© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1 © 2013 Cisco and/or its affiliates. All rights reserved. 1 EN: Just Switch It Part of “VIBE” in EMEAR, “JSI / Core Acceleration” in APJC, JSI in Americas Partner Summary Version Version 18, Nov 2013

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 2 Key Slide P P For Partners & Sales C C For Customers

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 3 EN

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4 Advanced Security & Compliance BYOD & Mobility Simplification & SDN Manage Mobile Device Surge Traffic Growth from ac Pervasive Mobility with Superior Experience Simplification with Converged Access Transition from Device Based To Context Based Security Compliance Every IT department is being Asked to do More with Less At the Same Time, Complexity is Multiplying Last Day of Support and End of Sale For many of deployed infrastructure C C P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 5 Advanced Security & Compliance BYOD & Mobility Simplification & SDN C C P P

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© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 7 Embrace Speed of Change! Refresh Before it Ends! Do Not Get Left Behind! Don’t Wait Until its Too Late! The network is more critical to business than ever before BYOD, ac, 10G, advanced security & compliance are here today. Many deployed switches and AP’s are EoL/EoS. Don’t Lose Critical Technical Support New roll outs take time Don’t lose amortization budget Speed of Change Stakes are High Trends are Happening Now End of Product Life Cycle Need to be Proactive C C P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 8 Large Install Base Ready for Refresh If You Don’t, Your Competitors Will Aggressive & Simplified Offers Mobility & Security Top of Mind Cisco & Competitor Install Base Use migration services to start conversation Gain First Mover Advantage Refreshed Highly Differentiated Cisco Portfolio Limited Time Offers to Maximize Partner Profitability Better Account Management Align with Customer Trends Architecture Based Selling Highly Differentiated Portfolio Account Satisfaction & Support with Services P P Option 1 Pave the Way, Protect the Base Collaborative Services help build the business case and provide recurring revenue streams

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 9 $1.6B of Catalyst 6K,3K,2K Install Base LDoS in FY13-15 Amortized Cisco Switches Install Base (Sold from ) $2B of Aging HP 5400zl Switches $28 Billion Competitor Install Base Aggressive Promotions: UA Breakaway Accelerator +5% discount for 10G,802.11ac* Up to 18% TMP discounts for Products Up to 10% TMP discounts for Technical Services VIP up to 10% Holistic Approach to Win: Architecture, Products, Services & Capital Align with Customer Trends Architecture Based Selling Highly Differentiated portfolio Pro-actively Start Migration & Beat Competition Large Install Base Ready for Refresh Maximize Profitability Better Account Management P P Option 2 Pave the Way, Protect the Base Collaborative Services Make the business case for technology migration Technical Support Services Protect the base Continue recurring revenue streams *More Details Available here -

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© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 11 $1.6B Catalyst 6500 & 3K/2K Install Base LDoS in FY13-15 $1.152B Catalyst 6500 Non-E LDoS chassis $288M Catalyst 3K/2K LDoS Switches $63.8B Amortized Cisco Switches Install Base Sold * $102B Cisco install base ( ) * $28 Billion Competitor Install Base * P P *Source: Dell O Oro

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 12 HP$7.2B Without question, largest install base for refresh Avaya$5.2B Declining business, switching is not strategic business for Avaya 3COM/H3C$4.6B Brand is being retired Extreme$3.1B Financial troubles, trying to focus on DC now Brocade$3.1B Old foundry switches, trying to resurgence in NA Enterasys$2.7B Bought by extreme, mostly forklift upgrade to extreme ALU$2.1B Not focused on enterprise switching Total $28Billion Compare with Cisco $102B install base We just need 1% of competitors this year for ~3% growth $16 Billion between 2003 & 2008 P P

