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Cisco Quick Hit Briefing Gear Up! For the New Year

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1 Cisco Quick Hit Briefing Gear Up! For the New Year
November 15, 2012 Brian Avery Partner Development Manager – Cisco Systems To join the audio portion, enter a call- back number in the Audio Conference dialog box. Alternatively, you can call into the meeting by dialing: Toll-Free: (866) Enter Meeting ID: Press “1” to join the conference.

2 Agenda Introduction Cisco Priorities Gear Up Promotions
Cisco Capital Year End Offers Resources Q&A Brian Avery Partner Development Manager Priors: President and CEO Cisco Premier Partner Director of Sales Cisco Silver Partner Financial Analyst Sprint Corporation

3 What Is a Quick Hit Briefing?
A weekly partner briefing series designed for Cisco Commercial Territory partners Concise, relevant updates on: Cisco products and solutions Partner programs and promotions Partner Enablement – Demand Generation, Selling Skills, Closing Tools, etc. Next Quick Hit Briefing: WebEx Update - The $$ Opportunity You Are Missing Thursday Dec 13th, 9:30 ET https://ciscosales.webex.com/ciscosales/j.php?ED= &RG=1&UID=0&RT=MiMxMQ%3D%3D

4 Cisco Priorities Key Drivers of the Future of the Network
1 Leadership in the Core… Routing / Switching / Services Mobility Security Any - Any 2 Collaboration 3 Data Center / Virtualization / Cloud 4 Video 5 Architectures for Business Transformation Key Drivers of the Future of the Network That Strategically Leverage the Power of the Network

5 “Gear Up” for the New Year Opportunity

6 Did You Know? There are approximately 70,000 commercial named accounts in the US? There are also more than 2,000,000 non-named accounts in the US! Over 80% of these accounts have calendar year-ends Many have budgets that must be spent prior to 12-31

7 If we aren’t proactive and capture that year end spend, our competition will.

8 Summary of Offers Cisco Unified Computing System (UCS) Starter Bundles Join the UCS Revolution with everything you need to get started. Exceptional performance and scalability at an incredible price. Multiple B- and C-series bundles. Learn more about UCS Switching Product Bundles Ensure your network is ready for the next generation of services on campus and in the data center. Specially priced Cisco Catalyst Series Switches and Cisco Nexus Series Switches product bundles. Learn why Catalyst is the #1 switch in the world Cisco BYOD Smart Solution Deploy a validated, end-to-end Bring Your Own Device (BYOD) solution with confidence and convenience. Take advantage of exclusive pricing on wireless and security solutions. Learn more about the BYOD Smart Solution Collaboration Promotion Improve your experience, and your bottom line, by adding video to your voice purchase. Buy a Cisco Business Edition 6000 and see your savings multiply across the Cisco collaboration portfolio, including phones and endpoints. Learn more about Cisco Collaboration Cisco SMARTnet Cisco SMARTnet Service offers fast, expert, technical support to help resolve critical network issues. Get three years of Cisco Services SMARTnet 8x5 Next Business Day Service technical support service for the price of two years (Cisco suggested resale price) for selected products. Learn about the value of SMARTnet

9 Promotion Customer Collateral
Impending Event Pre- Configured Bundles Or special Pricing Call to Action Financing Offer

10 UCS Promotions

11 UCS New Account Breakaway Promotion
Drive UCS New Account acquisition through DC Partners Offer Summary (U.S. Only): Leverage new UCS New Account Breakaway deal registration promotion (via Cisco Commerce Workspace – CCW) Offer up to 70% off list for eligible UCS products, and up to 64% off list for UCS Smart Play bundles - if customer is verified to be a new UCS account and opportunity is partner-hunted and developed. Translates to 70% - 80% increase for partner hardware margin Partner can continue leveraging promotional discounts on follow-on UCS business for 6 month deal duration “New Account” verified by Cisco AM and Channels Program team Partner must be UCS Specialized (UCT, DCA or ATP-DCUC) The figure describes challenges to existing environments.

12 B-Series SmartPlay Five Promotions
Part Numbers: UCS-SP5-ES-B22 (Diskless) UCS-SP5-ES-B22HD (w/ HDD) UCS-EZ-ENTS-B22 (Expansion Pak) Part Numbers: UCS-SP5-EV-B200 (Diskless) UCS-SP5-EV-B200HD (w/ HDD) UCS-EZ-ENTV-B200 (Expansion Pak) Part Numbers: UCS-SP5-SC-B200 (Diskless) UCS-SP5-SC-B200HD (w/ HDD) UCS-EZ-ENSC-B200 (Expansion Pak) Part Numbers: UCS-SP5-PR-B200 (Diskless) UCS-SP5-PR-B200HD (w/ HDD) UCS-EZ-PERF-B200 (Expansion Pak) Specifications: (2) 6248 Fabric Interconnects (1) 5108 Chassis w/ Dual 2208XP Fabric Extenders (2) B22 M3 Blades Dual Intel® Xeon® 1.90Ghz Processors 48 GB Memory VIC 1240 Optional 300 GB HDD Specifications: (2) 6248 Fabric Interconnects (1) 5108 Chassis w/ Dual 2208XP Fabric Extenders (4) B200 M3 Blades Dual Intel® Xeon® 2.00Ghz Processors 64 GB Memory VIC 1240 and VIC 1280 Optional 300 GB HDD Specifications: (2) 6296 Fabric Interconnects (2) 5108 Chassis w/ Dual 2208XP Fabric Extenders (4) B200 M3 Blades Dual Intel® Xeon® 2.00Ghz Processors 128 GB Memory VIC 1240 and VIC 1280 Optional 300 GB HDD Specifications: (2) 6296 Fabric Interconnects (1) 5108 Chassis w/ Dual 2208XP Fabric Extenders (4) B200 M3 Blades Dual Intel® Xeon® 2.90Ghz Processors 256 GB Memory VIC 1240 and VIC 1280 Optional 300 GB HDD B22 Entry B200 Value B200 Scale B200 Performance

13 C-Series SmartPlay Five Promotions
Value Specifications: Dual Intel® Xeon® E Ghz Processors 32 GB Memory MegaRAID 9265CV-8i PCIe Card Dual 300-GB SAS HDD’s Part Number: UCS-SP5-C22V Entry Dual Intel® Xeon® E Ghz Processors UCS-SP5-C22E Specifications: Dual Intel® Xeon® E Ghz Processors 32 GB Memory MegaRAID 9265CV-8i PCIe Card Dual 300-GB SAS HDD’s Part Number: UCS-SP5-C24V C220 Value Entry Specifications: Dual Intel® Xeon® E Ghz Processors 64 GB Memory LSI 2008 SAS RAID Card Broadcom 5709 Quad-Port 1 GbE w/ TOE iSCSI NIC Part Number: UCS-SP5-C220E MegaRAID 9266CV-8i PCIe Card Cisco UCS P81E VIC UCS-SP5-C220V C24 Performance Value Specifications: Dual Intel® Xeon® E Ghz Processors 64 GB Memory MegaRAID 9265CV-8i PCIe Card Dual 300-GB SAS HDD’s Part Number: UCS-SP5-C24P C240 Performance Value Specifications: Dual Intel® Xeon® E Ghz Processors 64 GB Memory MegaRAID 9266CV-8i PCIe Card Cisco UCS P81E VIC Part Number: UCS-SP5-C240V Dual Intel® Xeon® E Ghz Processors UCS-SP5-C240P

