Build your annuity business with Cisco services

1. Build your annuity business with Cisco services Yavor Mihov Channel Manager, Cisco Services Ingram Micro Canada Tel: (905) 755-5000 x 56444 E-mail: yavor.mihov@ingrammicro.ca April 2007

2. What is a VSS and how I can help you? • Ingram Micro employee, funded by a vendor, hired to build a key growth area • How I can help your business: • Programs and promotions • Difference between various levels of Service • Ways to increase the Attach Rate • Cisco services training • Tool training

3. Agenda • Difference between service and warranty • Value of selling services? • Services overview • Tools and programs • Questions

4. Warranty vs. Service

5. Value of selling services

6. Cisco SMB Support Assistant Cisco Software Application Support Services (SAS and SASU) Cisco SMARTnet Cisco Technical Support Services Portfolio

7. Cisco SMARTnet • Cisco SMARTnet support provides Cisco expertise in a broad range of networking environments and technologies • Comprehensive maintenance support and enhancements during the operational lifetime of Cisco products Service Components: • Registered access to Cisco.com • Access to Cisco Technical Assistance Center (TAC) • Cisco OS Software updates • Advanced Hardware Replacement • Onsite field engineer (Onsite option)

8. Cisco SMB Support Assistant • Delivers high level of technical support in a cost effective package. • NOT for advanced technologies like VoIP or for guaranteed continuous operation. • For companies with <250 employees, for basic support and low complexity routing/switching applications. Service Components: • Network Management tools designed specifically for SMBs • Access to Cisco SMB Technical Assistance Center (TAC) • Cisco OS Minor Software Updates • Next Business Day Advance Hardware Replacement, where available, otherwise same day ship

9. Cisco SMB Support Assistant: Supported Products NEW NEW

10. Advantages of Multi Year Contract • Multi Year Discount Incentive • Price Protection • Ease of mind • Lock out Competition

11. Discounts SMARTnet • 2 Year – Additional 4% Discount on pre-payment • 3 Year – Additional 7 % Discount on pre-payment SMB Support Assistant • 3 Year SMB SA – Additional 25% Multi year discount • 5 Year SMB SA – Additional 40% Multi year discount

12. Cisco Software Application Support Services • Cisco Software Application Support Services protect your investment and help maximize application availability, functionality, and reliability • Two levels of support • Software Application Support (SAS) • Software Application Support plus Upgrades (SASU) Service Components: • Registered access to Cisco.com • 24x7x365 access to Cisco Technical Assistance Center (TAC) • Application software updates • Application software updates and upgrades* * SASU only

13. CISCO Service Contract CenterThe Next Generation of Service Management

14. Benefits of SCC • Renew contracts, create new quotes and add new products • Same day contract entitlement • Auto-registration – up to 100% registration rate • Service validations done prior to the order – reduces returns requests (SAM) • Multi-year discounts are automatically calculated For registration: www.cisco.com/public/scc

16. Attach Renew Multiyear PROGRAM

17. A RM Program Overview • Focused on helping partners sell services effectively to Commercial customers (20-1000 employees) • Provides quarterly, self-paced best practices learning opportunities • Making the First Sale • SMB Support Assistant • Selling Services on Uncovered Equip. • Selling Multi-year Services Contracts • Sales staff contest

18. ARM – links and support For terms: www.cisco.com/ca/go/arm/terms For registration: www.cisco.com/ca/go/arm For questions: support@ca-cisco-arm.com 1-800-go-cisco (options 4/2/4)

19. QUESTIONS?