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© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 14 Catalyst 2K, 3K and Competitors Campus Fixed Access Install Base Catalyst 4K Non-E and Competitors Campus Modular Access Install Base Catalyst 6K Non-E and Competitors Campus Backbone Install Base a/b/g Access Point Install Base Catalyst 6K Non-E Data Center Install Base WiSM, 440, 2100 Wireless Controller Install Base BYOD, Pervasive Mobility, Advanced Security, Simplicity/ SDN NEW ProductsOLD Products C C P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 15 Catalyst 2K, 3K and Competitors Campus Fixed Access Install Base Catalyst 4K Non-E and Competitors Campus Modular Access Install Base Catalyst 6K Non-E and Competitors Campus Backbone Install Base a/b/g Access Point Install Base Catalyst 6K Non-E Data Center Install Base WiSM, 440, 2100 Wireless Controller Install Base BYOD, Pervasive Mobility, Advanced Security, Simplicity/ SDN NEW ProductsOLD Products Services to Support Migration Cisco Upgrade and Refresh Cisco Nexus Planning & Design Cisco SDN Services (Cisco ONE, ACI) Technical Support Collaborative Network Development Cisco Wireless LAN Services Cisco BYOD Service Kit Technical Support Collaborative Switching Assessment Collaborative Network Development Cisco Upgrade and Refresh Cisco Network Migration Service Cisco SDN Services (Cisco ONE, ACI ) Technical Support C C P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 16 Removing Barriers to Upgrade Aggressive & Holistic Promotions Super Simplified Program Collective Power of Promotions UA Breakaway + TMP (Cisco/competitive) + Capital + Services + Bundles = Up to 60% or Higher Discounts* Holistic Approach to Win Architecture, Products, Services & Capital 6 Month Customer Deferred Payments By Cisco Capital Support Service Contract Transfer For Eligible Active Support Service Contracts Clear Migration Path for Products Access & Backbone Switches, AP& WLC Consistent 2 Level Discount Structure “ Drive” & “Enable” For VIP22 & TMP Revamped TMP Program Simplified Retired Equip Return Certificate Fixed Credits for Retired Equipment P P *Can Vary Across Regions. Details Available here -

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 17 Base Partner Discount 50%* UA Breakaway Cross Sell 5% Accelerator 5% Front End DiscountsBack End Rebate VIP-22 Drive 5-10% Enable 2-5% Partner Credits on Partner Purchase Price Switch + Wireless 10G uplinks, ac List Price Reduction Combined Discount (TMP + UA Breakaway) is Capped** P P TMP Program Drive (Competitive) 18% Drive (Cisco) 12% TS Services 10% Drive (Competitive) 18% Drive (Cisco) 12% TS Services 10% List Price Reduction Enable (Competitive) 14% Enable (Cisco) 8% TS Services 10% Enable (Competitive) 14% Enable (Cisco) 8% TS Services 10% * With OIP. Can vary for different products & regions **Cap Varies by region/country. For Details visit -

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 18 Base Partner Discount 50%* UA Breakaway Cross Sell 5% Accelerator 5% Front End DiscountsBack End Rebate Switch + Wireless 10G uplinks, ac List Price Reduction Combined Discount (TMP + UA Breakaway) is Capped** P P Sample Config List Price* = 10,000 Total Discount with TMP + Breakaway = 60% (Cap**) Net Partner Price = $4000 Adjusted Partner Net Price without VIP = $ % Total Discount * With OIP. Can vary for different products & regions VIP-22 Drive 5-10% Enable 2-5% Partner Credits on Partner Purchase Price TMP Program Drive (Competitive) 18% Drive (Cisco) 12% TS Services 10% Drive (Competitive) 18% Drive (Cisco) 12% TS Services 10% List Price Reduction Enable (Competitive) 14% Enable (Cisco) 8% TS Services 10% Enable (Competitive) 14% Enable (Cisco) 8% TS Services 10% **Cap Varies by region/country. For Details visit -

