Cisco SLED Team and SLED Offers Overview Q3 FY 2010

1. Didier Chesneau Sales Business Development Manager - EAST Public Sector & Technology Solutions Segment Cisco SLED Team and SLED Offers OverviewQ3 FY 2010 “One Channel, One Public Sector, One Cisco”

2. Agenda • Introduction to new Cisco State & Local Government and Education (SLED) team • Opportunities in Government & Education • Cisco value proposition to customers in Government and Education  • Cisco's value to resellers in Government and Education • Success Stories • Education and Government Offers/Programs for 2010

3. Lead Efforts in…

4. Tier 3/4: A Definition (sort of) Cisco Accounts: 24,000 Named Tier 3/4 * Represents approximately 50% of SLED *Excluding markets: ND, SD, Montana, & Alaska

5. Win Profile in Tier 3/4 • Tier 3 Customer business needs: • 802.11n coverage for 28 schools • Local partner trusted advisor • Flexible budget to seed weight loss application • Jamie Oliver “Food Revolution USA” - ABC • (VAR) Partner drivers • Profitability • Ease of sale • Customer price sensitivity • Impact • Growth: ~$600,000 sale • Profitability: Borderless Offer For Education Discounts • Competition: Beachhead in HP/3COM account • Improving kids’ lives through better food choices

6. Cisco SLED Team Alignment Channels Field SLED Channels Team SLED Field Alignment and Consistent Focus on SLED Priorities

7. Public Sector Program Management OfficeVision: A loyal and profitable PS partner eco-system that acts as a transformational force for government. Sales Business Development Managers TBD Didier Chesneau Doyle/Morelli Rosa Suzanne Jennings Jauch/Cooper Betts Penny Johnson Horalek/Semler Schlereth Rusty Smith Vince Adair Solutions Business Development Managers ? Bob Stanberry Safety & Security Peter Hirsch Healthcare TBD Education John Schlabach CRE

8. Engagement • CAM/VCAM lead • SLED Team as subject matter experts • Business development in… • Economic Stimulus • Alternate Funding • Contracts • Tier ¾ • Partner Development & Recruitment • Vertical Solutions

9. Opportunities in Government and Education and Value Propositions

10. Opportunities in Government and Education • Broadband (Telehealth, distance learning, Public safety • Online services for Constituents – dashboards • Community College Renovations • Classroom modernization (DMS, paging, power management • Security and Alert systems • IP Surveillance and Physical security • Upgrades in Emergency response communications • State wide Education Data Systems • Expanded requirements for data warehouseng/analytics

11. Addressing Customer Problems • Statewide Education Data Systems • Expanded requirements for data warehousing/analytics (ARRA compliance) • Broadband • Online services for Constituents • Community College renovations (Power mgmt.) • Classroom modernization • Security and Alert systems • Connection of Parents through Technology • Increased distance learning efforts evolving College experience • IP Surveillance and Physical Security solutions • Upgrades to Emergency response Communications • Community College renovations (DMS)

12. Reseller Opportunity ATP Advanced UC UC Express Premier Registered Borderless Collaboration Data Center Status

13. Case Studies

14. Borderless Network Case Study Industry Leadership Worldwide Industry Experience This customer operates the primary interstate law-enforcement network in the United States. The information in messages that travel over their system is instrumental in saving the lives of citizens as well as first responders. They carry over 90 million messages each month to over 30,000 agencies and 500,000 devices at the local, state, and federal levels in the U.S. and Canada. Because the security, reliability, and flexibility of the network directly affect public safety, they chose a reliable foundation infrastructure from Cisco. “Our system is defined by the fact that it’s always there. It’s mission-critical, it’s life or death, and we need equipment we can rely on. That’s why we chose Cisco.” - Director of Operations

15. Collaboration Case Study Goals Solutions Results • Better protect sensitive data and communications • Upgrade over-loaded foundation network and simplify network management • Improve communication between offices/agencies • Cisco IP Communications, VPN, and Security solutions • New Catalyst 6500 switches with firewall services module • Intelligent access routers with SRST • Call Manager, IP Phones, and Unified Messaging • Replacing Centrex system with Cisco IP Communications will save the city $100,000/year • Reduced time of network management and adds, moves, and changes • Citizens’ needs are met more quickly “No vendor other than Cisco was able to provide the complete solution from one manufacturer. All the other vendor solutions included partners. We tried multiple vendors in the past and there was a lot of finger pointing and it did not work for us. The all-Cisco solution provides us with what we need today and allows us to be able to add what we need in the future, without breaking the bank.” -Director Of Technology City government client

