess strategic fit • Define high-level business requirements • Define high-level solution architecture requirements • Estimate investment costs Duration 2-4 weeks 4-8weeks 3-6 months 2-4 months 2-4 months • Develop detailed solution architecture • Define solution specifications • Develop test plan • Select ecosystem partners to build and integrate solution • Develop POC / pilot plan • Develop system functional specs • Develop project schedule • Acquire and configure equipment • Design solution • Complete coding • Validate and test solution • Complete testing and integration • Develop solution playbook, sales /marketing collaterals • Assign solution code in SFDC • Select solution champions in each country / region • Select partners in each country /region • Roll out playbooks to each target country • Track solution pilots and sales Key Activities Stage Gate Concept Commit (CC) Execute Commit (EC) Readiness Review (RR) General Availability Commit (GAC) Milestone Solution Manager identified and assigned Solution developed, integrated & tested POC completed Solution playbook completed

7. Partner Development Employ funding, joint marketing, financing as part of the program mix Leverage Cisco brand – Develop ISV branding and certification programs Develop programs for each stage of the solution lifecycle for ISV Comprehensive Developer Programs Incubation Development Testing & Certification Sales andMarketing Investment (incentives) GCOE ISV APIs, Tools and Support / Centers of Excellence CDN Core APIs DeveloperSupport Life Cycle management Demo Pools / Labs POC Labs Create a sandbox for innovation on top Cisco products and solutions – technical resources are most important to ISVs Provide access to equipment and tools necessary for innovation Create incentive to share and monetize tools created by top ISVs to foster further innovation

8. GCOE - Technology partner program and investment guidelines Technology PartnerSegmentation Description Examples • Highly strategic partners in a particular horizontal / vertical – complimentary SW or HW offering and existing vertical / horizontal domain experience. • Have significant investment in people, programs, and technologies and willing to invest further for joint GTM initiatives. • Cumulative investments relating to the GCOE of value equal to USD 100,000 or greater in additional discounts, resources or services. Transformational / “Sell with” partners • Joint solution development in particular horizontal or vertical solution • Medium-sized organizations that have made moderate investments and have niche SW offerings that have high value to Cisco. • Interested in licensing offerings to Cisco and entering revenue share arrangements. Cisco will own all rights to the offering. • Cumulative investments relating to the GCOE of between USD 50,000 – 100,000. Solutions partners • Smaller organizations that have technology offerings or an ISV that can build on top of existing technology platforms from Cisco. • Cumulative investment relating to the GCOE of between USD 15,000 – 50,000. ISV / Application partners

9. Technology Partnership Program ISV / Application partners Solutions partners Partner Benefit

11. Innovations in Solutions & Services Solution Partner Type High ISV program and GeneralSolution Partners Transformational Solutions Partnerships /General Partners ISV program • Vertically focused solutions that are enabled through the development of a platform offering. • Enables Cisco to monetize these as additional products / services. • Current solutions approach. • Wrap vertical value proposition around horizontal offers to create vertical relevance • Partner offerings are positioned to add value but not necessarily integrated • Current CBC’s focus on demonstrating these types of solutions • Vertically focused solutions that are enabled through a workflow / integration engine. • Developed with a partner and/or internal team that can maintain and monetize the developed offering. Highest Customization Low Customization Highly packaged COE solutions focus Level of Customization Low