Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 1 Cisco Partner Plus: Premium Enablement Accelerate Your Competitive Edge

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 2 Sources: IDC, D&B, Cisco internal analysis $61 Billion Opportunity Growing at 5-7% Small and Mid Sized Companies Number of Companies 2015 Opportunity CAGR Top 3 Technologies SMALL Employees MID SIZED 250 – 999 Employees LARGE Employees Collaboration Switching/Routing Security UCS Collaboration Switching/Routing UCS Switching/Routing Collaboration 108 M $12 B % 81 K $28 B * 5 - 7% 493 K $21 B % Growing Commercial is one of Cisco’s top 5 sales priorities for FY13 A key business accelerator for the Partner Plus program, Premium Enablement provides skills & resources to accelerate sales growth within the Commercial segment and improves transparency and confidence between Cisco and you - our partners. Take advantage of these resources to maximize our revenue and profit opportunities with this segment.

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 3 Investment Preference Support Improve performance at every stage of the sales cycle Target and Sell: Greater benefits to partners who invest in selling to midsized customers, such as: customer intelligence marketing campaigns Partner Plus offers preference, support and investment …in return for commitment, engagement and business growth Reward and Reinvest: Target-based financial rewards to help accelerate and further grow your business. Empower and Scale: Cisco’s full technical resources and capabilities to help scale and ramp up your sales function: pre-sales technical support Premium Enablement (Cisco Sales excellence Learning )

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 4 Premium Enablement Cisco Sales Excellence Partner Learning Modules What is it? A flexible and scalable learning curriculum & set of learning resources that equip you with the right set of sales and teaming skills to capitalize on the opportunities within small & mid-size companies. The curriculum covers territory and account planning, sales management, competitive selling, consultative selling and financial selling. Partner Benefits Accelerate revenue and margin growth through rapid ramp-up of sales and sales management skills in your business. Preference Support Investment

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 5  Mastery of the Partner Led Sales Motion  Advanced Soft Selling Skills  Sales Acceleration Key Sales Proficiencies Enabling & Accelerating Partner Led Sales Model

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 6 Premium Enablement E-Learning Modules Territory and account planning Sales management Competitive selling Consultative selling Financial selling Available in 10 languages Partner Sales Excellence Architectural Selling Sales Excellence Certification Local Instructor-Led Workshops & Webex Via Learning Partners Varies by Region Next Releases Preference Support Investment

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 7 Premium Enablement Territory & Account Planning  Planning as a process  Planning best practices  Portfolio Planning  Account Planning Content  Drive and build revenue generating Territory Plans  Enhance Business Analytical skills and leverage the data to make confident business decisions  Enable the co-design and co- execution of these Plans  Prioritize growth opportunities to the key set that will make a difference Outcomes Preference Support Investment

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 8 Premium Enablement Advanced Selling  Solution & Value Added Selling  Technology Adoption Lifecycle  Addressing Verticals Opportunities & Trends  Addressing Business Pain Points  Steps for Success Content  Share consultative selling techniques  Improve consultative selling skills  Enable Whole Offer positioning across Cisco’s 3 Architectures  Fact find and match solutions to business pain points  Share ways to articulate business outcomes in a Vertical language Outcomes Preference Support Investment

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 9 Premium Enablement Competitive Selling  Displace & Differentiate  Deliver value & increase value add  Deflect competition arguments  Switch the conversation to Cisco and Partner value add Content  Discover, reveal & displace competitive vendors  Understand competitor’s weaknesses in GTM strategy, portfolio, programs & offerings through case studies  Master differentiation techniques  Improve competitive selling skills & techniques Outcomes Preference Support Investment

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 10 Premium Enablement Financial Selling  Business Relevance  Influencing Financial Decisions  Financial Concepts & Exercises  When to apply Financial Selling  Consumption Models - Update  Roadmap & Next Steps Content  Learn Financial Selling techniques for today’s economic environment and improve Financial selling skills  Prepared for CFO \ Procurement team engagements  Learn to position business and financial benefits of Cisco solutions to prove the value of Cisco premium Outcomes Preference Support Investment

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 11 Premium Enablement Sales Management  Sales Management Best Practices  Driving Outcomes with the Cisco Integrated Selling Process (ISP)  Running Effective Sales Reviews on your own Territory Content  Improve the execution and management of sales through Demand Generation activities  Build deeper Cisco relationship to further drive Funnel and Sales opportunities  Understand which Cisco programs can make a difference in accelerating deals and increasing their size at every stage of the ISP process Outcomes Preference Support Investment

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 12 Premium Enablement Means Accelerated Sales for Partners  $500k pipeline before joint territory & account planning… 3 months after the sessions had $12M Pipeline  Distributor recognized a $20M incremental goal… $3M of which was achieved 30 days after joint territory & account planning and $900K in new revenue in the first month of adding Tandberg Business Video to their inventory Sample Returns

Cisco Confidential © 2012 Cisco and/or its affiliates. All rights reserved. 13  Sell more Cisco!  Check out the e-Learning Modules on the Partner Education Connection at: Premium Enablement Accelerate YOUR Competitive Edge!

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