14 C-Series + Fabric SmartPlay Five Promotions
Part Number: UCS-SP5-ES-C220 Part Number: UCS-SP5-EV-C220 Part Number: UCS-SP5-EV-C240 Part Number: UCS-SP5-PR-C220 Part Number: UCS-SP5-PR-C240 C220 Specifications: Dual Intel® Xeon® E Ghz Processors 64 GB Memory LSI 2008 SAS RAID Card Broadcom 5709 Quad-Port 1 GbE w/ TOE iSCSI NIC C220 Specifications: Dual Intel® Xeon® E Ghz Processors 64 GB Memory MegaRAID 9266CV-8i PCIe Card Cisco UCS P81E VIC C240 Specifications: Dual Intel® Xeon® E Ghz Processors 64 GB Memory MegaRAID 9266CV-8i PCIe Card Cisco UCS P81E VIC C220 Specifications: Dual Intel® Xeon® E Ghz Processors 64 GB Memory MegaRAID 9266CV-8i PCIe Card Cisco UCS P81E VIC C240 Specifications: Dual Intel® Xeon® E Ghz Processors 64 GB Memory MegaRAID 9266CV-8i PCIe Card Cisco UCS P81E VIC Nexus 3K Specifications: Nexus 3048 Nexus 3064PQ Accessory Kit Included Nexus 2K Specifications: Nexus 2232PP w/ 16 FET 10G Line Extender for FEX Nexus 2K Specifications: Nexus 2232PP w/ 16 FET 10G Line Extender for FEX Nexus 5K Specifications: Nexus 5548 UP w/ 32 10GbE Ports Nexus 5K Specifications: Nexus 5548 UP w/ 32 10GbE Ports UCS FI Specifications: 48-Port UCS Fabric Interconnect w/ Unified Ports 12 port licenses UCS FI Specifications: 48-Port UCS Fabric Interconnect w/ Unified Ports 12 port licenses C220 Nexus 3K C220 Nexus 2K UCS FI C240 Nexus 2K UCS FI C220 Nexus 2K Nexus 5K C240 Nexus 2K Nexus 5K

15 Q213 UCS C-Series Fast Track Offer
Promotion Duration: November 5th, 2012 – January 31st, 2012 Offer 1: New C22 and C24 Products Create awareness around the New low End C Series Servers C22 and C24 through a Good. Better, Best marketing approach. Offer 2: New Lower Pricing New GPL’s announced on the C22 and C24 products. New low end offering to help partners start the discussion around C Series with new accounts. Offer 3: Partner Rewards: Fast Track C Series products are aligned to the baseline Cisco rewards program.

16 Fast Track Recommended Bundles
$1600 Net * Cisco C22 Entry Level Bundle Perfect for seeding UCS into new accounts, including lab application test environments Ideal for Medium-sized Commercial and Public Sector Accounts Priced to Compete! Cisco C22 Dual Processor, 16GB Bundle Future-proofed compute building block for virtualization and Unified Data Centers Ideal workhorse for standalone business applications including Collaboration or Exchange Highly Flexible Solution Cisco C24 Dual Processor, 2TB Bundle Ideal for seeding UCS into new accounts as Web or server Perfect for storage intensive video and multimedia environments Mega Storage: Supports up to 24TB! $3400 Net* $4700 Net* *Contact your distributor for your final pricing on these bundles.

17 Fast Track Product Assortment
Product ID Description Server Bundle Skus UCSC-DBUN-C UCS C220 M3 SFF, 1xE5-2609,1x8GB,ROM55,2x650W,SD,RAILS UCSC-DBUN-C UCS C220 M3 SFF, 1xE5-2640,1x8GB,ROM55,2x650W,SD,RAILS UCSC-DBUN-C UCS C220 M3 SFF, 2xE5-2620,2x8GB,RAID-11,2x650W,SD,RAILS UCSC-DBUN-C UCS C220 M3 SFF, 2xE5-2650,2x8GB,9266CV,2x650W,SD,RAILS UCSC-DBUN-C UCS C240 M3 SFF2, 1xE5-2609,1x8GB,ROM55,2x650W,SD,RAILS UCSC-DBUN-C UCS C240 M3 SFF2, 1xE5-2640,1x8GB,ROM55,2x650W,SD,RAILS UCSC-DBUN-C UCS C240 M3 SFF, 2xE5-2620,2x8GB,RAID-11,2x650W,SD,RAILS UCSC-DBUN-C UCS C240 M3 SFF, 2xE5-2650,2x8GB,9266CV,2x650W,SD,RAILS UCSV-EZ-C22-302 UCS C22 M3 SFF, 1xE5-2420,1x8GB,ROM55,1x450W, RAILS UCSV-EZ-C22-303 UCS C22 M3 SFF, 1xE5-2440,1x8GB,ROM55,1x450W, RAILS UCSV-EZ-C22-306 UCS C22 M3 SFF, 2xE5-2440,2x8GB,9240-8i,1x450W, RAILS UCSV-EZ-C22-307 UCS C22 M3 SFF, 2xE5-2450,2x8GB,9240-8i,1x450W, RAILS UCSV-EZ-C24-322 UCS C24 M3 SFF, 2xE5-2420,2x8GB,9240-8i,2x450W, RAILS UCSV-EZ-C24-324 UCS C24 M3 SFF, 2xE5-2450,2x8GB,9240-8i,2x450W, RAILS Accessories UCSV-MR-1X082RY-A= 8GB DDR MHz RDIMM/PC /dual rank/x4/1.35v A03V-D146GC2= 146GB 6Gb SAS 15K RPM SFF HDD/hot plug/drive sled mounted A03V-D300GA2= 300GB 6Gb SAS 10K RPM SFF HDD/hot plug/drive sled mounted A03V-D1TBSATA= 1TB SATA 7.2K RPM SFF HDD/hot plug/drive sled mounted

18 Cisco C22 Entry Level Bundle Aggressively Priced: Under $1,600 Net
Cisco C22 Entry Level Bundle Aggressively Priced: Under $1,600 Net* to Resellers! Priced to Compete! Ideal for Medium-sized Commercial and Public Sector accounts Perfect for seeding UCS into new accounts, including lab application test environments Eligible for UCS New Account Breakaway and OIP/TIP/SIP for even better pricing! Bundle Includes: UCS C22 M3 SFF Rack Server Intel E Processor (6-Core 1.9GHz) 8GB Memory 300GB Hard Disk Drive (6Gb SAS 10K SFF) RAID (ROM55) 450W Power Supply Supports up to 8 total Hard Drives (146GB, 300GB & 1Terabyte) Rail Kit Included (Rack-Ready) Bundle SKU #1 SKU Name:  UCS-C22-MID-RACK (1) UCSV-EZ-C22-302   (UCS C22 M3 SFF, 1xE5-2420,1x8GB,ROM55,1x450W, Rails) 6-Core 1.9Ghz (1) A03V-D300GA2=       (300GB 6Gb SAS 10K SFF) List Price: $3,738  @61% : $1,457.82 Bundle SKU #2:  SKU Name: UCS-C22-2P-16GB (1) UCSV-EZ-C22-306  (UCS C22 M3 SFF, 2xE5-2440,2x8GB,9240-8i,1x450W, Rails) 6-Core 2.4Ghz (1) A03V-D300GA2=    (300GB 6Gb SAS 10K SFF) List Price: $7,901 @61%: $3,081.39 Bundle SKU #3: SKU Name:  UCS-C24-16GB-2TB    (1) UCSV-EZ-C24-324  (UCS C24 M3 SFF, 2xE5-2450,2x8GB,9240-8i,2x450W, Rails)  8-Core 2.1Ghz (2) A03V-D1TBSATA=   (1TB SATA 7.2K RPM SFF HDD/hot plug/drive sled mounted) List Price:  $10,927 @61%: $4,261.53 CCW Part Number Distributor Part Number UCS-C22-MID-RACK Qty(1) Cisco P/N: UCSV-EZ-C22-302 Qty (1) Cisco P/N: A03V-D300GA2= * Suggested Net price to Reseller is after all partner discounts * Contact your Authorized Cisco Distributor for final pricing

