Cisco Avant Garde Plus Program

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 2 An exciting new approach to partnering With Avant Garde Plus, you get closer to Cisco than ever. This newly launched collaborative sales enablement program is the easiest possible way to grow your business through financial rewards and improved sales skills. It specifically targets commercial and small business accounts with up to 1499 employees. And with five unique elements, and generous rewards, it’s exactly the program you need for the future.

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 3 Avant Garde Plus is specifically for you Your business profile and performance pre-qualifies you to participate Simplified elements are easily accessible Cisco personnel are dedicated to your business To take part simply register online, select your sales targets and submit a business plan

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 4 28% of each customer’s technology spend captured: opportunity to increase our customer wallet share The small business and commercial opportunity $4.19bn revenue opportunity 113,000 accounts to target in this segment Commercial accounts have 1.14 Cisco technologies: opportunity to increase technology and services penetration

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 5 Drives more business through migration sales with the first joint business development initiative, IBLM – Migrate to Accelerate Avant Garde Plus benefits Sharpens your sales skills and technical understanding Shares Cisco customer intelligence and highlights new revenue opportunities Gives extensive access to co-marketing resources and materials Delivers industry leading financial rewards based on collaborative performance

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 6 Shared customer Intelligence Use Cisco intelligence to target and win new business Joint Business Development Develop business with Cisco IBLM – Migrate to Accelerate Co-marketing Leverage Cisco co-marketing resources to drive campaigns Avant Garde Plus Elements Cisco and Partner Teaming to close Sales profitably Sales and technical training Train your sales and engineer team Financial Reward Gain MBO rewards when meeting agreed business targets

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 7 Element 1: Sales and technical training Tailored to your specific partner needs: A no-cost curriculum of training and workshops for partner account managers and technical personnel Aligned with Cisco’s Technology Master curriculum In-person and online via Cisco’s Webex Improves your sales ability with commercial and small business accounts

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 8 Avant Garde Plus training content Collaboration  Architecture Workshop  Opportunity Discovery Workshop  ROI/TCO  The Executive Sale Virtualization  Architecture Workshop  Opportunity Discovery Workshop  The Executive Sale Borderless Network  Architecture Workshop  Opportunity Discovery Workshop  The Executive Sale Partner Led  VCX  CIO Relevance  Cisco/MS Competitive Workshop

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 9 Element 2: Shared customer intelligence Using Cisco’s Intelligence Network Effect to more effectively target and win new business: Shared high-value intelligence on customers Support for territory planning, account planning and demand generation Targeting uncaptured revenue and incremental revenue opportunities Campaign of continuous customer engagement

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 10 Retain Large Retain Medium Retain Small Develop Large Develop Medium Develop Small Acquire Large Acquire Medium Acquire Small The Intelligence Network Effect Targeting customer / prospect according to value and propensity to buy data Intelligence: how it works R D A SML Share of Potential Size of Potential CUBE

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 11 Element 3: Migration sales with Joint Business Development, IBLM – Migrate to Accelerate Drive more business with Cisco’s Installed Base Lifecycle Management - Migrate to Accelerate program: Tools to assess and optimise the customer’s network architecture Incentive rewards for following the sales methodology Increases your customer retention and loyalty Identify opportunities by understanding your customer’s business and technology needs

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 12 Element 4: Co-Marketing Help to create, qualify and close deals: Materials and training to execute professional marketing campaigns Data intelligence on best customer prospects Sales enablement support including ‘Reason to Call’ telemarketing guides Full support of a Cisco internal channel account manager

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 13 UC 40% Co-marketing: how it works 1. Which technology?2. Which Co-Marketing campaign? 3. What type of activity? 4. Who to target? LAN Switching 20% Security 25% Routing 10% WLAN 5% CUBE Commercial Small business

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 14 Element 5: Financial rewards A 3-tiered quarterly reward scheme based on agreed Management by Objective (MBO) targets: MBO 3: Rewards specific behaviours, pays out 0.5% of commercial net bookings MBO 2: Net new customer bookings, pays out 4% of achievement MBO 1: Total commercial net bookings, pays out 1% of achievement

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 15 MBO2 MBO2 Target 70% Linear scale: 80% achieved Payout= 80% x 4% x achievement 115 % 5% Rebate 6% Rebate 130 % 4% Rebate Rewards: how they work Rebate calculations MBO1 MBO1 Target Linear scale: 80% achieved Payout= 80% x achievement 1% Rebate 70% 130%

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 16 Avant Garde Plus: Benefits summary Enables closer working with our partners Reduces complexity Improves rewards and support elements Exclusively for our best performing partners

© 2009 Cisco Systems, Inc. All rights reserved.Cisco ConfidentialCisco Avant Garde Plus Program 17 Begin targeting and winning new revenue streams Your next step: Registration Provide your details online at Select your target commercial booking and provide a business plan Commit to a target higher than 110% of FY09 revenues Allocate sales account managers and engineers