© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 1 Migration Acceleration Program (MAP) Program Overview for Partners Dec 2006

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 2 Overview  Installed Base & Market Trends Driving Upgrades  Revenue Opportunity / Size of Opportunity  Triggering Upgrades In Your Installed Base  Cisco’s Upgrade Initiatives for Partners

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 3 Installed Base and Market Trends Driving Upgrades

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 4 How many times have you upgraded your PCs and servers in the past 7 years? When most networks were originally designed: Network infrastructures included 386/486 class PCs/Servers Legacy PCs/servers only delivered 10Mb/s Ethernet (vs. today’s Gigabit class throughput) Data centers supported a small fraction of today’s web/intranet applications And, what about your customers’ network? Would your customer still rely on 386/486 era performance for today’s requirements?

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 5 Characteristics of Cisco Installed Base (Cisco Discovery Results n=468) End of Life (i.e. Beyond Support Life) End of Sale (Still within Support Life) Currently Shipping 72% of Networks are EOL or EOS

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 6 Wave 2 Research / Cisco Goldman Sachs Factors Driving Network Upgrades Driving Upgrades Improve Security End of Life of Product Bandwidth / Capacity New Functionality (Voice, WLAN, PoE,…) Flexible Architecture/Org Change Available Budget

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 7 Revenue Opportunity / Size of Opportunity

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 8 Huge Installed Base of Equipment Need Upgrade Now $4.6B Equipment Purchased In The Past 7 Years Is EOS or EOL  Access Router: 800/1600/1700/2500/2600/3600/5300/5800  SP Router: 7200/7400/7500/6400/12000/BPX/IGX/MGX  Switch: Catalyst 1900/2900XL/3500XL/4000/5000/5500/6000  Security: PIX and VPN3000  Wireless: Aironet 340//350/1100/1200/4100/4800  IP Telephony: ATA180 & 7900 IP phones EOL = $304MEOS = $4,336M

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 9 Triggering Upgrades in Your Installed Base

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 10 Triggering Upgrades Integrate Upgrades/Audits Into All Sales Customer Upgrade Rational Improve Security End of Life of Product Bandwidth / Capacity New Functionality (Voice, WLAN, PoE,…) Flexible Architecture/Org Change Available Budget Partner Network Audit Checklist Security Audit Product Lifecycle Audit Bandwidth / Capacity Audit AT Readiness Audit Infrastructure Architecture Audit Support & Resiliency Audit

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 11 Cisco’s Upgrade Initiative for Partners: Migration Acceleration Program

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 12 MAP For Partners  Cisco Technology Migration Program  Cisco Discovery  Partner Enablement Tools  Marketing Tools Cisco Financing Cisco Financing Discovery Tool Discovery Tool Joint Planning Joint Planning Migration Acceleration Program Complete Upgrade Program for Partners Installed Base Data Mining Installed Base Data Mining Sales Tools & Marketing Collaterals Sales Tools & Marketing Collaterals CTMP

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 13 Programs/ Promos Programs/ Promos Discovery Tool Discovery Tool MAP For Partners  Engage Cisco CAM  Attend MAP & CTMP training  Draft a business plan to upgrade installed base  Take Cisco Discovery training and test  Pursue opportunities Cisco/Partner Joint Planning Cisco/Partner Joint Planning Cisco/Partner Joint Planning: Together we can generate more sales

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 14 Cisco Lifecycle Services Lifecycle Services MAP For Partners Installed Base Reporting: Business Intelligence Installed Base Data Mining Installed Base Data Mining  Start with a research of your customers’ purchase history  Download EOS/EOL product list from MAP website

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 15 Installed Base Reports Installed Base Reports Cisco Partner MAP For Partners Sales Tool & Marketing Collateral Sales Tool & Marketing Collateral  Partner Playbook Partner Playbook  End Customer Upgrade Presentation End Customer Upgrade Presentation  Marketing Collaterals Marketing Collaterals  ROI Tool ROI Tool  Competitive Edge Portal Competitive Edge Portal Sales Tools & Marketing Collaterals: Enabling our partners to take full advantage of the program