19 Cisco C22 Dual Processor, 16GB Bundle Aggressively Priced: Under $3,400 Net* to Resellers!
Highly Flexible Solution Future-proofed Compute building block for virtualization and Unified Data Centers Ideal workhorse for standalone business applications including Collaboration or Exchange Eligible for UCS New Account Breakaway and OIP/TIP/SIP for even better pricing! Bundle Includes: UCS C22 M3 SFF Rack Server Dual Intel E Processors (6-Core 2.4GHz) 16GB Memory 300GB Hard Disk Drive (6Gb SAS 10K SFF) RAID (LSI MegaRAID i) 450W Power Supply Supports up to 8 Hard Drives (146GB, 300GB and 1Terabyte) Rail Kit Included (Rack-Ready) Bundle SKU #1 SKU Name:  UCS-C22-MID-RACK (1) UCSV-EZ-C22-302   (UCS C22 M3 SFF, 1xE5-2420,1x8GB,ROM55,1x450W, Rails) 6-Core 1.9Ghz (1) A03V-D300GA2=       (300GB 6Gb SAS 10K SFF) List Price: $3,738  @61% : $1,457.82 Bundle SKU #2:  SKU Name: UCS-C22-2P-16GB (1) UCSV-EZ-C22-306  (UCS C22 M3 SFF, 2xE5-2440,2x8GB,9240-8i,1x450W, Rails) 6-Core 2.4Ghz (1) A03V-D300GA2=    (300GB 6Gb SAS 10K SFF) List Price: $7,901 @61%: $3,081.39 Bundle SKU #3: SKU Name:  UCS-C24-16GB-2TB    (1) UCSV-EZ-C24-324  (UCS C24 M3 SFF, 2xE5-2450,2x8GB,9240-8i,2x450W, Rails)  8-Core 2.1Ghz (2) A03V-D1TBSATA=   (1TB SATA 7.2K RPM SFF HDD/hot plug/drive sled mounted) List Price:  $10,927 @61%: $4,261.53 CCW Part Number Distributor Part Number UCS-C22-2P-16GB Qty(1) Cisco P/N: UCSV-EZ-C22-306 Qty (1) Cisco P/N: A03V-D300GA2= * Suggested Net price to Reseller is after all partner discounts * Contact your Authorized Cisco Distributor for final pricing

20 Cisco C24 Dual Processor, 2TB Bundle Aggressively Priced: Under $4,700 Net* to Resellers!
Mega Storage: Supports up to 24TB! Ideal for seeding UCS into new accounts as Web or server Perfect for storage intensive video and multimedia environments Eligible for UCS New Account Breakaway and OIP/TIP/SIP for even better pricing! Bundle Includes: UCS C24 M3 SFF Rack Server Dual Intel E Processors (8-Core 2.1GHz) 16GB Memory Dual 1TB Hard Disk Drives (1TB SATA 7.2K RPM SFF) RAID (LSI MegaRAID i) Dual 450W Power Supplies Supports up to 24 Hard Drives (146GB, 300GB and 1Terabyte) for up to 24TB ! Rail Kit Included (Rack-Ready) Bundle SKU #1 SKU Name:  UCS-C22-MID-RACK (1) UCSV-EZ-C22-302   (UCS C22 M3 SFF, 1xE5-2420,1x8GB,ROM55,1x450W, Rails) 6-Core 1.9Ghz (1) A03V-D300GA2=       (300GB 6Gb SAS 10K SFF) List Price: $3,738  @61% : $1,457.82 Bundle SKU #2:  SKU Name: UCS-C22-2P-16GB (1) UCSV-EZ-C22-306  (UCS C22 M3 SFF, 2xE5-2440,2x8GB,9240-8i,1x450W, Rails) 6-Core 2.4Ghz (1) A03V-D300GA2=    (300GB 6Gb SAS 10K SFF) List Price: $7,901 @61%: $3,081.39 Bundle SKU #3: SKU Name:  UCS-C24-16GB-2TB    (1) UCSV-EZ-C24-324  (UCS C24 M3 SFF, 2xE5-2450,2x8GB,9240-8i,2x450W, Rails)  8-Core 2.1Ghz (2) A03V-D1TBSATA=   (1TB SATA 7.2K RPM SFF HDD/hot plug/drive sled mounted) List Price:  $10,927 @61%: $4,261.53 CCW Part Number Distributor Part Number UCS-C24-16GB-2TB Qty(1) ) Cisco P/N: UCSV-EZ-C24-324 Qty (2) Cisco P/N: A03V-D1TBSATA= * Suggested Net price to Reseller is after all partner discounts * Contact your Authorized Cisco Distributor for final pricing

21 Core Promotions

22 “Virtual - Ready for Anything” Wireless Promotion
Objective: Grow your Cisco Wireless business by leveraging these offers to compete against other vendors to close deals Target: SMB and Mid-market customers Promotion Duration: 2 quarters, November 15th – April 27th. Offer 1: NEW: Access Points - Up To an additional 5 pts discount on NEW 2600 series provides a more feature-rich option for mid-market customers with more sophisticated wireless networking needs Offer 2: NEW: Virtual Wireless LAN Controller (vWLC) Up to an additional 5 Pts discounts on NEW Virtual Wireless Controller - cost efficient alternative to investment in hardware controller. Helps to graduate customers from autonomous networks Offer 3: NEW: Lower Pricing on the 2500-Series Controllers

23 Virtual Wireless Participating Skus
Part Number US List Price Call your Distributor for Pricing. AIR-CAP2602I-X-K9 $1,095.00 AIR-CAP2602I-XK910 $10,950.00 AIR-CAP2602E-X-K9 $1,195.00 AIR-CAP2602E-XK910 $11,950.00 AIR-SAP2602I-X-K9 AIR-SAP2602I-XK9-5 $5,475.00 AIR-SAP2602E-X-K9 AIR-SAP2602E-XK9-5 $5,975.00 Virtual Wireless Controller L-AIR-CTVM-5-K9 $750.00 L-LIC-CTVM-1A $150.00 L-LIC-CTVM-5A L-LIC-CTVM-25A $3,750.00 2500 Series - No Additional Discount AIR-CT K9 $1,295.00 AIR-CT K9 $3,895.00 AIR-CT K9 $6,495.00 Note: No change to AIR-CT K9 $12,995.00 L-LIC-CT2504-5A $1,300.00 L-LIC-CT A $6,500.00

24 Competitive Trade-In Offer

25 Simplified Cisco Competitive Exchange Technology Migration Program
Upfront trade-in credit Accelerated credits for up-selling to Catalyst 3K / 4K / 6K and ISR 2900 / 3900 12% credit for HP switches trade-ins, 8% for all other competitors Trade-In Trade-To HP (ProCurve, 3Com, H3C) Other Competitors Any Switch Cisco Catalyst 2960/2960S 6% 4% Catalyst 3K/4K/6K 12% 8% Any Router ISR 800 / ISR 1900 ISR 2900 ISR 3900 10% Any Indoor AP Aironet 600 Series OfficeExtend AP $62 Any n Indoor AP $100 Any Outdoor AP Any n Outdoor AP $400 Simplified Trade-in process 80% reduction in trade-in (TRD) descriptors for switching Partners only need vendor and switch type (fixed or modular) and # of ports! Combine AIP/OIP/TMP/VIP/TAP to maximize profit margins

