© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 Marcello Scippa – CDN Manager Josie Garcia– CDN Partner Relations Manager Valeria Lucero – NFR Program Manager, US & Latam Chris Engler – NFR Program Manager, Canada Sayuri Sato – NFR Program Manager, EMEAR April 2, 2013

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 At the end of this session participants should be able to: Understand how to use the CDN Discount Purchase Program Understand the different Not-For-Resale (NFR) Programs Understand the different NFR Promotions discounts and limits for each theatre/location Understand the process for submitting a deal using the Cisco Commerce Workspace tool

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3 CDN Discounts Purchase Programs NFR Step by step How it works Frequently Asked Questions Partner and Field Resources NFR At-a-Glance NFR Program Goal

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4 Requirements Cisco.com account CDN Membership, CDN Discount Purchase Program 1.Not-for-Resale (NFR) Program 70%-80% off Cisco gear via Cisco Commerce Workspace CDN Discounts Guide 2.‘Technology’ Software Bundles Unified Communications Software Partner Bundle Offer Kit Offered via Cisco Marketplace, $275

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5 Step 1: Cisco Global Pricing Tool Product Family or Product Description Step 2: Bill of Materials Support - Partner Relationship Management Team (PRT) or you can go the Cisco Approved Distributor if you already have an account Step 3: Cisco Commerce Workspace Tool

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 6 Cisco Developer Network (CDN) Partners April 2013

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7 The NFR Program enables Cisco Developer Network participants to purchase Cisco hardware and software at varying discounts depending on your geography, for use in labs and demonstration systems.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential Submit CDN Partner enters BOM in Cisco Commerce Workspace CDN Approval, Josie Garcia (CAM field) Approve & Notify Cisco verifies BOM, for spend limit and Partner eligibility to purchase requested products Notifies CDN Partner Order CDN Partner Submits Order via Cisco authorized distributor using ‘deal id’

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9 (*) with the exception of Refurbished and products on the Incentive Restricted sku (IRS) category USLATAMCanadaEMEAR Promotion Name (within CCW) NFR - Certified/Specialized NFR Program – US PP-NFRC NFR - LATAM Certified/Specialized Not-For-Resale PP-NFRD Channel NFR Program PP-NFRR NFR for Authorised – EEA PP-NFRE Product/Service Eligibility All products on the Global Price List (*) All Services on GPL except for Cisco Share Support Services and Cisco UCSS for voice (EMEAR have specified services enabled) Program Discount 80% off all products (*) 50% off SBTG 70% off UCS 61% off UCS Solutions 70% off Webex, TP, Ironport 70% off Services 80% off all products (*) 65% off SBTG 70% off UCS 61% off UCS Solutions 70% off Webex, TP, Ironp 70% off Services 70% of all products (*) 70% off UCS 61% UCS Solutions (Promo) 70% off Webex, TP, Ironport 70% on specified services Max NFR Spend limit for CDN Partners (FY) $ 100K Net$ 50K Net$ 25K Net$ 90K Net Combinations Cannot be combined with any other promotions/discountsCan only be combined with TMP Program Rules Products cannot be resold for 12 months Products may never be resold but can be used in the Trade In Migration Program Find out more (North America) (Latin America) NFR Websitewww.cisco.com/go/nfr (Europe)

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 10 (*) with the exception of Refurbished and products on the Incentive Restricted sku (IRS) category US Promotion Name (within CCW) NFR - Certified/Specialized NFR Program US PP-NFRC Product/Service EligibilityAll products and Services on the Global Price List (*) Program Discount 80% off all products (*) 50% off SBTG 70% off UCS 61% off UCS Solutions 70% off Webex, TP, Ironport 70% off Services Max NFR Spend limit for CDN Partners (FY) $ 100K Net CombinationsCannot be combined with any other promotions/discounts Program RulesProducts cannot be resold for 12 months Find out more (North America)

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11 (*) with the exception of Refurbished and products on the Incentive Restricted sku (IRS) category Latam Promotion Name (within CCW) NFR - LATAM Certified/Specialized Not-For-Resale PP-NFRD Product/Service EligibilityAll products and Services on the Global Price List (*) Program Discount 80% off all products (*) 50% off SBTG 70% off UCS 61% off UCS Solutions 70% off Webex, TP, Ironport 70% off Services Max NFR Spend limit for CDN Partners (FY) $ 50K Net CombinationsCannot be combined with any other promotions/discounts Program RulesProducts cannot be resold for 12 months Find out more (Latin America)