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 19 Drive 20% Enable 80% Drive 40% Catalyst 6800/6500/Sup2T Catalyst 4500E/Sup8E Catalyst 3850, 3650, APs 3700, 3600, ISE, Prime, CMX Catalyst 6500 w Sup720 Catalyst 4500E/Sup7E Catalyst 3750-X, 2960 Current Sales Mix New Sales Mix 20% to 40% shift in “Drive” results in $103,800 Incremental discount P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 20 “Drive” & “Enable” Categories for List Price Reduction Consistent with VIP-22 for simplicity and partner profit maximization “Drive” & “Enable” Categories for List Price Reduction Consistent with VIP-22 for simplicity and partner profit maximization Simple Fixed Price Reduction: Drive: TMP-Competitive 18%, TMP-Cisco 12% II Enable : TMP-Competitive 14%, TMP-Cisco 8% No more individualized SKU trade-in complex discounts Simple Fixed Price Reduction: Drive: TMP-Competitive 18%, TMP-Cisco 12% II Enable : TMP-Competitive 14%, TMP-Cisco 8% No more individualized SKU trade-in complex discounts Technical Services TMP Discount 10% Not just products, Now Technical Support Services also qualify for discount Technical Services TMP Discount 10% Not just products, Now Technical Support Services also qualify for discount TMP Credit Transparency- What You See, What You Get But still need approval from Partner Account Manager TMP Credit Transparency- What You See, What You Get But still need approval from Partner Account Manager Simplified Retired Equip Return Certificate Not-in-Use Certificate Available (Physical Returns are Preferred) Simplified Retired Equip Return Certificate Not-in-Use Certificate Available (Physical Returns are Preferred) TMP = Technology Migration Program Includes both Cisco and Competitive Trade-in P P Support Service Contract Transfer Removing the barriers for install base migration Support Service Contract Transfer Removing the barriers for install base migration Combined Discount (TMP + UA Breakaway) is Capped** **Cap Varies by region/country

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 21 5% Discount for Switches + Wireless Cross Sell Address BYOD and mobility trends 5% Discount for Switches + Wireless Cross Sell Address BYOD and mobility trends +5% Discount for Accelerator – 10G uplink & ac AP SKUs Increase your revenue and profitability +5% Discount for Accelerator – 10G uplink & ac AP SKUs Increase your revenue and profitability Only One Promo Code to Remember No more multiple promo codes; focus on sell not on remembering promo codes Only One Promo Code to Remember No more multiple promo codes; focus on sell not on remembering promo codes Automatic Discount Approval up to Maximum Value in Tool Simplicity Automatic Discount Approval up to Maximum Value in Tool Simplicity P P Combined Discount (TMP + UA Breakaway) is Capped** **Cap Varies by region/country

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 22 Simple 2 Categories for Rebates: Drive & Enable Know exactly which products to promote for maximum profitability Simple 2 Categories for Rebates: Drive & Enable Know exactly which products to promote for maximum profitability More Aggressive Incentives for Target Architectural Solutions Address customers key trends like BYOD and Cloud More Aggressive Incentives for Target Architectural Solutions Address customers key trends like BYOD and Cloud Consistent Nexus and Catalyst Switches Incentives Get the same VIP payout when selling Catalyst in the campus and Nexus in the data center Consistent Nexus and Catalyst Switches Incentives Get the same VIP payout when selling Catalyst in the campus and Nexus in the data center P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 23 10% TMP Discount on Technical Support Services Covers SMARTnet, Smart Net Total Care, Smart Care, Partner Support Service Discount available in all regions for limited time only Enter Trade-from Services Product Number: CON-TMP-SVCFROM C C P P 90 Day Free Trial EnergyWise - Energy Management Software Reduces overall IT energy costs by up to 35% Gain 100 percent visibility into energy use Reduce Total Cost of Ownership (TCO) up to $50 per port per year Fast-Start $0 SKU: EW-JX-50SW

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 24 Deferred Payments for Customers Through Cisco Capital* Removing Budget Barrier C C P P 6 Months *Terms and Conditions may differ by region and country