26 Competitive TMP Program Highlights!
Before Now Must match a competitive Trade-in SKU (TRD) for every competitive model / type Partners must wait for Cisco AM to assign and approve eligible trade-in credit Not all competitive models included Very difficult to navigate and match TRDs to competitive models Competitive TRDs are based on number of ports (not model) Partners provided upfront with eligible trade-in credit Every competitive model included Very easy to navigate and match TRDs to competitive models

27 Combining Other Credits and Rebates
Please note, some products may not be eligible for these programs Please contact your Cisco AM for additional details specific to your theater or region Partner Program US / Canada AIP, OIP* TMP* VIP* TAP*

28 How it Works? Nine Named Competitors, all others will be covered under “Other” category 80% reduction in trade-in TRD’s for switching Manufacturer Trade-in SKU's Alcatel 81 Huawei / H3C 70 Enterasys 55 Hewlett-Packard 44 Nortel 43 3Com 42 Foundry 37 Extreme 36 Juniper 16 All Others 39 Grand Total 462 Manufacturer Trade-in SKU's Alcatel 6 Huawei / H3C Enterasys Hewlett-Packard Nortel 3Com Foundry Extreme Juniper All Others Grand Total 60 HP Competitive TRD’s Description TRD-HPP-FIX-14port HP-Any Fixed Switch, FE/GE, upto 14 ports TRD-HPP-FIX-28port HP-Any Fixed Switch, FE/GE, ports TRD-HPP-FIX-52port HP-Any Fixed Switch, FE/GE, ports TRD-HPP-MOD-24port HP-Any Mod Switch/sups, FE/GE, upto 24 ports TRD-HPP-MOD-48port HP-Any Mod Switch/sups, FE/GE, ports TRD-HPP-MOD-49+port HP-Any Mod Switch/sups, FE/GE, 49+ ports

29 Combining Other Credits and Rebates
Example: Customer is trading-in HP switches and purchasing Cisco Catalyst 3K switches Please note – TAP rebate applies if cumulative TMP credits are $10,000 or higher over six months period Partner discount and OIP discount are for illustration purposes only US / Canada Theater OIP Deal TMP Deal OIP+TMP Deal List price (Catalyst 3K) $100,000 Partner discount - 35% Partner OIP discount 45% TMP credit (12%) $12,000 Partner net price $55,000 $53,000 $43,000 TAP Rebate (10% TMP) $1,200 VIP Rebate (4% Net) $2,200 $2,120 $1,720 Adjusted partner net price $52,800 $49,680 $40,080 Final Partner Discount 47% 50% 60%

30 Maximize Profit Margins!
Upsell to Catalyst 3K / 4K / 6K Please note, Partner discount and OIP discount are for illustration purposes only US / Canada Theater OIP+TMP (C3K) OIP+TMP (C2K) List price $100,000 Partner OIP discount 45% TMP credit (C3K=12%, C2K-6%) $12,000 $6,000 Partner net price $43,000 $49,000 TAP Rebate (10% TMP) $1,200 $600 VIP Rebate (C3K=4%, C2K=2% Net) $1,720 $980 Adjusted partner net price $40,080 $47,420 Final Partner Discount 60% 52.6%

31 How Do I get Started? All Cisco-registered partners are eligible for the TMP Program This promotion is available through Jan Sign-up / enroll in annual TMP Program Register your OIP+TMP deals The TMP program allows trade-in for like technologies only (e.g. routers-routers) Partners must load competitive trade-in info and quantity to TMP tool AM’s/CAM’s deal approval is required – but will adhere to trade-in credit guidelines TMP quotes are valid for a period of 120 days from quote approval Customers must return competitive equipment to Cisco Check with your Cisco Channel Account Manager for additional details

32 Transform Your Network Promotion

33 Transform the Network Promotion
Transform The Network – Enhanced and Extended Offers Product Bundles Catalyst 6500 Sup2T, Catalyst 4500, Nexus 7000, Nexus 5000/2000 + Catalyst 6500 Service Module bundles, additional Nexus 7000 and Nexus 5000/2000 bundles Cisco Capital Payment deferral and leasing Services Technical and Advanced Services + Collaborative Professional Services (CPS) Incentives (OIP/TIP) Up to 2.5% off list Expiration Date Extended to January 26, 2013

34 Up to 46% savings over a la carte Product Configurations
Maximize Your Profit Opportunity Incentive Program (OIP) & Teaming Incentive Program (TIP) Specially Priced Transform the Network Product Bundles Cisco VIP and Technology Migration Program (TMP) Additional Discounts above and beyond normal 8% OIP/TIP discounts on targeted product families (including specially priced Transform the Network Bundles) Flexible Bundles: Up to 46% savings over a la carte Product Configurations Stack Bundle pricing, OIP/TIP discounts, VIP and TMP incentives for Migrating legacy Network Equipment Broad Offerings Campus: Catalyst Catalyst 4500 Data Center: Cisco Nexus 7000 Series Cisco Nexus 5000 Series Cisco Nexus 2000 Series Product Family Additional Discount off Net Additional Discount off List Catalyst 6500 Cisco Nexus 7000 Series, DCSS, ENBUNAM, AIRCTA 5% 2.5% Catalyst 4500 4% 2% Cisco Nexus 5000 Series Cisco Nexus 2000 Series Series 3% 1.5% Simplified Process Predictable rebates Rewards for up sell Stack incentive with other promotions

35 Eligible Products and OIP/TIP Discounts
Product Family Discount off List Price Cisco Nexus 7000 series Catalyst 6500 DCSS (ASA Module) ENBUNAM (NAM3 Module) AIRCTA (WiSM2 wireless Module) 2.5% Catalyst 4500 2% Cisco Nexus 5000 Series Cisco Nexus 2000 Series 1.5% The discounts announced at Partner Summit referred to “net discounts” of 5%, 4%, and 3% off of these products (referring to a discount, after the OIP/TIP discount was granted). What this translates to in terms of “list discounts” for implementation is a range of 1.5% - to 2.5% for OIP/TIP registrations off of these products  - which you see in the chart above.

36 Transform Your Network Promotion Catalyst 6500 Sup2T Bundles
Description List Price Bundle List Price Savings VS-C6503E-SUP2T 6503E Chassis, Sup2T, Fan Tray, IP Services Image $40,995 $30,500 26% VS-C6504E-SUP2T 6504E Chassis, Sup2T, Fan Tray, IP Services Image $41,000 $31,000 24% VS-C6506E-SUP2T 6506EChassis,Sup2T, Fan Tray, IP Services Image $43,995 $34,000 23% VS-C6509E-SUP2T 6509E Chassis, Sup2T, Fan Tray, IP Services Image $47,995 $38,000 21% VS-C6509VE-SUP2T 6509VE Chassis, Sup2T, Fan Tray, Cable Chassis Management, IP Services Image $48,995 $40,000 18% VS-C6513E-SUP2T 6513E Chassis, Sup2T, Fan Tray, IP Services Image $55,400 $44,000

37 Transform Your Network Promotion Catalyst 6500 Service Module (Pricing valid Only when ordered with Sup2T bundle) Bundle Description List Price Bundle List Price Savings* WS-SVC-ASASM1B-K9 ASA Services Module for Catalyst 6500-E $115,000 $97,750 15 % WS-SVC-NAM3KS2T-K9 Cisco Catalyst 6500 Series NAM-3 2T $59,000 $53,100 10 % WS-SVC-WISM2-K5-K9 Wireless Services Module: WiSM-2: w/ 500 AP Support License $84,995 $80,745 5% WS-SVC-WISM2-KK-K9 Wireless Services Module: WiSM-2: w/ 1,000 AP Support License $167,995 $159,595

