© 2013 Comstor and/or its affiliates. All rights reserved. Comstor Confidential Comstor Business Transformation Playbook for Comstor Cloud Services Resellers An introduction to the Comstor Cloud Services Reseller program and guidance on how to transform your business to take advantage of the growing cloud opportunity. This playbook is intended for Comstor Partners that are in the process of making the transition to the cloud. Signing up as a Comstor Cloud Services Reseller is required to use this playbook. If you are not currently a Comstor Cloud Services Reseller, please contact Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Comstor Overview Comstor Overview Executive Relevance Selling Executive Relevance Selling

© 2013 Comstor and/or its affiliates. All rights reserved. Comstor Confidential Partner Business Transformation Using This Playbook Using This Playbook Cloud Partner Program Cloud Services Reseller Cloud Providers Comstor Cloud Strategy What is included in this playbook? Are you a traditional Comstor Partner? Are you thinking about or have you recently added Cloud Services to your portfolio but are still trying to make the necessary transformation in your business model? The Partner Business Transformation playbook has been developed specifically with you in mind. As a valued Comstor Partner, we recognize that you need help in making the transition to this new business model. The Business Transformation Playbook is intended to be a comprehensive resource you can leverage to assist you in your journey to the cloud. We designed this playbook to provide you and your teams with the information and resources needed to support your business as you make the transition to cloud based solutions offerings Solution & Opportunity Understand the market opportunity and Cisco Powered Solutions offerings Services Recognize that your services will be different in the Cloud environment Marketing Be prepared to tell a slightly different story to a new set of buyers Executive Relevance Selling Learn how your sales team can sell to executives withrelevance Business Model Identify the impacts that cloud solutions can have on your bottom line Sales Identify key changes required in your sales structure, sales model and sales compensation programs Tools & Resources Learn how Comstor can help you make the transition to becoming a Cloud Services Reseller Getting Started Let us help you transition some of your business to the cloud. Here are next steps Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Comstor Overview Comstor Overview Executive Relevance Selling Executive Relevance Selling Partner Business Transformation

© 2013 Comstor and/or its affiliates. All rights reserved. Comstor Confidential Partner Business Transformation Using This Playbook Cloud Partner Program Cloud Services Reseller Cloud Providers Comstor Cloud Strategy Comstor Cloud Strategy Help Enable our Partners to Build, Provide, White-label & Resell Cisco Powered Cloud Services Enable Partners to build, provide, White-label & resell private, public or hybrid clouds Solutions & Services for Building & Providing Clouds Accelerating TTM, reducing costs, driving growth and increasing profitability Leverage Assets to Drive Partner GTM Rich Ecosystem of Integrated Solutions Develop & expand an ecosystem to develop, deliver & enhance CP Services Enable Partners to accelerate this transition to new business models Develop Demand for CP Services Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Comstor Overview Comstor Overview Executive Relevance Selling Partner Business Transformation

© 2013 Comstor and/or its affiliates. All rights reserved. Comstor Confidential Partner Business Transformation Using This Playbook Cloud Partner Program Cloud Partner Program Cloud Services Reseller Cloud Providers Comstor Cloud Strategy The Comstor Cloud Distribution Services program defines Comstors partner-led, end-to-end cloud solution go-to-market strategy and encompasses three tracks that map to the three primary business models in the cloud marketplace. The program is designed to be inclusive and has tracks for all Comstor partners regardless of their size, business model, or market segment focus. The program also uses partners existing investments in the certifications and specializations of both Cisco and the Cisco technology partner ecosystem, thereby lowering the cost of entry. Build and Sell Cisco-Centric Clouds to Customers and Cloud Providers Cloud Builder Partner Programs LinkCloud Provider Partner Programs LinkCloud Reseller Partner Programs Link Cloud Builder Cloud Provider Cloud Services Reseller Marketing Getting Started Getting Started Business Model Business Model Sales Services Solution & Opportunity Solution & Opportunity Tools & Resources Tools & Resources Comstor Overview Comstor Overview Partner Business Transformation Executive Relevance Selling Manage and Sell Cisco-Powered Cloud Services to Customers Resell Providers Cisco-Powered Cloud Services to Customers