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 25 ProgramOffer Partner Discount (OIP)50%* UA Breakaway Cross SellAdditional 5% discount for selling switching + wireless together UA Breakaway AcceleratorAdditional 5% on 10Gig & ac SKUs VIP 22Up to 10% back-end rebates on Drive products TMPProcess Simplification – Simplified Retired Equip Return Certificate TMPFixed credits: 18% or 14% for competitive trade-in || 12% or 8% for Cisco trade-in TMP10% Technical Services discount TMP, VIP-22Consistent 2 level (Drive & Enable) discount structure Technical Service ContractTransfer of remaining term Product DiscountsProduct bundles with discounts up to 54% Stacking of DiscountsDiscounts can be stacked up to 60% or Higher per deal* + VIP backend rebates* EnergyWise90-Day Free Trial *Can vary by regions P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 26 1.Focus of Architecture Selling & LDoS / Older Install Base 8-18% TMP (Cisco/competitive) credits for LDoS & older install base refresh. Technical Support Discount 10% 2.Always Sell More Products from “Drive” Category 2x promotion discounts with “Drive” products (latest, highly differentiated, arch aligned ) 3.Strive for UA Cross-Sell & UA Accelerator Up to 10% extra promotion discounts for UA Cross-Sell (Switch + Wireless), UA Accelerator (10G, ac) P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 27 Ready Familiarize with “Just Switch It” Go Close the Deal Set Start Customer Conversation Create Customer Offer Bundles, Promotions, Services & Capital Close the Deal Register the Deal for Credits chnology/borderless/iblm.html Messaging, Install Base Details Tools & Offers UA Breakaway + TMP (cisco/competitive) + VIP-22 + Capital + Services + Bundles Start Conversation- Why Upgrade BYOD/Mobiliy, Advanced Security, Simplicity/SDN Assess & Discover Older Switching, Wireless, Services for Refresh P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 28

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 29 Collaborative Services Technical Support Services P P Reduce Network and Device configuration Time by up to 90% Improve Post-migration Verification Time by 60 to 70% Provide a Structured Methodology for Product and Technology Migration Create a Recurring Revenue Stream Protect your Customer by Ensuring Network Stability and Reducing Risk Secure your Installed Base from Competition

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 30 Lack of Future Apparent Move to Merchant Silicon No Major New Functionality Recently Apparent Lack of Strong Roadmap Lack of Resiliency Many Single Points of Failure No Switch Failover Technology Software & Config Changes Require Reboot Lack of Scale Architecture Limitations Prevent 40G Cannot Scale to Meet Growth Requirements of BYOD, ac, Video & More Lack of IT Simplicity No Device Sensors for Automated Profiles No IP SLA for Traffic Simulation No Mediatrace for Troubleshooting, & More P P HP Eliminates Partner Revenue by Promoting its Limited Lifetime Warranty

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 31 Migrate HP 5400zl to Catalyst Platforms $2 Billion* Opportunity HP 5400zl is one of HP’s most deployed modular access and aggregation switch Attach Technical support and build recurring revenue streams. *Estimated from Dell 'Oro reports P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 32 Enable Drive Cisco’s Latest & Highly Differentiated Products Built for Current Trends, Architectures & Future Proofing Many Products have Price Parity with Previous Generation Products Preferred Choice for Consultative Selling Up to 2x Incentives for TMP (Cisco & competitive), VIP22 Sample List of Products Rest of Cisco’s Currently Selling Products Includes Previous Generation Products that have Next Generation Options for Customers Base Incentives for TMP (Cisco & competitive), VIP22 Sample List of Products Access Catalyst 3850,3650 Switches; Catalyst SUP 8E Modules** Catalyst 4500E R chassis; C4500E R bundles; C4500E with Redundant SUPs** ** Excludes accessories, cables, power supplies and previous generation products. Refer to official VIP/TMP SKU list for exact SKUs and coverage. Backbone Select Legacy SUP 2T** Current Model SUP 2T** Catalyst 4500X Catalyst 6800 Wireless Access Points: : 3600 series and modules Cisco Prime Connected Mobile Experience (CMX) Access Rest of Catalyst Access Switches Backbone Rest of Backbone Switching**; Legacy SUP 2T**; C2 (SUP 720)** Wireless Access Points: 600 series, 700 series 1600 series, 2600 series Controllers: 8500, 7500, 5760, 5500, 2500, Virtual Controller P P

© 2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 33 Thank you.