38 Transform Your Network Promotion Catalyst 4500E Bundles for Access
Bundle SKU Description List Price Bundle List Price Savings WS-C4503E-S7L+48V+ 4503-E Chassis, Sup7L-E, One WS-X4648-RJ45V+E, LAN Base $20,485 $11,000 46% WS-C4506E-S7L+96V+ 4506-E Chassis, Sup7L-E, Two WS-X4648-RJ45V+E, LAN Base $31,900 $18,000 44% WS-C4507RE+96V+ WS-C4507R+E Chassis, Sup7L-E, Two WS-X4648-RJ45V+E, LAN Base $33,980 $22,000 35% WS-C45010RE-S7+96V+ 4510R+E Chassis, Sup7-E, Two WS-X4748-RJ45V+E, LAN Base $47,980 $33,000 31% UPOE Upgrade on any bundle is available at $1,500 / Line Card So at $1,500 for the fist bundle, and at $3,000 for the last three bundles

39 Transform Your Network Promotion Nexus 7000 Promotional Bundles
Note: Power Supplies must be configured separately in all new N7K Sup2/Sup2E Bundles

40 Transform Your Network Promotion Nexus 5K/2K Product Offerings
Migration PIN Max Ports Bundle Description List Price Bundle Price Savings 1/10G SFP+ 128 N5548UPM-4N2232PF Nexus 5548UP/Expansion Module/4xN2232PP/64xFET $92,800 $74,000 20% N5596UP-4N2232PF Nexus 5596UP/4xN2232PP/64xFET 1/10G RJ45 N5548UP-4N2232TF Nexus 5548UP/4xN2232TM/64xFET $87,600 $78,000 11% 192 N5596UP-6N2232TF Nexus 5596UP/6xN2232TM/96xFET $129,800 $110,000 16% 100M/1G RJ45 N5548UP-4N2248TF Nexus 5548UP/4xN2248TP/32xFET $69,600 $56,000 288 N5596UP-6N2248TF Nexus 5596UP/6xN2248TP/48xFET $102,800 $81,000 21% Storage Bundle 96 N5K-C5596UPM-B-S96 N5596UP Storage Solutions Bundle, 96 port $86,400 35%

41 Nexus ASA Bundle N7K-C7010-BUN ASA5585-S60-2A-K9 Bundle PID
Bundle Description N7010-ASAS60-K9 Nexus 7010 Bundle with ASA 5585-X SSP-60 bundle N7K-C7010-BUN 36% price-advantaged bundle includes chassis 1- Sup1 Gbps/slot fabric modules 2- 6 KW AC power modules ASA5585-S60-2A-K9 13% price-advantaged bundle includes 1 - ASA 5585-X chassis Gbps firewall SSP-60 module 4 - Dual 1G/10G SFP/SFP+ ports 6 - 10/100/1000 ports KW AC power supplies

42 Smart BYOD Solution

43 BYOD Smart Solution: Adding Value
Validated “bring-your- own-device” solution Turnkey solution from planning through implementation and support Integrated roadmap to drive solution value and protect customer investment Modular building block approach Spans the use-case spectrum Workspace Management Secure Mobility Policy Management Core Infrastructure Workspace Productivity Applications WebEx, Jabber Mobile Device Management (MDM) Unified Access AnyConnect, Adaptive Security Appliances (ASA) Cisco’s BYOD integrated whole offer designed to be a flexible set of building blocks that can be used or removed, depending on the customer need and use cases. Through the addition services, SBAs, Cisco Validated Designs (CVDs), the BYOD Integrated Solution (Whole Offer): • Simplifies Operations and Reduces Risk: By providing Pre -validated design, system roadmaps, end-to-end support and services enables faster deployment of workspace and business services • Fosters Innovation: Allows IT orgs and enterprises to focus on innovation, not mitigation. Rather than solving the technology issues, you can focus on new business models This means that: This allows our partners to limit their risk exposure in deployments and provide more repeatable and profitable solutions deliveries Takes BYOD from a small MDM sale to a significant infrastructure through complete enterprise-wide solution touching data center, collaboration and borderless networks. this means you have the opportunity to sell both technology and solutions. make the deal bigger, and the tools to make you successful Device-based access Connection centric Different experience depending on app. /device Policy / security defined per devices Identity-based access Connection agnostic Seamless experience across apps. / device Consistent policy across devices Application management, how does the policy get managed – MAM – distribute Jabber and apps customized based on the end user, whitelist, blacklist, on prem vs off prem to apply different policies, reporting capabilities on usage and stats Identity Services Engine (ISE) Wired and Wireless Cisco Prime Infrastructure

44 BYOD Smart Solution Promotional Pricing
UP TO 60% OFF Wireless (WLAN) ISE AnyConnect ASA 5500-X Cisco Prime OBJECTIVE Reward Cross Technology Selling Behavior in the BYOD Smart Solution

45 BYOD Smart Solution Promotional Pricing
Two Requirements: Product Mix Both Wireless and ISE Products Must Be in the Bill of Materials (BOM) to Qualify Requirement 1 BOM + Must Be in Wireless ISE ISE Must Be at Lease 20% of the Eligible Products in the BOM to Qualify Requirement 2 20% Must Be ISE of the Eligible Products

46 BYOD Smart Solution Promotional Pricing
Example: Qualifying and Non-Qualifying BoM Qualifying Non-Qualifying Exceeds 20% ISE Requirement Does Not Meet 20% ISE Minimum Wireless in BOM 10% ISE WLAN 20% ISE ASA, AnyConnect, Prime ASA, AnyConnect, Prime No Wireless in BOM

47 BYOD Smart Solution Promotional Pricing
Partner Eligibility One of the following Cisco specializations*: Advanced Borderless Network Architecture Specialization Advanced Wireless LAN Specialization Advanced Security Specialization One of the following Cisco certifications: Gold, Silver, Premier, or Select Managed Services (Master, Advanced, or Express) *Note: Wireless ISE is included in the promotional pricing. Base and Advanced ISE SKUs require ISE Authorized Technology Provider (ATP) Program.

48 Promotional Pricing Duration
Duration of promotional pricing: October 29, 2012 through April 27, 2013 The last day to register a deal is April 27, 2013 The last day for bookings is July 27, 2013 For complete details:

49 Collaboration Offers

50 Collaboration Breakaway PLUS
All Collaboration Products, Including: Eligible Competitors: Collaboration Applications and Customer Collaboration (Contact Center, WebEx, Jabber, etc.) For Unified Communications: Avaya, Microsoft, Mitel, Siemens TelePresence* For Telepresence: Polycom, LifeSize, Teliris Cisco Unified Workspace Licensing and Cisco Unified Communications Software Subscription More Information: Unified Communications and Gateways Other Products Will Receive OIP-Equivalent Discounts * Including TelePresence Content Server products and services

51 Baseline and Accelerator Discount Structure
55% Baseline* +5% Voice and Video Accelerator +4% Collaboration Accelerator** 64% Up to Total Discounts 65% Special Incentives Virtualization Experience Client | Unified Computing System (UC SKUs) | Cisco Unified Workspace Licensing Migration SKUs | Cisco Unified Border Element | TelePresence Touch | TelePresence Server | TelePresence Management Suite | Business Edition User Workspace Bundle | Packaged CCE TelePresence EX60 4 for 2 Seed-And-Grow Offer *Baseline and Accelerator Discounts Apply to All Eligible Products; Accelerators Can be Used Independently or In Combination ** UCSS Required if Available Minimum of 10% of BOM List Price