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 16 Collateral-on-demand (COD)  Empowering our partners with marketing and sales lead generation activities  Give partners access to ready creative design and messaging  Offer high quality personalised marketing materials  Streamline production and lower costs Web based solutions for Cisco partners’ sales and marketing team

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 17 Cisco Systems Partner Enablement Customised go-to-market campaigns Partner Customer Marketing 3 easy steps to edit – 3 easy steps to customer  View – Edit – Approve  Cisco – Partner - Customer

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 18 Co-brand Sample templates BCS co-brand brochure Cisco look and feel Generic look and feel  Asset Types: , Brochures, Postcard, Advertisement, Poster, Single-sheet Flyer  Fixed fields: Product specifications and details  Editable Fields: partner logo, headline, call to action and contact details eDM

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 19 Lifecycle Services Lifecycle Services Theater Marketing tools Marketing tools MAP For Partners  Tool to discover customer’s hardware & software lifecycle status  Identify customer pain points  Assess security, availability, performance risks.  Custom reports for each Discovery  Help formulate an effective sales proposal Discovery Tool Discovery Tool Cisco Discovery: New Tool to Uncover Hidden Opportunity

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 20 Cisco Discovery: Leverage, Qualify or Quantify Opportunities Measure Availability and Performance Offer Operations Outsourcing Highlight Deployment Dependencies Analyze Voice- Readiness Identify Security Vulnerabilities Cisco Discovery Network Inventory

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 21 Programs/ Promos Programs/ Promos Discovery Tool Discovery Tool MAP For Partners  Global program for trade-in of Cisco and competitive gears  Trade-in credit CTMP Cisco Technology Migration Program: Financial incentive for customers to trade-in their equipment

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 22 What are the Advantages of Using CTMP?  Customer gets trade-in credit reduces the net price of new product  Customer associates the extra discount with the trade-in. preserves the street price of new Cisco gear.  Old equipment: can’t be re-used in the customer’s network can’t be resold in gray market

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 23 Cisco Technology Migration Program: Main Product Targets  LAN Switch Cisco: Catalyst 1900/2900XL/3500XL/4000/5000/5500/6000 Competitors: 3Com, Extreme, Foundry, HP Procurve,  Router Cisco: 1600/1700/2500/2600/3600/3700/7200(non-VXR)/7500 Competitors: Huawei, Huawei/3Com, Juniper, Nortel, Motorola  Security Appliance Cisco: PIX, VPN3000 Competitors: Checkpoint, Juniper, SonicWall

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 24 Cisco Lifecycle Services Lifecycle Services MAP For Partners Cisco Capital Leasing What’s In It For You? Cisco Leasing Cisco Leasing  Overcome budget constraint  Accelerate sales cycle  Provides protection from competition  Protect discount  Discussion with financial decision maker

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 25 Cisco Capital Leasing: What’s In It For Your Customers  Provide a hedge against technology obsolescence  Increased Profitability  Tax benefits  Improved Cash Flow  Keep network assets off balance sheet  Convenience  Increase Liquidity  Get everything you need, NOW  Flexibility in upgrade options, payment schedules, and more…  Sell or Lease back current equipment during phased implementation of new solution

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 26 Enroll in Cisco Discovery training Work with your CAM to develop MAP Business Plan Data mine your customers’ purchase history Download end customer “upgrade” presentation Execute planned go-to-market Get Engaged! Next Steps

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 27 Useful Links: Migration Acceleration Program: Cisco Discovery: Partner Central Competitive Edge: Cisco Technology Migration Program: Help : Migration Acceleration Program: Cisco Technology Migration Program: RMA: Additional Information

© 2006 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialPresentation_ID 28 © 2003 Cisco Systems, Inc. All rights reserved. Presentation_ID