16. Data Center Case Study Enhanced Education Regulatory Compliance Future Opportunity Routing and Switching WLAN • Digital video enables enhanced curriculum, improves collaboration • IP telephony improves communications, reduces teacher overhead • Network and strategy support ‘No Child Left Behind’ legislation • Improved security for data and records • Network architecture is foundation for future growth Security 31 Campus/ Branches Data Center WAN AdvancedTechnologies IP voice IP Video Content Management “Our mission is to provide a world-class education for all of our students, to educate them to their full potential, and to challenge them in ways they’ve never been challenged before.” Public school system in metropolitan Washington

17. Orchestrator Case Studies Financial Sector Government Education • $ 800,000 • annual savings • 30,000 PCs • across 19 campuses with centralized server & reporting with distributed PC power policy administration • - 7,800 tons CO2 • annual reduction • $ 3 million • annual savings • 50,000 PCs • centrally managed across 2,239 retail bank branches in 15 states plus dozens of corporate office locations • - 65% CO2 • annual reduction • $ 480,000 • annual savings • 60,000 PCs • across 47 geographically dispersed state agencies with independent power policy administration • - 4,000 tons CO2 • annual reduction

18. Challenges Facing Schools in Today’s Global, Dynamic Economy • Increase efficiencies and contain costs • Improve school safety and security • Facilitate next generation learning to prepare the future workforce

19. Any Resource Any Device Anyone Anywhere ANext Generation Architecture for the Agile Delivery of Services and Applications The Transformation: The World Is Our New Campus/Workspace BORDERLESS NETWORKS

20. Schools Are Using Cisco’s Service Ready ArchiteBorderlessnesaacture [SRA] and Solutions to… Benefits: Increase administrative, operational, and energy efficiency Enable next generation learning Enhance safety and security

21. What could we be doing better? Gaps? • Versus industry peers • Versus competition • What more do we need to grow the reseller? • What more do we need to grow Tiers 3 & 4

22. GovEd Offers

23. SLED Offer Update • Technology • Borderless – Borderless offer for Education • Collaboration – • Singlewire (ex-Berbee) Informacast SPIF • All expense-paid vacation for VCAM, CAM or partner • Business • GE Capital • Grants Office • Other – • Portal - www.cisco.com/go/econstim

24. Borderless - Smart $aving for your Education Customers in 3 easy Steps Step 1: Position Cisco’s 802.11n and switch technology Step 2: Make your customers aware of the 10% - 15% discounts they get through buying bundles: Step 3: Make your customers aware of the additional5% - 10% off you could get them by leveraging the Limited offer for Education http://www.cisco.com/web/partners/sell/promotions/index.html

25. Collaboration - Informacast 8 Partner Winners 2 CAM/VCAM Winners The more you sell the better your chances Overview: InformaCast software ordered for a SLED or FED customer between March 1st and July 31st, 2010 Partners will be measured on InformaCast sales to FED and SLED customers Partner registration and deal reporting is required Partners can register to play at – www.singlewire.com/register

26. Channel Finance Program StructureGE makes it easy for your partners $50,000 to $500,000 of incremental credit lines Apply online: www.echannelfinancing.com Require at least 1 year in business, registered with Dun & Bradstreet, and annual revenues at least $250,000 No interest 60 day payment terms for Cisco Partners 24-48 hour approvals Distributor can ship immediately Partners can later apply for credit lines > $500K Easy to use, reliable, online account management Nikolas Scalise Federal & Commercial Technology Business Development P: 571-212-6632 F: 202-478-5187 E: nikolas.scalise@ge.com Barry Lepore Cisco On-Site Manager Business Development P: 408-525-3965 E: barry.lepore@cisco.com

27. Grants Office Engagement New Cisco Grants Support Program available to any partner on an opportunity by opportunity basis Document describes the program, offers best practices, and explains how to engage Posted on the Economic Stimulus Partner Community https://www.myciscocommunity.com/docs/DOC-15401 Reach out to your CAM to engage the SLED SBDM team for additional questions

28. Portal • www.cisco.com/go/econstim • Playbooks • Partner Advantage monthly webcast information • Much, much, more!