52 Cisco Midmarket Collaboration Promotion Product Discounts - Overview
*Orderable from October 11, 2012 | Registrations Allowed Until July 27, 2013 United States Cisco Business Edition 6000 (all Cisco UWL / Cisco UCL bundles) Cisco TelePresence Systems Cisco Unified IP & Video Phones Additional Cisco UCL Licenses Cisco WebEx Meeting Cisco Voice & Unified Communications Gateways 60% Cisco TelePresence Infrastructure Additional Cisco UWL Licenses Cisco Unified Contact Center Express (UCCX) for BE 6000 Cisco Unified Communication Software Subscription (UCSS) United States 65% To help Cisco Advance UC and Cisco TelePresence partners to be more competitive selling into midsize opportunities of up to 1,000 users, we are introducing the new Cisco Midmarket Collaboration Promotion. Significant product discounts, as well as special discount incentives, are available on a full Cisco midmarket unified communications and collaboration portfolio offer including: Cisco Business Edition 6000 CUWL and UCL bundles, selected TelePresence endpoints and VCS Expressway server, Cisco WebEx Meeting, Cisco Unified Contact Center Express, Unified Communications Software Subscription, Gateways, and all IP and video-enabled phones. Target sales opportunities include the: Displacement of PBX/KTS technologies especially legacy Avaya, Mitel, Panasonic, Siemens, and Aastra Migration of Cisco installed-base --especially Business Edition 5000 which entered End of Life on September 14, and -- older versions of Cisco Call Manager, especially release 5.x and earlier since these customers require a hardware upgrade anyway Companies running separate voice and video networks today can now be served with Cisco Business Edition 6000 and the Cisco TelePresence Video Communication Server-Control, the new no cost, co-resident application bundle that enables interoperability of 3rd party video conferencing endpoints for B2B and B2C interactions. And there are always upsell opportunities by attaching of Collaboration applications in all of these sales scenarios. This promotion requires no competitive vendor displacement or TMP. We have set up a simple and fast deal registration, approval and ordering process that all work together to help partners win new business. The Cisco Collaboration Midmarket Promotion brings together a simple and cost-effective solution package that enables your midsize customers to immediately experience the broad benefits of collaboration, especially with this easy way to introduce TelePresence and other video applications into their organizations. The promotion is available from October 11th, 2012, with registrations available thru July 27, 2013. Take advantage of this promotion in all of your midmarket opportunities, and capture your share of the $7.1B global opportunity! Deal Protection! When you register midsize deals with Cisco, this new Midmarket Collaboration Promotion guarantees deal protection! Sales Execution and Demand Generation Assets (November 2012) * Offer varies by region 52

53 What’s the Difference? Collaboration Breakaway PLUS
Midmarket Collaboration Promotion Architectural Approach Focus on full Enterprise Collaboration portfolio at the onset. Focus on Midmarket Collaboration product portfolio Competitive displacement of call control, voic , IM/Presence, web conferencing, TelePresence Upgrade to current UCM release, phone models, video endpoints ANY new opportunity, competitive displacement or migration from earlier versions of Cisco Call Manager platforms Qualify by selling the Cisco Business Edition 6000 Simplified Qualifying Accelerators for competitive displacement and Cisco Unified Workspace Licensing; voice, video and collaboration applications Services Discounts Special incentives, ‘seed-and-grow’ incentives, discounts Enhanced Discount Structure Simplified Discount Structure – no accelerators to qualify All deals get the same discount Enhanced discounts on additional collaboration licenses, applications and TelePresence infrastructure Faster approval All deals approved by Promotion Manager, AM & PAM Single step qualification & approval – usually within 24 hours.

54 Product Discounts Detail
Cisco Business Edition 6000 Bundle* (required) Cisco Unified Workspace License (UWL) and 100 user Cisco Unity Connect License (UCL) – 50 and 100 user Additional Licenses Cisco Unity Connect Licenses (UCL) Cisco WebEx Meeting Telepresence Systems Cisco TelePresence MX Cisco TelePresence EX Cisco TelePresence MX Cisco TelePresence EX Cisco TelePresence SX20 QuickSet Video Phone Series & Endpoints Cisco Unified IP Phone Cisco Unified IP Phone Cisco TelePresence Touch 8 Voice IP Phone Series Cisco Unified IP Phones: Cisco Unified IP Phone Cisco Unified SIP Phone 3905 Voice & Unified Communication Gateways ISR 2900 Products (cards, DSPs, bundles) Voice Gateways: VG202, VG204, VG224, VG3500 Series Cisco Unified Border Element (CUBE) on ISR SRST – 800 Series, 1800 series Cisco VXML Gateway United States 60% Important Discounts will vary across different regions; see Partner Central Site for details *Business Edition 6000 Bundles include video call control Not combinable with other offers VIP will apply; OIP discount available on all other products

55 Additional Discounts on Selected Products Detail
TelePresence Infrastructure Cisco Video Communications Server Expressway (VCS-E) Cisco TelePresence MCU 5310 Cisco TelePresence Content Server (TCS) - SMB Edition  Additional Licenses & Subscriptions Cisco Unified Workspace License (UWL) Cisco Unified Communications Software Subscription (UCSS) Cisco Unified Contact Center Express (UCCX) United States 65% Important Discounts will vary across different regions; see Partner Central Site for details *Business Edition 6000 Bundle must be purchased to qualify Not combinable with other offers VIP will apply; OIP discount available on all other products

56 Cisco UC 9 and 3 Upgrade Offer
What: Upgrade to Unified Communications Manger 7.1 (5) or UC 8.x or 9.0 using a new bundled package offer of $9/user* for license, and 3 year Unified Communications Software Subscription** (UCSS) at standard pricing 9 & 3 Upgrade Offer can be combined with other promotions and standard discounts*** When: Offer available April 5, April 5, 2013 * Exception: $18 per user for Cisco Unified Communications Manager Business Edition upgrade pricing where user licensing includes Unity Connection **Exception: Higher education and government institutions that cannot commit to more than one year; Cisco Unified Communications Essential Operate Service (ESW) is required with UCSS. ***Please note that the 9 and 3 Upgrade Offer for Cisco Unified Attendant Consoles cannot be combined with Cisco Collaboration Breakaway PLUS Promotion (other standard discounts and promotions may be applied). All other eligible products in the 9 and 3 Upgrade Offer can be combined with Cisco Collaboration Breakaway PLUS. 56

57 Cisco UC 9 and 3 Upgrade Offer
Eligible products for 9 and 3 Upgrade Offer: Cisco Unified Communications Manager Cisco Unified Communications Manager Express (upgrade to Cisco Unified Communications Manager) Cisco Business Edition 5000 and 6000 Cisco Unity Connection and Cisco Unity to Cisco Unity Connection 8.x or 9.0, which includes high availability at no additional cost (offer does not apply to Cisco Unity 8.0) Cisco Unified Presence Cisco Emergency Responder Cisco Unified Enterprise or Business Attendant Console 57

58 Jabber for Everyone Making available IM and Presence to Unified Communications Manager customers at no additional license cost IM and presence for all users, not only those with a Cisco IP Phone Enables all “click-to-x” user experiences Cisco Unified Presence licenses at no additional cost for Unified CM (7.1+) customers Jabber IM client licenses at no additional cost for all users and any device PC, Mac, Tablet or smartphone Making available IM and Presence to all Unified Communications Manager customers at no additional license cost Combining presence with voice/video calling is foundational for UC Enables all “click-to-x” user experiences for collaboration Enables deployment of IM and presence to all users across the enterprise, not only those with a Cisco IP Phone Providing CUP server licenses at no additional cost to existing CUCM 7.1+ customers Providing Jabber IM client licenses at no additional cost for all users and any device PC, Mac, Tablet or Phone

