1. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 1 How to Partner with the Primes Emily Martinez Stein Program Manager Global Supplier Diversity Business Development Manager

2. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 2 Agenda About Cisco Partnering Reaching Cisco

3. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 3 Cisco Systems: Worldwide Leader in Networking for the Internet Cisco Products Power the Internet Cisco Runs Its Business on the Internet

4. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 4 WORK LIVE PLAY LEARN The Cisco Vision Networks Change Everything….

5. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 5 Company Mission © 2006 Cisco Systems, Inc. All rights reserved. 5

6. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 6 Cisco at Work—Corporate Culture © 2006 Cisco Systems, Inc. All rights reserved.Cisco Confidential12985_08_2006_c2 6

7. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 7 Supplier Diversity at Cisco  Strategic business solutions  A globally recognized program  Foster relationships and partnerships  Economically empowering our communities  Included in global spend process Customer Success

8. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 8 Strategic Spend Management

9. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 9 Minimum Supplier Requirements  A Certified MBE  Able to deliver solution(s)  Do business online  Able to work within our culture  Proven success record  Ability to scale  A portfolio of customers  Financially stable

10. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 10 Agenda Partnering

11. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 11 Capitalizing on Customer Knowledge  A customer subject matter expert needs to know… Company culture Company business model Pinpoint your playground Product and service offerings Industry Trends Identify influential employees and partners Rules of engagement Your value

12. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 12 © 2006 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 12 Partnering Considerations Business ChallengesSolutionsBusiness Benefits  Lack of resources and limited budgets  Not meeting customer needs  Barriers to enter new markets  Not able to compete for large accounts  Capitalizing on shared resources and budgets  Optimize business processes  Deliver value  New product and service offerings  Effectively address customer and partner needs  Provide repeatable successful and profitable customer engagements  Making easier to do business with large corporations

13. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 13 Engage as Trusted Resource Facilitate peer-to-peer interaction Be prepared for the long term Know roles and business Engage solution resources Use face- to-face meetings Address business challenges Provide objective and comparative data Partnering a Profitable Experience

14. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 14 Agenda Reaching Cisco

15. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 15 Become A Cisco Supplier Are You a Potential Diverse Supplier? Certification:  Women's Business Enterprise National Council (WBENC) Women's Business Enterprise National Council (WBENC)  National Minority Supplier Development Council (NMSDC)  Small Business Administration (SBA) Next Step  Visit out website: www.cisco.com/supplier/diversitywww.cisco.com/supplier/diversity  Supplier Diversity email: supplierdiversity@cisco.com

16. © 2008 Cisco Systems, Inc. All rights reserved.Cisco Public4/24/2008 EMS 16