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12 (*) with the exception of Refurbished and products on the Incentive Restricted sku (IRS) category Canada Promotion Name (within CCW) Channel NFR Program PP-NFRR Product/Service EligibilityAll products and Services on the Global Price List (*) Program Discount 80% off all products (*) 65% off SBTG 70% off UCS 61% off UCS Solutions 70% off Webex, TP, Ironport 70% off Services Max NFR Spend limit for CDN Partners (FY) $ 25K Net CombinationsCannot be combined with any other promotions/discounts Program RulesProducts cannot be resold for 12 months Find out more NFR Website

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 13 (*) with the exception of Refurbished and products on the Incentive Restricted sku (IRS) category EMEAR Promotion Name (within CCW) NFR for Authorised – EEA PP-NFRE Product/Service Eligibility All products on the Global Price List (*) All Services on GPL except for Cisco Share Support Services and Cisco UCSS for voice Program Discount 70% off all products (*) 70% off UCS 61% off UCS Solutions 70% off Webex, TP, Ironport 70% off Services Max NFR Spend limit for CDN Partners (FY) $ 90K Net CombinationsCan only be combined with TMP Program Rules Products may never be resold but can be churned via Trade In Migration Program Find out more (Europe)

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14 CDN partners submit NFR Deals in Cisco Commerce Workspace In the Quick Start section select “Deal” from the Create menu

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15 Enter the name of your deal – any text Select ‘Create Deal’

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16 Partner Partner’s address City Country Partner Partner’s address City Country Enter Company Information in the End Customer fields In the Cisco Account Manager field (CAM) select ‘Other[ in dropdown Type ‘josgarci’ Click Save & Continue Choose “other” and type: maharlow

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 In “About The Deal” complete required fields - Important: “Intended Use” must be “Internal Business Use” for NFR deals. If you select “Lab” you will not be able to purchase Services.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18 In the “Promotions” tab Click Select (red box) and select the CDN specific NFR Program Promotion Code NFR Promotion Name change by theater. You will only see the promo codes that are available to you. If you do not see your theatre promotion please make sure that you are associated with your CDN account by sending an to cisco- developer- developer-

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19 Review NFR Terms & Conditions Select “Yes” radio button to accept them.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20 Add items to your quote either by adding SKUs one at a time or by importing a saved configuration Select the purchase method before proceeding. If you have technical issues with your product configuration or a SKU # please contact the Partner Relations Team

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21 NFR can be combined with CTMP only in EMEAR.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24 Your NFR deal is now ready to be submitted for approval. Click on the “Submit Quote for Approval” button.

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25 You will receive an notification from Cisco when your NFR deal is approved will include an Distribution Authorization – ID (DART) (for example: PROD ). At this time, you can start ordering from the approved Cisco distributor of your choice

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26 Purchase and shipping method is determined by your company’s geographic association If you are associated with your company’s US location, your purchase will be shipped to the US. If your lab/shipping location is located outside of US you will need to create a location and associate yourself with the new location via the Cisco Partner Self Service Resource tool Partner Self Service Resource Tool and User Guide for step by step instructions gin.do# gin.do#

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27 NFR Program Website, NFR Help, CCW Training ce_workspace.html Partner Self Service CDN Discounts Purchase Program berservices/discounts CDN Program Office

© 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28 Deal Registration Contest Most deals registered January – May Written Case Studies Awarded Deal Registration Contest Most deals registered January – May Written Case Studies Awarded Power Hour Webinars: April 16 – Smart+Connected Residential System – A Technical Overview April 23 - How to Make Cisco Care About You - Value Propositions and Messaging Power Hour Webinars: April 16 – Smart+Connected Residential System – A Technical Overview April 23 - How to Make Cisco Care About You - Value Propositions and Messaging CDN Developer Forum June 23 & 24 Technical Track Business Track World Of Solutions CDN Developer Forum June 23 & 24 Technical Track Business Track World Of Solutions

Thank you.