FY’09 Enterprise & Mid Market Building the Plan

1. FY’09 Enterprise & Mid MarketBuilding the Plan

2. Enterprise & Mid Market Planning Process • FY09 Plan will be complete in September • Aligned to the European and UKI Plan • Integrated with all cross functions embedded • RSM teams input required as a first step • Used to determine key priorities/focus areas within plan

3. Objectives • Build a FY09 Plan capturing the opportunity of current market transitions • Integrated plan whereby all Cross Functions are imbedded • Ensure investment decisions are aligned to key transitions • Keep the approach simple, practical and owned by the RSM’s • Clearly communicate to all members of the Operation and enable them to clearly communicate out

4. RSM Deliverables • An integrated plan by region, with alignment to sub verticals • Highlight how cross functions will contribute to delivering plan • “Pitch” for potential investment of resources (time or $)

5. Timeline

6. Templates for completion

7. Key Market Transitions – driving growth Low Latency Drivers • Competitive advantage of being ‘closer’ to the market price • Exchanges offering hosting (eliminates ‘speed of light’ effect) Opportunity for Cisco • Virtualisation & low latency products (e.g. 4948) • Monitoring solutions (e.g. BQM, AON, etc.) • Greenfield ‘caged’ datacentres at exhanges / information providers Financial Market Regulation Drivers • Sarbannes Oxley, Basel II and primarily in Europe, MiFiD Opportunity for Cisco • Data-centre consolidation, virtulisation and automation • Storage Drivers • Security Standards Council (SSC) formed on Sept 6, 2006 by Amex, Discover, JCB, Mastercard and Visa • SSC has with the goal of managing the ongoing evolution of the Payment Card Industry (PCI) Data Security Standard (DSS) • Almost written for Cisco! Opportunity for Cisco • Refresh existing payment networks • Develop specific solutions (and eventually products?) • Advisory services to consult with PCI SSC • Advanced services to create specific services Payment Card Industry Build and maintain a secure network (inc. a firewall) Protect cardholder data (inc. encrypt transmission) Maintain a Vulnerability Management Program Implement Strong Access Control Measures Regularly Monitor and Test Networks Maintain an Information Security Policy Retail Customer Engagement Drivers • Reducing cost per transaction • Attracting and retaining profitable customers / automating process for non-profitable customers Opportunity for Cisco • NBS-style network refresh (800 sites / $10m) • UC / DMS / Telepresence

8. FY09 RSM Plan – Key initiatives

9. FY09 Key initiatives - detail • What are the detailed actions that will be required? • Detail what you expect cross functional teams to deliver as well as your own team • What group of activities are required to capture the opportunity • How will we be able to track progress against activities?

10. Cross Functional Support for FY09 • This is a summary of the cross functional support required to drive the initiatives • CA • Marketing • Channels • Capital • European Segment

11. Support from UK&I Marketing • Instigate and develop new CxO relationships • Ongoing senior level ‘business’ engagements • Understanding of Cisco’s architectural approach to address business issues and deliver competitive advantage. • Regular forum to deliver specific vertical propositions to key technical decision makers • Ongoing senior level ‘technology’ engagements • e.g. low latency

12. Support from EU Segment Vertical • ‘Regular’ EBC in a box • Subject matter expertise for CxO events • Business level monthly/quarterly newsletter • Monthly ‘summary’ of relevant vertical news items • e.g. FinXtra, Waters, etc. • Liaise with channel team to build alliances between Cisco partners and vertical application partners

13. Support from Cisco Capital • More education on how to leverage Cisco Capital’s proposition • Cisco high touch • Partner sales account managers • Case studies • Targeted CFO engagement • Install base prospect review (S&LB of existing infrastructure) • CFO round table • Creative install base management programs (like 6k to Nexus program) • Programmatic propositions with channel partners (e.g. price per phone)

14. Support from Channel • Educate high touch team as to which channel partners have specific focus / solutions on the finance sector • Education on our relationship with the consultants, outsourcers and systems integrators • Liaise with segment team to build alliances between Cisco partners and vertical application partners • Work with BT, IBM and HP to create a ‘Cisco relevance’ within their client teams • CAM visibility in the City office • Status and feedback on the CUWL partner initiative for our customers

15. Support from CA • Business development resource for AS focused on the $4$ accounts (pre-sales activity) • Two dedicated SAMs with an agreed prioritisation • Monthly 1 day AS surgeries (1 hour slots) • Quarterly senior CA delivery update at Operation Managers Meeting

16. FY09 Goal * Michelle covering AXA for first 6 months

17. Names of accounts with sub vertical

18. Critical Success Factors • European Finance vertical marketing engagement with the field • All CA engages in pre-sales work • All CA works with HT to create relevant solutions / services • Cisco Capital works with HT to create relevant financial propositions • e.g. mid-market ‘low overhead’ offerings, voice per port offering, etc.