1. 1 Partner Smart Talk Series 202 Collaborative Professional Services

2. 22 We will begin at Five Minutes After the hour

3. 3 AGENDA Collaborative Professional Services Why Use CPSWhy Use CPS CPS RefresherCPS Refresher “Fitting the Peg Into the Hole”“Fitting the Peg Into the Hole”

4. 4 Your customers are changing Source: IDC February 2013 Over the next 3 years, 35% of known IT budgets will shift from IT to the business units. Source: Forrester March 2013 58% of new IT investments in 2013 will involve direct participation by line-of-business executives, most notably by those in charge of customer-facing front-office functions. By 2016, that number will rise to 80% of new IT investments, with LOBs taking the lead decision maker role in half or more of those investments. Are you ready to be an IT Solutions Provider? Customers’ Perception of Differentiation is Changing We have to meet that Change

5. 5 Why CPS  Sales Differentiation & Resource Optimization  A formula that is Unique to You  Focus on what is “Core” and outsource “Context”  Leverage a Proven Service  Global Reach

6. 6 Collaborative Professional Services Cisco – Partner Collaboration Cisco provides: engineering expertise, smart services innovation, best practices, proprietary methodologies Partner provides: intellectual capital, resources, and customer knowledge SKU based - Fixed scope / price Orderable in CCW * Delivered to partner remotely and virtually via Cisco NCEs/CCIEs Project based Invoiced upon project completion * * Exception Knowledge Services

7. 7 Collaborative Professional Services Video Implementation Validation Methodology 1 3 Conduct TP Network Path Assessment Conduct Video Planning & Design Development 4 Validate entire Video Implementation Develop As Built Documentation for End User or MS Business Unit 2 Upgrade network elements as recommended by Network Path Assessment Identify network capability to carry TP video traffic Focus on specific recommendations for network upgrade Conduct TP Network Path Assessment Ensure functionality of completed implementation

8. 8 Collaborative Professional Services UC Implementation Validation Methodology 1 3 Install UC Core Elements Rollout End User UC Elements 4 Perform CPS UC Assessment Validate entire UC Implementation Develop As Built Documentation for End User or MS Business Unit 2 Perform CPS UC Assessment Assess UC Core Implementation Modify Configuration Prior to End User Rollout

9. 9 Technical Knowledge Library SmartNet (TotalCare) Collaborative Professional Services Knowledge Enablement + Maintenace Services

10. 10 Success Story – Presidio/ Marathon VSLA Assessment Service Dickinson, AMER XYZ opportunity… AS Revenue $K Expected Product Revenue $M  ITQAN engaged Cisco for o UC on UCS Development Service o UC on UCS Guidance Service Business Challenge Business Challenge  Ensure successful deployment of TelePresence Solution  Determining if the underlying network infrastructure is robust enough to handle the added traffic generated by TelePresence session PSAT – 5.0 Cisco Solution Cisco Solution  The Cisco TelePresence Manager must be able to interact and communicate with key network resources or else the system will not work. Determining this early in the deployment process is difficult without the proper tools.  The Video SLA Assessment Service provides network engineering staff with Cisco intellectual capital and technology expertise that they can leverage to shorten the planning and implementation cycle and improve the quality of system deployments. Business Impact Business Impact  Degree of confidence and assurance that network can support business objectives through the use of Cisco expertise and manage and maintain it in optimal condition. Experience with CPS – Getting the test results was an excellent experience. The turnaround was very fast. Impressed with the level of flexibility CPS offered during delivery cycle. Terry Cornman – Networking Solutions Enablement

11. 11 High Impact in Norway Datametrix – ShipEquip : Unified Communications Guidance Service Norway : EMEA XYZ opportunity… AS Revenue $K Expected Product Revenue $M Challenge’s Challenge’s  Lack of experience with UC over satellite  Identify potential risk in the design that could affect Implementation.  Wanted to ensure project milestones and testing PSAT – 4.8 Solution Solution  Datametrix engaged Cisco for  Unified Communications Guidance Service.  Recommended to VSAT design considerations and project rollout Impact Impact  Was able to improve their relationship with Avinor (Customer) through CPS.  Partner was able to complete the engagement within timeline and budget Experience with CPS –Limited to WLAN engagement 12 months prior Business Impact and Benefits – The CPS report is a valuable document for Datametrix and our customer ShipEquip especially the best practice guidance and experience with VSAT. ShipEquip is now a managed service customer for Datametrix (break/fix) Value of the service – Because of the confidence the customer now has with Datametrix ShipEquip is now a managed service customer for Datametrix (break/fix) Trond Lindeman – Senior Engineer Hardware: $275k

12. 12 Why CPS  Sales Differentiation & Resource Optimization  A formula that is Unique to You  Focus on what is “Core” and outsource “Context”  Manufacturer “Skin in the Game”  Leverage a Proven Service

13. 13 For More information  CPS-BDM@external.cisco.com CPS-BDM@external.cisco.com  www.cisco.com/go/cps www.cisco.com/go/cps  http://www.cisco.com/web/about/doing_business/legal/service_descriptions/index.html#~5 http://www.cisco.com/web/about/doing_business/legal/service_descriptions/index.html#~5

14. 14 We will get started 5 minutes after the hour to allow other participants to join this session. The Smart Talk Series is designed for Cisco field sellers, Cisco customers, Cisco partners, and other internal team members. It provides use cases to illustrate the value of Cisco Smart Services. Importantly, Smart Talk sessions are presented weekly—at the same time and on the same day each week—to give field sellers, customer and partner attendance a predictable schedule to help facilitate. Ask your PSDM about the upcoming sessions.

15. 15 For More Information – internal audience only Visit the Americas Smart Services WebEx Social page to access webinar recordings, presentations, training, information, and sales toolsAmericas Smart Services WebEx Social page Checkout the upcoming Smart Talk Series sessions – 101, 202, and 303 and register herehere Contact [PRESENTER NAME] at [PRESENTER EMAIL] for all [Smart Services OFFER NAME HERE] questions, issues, and support

16. 16 Cisco Confidential 16 © 2011 Cisco and/or its affiliates. All rights reserved. Thank you