59 Cisco Jabber Now Promotion
Cisco Jabber for and 8.x Promotion The promotion allows existing customers to take advantage of all the great features and capabilities of Cisco Jabber on their choice of platform (desktop, smartphone, tablet) at a very attractive price point. The Promotion is for customers: 1) Adding new users to an or 8.x deployment – Get an Enhanced UCL plus their choice of Jabber client* for $210 2) Deploying Jabber to existing or 8.x Enhanced UCL or CUWL Standard users –  Get an adjunct license with their choice of Jabber client* for $95 * Jabber client choice includes Windows, Mac, Android, iPhone or iPad. Terms & Conditions: Promotion available from September 5th, 2012 through July 27, 2013 The promotion can be combined with other promotions like Collaboration Breakaway Plus as well as MDM. Value Proposition (Immediately more competitive, simpler) To place an order, you do not need a special discount code/instructions to take advantage of this promotion. The SKUS and prices are reflected in the global price list. There are specific Cisco Jabber Now Offer SKUs for both CUCM and BE6K.

60 Cisco Jabber Now for CUCM 7.1.5 or 8.x
One Device Two Devices Add a new user Enhanced UCL + Jabber Bundle $210 CUCM SKU: LIC-CUCM-ENH-PROMO BE6K SKU: LIC-BE6K-ENH-PROMO Enhanced UCL + Jabber Bundle $210 CUCM SKU: LIC-CUCM-ENH-PROMO BE6K SKU: LIC-BE6K-ENH-PROMO Adjunct License + Jabber Bundle $95 SKU: ADD-JAB-TO-ENH Use existing Enhanced UCSS SKUs Use new Enhanced Plus UCSS SKUs Add a Jabber client to an existing Enhanced UCL user Enhanced UCL users with active UCSS will be entitled to Jabber at no additional cost. Enhanced UCL users may choose to replace their existing device with Jabber. Adjunct License + Jabber Bundle $95 SKU: ADD-JAB-TO-ENH Use new Enhanced Plus UCSS SKUs Add a Jabber client to an existing CUWL user CUWL users with active UCSS will be entitled to Jabber at no additional cost. CUWL users may choose to replace an existing device or add Jabber as a device if they have not reached their max device limit. CUWL users with active UCSS may add Jabber as a device if they have not reached their max device limit. No additional UCSS required

61 Services Promotions

62 Cisco SMARTnet “3 for 2” Offer
Purchase three years of Cisco SMARTnet 8x5 next-business-day technical support service for roughly the price of two years (Cisco suggested resale price) for selected products. Dates Available October 29, April 27, 2013 Product Eligibility Most Fast Track products, and Limited Lifetime Warranty (LLW) and Enhanced Limited Lifetime Warranty (ELLW) products; see the ordering guide for a list of SKUs Eligible Partners All Cisco registered and certified partners Primary Benefits Purchase three years of Cisco SMARTnet Service for the price of two years (suggested resale price). Cisco SMARTnet Service gives your customers: Direct access to Cisco engineers Operating system updates and upgrades Online tools and resources Fast and simple hardware replacement Learn More

63 Cisco Capital Promotions

64 Sec. 179 Deduction - The Greatest Year End Closing Tool Ever!
What is the Section 179 Deduction? Section 179 of the IRS tax code allows businesses to deduct the full purchase price of qualifying equipment and/or software purchased or financed during the tax year. That means that if you buy (or lease) a piece of qualifying equipment, you can deduct the FULL PURCHASE PRICE from your gross income. With the IRS Sec. 179 regulation a customer can purchase up to $500,000 and write off 100% of it in the current tax year instead of depreciating it over 3-7 years. And with Cisco Capital, they can finance the purchase, making for a net positive cash flow transaction the first year! Learn more: 

65 Financing Completes the Cisco Solution
Hardware and Software Cisco Capital Financing Best-in-Class Technology Solution Cisco Support and Service; Some Partner Lifecycle Services Financing truly completes the total Cisco solution. In today economic environment…financing and the ability to get financing is more important to customers. research has shown that 77% of customers agreed that financing was critical to their choice of IT supplier – this is important for our partners to understand. Some 3rd Party Products Cisco Capital Financing Is a Critical Component of Today’s Complete Technology Solution

66 But, don’t turn your back on 2012
Gear up for the New Year! But, don’t turn your back on 2012 Michael Schlossberg Mike Ossolinski Financial Solutions Manager Inside Finance Manager Cisco Capital Cisco Capital

67 The “Use it or Lose It” Customer
Situation: Your customer has money left in their annual budget. It’s your mission to help them spend it… But, what if it isn’t enough? Solution: Tiered Payments. Capture their 2012 budget AND pull forward opportunites

68 The “Budget Planning Customer”
Overlooked fact in the Cisco world: Most US companies have a December 31st year end… Is the 2013 Budget Set Yet? Solution: Defer, Defer, Defer It’s time for action: Get involved in the budgeting process.

69 Section 179: Get the tax benefit but don’t pay for the equipment?
Last Minute Shoppers: Section 179: Get the tax benefit but don’t pay for the equipment? It’s a win-win! Bargain Hunters: Is there a creative way to leverage year end AND maintain your margin? Work with your Cisco sales team!

70 “…The Average Spend Increase When Financing Is Included Is 34%!”*
You Can Grow Your Deals! “…The Average Spend Increase When Financing Is Included Is 34%!”* Original Deal Value Deal Size Increase Financed Deal Value + = $100K 34% $134K Michael (Yankee Group study) A financed transaction, on average grows by 34%. Meaning that if you were going to seel $100K, on average your selling $134K. That might be upgraded product… but might be services, multi-year SMARTnet, additional profit margin…. Migght be the transactoin that the customer was putting off until next year that we can help pull forward. On average though 34%. When you think about your quotas and goals.. Think about the impact of getting 34% additional from each customer you work with. *Data Specific to Financing for SMBs with $100–$500K in Annual IT Spend, According to: The Yankee Group, 2006 US Small and Medium Business IT Infrastructure Survey; the Yankee Group Defines "SMB" as Companies with Fewer Than 1000 Employees

71 Cisco Capital FY13 Financing Offers
Cisco Multi-Year Services Subscription-based Cisco Technical and Advanced Services Expires: July 27, 2013 Collaboration Breakaway PLUS Cisco Collaboration solutions via competitive replacement with attractive rates as low as 0% for 2 yrs, 1% for 3 yrs, 2% for 4 yrs & 3% for 5 yrs Expires: January 26, 2013 3-Month Payment Deferral 3-month no payment no interest deferral offer on all Cisco hardware, software and bundled services Expires: July 27, 2013 Emily SMB Customer Financing 3-year, 3% financing for up to $250K for U.S. small and mid-sized customers for all Cisco hardware, software and bundled services. Expires: July 27, 2013

72 Cisco’s Three for Three Financing
36 Month 3% Finance Rate Customer owns the solution at the end of the 36-month term Available now for ALL Cisco Hardware Provides financing amounts up to $250,000 per customer Offer valid for SMB sub-250 accounts Three years of Cisco SMARTnet® Service at 3% or one-year service (cash option only) Offer available through July 31st, 2013 We’re helping small business select the right technologies to meet their core business needs and grow , while helping you better sell in the Small Business segment. Cisco Capital is committed to our Small business customers. We understand that managing and maintaining budgets is more important than ever – and no one has been harder hit lately than these customers. Therefore, we want to extend this special offer just for them. It applies to $1 out deals up to $75k. This offer is only in effect for a limited time, and must include Cisco’s Unified Communication 520, 540, or 560 series SKUs alang with Small Business Service. This offer is available for US small sized business customers only is only available through a Cisco Small Business Account manager or a certified Cisco Smart Business Communications System partner only. For a growing business, technology is one of the best ways to gain a competitive advantage. However, it can be difficult to get the equipment you need. Cisco Capital can help. Not only can we significantly reduce cash flow limitations by allowing you to pay for your solution over time, but now, for a limited time, we are providing Three year, 3% financing on Cisco’s Smart Business Communications System.

73 grow i.t. Partner Portal Click to Chat www.cisco.com/go/growit
Why Financing Partner Programs End User Offers Quoting Tools Reference Guide Best Practices Emily Click to Chat

74 Cisco Capital Contacts
Cisco Capital can provide you with the tools and resources to help you quickly close your deal. Visit for resources and information Visit the Contacts Section for local/regional Cisco Capital contacts

75 Recap, Resources, Call to Action

76 Cisco Gear Up Offer Summary
Customer Positioning Promo Name Specifics UCS Starter Bundles Join the UCS Revolution – Everything you need to get started. Exceptional performance and scalability at an incredible price!  Multiple B- and C- series bundles. Smart Play Five Promotion (click link above) Up to 62% list price reduction on pre-configured bundles B22 value and B200 scale & performance bundles C22, C24, C220, C240 Entry, Value, Performance Suggested Focus on B200 Value bundle UCS-SP5-EV-B200 HD (w/HDD) Quoting deadline December 31, 2012 BYOD Smart Solution Increase productivity by letting employees connect anytime, anywhere with secure access and deploy a validated, end-to-end, "bring your own device" (BYOD) solution with confidence and convenience. Take advantage of special pricing on wireless and security. BYOD Smart Solution Promotion (click link above) Up to 60% discounts to partners:. Cisco Identity Services Engine (required in BOM) Cisco Wireless LAN products (required in BOM) BYOD Cisco Prime (optional in BOM) BYOD Cisco ASA 5500 Series (Optional in BOM) Partners must hold an advanced Wireless, Security or BN specialization Both ISE and wireless SKUs must be included in every BOM At least 20 percent of BOM must consist of ISE Offer available through April 23, 2013 Collaboration Promotion Improve your experience and your bottom line by adding video to your voice purchase.  Buy a Cisco Business Edition 6000 and see your savings multiply across Cisco’s collaboration portfolio, including phones and endpoints. Cisco Unified Computing System Starter Bundles Join the UCS Revolution – Everything you need to get started. Exceptional performance and scalability at an incredible price!  Multiple B- and C- series bundles. BOYD Smart Solution Increase productivity by letting employees connect anytime, anywhere with secure access and deploy a validated, end-to-end, "bring your own device" (BYOD) solution with confidence and convenience. Take advantage of special pricing on wireless and security. Switching Product Bundles Ensure your network is ready for the next generation services in the campus and data center.  Specially priced Catalyst and Nexus product bundles. SMARTnet Cisco SMARTnet Service offers customers fast, expert technical support, flexible hardware coverage, and smart, personalized assistance to help resolve critical network issues.  Get 3 years of Cisco Services SMARTnet 8x5 Next Business Day Service technical support service for the price of 2 (Cisco suggested resale price) for selected products.  Cisco Capital 3 Month Deferral 3 months free from payments and interest. Available for all Cisco hardware, software and bundled services. Cisco Capital Section 179 Tax Deduction IRS Tax Code 179 allows business to deduct the full purchase price of financed or leased equipment, if purchased and put in service during same tax year (1/1/12 and 12/31/12) (all discounts are partner discounts unless otherwise noted)

77 Cisco Gear Up Offer Summary
Customer Positioning Name/More Info Specifics Switching Product Bundles Ensure your network is ready for the next generation services in the campus and data center.  Specially priced Catalyst and Nexus product bundles. Project Keystone - Transform Your Network Promotion (click link above) Up to 46% discount off of list price on enhanced Catalyst and Nexus product bundles Catalyst 6500-E Sup2T Service Modules Catalyst 4500 Nexus 7000 Nexus 5000/2000 Offers Available until January 26th, 2013 Ensure your network is ready for the next generation services in the campus and data center. Specially priced Catalyst and Nexus product bundles. Nexus 7K + ASA Bundle (see following slides) Nexus 7010 Bundle with ASA 5585-X SSP-60 bundle 36% price-advantage on N7010-ASAS60-K9 13% price-advantage on ASA5585-S60-2A-K9 Collaboration Promotion Improve your experience and your bottom line by adding video to your voice purchase. Buy a Cisco Business Edition 6000 and see your savings multiply across Cisco’s collaboration portfolio, including phones and endpoints. Cisco Mid-Market Collaboration Promotion (Click link above) 60% - 65% discounts to partner Cisco Business Edition 6000 bundle (required) Select TelePresence endpoints & infrastructure Cisco WebEx® Meeting Cisco Unified Contact Center Express Cisco Unified Software Subscription Cisco voice gateways Cisco IP voice and video endpoints N7010-ASAS60-K9 Nexus 7010 Bundle with ASA 5585-X SSP-60 bundle (all discounts are partner discounts unless otherwise noted)

78 Cisco Gear Up Offer Summary
Customer Positioning Name/More Info Specifics SMARTnet Get 3 years of Cisco Services SMARTnet 8x5 Next Business Day Service technical support service for the price of 2 (Cisco suggested resale price) for selected products.  SMARTnet 3 for 2 Promotion (click link above) 3 years of SMARTnet for price of two (SRP) Available on all Cisco Fast Track products that offer Cisco SMARTnet as a service option: Routing, Switching, Collaboration, UC, Security, Storage Offer just extended through April, 2013 Cisco Capital Looking at future projects but lack current funding? Install right away, pay later with Cisco Capital 3-Month deferral on payments and interest. 3 Month Deferral Customer can start paying 4 months later with no interest during the deferral period Turn a large upfront investment into predictable monthly or periodic payments with this special offer: • 3 months free from payments and interest • Available for all Cisco hardware, software, and bundled services N7010-ASAS60-K9 Nexus 7010 Bundle with ASA 5585-X SSP-60 bundle

79 Partner Central http://www.cisco.com/web/partners/index.html

80 Distribution Teams Cisco Authorized Distributors
D&H, (800) Opt 4,x6630 Ingram Micro, (800) x24041 Scansource, (800) Tech Data, (800) x77776 Comstor (877) x51131 Avnet, KBZ, Visitec, TelcoBuy For more information, visit the Cisco Distributor Locator

81 Links UCS Smart Play Five Bundles - https://communities.cisco.com/docs/DOC-26146 UCS New Account Breakaway Promotion - s_promo.html Cisco Competitive Exchange TMP link – Transform the Network - from_network.html Fast Track Promos - https://www.ciscodistributioncentral.com/programs-and- promotions/program/cisco-fast-track Smart BYOD Solution –

82 Links Collaboration Breakaway PLUS – ollaboration_breakaway.html Mid-Market Collaboration - dmarket_collaboration.html Jabber for Everyone – abber_for_everyone.html Jabber Now - bber_offers.html Cisco Capital –

83 Call To Action Distribute this offer to your customers and prospects!
Download the Outlook .oft template gearup.oft Use as bill insert Talk to your prospects about these offers! Sec. 179 and Cisco Capital!

84


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